In this episode, Matthew Jarvis and Micah Shilanski break down the preparation and conversations behind productive client meetings. They explain why rehearsing a consistent meeting format helps advisors stay focused on the client while delivering personalized advice. From reviewing communication history and completed tasks to practicing with the actual reports and technology, they share what needs to happen before the client arrives. Matthew and Micah then walk through the opening minutes of a meeting: greeting clients, asking about their concerns, listening without rushing, and agreeing on an agenda. They also explore how repeating clear messages about cash flow, guardrails, and retirement goals shapes client expectations and keeps conversations focused on what matters.

Exactly What to Say in Client Meetings [Episode 367]

Resources in today's episode:

- Micah Shilanski: Website | LinkedIn
- Matt Jarvis: Website | LinkedIn
- Get the Surge Toolkit
- Learn More about our Coaching Programs

In this episode, Matthew Jarvis welcomes Max Holvik of The Advisor's CFO to explore how financial advisors can better understand and manage the business behind their practice. Max explains how fractional CFO support helps growing firms connect their financials to future goals, build useful dashboards, and prepare for acquisitions or an eventual exit. They discuss why revenue alone does not reveal client profitability and how tracking service activity and team time can expose hidden costs. The conversation also covers internal controls, staffing capacity, and the challenges of serving clients who no longer fit the firm's strategy. Max shares why better data and an objective sounding board can help owners make clearer decisions about growth, pricing, and service.

Understanding Client Profitability With Max Holvik

Resources in today's episode:

- Matt Jarvis: Website | LinkedIn
- Max Holvik: Website | LinkedIn
- Learn More about our Coaching Programs

In this episode, Matthew Jarvis welcomes Michael Joyce from Calamos Investments to discuss how advisors can stand out by delivering practical, personalized value. Michael shares how he moved beyond product pitches and entertainment to become a resource for advisors, drawing on books, business coaching, and conversations with top producers. He breaks down his book-gifting approach, pairing a handwritten note with a specific page recommendation that connects to the recipient's life or business. The conversation explores why consistent follow-up matters more than a single gesture, how wholesalers can share useful practice-building ideas, and how weekly accountability and intentional habits help turn good intentions into action.

Standing Out Through Personalized Value With Michael Joyce

Resources in today's episode:

- Matt Jarvis: Website | LinkedIn
- Michael Joyce: Website | LinkedIn
- Learn More about our Coaching Programs