THE PERFECT RIA
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What You'll Learn In Today's Episode:

  • Differentiate Internal and External Communication: Internal terminology used within your team might not resonate with clients or prospects. It’s crucial to distinguish between language for internal discussions and the language that effectively communicates value externally to clients.
  • Client-Centric Communication: Regardless of industry jargon, clarity in communication is key. Explain concepts in a way that directly relates to clients and provides actionable advice. Clients should understand how industry concepts translate into value for them personally.
  • Perception of Value: The value you provide should align with the client’s perception. Value is subjective and hinges on the client’s assessment of the worth they receive compared to the fees paid. Empower clients to express what they consider valuable, and adjust your approach accordingly.
  • Education and Empowerment: Focus on educating clients so they can make informed decisions. Demonstrate the unique value you offer beyond generic claims. Help clients understand concepts they haven’t grasped before, making you a valuable advisor.
  • Quality Over Quantity: Delivering value isn’t about inundating clients with a high volume of tasks or information. Value is about meaningful impact. Prioritize individualization and actionable items that simplify clients’ lives, making the information you provide practical and relevant.
Table of Contents

In today’s episode, Matt and Micah dive into a critical distinction between internal team language and client communication when discussing value. Drawing from their experiences, they emphasize the importance of articulating industry concepts in a client-centric manner, ensuring clarity and actionable advice. They highlight the concept of value being subjective and rooted in the client’s perception, stressing the significance of empowering clients to define what holds value for them. Education is a powerful tool because you want to enable clients to make informed decisions, and quality prevails over quantity, so be sure to prioritize personalized, practical insights that resonate and simplify.

Ideas Worth Sharing:

‘We need to understand what's internal terminology and what's external value to communicate.’ - Matthew Jarvis Share on X ‘Even if clients are hearing the jargon in the industry, I still want to be really clear about what that means to them.’ - Micah Shilanski Share on X ‘Where the value really comes as an advisor is helping the client understand something that no one else has helped them understand.’ - Matthew Jarvis Share on X

Resources In Today's Episode:

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