What You'll Learn In Today's Episode:

• Value adds are essential for client engagement.
• Understanding client needs is key to successful value adds.
• Having a clear vision is vital when selling.
• Not all sales are about maximizing financial gain.

In this week’s Follow Up Friday, Amber Kuhn recaps a discussion on ranking value adds and practice valuation. On Monday, Matt and Micah delivered a masterclass on value-add services that’ll have you rethinking your client relationships faster than you can say “fiduciary responsibility.” They dove into the art of creating one-page documents that showcase your value to clients while somehow managing to keep themselves to just one page each. They ranked these value-adds from “you should be doing this yesterday” to “this might require its own dedicated team.” Remember the “dishwasher rule”? These value-adds aren’t just services—they’re tangible evidence of the value you’re providing.

In Thursday’s bonus episode, Matt spoke with Scott DiGiammarino from JPTD Partners. Scott shared that with over 40 deals in the past year, his clients see valuations at double or triple the industry norm.

For advisors thinking selling means retiring to a beach somewhere, Scott dispelled the myth that sellers have to exit completely. In fact, buyers (particularly those private equity firms) prefer you stick around to keep growing the business—they just want a piece of that lucrative pie.

The takeaway from both episodes? Whether you’re building value through client services or preparing to cash in on the practice you’ve built, being proactive, strategic, and clear about your vision is non-negotiable.