All Episodes

September 18, 2024 24 mins

In this episode, host Belle Osvath, CFP® interviews Michael Clarke, co-founder of Protection Point Advisors and the National Referral Network, and author of A Firm Worth Building. The discussion revolves around the concept of "trust compression," which refers to building trust with clients not through long interactions over time, but by creating a series of high-quality, successive engagements that compress the time needed to establish trust.

Michael explains how trust compression allows advisors to connect with clients through shorter, more meaningful meetings. He highlights how his firm has broken the traditional intake process into multiple brief, focused interactions to understand client risk tolerance and align their financial plans accordingly. The goal is to help clients feel understood and comfortable, building trust faster than through conventional methods.

National Referral Network: https://www.nrnamerica.com/

A Firm Worth Building (Book) https://a.co/d/dinBzqA

.css-j9qmi7{display:-webkit-box;display:-webkit-flex;display:-ms-flexbox;display:flex;-webkit-flex-direction:row;-ms-flex-direction:row;flex-direction:row;font-weight:700;margin-bottom:1rem;margin-top:2.8rem;width:100%;-webkit-box-pack:start;-ms-flex-pack:start;-webkit-justify-content:start;justify-content:start;padding-left:5rem;}@media only screen and (max-width: 599px){.css-j9qmi7{padding-left:0;-webkit-box-pack:center;-ms-flex-pack:center;-webkit-justify-content:center;justify-content:center;}}.css-j9qmi7 svg{fill:#27292D;}.css-j9qmi7 .eagfbvw0{-webkit-align-items:center;-webkit-box-align:center;-ms-flex-align:center;align-items:center;color:#27292D;}

Mark as Played

Advertise With Us

Popular Podcasts

Stuff You Should Know
24/7 News: The Latest

24/7 News: The Latest

The latest news in 4 minutes updated every hour, every day.

Dateline NBC

Dateline NBC

Current and classic episodes, featuring compelling true-crime mysteries, powerful documentaries and in-depth investigations. Follow now to get the latest episodes of Dateline NBC completely free, or subscribe to Dateline Premium for ad-free listening and exclusive bonus content: DatelinePremium.com

Music, radio and podcasts, all free. Listen online or download the iHeart App.

Connect

© 2025 iHeartMedia, Inc.