Elementality for Financial Advisors | Elements Financial Vitals System™
Join Jordan Haines, CFP® and financial vitals specialist at Elements to explore strategies, principles and frameworks to increase the pace of delivering financial advice to people.
Episodes
Jordan describes how to get started building a stand-alone coaching service for clients that may not be a good fit for traditional financial planning services. Jordan explores why these questions must be answered before you build anything:
- What is your motivation for this program?
- Why would someone need this service over your core financial planning service?
- What is the clients’ core job to be done?
- How will you know if your p...
Carl Richards shares his innovative approach to getting client referrals, moving away from traditional uncomfortable methods to a more authentic strategy that focuses on genuine conversations over coffee.
Through real examples and success stories, Carl demonstrates how asking clients for business development advice can lead to unexpected opportunities and valuable relationships.
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Jordan explores "The Four Conversations" by Blair Enns, focusing on the qualifying and value conversations in the sales process. He talks about transforming sales from presentations to meaningful dialogues, examining how to qualify prospects and understand what truly constitutes value for clients.
Jordan explores the power of prototyping in financial planning, drawing inspiration from James Dyson's journey of creating the perfect vacuum cleaner. Jordan breaks down his prototyping process to help financial advisors become more comfortable with testing and iterating new ideas before scaling them.
Jordan explains how advisors can implement a quarterly service calendar to proactively monitor client financial health through address 4 key questions about retirement readiness, asset mix, income usage, and risk management. advisors can create an efficient system of verifying, analyzing, and reporting on their clients' financial progress.
Jordan explains how financial advisors can implement a monthly service calendar to proactively monitor and communicate with clients about their financial health. The episode breaks down a three-step process - verify, assess, and report - that advisors can use to efficiently review and provide feedback on specific financial elements like savings rate and liquidity, typically taking no more than 4-5 hours per month for a client base...
Jordan explores why financial professionals need to intentionally position themselves to avoid being mentally categorized alongside other financial specialists. Learn how to differentiate yourself through clear contrasts and category ownership, transforming from a commodity into a true decision-making partner who delivers cohesive, designed experiences for clients.
Reese Harper and Abby Morton break down how to help young professionals just starting their financial journey. Through the case study of a young working professional they discuss practical strategies for building wealth, from establishing emergency savings to growing income potential.
The conversation offers valuable insights for both advisors working with early-career clients and young professionals seeking to establish a strong f...
Jordan explores the concept of "solving for chaos" in financial advisory services. Drawing from his experience at Dentist Advisors, Jordan discusses how identifying and addressing financial chaos through organized, intentional processes can transform client relationships and deliver meaningful value.
Jordan dives into the fourth and final component of client perceived value: price. He explores why pricing isn't usually the real problem when clients object to costs, but rather a symptom of not effectively communicating value. Through personal experiences at Elements and as a financial advisor, Jordan demonstrates how understanding and confidently solving core client problems leads to natural price justification.
This episode com...
Jordan discusses the third component of client-perceived value: people. In addition to building trust and confidence with prospects, a financial advisors objective is to generate certainty that you and your firm will apply your services to solve their problems.
Jordan also discusses the importance of positioning you and your firm in the minds of prospects compared to other financial professionals.
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Jordan explores how to help prospects understand how a financial advisor’s service can solve their core job to be done, rather than just treating symptoms.
In this episode you’ll learn the importance of sequencing your service description after problem diagnosis, how to effectively position yourself in the minds of your prospects, and how to achieve service clarity through the three-ten framework.
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Jordan explores the first of four components of customer perceived value: identifying and isolating the core problem. Through relatable examples and personal experiences, Jordan discusses why understanding the fundamental problem, rather than just addressing symptoms, is crucial for clients to see the true value in financial services.
In this episode, Jordan discusses the importance of orienting prospects to their financial situation. Specifically, he walks through the three questions he seeks to answer for prospects that help guide the conversation and address the things that prospects most commonly think about as it relates to their finances.
In this episode Jordan reorients advisors to consider data gathering as an inherently valuable process for prospects. He dives into 4 tips to make a first-time data gathering less intimidating and more approachable for clients. These tips include:
- Encouraging prospects to be less precise in the information they add
- Sending a short video explaining the process
- The “trojan horse” of data gathering
- Requiring less from people.
Jordan shares insights from his recent presentation at a dental conference where he introduced a unique approach to financial consulting inspired by Patrick Lencioni's book "Getting Naked". Rather than leading with firm credentials and services, Jordan demonstrates how starting with clarity about clients' current financial health and actively listening to their concerns creates more meaningful connections.
The episode highlights ho...
Jordan discusses the crucial balance between offering enough features to meet client needs while avoiding the trap of overcomplicating services, using an insightful analysis of the relationship between added features and perceived client value.
Jordan discusses key insights from the book "Demand Side Sales 101" by Bob Moesta, which challenges three common sales myths and introduces a fresh perspective on selling financial advice.
The book emphasizes that sales aren't random but rather caused by specific struggling moments in clients' lives, and that people buy for their own reasons rather than being convinced by salespeople. Jordan illustrates how understanding these prin...
In this episode, Jordan interviews Brandon Galici who shares his unique approach to using Smart Asset for lead generation, focusing on clients with assets under $100,000 to maximize potential opportunities. He discusses his systematic follow-up strategy, which includes a seven-day email sequence and automated marketing campaigns, creating multiple touchpoints with potential clients before personal contact.
Through a detailed case s...
Jordan challenges the assumption that human advisors must always be the first point of contact, and discuss how AI and tech tools could provide a less scary entry point for people hesitant to discuss their finances.
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