The Perfect RIA It's The End Of The World… What Do We Do? [Episode 349]
Mar 2, 2026
They tackle frantic clients wanting to move to cash after doomsday newsletters. They cover when email fails and why picking up the phone matters. They explain how to prep calls, use opening scripts, and probe for emotional roots. They discuss aligning advice with clients' goals and validating extreme fears while finding practical options.
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Episode notes
Stop Email Tag After Two Messages
- If email exchanges exceed two messages, pick up the phone and schedule a call.
- Micah and Matthew enforce a two-email rule: more than two emails (unless a thank you) triggers a phone meeting with team prep.
Always Prep Seven Minutes Before Calls
- Prep before any client call even if it's short: review portfolio, CRM notes, recent emails, and outstanding actions.
- Matthew spends ~7–9 minutes refreshing key items so he can answer questions confidently without bluffing.
Emails Reveal Symptoms Not The Root Problem
- The emails clients send are rarely the real problem; they're a symptom of an emotional fear.
- Matthew emphasizes probing for the underlying emotion (fear of running out of money, political worry) before debating facts.