The Perfect RIA

Counting the Reps: The Key to Growth [Episode 323]

Aug 25, 2025
Discover the concept of 'counting the reps' in financial advising and how true growth demands discomfort and discipline. Explore obstacles faced by small business owners and the importance of effective strategies for meaningful progress. Learn about mastering task execution and the value of proactive practice in client engagement. Delve into setting measurable outreach goals and the power of consistent practice in content creation. The episode emphasizes time management as a key to personal and professional success.
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ADVICE

Practice Prospect Meetings Out Loud

  • Practice out loud and iterate your prospect meeting script in increasing pressure scenarios.
  • Record yourself, vary inflection and body language, then refine what actually resonates with you.
ANECDOTE

Reworking Fee Negotiation Script

  • Micah describes how he handled fee negotiation scripting and refined it after early failures.
  • He practiced repeatedly and adjusted wording until it resonated and protected his minimum fee.
ADVICE

Block An Hour Daily For Reps

  • Carve out an hour daily for practicing client-facing reps and make it non-negotiable.
  • Use rules like 'no lunch until reps done' to prevent avoidance and ensure consistency.
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