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.

229: Building Your Buyers Journey 09/11/2025

229: Building Your Buyers Journey Jordan starts by talking about the four stages of the buyers journey and translates that to the strategies that advisors can use to usher leads through the buyers journey. He also talks about the importance of achieving the “flip” with new prospect. /episode/index/show/elementality/id/38181995

The Three Stages of RIA Growth 09/04/2025

The Three Stages of RIA Growth Explore the three stages of RIA growth—fitting, producing, and scaling—as Jordan breaks down the unique challenges and success factors of each phase for financial advisor founders balancing practitioner and executive roles. /episode/index/show/elementality/id/38087655

Why You Need Organizational Clarity 08/28/2025

Why You Need Organizational Clarity Jordan shares a comprehensive framework for creating a business manifesto - an essential strategic tool for financial advisors. Learn how this foundational document can become the lens through which you make critical business decisions, differentiate your practice, and create meaningful client connections. /episode/index/show/elementality/id/38006225

The 9 Elements Of Your Clients' Main Job [226] 08/07/2025

The 9 Elements Of Your Clients' Main Job [226] Jordan explores the nine essential elements of creating an effective main job statement for financial advisors, breaking down how to articulate your primary value to clients through a structured formula: verb + object + clarifier. He explains why defining this statement correctly is crucial for guiding all business decisions from value-adds to marketing initiatives, ensuring they remain focused on what truly matters to clients. /episode/index/show/elementality/id/37710200

225: How To Figure Out What Clients Actually Want 07/24/2025

225: How To Figure Out What Clients Actually Want Jordan talks about the three ways financial advisors can begin to understand what their clients actually want—their core job to be done. /episode/index/show/elementality/id/37529640

224: Structuring The Perfect 30-Min Consultation (Replay) 07/17/2025

224: Structuring The Perfect 30-Min Consultation (Replay) Jordan breaks down his three-phase approach to 30 min consultation—Uncover, Orient, and Direct—to help financial advisors maximize value delivery and client satisfaction when time is limited. Learn practical techniques for gathering essential information while making clients feel heard and validated. /episode/index/show/elementality/id/37440700

223: You're Not Growing Because You're Not Relevant 07/10/2025

223: You're Not Growing Because You're Not Relevant Jordan discusses the number one reason advisors struggle to unlock the next stage of growth: understanding what their clients’ “main thing” is—what’s relevant to them. Learn how to avoid the cycle of sad solutions and build a client journey and business that is what your clients actually want. /episode/index/show/elementality/id/37264210

222: Introducing Elements AI Assessments 07/03/2025

222: Introducing Elements AI Assessments Jordan welcomes Abby Morton to the show to introduce a soon to be release feature—Elements AI Assessments! You’ll get Jordan’s raw reaction to this feature as he and Abby explore the importance of data confidence, focused instead of comprehensive assessments, and the value of conversational client deliverables. If you want to attend our webinar introducing this new feature use the link below: https://getelements.com/resources/webinar/elements-just-got-smarter-ai-assessments-unveiled/ /episode/index/show/elementality/id/37263020

Value Adds Don't Always Add Value [221] 06/26/2025

Value Adds Don't Always Add Value [221] Jordan talks about a trend in the industry being implemented across advisory firms: Value Adds. He dives into why value adds may not actually add value to client relationships and steps advisors can take to ensure value adds actually add value. /episode/index/show/elementality/id/37160730

220: PandoWealth's 12-Month Onboarding Process with Thomas Meek 06/19/2025

220: PandoWealth's 12-Month Onboarding Process with Thomas Meek Jordan explores a unique, 12-month new client onboarding process with Thomas Meek, Director of Operations and Financial Planning at PandoWealth, an RIA that works exclusively with Chick-Fil-A franchise owners and corporate employees. During this conversation we discuss a three meeting onboarding process, a detailed description of a 12-month onboarding engagement, and why PandoWealth does a full relationship refresh every 5 years with their clients. /episode/index/show/elementality/id/37042880

Separate Your Solutions From Their Problems [219] 06/12/2025

Separate Your Solutions From Their Problems [219] Jordan discusses a transformative shift in his sales approach, focusing on the power of the "desired future state" question in prospect conversations. He shares how asking prospects to envision their success three years into the future helps uncover both intangible long-term goals and specific tangible needs, allowing for more meaningful and client-centered financial planning discussions. /episode/index/show/elementality/id/36967165

How To Sell An Employee Wellness Service [218] 06/05/2025

How To Sell An Employee Wellness Service [218] Jordan welcomes Abby Morton to the program to talk about how to sell an employee financial wellness program to employers. In this episode you’ll learn the data behind the opportunity for employer-sponsored financial wellness programs as well as… What motivates employers to purchase a financial wellness service What motivates employees to engage with a wellness program And what motivates advisors to build this service in the first place Sign up for the webinar on June 10 using /episode/index/show/elementality/id/36793155

When Scale & Consistency Destroy Progress [217] 05/29/2025

When Scale & Consistency Destroy Progress [217] Building something that is relevant and valuable to clients take a period of inconsistency that can oftentimes feels chaotic. Today, Jordan advocates for inconsistency in a “pre-scale” phase of developing effective services for clients—an effect. /episode/index/show/elementality/id/36747425

How To Start Building A Coaching Service [216] 05/22/2025

How To Start Building A Coaching Service [216] 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 program is successful for you and for the client? /episode/index/show/elementality/id/36659975

How To Unlock The Power Of Client Referrals (Replay) 05/15/2025

How To Unlock The Power Of Client Referrals (Replay) 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. /episode/index/show/elementality/id/36577780

Qualifying Prospects And Discovering Value [214] 05/08/2025

Qualifying Prospects And Discovering Value [214] 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. /episode/index/show/elementality/id/36484065

Settling The Debate: Theory Vs. Proven Systems [213] 05/01/2025

Settling The Debate: Theory Vs. Proven Systems [213] 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. /episode/index/show/elementality/id/36361095

4 Topics For Your Quarterly Service Calendar [212] 04/24/2025

4 Topics For Your Quarterly Service Calendar [212] 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. /episode/index/show/elementality/id/36279910

How To Build A Monthly Service Calendar [211] 04/17/2025

How To Build A Monthly Service Calendar [211] 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 of 100-150 people. /episode/index/show/elementality/id/36190780

Stop Being Mistaken For Everyone Else [210] 04/10/2025

Stop Being Mistaken For Everyone Else [210] 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. /episode/index/show/elementality/id/36072565

Zero Assets, Zero Shame [209] 04/03/2025

Zero Assets, Zero Shame [209] 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 financial foundation. /episode/index/show/elementality/id/35936820

What Are You Solving For? [208] 03/27/2025

What Are You Solving For? [208] 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. /episode/index/show/elementality/id/35874800

Your Price Is Not The Problem (4 of 4) 03/20/2025

Your Price Is Not The Problem (4 of 4) 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 completes a four-part series examining the essential components of client perceived value: understanding the problem, providing the right solution, establishing trust, and justifying price. /episode/index/show/elementality/id/35779260

Why Prospects Don’t Trust You Or Your Firm (3 of 4) 03/13/2025

Why Prospects Don’t Trust You Or Your Firm (3 of 4) 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. /episode/index/show/elementality/id/35672750

Make Financial Advice More Tangible (Part 2/4) [205] 03/06/2025

Make Financial Advice More Tangible (Part 2/4) [205] 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. /episode/index/show/elementality/id/35555305

Your Prospect's Problem Dictates Your Value (Part 1/4) [204] 02/27/2025

Your Prospect's Problem Dictates Your Value (Part 1/4) [204] 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. /episode/index/show/elementality/id/35425510

3 Questions To Help Orient Your Prospects [203] 02/20/2025

3 Questions To Help Orient Your Prospects [203] 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. /episode/index/show/elementality/id/35362575

4 Data Gathering Tips For Prospecting [202] 02/13/2025

4 Data Gathering Tips For Prospecting [202] 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. /episode/index/show/elementality/id/35257230

Provide Clarity Before You Sell [201] 02/06/2025

Provide Clarity Before You Sell [201] 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 how this consultative approach, combined with practical tools for assessing financial health, helped dentists better understand their current financial situation, even those who already had financial advisors. /episode/index/show/elementality/id/35163865

Find Your Value Sweet Spot, Then Stop [200] 01/30/2025

Find Your Value Sweet Spot, Then Stop [200] 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. /episode/index/show/elementality/id/35031575

Elementality for Financial Advisors | Elements Financial Vitals System™

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