Welcome to the Financial Advisor Success Podcast, where you go behind the scenes with financial planner,

speaker and consultant Michael Kitsis to hear stories of how leading financial advisors

navigated the inevitable challenges that arise on the path to success and get insight from

leading industry consultants about how to break through to the

next level in your advisory business. And now here's your host, Michael Kitsas. Welcome, everyone.

Welcome to the 187th episode, The Financial Advisor Success Podcast. My guest on today's podcast is

Emlyn Miles Mattingly. Emlyn is the founder of Jen Nexwell,

an independent RAA based in Madeira, California that provides wealth management for 70 client households.

What's unique about Emlin, though, is the way he's decided to focus his advisory firm on working

with underserved communities of color, as an advisor of color himself. And in the process is moving his advisory firm

business model away from assets under management and toward a monthly subscription model that allows

him to expand who he serves, all in pursuit of Emlyn's goal to change the complexion of wealth.

In this episode, we talk in depth about how Emlyn structures his monthly subscription business model,

how he started out charging $100 a month, but quickly raised it to $300 a month,

how he developed bronze, silver, and gold tiers that all provide a baseline of advice,

but vary in the depth of their tax insurance and estate implementation support.

Why Emlin decided to include filing annual tax returns for clients and his ongoing advice fee,

but then outsource the tax preparation work itself, and how the change in business model is now

accelerating his growth path.

We also talk about Emlin's actual financial planning process itself.

The key question he asked at the beginning of every introductory meeting to support his sales

process, the technology he uses to support his sales process. The technology

...