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Videos & Podcasts

Ultimate Advisor Podcast - "Discovering Your Value"

Host: Bryan Sweet, Founder and CEO - Sweet Financial - September 2020 / In this episode of The Ultimate Advisor Podcast, Bryan sits down with published author, president, and owner of Pusateri Consulting, Leo Pusateri . In today’s episode, we delve into Leo’s three part process of uncovering, pricing, and selling your value. We discuss the importance of aligning yourself emotionally with your clients to help them feel confident and commit to you. We go over a series of unique questions you need to answer to differentiate your business, elevate your confidence, and pursue excellence in the way you articulate your value. We take a deeper dive into Leo’s material around how to go about pricing according to your value so that it’s fair, transparent, and consistent, as well as leveraging and scaling your value via attention and growth through each client. Leo talks about his program, The Sabbatical Experience, that he has developed for high performing professionals to come together to talk about important life issues, reach their full personal potential, and start living their legacy. So, push PLAY and join us as we jump into discovering your value to gain confidence, connect with your clients, create differentiation, and ultimately take your business to the next level!

Becoming Referable Podcast - ‘The Game Has Changed’ what’s going on with the coronavirus pandemic and how to act now

Hosts Julie Littlechild and Stephen Wershing - April 2020 / On this episode, we welcome back to the program, Leo Pusateri, President and CEO of Pusateri Consulting. Leo was recognized as one of the leading experts on defining and pricing your value. In that role, he has worked with some of the top advisors and some of the biggest institutions on the North American continent. But the occasion of bringing him back is his publication of a new paper, The Game Has Changed, his response to what’s going on with the coronavirus pandemic. In it, he lays out 10 principles for making sure that you are reinforcing, in fact even increasing, your value to clients, and the kinds of things you need to do to make sure you are taking care of your clients, taking care of your team members, and taking care of yourself.

First Clearing: The Next Frontier Podcast - The Next Big Project is You

Host Bill Coppell - January 2020 / The Next Big Project is You: It’s no secret that we live in a 24/7 world today. And because we’re in constant motion, it can be easy to lose sight of what’s important in our lives. While technology has, in many ways, made life easier and more efficient, we find ourselves spending most of our time doing, and virtually no time being.

Becoming Referable Podcast - YOU, the Advisor

Hosts Julie Littlechild and Stephen Wershing - July 2019 / YOU, the Advisor: [This podcast] reflects on the latest work which is squarely focused on you as an advisor and how you can design the next phase of your business, and your life, to reflect your most significant goals. I really believe that this is a critical conversation for this industry and one that we don’t have often enough. Leo starts with the idea that your next big project is you and then walks you through the seven areas that he believes we all need to examine in order to live lives of significance.

First Clearing: The Next Frontier Podcast - Your Next Big Project is About You

Host Bill Coppell - June 2019 / Your Next Big Project is About You: Many advisors are at a crossroads in their careers and are wondering what’s next. Consultant Leo Pusateri believes advisors must spend time looking inward in order to have authentic relationships with clients. In this episode, he and host Bill Coppel – Managing Director & Chief Client Growth Officer at First Clearing – explore how gaining a better understanding of their own emotions can help advisors redefine their value.

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Documents

Pusateri White Paper - The Game Has Changed

Business has virtually come to a stop and I ask myself daily, what can I control as a business leader during an environment of total unknowns, uncertainty and ambiguity? What can you control? How can we continue to add value to our valued clients during this period? How can we come out of this crisis as stronger leaders and create even stronger firms for years to come? How can we enhance our virtual productivity? Let’s stop there for now.

Pusateri White Paper - Quantifying Your Value

Asserting value is no longer enough. Provable, measurable results – showing that your real value is at a multiple to the cost of working with you – should be the new norm in wealth services.

Pusateri White Paper - How Big Is Your Triangle? Is it Balanced?

In our previous whitepaper, we defined Pricing Integrity as a function of three factors: fairness, consistency and transparency. We discussed why pricing integrity eludes many financial advisors. In this second in the series, we present the Value Price Perception™ triangle, a simple construct that some of the most successful financial advisors in North America have used to set their pricing, and manage their value and pricing strategies.

Pusateri White Paper - Pricing Integrity

Pusateri Consulting and Training has worked with investment advisors (IAs) throughout North America to answer the simple questions: What is your price? Have you priced your value fairly, fully and with integrity? How advisors discuss value and price with clients is one of the most important business skills they can develop. Some IAs do a remarkably good job of articulating both. However, most advisors still "wing" pricing discussions, which opens the door to a whole host of avoidable problems. It is has consequences on the profitability of IAs and, by extension, their firms.

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