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Videos & Podcasts

First Clearing: The Next Frontier with 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 with 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 with 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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