Financial Advisor Marketing Podcast How To Sell $10,000 Financial Plans
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Jun 23, 2025 Discover why clients prioritize value over price when buying financial plans. Learn how to transform selling a $100 plan into an easy feat by emphasizing your unique offerings. Uncover the art of differentiation in the financial advisory sector using an intriguing waffle analogy. Get insights on addressing unspoken concerns that prospects have and how to eliminate their price hesitations. Finally, grasp the concept of 'ethical FOMO' to make your services irresistible and understand why proving worth isn't the key to selling premium plans.
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Sell The Future, Not Paper
- Selling a financial plan means selling the future value it delivers, not just the plan itself.
- Clients buy based on perceived benefits outweighing the cost, not the price tag alone.
Waffles Illustrate Emotional Connection
- James uses waffle shops to illustrate product value versus personal alignment.
- Clients choose advisors they resonate with, even if offerings are otherwise identical.
Clients Pay For Trusted Advisor
- Clients pay premium fees for the advisor's unique value and trust, not just superior planning.
- Differentiation on persona and process matters significantly in selling expensive plans.