With a ‘stache like that and starting fights on LinkedIn about pricing models, I was hoping Sam was… well, you’ll just have to watch.

This is Sam Flaten of LEVR Planning:

He does outsourced paraplanning and consulting for “AUM advisors” and “Flat Fee advisors”. I don’t think I’ve ever heard them called “AUM advisors” before. It’s interesting how the pricing model gets so much attention in this business.

Anyway, we talked about a lot of cool things:

* The advisor as the main bottleneck in the firm and how the whole team could play a role in client relationships AND client outcomes

* How each client engagement needs to be custom designed around their desired outcomes AND custom priced

Dennis Moseley-Williams said something like that too - “transformations should be independently priced”.

* Obviously we chatted about how custom engagements can be more easily priced and sold based on “what the clients actually want” - matching the outcomes to the price. Almost like a menu of planning scenarios that are each their own thing.

* He mentioned a firm he worked with that was using a construction CRM instead of a standard industry-specific CRM, because it had better features around the work to be done and the time-tables

And here are some short clips with some highlights:

Advisors that are good at making the sale are also good at selling clients on DOING the things they recommend

Hazel: Where’s the real value in the AI-generated tax planning report?

Finding the “Why” behind each planning goal

Match the proposal to the “kind of car” the client wants to drive

There you have it.

Joe

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