Most people think prospects and customers buy based on price. But they're missing something important. And if you're missing it too, it's definitely costing you clients.

But don't worry, because in this episode I'll share this missing piece and show you how to use it to get more high-value clients. I'll also help you see how to differentiate yourself from your competition, and why this ability is critical to your success.

This is one of the most valuable episodes I've ever recorded. Worth listening to again and again.

Listen now!

Show highlights include:

• The key success principle, overlooked by most advisors, that unlocks your ability to charge the rates you deserve. (0:31)
• How to make selling a $100 financial plan impossible, and a $10,000 plan simple. (2:33)
• Delicious lesson waffles can teach you about financial services. (4:25)
• Questions prospects ask themselves but won't say out loud. Grow your client roster by knowing how to answer these. (7:47)
• How to make price resistance vanish into thin air and turn skeptics into clients. (8:22)
• "Ethical FOMO" you can give your prospects that makes choosing you a no-brainer. (14:19)
• Surprising reason you'll never sell a $10,000 financial plan by proving it's worth $10,000. (20:00)