Classic Articles on Value
The industry has long recognized the power of the Pusateri Value Ladder™. Many companies and advisors have applied the strategy of Know, Price, Sell to vastly improve alignment and performance results. But like other deep skills, to make it all work takes practice, reflection and application. These articles will provide the reader with greater insight into the tools, techniques and perspectives that make Pusateri the leader in helping organizations and individuals to discover, articulate and capitalize on their unique value.
Read about The Value Master - an overview of the Pusateri Value Ladder™
Read the Classic Financial Advisor Magazine article series on Knowing Your Value
Read the Classic Financial Advisor Magazine article series on Delivering Your Value
Read about the Real Value Audit
Read about Positioning the Transition to a Fee Based Business
Value and the Pusateri Value Ladder™
The Value Master
Veteran trainer Leo Pusateri is the industry's 'man behind the curtain'. But you don't have to follow the yellow brick road to find him. He's the one offering advisors a journey up the Value Ladder...
By Sydney LeBlanc
Appeared in January 2004 issue of Financial EVENTS magazine (published by Financial Forum, Inc.)
Classic Financial Advisor Magazine Articles on Knowing Your Value
In a series of articles from Financial Advisor Magazine, which are now considered classic, the Value Ladder™ and each of its rungs are fully explored.
Creation Of The Value Ladder
Answer seven questions and give yourself the competitive edge.
By Leo Pusateri
From: Financial Advisor Magazine
Exploring The Value Ladder
The NAPFA keynoter explains how to show prospects your unique value.
By Leo Pusateri
From: Financial Advisor Magazine
Discovering Your Value: Who Are You?
Step No. 1: Begin your introspective journey up the value ladder.
By Leo Pusateri
From: Financial Advisor Magazine
Discovering Your Value: Step Two-What Do You Do?
Focus on your market and decide who you are.
By Leo Pusateri
From: Financial Advisor Magazine
Why Do You Do What You Do?
How to articulate your core business beliefs.
By Leo Pusateri
From: Financial Advisor Magazine
Discovering Your Value
Step Four: How Do You Do What You Do?
By Leo Pusateri
From: Financial Advisor Magazine
Developing Clients For Life
Can you even describe or, better yet, identify them?
By Leo Pusateri
From: Financial Advisor Magazine
Value Ladder Step Six: What Makes You Different?
Advisors need to articulate how they stand out from the competition.
By Leo Pusateri
From: Financial Advisor Magazine
Why Should I Do Business With You?
Step seven helps you articulate real value—and establish clients for a lifetime.
By Leo Pusateri
From: Financial Advisor Magazine
The Value Ladder In Review
Learning how to use your skills in the real world.
By Leo Pusateri
From: Financial Advisor Magazine
Responding To Value Challenges
How well you handle them will determine whether you get business.
By Leo Pusateri
From: Financial Advisor Magazine
Classic Articles on Delivering Your Value
In this series of classic articles from Financial Advisor Magazine, the application of the Value Ladder™ and other Pusateri principles are discussed in views ranging from initial implementation to more advanced applications.
Are You Ready To Deliver Your Value?
Integrating passion, respect and confidence into client interactions.
By Leo Pusateri
From: Financial Advisor Magazine
Delivering Your Value: Earning the Right to the Value Connection
Earning the right to the value connection.
By Leo Pusateri
From: Financial Advisor Magazine
Delivering Your Value: The Value Mindset Skill Model
How to make that first impression count.
By Leo Pusateri
From: Financial Advisor Magazine
Delivering Your Value: Identifying Value
Learning how to get to the heart of what your clients need.
By Leo Pusateri
From: Financial Advisor Magazine
Delivering Your Value: The Importance of Explaining Your Value
Learning how to get to the heart of what your clients need.
By Leo Pusateri
From: Financial Advisor Magazine
Addressing Value Challenges
Respond with confidence; restate your worth.
By Leo Pusateri
From: Financial Advisor Magazine
Delivering Your Value: Employing a Post-Call Value Analysis
By Leo Pusateri
From: Financial Advisor Magazine
Advanced Applications For The Value Ladder
Use key questions to connect back to your unique message.
By Leo Pusateri
From: Financial Advisor Magazine
Now, What Are You Going To Act On?
The Value Ladder offers the seven successful keys to immediate action.
By Leo Pusateri
From: Financial Advisor Magazine
Creating A Culture Of Value In Your Practice
Getting staff to sing together is important; so is practicing what you preach.
By Leo Pusateri
From: Financial Advisor Magazine
The Real Value Audit
Get a reality check on your business with the Real Value Audit
The Real Value Audit
Do you give your clients a Motel 6 or a Ritz Carlton experience?
By Giles Kavanagh
From: Financial Advisor Magazine
Conducting The Real Value Audit
Nine steps to keeping and growing existing clients.
By Leo J. Pusateri
From: Financial Advisor Magazine
The Real Value Audit...It Works!
A valuable tool helps you build long-term relationships.
By Leo J. Pusateri
From: Financial Advisor Magazine
Revisiting The Real Value Audit
A guideline to jump-starting yours.
By Giles Kavanagh
From: Financial Advisor Magazine
The Fee Based Transition
This angle on transitioning to a fee based model focuses on value introspection.
Winnie the Pooh and the Fee-Based Advisor
You must first change your attitude before you start charging fees for your services.
By Leo J. Pusateri
Appeared in Advisor Today
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