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White Paper 1 -
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"

White Paper 2 -
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"

Article: "Squeeze the Heart"  - By Leo Pusateri

"Listen before you are listened to." 

Excerpt: Whether I am talking to advisors during training sessions or whether it is advisors talking with their clients, we must all learn to listen well and make emotional connections.  From listening, communication and observations, I have uncovered a very real communication "illness" in our industry.  What do I mean?  (Click the image to the right to read the full article)

Connie Kadansky-President of Exceptional Sales Performance

Featuring Pusateri Consulting & Training's very own President & Founder, Leo Pusateri & More...

Audio Blog: "How to Differentiate Yourself in the Crowded Marketplace"

Excerpt: Many salespeople are falling into the commodity trap and they don't know their value.  If you don't know your value, you cannot sell your value.  All salespeople will agree to this, however, it can be difficult to settle down and do the work to differentiate yourself in the midst of the crowd.

Our guest is Leo Pusateri, CEO of Pusateri Consulting & Training

Passionate, inspirational, and motivating are words many would use to describe Leo Pusateri. Affectionately known as the "value man" in the financial services industry, he is also recognized as the industry's premier thought partner of value-based training, not only by senior leaders in the C-suites, but among top advisors as well.

When it comes to knowing, pricing, selling, and "living" your value, Leo's time-honored and proprietary programs are in place around the world. This is a credible testament to his knowledge capital that he enthusiastically shares with clients. He has traveled the globe from Singapore to Spain, from Vancouver to Zurich, New York City to London, and from beautiful Buffalo to San Francisco—among other spots in and outside of the U.S. His travels find him working with senior leadership teams to financial entrepreneurs who represent broker-dealers, RIAs, investment management firms, private banks, family offices, insurance companies and others. Through Leo's robust training programs with clients around the globe, firms have endorsed Leo's skill set as the absolute best-in-class in bringing value-based training to the table.

Article: To outgrow your competition, know your competition - By Leo Pusateri

Editor's note: This column is an excerpt from the book, You Are the Value, by Leo Pusateri.

I'm often told when I conduct sessions that I shouldn't spend much time talking about what makes my client's firm different from the competition. It often doesn't crystallize for clients until we do a follow-up program that understanding the competition is, in fact, very important when it comes to differentiating yourself.

At the next session, I ask the leaders questions such as, "What makes you different from XYZ & Company?" That's when the firm leaders see their talented staff members fumbling for answers. 

CPAs need the language to answer this question with that discussing the competition is a good dialogue to have within the firm because they need insights into the competition when talking to potential clients. Unless they attend a session like mine, however, firm leaders and staff will seldom actually discuss the issue.