First though, let me address those out there with the view “It won’t work because clients want to see the value first”.

My message is: If you’re unable to show value in your first appointment without delivering advice, then you’re doing it the hard way. It’s not about the information.

In any case, advisers are already doing it this way. One adviser I know recently increased the price of his cashflow coaching offer from $200pm to $400pm and his new clients didn’t blink. He’s still getting amazing emails through talking about how happy they are to have finally got a handle on things.

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