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Leo Pusateri, President and CEO of Pusateri Consulting and Training, is recognized as one of the leading experts on defining and pricing your value. Leo has traveled around the world to work with senior leadership teams and financial entrepreneurs to help them discover, articulate and capitalize on their value. He teaches professionals the principles of reputational value and how to develop and present it.
Takeaway Quote:
“We have all built up our own success in our own ways, we have our clients… but at some point, your next big project is YOU.”
Show Timeline:
2:03 The importance of focusing on you
6:30 The risk associated with not making yourself a priority
8:24 The impact this introspective work can have on your client relationships
10:53 Seven areas to examine to live a life of significance
17:50 The Sabbatical Experience
22:00 The major life events that led Leo to do this work with his clients
28:12 How focusing on you helps you drive referrals
Links:
Website: https://www.pusatericonsulting.com/
https://thesabbaticalexperience.com/
Twitter: https://twitter.com/pusatericonsult
LinkedIn: https://www.linkedin.com/company/pusateri-consulting/
Want more?
Stephen Wershing: www.TheClientDrivenPractice.com/checklistblog
Julie Littlechild: www.absoluteengagement.com/blog
Episode Transcript:
Julie Littlechild:
Welcome to another episode of Becoming Referable, the podcast that helps you be the kind of advisor people can’t stop talking about. I’m Julie Littlechild and on this week’s show, Steve and I are speaking with Leo Pusateri.
Leo is the President and CEO of Pusateri Consulting and Training and Steve and I have both known Leo for many years. He and his team, as you probably know, have contributed an enormous amount of thinking to this industry, on the topic of how you define and how you price your value. But this conversation is a little different. We talk to Leo about his latest work which is squarely focused on you as an advisor and how you can design the next phase of your business, and your life, to reflect your most significant goals. I really believe that this is a critical conversation for this industry and one that we don’t have often enough.
Leo starts with the idea that your next big project is you and then walks you through the seven areas that he believes we all need to examine in order to live lives of significance. And with that, let’s turn to the conversation with Leo.
Well Leo, welcome to the Becoming Referable podcast.
Steve Wershing:
Welcome Leo.
Leo Pusateri:
Thank you Julie. Thank you Steve. Great to talk to you both again.
Julie Littlechild:
Oh and you. And I was, Leo, I’ve known you for too many years to mention and for so many years I’ve seen the impact that your work has had around the whole concept of defining and pricing your value and I know so many people know you for that work. We could talk for hours about that. But when you and I caught up recently, you told me about the new work that you were doing and I was getting, I wanted to sign up for this. I just got to tell you that, when we were talking. But you were so passionate about it so I thought this would be a really great place to focus.
And look, I’m going to start at a really high level. One of the things that you said and I’ve seen this in your material is this statement, your next big project is you. Let me just use that as a place to leap off. Can you tell me what that means? Why it’s so important.
Leo Pusateri:
Well what it means is that after years of serving clients, there’s a point where you need to start thinking of you. It’s plain and simple like that. Not that all the folks in our community haven’t thought about this before. Some people have a little bit of a different perspective. They’ve learned how to call a timeout and to look in the mirror a little bit differently folks. But there’s a point in the next five to 25 years where all of sudden thinking about your own life, you’ve been helping clients for all these years, there’s some point now of slowing down, pressing pause, pressing stop, where you need to look at that.
I’m telling you Julie and Steve, it might be driven by an advisor’s thoughts about their own retirement, their own succession, they’re going through business valuation, they’re thinking about their career in different ways. It could be driven by health. It could be driven by relationships in their life. It could be driven by family issues. It could be driven by personal issues where they’re just saying, there’s almost like a flame within them that they know should be just a little bit brighter and they can feel it. They maybe can’t get their hands around it.
I believe it’s the same thing, you ask why is it so important? It’s important because if you can think of all the advisors that the three of us are constantly talking to, constantly helping them with getting closer to their clients and understanding their value and perceptions of their value and things like this and what they can do to enhance the experiences and things. We always talk about peace of mind, and advisors have been helping clients achieve this for years and it’s just about time they think about their own peace of mind beyond the businesses that they’ve built to do this.
They’ve got the same issues that their clients have. This is like the wake up call. When I talk to these folks you realize, I’m going to through the same stuff that I’ve been here talking to my clients about. Their retirement, things like this, it’s about time I just step back, look in the mirror and start to look at this. I’m holding a seat for you there too.
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