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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 travelled 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. He also wrote a great paper, called How the Game Has Changed, which we examine in detail in this conversation.
Take away quote:
“There’s a zipper on a client’s chest. We need to unzip that zipper and squeeze their heart more and keep the products and services in our back pocket. Our empathy meters right now need to be going through the roof.”
Show Timeline:
04:40 What are the biggest challenges facing advisors now?
06:51 How does wealth management need to change in this environment?
12:35 What does it mean to put your oxygen mask on first?
19:00 How can you ‘stay close’ with clients and your team while all being remote?
22:02 How can you innovate and improvise, through meaningful conversations with clients?
26:33 What does it mean to serve, rather than to sell?
31:44 Leo’s Seven Affirmations
Links:
Website: https://www.pusatericonsulting.com/
Download: The Game Has Changed
Twitter: https://twitter.com/pusatericonsult
LinkedIn: https://www.linkedin.com/company/pusateri-consulting/
Want more?
Stephen Wershing: http://advisorchecklist.com/blog/
Julie Littlechild: http://www.absoluteengagement.com/blog
Episode Transcript:
Steve Wershing:
Welcome to Becoming Referable , the podcast that shows you how to become the kind of advisor people can’t stop talking about. I’m Steve Wershing. On this episode, we welcome back to the program, Leo Pusateri, President and CEO of Pusateri Consulting. Leo was recognized as one of the leading experts on defining and pricing your value. In that role, he has worked with some of the top advisors and some of the biggest institutions on the North American continent. But the occasion of bringing him back is his publication of a new paper, The Game Has Changed, his response to what’s going on with the coronavirus pandemic. In it, he lays out 10 principles for making sure that you are reinforcing, in fact even increasing, your value to clients, and the kinds of things you need to do to make sure you are taking care of your clients, taking care of your team members, and taking care of yourself.
Steve Wershing:
We cover ideas like how and why you need to put your oxygen mask on first. Leo relates the scary story of a flight he took that resulted in his being able to take home the oxygen mask that drops down from the ceiling in front of you. We talk about how to be sensitive to the needs and worries of our teams. We talk about how to stay close in this era of quarantine, and we talk about things like the importance of innovating and pivoting as you make your way through this unprecedented time. It’s a great conversation. I wish we could have covered all of the principals in the program, but we go in-depth on some of what Leo considers to be the most important ones, and we provide a link at the end where you can download your copy of The Game Has Changed. With that, let’s get onto our conversation with Leo Pusateri. Leo Pusateri, welcome back to the Becoming Referable podcast. Good to see again my friend.
Leo Pusateri:
Thank you, Steve and hi, Julie. It’s good to talk to you about again.
Julie Littlechild:
Yeah, you too.
Leo Pusateri:
Thank you.
Steve Wershing:
Well we really appreciate your including us when you wrote your new paper, The Game Has Changed, and we thought that there was so much good stuff in there for advisors. So much important stuff in what everyone is dealing with now. We’re really grateful to have you back on to talk a little bit about it. It’s a message we really want to get out there. Let’s start with what was … Before we get into the content of the paper itself, let’s talk about what motivated you to write this? What what caused you to sit down and put pen to paper and put all these principles down on paper?
Leo Pusateri:
Well, just like most people, I was having a lot of sleepless nights, tossing and turning, endless questions from family members, friends, clients. People ask me, “Leo, what are you thinking? What’s your mindset? What’s your strategy going forward for working through this global pandemic, and now obviously a public health crisis?” And something clicked. I don’t know what it was. If you’ve watched the Forrest Gump movie and Tom Hanks, there was a part in the movie, you remember when he said, “I just started running, and just kept on running.”
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