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Ready to avoid the pitfalls & Jump the hurdles facing your business?


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7 Productivity tips to keep you moving forward

and avoid the most common challenges faced by fee-only financial advisors

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Ready to avoid the pitfalls & Jump the hurdles facing your business?


Get

7 Productivity tips to keep you moving forward

and avoid the most common challenges faced by fee-only financial advisors

Send Me the Tips

 

Hiring Arlene as our coach has been a great decision for our firm. She helped me articulate my vision for the firm and made sure I am focusing on the big picture.
— Lois Basil, CFP Basil Financial Group

 

I'm Arlene Moss and I motivate financial planners.

Through a blend of encouragement, accountability and systematic improvements I help you turn your entrepreneurial passions into a thriving practice and business.

Why Kimberlite? It's an igneous rock best known for containing diamonds. I created Kimberlite to work with diamonds in the rough. My passion is working with new solopreneurs in fee-old financial planning. 

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YOU ARE WORTH IT!


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YOU ARE WORTH IT!


HOW TO GO BIG & GO HOME HAPPY

 

Steve and I had been working on presenting the “big ask”.

Many fee-only financial planners are hesitant to charge what they are worth. Whether discounting the value of the expertise they bring to the relationship, fearing it is somehow unfair to ask a person to spend money to make (or perhaps just save) money, or simply being lumped in with the bad guys in the industry. 

My mantra to Steve was say your fee until you sound confident.

Say it to the dog, your mailbox, your kids – whomever or whatever you need to so that you can say “I charge $400 an hour” or “Your retainer fee will be $12,000” smoothly and confidently.

Whatever your fees are, work until you have no hesitation.

I have heard folks say that if you aren’t sweating a little you aren’t charging enough. Steve and I worked on this until he was feeling OK about fees. Not great, but OK. But he trusted my advice to just say the fee and shut up. No haggling, no filling the quiet, no babbling about your worth. Just wait.

The day arrived for his first prospective client appointment. He was, understandably, nervous, but I sent him off with my best encouragement ringing in his ears.

I always nag – I mean encourage – my clients to call to celebrate. When you get that first client you’d best be calling me!

Steve called.

The client had signed. He was over the moon. It was a huge retainer. On and on he told me how brave he’d been and how HUGE this fee was.

He asked and just shut up.

And they said yes. 

One of the painful parts of my job is to call BS on a “huge” fee when it isn’t actually huge.

Sometimes huge is $3000. Sorry, that’s adequate.  

$150/hour?

You can do better. 

My task is to dig in and see if you are really charging what the situation warrants. I watch like a hawk for discounting out of fear.

So I had to ask. Exactly how much did you end up charging them? (Gulp… I hate to be the meanie. I do it, but I hate it…) 

$26,000! 

I think I squealed. Or fainted. I was so ecstatic; you’d have thought I was getting a cut!

We joked that since he’d hit his first year revenue goals, it was time to revamp the goals.

I don’t believe Steve ever worried about how to tell prospective clients his fee again after that day. 

What's the next step you need to take to get what you're worth? Let's chat and find out.