"How To Make Your Clients Glad You're Expensive..."
From: James Pollard
If you secretly wish you could get paid more but aren’t sure how to justify it… If you’ve ever had a prospect go silent after you mentioned your fee… Or if you’ve ever felt a twinge of anxiety before revealing what you charge… Then you’re going to love what I’m about to show you. Because here’s something you should know… Clients rarely reject a fee because it’s too high. They reject it because it feels unclear, unjustified, or out of alignment with the value they understand. Unfortunately, many financial advisors tiptoe around the topic. They overload it with value. They explain, justify, and second-guess themselves… sometimes all in the same breath. Why? Because they’re afraid. So they settle. They undercharge. They overextend themselves. And they spend years running a business that’s wildly out of alignment with the actual value they provide. 
Most financial advisors have an enormous opportunity to raise their fees and increase profitability...
But there’s a reason some advisors charge massive fees and get them while others charge meager sums and get ghosted.
Because clients don’t want cheap. Clients don’t want average. Clients want clarity, confidence, and certainty. Nothing communicates that faster than a well-positioned, confidently presented fee. And here’s something you should know… How you present your fee matters more than the number itself. When you discover how to present your value the right way, clients won’t resist your fees as much. They won’t be as likely to compare you to some other advisor. In fact, they’ll probably be glad you’re expensive. Because your fees will confirm what they were hoping for all along: that they’re finally working with the right person. You see… Price Isn't The Problem. Perception Is...Clients aren’t walking around with calculators in their hands, analyzing basis points and fee breakdowns. They’re walking around with questions in their heads:
“Can I trust this person?” “Will this advisor really help me?” “Is this going to be worth it?” And your pricing… how it’s structured, how it’s positioned, and how you talk about … is answering those questions before you ever realize it. I’d like to help you nail your pricing. Because if you’ve ever felt awkward bringing up your fee… If you’ve ever discounted your fee (a huge no-no that can be psychologically damaging)... Or if you’ve ever known you were undercharging but didn’t know how to fix it… This is for you. Introducing… The Profitable Pricing Blueprint: How Financial Advisors Can Charge More, Justify Every Penny, And Make Clients Happy To Pay
This 57-minute video training reveals how advisors can confidently increase their fees.
This is a 57-minute video presentation designed to help you finally get paid what you’re worth. You can watch it over lunch and begin implementing it that afternoon.
You can say goodbye to feeling like you have to explain yourself and justify every detail. You can say farewell to hoping prospective clients don’t flinch when they hear your fees. The video reveals how to position your pricing so it becomes a signal of confidence… How to structure your offer so your value is crystal clear… And how to present your fee in a way that makes sense to clients so there’s minimal pushback. Here’s a sneak preview of what’s inside…
Here's What Most Advisors Tell Me When I Ask Them How They Justify Their Fees...I’ve asked hundreds of financial advisors why they charge what they do and how they explain their value to clients. Here are some of the most common responses I’ve received, and why they don’t work nearly as well as you might think…
“I reference Vanguard’s Advisor’s Alpha study.” This seems like a good strategy, and it can work well when done correctly. But here’s the problem: Your clients didn’t read it. They don’t care about it. And quoting a white paper to justify your fee makes you sound defensive, not confident. When you use third-party data to justify your price, you’re essentially saying, “I’m worth it… because someone else said so.” That’s not how real authority works. “I do the things a robo-advisor can’t. I help them with life transitions, college funding, paperwork, and a million other little things.” That’s admirable. It really is. You care. You’re human. You show up when it matters. But here’s the brutal truth… You’re stacking your value on a thousand invisible acts… and praying your clients connect the dots. They won’t. When your clients review your fees, they don’t think, “Well, he did help me roll over that 401(k) three years ago… and yeah, he did call me when my dad passed…” No. They look at the number. They feel a gut reaction. And they silently ask: “Is this still worth it?” If your entire pricing defense is “I do a lot of things,” you’ve already lost. You sound like a glorified task manager, not a high-trust advisor. You’re not presenting value. You’re reciting a to-do list. “I keep clients from making emotional mistakes.” Yes, that’s valuable. But the very nature of behavioral coaching is that when it works, nothing happens. So clients don’t feel the outcome. They don’t see the fire you prevented. They just see a calm, steady ride and a recurring fee. Over time, that erodes perceived value and makes you easier to replace. None of these answers are wrong, necessarily. They’re common. They’re even well-meaning. But they all share the same fatal flaw: They rely on the client to do the hard work of justifying your fee for you. You’re essentially saying: "I do a lot. I care a lot. I read studies. I prevent disasters. Surely, you see how that’s worth my fee." But here’s the truth no one wants to admit: Clients don’t keep a mental scorecard of your behind-the-scenes work. They’re not tracking how many emotional blowups you prevented. They’re not assigning dollar values to your email responses or estate planning reminders. They’re evaluating one thing: the clarity of your value at the moment your fee is presented. And if your explanation sounds like a laundry list, a research citation, or a vague sense of “being there when it matters,” you’re not reinforcing your value… You’re eroding it. That’s why… Taking 57 Minutes To Watch This Could Raise Your Income For Years...This is one of the shortest trainings I’ve ever released.
The video is a mere 57 minutes long. And that’s on purpose. Because this is NOT for people who believe that value equals volume. So, if you think you need dozens of hours of training to finally learn how to charge what you’re worth, then this is not for you. I created this for advisors who value clarity over clutter. They typically want to get in, get the insights, and get moving. I spent months distilling the message. Streamlining it. Cutting the fluff. The result is a hyper-focused session that gives you exactly what you need to confidently justify your fees without wasting your time. Here's How Much It "Costs..."This training is only $99.
This might be the easiest ROI decision you’ll make this year. Because if you’re a financial advisor and you can’t get at least $99 of value from a video that shows you how to charge more, justify your fees, and attract better clients… then I say this with respect, but you may want to reconsider what business you’re in. Because let’s face it: one small change to your pricing model… one extra client who finally understands your value… or one time you confidently ask for your full fee and get it, and this training pays for itself. You don’t need to work harder. You don’t need more hours in the day. You just need to get paid what you’re worth. That’s what this video helps you to do. (It’s important to note that it might be tax-deductible for you, too.) As soon as you place your order, an automatically generated receipt will be delivered to your inbox. At the bottom of your invoice, there will be a button which says, “Access Your Purchases.” Clicking that button will allow you to watch everything as many times as you please. There’s even an option to download the video if you want, so you can keep it forever. 
As soon as you place your order, an invoice will be sent to the email address you provide. Clicking the "access your purchases" button will allow you to access everything.
Until Now, I've Only Ever Revealed This Information To My Private Clients...This is the exact same information I revealed in the December 2024 issue of my Inner Circle newsletter. That’s my print-only newsletter that serious advisors pay $199 per month to receive.
That month’s issue? It hit a nerve in the best way possible. It showed advisors how to raise their fees without fear, present their value with confidence, and reframe their pricing as a trust-building signal instead of a “necessary evil.” The response? Multiple advisors told me it changed the way they talk about fees forever. Some said they raised their prices the very next week. Others finally stopped trying to convince, cajole, and persuade prospects to see their value. Up until now, that information has been locked away. For the first time ever, I’ve taken that high-impact issue and repackaged it into a 57-minute, value-packed video training. No subscription required. No waiting for the mail. No recurring charge. Just a one-time investment of $99 (which is half the price of each Inner Circle newsletter issue). They’re the same strategies. The same insights. The same fee-raising power. All delivered in a way that’s faster, tighter, and immediately actionable. If you were an Inner Circle member in December 2024, you’ll likely recognize much of the content in this video. That said, it’s been streamlined, visualized, and restructured as a fast-moving training. Whether it’s worth purchasing depends on how you prefer to consume the material. If you want a video version, this might be a helpful complement. But that’s your call. What You Do Next Says Everything About How You Value Yourself...You can keep justifying low fees with long-winded explanations.
You can keep hoping clients see your value without being properly told how to recognize it. You can keep playing small, charging like a commodity and getting paid like one. Or… You can decide right now that your expertise deserves to be respected more. That your time is worth protecting. And that your pricing should reflect the transformation you help clients achieve. If that’s the kind of advisor you want to be, then grabbing this 57-minute video is your next step. No fluff. No filler. Just clear, actionable guidance that shows you exactly how to charge more, justify every penny, and feel good about your fees. Click the button below to grab your copy now… 
Thanks for taking the time to read this letter and I look forward to hearing from you soon.
James Pollard
TheAdvisorCoach.com P.S. Still on the fence? Let’s make this simple. Here’s a quick diagnostic… If someone challenged you to explain your fee in one sentence, without apologizing or listing a bunch of deliverables, could you do it? Could you confidently state your fee in a way that makes sense? Or would you stumble, ramble, or fall back into overexplaining? Because if that question gives you even a moment’s hesitation, this training will sharpen your edge and elevate how you present your value. This isn’t just about charging more (although that certainly helps). It’s about stepping into the role of a true professional. Someone who understands who to present his or her value without hesitation or fear. And the best part? You don’t need a 200+ page book. You don’t need worksheets or workbooks. You just need 57 minutes to watch this straightforward, to-the-point video training. That means you could start using the information later today, and see the impact as soon as your next conversation with a prospect or client. So, if you’re still hesitating, ask yourself this: If not now, then when? And if you can’t confidently talk about your fees, how much longer are you willing to let that cost you? Click below to get instant access. You'll be glad you did. And soon, your clients will be glad you're expensive. 😁
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