Planner Pulse 023: [Pricing series] Melissa and Steve Crawford — How I price my financial planning services

Melissa and Steve Crawford, are husband and wife, and run three successful businesses in the financial advice space.

Melissa has a background in insurance and has an insurance coaching business called 19Thirty.

Melissa is also the insurance specialist at Experience Wealth, which is Steve’s business. Experience Wealth is a financial planning business focused on serving Gen X and Y young professionals.

Steve also has a coaching business called Your Spending Coach, which shows advisers how to use Xero to manage their clients' cash flow.

Listen and learn

 In this episode you'll discover:

  • How getting crystal clear about who your ideal client is, can help you create a service offering that is exactly what your clients want (and need)

  • How Melissa and Steve price their financial planning services, including life insurance

  • Why they transitioned from providing commission–based insurance advice, to a fee model

  • How aligning (i) what the client perceives as value, with (ii) the value the business delivers to the client and (iii) the pricing model, can have a huge positive impact on your business

Does your fee model directly represent where the value is being delivered, in alignment with the perception of value?
— Steve Crawford