Summary
How do you really feel about your pricing? Mike Garrison puts that question to the Coffee Klatsch while he builds the sales training that follows February's Fearless facilitation workshop, and the answers are refreshingly honest. Paul opens with data: 45 of his 46 clients came through referrals, which led George Sandmann to suggest using AI agents to mine your own client history. Eric Owen admits he still wrestles with confidence in his custom pricing, and others share stories of scope surprises and lowball competitors. Garrison walks through his $10,000-a-day paid discovery and urges advisors to "raise the floor, don't lower the ceiling." Barry adds that your rate is your rate, and George hints at new ways for advisors to share in the upside they create. Tip Quilter then explains why advisory work is a credence sale, where clients have to believe in you and in themselves, and describes the intentional hurdles he uses to find committed clients. The takeaway: pricing confidence starts with believing in your own value, and you're not alone in struggling with it.

Keywords
Coffee Klatsch, pricing, pricing confidence, value-based pricing, paid discovery, credence sale, custom pricing, project vs. retainer pricing, hourly billing, referrals, AI agents, anchoring, benchmarking, raise the floor, revenue sharing, upside participation, client commitment, strategic intent, CLARITY, alignment workshop, sales training, Fearless facilitation, sales coaching cohort, Growth-Drive community

Chapters
00:00 Pre-show: Phoenix travel and staying strong after 45
07:11 George joins the call
08:32 Paul's data: 45 of 46 clients came from referrals
10:14 Using AI agents to mine your client history
11:37 Mike Garrison's question: how do you feel about your pricing?
14:37 Custom pricing and the quote that surprised the client
20:44 Scope surprises and lowball competitors
23:37 When the client expected $5K and you quoted $25K
24:51 Stop hiding in techniques
27:00 George on Growth-Drive's pricing and new options
30:28 Anchoring and benchmarking your price
32:09 What to say when price comes up too early
33:08 Paid discovery at $10K a day
36:16 Raise the floor, don't lower the ceiling
39:33 Your rate is your rate
40:52 Pricing as a lever for client commitment
45:35 Defer, don't dodge
47:36 Sharing in the upside you create
51:56 Easy to go down, hard to go up
55:11 Price reflects perceived value
56:41 Tip's credence sale and intentional hurdles
1:01:28 Lightning round: final takeaways
1:10:28 Postscript: how this ties into February's sales training