298: Charge What You’re Worth: Sten Morgan’s Blueprint for Confident, Value-Driven Advising

In this episode of The Efficient Advisor, Libby Graiwe interviews Sten Morgan about owning your value as an advisor and confidently charging for advice through strong communication. Sten shares his backstory, emphasizing the importance of advisors seeing themselves as valuable in a room, independent of the products they sell, and becoming excellent communicators. He details strategies for quantifying value, like whiteboarding to visually demonstrate financial concepts and potential savings to clients. Sten also discusses his process for client meetings, which includes data gathering, teaching concepts, and presenting personalized strategies, as well as the importance of setting clear expectations and timelines for client engagements. He also touches on the need for advisors to develop leadership skills and build efficient systems as they scale their businesses.