Are you selling alpha...or underselling yourself? Most advisors still lead with investment returns. But clients aren’t just buying “performance.” They’re buying you. So why do so many think advisors “just manage money?” In this episode of The Advice Business Podcast, Zach Conway and Kelsey McKenna confront one of the industry’s most frustrating realities: advisors deliver significant value, but struggle to show it in a way clients actually understand. The episode opens with a story: a prospective client who proudly claimed he could “DIY” his investments. Sound familiar? That one moment reveals the perception gap plaguing even the best firms. Zach and Kelsey unpack why this mindset persists, how it sabotages pricing and positioning, and how leading advisors are working to close the gap. You’ll hear how top firms are ditching the “financial plan” as a one-time deliverable and instead building ongoing experiences anchored in clarity, transparency, and measurable progress that clients can actually feel. Inspired by both fintech and elite practices, this episode shows you how to sharpen your message, productize your value, and make your story unforgettable. 5 Powerful Takeaways: 1️⃣ The real reason clients don’t “get” advisor value — and how to change their mindset. 2️⃣ Turning services into tangible outcomes clients can see, feel, and repeat to others. 3️⃣ Why testing your messaging with actual clients is a key advantage. 4️⃣ How elite firms proactively communicate value (before anyone asks “what am I paying for?”). 5️⃣ How Seeds helps advisors quantify human value beyond investment returns and finally demonstrate it. Thanks for listening! Connect with us: Zach Conway: www.linkedin.com/in/zachary-conway Kelsey McKenna: www.linkedin.com/in/kelseymckenna3 Ready to grow your business with Seeds? Schedule your personalized demo today. Website: www.useseeds.com Our Blog: https://useseeds.com/blog/ LinkedIn: https://www.linkedin.com/company/seeds-investor This podcast and the resources shared are for informational and educational purposes only. They do not constitute investment advice, tax advice, or a solicitation to engage advisory services. For more information about our services and to view our Client Relationship Summary (Form CRS), visit: https://useseeds.com/terms/ and https://tinyurl.com/SeedsFormCRS25 Keywords related to this topic: investment management, financial advisor value, AUM fee, advisor tech, holistic financial planning, value proposition, client perception, pain points, advisor differentiation, customer centricity, messaging strategy, pricing models, comprehensive financial planning, fiduciary duty, wealth management misconceptions, articulating value, behavioral management, asset allocation, tax planning, tax loss harvesting, rebalancing, investment complexity, transparency in services, client trust, ongoing advisor services, niche marketing, growth tactics, authenticity, industry reputation, financial planning outcomes, client onboarding Ask Zach and Kelsey a question!
