Curating the people and tech to help you build the very best RIA you can! š§
advisortechbook.substack.com (https://advisortechbook.substack.com?utm_medium=podcast)
Itās not new or flashy or using AI.
It was first widely used in the early 1800ās.
Pretty much 100% of your clients/prospects have one.
And they all check it.
They pull things out of it and then walk to the trash can.
They look at the things as they walk.
You could even say the scroll through them.
But thereās no screen involved.
Yesā¦ Iām talking about the mailbox.
Maybe its fitting my final podcast episode of Season 1 (https://www.skool.com/advisortechbook/classroom/7ba22312?md=feef4bd3fbbb4d0482ba1d3ef9ab3aed) is about something analog - direct mail, and well seminars. Something like this:
Here are the numbers:
* 10,000 mailers
* 50 registrations
* 25 attendees
* 2-8 new clients
$10,000 for $20k-$80k in new ARR.
Would you take that deal?
In this final episode (for now) of the AdvisorTechBook LIVE! podcast, I chat with Steve Abbett (https://www.linkedin.com/in/steveabbett/) of Nexruto (https://nexruto.com/) all about seminar marketing.
Here are some of the highlights:
Seminars beat Social Media
Why Direct Mail beats Digital Ads
20,000 Mailers ā 129 Leads ā $141 per Response
If you want to find out more, send Steve a letterā¦ š¬
Orā¦ connect on LinkedIn here (https://www.linkedin.com/in/steveabbett/) or check out the website: Nexruto.com (https://nexruto.com/).
Thank you to the 50+ guests who came on the podcast and shared what they were building! If you want to check out past episodes - they are all here (https://www.skool.com/advisortechbook/classroom/7ba22312?md=feef4bd3fbbb4d0482ba1d3ef9ab3aed):
Itās difficult to predict the futureā¦ but I expect Iāll do this again later in 2026/2027 - Season 2.
The daily podcast was a little nuts. š¤Ŗ
To Epic Human Stories,
Joe
P.S. Human stories are awfully messy.
Get full access to AdvisorTechBook at advisortechbook.substack.com/subscribe (https://advisortechbook.substack.com/subscribe?utm_medium=podcast&utm_campaign=CTA_4)
8 Apr 2026
Ep 45. AUM vs. Flat Fee Pricing - where's the value??
With a āstache like that and starting fights on LinkedIn (https://www.linkedin.com/posts/sam-flaten-cfp%C2%AE-chfc%C2%AE-473b9615a_aum-only-models-will-be-functionally-dead-activity-7432493569052958721-S1iD?utm_source=share&utm_medium=member_desktop&rcm=ACoAADhBD4YBXoLpbDGlOQLr0wWQnUUi2tMLGFw) about pricing models, I was hoping Sam wasā¦ well, youāll just have to watch.
This is Sam Flaten (https://www.linkedin.com/in/sam-flaten-cfp%C2%AE-chfc%C2%AE-473b9615a/) of LEVR Planning (https://www.levrplanning.com/):
He does outsourced paraplanning and consulting for āAUM advisorsā and āFlat Fee advisorsā. I donāt think Iāve ever heard them called āAUM advisorsā before. Itās interesting how the pricing model gets so much attention in this business.
Anyway, we talked about a lot of cool things:
* The advisor as the main bottleneck in the firm and how the whole team could play a role in client relationships AND client outcomes
* How each client engagement needs to be custom designed around their desired outcomes AND custom priced
Dennis Moseley-Williams said something like that too - ātransformations should be independently priced (https://advisortechbook.substack.com/p/ep-20-become-the-transformation-guide)ā.
* Obviously we chatted about how custom engagements can be more easily priced and sold based on āwhat the clients actually wantā - matching the outcomes to the price. Almost like a menu of planning scenarios that are each their own thing.
* He mentioned a firm he worked with that was using a construction CRM instead of a standard industry-specific CRM, because it had better features around the work to be done and the time-tables
And here are some short clips with some highlights:
Advisors that are good at making the sale are also good at selling clients on DOING the things they recommend
Hazel: Whereās the real value in the AI-generated tax planning report?
Finding the āWhyā behind each planning goal
Match the proposal to the ākind of carā the client wants to drive
There you have it.
Joe
Get full access to AdvisorTechBook at advisortechbook.substack.com/subscribe (https://advisortechbook.substack.com/subscribe?utm_medium=podcast&utm_campaign=CTA_4)
24 Mar 2026
Ep 44. On private investments reporting & AI
Today I chatted with Alex (https://www.skool.com/@alex-goodwin-8372?g=advisortechbook) and Ayo (https://www.skool.com/@ayo-ekhator-9581?g=advisortechbook) on the podcast about their company Bridge (https://www.skool.com/advisortechbook/classroom/a7b893b3?md=42bce4962dfb4b089e6f5934e5cb13ba), private investments, how theyāre using AI, and the overall alts market.
They explained it in a few ways:
* Tools aimed at GPs vs. LPs (general partners and limited partners)
* Tools for pre-transaction vs. post-transaction
I thinkā¦ the landscape is something like this (https://www.skool.com/advisortechbook/classroom/a7b893b3?md=42bce4962dfb4b089e6f5934e5cb13ba):
We also discussed the liquidity of private investments and how historically, theyāve been less so and can cause a ārun on the bankā scenario:
On gating redemptions:
Private vs. public returns:
I brought up the convo between Peter Mallouk and Tony Robbins where they discussed the difference in returns (https://youtu.be/86nJnWYESbg?si=XOB5zFdoB3ap5TVa&t=1816) (9% for the S&P and 15.7% for private equity):
Alex says itās a bit more nuanced that:
Lastly, we talked about pre-AI vs. post-AI SaaS and how timing or āreturn on luckā plays a role.
Check out around 41:10 (https://youtu.be/FNN6l5VI5vg?si=uhQ9-eoKi2laq8Fw&t=2470) above or on the YouTube (https://youtu.be/FNN6l5VI5vg?si=uhQ9-eoKi2laq8Fw&t=2470).
If youāre like Tim Brown, this might be one to listen to:
To Epic Human Stories,
Joe
P.S. People give me codes, thinking that Iāll share them aroundā¦ well, maybe I will!
Use JOE-MOSS-PRO or JOE-MOSS-TEAM to knock a month off the price of an annual Individual Pro or Team Pro subscription of RIA Pulse (https://riapulse.com/#pricing):
P.S.S. Apparently, Eric Negron thought this industry need more conferencesā¦ use code ScaleConJoeMoss for 15% off Advisor ScaleCon (https://advisorscalecon.com/elevate/)
Get full access to AdvisorTechBook at advisortechbook.substack.com/subscribe (https://advisortechbook.substack.com/subscribe?utm_medium=podcast&utm_campaign=CTA_4)
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