As every advisor knows, financial planning is a careful dance between building trust, offering expert advice, and growing a profitable business. Charging fees is too often seen as a massive hurdle many don’t want to scale. But if we’re being honest, this mindset will never drive your business towards profitability and sustainability. Our guest, Brian Jansen, candidly reveals the common fears and insecurities of transitioning from a free to fee-based service model and shares the invaluable lessons he's learned from his own missteps in pricing.In this episode, Bryan and I discuss:Understanding the mindset shift to change from Free to FeeEstablishing your “profitability-adjusted burn rate” and how to use that to calculate your feeLanguage of how to make the switch with existing clientsWhy you don’t drop your fee in year two to adjust for “less work”  Whether you're a seasoned financial advisor or a newbie to the industry, this episode is a must-listen, promising to equip you with insights to confidently set your fees and value your services.—--------------------------------------LINKS FROM THIS EPISODECheck out Bryan’s website hereConnect with Bryan on LinkedIn hereEpisodes Mentioned:#95: KPI’s to Measure Productivity and to Actually Track Efficiency *FREE DOWNLOAD*Get on the Systems to Scale Group Coaching Waitlist HereDownload the Family Template HereEnroll in The Perfect RIA Masterclass HereBuzzcastKeep up to date on the latest podcasting tech & news with the folks at Buzzsprout!Listen on: Apple Podcasts   Connect with Libby on LinkedIn Here!Curious about what all is involved in the Efficient Advisor’s group coaching program? Get on the Systems to Scale Group Coaching & Mastermind Waitlist Here!Successful businesses don’t get built alone. You need community! You need collaboration! Join us in The Efficient Advisor Community on Facebook.Check out more FREE resources and our FREE video library at http://www.theefficientadvisor.comLooking for all the resources from this episode? Check out this episode’s webpage for show notes, transcripts, downloads and more!