Welcome to the Financial Advisor Success Podcast, where you go behind the scenes with

financial planner, speaker, and consultant Michael Kitsis to hear stories of how leading

financial advisors navigated the inevitable challenges that arise on the path to success

and get insight from leading industry consultants about how to break through to the next

level in your advisory business. And now here's your host, Michael Kitsis. Welcome, everyone. Welcome

to the 49th episode of the Financial Advisor Success podcast. My guest on today's podcast is Anna Sergunina.

Anna is the owner of Main Street Financial Planning, an hourly-based financial

planning firm under the Garrett Planning Network that has grown to more than $600,000 of revenue,

all from simply getting paid to provide hourly financial planning advice with no income at all

from insurance products or managing investment portfolios. What's fascinating about Anna's business

is the way that she's figure out how to communicate the value of hourly financial planning by creating very specific financial advice packages for various types of prospective client profiles, and then using her website to both explain the value of those financial planning packages to prospects and to screen out those who aren't really likely to take the process seriously.

In this episode, we talk in depth about Anna's five meeting process for financial planning,

why she charges $100 as an upfront deposit just to have an initial inquiry approach meeting

with prospects. The way she focuses first on the client spending to help them understand what

they can save and what kinds of goals might even be possible,

and then proceeds to an interactive financial planning session using Money Guide Pro, all of which leads up to a final meeting where she ultimately presents financial planning recommendations

and then helps clients to implement them. We also talk about how Anna sets the level for her financial

planning fees. The sources of new business that has her firm on track to add more than 100 new hourly financial planning clients this year. The way she re-engages

existing clients for ongoing financial planning updates to generate a level of recurring revenue.

And why and how she built extensive workflows in her wealth box CRM to manage the financial

planning logistics with her ever-growing six-person team.

And be certain to listen to the end, where Anna shares her own path into the industry, how she

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