252 Wes Young & Gavin Filasek / From Chasing Prospects to Creating Demand

This is Part 2 of our prospecting roundtable. If you missed Part 1, go back and start with Episode 234. In this roundtable episode of the Elite Financial Advisor Podcast, Sten Morgan, CFP®, ChFC®, gets the band back together with Wes Young, Founder and CEO of Wes Young & Associates, and Gavin Filasek, Co-Founder and Partner of Highland Wealth, to get practical about prospecting: how to stop chasing prospects and start creating demand. Prospecting is one of the three pillars of EAN's Elite Model, alongside communication and building a financial plan, and this conversation goes deep on it. They open on the thing most producers get wrong - balance - and why you need a 90-day family plan, not just a business plan. Then they dig into how fee-based planning turns call-outs into call-ins, how each of them prices and structures their service models, and why "never a thousand" is a rule worth keeping. The heart of the episode is process and language: the three-part way to answer "what do you do?" so you are memorable and magnetic, why your process is what makes clients refer you, and the weekly system Gavin's team runs to drive growth instead of letting the market dictate it. As Gavin puts it: "I used to have to call out. Now they call in." **In This Episode** - Stop chasing, start creating demand: why fee-based planning turns call-outs into call-ins. - You need a 90-day family plan, not just a business plan. You will not default your way into great relationships. - How to answer "what do you do?" in three parts so you are memorable, not forgettable. - Pricing and service models: flat fees, annual retainers, and why "never a thousand." - Build a weekly prospecting system and a scorecard, and do not let the market dictate your growth. **Episode Timestamps** 00:00 - The band is back together 00:40 - Balance, seasons, and guardrails 02:00 - The 90-day family plan 06:00 - Blending work and life instead of "balance" 08:30 - Getting practical on prospecting 09:20 - How fee-based planning creates call-ins 11:00 - Using planning to earn the AUM and insurance work 12:30 - Pricing: Gavin's flat fees (6k, 12k, 24k) 14:00 - Wes on annual retainers and moving every client to them 16:00 - The juice has to be worth the squeeze 17:10 - Why process is the foundation of demand 18:00 - Mid-years, year-ends, and strategy summaries 19:00 - Answering "what do you do?" in three parts 23:00 - Don't give a label or a book report 24:00 - Gavin's weekly team prospecting system 27:00 - Don't be an "ask-hole": how to ask for introductions 29:00 - Don't let the market dictate your growth 31:00 - Give value with ideas: the book-and-quote move 33:00 - Put yourself where your ideal clients are **Missed Part 1? Start There:** This is the second half of our prospecting roundtable with Wes Young and Gavin Filasek. If you have not heard Part 1 (Episode 234), listen to it first. Listen to Part 1 here: https://podcasts.apple.com/us/podcast/the-elite-financial-advisor-podcast-with-sten-morgan/id1601321140 **Get the Free Episode Companion Guide:** Want the cheat sheet for this episode? We turned the biggest ideas into a one-page companion guide - the demand-creation playbook, core insights, and three action steps. Grab your free copy here: https://gobeelite.com/elite-advisor-podcast-companion-page?utm\source=shownotes&utm\medium=podcast&utm\campaign=ep\252\young\filasek **Free Resources for Financial Advisors:** Want to become a more elite advisor? Get our free course on how to become an Elite Advisor, plus training videos that show you how to whiteboard ideas with clients using real examples. Get the free resources here: https://gobeelite.com/elite-advisor-path-resources?utm\source=shownotes&utm\medium=podcast&utm\campaign=ep\252\young\filasek **Get the Free Book: Value First Prospecting** Most advisors were trained to sell first and hope trust shows up later. Value First Prospecting shows you how to create demand, lead with ideas, and turn first meetings into strategy conversations instead of sales meetings. You can claim a free copy of Sten Morgan's book, Value First Prospecting. Just cover shipping. Get the book here: https://gobeelite.com/free-book?utm\source=shownotes&utm\medium=podcast&utm\campaign=ep\252\young\filasek **Attend Elite Advisor Live:** Elite Advisor Live is our in-person training where advisors get the reps, feedback, and proven system to start charging for advice and clearly communicate their value. Learn more about Elite Advisor Live here: https://www.eliteadvisorlive.com?utm\source=shownotes&utm\medium=podcast&utm\campaign=ep\252\young\filasek **Join Elite+:** Elite+ is for advisors who are done dabbling and ready to become Elite. Inside Elite+, you get proximity, accountability, real-time coaching, and a complete operating system to help you remove resistance and grow at a higher level. Join Elite+ here: https://eadvisornetwork.com/join-ean?utm\source=shownotes&utm\medium=podcast&utm\campaign=ep\252\young\filasek **Connect With Elite Advisor Network** Website: https://www.eliteadvisornetwork.com?utm\source=shownotes&utm\medium=podcast&utm\campaign=ep\252\young\filasek Podcast: https://podcasts.apple.com/us/podcast/the-elite-financial-advisor-podcast-with-sten-morgan/id1601321140 LinkedIn: https://www.linkedin.com/company/elite-advisor-network YouTube: https://www.youtube.com/@EliteAdvisorNetwork **Subscribe** Subscribe for more conversations, training, and practical ideas to help financial advisors reject average and become elite. #EliteAdvisorNetwork #FinancialAdvisor #StenMorgan #Prospecting #FinancialPlanning #AdvisorGrowth #CreatingDemand