In this episode of The Trusted Adviser podcast, host Rob Pyne sits down with Rob Jones, Co-Founder of Peloton Partners, to explore how financial advice firms can move beyond static pricing models and embrace a more dynamic, data-driven framework that reflects the real value of advice.
Rob Jones shares practical strategies to identify hidden profit leaks, diagnose structural fee issues, and express adviser value more authentically to clients. Packed with straight-talking insights, this episode is essential listening for practice owners determined to scale sustainably and confidently.
LISTEN
SHOW NOTES
Topics discussed
- Why most pricing frameworks in advice firms are outdated and erode value
- How to build a dynamic pricing system that adjusts to client and firm circumstances
- The “new business contribution” test – a quick diagnostic for structural fee issues
- The role of data in identifying when to add team members like CSOs vs. advisers
- Shifting from “review meetings” to “progress meetings” to frame value
- How advisers can better express and defend their value to clients
- The future of advice: more people accessing quality advice, fewer “rotten egg” advisers
Episode Highlights
(Timestamps are approximate)
- [00:00] – Introduction to Rob Jones and Peloton Partners
- [02:49] – Rob Jones’ Journey in Financial Services
- [05:26] – The Importance of Pricing in Financial Advice
- [08:24] – Peloton’s Approach to Pricing Frameworks
- [10:53] – Building a Verified Database of Financial Firms
- [13:42] – Insights from the Database: Employee Expenses and Profitability
- [16:41] – Understanding Advisor Salaries and Business Valuation
- [19:21] – The Relationship Between Profitability and Growth
- [22:09] – Challenges in Maintaining Profitability and Growth
- [33:41] – Understanding Fee Structures and Profitability
- [39:58] – The Role of Management in Firm Profitability
- [45:57] – Capacity as a Key Driver of Growth
- [52:29] – Balancing Investment in People and Systems
- [01:00:04] – Vision for the Future of Financial Advice
Quotes
- “If no P&L is static, why would we have a static pricing framework that doesn’t ebb and flow with changing conditions?” – Rob Jones
- “Let’s button up value. Let’s give clients the facts. Let’s stand up to the plate and proudly say your price will reflect the ongoing changes at both our levels.” – Rob Jones
- “If your new business contributes more than 30% of your current profit, you’ve got a structural ongoing fee problem.” – Rob Jones
- “My wish is for every adviser to congratulate clients at the start of each progress meeting for making an investment into their future.” – Rob Jones
- “Advisers should make the right money all the time and not feel guilty about that—while ensuring every client contributes only their fair share.” – Rob Jones
Resources & Links
- Connect with Rob Pyne on LinkedIn
- Follow The Trusted Adviser Podcast for more conversations with leaders in financial planning
- Learn more about Peloton Partners
Show notes and transcript
For the full show notes and transcript from this episode, head to the episode page on The Trusted Adviser Website here.