Handling Expected Queries and Objections when Converting to Value Advice Fees
The context of this webinar is that this type of advice is not only uncommon for many firms, it’s very uncommon for many clients.
How do you address that? Not only in conversations with potential clients, but also when you are in a conversations with existing clients who you believe value pricing, rather than current models would be in their best interest.
Being a different approach and therefore unexpected, being able to methodically explain your value pricing approach and how it relates to better serving their best interests is as important as being able to determine what your value pricing models are (this was discussed earlier this month – see here if you didn’t make it).
If this is of any interest, I look forward to sharing what’s working for our advisory community implementing value pricing – “Always Consider Value First, then Fees, then Affordability”.