Help Clients Understand Why They’re Paying You a Fee

Help Clients Understand Why They’re Paying You a Fee

Before you can convince your clients of your worth, you need to convince yourself of your own value. Always remember your fees reflect the five-star service you can offer. That’s what makes you stand out in an increasingly commoditized industry.

Here are some ways to help you communicate your value – both to yourself and to your clients.

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How to Get Prospects Off The Fence

How to Get Prospects Off The Fence

When a prospect turns around and says he or she needs to think things over they’re likely basing their indecision on fear or laziness. Maybe they’re fearful about the shaky economy, distrustful about paying you a fee, or just simply don’t want to leave their comfort zone. All their ‘reasons’, however, are based on emotion – and to break this inertia, you need to use techniques that will motivate them to act.

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A Story to Use When Discussing Your Fees & Commissions

The Springfield Story - Discussing Fees and Commissions

There are times when prospective clients are going to focus on your fees or your commissions. I want to talk about that, because it’s no one’s goal to offer the cheapest possible financial advice. That’s just not the way it goes.

So when someone talks to you about commissions or fees, I want you to tell them the Springfield story.

Watch the video or read the transcript below to hear the full story.

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How to Tell Clients You Are Raising Your Fee

How to Tell Clients You Are Raising Your Fee

You can show a client how to save for a successful retirement, but you cannot make him act on your advice. You can do everything for a client but make the decisions. Nonetheless, if people take your advice, they will educate their children without borrowing money and eventually retire with no financial worries. It is egregious to think that setting up a successful plan for someone and then politely goading that person into action over the next several years until that person’s financial dreams come true is only worth one percent. But that’s the corner we’ve painted ourselves into.

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