Category Archives: Financial Services

Why is there fee compression in financial services – Is the value really decreasing?

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Fee compression is a trend many are talking about. Rather than reading into the gloom and doom headlines of fee compression, take a step back and look at the VALUE you provide your clients. You see, value is in the eye of the beholder. The problem is, the beholder – your client or prospect – may not know the value you are delivering.

Most of the advisors I have worked with over the years are providing significant value through investment advice,

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Get Your Prospects To Have A Positive Predisposition

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When prospects meet with you for the first time, usually they already feel positive, negative or neutral about doing business with you. The mindset they come to you with can be critically important in determining whether they will eventually do business with you or not. Why is this the case?

Our predispositions often play out the way we think they will. It’s not a mystery, but really just human nature and psychology. If people come to the table wanting to work with you,

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10 Unique Events Bringing in New Business for Advisors

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Event marketing is hardly a sure thing to attract new referrals and new business. However, it is still one of the best ways to gather potentially interested individuals for a specific purpose – the scheduled event.  But there are a few simple things that may improve the results of your event as well as a list of 10 successful events held by advisors recently.

First, here are 10 successful and unique events that have been attracting new business over the past 12 months for advisors.

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In Times of Volatility: Ways to Reinforce Your Value to Clients

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It’s time to reinforce your value to your clients. During volatile times (like this week) clients can become nervous. And when clients become nervous, they may start to question whether or not you are truly taking care of them. They may not understand the full scope of everything that you do for them on a regular basis. So now is a great opportunity to remind and reassure those clients.

One of the best strategies when the market gets unusually crazy is to pick up the phone and call your top clients to ease their fears and give your perspective on the situation.

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What to do When Someone Says Your Fees Are Too High

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If someone says, “Your fees are too high” it is either because:
A) They don’t know what you are really doing for them.
B) You aren’t doing enough to clarify what you do. (I’m making the assumption that you DO provide significant value that corresponds to your fees).

The solution to either problem is simple.

You first have to ask yourself the honest question: Are your fees too high?

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