PFS Workshop: Being Paid What You're Worth by David Scarlett, Soul Millionnaire

Audience
Owners and decision makers within Financial and Wealth Management firms.

Learning Objectives

• To identify the 4 basic principles that drive higher fees in any service business
• To know what factors create higher value – from the consumer perspective
• To know how – and when – to best articulate your service and fee structure
• To be able to communicate Client Outcomes that increase both Advice and Ongoing Relationship fees

Content

• Why highly successful businesses don’t try to compete on price
• Why time-based fees are so short-sighted, and miss the point
• The steps you must take to position yourself as “valuable”, before you’ve even met your new client
• What Advisers regularly do that reduce their value to their clients
• Breaking the link between meetings, assets and fees in your client’s mind
• How to elevate yourself from Good to Expert in your client’s mind
• Why it’s critical to separate what clients really want from what you think they need
• How to improve trust dramatically
• Why most Advisers misunderstand the use of Segmentation to increase value
• How to manage client expectations… and deliver service that surprises them

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