POSTPONED Getting Paid What You’re Really, Really Worth

REGISTRATION 12:30 - 1:00 with light lunch, conclusion 4:00pm

Getting Paid What You’re Really, Really Worth

Overview

To help Senior Decision Makers create a business which naturally attracts higher client fees and healthier profits.

- 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

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