The Compensation Issue

After speaking with multiple advisors and representatives from the major groups that certify advisors to work with the older population–The American College, the Society of Certified Senior Advisors, and the American Institute of Financial Gerontology (AIFG)–it appears that most planners do not charge separately for these services. “That’s included in our financial planning fee,” notes advisor Rosanne Grande. “Since it’s still a new offering, we are trying to develop processes to see if we may need to charge for it later or if I need to get someone to help me take these people around.” Neal Cutler of the AIFG concurs. “The feedback we’ve gotten is that [advisors] don’t charge extra. The designation gives them a leg up in keeping clients and/or attracting new clients.” According to Keith Hickerson of The American College, it adds to the value of a practice. “Advisors earn more income with this designation. It’s part of their investment in their career,” he says.