People will pay more if they feel they are getting good value for money. One of the problems advisors often have is not tooting their own horns enough. You might disagree, thinking “I’m an outgoing person!” Do your clients realize how much work you do on their behalf, often behind the scenes?
Earlier, I wrote 10 Reasons You’re Worth Your Fees. See the gallery for 10 more reasons.
Looking over this list and the previous one, you might say: “I do some of these things and I could do all of them!” Does your client know what you do for them? What could you do for them? How will you get the message across?
Bryce Sanders is president of Perceptive Business Solutions Inc. He provides HNW client acquisition training for the financial services industry. His book, “Captivating the Wealthy Investor,” is available on Amazon.