The Perfect RIA Why Your Value Proposition Matters More Than Your Fee
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Feb 28, 2025 Amber Kuhn tackles the challenge of advisory fees and how client perceptions impact value. Matt and Micah assert that it’s not just about percentages; it’s the consistent delivery of value that matters. They highlight the need for advisors to help prospects see the full range of services offered, rather than just fixating on costs. The discussion underscores that belief in one's fee structure and having clear processes are essential for building trust and conveying worth to clients.
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Value Over Fee
- Focus on the value you provide to clients, not just the percentage fee.
- If you consistently deliver value, the fee conversation becomes less about cost and more about the comprehensive service you offer.
Client Focus
- Many clients primarily focus on fees when comparing advisors.
- Highlight additional services beyond fees and performance metrics to differentiate yourself.
Matt's Fee Response
- Matt uses a humorous response when prospects mention lower fees offered elsewhere.
- He invites them to pursue the cheaper option and even jokingly asks for a referral.