How to Change Your Mind About Discounting (and Keep the Change!)

Life is complicated and it moves very fast. To cope with complexity the human brain learned long ago to create a model of the world from experiences and to use that model to understand everything that happens. What a person believes about the world (their model of the world) defines everything decision they make and every action they take. Unfortunately, beliefs are often the result of a few, unfortunate experiences rather than a carefully selected series of events. In this fast-paced conversation, Ken and Scott explore how beliefs are formed, how beliefs determine what an advisor is willing to charge – or not charge- for their services. Importantly, Ken provides some practical advice on how an advisor can change their beliefs about the way they charge for their services.

Also in this episode, the AllianceBernstein Digital Coach – see practice management solutions for advisor success: abfunds.com/go/digitalcoach

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