60. Helpline: Increasing your closing percentage

Hey everyone,

Are you struggling with charging for planning services? In our latest podcast episode, we break down the obstacles a recent EAN customer is facing as he works to close more planning clients. We coach hundreds of advisors who face these same issues and offer valuable insights to solving his problems.

• By the end of the first meeting, you should be clear about your fee structure and the value you bring to the table.
• The goal in the first meeting is to present a few ideas that pay for themselves.
• Move on to a proposal in the second or third meeting, depending on the amount of data gathered.

We also touch on the issue of minimum fees and hourly rates. It is required to have a minimum fee to ensure that you are compensated adequately. Instead of thinking in terms of hourly rates, we suggest a value-based proposition that establishes your expertise and the value of your advice.

We encourage advisors to adapt to the changing industry landscape and to be confident in the value they bring to their clients. By setting clear expectations and communicating your value effectively, you can build strong relationships with clients and achieve better outcomes, all while increasing your revenue.

As always, thanks for listening.

Sten Morgan & Andy Traub