price objection
Why we get fee resistance
July 5, 2024Whether we like it or not there is always the possibility of fee resistance in delivering financial advice, and how we present our service is a large part of that problem. Price is always a…
When clients say “too expensive” there is a value gap
February 6, 2023If there is one objection which continually gets professionals in a tangle it is the client who says “it’s too expensive”. When a client says “too expensive” YOU you haven’t done your job…there is a…
When – and how – To Discount Your Fees
November 10, 2021As a general rule I don’t recommend that a professional discount fees as it tends to undermine their entire value proposition whilst also creating a mindset for the client that the adviser is a price-taker…
Fighting Off The “Free” Advice Competitor
November 3, 2021“Free” advice is never actually “free”, is it? None of us are silly – including the people we are talking to as prospective clients. Everyone knows advice isn’t free…it is at someone’s expense, and someone…