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Panel: Tips for switching to fees

Caroline A. Banks, FPFS; Kenneth E. Davy, Cert PFS, FCII; Gregory B. Gagne, ChFC; Gino Saggiomo, CFP

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Regulations around the world have left many advisors with no other option than switching from a commission-based business model to one that centers around fees. Other advisors have made the switch voluntarily when they saw the benefits. A panel of industry veterans who have successfully incorporated fees into their businesses discuss the challenges and rewards of the switch from the perspective of both the advisor and the client. Among the questions the panel addresses: • How do you properly value your advice? • Do you base your fees on time spent, value added or a combination of the two? • Do you pick a “line in the sand” date to transition clients to the model, or is there a transition period? Gain proven ways to convince clients that paying for advice is best for them, tips for compliance, confidence in your ability to transition your practice and excitement about the opportunities ahead.
 

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