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0:10:48

If not you, who?

Peter Jason Byrne 0.0

Byrne shares how he transitioned from quotes to fees for insurance-only advice and some of the best practice ideas that helped him stop doing free work.

0:21:39

Sorry, we don't do quotes

Peter Jason Byrne 5.0

Byrne shares how he transitioned from quotes to fees for insurance-only advice and some of the best practice ideas that helped him stop doing free work.

0:22:25

To the top in 10

D. Kyle Atkins, CLU, CFP 5.0

Atkins shares ideas and observations to help you get to Top of the Table. The main question is: How can I begin to produce more fee revenue and still meet my obligations?

Panel: Tips for switching to fees

Caroline A. Banks, FPFS; Kenneth E. Davy, Cert PFS, FCII; Gregory B. Gagne, ChFC; Gino Saggiomo, CFP 0.0

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:<br> • How do you properly value your advice?<br> • Do you base your fees on time spent, value added or a combination of the two?<br> • Do you pick a “line in the sand” date to transition clients to the model, or is there a transition period?<br> 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.

0:48:07

Transitioning into a comprehensive fee-based practice

Benjamin Harding, CLU, CFP; Kimberly A. Harding, CLU 0.0

Harding and Harding discuss the changes they made in their practice to provide clients a comprehensive plan while incorporating fees. They stress the importance of being thorough and doing a full analysis of all aspects of a client's financial life and how this affects advisors moving forward due to the DOL ruling. Lastly, they share the impact of being fee-based advisors, including more referrals and growth in revenue.

Return on investment

Matt Pais 0.0

Bull sees benefits of clients understanding her value and paying upfront.

0:07:06

Learn how to thrive without commissions

Karl Hartey 5.0

Challenges can be turned into opportunities. After regulatory changes in the UK, the number of financial advisors was reduced by 90 percent. For those advisors who adjusted to the changes, many thrived, including Top of the Table member Karl Hartey.

0:05:09

Fee-based planning: A better method?

Michelle L. Bender, CFP, and Greg B. Gagne, ChFC 5.0

Forget starting the year at zero. Instead, multiply your income by becoming fee-based. Top of the Table qualifiers Greg Gagne and Michelle Bender share how fee-based planning works and why it brings revenue you can count on.

0:10:29

How to address compensation with clients

MDRT 5.0

Producers around the world have transitioned to a fee-for-service model, often as a result of their local regulatory environment. In this episode, listen in as five MDRT members from four different countries discuss the topic of compensation and how to initiate the discussion with clients. You'll hear from: <br> <br> • Diane L. McCurdy, CFP, EPC<br> • Steven P. Arengo, CFP, AIF<br> • Simon John Gibson, Dip PFS<br> • Stephen Kagawa, FSS, LUTCF<br> • Roy Hall <br> <br> If you'd like to subscribe, find us on iTunes at MDRT Podcast.

0:02:56

What's your professional time worth?

Marcus T. Henderson, LUTCF 0.0

We all have 365 days in a year, and we can all calculate what an hour of our time is worth. Marcus Henderson walks you through calculating your hourly professional rate - an exercise that helped him make the leap to Top of the Table. Presented at the 2016 Annual Meeting.

Monetize the value of your advice

Matt Pais 0.0

Owens explains his process for discussing fees with clients — and it includes a guarantee.

Success is rented and rent is due daily

Ross G. Hultgren, CFP, DFP 5.0

Hultgren provides ideas collected over 20 MDRT Annual Meetings that you can use as soon as you get home, including how to: <ul> <li>Calculate insurance sums and use simple diagrams so your clients relate</li> <li>Understand and implement the fail-proof “success formula”</li> <li>Prepare for your appointments and ask the right questions to build trust and differentiate yourself from the competition</li> <li>Charge fees for advice and illustrate value to clients for the fees they have paid</li> </ul>

0:05:30

Transition to fees

Barjes R. Angulo, LUTCF, RICP 5.0

Be transparent, plant the seed and be flexible. These are the three points Angulo emphasizes to clients to help them understand the value he provides so they are comfortable with the fees he charges. By establishing a relationship and being clear about how and why you get paid, the transition to fees can be simple and positive. <br> <br> <a href="https://rz.mdrt.org/search/?q=2018ampro"><center><hr><font color="darkred" size="3"><b>Click here to find more from the 2018 Annual Meeting</b></font><hr>

The gift of time

Jerry Soverinsky 0.0

Regulations prompt shift to annual fees, but results make for stronger business.

The great transition to fees

Angus Donald McQueen, Dip FS, Dip CD 0.0

When regulations force you to change your business, how do you react? Changing your income model to fees may seem daunting, but, if done correctly, you can actually focus on your ideal clients: those who love you, are prepared to pay you and help you thrive. Finding ideal clients is a balance between great service and great relationships. A wealth management specialist, McQueen describes the regulations that forced many advisors to change their income model to fees. With some of the tips he learned through his own transition, he shows you how you too can build a more precise offer and attract the right people. He takes you on your own thought-provoking discovery of what to do to grow and improve quite easily.