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 In this Part 2 conversation with Johann Maree, we take on the hard questions that came out of the last episode on fee-based advice.

We talk plainly about how a book (or rather a business) is valued, how fees are collected, what to do when clients default, and how to think about clients who cannot afford advice right now. We also unpack LVC, whether the old formula still works, and what advisers need to rethink in light of regulation and AI.

Most of all, we tackle the big question: how do you move from your current model to a fee-based business in real life? Johann shares a practical 90 to 120-day way to start making the shift.

This is a direct conversation for financial planners, advisers, and firm owners who want honest answers, not safe ones.

In this episode:

How a book of business is really valued
How fee collection works in practice
What to do about bad debt and defaults
How to serve clients who cannot pay now
What LVC means and whether it still matters
The 7 steps to moving to a fee-based model
A 90 to 120-day plan to begin the transition

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