There are two reasons to charge a fee:

•To make more profit; and/or

•To force the client to reconcile and appreciate the value of your service.

In my experience, the second reason is the most powerful and that is why you must consider charging your clients a fee in my opinion.

You must ask three questions:

•Does your client perceive that you offer value. Many clients will say yes, and thank you but when push comes to shove, how much to they really value what you do if its free?

•In the client's mind, do they believe that they can get the value your provide elsewhere - maybe for free? That is, if they think you only find the cheapest mortgage then maybe they think they can go online.

•If you answer the above two questions positively, why aren't you charging for the value you deliver?

The best way to deliver value is to service a niche. For example, Neel Love Curls in Fitzroy (Melb) only cuts hair. Only for people with curly hair. And he charges $135!

If commission change in the future then the only brokers that will continue to thrive are those that deliver value in the clients's eyes.

In my experience, it is near on impossible to get a client to truly value what you do without charging them a fee. The existence of a fee can dramatically change perceived value.

Plus changing a fee gets you to believe in yourself and the value that you deliver.

My challenge to you is to find something to charge for and pitch it to two clients in the next month.