Many advisors feel a compelling need to discount their fees in order to seal the deal with a new client. As a result, average fees across the industry have been steadily dropping for years. In this fast paced episode, Scott and Ken look at the psychological dynamics that cause advisors to automatically assume they need to discount their fees, and then explore what they can do differently in the first few meetings that will support charging a premium fee for premium services.

Also in this episode, the AllianceBernstein Digital Coach – see practice management solutions for advisor success: abfunds.com/go/digitalcoach

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