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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