Description
This pack includes all 7 webinars unpacking all the information from the latest edition of the Pricing Research.
Key Findings
A deep dive into the Key Findings from the research, in particular the recipe for the Secret Sauce for getting your pricing right.
We’ll cover:
- Secret Sauce Recipe
- How much – charge out rates and do they make a difference?
- Increased costs and compliance requirements are not yet evident in initial advice fees
- EBIT
- Being selective about clients
- How were advisers feeling about future?
- On what basis do advisers determine their fees?
- What happens if advisers set and forget their pricing models?
Pricing and delivering Ongoing Services to new and existing clients
With the abolition of grandfathered investment income and the requirement for annual fixed term agreements imminent, many advisers are reinventing their ongoing service offers and wrestling with how they’ll price them.
This session will focus specifically on how advisers in the research structured and priced their ongoing services. In addition to the structures and numbers, we’ll explore such findings as
Can you lift fees to existing clients?
Asset Based Fees are declining – so what happens when an adviser shifts away from Asset-Based Fees?
How do advisers determine the ongoing fee – and the service – delivered to clients? How to prevent scope creep? How to administer fees?
Pricing Insurance Advice
Pricing Insurance advice is tricky, whether it’s bundled together with comprehensive advice, or delivered as a standalone engagement. This session will reveal the findings from this popular chapter including the fee models and prices charged, in addition to and instead of commissions. We’ll tackle the big issues of managing claims, dealing with clawbacks and unsuccessful applications.
Pricing and engaging with new clients
With demand outstripping supply for financial advice, it’s critical that advisers apply some focus on how they’ll engage and price their services for new clients. More than just the structures and the prices charged, we’ll also explore such elements as when advisers ‘pitch’ their fees, what marketing activities advisers are using(and which ones are working), how many new clients advisers engaged and what percentage of them signed onto ongoing services.
Challenges and Solutions
It’s official. Pricing advice is hard. Determining how to structure a pricing model and how much to charge is a complex thought process, and the application of a pricing model is made all the more difficult when the advice landscape and rule book seems to be constantly changing. There’s a whole chapter in the research dedicated to not only the challenges voiced by the research participants, but some valuable solutions to the common challenges.
This will be an interactive session, sharing the findings from the research AND answering live questions/challenges from the attendees.
Productivity and Efficiency
With the increased compliance burden and costs to run advice businesses, savvy advisers are always searching for ways to deliver better outcomes to clients faster and with less cost. Little wonder that one of our most popular chapters in the Pricing Research is Productivity and Efficiency.
We’ll flesh out such findings as what growth advice firms have seen, how many client appointments advisers are conducting per week, the ratios of support staff to advisers, where and how advisers are meeting with clients. We’ll also deep dive into their use of outsourcing, including the costs being paid for different SOAs and what can be done to influence the success of outsourcing.
Case Studies and Business Models
It’s enlightening to consider the components of pricing models and numbers being utilised by advice firms, and these numbers really come to life when explored through the lens of actual client examples, and considering business models in their entirety.
The final webinar in this series will be a deep dive into how advisers priced and serviced a selection of the Client Case Studies, as well as an in-depth look into two complete business and pricing models.
Registrants will vote on their preferred client case studies and businesses prior to the session, and we’ll present and discuss the most sought-after examples.
3 of the following 6 case studies will be explored:
- Case Study 1: Richard and Karen – Wealth Creators with a young family
- Case Study 2: Dave and Jen – Tradie and stay-at-home wife with young family needing insurance-only advice
- Case Study 3: Susan and Laurie – Business Owners looking to expand
- Case Study 4: Joe and Tina – Retirees with modest sum and Centrelink requirements
- Case Study 5: Peter and David – Retirees with significant amount of money and SMSF
- Case Study 6: Betty – Aged Care Advice
And 2 of the following 4 business models will be explored:
- Mid/Large sized, multi-disciplinary advice firm, healthy EBIT ($5M – $10M turnover)
- Independent advice firm, absolutely convinced that flat fees and zero commissions are the best option ($500K – $1M turnover)
- Regional firm using a hybrid of Flat and Asset-based fees, convinced asset based fees are best ($5M – $10M turnover)
- Single adviser accounting and financial advice firm, very selective about clients they work with, charge annual retainers (no initial fee). ($501K – $1M turnover)
- Risk and Estate Planning Specialist. ($1M – $1.5M turnover)
- Regional financial advice firm with negative EBIT ($501K – $1M turnover)
