by Sue Viskovic | Dec 5, 2013 | All Posts, Fees & Commissions
For advisers providing advice on insurance, it has traditionally been difficult to price that advice. While commissions largely remain post-FoFA, they are banned on some types of personal insurance. In my revised edition of Pricing Advice, I have devoted a much larger...
by Sue Viskovic | Oct 30, 2013 | All Posts, Client Service, Fees & Commissions
One question we’re often asked by advisers, is “when is the right time to quote my fee?”. It’s one thing to determine how much to charge, it’s also incredibly important to know how and when to position it with your clients. The following is an...
by Sue Viskovic | Jun 19, 2013 | All Posts, Business Management, Client Service, Fees & Commissions, Sales & Marketing
Most Australian advisers are currently absorbed in altering their business practices to comply with the new FoFA Legislation, and a particularly large issue is deciding on when and how to deliver their Fee Disclosure Statements (we now have a three-letter F word … the...
by Angela Barclay | Jun 11, 2013 | All Posts, Client Service, Fees & Commissions
When an advice business ceases to receive trail commissions it does not mean that they must stop receiving recurring income, and start relying on constantly winning new clients on a transactional basis. One of the most valuable components of advice businesses is the...
by Sue Viskovic | Jun 6, 2013 | All Posts, Business Management, Fees & Commissions, Sales & Marketing
We are often asked by advisers to take a look at their pricing model and let them know if they “have it right”. This begs the question, “is there such a thing as the right pricing model?” The answer is “yes”, although what is the “right” model will vary for every...
by Angela Barclay | Oct 16, 2012 | All Posts, Fees & Commissions
Not too long ago an adviser posed me an interesting challenge. “All this pricing work you do”, she said plainly, “Be honest. It’s just about coaching us to charge as much as we can get away with, isn’t it?” Great question, and absolutely not. Our research and coaching...
