One of the key elements of exceptional Client Engagement is the degree to which you strike the right balance of perceptions around your price.
In this episode, we dig into the nuanced depths of our research into client engagement as it relates to this balance.
Most Advisers are seeking to create an engagement with clients that involves very little tension around the pricing discussion, yet this is almost always the wrong approach and leads to lower margins, lower service levels, lower perceived value, lower referrals, etc.
On the journey to Exceptional Advice, learning to own your value in the Client Engagement process is a critical element to not just having a truly profitable business, but also creating the most impact for clients.
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