Don't let fees get in the way of clients' interest

11/1/2010 | FPAnet.org/Practice Management Center blog

Sticker shock can discourage some clients from signing on, even if they're interested in your services, explains Kristin C. Harad of VitaVie Financial Planning. Her strategy is to discuss fees before anything else because it's usually the "number-one objection," she writes. Then, she focuses on explaining how her expertise will create the right value for the client.

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