Summary: To get clients to understand and appreciate the value of professional financial advice, they must grasp two key metrics: what they are paying and what services are being provided for these fees. While this equation sounds simple enough, the evidence suggests most clients are not adequately equipped to make this assessment.
 Price is an issue in the absence of value. Addressing both sides of the value equation is critical. Clients are thinking about services and fees, but often do not see the link between them — and a client's understanding of what they are getting for their money is directly correlated to their perception of value.”Brie Williams, vice president and the head of practice management, State Street Global Advisors. |
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