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How one question increased an Advisers revenue by 20%. [VIDEO]

Here’s a short video (just over 2 minutes) to help your business grow.  

If you prefer to read it, keep going.  

Today’s video is a real life example of how I asked an Adviser one simple question, and as a result of that they took action that lead to them increasing their revenue by 20% 

 

Here’s one of the questions that I asked an Adviser, and as a result of that, they increased their revenue by 20%.  

Now, there’s a lot more to it than just this question, but this is what it was.  

I’d been working with an Adviser for a while. 

They work at the top end of town so they charge premium pricing and they hadn’t increased their fees for probably around seven or eight years.  

But they knew that they wanted to, and deservedly so.  

The reason they hadn’t is they kept pushing back:  

  • Ah, you know, I’ve got to do some more modeling.  
  • I’ve got to crunch more numbers.  
  • I’ve got to tweak my fee model.  
  • Clients aren’t going to accept it.  
  • Clients are going to push back.  
  • Clients will, you know, walk away and they won’t stay with me, etc. etc. etc. 

And there are a lot of excuses, some legitimate, some were more about questioning their own value.  

So, one day, after having this kind of conversation for months and months and months, I said…  

“Okay, are you worth it?”  

That’s all I asked. 

“Are you worth it?”  

And that Adviser sat there and looked me in the face and said, “Absolutely I am.”  

And with that in mind, went and increased their fees by 20%.  

So, it didn’t just happen overnight.  

They actually thought about it, and this was moving their existing clients onto a new fee as well as new clients that were coming to the business.  

The new clients were a little bit easier because there was no precedent. 

But with the existing clients, before each meeting that they would have, the Adviser would literally ring me and we would role-play every single scenario that that client might come up with or the pushback that they might come up with, and help the advisor come up with how they can respond to those questions, those objections, whatever it is.  

And to their credit, they did it and they increased their fees across the board over a 12-month period by 20%, all else being equal. 

All by asking that one question, “Are you worth it?” 

Bit of food for thought.  

Whatever you do with that, Make It Count.

Want more ways to help explain how valuable you are and how with your help, clients will be in a better position than if they were to go it alone. Click here for a complimentary guide.  

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