More than other client niches, the pricing of existing clients in 'pre-retiree' requires a good understanding of the base level of pricing - namely, access pricing.
What is each firm's price for access to the advisory team?
Old-world advice pricing is based upon the 'inputs' or commodities the advisory teams provide such as numbers of meetings or amount of funds under management. The new era of advice will require a different approach to price not on 'inputs' but on the 'outputs'. This is the worth the client places on the relationship rather than the effort or products.
This session will share proven precedents and discussions that every price committee and the advisory team will need to consider to effectively price ongoing pre-retiree relationships on worth.