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I really need some simple language to explain the following issues. We are charging a flat fee of $9,870 per annum, plus all the Deliverables, which will add up to a total of a minimum of another $10,000. Do I, for example, just state the total will be say $22,000 per annum, or do I just suggest our fee does not include the things you buy to advance progress towards their goals.

Article ID: 421

Last updated: 20 Nov, 2019

Yes: $22,000 / year is your fee. Quote it, with confidence.

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Commitment to Hire Conversation™

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I have been following the script with Commitment to Hire Conversation ™ and detailing them exactly what they will get. We had a Follow-Up Meeting the other day with a client where we do a Risk Profile (legal requirement) and they were asking further questions around money management etc. Although they knew they were getting a plan they didn’t realize we handled everything (i.e. professional money management) and they said if they realized we did so much they would have been far keener to go ahead. Should we also have a list of client deliverables to show them?

When you review the outline of your Deliverables Team in the Commitment to Hire Conversation™, is this done in response to a specific question a client may ask?

There are many forms that my clients must fill out. They are not something that can be done in the "let's take a few moments to make that happen" section. I need to prepare the paperwork and it takes more than a few moments. What I like to do is have the clients come back in to do the paperwork and go over any other information in the questionnaires I need. Then, after that, I will complete the plan and have the clients back in to go over that plan.

How do I incorporate expectations, compensation, and how we get paid into the Financial Road Map Interview™ conversation with a new client? Should I be covering this information before the Financial Road Map Interview™, or if not, when?

I have been running a "quarterback" model business for the last few years so hiring me to do what I’ve already been doing BUT much better shouldn’t even be questioned. However, most clients I have on a AUM fee, discretionary agreement. I'd like to present a new "flat fee" discretionary agreement, with formalizing me as the Trusted Advisor. Do you have an outline of items recommended in the agreement or examples I can give my attorney to create one for me. AND should I use the Commitment to Hire part of the Financial Road Map® meeting to have them sign to commit?

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