The Question Advisors Should Never Answer

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I ask advisors what question from prospects gives them the most difficulty. Most often, the response is: “How do you justify your fees?”

It’s a question you are uniquely ill-suited to answer.

Here’s why.

You’re not qualified

I know it sounds odd to say you’re not qualified to justify your fee.

Think about how arrogant it is for you to place a value on your services.

When you consider taking a course or making a major purchase, do you rely on the vendor to tell you whether or not it’s worth the money? Or, are you the best person to make this determination?