SESSION OVERVIEW:

When is it appropriate to discuss a change in investment compensation models with your clients? Should the case for fee-based services be introduced as an alternative to commissions? When is that in the best interest of the client, especially in light of the recent pandemic and economic turmoil? In this module, find out more about the importance of addressing the appropriate fee model with your clients, who may be at different stages in the lifecycle of their investment activities (boomers, millennials, business owners), and what sound choices the right value proposition leads to in determining the best net after-tax result.

APPROACH:

High net worth clients, depending on portfolio size and portfolio structure, can benefit from fee-based services and tax-deductible investment counsel fees. By introducing the client to these potential advantages, the advisor can assist the client in making the most appropriate decision for him or her, for both the short term and longer term.

WHAT YOU WILL LEARN:

• How to introduce a discussion related to fee options and tax-effective solutions, in light of current events and their effect on an a client's portfolio
• Understand the differences between commissions, fee-based services, and investment counsel fees
• How to assist clients in determining which fee structure is most appropriate for them

LEARNING ACTIVITIES: To test the learning process, the student will answer multiple-choice questions and contemplate the role of the advisor.