ABOUT THIS EPISODE
When a prospect pushes back on your financial planning fee, it can be tempting to lower the price just to get them to say yes. But a fee objection doesn’t automatically mean you have a pricing problem. You might have a value communication problem, an offer problem, or you may simply need to get better at articulating the outcomes your planning creates. In this episode, I’m breaking down why I don’t believe in discounting your fees just because someone asks, how to make your value more tangible, and the language you can use to confidently navigate fee conversations with prospects.
In this episode you will learn:
- Why discounting the same service for clients who negotiate can create an unsustainable pricing strategy.
- How to identify and communicate both the quantitative and qualitative value of your financial planning.
- What to say when a prospect tells you your fee is too expensive or directly asks for a discount.
- How to determine whether you have a value communication, offer, or actual pricing problem.
You don’t need every prospect to say yes, and one person telling you that you’re too expensive doesn’t necessarily mean your fee is wrong. Before you discount, diagnose what’s really happening. When you can clearly articulate the outcomes your planning creates and confidently explain your value, you can stop defending your fee and let the right clients decide whether that value is worth the investment.
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