Pricing Advice Book
The Pricing Advice book forms a stand-alone part of the Pricing Advice Program.
Whether you’re thinking “where do I start?” or “We’ve been doing this for a while now but could do with some help working out the kinks”, this book will help you to:
OR comes included in the
|online DIY or|
|versions of the Pricing Advice Program|
Charter Magazine (magazine of the Institute of Chartered Accountants in Australia), August 2010, by Robert MC Brown:
"Whether financial planners like it or not, the move is on to fee for service and away from traditional remuneration models such as commissions and asset fees. Of course, that’s easy to say, but in practice the transition will need detailed analysis by individual planning firms of their costs and pricing structures.
Sue Viskovic’s latest book, 'Pricing Advice', brings a practical 'how to' approach to a process that is becoming increasingly urgent in the light of proposed national legislation controlling adviser remuneration and mandatory new ethical rules being introduced by professional bodies, including the Institute of Chartered Accountants.
In a nutshell, Viskovic suggests that there is no 'one-size-fits-all' pricing model to suit every planning practice. She outlines a process (developed over years of first-hand work with many firms and in-depth research) that will allow any financial planning practice, regardless of the style of client they service, to create a model to price their advice profitably.
Viskovic believes that accountants should be able to generate healthy profits without the use of commissions or asset-based fees, provided they understand and properly engage with their clients on the real value of the financial planning services they provide.
'Pricing Advice' is highly recommended to practitioners wanting to make the transition to ‘fee for service’ logically, profitably and smoothly."
Reader, Annette McGrath, ADFP, Magnitude Financial Planning, Qld, Australia
"I have been in the Financial Services industry for a number of years in Senior Positions and for the last ten years in Financial Planning. I have been researching Fee for Service, Client Value Propositions and best practice for some time now and was still struggling with a best practice process to implement this into my business.
I was fortunate enough to be invited to participate in a session run by Sue with a small group of independent planners recently. I must say that I came away from this session not only more enlightened but extremely excited about where to start.
I purchased Sue’s book titled 'Pricing Advice' and could not put it down as it provided me with the answers to questions I had been searching without result for some time now.
As a planner we receive so much information at a 'big picture' level however there is very little about the 'doing'. I am pleased I bought two of these publications and I am now waiting on all of my colleagues to read the material and so far I am getting the same feedback from those that have."
“This program was well worth our time and money...the results so far are too numerous to detail, but three highlights are a $450 per annum client signing onto a $9,000 per annum package, a $990 pa client signing onto a $4,200 package, and a $3,000 client signing onto an $8,000 package. So far we have lost two clients, total annual income just under $2,000.”
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“Sue Viskovic’s book on Pricing Advice is a triumph and a must read for every financial adviser. I highly recommend Sue to any financial planning firm looking to get the pricing of their value right.”
“Elixir has a clear and methodical method for determining the appropriate level of fees to charge our clients ....”
B.Bus, CFP, Financial Planner, Abbott Financial Planning
“Really liked the software in terms of its relevance, prompts and ease of use.”
“Great program, well-paced, excellent facilitation. Contact was detailed, challenging and relevant. Great tools to take away and implement immediately.”
“It’s good to have follow-up support post attending the workshop. Too often good ideas are lost/not acted on after attending a seminar.”
“Fantastic program. Thought-provoking, we thought we had our service models and fee structures in order but discovered they actually weren’t!”
“Enlightening – this will assist us to be much better prepared for future change, and our profitability will increase through the skills gained.”