Bryce Sanders is president of Perceptive Business Solutions Inc. He provides HNW client acquisition training for the financial services industry. His book, “Captivating the Wealthy Investor,” can be found on Amazon.

Most people do not understand the value that comes from time spent working on a project. The majority of the time the only thing they see is the end result. For a financial advisor, prospects often do not understand the value of training and experience. They may look at the fees connected to your product and ask, "I do not understand why I should be paying you so much. It only took you 15 minutes to give me a solution." Not realizing of course that it took 15 years of experience to learn that solution.

In Bryce Sanders' article, "How an Advisor’s Time Translates Into Value", he offers advice on how advisors can mitigate this situation with their clients or prospects.

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