Positively Communicating Fee Changes to High Net Worth Clients

In-person teaching Classroom
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Communicating fee changes to clients can be challenging. In this “Positively Communicating Fee Changes to High Net Worth Clients “course you will be shown how to structure these conversations, present data and deal with common objections. With these skills you will be empowered to discuss fee changes with your clients.


This course is suitable for private bankers, wealth managers, relationship managers, assistant relationship managers and premier bankers.

Learning Outcomes

  • Effectively communicate the rationale behind fee changes​
  • Use the concept of “right-servicing” to ensure that fees and service levels are connected
  • Use the concept of “consensus” when justifying fees

Course Content

  • Ensuring that your client is “Right-Serviced” – there is the correct match between the service given and the fee that is paid​
  • Using the laws of consensus and consistency when justifying fees​
  • Finding common interest with your client to ensure that your client doesn’t become defensive​
  • Using the concept of “unbundling” to demonstrate value to your client


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