Value Is In the Eye Of The Beholder

His presentation meets some important criteria: it’s clear, easy to understand, has a Wow factor, is easy to explain, is transparent about charging, states what he will do, let’s the client know what he won’t do, says what he will deliver, sets expectations for the client, gives expectations of the client, and makes the client’s decision making easier. All of these are relevant and worth presenting. However in order to be presented the maximum amount of that key ingredient, confidence, the adviser has to be sure in his own mind of value the services offered and delivered. The adviser need...