MIF: How to start charging fees, and the legal side of equity release

Derek McGuire looks at recent highlights from the Marketing Innovation Forum.

&ltb&gtHow do I begin charging advice fees when I’ve always relied on proc fees?&lt/b&gt
A common challenge in this time of dual pricing, competitive direct products and dwindling proc fees, an adviser joined us this week and asked the forum how to go about introducing the matter of charging fees with his clients. In his experience, ‘as soon as I mention fees to clients, I seem to lose the sale’. All-too familiar to many of us, but just another challenge for the gurus and members to address.

And they were quick with their address it. The sales skills guru kicked off that “Firstly