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Regulations around the world have left many advisors with no other option than switching from a commission-based business model to one that centers around fees. Other advisors have made the switch voluntarily when they saw the benefits. A panel of industry veterans who have successfully incorporated fees into their businesses discuss the challenges and rewards of the switch from the perspective of both the advisor and the client. Among the questions the panel addresses: • How do you properly value your advice? • Do you base your fees on time spent, value added or a combination of the two? • Do you pick a “line in the sand” date to transition clients to the model, or is there a transition period? Gain proven ways to convince clients that paying for advice is best for them, tips for compliance, confidence in your ability to transition your practice and excitement about the opportunities ahead.

Caroline A. Banks, FPFS, shares tips for focusing on the client's face, rather than on the file, during a meeting.

Listen to a panel of four of MDRT’s Past Presidents and most prestigious members share their insights and personal stories about how they balanced the management of their businesses, their family life and their commitment to MDRT.

Listen to a panel of four of MDRT’s Past Presidents as these prestigious members share their insights and personal stories about how they balanced the management of their businesses, their family life and their commitment to MDRT.

Banks' career has been built on simple ideas she heard from the MDRT stage. These ideas are how she will help you deliver your client's future.

Banks talks about what you can do in advance to prepare both your clients and your business in the face of unexpected events.

Deliver a better future for your clients and help them understand the need to protect their families. At the 2019 Annual Meeting, listen to 2015 MDRT President Caroline Banks share a few of her favorite ideas from past Annual Meetings.