How do I talk to my clients about the fees they pay?

As published by Andrew Rickard, The Insurance & Investment Journal, Dec 20, 2016

 

The Investment Industry Association Of Canada (IIAC) has created a webinar to help advisors have "confident and comfortable conversations" about the new fee and performance reports that clients will receive in January.

The second phase of the Client Relationship Model (CRM2) requires dealers and advisors to provide clients with annual reports which disclose both the amount of compensation the dealer has received on the investor’s account and the how well the client’s investments have performed. The IIAC announced yesterday that it has developed an online course to help advisors discuss these new documents.

The webinar features Susan Silma, co-founder of CRM2 Navigator, who takes participants through ten different modules which offer advice on such things as anticipating and addressing client questions about fees, as well as how advisors can best articulate their value. The modules may be watched separately, but if advisors view all ten the IIAC says that they may be eligible for one hour of continuing education CE credits (pending approval from the Investment Industry Regulatory Organization of Canada).

More information is available in the webinar section of the IIAC web site.