Adding plan based fees
I currently work in a bank environment and do a mix of advisory and brokerage business with consistent planning done for clients interested.
I've generally gave the plan for "free" but made money via advisory.
I'm contemplating adding an option for a one-time planning fee for prospects not interested in investment management.
My problem is that on first appointments I'm usually providing some advice immediately to poke holes and show value. Feels like I almost need to not "reveal" too much but enough that they're comfortable paying a few thousand for a meeting/analysis.
How do you approach the conversation with prospects, and it would be especially helpful if you're in the bank environment as those introductions aren't always people ready to pay for advice.
Edit: Bank is on-board, I'm currently testing the actual process