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Interpreting Body Language, Enlisting the Gatekeeper, and Increasing your Fees

Every week, we bring you a curated list of articles hand-picked by industry veteran Kristan Wojnar to help you grow your investment advisory practice. Follow our Practice Management Channel to differentiate yourself with new ideas and build enduring client relationships.


This week we are tackling the topics of reading body language, enlisting help from the gatekeeper, and raising your fees. First up is a piece that provides tips to help you interpret the body language of your clients and prospects. Next, we have a piece that explores how to use the gatekeeper to assist you with prospecting centers of influence. Our final piece of the week dives into the delicate subject of increasing your fees.

Nonverbal messages are tough to read. It is often the things that your clients and prospects don’t say that convey their true emotions or thoughts. This piece provides 10 tips to interpret body language.


Getting past gatekeepers can be difficult. But what if you could use the gatekeeper to encourage attorneys and CPAs to take your call? This author provides a script to help you enlist the gatekeeper to enhance your prospecting calls.


Simply put, financial planning done well is a premium service, therefore advisors should be charging a premium price. This author provides 7 tips to help you increase your fees.


Don’t forget to check out our full list of Target Date Funds while designing retirement solutions for your clients.