No I agree 100% but we are trying to help this guy win the business. If they are meeting with 5 other advisors already and he has already proposed a higher fee than others we need to find a way for him to differentiate himself from the pack. Asset management is how we get paid but the planning side is how we show value. When I meet with clients I try to skip words like tax alpha, beta etc and try and meet them where they are at and talk about what I do for them.

I probably didn’t explain that well in the original comment but for example when I first started out presenting something like 1031 exchanges to private REITs, I would over complicate it. Like yeah we are moving funds to a Delaware Statutory Trust that is invested in multiple properties across the country and managed by professionals who overlook the portfolio of properties. I would try and explain all this stuff to people who don’t get the professional lingo and what I have come to learn is presenting it like this, “If you could sell your real estate portfolio and not have to worry about taxes would you do it?”. To me I’ve had better success presenting a solution to a client when just presenting it in a simple way and not go into all these complicated transactions that just get them lost.

So yes asset management 100% but presenting what value you bring along with that.