Are You Ready To Answer These 8 401(k) Plan Fee Questions?
“Prepare for adverse weather conditions”
A football coach of mine uttered as part of his pre-game pep talk, “prepare for adverse weather conditions” as we faced a weather quagmire. He wanted to encourage us to understand our obstacle and to stay focused on the task at hand.
Below is a list of eight questions focused on how much money you may make and possible perks of the 401(k) profession. A prospective or current client could ask these and more. Are you ready to answer them? Are you ready to explain and defend your answers?
- How much money will you make in a fee or commission if we select you and your recommendation?
- How much will you make as an ongoing fee or trailing commission?
- Is there a bonus you are eligible for that comes as a result of our selection of your recommendation?
- Are you earning more from this recommendation than you might from putting us in a similar product from a different company?
- Is any company that is part of your recommendation running any contests that might lead you to getting a free trip if we select your recommendation?
- Do any of the companies that are part of your recommendation offer “due diligence” trips or provide you with other forms of payment, say in points that you might redeem for merchandise?
- Do any of the companies that are part of your recommendation provide free food or tickets to sporting, concerts or other social type events?
- Finally, does your firm stand to collect any fees that you yourself will not share in as part of your commission because they have favored one product or another or limited their platform to certain products and locked out others?
Your answers can vary based on if you are serving as a Registered Investment Advisor or Registered Representative. The first two questions can be verified via fee disclosure forms. All questions posed by plan sponsors and plan participants need a clear and concise answer. You may believe that your responses will upend the sale. You’ll see otherwise when you deliver honest and complete answers. Prepare yourself for anything and stay focused on your task of managing and growing your business.
*Questions adapted from, “The 21 Questions You’re Going to Need to Ask About Investment Fees”, Ron Lieber, NYTimes.com 2/14/17
March 2nd, 2017