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Not experienced at all mate, I just understand that times change and you need to move with it. In your example of a $200k FLS account, the adviser has received $880 per annum for how many years? 10 years? for providing ad hoc service when the client contacts them...seems like a good deal to me. In that situation they owe the client a new SOA free of charge. What about the fee saving to the client for shifting to a newer product, could be anywhere up to 1% different if they looked at an index option, that's $2k per annum!

The rest of your comment is just dribble. Obviously you wouldn't shift a client who was in retirement phase if there was a negative impact on them.