Certainty Advice – DeBrief App – Part Two Details Names of Attending Clients: Firm’s Attending Team Members 1st ChairFirm’s Attending Team Members 2nd ChairOther Attendees: Meeting Date DD slash MM slash YYYY Meeting Time Hours : Minutes AM PM AM/PM Part 1: Advice Client Rating?Partner 1Partner 2Name Name Respectful? Enjoyable? Professional?123456789101 = No Way, 10 = DefinitelyRespectful? Enjoyable? Professional?123456789101 = No Way, 10 = DefinitelyTakes Advice? (Especially difficult, habit-changing advice?)123456789101 = No Way, 10 = DefinitelyTakes Advice? (Especially difficult, habit-changing advice?)123456789101 = No Way, 10 = DefinitelyCan we achieve what the client values?123456789101 = No Way, 10 = DefinitelyCan we achieve what the client values?123456789101 = No Way, 10 = DefinitelyCan they pay?123456789101 = No Way, 10 = DefinitelyPart 2: Client's Aspirational/Transactional Certainty Topics(Prioritise the client's CERTAINTY TOPICS based upon their responses & scoring of the DISCOVERY MEETING Significance Conversations)Prioritise topics Add RemovePart 3: Expertise PrioritiesPrioritise the advice expertise required Add RemovePart 4: Identifying Client ComplexitiesTYPE ONE: CLIENT'S OVERT COMPLEXITITIES (Prioritise the client's COMPLEXITIES based upon their responses & scoring of the DISCOVERY MEETING Complexity Conversations) Prioritise topics Add RemoveTYPE TWO: CLIENT'S COVERT COMPLEXITIES From the list of common complexities below, identify (approx. 4 per client or 8 for a couple) those covert complexities that may need to be productively managed or resolved for this client's engagement Too busy to effectively planMost Significant ComplexityImportant ComplexityComplexityRequires substantial detail for decisionsMost Significant ComplexityImportant ComplexityComplexityLacks attention to key detailsMost Significant ComplexityImportant ComplexityComplexityIndecisive, procrastinatesMost Significant ComplexityImportant ComplexityComplexityHighly ConfidentialMost Significant ComplexityImportant ComplexityComplexityReluctant to changeMost Significant ComplexityImportant ComplexityComplexityPoor record keeperMost Significant ComplexityImportant ComplexityComplexityPrefers short-term focusMost Significant ComplexityImportant ComplexityComplexityUncomfortable with your advice processMost Significant ComplexityImportant ComplexityComplexityCollaborates poorly with their partnersMost Significant ComplexityImportant ComplexityComplexityDisagree with their partner's viewsMost Significant ComplexityImportant ComplexityComplexityHas difficulty saving, budgetingMost Significant ComplexityImportant ComplexityComplexityHas difficulty spendingMost Significant ComplexityImportant ComplexityComplexityFinancially impatientMost Significant ComplexityImportant ComplexityComplexityFinancially controlling or dominatingMost Significant ComplexityImportant ComplexityComplexityFinancially sophisticated & knowledgeableMost Significant ComplexityImportant ComplexityComplexityFinancially timid, cautiousMost Significant ComplexityImportant ComplexityComplexityFeels financially out-of-controlMost Significant ComplexityImportant ComplexityComplexityFeels financially isolated/aloneMost Significant ComplexityImportant ComplexityComplexityOverly financially generousMost Significant ComplexityImportant ComplexityComplexityOverly financially optimisticMost Significant ComplexityImportant ComplexityComplexityOverly financially pessimisticMost Significant ComplexityImportant ComplexityComplexityChanges in career/job/businessMost Significant ComplexityImportant ComplexityComplexityChanges in family/health/lifeMost Significant ComplexityImportant ComplexityComplexityChanges in extended family/communityMost Significant ComplexityImportant ComplexityComplexityNot financially educated/knowledgeableMost Significant ComplexityImportant ComplexityComplexityFormer victim of poor adviceMost Significant ComplexityImportant ComplexityComplexityBurdened by financial responsibilitiesMost Significant ComplexityImportant ComplexityComplexityBurdened by financial debtMost Significant ComplexityImportant ComplexityComplexityPoorly structured financiallyMost Significant ComplexityImportant ComplexityComplexityHas never taken financial advice priorMost Significant ComplexityImportant ComplexityComplexityHistory of multiple past advisersMost Significant ComplexityImportant ComplexityComplexityFinancially vulnerableMost Significant ComplexityImportant ComplexityComplexityPart 5: Proposed Advice Path™Your proposed timeline of your advice expertise, advice process and client’s aspirations Next 6 MonthsExpertise (Refer Part 3) Add RemoveComplexity (Refer Part 4) Add RemoveType of Client Meetings Add RemoveCertainty Topics (Refer Part 2) Add RemoveFollowing 6 MonthsExpertise (Refer Part 3) Add RemoveComplexity (Refer Part 4) Add RemoveType of Client Meetings Add RemoveCertainty Topics (Refer Part 2) Add RemoveFollowing YearExpertise (Refer Part 3) Add RemoveComplexity (Refer Part 4) Add RemoveType of Client Meetings Add RemoveCertainty Topics (Refer Part 2) Add RemoveSubsequent YearsExpertise (Refer Part 3) Add RemoveComplexity (Refer Part 4) Add RemoveType of Client Meetings Add RemoveCertainty Topics (Refer Part 2) Add RemoveNOTES: COMPLEXITIES: For each of the above time frames allocate the client's specific complexities (refer Part 4) which you expect will be a focus for advice during that time period. TYPES OF MEETINGS: For each of the above time frames highlight the probable meetings required to progress and manage the advice relationship with your client – these might include: Annual or Half-Yearly or Quarterly or Monthly Progress Meetings; Specialist Meetings (e.g. specific meetings with external specialists in areas such as risk, investments, funding, underwriting, tax, structuring, estate planning, aged care, property, capital raising, business brokers, legal, accounting, counselling, mediation, bookkeeping, etc…) Business Planning MeetingsPart 6: Estimate Price & ValueA: RETAINER PRECEDENTIdentify and agree upon the firm's appropriate RETAINER PRECEDENT (developed using both your Price Committee's modelling & the Certainty Advice Pricing Precedents) on which to base this client's pricing:On a scale of 0 (highly likely) to 5 (highly unlikely), score the following for this client:B: ADVICE ACCEPTANCE012345Relative to RETAINER PRECEDENT example client, score this client's intent, willingness, and compliance to adhere and accept the firm's advice and processesC: ADVICE DISCIPLINE012345Relative to RETAINER PRECEDENT example client, score this client's ability to where necessary adapt or develop new financial habits, paradigms and beliefs to ensure adherence to the firm's advice and processesD: ADVICE RISK012345Relative to RETAINER PRECEDENT example client, score the firm's confidence or risk of achieving and delivering the value sought by the client assuming the client's compliance to advice paths recommendedE: ADVICE PROCESS012345Relative to RETAINER PRECEDENT example client, score the firm's confidence to deliver to proposed advice path timelines and resource usage especially when advice paths are dependent upon third-party firms or particular assumptions that may significantly alter workloadsF: PERSONALITY012345Relative to RETAINER PRECEDENT example client, score the likelihood of the client's personality to support the firm's advice and processesG: MARK-UP SCORING:Sum Mark-Up Score out of total possible score of 25 (i.e. B + C + D + E + F)H: PROPOSED PRICE**i.e. PRECEDENT VALUE (A) X (1 + (TOTAL MARK-UP SCORE (G) x 5)/100))I: PROPOSED PRICE RANGE** i.e. PROPOSED PRICE (H) +/- 10%** NOTE: This price excludes GST and possible external subject-matter expertise fees & pricingPart 7: Next StepsConfirm & collect outstanding information required prior Engagement Meeting Agreed completion date of First Draft Terms of Engagement & Advice Map from Certainty Advice Group Confirm & contact external subject matter expertise requirements and fee estimates Agreed completion date for first draft Terms of Engagement Agreed completion date for first draft Advice Map Confirm Engagement Meeting with clients Δ
