Opinion

Certainty Blog

Why Buy a Client Base or an Advisory Firm?

Why Buy a Client Base or an Advisory Firm?

I'm currently working with several firms considering a client or business purchase. Each has different reasons. One wants to achieve more significant 'economies of scale'. One wants to fill a gap in the range of expertise. One is on an aggressive start-up path seeking...

Advice for 2033…

Advice for 2033…

All the best for 2023! Ready? Neither am I. A reflection on the 2013 advice marketplace and three thoughts on what advice might look like in ten years - 2033 - might be helpful for your steps in 2023. Despite the exceptional upheavals over the past decade, financial...

The Four Advice Hurdles of 2023…

The Four Advice Hurdles of 2023…

Advisers thrive because they anticipate, worry, prepare and manage complex client issues. Good advisers are masters at it. Great advisers are masters at doing the same for themselves. There are several hurdles facing advisory firms in 2023 - for advisory teams...

JOE, THE GREAT ADVISER

JOE, THE GREAT ADVISER

Listened to any of Pushkin’s podcasts? They pump out some great ones. A favourite is “The Happiness Lab”, which lives up to a promise showing how our brains are not always our best guides for our well-being or progress. Another one – “Against the Rules” – is just as...

GETTING OUT OF THE RED

GETTING OUT OF THE RED

Brian “Digger” Booker taught me to fly. One cool Sunday morning, after landing VH-TUC at Camden airport, Digger asked me to pull over into one of the aircraft waiting bays just off the runway. He was getting out. He believed it was time for my first solo flight. What...

WHAT IS MARKET PRICING?

WHAT IS MARKET PRICING?

We've been looking at rural properties. One near Little Hartley looks special. Why? It sounds ridiculous, but it's the driveway. It has a long, winding, tree-lined driveway lined with well-established liquid ambers. As you near the home, the trees open onto a large...

THE JIGSAWER & THE TOUR-GUIDE

THE JIGSAWER & THE TOUR-GUIDE

A tell-tale our family is on holiday is a jigsaw puzzle. A Stackpool holiday isn't a holiday without a tricky new puzzle. The puzzling can take all holidays, with the puzzle spot remaining frustratingly off-limits for non-puzzling activities until the puzzle has...

HOW MUCH IS THE RENT?

HOW MUCH IS THE RENT?

Do you ask your doctor what her fees will be next year? No, neither do I. Why do clients ask what the future ongoing fees will be for their financial advisers? Because, unlike doctors, they pay ongoing rent to their advisers. Is that typical of professionals?...

PRICING KNOWLEDGE

PRICING KNOWLEDGE

I used to sell shoes. Florsheim shoes. I thought I was pretty good at it. However, my mates used to say anyone could sell shoes when the shop is just outside the foyer of a Hilton Hotel. “What do you expect? If you’re going to sell fancy shoes, you’re in the perfect...

SUPPORT

SUPPORT

I've messed up again. I've used a story in two of my books incorrectly. The story is of a small group of WWII refugees scared so witless they have paid a guide to flee through freezing, mountainous, and enemy-infested terrain into safer territories. The ordeal takes...

WIN SOME, LOSE SOME

WIN SOME, LOSE SOME

Ever over-eaten? To almost being sick? My mother, Meg, had no sympathy for such a thing. Like sunburn and talking too much, she reckoned you only had yourself to blame. That’s the tricky bit. Realising you are the problem. Similar to the feeling of over-filling an...

GET LEVERAGED

GET LEVERAGED

Some lessons from the covid pandemic promised to unleash new productivity growth. Studies don’t prove it. Yet. The Economist reported that post-pandemic spending is reinforcing supply lines, re-building inventories and attracting talent from the tiniest unemployment...

Showing Up – The #1 Advice Productivity Measure

Showing Up – The #1 Advice Productivity Measure

An advisory team's best days are usually those spent in front of their clients. As most people join the advice industry to help others lead better financial lives, the time spent in client discussions, resolving issues, identifying forward steps, and creating greater...

WHAT IS PROGRESS?

WHAT IS PROGRESS?

The first benchmark of significance to me was a number of flip-flaps. When I could do ten flip-flaps at one time, I’d make the school’s gymnastic team. Gary Kurtz from my class did it. But I could never get to 10. I have slowly moved on from my missed benchmark of...

ADVICE SKILLS OF THE FUTURE

ADVICE SKILLS OF THE FUTURE

I was a COBOL programmer. Not a very good one, but that didn’t matter in the early 1980s. Back then, every Tuesday’s Australian newspaper featured a twenty-four-page IT section, of which many pages advertised programming and analyst positions available, with most from...

ADVICE IS LEADERSHIP

ADVICE IS LEADERSHIP

I had my own brush with Queen Elizabeth II. It was 1986, and I was running late for a meeting in Sydney. I somehow did not notice a barricade intended to block south bound traffic coming off the Cahill Expressway and heading down Macquarie Street. As I drove...

GOOD ADVICE?

GOOD ADVICE?

What is good advice? Is it cheap advice? Is it easy to implement advice? Is it advice that provides better options? Is it advice that saves time or money? Is it advice from a trusted friend? Is it advice from an algorithm that assumes you aspire, behave and resemble...

The Four Pricers

The Four Pricers

I had a coffee with a 'comparer' last week. Although busier than ever, he was bewildered by a response from a significant prospect. He had pitched an advice strategy that would have saved the prospect tens of thousands of dollars in the first twelve months of an...

Bankers becoming Advisers

Bankers becoming Advisers

For different reasons, all our kids left home once they finished school. The eldest, the family’s best writer, went west to Bathurst to study marketing. The determined actress left Australia to chase opportunities in Vancouver’s film industry. The quiet achiever and...

Under-Delegation – How to cripple an advisory firm

Under-Delegation – How to cripple an advisory firm

Know any Texans? If you have to think about it, the answer is probably no. These guys stand out. I've been there several times and have never met a timid one. In the early 1980s, I worked in a small Australian software firm founded by Bruce – a tall, lanky Texan....

The De-Brief Meeting – A Key to Build Firms Not Jobs

The De-Brief Meeting – A Key to Build Firms Not Jobs

The old fisherman with the summertime job running the rusty merry-go-round on Terrigal Beach taught me how to rig my fishing lines. He reckoned there was only one fishing knot I'd ever need – the locked half-blood knot. While my mates say I'm wasting money renewing my...

AVOIDING REAL POTENTIAL?

AVOIDING REAL POTENTIAL?

I love my vinyl record collection. It started when I discovered Electric Warrior in early ’76. The collection continues to grow despite Anna’s opinion that I’m a hoarder. Regular vinyl still beats the best digital sound – vinyl is so much bigger, brighter and better....

The Value is Within

The Value is Within

I reckon Shaftesbury Avenue was one of Australia's greatest weight-for-age horses. Although dominated in handicapped races of the early 1990s by another great horse, Super Impose, I have always believed Shaftesbury was a better horse. I'm biased. My Godfather – Jimmy...

The Value is the Journey

The Value is the Journey

I love trekking. I used to regard anyone walking with poles as a tad too keen. Now I’m one of those pole people. It is not just the poles. I’m discovering all sorts of great, weird stuff. For instance, I don’t know what it is, but I find the combination of conversing...

The Value is in the Detail

The Value is in the Detail

I used to coach a guy I call Adviser Tony. Nice guy, experienced, founder of a successful advisory firm and well-respected in the advice industry. Tony once told me that when his clients ever squabbled about how they wanted to spend their retirement monies, he...

The Illusion of Control

The Illusion of Control

"I just want a handful of good clients without all the stress and grief." This was from the principal of a well-established firm with a fast-growing team. It is a common situation facing owners who appear to have built a successful advisory firm but who are unprepared...

Lessons from Debt – a path to Advice?

Lessons from Debt – a path to Advice?

Heard about Grameen Bank - the bank for the poor? It presents a powerful working model of trickle-up development. Founded in the mid-1970s by Muhammad Yunus in a country lacking first and second-world finance infrastructures, it has sprouted up in over 80,000...

The Toughest No’s of Growth

The Toughest No’s of Growth

With apologies to my first favourite author - Dr Seuss. No is no foe to grow. For grow without no is the toughest of grows. In his book  "The Cat In The Hat Comes Back",  Cats A through Y unleashed incremental mayhem until the tiniest Cat Z makes everything good. "And...

The Advice Gap

The Advice Gap

I love the bush. I reckon it has something to do with my four grandparents being raised in NSW's central west. It never ceases to amaze me how much I enjoy touring on unmarked open country roads with windows down and the elements whooshing in. Even when it's cold and...

Dear Minister… fixing our broken advice market

Dear Minister… fixing our broken advice market

Dear Minister Jones, Congratulations on your appointment as Minister for financial services. I read your early plans with both hope and trepidation about your priority to address the hot mess that is the Australian advice marketplace. I understand the weight behind...

Is Bigger Better?

Is Bigger Better?

I was consulting with a firm recently. They sought advice concerning their massive growth opportunities. Like most advisory firms today, they were enjoying a solid flow of new clients. Thanks to good networks, they were also attracting talented senior advisers...

What Makes An Ideal Advice Client – Part 6 – They Pay

What Makes An Ideal Advice Client – Part 6 – They Pay

During a pricing workshop last month at the Affinia conference on Hamilton Island (is that place the world capital for golf carts?), an adviser shared a fee problem. An aged care expert in his team could not reconcile charging an advice fee equivalent to the price of...

What Makes an Ideal Advice Client – Part 5 – Takes Advice

What Makes an Ideal Advice Client – Part 5 – Takes Advice

I love planes. I firstly obtained a gliders license in an old Blanik soaring above Narromine in 1980. I qualified for my private fixed-wing pilot license in 1984 at Camden airport when paddocks and chicken sheds still surrounded it, and later a commercial helicopter...

What Makes an Ideal Advice Client – Part 4 – Achieving More

What Makes an Ideal Advice Client – Part 4 – Achieving More

Seen the Red Bull 'gives you wings' ads? Whether you like the drink or not, Red Bull's advertising clearly aims to inspire people to achieve more in their lives. A similar message for financial advice. ACHIEVE MORE Valuable advice provides clients with the progress...

What Makes an Ideal Advice Client – Part 3 – Complexities

What Makes an Ideal Advice Client – Part 3 – Complexities

I love Netflix. I understand why their shows have earned more Oscar nominations in recent times than all other studios combined. Considering how they have grown from just another DVD rental service to become the world’s largest creator and streamer of quality...

What Makes an Ideal Advice Client – Part 2 – Hard Advice!

What Makes an Ideal Advice Client – Part 2 – Hard Advice!

One thing seems clear about the upcoming Australian election. Neither major party has the integrity to prepare us for the inevitable tax increases and spending cuts ahead. Our immature political cycle couldn't handle it. Australia's net debt has risen from...

The Ideal Client – Part 1

The Ideal Client – Part 1

I doubt there is such a thing as ‘the ideal advice client’. The continual changes in regulations, alliances, networks, competitions, suppliers and markets make a clear definition difficult. Internally too, a firm’s experience, expertise, systems, teams and existing...

The ridiculous sophisticated investor…

The ridiculous sophisticated investor…

Back in the late 1800s, sea passage had its perils. Unfortunately, some of the worse were man-made and systemic to the business of delivering cargo worldwide. The over-insured and over-loaded 'Coffin Ships' provided a rewarding alternative for villainous ship owners...

Pods or Pools? Building Productive Advisory Teams

Pods or Pools? Building Productive Advisory Teams

Advice firms start like most things in life - tiny. Like parents and their newborns, tiny firms owe their early years to their founders. They grow client by client, either delivering value or not. The value deliverers attract more clients, service existing clients,...

How niches grow advisory firms…

How niches grow advisory firms…

Back in 1985, I thought I found the perfect niche. Cattle breeders embracing technology. I had their perfect 'solution' - basically, it was me providing a XT twin-floppy computer complete with green screen, 256Kb of memory, meagre software, on-site training and...

High-Net-Worth’s? It’s time for a re-think…

High-Net-Worth’s? It’s time for a re-think…

William Francis Sutton was an American bank robber. When asked why he robbed banks, he allegedly responded: "...because that's where the money is." Medicine has used "Sutton's Law" when training students as a metaphor to expedite focus on the most likely source of...

I can’t charge that!

I can’t charge that!

I'm an Elton John fan. Have been since about 1972 when he released Crocodile Rock. In early 2020, Anna and I saw him live in Coffs Harbour. I had bought front row seats for her birthday - Ok, really for me, as she isn't as big a fan. While the seats were ridiculously...

When to hire your next adviser?

When to hire your next adviser?

I've long admired the business and advisory skills of Fausto Pastro. I'm grateful that I met him in 1995, relatively early in my consulting career as he epitomised the foundational principles needed to build great advisory firms. I was quoting him again recently...

The vanishing insurance agent?

The vanishing insurance agent?

Know any life and personal insurance agents? My first training workshop was full of them. That was November 1989 at Greenmount Resort, Coolangatta. My "Agent as a Business Person" workshop aimed to assist attendees with the opportunities created by the Hawke...

Screening Prospects…

Screening Prospects…

Sometimes the most powerful approach to growth is "Next!" John Bowen - CEO - CEG Worldwide I first saw John Bowen present in Santa Monica in early 2002. Despite everyone's development nerves, we were still tight in the aftermath of the previous year's 9/11 attacks,...

Doing the real work, or still talk about doing it?

Doing the real work, or still talk about doing it?

"Advisers are not in the business of delivering advice, they are in the business of building a business that delivers advice" Mark P. Hurley, CEO Undiscovered Managers - Manly Pacific Hotel, 1999 I first heard the above quote listening to an American fund manager,...

How many plates can you keep in the air?

How many plates can you keep in the air?

In late 2017, 31-year-old Miwa Sado tragically died due to karoshi - working too hard. She has become a martyr for the overworked worker. A portent to anyone addicted to activity-driven work habits. ACTIVITY-DRIVEN I see an increasing trend of these habits in today's...

What are your growth measures?

What are your growth measures?

What is growth in 2022? For some firms growth in revenue is easier than growth in team members. For some firms growth in profits is easier than growth in amount of time off. For some firms growth in clients is easier than growth in ideal clients. For some firms growth...

Stuck for the wrong reasons?

Stuck for the wrong reasons?

"The thing always happens that you believe in; and the belief in a thing makes it happen." Frank Lloyd Wright I had this good advisory firm client north of Brisbane. They were delivering great advice. Their prospect list was growing. They were forging solid advice...

2022 – It’s a Leadership Year, Ready?

2022 – It’s a Leadership Year, Ready?

"...a skinny Black girl descended from slaves and raised by a single mother can dream of becoming president only to find herself reciting for one." Flexibility is the new leadership means for advisory teams driving for prosperity in 2022. Particularly flexibility...

Financial Advice for the coming “Reconsideration” decade

Financial Advice for the coming “Reconsideration” decade

Is the first year of this decade over yet? Hardly. This week's Economist leaders suggest, what the 9/11 attacks did for air travel, covid-19 has done for what we consider 'normal' - tests, masks, lockdowns, tracing, documentation, zoom, climate impact, property...

Earning your recurring fees?

Earning your recurring fees?

Whose best interests are recurring advice fees serving? The clients or the advisory firms serving them? Possibly both. Possibly neither. PROLIFIC Recurring fees are everywhere. The valuations of most real estate firms are often dependent upon the recurring fees earned...

Free SOAs?

Free SOAs?

If you took some time to consider what are the "first things" in your business life, what would be your response? Think about it for a second. I remember attending a lecture by Roger Merrill soon after I started my business in early 1990's. Merrill was on tour...

Searching for your best 2022 plan?

Searching for your best 2022 plan?

Read Dan and Chip Heath's 2017 book - The Power of Moments? For advisory teams who believe their growth is attached to their client's growth, it's a good read. If you only read one chapter, start at Chapter 6 - Stretch for Insight. It stood out for me because it...

How to Build Advisory Value – via Control or Vulnerability?

How to Build Advisory Value – via Control or Vulnerability?

"Advisers often use value as a drunk uses a lamppost — for support rather than illumination" paraphrasing poet A.E. Housman What is the value of advice? It depends on whom advisers are serving - themselves or their clients? The client's common beliefs about the value...

The financial giants attempting to lead the advice debate….again.

The financial giants attempting to lead the advice debate….again.

On Thursday, 7th February 2017, Scott Morrison, then Federal Treasurer, started question time in our parliament holding a piece of coal aloft. It was a pre-election stunt to draw attention to his Government's commitment to Australia's coal mining sector. Ironically,...

Deliver value – not products, solutions or hours.

Deliver value – not products, solutions or hours.

My first paid job was repairing lawnmowers. It was an early lesson about value. I was 10. I loved engines and all things mechanical. Their smell, noise, shiny insides and, to me, their simplicity. Once my Dad told a neighbour that I had somehow repaired our broken...

The Use of ‘Go/No-Go’ Advice Clauses

The Use of ‘Go/No-Go’ Advice Clauses

Trust is central to advice. It acts like a road upon which all parties in an advisory relationship advance. Without the road, advisory relationships are doomed. A trusted relationship is one where someone is trusting and someone else is being trusted. David Maister...

Reinventing Advice – Less is More

Reinventing Advice – Less is More

Imagine a knee surgeon tired of fixing knees. She has a good medical practice, a good reputation and a long waiting list. But something is missing. She isn't ready to retire. She wants to change how she works. That is difficult considering her business model. OPTIONS...

What is Advice?

What is Advice?

What is advice? Advice isn't information. Information is a cog within an advice framework, much like cogs within a watch. Technically, it’s crucial to understand the performance of each cog, but by itself, information can add to the confusion of the advisee who lacks...

Working ‘on it’ or ‘in it’? Which one, but not both…

Working ‘on it’ or ‘in it’? Which one, but not both…

My doctor has cancer. At the time of writing, she is undertaking treatment and hopefully on a path to full recovery. I began seeing her just over twenty years ago when I started running long distances.  My running buddy was a patient of hers and some of the surprises...

Financial Advice, Steel Axes & the future…

Financial Advice, Steel Axes & the future…

The Yir-Yoront were a nomadic mob of Australian Aborigines settled around the mouth of the Coleman River on the west coast of Queensland’s Cape York. When missionaries settled on the nearby Mitchell River in the early 1900s, the Yir-Yoront people were forever changed....

Tokyo Games, Regulators and Public Good

Tokyo Games, Regulators and Public Good

The plagued 2020 Tokyo Olympics started last Friday. A year late, 11,000 athletes, no spectators, and the country's daily Covid-19 cases rising daily. Russia is not competing. The country is banned by the sport's regulator - the World Anti-Doping Agency - for one of...

Handling those rare opportunities that transform advisory teams

Handling those rare opportunities that transform advisory teams

Pre-covid, a client of mine was approached by one of their clients seeking assistance with a repatriation of business operations of a family member in Barcelona back to Australia. They sought to merge some of their fashion and textiles operations in Spain back to...

Thanks, but no thanks…

Thanks, but no thanks…

Jenna is an adviser in her early thirties. Her technical background is accounting, her personal background is caring She made contact when a good advisory client did not re-engage after only twelve months of working together. While she didn't expect every client to...

What advisers can learn from Marlboro Man

What advisers can learn from Marlboro Man

Marlboro Man was an influential figure last century. He sold a lot of cigarettes. He was the advertising character created by advertising company Leo Burnett in the 1950s to re-launch Marlboro cigarettes for a broader audience. The adverts were conceived to change the...

We are growing but…

We are growing but…

Jeff used to be ambitious. But now it is more frustration. Just as his advice business was about to attain a projected revenue growth set years prior, it wasn't the sort of growth he was enjoying. He was the young principal with three partners in a $3 million...

Who exactly is getting ripped off here?

Who exactly is getting ripped off here?

A while ago I facilitated a pricing review session for a Adelaide firm with a number of senior advisers. The firm was an amalgam of a couple of firms over the previous few years with each of the principals well-known to each other and motivated by the benefits of...

Why Advisers Need Minimum Fees

Why Advisers Need Minimum Fees

Margie contacted me seeking advice. She had an extraordinary business model built upon one of the most fanatical commitment to serve her clients, I've seen.   SERVING THE PUBLIC GOOD For her own reasons, Margie preferred to spend the first few meetings with...

Uplifting Client Fees – Scope changes, best interests and worth.

Uplifting Client Fees – Scope changes, best interests and worth.

What to assume when a good client suddenly goes missing? Trying to arrange needed meetings to finalise new estate plans, a firm’s calls, emails and texts were unanswered. A meeting scheduled for a week back was postponed without a new date being set. The advisory...

Fees for Service or Fees for Access?

Fees for Service or Fees for Access?

Access Price is similar to the fees I pay each year to my golf club. Regardless if I play once a year or multiple times a year, I need to pay this fee to gain access to the club, course and facilities. The access fee does not provide for lessons, special competition...

Team best interests or client best interests?

Team best interests or client best interests?

What kryptonite was to Superman, disrespect is to advice relationships. A few months ago one of my clients engaged a significant advice client. Prior to engaging, I worked with them to assist in the engagement and pricing. The prospect represented the type of advice...

Advising the goal-less?

Advising the goal-less?

Some clients appear to be goal-less. Their response to questions from advisers about their goals or future returns a form of “I’m fine thanks very much for asking” or "I'm quite happy where I am at present". Advisers are often too stumped by such responses and timidly...

Clients kicking ‘own goals’ using Adviser’s tools

Clients kicking ‘own goals’ using Adviser’s tools

Own goals in football are nightmares for footballers. Own goals in financial services however are rarely noticed. An own goal in football occurs due misjudgement, misfortune or freak incident when a player accidentally kicks the ball into their own net creating a goal...

The Greed Factors

The Greed Factors

What do the behaviours of Melissa Caddick, Bernie Madoff, and Sam Henderson have in common? Greed. Justice Kenneth Hayne used the same word when tabling the final report of his Royal Commission into the Banking and Financial Services industries in February 2019....

Advice is more about the complexities in our lives than the goals

Advice is more about the complexities in our lives than the goals

Marketers love a good slogan. Goals-based financial advice is a good example. Advisory firms sometimes differentiate themselves on their goals-based advice capability to understand and identify their advice client's aspirations. Some institutional advisory groups...

Advice: What are the Consequences?

Advice: What are the Consequences?

"Nothing is worth doing unless the consequences may be serious." ~ George Bernard Shaw Financial advice is less about financial products and more about consequences, particularly significant consequences. Obviously, not all decisions have significant consequences....

The Financial Relationships in our Lives

The Financial Relationships in our Lives

Financial Relationships are the third of four essential balancing acts of a comprehensive financial adviser. Joe was clear what retirement looked like. So was his partner Silvia. The pressing issue to resolve was the universe of differences between their hopes. He...

Time to make an impact

Time to make an impact

The impact of the 2020 coronavirus is immeasurable. What is measurable however is the impact of New Zealand’s Jacinda Ardern’s leadership overseeing her country’s response to the virus. Significantly too is the comparative measure of her country’s response compared to...

Beware Charging based upon Hourly Rates

Beware Charging based upon Hourly Rates

Imagine a hole-buyer and a hole-digger met at the local hotel to discuss a much-sought-after hole. After a few drinks, the job is agreed with the digger starting as soon as possible. Next day the digger is on-site unloading the digging gear out the back of the digging...

FASEA – Destination or Stepping Stone?

FASEA – Destination or Stepping Stone?

Read the latest October 2020 Guidelines for FASEA? I initially expected these guidelines might provide the "rail lines" for advisory firms to align their growth. Thanks to an extraordinary 2020, advisory firms are seeking as much probability and clarity as possible to...

Compliance or Priorities?

Compliance or Priorities?

I love Monty Python humour. Remember the crucifixion or freedom skit from "Life of Brian"?  Michael Palin playing the whimsical centurion questioning a line-up of captives regarding their fate or freedom. Many financial advisers seem to have become captives. Captives...

The value is in the details – theirs, not yours.

The value is in the details – theirs, not yours.

I love flying. Always have. Long flights, short trips, big planes, tiny ones, hang-gliders, choppers. When I was a kid, Dad would sometimes drive out to a small park on the Cooks River which bordered Mascot airport to watch the arrivals and departures. From there you...

Stop calling product recommendations advice

Stop calling product recommendations advice

Would you regard a product recommendation from a Toyota dealer or Apple store as ‘advice’? Do you think bias makes a recommendation less valuable? Do you think it matters? Consider the ‘advice’ members of Australia’s second largest Superannuation Fund – QSuper – will...

Congratulations….

Congratulations….

Congratulations to the recently announced Top 100 Financial Advisers for 2020. After exhaustive research and analysis by The Australian and Barrons, this list of talent represent the best in Australia. They deserve their accolades as do all high achievers and leaders...

What Advisers Can Learn from Artists?

What Advisers Can Learn from Artists?

My son is addicted to art. Big time. Turn your back on him and he's sketching something, leaving trails of charcoal fingerprints in unlikely places, getting lost in his own space. Even since he was five, his art has been his bliss (and frustration). Is his work of...

The different advice firms during Covid-19…

The different advice firms during Covid-19…

Covid-19 means different things to different advisory firms. I believe this pandemic has identified at least four different types of firms. So far, at least. First, there are the "plodders". Plodders These are 'steady' firms. They didn't qualify for JobKeeper as...

New Advice Narratives Needed

New Advice Narratives Needed

What's appealing about Elon Musk? His car company defies market logic with valuations of 4x revenue while companies far more established and experienced clamour for valuations at fractions of their revenue (see Prof Galloway). His space exploits are creating global...

The Known Unknowns after COVID19

The Known Unknowns after COVID19

Unlike zoos, most financial advisers believe they will emerge from this Covid-19 experience stronger. The imposed lessons of offering flexible workplaces, the insights of client meetings via video links, the no commuting for clients and team members, while still...

Hierarchy of Uncertainties…

Hierarchy of Uncertainties…

“The reason most people do not recognise an opportunity when they meet it is that it usually goes around wearing overalls and looking like hard work” HENRY DODD   Covid19. It won’t miss anyone. It is causing uncertainty for many. Anxiety or frustration for...

Like Never Before…

Like Never Before…

Health care is being re-defined. Massive innovation, collaboration, education, distribution, awareness, exhaustion. And bravery. Bravery continuing to serve the best health interests of patients, co-workers, community, and own family members while risking their own...

Back to Basics

Back to Basics

What Warren Buffet is for investors, Abraham Maslow is for financial advisers. But it’s easy to forget that in these weird times. I certainly didn’t grasp the power of his theory of motivations forty years ago packed up the back of a crowded Carslaw lecture theatre....

Toilet Roll Icon

Toilet Roll Icon

The toilet roll is an appropriate icon for the coronavirus. Like our confidence, we take our toilet rolls for granted. Until there are none left – all grabbed by fear. The same fear that steals our confidence. Add in the terrible elements of our social media habits,...

Adviser’s Balance Sheets

Adviser’s Balance Sheets

“There’s so much opportunity for financial advisers in today’s market”. Samantha Albiez is Senior Adviser with Bravium, a self-licensed boutique advisory firm in downtown Braddon, Canberra. The firm specialises in SME owners, young families, busy professionals and...

What Advice is That?

What Advice is That?

People don’t want more choices – they want to be more confident in the choices they make. Read NYU’s Professor Galloway’s musings? Easy read, makes sense, consistently clarifies some things for me. I’m presenting a model of advice in this blog. It’s for clients and...

Fair & Reasonable Price?

Fair & Reasonable Price?

When’s the last time you paid a fair & reasonable price for something? This morning’s coffee? When you last filled your car? Your last holiday? Your special person’s Christmas present? Your donation to a bushfire cause? We make fair & reasonable decisions all...

2020: The next phase

2020: The next phase

Welcome 2020. A new decade for some. Regardless – every new year presents a possible milestone or waypoint for fresh starts. Waypoints are not just for new year’s or decades. They can be stabbed into our lives – such as our devastating bushfire season. Other...

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