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Certainty Blog
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...

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