OPINION

Certainty Blog

Those Crucial First Five Minutes – Don’t Assume…

In Part 1 of this series about the first five minutes of client meetings, I discussed the importance of “setting the context of the meeting” to effectively take control  of important client engagement and progress meetings. The focus of Part 2 and second crucial...

Engaging Advice Clients – The First Five Minutes – Part 1

What do you reckon? Are those first five minutes of the advice conversation between adviser and client crucial? Or is that the time for good old-fashioned rapport building? In the past ‘advisers’ (or ‘product distributors’ or ‘salespeople’) focused those first five...

What does success look like?

When people hear the ‘certainty proposition‘ for the first time, no matter how much they might like the sound of it, they understandably ask how will they be able to determine the value or success of this approach? Prior the delivery of a ‘certainty’ proposition, the...

Focusing on high net worth clients? Really?

Is your advice firm striving to crack the ‘High Net Worth’ market – i.e. rich people? It’s not getting a bit ‘old-fashioned’ for advice firms is it? I suppose if you use other people’s money to make your money, the high net worth client is a logical focus. Similar to...

Trying to explain best interest (and governance)…

Spoke to a financial advisory firm last week who were very excited about their very own investment platform which they now intend to offer to their advice clients. The ownership of the platform is a couple of the original owners of the financial planning firm....

Advice is not a product – Part III

Homes aren’t products. Most Australians wouldn’t pay strangers to squat in the rooms of their homes. Why do Australians accept the fees from the many faceless manufacturers, platform providers, planners, fund managers who crawl all over their superannuation? Because...

Advice isn’t a product – Part 2

Advice isn’t a product. Advice is far richer, deeper and more valuable. At the heart of good financial advice is a on-going conversation that ignites life’s possibilities and helps realise their attainment. Despite the banks alluring advertising, the value in the...

Advice isn’t a product.

Do Woolworths sell advice? Do Coles sell advice? Do banks sell advice? None of these groups sell advice. They all sell products. Unfortunately when it comes to financial advice, Australia’s consumers don’t know the difference between financial advice and financial...

Do your clients deserve the best you can deliver?

Do your clients deserve the best you can offer? Remember your first clients? Remember how hard you worked to really excel and hopefully earn their trust and future work? Back then you knew shoddy or late work would not provide the opportunities to get off the...

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