by Jim Stackpool | Jul 15, 2021 | Advice Clients, Best Interests, best practice, Certainty Advice, Client Care, Consultative Approach, difficult conversations, Financial Complexity, Financial Stress, Retention
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...
by Jim Stackpool | Jun 10, 2021 | Advice Clients, adviser fees, difficult conversations, future of advice, uplifts, 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...
by Jim Stackpool | May 26, 2021 | Advice Clients, Best Interests, Business Performance, client conversations, Client Meetings, Client Offerings, Measures of Success, Meetings, Ongoing Relationships, Priorities, Uncategorized, value, Wealth Management
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...
by Jim Stackpool | Mar 3, 2021 | Advice Clients, Best Interests, Client Care, Client Offerings, Consultative Approach, Financial Complexity, Ongoing Relationships, value, Value Proposition
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...
by Jim Stackpool | Feb 11, 2021 | Advice Clients, Best Interests, Client Care, Consultative Approach, Covid-19, Future of Financial Advice, Leadership, Value of Advice
“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...
by Jim Stackpool | Feb 4, 2021 | Advice Clients, Client Care, Consultative Approach, Wealth Management
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...
