by Jim Stackpool | Oct 27, 2025 | Advice Conversations, Best Interests, client conversations, Trust Skilling, valuable advice, value
Beth and Gav had had enough. They are potential new advice clients of David’s advisory firm in Melbourne’s suburbs. They want to sell everything and make their tree change. Gav will find new work and leave his toxic $270k/annum job. Beth will open her dressmaking...
by Jim Stackpool | Oct 14, 2025 | Advice Conversations, adviser fees, client conversations, Delivering Value, Fee For Service, Pricing Advice, value
Still quoting your comprehensive advice in parts? Don’t. Here’s a better way. Sally lost a client, a $15k prospect, last week. She was disappointed. Mainly for them, as their issues are significant and their options are tough. They need so much more than a cheaper...
by Jim Stackpool | Oct 7, 2025 | Advice Conversations, Best Interests, client conversations, Client Meetings, Consultative Approach, Delivering Value, Meetings, Quality Advice, valuable advice, value, Value of Advice
Helen is 26. If you can only take one thing into client and prospect meetings, take a tip from Helen. Technically, she is a paraplanner. Professionally, she is a principal adviser. What’s the difference? Focus. Let me explain. Last week, Helen prepped to perform...
by Jim Stackpool | Jul 18, 2024 | Advice Conversations, Advice is not a Product, Best Interests, best practice, Certainty Advice, future of advice, Future of Financial Advice, Measures of Success, Mindsets, perfectionism, Professionalism, Value of Advice, Value Proposition
I have a weird memory. Particularly for far too many old TV ads. Joe the Gadget man. You need Palmolive Gold. Mrs Marsh’s Chalk. Louie the Fly. It gets weirder. Sometimes, my brain replays, re-visualising an old commercial during random conversations. This happened...
by Jim Stackpool | Jun 19, 2024 | Activity v Productivity, Advice Clients, Advice Clients, Advice Conversations, Advice is not a Product, Certainty Advice, Client Offerings, Future of Financial Advice, Leadership, stages of growth, Successful On Purpose, Value Proposition
I’m a COBOL programmer. We moved out of our family home of 32 years last weekend, and I found an old coding template with a few punch cards that I have kept since the late 1970s. I didn’t think I was a hoarder (maybe?). It took me back to when the talent...
by Jim Stackpool | May 1, 2024 | Advice Conversations, advice skills, Business Performance, Certainty Advice, CERTISTICS, client conversations, Client Meetings, Client Offerings, Consistent, Consultative Approach, Impact, Measures of Success, Methodical, Mindsets, Quality Advice, Successful On Purpose, Value Proposition
We listen to a lot of adviser-client Discovery conversations. That’s our job. We can’t transform advice skills without working deep into the details of what’s said in client meetings, which only recordings of Discovery and Engagement conversations can provide....
