by Jim Stackpool | Dec 1, 2025 | Advice Clients, adviser fees, capacity to serve, Client Offerings, Fee For Service, Ideal Advice Client, Median Fees, Minimum Fees, Minimum Pricing, Pricing Advice, uplifts
Wayne is a client of mine. He has a problem with two of his clients, Tom and Jerry. Tom is paying Wayne $22,800 a year and rarely makes contact. Jerry is paying $10,780 and is constantly in contact. They have opposite problems. But they are paying for similar value....
by Jim Stackpool | Nov 24, 2025 | adviser fees, cost to serve, Fee For Service, Minimum Fees, Minimum Pricing, Pricing Advice, uplifts, What Price Value
Rick is a recent client of mine. He does a great job for his clients. But he undercharges. He understands how this has happened, but he is missing a crucial part of the solution. For instance, he has been charging Rachel & Nic E. $6,250/year for services similar...
by Jim Stackpool | Nov 17, 2025 | adviser fees, Best Interests, best practice, cost to serve, Fee For Service, Minimum Fees, Minimum Pricing, Pricing Advice, Pricing Committees, Profitability, Wealth Management, worth
Many years ago, I conducted a series of pricing workshops around the country for principals from advice firms aligned with Deutsche Bank. The bank was ‘franchising’ their wealth advisers, helping them take steps from being representatives to becoming...
by Jim Stackpool | Oct 20, 2025 | adviser fees, client conversations, Client Meetings, value
Deb runs a boutique advice business in Sydney’s outer suburbs. She followed up with prospects Katrina and Stephen, hoping they would be engaging as new clients. Deb’s Terms of Engagement quoted $14,500 for the coming twelve months. After some phone tag,...
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 | Sep 9, 2025 | adviser fees, Fee For Service
Had a conversation with a London-based client last week about a potential challenge to the pricing of independent advice as we know it here in Australia. It’s referred to as the “Decency Cap”, and it’s been slowly spreading in the UK advice market since...
