by Jim Stackpool | Mar 2, 2026 | Access Price, Activity v Productivity, Advice Clients, advice skills, adviser fees, Business Performance, Business Planning, Certainty Advice, Client Care, Client Meetings, Consequences, Consultative Approach, Delivering Value, Meetings, Mindsets, Quality Advice, strategy, Success Stories, Successful On Purpose, Transformations, Trust Skilling, valuable advice, Valuable Lessons, value, Wealth Management
The principals at one of our comprehensive advice firms based in Redcliffe had a problem. They were charging $15,000 for new clients. Their four associate advisers were signing new clients closer to $6,000-$8,000 for their new clients. Clients would ask: “Will I...
by Jim Stackpool | Feb 16, 2026 | Access Price, adviser fees, capacity to serve, Complexity, Delivering Value, value, Value Proposition, worth
Last week, I told you about a recent client – Carlos, the 50-year-old Melbourne-based writer who agreed to a $12,000 engagement for an advice relationship despite having only $135,000 in super. Advisers Matt and Kath could charge that fee because their fees are...
by Jim Stackpool | Feb 9, 2026 | adviser fees, Complexity
For most advice teams, Carlos isn’t an ideal advice client. 20 years ago, the Colombian fell in love with a gorgeous Australian working at his local bar in Barichara, Colombia. They hit it off, he immigrated, and they married. They started life in her hometown,...
by Jim Stackpool | Feb 2, 2026 | Access Price, adviser fees, Pricing Advice, Wealth Management
Last month, Joe and Tom from Canberra engaged three new clients. The minimum annual fees for all three were the same – $12,000+gst. For Joe and Tom, it doesn’t matter if the prospect meets with a junior or senior adviser, nor does it matter if the original...
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...
