by Jim Stackpool | May 25, 2026 | Best Interests, best practice, Business Performance, Capacity-To-Serve, Growth Stress, Hiring Team Members
Nathan’s spreadsheet looked perfect. His cost-to-serve model showed a team of six costing $520,000, generating $1.4 million in revenue, with a margin on every client segment. On paper, the firm was thriving. Day-to-day, however, Nathan was drowning. His two...
by Jim Stackpool | May 4, 2026 | Advice Clients, Advice Conversations, Advice Products, adviser fees, Best Interests, best practice, client conversations, Client Meetings, Client Offerings, Consultative Approach, Profitability, Quality Advice, Separation of advice from product, Serve the Greater Good, value, Value Proposition
“WHAT DO I GET FOR THAT?” Five words. Every adviser has heard them. A prospect sits across from you. You’ve had a good conversation. You’ve built rapport. You’ve quoted your fee. And then it comes. “Sounds OK. But what do I actually...
by Jim Stackpool | Apr 27, 2026 | Best Interests, best practice, Brand Development, Business Performance, Client Offerings, Complexity, Consequences, Consultative Approach, Delivering Value, dependency, Engagements, Financial Complexity, Productivity, Profitability, Retention, Separation of advice from product, valuable advice, value, Value Proposition, Wealth Management
Here’s a question that will tell you a lot about your firm’s positioning and pricing approach. When a qualified prospect meets your team for the first time, where do those vital initial conversations focus? If the answer is the prospect’s specific...
by Jim Stackpool | Mar 30, 2026 | Advice Clients, Advice Conversations, Best Interests, client conversations, Client Meetings, Client Offerings, Cost-To-Serve, difficult conversations, Future of Financial Advice, Ongoing Relationships, Profitability, valuable advice, Valuable Lessons, value, worth
Paul has been running his financial advice firm in South Sydney for twenty years. He enjoys his clients. A former school teacher himself, many of his pre- and post-retirement clients come from teaching and principal roles. They have been with him for years. He knows...
by Jim Stackpool | Mar 16, 2026 | Best Interests, best practice, Business Performance, Business Planning, Capacity-To-Serve, Case Studies, Consequences, dependency, Goals, Greater Good, Growth Stress, Leadership, LIfe Choices, Priorities, Prioritisation, Professionalism, Public Good, Quality Advice, strategy, Success Stories, Valuable Lessons, Wealth Management, worth
Sophie runs a great advice firm practice in Rockingham, WA. Unfortunately, as her firm grew, so too did her anxiety. It was a condition of growing worry caused not only by ‘big’ issues surrounding her clients, compliance and cash flows, but increasingly by simple...
by Jim Stackpool | Mar 9, 2026 | Best Interests, best practice, Brand Development, Business Performance, Business Planning, Capacity-To-Serve, Consultative Approach, dependency, Goals, Greater Good, growth, Growth Stress, Hiring advisers, Hiring Team Members, Leadership, Mindsets, Ongoing Relationships, Planning, Priorities, Professionalism, recruiting, Talent, Wealth Management, worth
Five years ago, Mark, a Canberra-based adviser, transformed his proposition and pricing. He doubled his average client fees from $6,500 to $13,500. He didn’t do this by engaging more of a high-net-worth market. His niche is mums and dads running their own small...
