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 | 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 | Sep 7, 2023 | Advice is not a Product, advisers v distributors, best practice, Business Planning, capacity to serve, Capacity-To-Serve, Career Management, Consequences, cost to serve, Cost-To-Serve, future of advice, Future of Financial Advice, Measures of Success, Pricing Advice, Value Proposition
I can still see the surprised looks on their faces. It was November 1989, during a three-day “Agent As A BusinessPerson” workshop MLC asked me to design and facilitate. One of the last sessions for the twenty-five accountants and financial planners had...
