by Jim Stackpool | Jun 15, 2026 | Advice Clients, Advice Conversations, Advice is not a Product, best practice, Case Studies, Client Care, client conversations, Client Offerings, Consultative Approach, Mindsets, Pricing Advice
It was a well-meaning and not uncommon introduction. A very good long-standing client, a couple who had successfully built a number of businesses, asked if their daughter, Jess, could come in for “a one-on-one chat.” They said that at 34, Jess was thinking about a...
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 | Jan 5, 2026 | Activity v Productivity, best practice, Business Performance, Client Care, Delivering Value, dependency, growth, Priorities, Success Stories, Transformative Advice, valuable advice, Valuable Lessons, value, Wealth Management
Reine Clemow runs a comprehensive advice firm in Southport. His average client fee used to be $2,400. Today it’s $12,000. New clients average $20,000. He hasn’t significantly changed his ideal client profile. And he hasn’t attended a new-client meeting in...
by Jim Stackpool | Nov 3, 2025 | Advice Clients, Brand Development, Client Care, Client Offerings, Delivering Value, Niche Market
Most founders of advice dream about this. The niche that fills the new business pipeline with quality opportunities, keeps clients coming back, and doesn’t depend on one subject-matter-expert adviser to survive. Is there such a thing as the perfect advice niche? I saw...
by Jim Stackpool | Nov 14, 2024 | advice skills, Best Interests, best practice, Business Performance, Client Care, Client Meetings, Collaboration, Meetings, skills, strategy, Uncategorized, Valuable Lessons
A 24-year-old adviser in one of our Certainty Advice firms, engaged a $12,000 new advice client last week. The striking aspect of this engagement was that the 24-year-old adviser is still in her professional year. Technically unqualified? Yes. Compliant? Yes....
by Jim Stackpool | Aug 10, 2023 | Advice is not a Product, Client Care, Client Offerings, Leadership, Uncategorized, Value Proposition
These are interesting times. Interesting is probably an understatement, thanks to regulatory reform, ridiculous compliance guidelines, depleted advice talent, and increasing demands from teams and clients. Advisers don’t need more hassles – particularly...
