by Jim Stackpool | May 29, 2024 | advisers v distributors, client conversations, Client Meetings, Client Offerings, Separation of advice from product, Success Stories, Transformative Advice, valuable advice, value, Value of Advice, Value Proposition
What do advisers do? Maximise returns, protect risks, anticipate complexities, minimise costs, reduce stress, remove distractions, test assumptions, and change client’s long-term habits. Advisers are in the confidence business. They convert a client’s doubts into...
by Jim Stackpool | May 1, 2024 | Advice Conversations, advice skills, Business Performance, Certainty Advice, CERTISTICS, client conversations, Client Meetings, Client Offerings, Consistent, Consultative Approach, Impact, Measures of Success, Methodical, Mindsets, Quality Advice, Successful On Purpose, Value Proposition
We listen to a lot of adviser-client Discovery conversations. That’s our job. We can’t transform advice skills without working deep into the details of what’s said in client meetings, which only recordings of Discovery and Engagement conversations can provide....
by Jim Stackpool | Jan 31, 2024 | Advice Clients, Advice Conversations, Advice is not a Product, advice skills, Certainty Advice, client conversations, Complexity, Financial Complexity, Financial Paths, Financial Stress, Future of Financial Advice, Pricing Advice, skills
Bella has run her small architecture firm for over 20 years. As the demand for her work grows, so do her costs. At 52 years old, she had hoped for more options. Since a messy divorce seven years ago, she has spent all reserves from the settlement and parent’s...
by Jim Stackpool | Sep 20, 2023 | advice skills, best practice, Certainty Advice, client conversations, Client Meetings, Client Offerings, Consultative Approach, Delivering Value, dependency, Engagements, future of advice, Future of Financial Advice, growth, Growth Stress, Leverage, Meetings, perfectionism, Profitability, underdelegation, Value of Advice
I know the problem with my golf game. The guy holding the club. My instincts want to hit the ball too hard because my ridiculous golf brain believes ‘bigger is better’. On the odd occasion when my instincts produce a great shot, it’s usually a fluke....
by Jim Stackpool | Jun 1, 2023 | Advice is not a Product, advisers v distributors, best practice, client conversations, Delivering Value, Financial Paths, Future of Financial Advice, Greater Good, Growth Stress, Separation of advice from product, valuable advice, Value of Advice, Value Proposition
Heard of Learned Helplessness? It is a condition first researched in the 1960s by a team of psychologists that included Professor Martin Seligman. A group of dogs were given mild electric shocks. Some dogs could press a button to stop the shocks, while a second group...
by Jim Stackpool | Jul 14, 2022 | Advice Clients, Advice is not a Product, Advice Products, Best Interests, Brand Development, Certainty Advice, client conversations, Complexity, Consistent, Consultative Approach, Delivering Value, Engagements, Financial Complexity, Financial Governance, future of advice, Greater Good, Hayne Royal Commission, Impact, Leadership, Professionalism, Serve the Greater Good, valuable advice, Value Proposition
I used to coach a guy I call Adviser Tony. Nice guy, experienced, founder of a successful advisory firm and well-respected in the advice industry. Tony once told me that when his clients ever squabbled about how they wanted to spend their retirement monies, he...
