by Jim Stackpool | May 11, 2026 | Advice Clients, Advice Conversations, advice skills, best practice, Certainty Advice, client conversations, Client Meetings, Complexity, Consultative Approach, Delivering Value, Meetings, Quality Advice, skills, valuable advice, Valuable Lessons, value, Value of Advice
“We just want flexibility.” “We’d like some options.” “We haven’t really thought about the details yet.” Advice teams have heard versions of these responses from hundreds of clients, probably hundreds of times. And if you’re like most advice teams, you’ve accepted...
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 | 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 | Oct 27, 2025 | Advice Conversations, Best Interests, client conversations, Trust Skilling, valuable advice, value
Beth and Gav had had enough. They are potential new advice clients of David’s advisory firm in Melbourne’s suburbs. They want to sell everything and make their tree change. Gav will find new work and leave his toxic $270k/annum job. Beth will open her dressmaking...
by Jim Stackpool | Oct 20, 2025 | adviser fees, client conversations, Client Meetings, value
Deb runs a boutique advice business in Sydney’s outer suburbs. She followed up with prospects Katrina and Stephen, hoping they would be engaging as new clients. Deb’s Terms of Engagement quoted $14,500 for the coming twelve months. After some phone tag,...
by Jim Stackpool | Oct 14, 2025 | Advice Conversations, adviser fees, client conversations, Delivering Value, Fee For Service, Pricing Advice, value
Still quoting your comprehensive advice in parts? Don’t. Here’s a better way. Sally lost a client, a $15k prospect, last week. She was disappointed. Mainly for them, as their issues are significant and their options are tough. They need so much more than a cheaper...
