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 | 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 | 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 7, 2025 | Advice Conversations, Best Interests, client conversations, Client Meetings, Consultative Approach, Delivering Value, Meetings, Quality Advice, valuable advice, value, Value of Advice
Helen is 26. If you can only take one thing into client and prospect meetings, take a tip from Helen. Technically, she is a paraplanner. Professionally, she is a principal adviser. What’s the difference? Focus. Let me explain. Last week, Helen prepped to perform...
