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 | Apr 27, 2026 | Best Interests, best practice, Brand Development, Business Performance, Client Offerings, Complexity, Consequences, Consultative Approach, Delivering Value, dependency, Engagements, Financial Complexity, Productivity, Profitability, Retention, Separation of advice from product, valuable advice, value, Value Proposition, Wealth Management
Here’s a question that will tell you a lot about your firm’s positioning and pricing approach. When a qualified prospect meets your team for the first time, where do those vital initial conversations focus? If the answer is the prospect’s specific...
by Jim Stackpool | Mar 9, 2026 | Best Interests, best practice, Brand Development, Business Performance, Business Planning, Capacity-To-Serve, Consultative Approach, dependency, Goals, Greater Good, growth, Growth Stress, Hiring advisers, Hiring Team Members, Leadership, Mindsets, Ongoing Relationships, Planning, Priorities, Professionalism, recruiting, Talent, Wealth Management, worth
Five years ago, Mark, a Canberra-based adviser, transformed his proposition and pricing. He doubled his average client fees from $6,500 to $13,500. He didn’t do this by engaging more of a high-net-worth market. His niche is mums and dads running their own small...
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...
by Jim Stackpool | Jul 4, 2024 | Advice is not a Product, advisers v distributors, Best Interests, best practice, Certainty Advice, Consultative Approach, difficult conversations, future of advice, Future of Financial Advice, Leadership, Quality Advice, Serve the Greater Good, Uncategorized, value, Value of Advice, Value Proposition
Simon Senek’s book “Start With Why” is a phenomenon. Published in 2011, the book extolled that people don’t buy what you do. They buy why you do it. Sinek’s theory suggested that of the two methods of influencing behaviour, manipulation...
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....
