by Jim Stackpool | Apr 20, 2026 | adviser fees, Business Performance, Career Management, Certainty Advice, Consultative Approach, Cultivating Advice workshops, Delivering Value, Fee For Service, Leadership, Pricing Advice, Pricing Committees, uplifts, valuable advice, Value of Advice, Value Proposition
Four partners. A well-regarded firm in Perth’s western suburbs. Two majority partners are quietly lifting their fees. Clients staying. Clients paying. Clients value the advice relationship at rates well above inflation. Two minority partners are watching. And refusing...
by Jim Stackpool | Apr 13, 2026 | Advice Conversations, advice skills, AI, best practice, Certainty Advice, Consultative Approach, Cultivating Advice workshops, Delivering Value, future of advice, Greater Good, LIfe Choices, Public Good, skills, Transformative Advice, valuable advice, value, Value of Advice, Value Proposition, Wealth Management
With the Middle East conflict pushing fuel prices to $3.50 a litre, cost-of-living decisions are changing daily lives. They have to. The headlines are constant. Their narrative tightens the pressure on short and long-term hopes. They also hide alternative ways to get...
by Jim Stackpool | Feb 6, 2013 | Client Meetings, Consultative Approach, Cultivating Advice workshops, Engagements, Successful On Purpose
Of the many things I’m learning from my advisory firm clients implementing their own approach to certainty-based advice, is how hard it actually is to industrialise the conversation they have with their advice clients each year as to why the client engages. No Free...
by Jim Stackpool | Jun 5, 2012 | Consultative Approach, Cultivating Advice workshops, Leadership, Value Proposition
They aren’t expecting it! They are expecting to talk about the markets, or self-managed superannuation funds, or when they’ll get their money back or term deposit rates. And why wouldn’t they? When they go to their dentist they talk about their teeth, when they go to...
by Jim Stackpool | May 14, 2012 | Consultative Approach, Cultivating Advice workshops, Engagements, Value Proposition
The “Financial Carer” Good doctors tend to focus on preventing disease as much as treating it. This means understanding the patient as well as the diseases that might (or might not) be afflicting them. Similar too for financial advisers. The clients who will pay for a...
by Jim Stackpool | Dec 23, 2011 | Case Studies, Client Offerings, Consultative Approach, Cultivating Advice workshops, Meetings, Successful On Purpose, Uncertainty, Value Proposition
Gates in our client conversations. If you’re not looking for them you have to be lucky to stumble upon one… Some advisers have made the decision never to open them even if they do notice them. They prefer the conversational paths that they are used to. Their paths...
