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...
by Jim Stackpool | Sep 18, 2011 | Consultative Approach, Cultivating Advice workshops, Leadership, Parinity, Value Proposition
Does stagnation in financial markets mean stagnation for your advice firm? Not for Keiren Murphy and Lance Cheung and their gleaming new advice firm – Parinity – which they have recently established in an renovated old-Queenslander office in the Brisbane suburb of...
by Jim Stackpool | Mar 28, 2011 | Business Performance, Cultivating Advice workshops
The Australian financial advice marketplace is changing fast. Advice firms wanting to thrive in the inevitable commission-free, opt-in/opt-out, fiduciary-based market environment must position themselves to hit the ground running. Are you ready to be one of these...
