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 16, 2026 | Best Interests, best practice, Business Performance, Business Planning, Capacity-To-Serve, Case Studies, Consequences, dependency, Goals, Greater Good, Growth Stress, Leadership, LIfe Choices, Priorities, Prioritisation, Professionalism, Public Good, Quality Advice, strategy, Success Stories, Valuable Lessons, Wealth Management, worth
Sophie runs a great advice firm practice in Rockingham, WA. Unfortunately, as her firm grew, so too did her anxiety. It was a condition of growing worry caused not only by ‘big’ issues surrounding her clients, compliance and cash flows, but increasingly by simple...
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 | Jan 5, 2026 | Activity v Productivity, best practice, Business Performance, Client Care, Delivering Value, dependency, growth, Priorities, Success Stories, Transformative Advice, valuable advice, Valuable Lessons, value, Wealth Management
Reine Clemow runs a comprehensive advice firm in Southport. His average client fee used to be $2,400. Today it’s $12,000. New clients average $20,000. He hasn’t significantly changed his ideal client profile. And he hasn’t attended a new-client meeting in...
by Jim Stackpool | Sep 20, 2023 | advice skills, best practice, Certainty Advice, client conversations, Client Meetings, Client Offerings, Consultative Approach, Delivering Value, dependency, Engagements, future of advice, Future of Financial Advice, growth, Growth Stress, Leverage, Meetings, perfectionism, Profitability, underdelegation, Value of Advice
I know the problem with my golf game. The guy holding the club. My instincts want to hit the ball too hard because my ridiculous golf brain believes ‘bigger is better’. On the odd occasion when my instincts produce a great shot, it’s usually a fluke....
by Jim Stackpool | Oct 6, 2022 | Advice Clients, Advice is not a Product, advisers v distributors, Benchmarks, Business Performance, Business Planning, dependency, future of advice, Future of Financial Advice, Leverage, Mindsets, Planning, Profitability, Separation of advice from product, stages of growth
An advisory team’s best days are usually those spent in front of their clients. As most people join the advice industry to help others lead better financial lives, the time spent in client discussions, resolving issues, identifying forward steps, and creating...
