by Jim Stackpool | Feb 2, 2026 | Access Price, adviser fees, Pricing Advice, Wealth Management
Last month, Joe and Tom from Canberra engaged three new clients. The minimum annual fees for all three were the same – $12,000+gst. For Joe and Tom, it doesn’t matter if the prospect meets with a junior or senior adviser, nor does it matter if the original...
by Jim Stackpool | Dec 1, 2025 | Advice Clients, adviser fees, capacity to serve, Client Offerings, Fee For Service, Ideal Advice Client, Median Fees, Minimum Fees, Minimum Pricing, Pricing Advice, uplifts
Wayne is a client of mine. He has a problem with two of his clients, Tom and Jerry. Tom is paying Wayne $22,800 a year and rarely makes contact. Jerry is paying $10,780 and is constantly in contact. They have opposite problems. But they are paying for similar value....
by Jim Stackpool | Jan 31, 2024 | Advice Clients, Advice Conversations, Advice is not a Product, advice skills, Certainty Advice, client conversations, Complexity, Financial Complexity, Financial Paths, Financial Stress, Future of Financial Advice, Pricing Advice, skills
Bella has run her small architecture firm for over 20 years. As the demand for her work grows, so do her costs. At 52 years old, she had hoped for more options. Since a messy divorce seven years ago, she has spent all reserves from the settlement and parent’s...
by Jim Stackpool | May 18, 2023 | Advice is not a Product, advisers v distributors, best practice, Pricing Advice, Separation of advice from product
I’ve got the best job in the world. Clients pay me to observe and recommend paths they’ve already considered. Such as a pricing session I ran for a fast-growing advisory firm. I knew it would be interesting when I read in the pre-work that one director had...
by Jim Stackpool | Oct 20, 2022 | Advice Clients, Advice is not a Product, Benchmarks, Business Performance, Business Planning, future of advice, Leadership, Measures of Success, Minimum Fees, Minimum Pricing, Pricing Advice, Pricing Committees, Profitability, Quality Advice, Separation of advice from product, Value of Advice, Value Proposition
Ever over-eaten? To almost being sick? My mother, Meg, had no sympathy for such a thing. Like sunburn and talking too much, she reckoned you only had yourself to blame. That’s the tricky bit. Realising you are the problem. Similar to the feeling of over-filling an...
by Jim Stackpool | Sep 1, 2022 | Brand Development, Certainty Advice, Client Offerings, future of advice, Future of Financial Advice, Pricing Advice, Pricing Committees, What Price Value
I had a coffee with a ‘comparer’ last week. Although busier than ever, he was bewildered by a response from a significant prospect. He had pitched an advice strategy that would have saved the prospect tens of thousands of dollars in the first twelve months...
