by Jim Stackpool | Oct 12, 2026 | Consultative Approach, Future of Financial Advice, Pricing Advice, Value Proposition
He’s 42. A partner in a big accounting and advice group. Good salary, good car, young kids in good schools. Over coffee in Brisbane’s Newstead last month, he told me he is losing enthusiasm for the advice approach his firm is pursuing. The important targets he’s been...
by Jim Stackpool | Jun 29, 2026 | Client Offerings, Leadership, Pricing Advice, Value Proposition
Two directors in a Toowoomba advice firm are having hard conversations. Their long-term clients, some going back fifteen, twenty years, are being told that access to them today costs more than it did last year. Most are paying the increase. Two other directors in the...
by Jim Stackpool | Jun 21, 2026 | Advice Clients, Advice is not a Product, Certainty Advice, client conversations, Client Offerings, cost to serve, Cost-To-Serve, Delivering Value, Fee For Service, Pricing Advice, Value Proposition
What do advice teams do for a $20,000 fee? The $20,000 figure is less significant than its relativity. That is, adviser’s whose common new fee is, say, $6,000, are wondering what are other advice teams doing for $20,000. If the fees are determined by amount of...
by Jim Stackpool | Jun 15, 2026 | Advice Clients, Advice Conversations, Advice is not a Product, best practice, Case Studies, Client Care, client conversations, Client Offerings, Consultative Approach, Mindsets, Pricing Advice
It was a well-meaning and not uncommon introduction. A very good long-standing client, a couple who had successfully built a number of businesses, asked if their daughter, Jess, could come in for “a one-on-one chat.” They said that at 34, Jess was thinking about a...
by Jim Stackpool | Jun 1, 2026 | Business Performance, Consultative Approach, Leadership, Pricing Advice, Value Proposition
Many senior advisers at advice firms cling to a quiet but often false assumption. They usually don’t say it out loud. It’s a very influential assumption. Particularly in client meetings, discussing workflows, and when making hiring decisions. The assumption is this:...
by Jim Stackpool | May 19, 2026 | Client Offerings, Leadership, Mindsets, Pricing Advice
Grant didn’t set out to build a big firm. Twenty-three years ago, his plan was simple. Help people who need it. Be the financial expert his clients could rely on. That’s all he focused on. Success, reputation and returns would follow. He never used words like...
