by Jim Stackpool | May 4, 2026 | Advice Clients, Advice Conversations, Advice Products, adviser fees, Best Interests, best practice, client conversations, Client Meetings, Client Offerings, Consultative Approach, Profitability, Quality Advice, Separation of advice from product, Serve the Greater Good, value, Value Proposition
“WHAT DO I GET FOR THAT?” Five words. Every adviser has heard them. A prospect sits across from you. You’ve had a good conversation. You’ve built rapport. You’ve quoted your fee. And then it comes. “Sounds OK. But what do I actually...
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 30, 2026 | Advice Clients, Advice Conversations, Best Interests, client conversations, Client Meetings, Client Offerings, Cost-To-Serve, difficult conversations, Future of Financial Advice, Ongoing Relationships, Profitability, valuable advice, Valuable Lessons, value, worth
Paul has been running his financial advice firm in South Sydney for twenty years. He enjoys his clients. A former school teacher himself, many of his pre- and post-retirement clients come from teaching and principal roles. They have been with him for years. He knows...
by Jim Stackpool | Nov 17, 2025 | adviser fees, Best Interests, best practice, cost to serve, Fee For Service, Minimum Fees, Minimum Pricing, Pricing Advice, Pricing Committees, Profitability, Wealth Management, worth
Many years ago, I conducted a series of pricing workshops around the country for principals from advice firms aligned with Deutsche Bank. The bank was ‘franchising’ their wealth advisers, helping them take steps from being representatives to becoming...
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 | Nov 17, 2022 | Advice Conversations, advice skills, adviser fees, best practice, Business Performance, Business Planning, Career Management, Case Studies, Certainty Advice, CERTISTICS, Client Meetings, Client Offerings, Consistent, Consultative Approach, Delivering Value, Financial Complexity, Financial Paths, Future of Financial Advice, Leadership, Meetings, Methodical, Mindsets, Productivity, Professionalism, Profitability, Quality Advice, Serve the Greater Good, skills, valuable advice, Value of Advice, Value Proposition
A tell-tale our family is on holiday is a jigsaw puzzle. A Stackpool holiday isn’t a holiday without a tricky new puzzle. The puzzling can take all holidays, with the puzzle spot remaining frustratingly off-limits for non-puzzling activities until the puzzle has...
