by Jim Stackpool | Sep 22, 2022 | Advice Conversations, Advice is not a Product, advice skills, Career Management, Certainty Advice, CERTISTICS, Consultative Approach, Delivering Value, Engagements, Financial Paths, future of advice, Future of Financial Advice, Meetings, Quality Advice, skills, Successful On Purpose, Trust Skilling, valuable advice, value, Value of Advice, Value Proposition
I was a COBOL programmer. Not a very good one, but that didn’t matter in the early 1980s. Back then, every Tuesday’s Australian newspaper featured a twenty-four-page IT section, of which many pages advertised programming and analyst positions available, with most from...
by Jim Stackpool | Dec 3, 2014 | Advice Clients, Client Meetings, Consultative Approach, Engagements, Meetings, Mindsets, Trust Skilling
What do you reckon? Are those first five minutes of the advice conversation between adviser and client crucial? Or is that the time for good old-fashioned rapport building? In the past ‘advisers’ (or ‘product distributors’ or ‘salespeople’) focused those first five...
by Jim Stackpool | Oct 17, 2013 | Advice Clients, Business Performance, Client Care, Client Offerings, Consultative Approach, Engagements, Trust Skilling
Assuming your advice clients are engaging for the long-term rather than short-term (and therefore you aim to earn on-going fees every year, not just the first year), then a re-think on the ‘depth’ of engagement between your firm and its advice clients might be...
by Jim Stackpool | Aug 31, 2012 | Advice Clients, Leadership, Trust Skilling
I think that from a client’s perspective, being in an advice relationship is rather like being a passenger on a ship captained by their financial adviser. When seas are calm and the sun is shining, it’s nice to enjoy a rapport with the ship’s captain, to share stories...
by Jim Stackpool | Sep 23, 2011 | Case Studies, Client Offerings, Consultative Approach, Financial Complexity, Leadership, Successful On Purpose, Trust Skilling, Uncertainty, Value Proposition
Are we as advisers too focused upon what’s not working in today’s marketplace that we are forgoing great opportunities? Are we too blind-sided by non-performing markets, impending legislation, and continued economic gloom that we have become nervous spectators to a...
by Jim Stackpool | Sep 1, 2009 | Advice Products, Client Care, Client Offerings, Leverage, Planning, Stock Market, Trust Skilling
As confidence in our economic recovery improves, confidence in our financial planning industry seems to be getting worse. As events unfolded last year, clients generally remained loyal to their planners, recognising that most of the greedy, reckless antics causing the...
