by Jim Stackpool | Jan 19, 2026 | Uncategorized
Decades ago, when you filled your car with fuel, a bloke would meet you, say G’day, flick a lever on his bowser and start the flow of petrol into your tank. Occasionally, he’d check your oil and radiator levels as your tank filled. When he wasn’t...
by Jim Stackpool | Jan 12, 2026 | Uncategorized
Steve and Nick Mayne run a father-son advice firm outside Melbourne. Eighteen months ago, their average new client fee was $12,200. Today their average new fee is $22,025. They haven’t changed their clients. They repositioned their approach and engagement process....
by Jim Stackpool | Sep 22, 2025 | Uncategorized, uplifts
Sarah was concerned about her upcoming review meeting with existing clients, Adrian and Jane. Still in her late-20s, being qualified for only eighteen months, working a small client base of ‘lower-end’ clients her firm had inherited from when they purchased a client...
by Jim Stackpool | Nov 14, 2024 | advice skills, Best Interests, best practice, Business Performance, Client Care, Client Meetings, Collaboration, Meetings, skills, strategy, Uncategorized, Valuable Lessons
A 24-year-old adviser in one of our Certainty Advice firms, engaged a $12,000 new advice client last week. The striking aspect of this engagement was that the 24-year-old adviser is still in her professional year. Technically unqualified? Yes. Compliant? Yes....
by Jim Stackpool | Aug 13, 2024 | Uncategorized
Seen the latest predictions for the Australian financial advice industry? Check it out – Deloitte’s – “Advice 2030 – The Big Shift” The main objective of ‘trend’ reports is to position the authors as experts. I’ve done it myself several times, starting...
by Jim Stackpool | Jul 4, 2024 | Advice is not a Product, advisers v distributors, Best Interests, best practice, Certainty Advice, Consultative Approach, difficult conversations, future of advice, Future of Financial Advice, Leadership, Quality Advice, Serve the Greater Good, Uncategorized, value, Value of Advice, Value Proposition
Simon Senek’s book “Start With Why” is a phenomenon. Published in 2011, the book extolled that people don’t buy what you do. They buy why you do it. Sinek’s theory suggested that of the two methods of influencing behaviour, manipulation...
