ADVICE SKILLS OF THE FUTURE

ADVICE SKILLS OF THE FUTURE

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...
Dear Minister… fixing our broken advice market

Dear Minister… fixing our broken advice market

Dear Minister Jones, Congratulations on your appointment as Minister for financial services. I read your early plans with both hope and trepidation about your priority to address the hot mess that is the Australian advice marketplace. I understand the weight behind...
What Makes An Ideal Advice Client – Part 6 – They Pay

What Makes An Ideal Advice Client – Part 6 – They Pay

During a pricing workshop last month at the Affinia conference on Hamilton Island (is that place the world capital for golf carts?), an adviser shared a fee problem. An aged care expert in his team could not reconcile charging an advice fee equivalent to the price of...
What advisers can learn from Marlboro Man

What advisers can learn from Marlboro Man

Marlboro Man was an influential figure last century. He sold a lot of cigarettes. He was the advertising character created by advertising company Leo Burnett in the 1950s to re-launch Marlboro cigarettes for a broader audience. The adverts were conceived to change the...
Team best interests or client best interests?

Team best interests or client best interests?

What kryptonite was to Superman, disrespect is to advice relationships. A few months ago one of my clients engaged a significant advice client. Prior to engaging, I worked with them to assist in the engagement and pricing. The prospect represented the type of advice...
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