by Jim Stackpool | Jun 9, 2022 | Advice is not a Product, ASIC, Complexity, Financial Complexity, future of advice, Future of Financial Advice, Mindsets, Quality Advice, Separation of advice from product, Serve the Greater Good, valuable advice, value, Value of Advice, Value Proposition
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...
by Jim Stackpool | May 25, 2022 | Future of Financial Advice, Ideal Advice Client, Mindsets, Pricing Advice, Profitability, Quality Advice, Royal Commission, valuable advice, Valuations, value, Value of Advice, Value Proposition
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...
by Jim Stackpool | Dec 2, 2021 | best practice, Uncategorized, valuable advice, Valuable Lessons, value, Value of Advice, worth
If you took some time to consider what are the “first things” in your business life, what would be your response? Think about it for a second. I remember attending a lecture by Roger Merrill soon after I started my business in early 1990’s. Merrill...
by Jim Stackpool | Jul 7, 2021 | advisers v distributors, best practice, Certainty Advice, Conflict of Interest, future of advice, Hidden Intent, Leadership, value, Value of Advice, Value Proposition
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...
by Jim Stackpool | May 26, 2021 | Advice Clients, Best Interests, Business Performance, client conversations, Client Meetings, Client Offerings, Measures of Success, Meetings, Ongoing Relationships, Priorities, Uncategorized, value, Wealth Management
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...
by Jim Stackpool | Mar 3, 2021 | Advice Clients, Best Interests, Client Care, Client Offerings, Consultative Approach, Financial Complexity, Ongoing Relationships, value, Value Proposition
Marketers love a good slogan. Goals-based financial advice is a good example. Advisory firms sometimes differentiate themselves on their goals-based advice capability to understand and identify their advice client’s aspirations. Some institutional advisory...
