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Certainty Roundtables

Certainty Community members sharing their implementation experiences

All Tutorials

Fixed and Variable Pricing with Certainty
Scoping comprehensive advice requires a specific and methodical approach to pricing. Scope changes all the time, making scope management a consistent management requirement. This session outlines the approach both for quoting scope, when to use fixed and when to use variable quotes, but more importantly shares a practical monthly team-based scope management approach.
Specialising with Certainty
Not all clients need, want or remain comprehensive clients. Approximately 30% of most clients at any time engage on narrower propositions than 'full-service' advice. This roundtable features how several Certainty Advice firms are managing, pricing and engaging and re-engaging their 'Specialist' clients.
Promotion with Certainty
Every firm on his Webinar agrees that specific promotion for specific types of clients will grow. But how? Three Certainty Advice firms share their lessons, anecdotes, platforms (media and in-person) that are assisting them increase their returns from their promotional efforts.
Advising SME's
Advising SME's with Certainty Advice is a growth area. Advising using the Plato Principle of "Cure of a part should not be attempted without treatment of the whole" with a client whose financial life is 'attached' to a SME, requires additional planning and consideration of the complexities of the SME which and both separate and intertwined to personal lives. This Roundtable discusses the approach that supports a firm's progression deeper into SME Advice using the Certainty approach.
How to Build Certainty Workflows
All progress needs some sort of road system. In small business, the 'road' systems that convey all the expectations, datafeeds, priorities, plans, messages, and instructions seem always to be their own 'work-in-progress'. In this Certainty Panel Roundtable with Reine Clemow from Acquira Wealth Partners and Tim Carrigg from Apprise Advisory, we cover the challenges, approaches, tools and techniques used to build better workflows and also hear what longer term workflows will help these firms succeed.
Releasing Inappropriate Clients
Releasing clients is tough. Releasing your biggest clients is particularly tough. But that is exactly what Peter Stevenson and team at Signate Private Wealth did when they were no longer appropriate to work with. This unique session provides insights into what is vital in the delivery of valuable advice - common values. It also highlights key aspects of Peter's approach that allowed the tough conversations and dis-engagement to be managed as best it could. From celebrating the engagement of the firm's largest clients to subsequent release and realisation of what makes the firm great - this is a valuable roundtable for firms seeking to understand the core elements of great advisory relationships.
Breakthrough Uplifts
Advisers are not properly 'wired' for uplift conversations with existing clients. There is a tendency to put the increase in fees conversations in the too hard basket for a number of common reasons. This Roundtable shares the tools, approach and thinking behind their successful implementation of valuable uplifts for existing clients.
Breakthrough Teamwork
The best interests of advisory teams trumps the best interests of client if for firms aiming to consistently and methodically deliver the best interests for each client. Ensuring teams are aligned, productive, in sync, needs to be as a result of a committed strategy rather than vague hope. This Roundtable explores five breakthrough approaches to ensure teams, their careers, their roles and the firm's business plan are aligned.
Breakthrough Marketing
Breakthrough Marketing is all about raising productivity, forging consistent habits and a willingness to go beyond existing comfort zones. Most Certainty Advice don't need more clients but more of the right clients. This session shares the basic tools, the scripts and thinking to help you fast-track effective marketing that needs to be made habitual. It isn't about implementing everything here, just that one tactic that will power your confidence by attracting the clients that represent your future.
Breakthrough Habits
Breakthrough Habits - These are the ten habits that I've observed accelerate the value for clients and firms engaging with Certainty Advice. From scheduling habits, to listening habits, to induction habits, all of these have been proven in firms willing to change habits to deliver greater value, build careers quicker and build greater advisory firms.
Breakthrough Clients
Breakthrough Clients build productive advisory firms. They act to align business plans, careers, productivity and growth more effectively and efficiently than 'average clients'. All clients deserve equal respect, but breakthrough clients deserve special attention for firms seeking to understand their worth and productivity.
Paraplanning best practices
Paraplanning is an essential element of financial advice. There are many approaches to implementing Paraplanning within Certainty Advice firms, but what are some of the best practices? Annette Pulbrook from Finbiz led these discussions as her team confronts needed change. Lots of good discussions, suggested approaches, supporting software and tips to achieve best practices.
Mastering Certainty Advice as a Sole Adviser
Paul Birch from Pacific Wealth and Russell Wadey from Insight Family Wealth Consulting share their experiences successfully implementing Certainty Advice in their solo adviser firms. How do they do it? What are the critical steps? Is bigger always better when it comes to implementation success? Don't miss this session if you're interested in implementing Certainty Advice to become a giant in advisory reputation while keeping your firm tight and focussed in size.
Managing Third Party Experts as Principal Adviser
The evolution of advice firms from investment, financial planning and insurance to the project management of broader areas of client's financial lives seems inevitable, but what are the steps? In this Panel Roundtable featuring Travis Martin from Monument Advisory and Jarad Stirling from Stirling Consulting you will hear how they have both managed to not only broaden their scope of engagement, but also develop the needed third-party relationships enabling them to deliver broader and valuable principal advice for their clients.
Certainty Adviser Half-Yearly Review
Each six months Certainty Adviser gather to discuss how to best build firms implementing Certainty Advice - On Friday 19th March the group convened specifically to discuss experiences, insights and approaches when implementing Certainty Advice for SME clients, how best to integrate Project Management techniques in parallel with Certainty Advice and what each firm considers to currently be their 'advanced pricing cases' to leverage the insights on best pricing advice for all firms.
Advisory Niches
Building Advisory Niches is one of the three key reputation and business development initiatives for Certainty Advice Firms. This session overviews the approach, the research questions, the areas to focus upon and how to select potential advisory niches. There are many options, but core is a commitment to regular methodology. The returns will speak for themselves as reputation, expertise and confidence builds far quicker than relying upon a non-research approach.
How Coronavirus will re-shape Advisory Firms
Great opportunities emerge from great change. On a recent visit to several Certainty Advice firms in Melbourne it become obvious how much impact their imposed 122 days of hard lockdown has had ont their firms, their clients and their plans. In this Panel Roundtable, Tim Carrigg from Apprise Advisory and Nick Gyngell from Lifetime Financial Strategies share their insights and how they have shifted their own plans, business models and attitudes.
My progress implementing Certainty - Joel Seach
In this latest version of Certainty Roundtables - the Insitu-Roundtable - Joel Seach of Harpel Financial Group based in suburban Melbourne shares his insights, challenges and results implementing Certainty over an 18 month period. Listen out for how Joel has redefined what advice is and how he confidently now positions the price and value of his increased fees. This session will assist any start-up or up-and-coming advisory team to understand the progress they can achieve.
2021 Pricing Workshop review
This Roundtable is a must-see for those who may have missed all or part of last week's 2021 Pricing Workshop or for those wanting to review the overall session and the three core pricing tools to implement in 2021 to maximise your pricing efforts and ensure an increase in your productivity.
Successful Discovery Meetings for Solo Advisers
How Certainty Advice firms implement the Discovery Meeting approach is critical to their success and growth with Certainty Advice. Here Russell Wadey and Joel Search shares their insights and learnings after a year of implementation within their two-person teams and different client bases.
Creating Alliances with Certainty
Developing Alliances with other professional advisory firms is a key element of growing your firm's Certainty Advice proposition. Specific subject matter experts are required at various times in the financial lives of clients. The insights shared from firms on this Roundtable together with the handouts showing the Eight Steps to developing successful alliances will help your firm forge stronger alliances to better serve the needs of your clients.
Referrals Forum Roundtable
Referrals build advice firms. But they have to be done properly, consistently, methodically and for quality growth, with a specific focus. The handouts and discussions in this session will provide insights about gaining referrals from networks and clients from a variety of firms implementing Certainty Advice.
Craig Abela - Pricing your Advice right in 2021
Craig Abela from Signate Private Wealth on Queensland's sunny Gold Coast discusses the lessons, insights and returns they are achieving with their well implemented Pricing Committee. The firm has a range of advisers, a range of clients but a common methodology for pricing their advice based upon Certainty Advice's approach - that is, purely upon the value as judged by their clients.
Performing Principal Adviser with Certainty
Russell Wadey from Insight Family Wealth Consultants in Sydney and Scott Farmer from Bravium in Canberra share their experiences, lessons and mindsets as they perform and deliver as Principal Advisers.
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