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Description
Community Sessions
The experiences, insights and returns of the growing Certainty Advice community.
All Tutorials
Monday 14th April - Understanding Fundamentals
Fundamentals hold extraordinary meaning in the Certainty Advice process. These core elements of Certainty Advice are essential but not the driving value of a Certainty Client relationship. Participants will understand the role of Fundamentals, how to identify Fundamentals, and how to leverage Fundamentals to access more valuable conversations that serve as a focus of every Certainty Advice relationship.
Monday 7th April - Positioning the Certainty Advice Approach
Certainty Advice is different. Prospects are not expecting it nor have experienced it making the initial ten minutes of meeting setup and positioning very important. This session shares the principles, discusses the experiences, and runs through the frameworks for every participant to understand their best steps when seeking smooth, successful and valuable Certainty Advice conversations with their clients, their networks, or their alliances.
Monday 24th March - Selecting Certainty Clients
The Certainty Advice proposition is not for everyone. So, what criteria do advice teams use to successfully select or de-select their prospects or existing clients for the Certainty Advice proposition? This session shares the frameworks for selecting (or de-selecting) both prospects and existing clients for the Certainty Advice approach. Most importantly, the session facilitates discussions from the community to hear what they are all doing to focus on their own selection criteria.
Monday 3rd March - Launch: The Certainty Automated De-Brief App - Better Teamwork, Better Value
Delivering valuable advice is different to building a team that delivers valuable advice. While providing valuable advice is essential, if that is the sole objective of an adviser, their 'success' will result in a self-made activity trap that frustrates continued 'success'. The most important meeting for firms creating valuable teams occurs after client discovery meetings - the client de-brief meeting. This session facilitates and shares the updated Certainty De-Brief approach and how it enhances teamwork, client management, workflows and reduces dependency on key team members. The session will combine whole group facilitations, small group discussions based upon specific roles and quizzes to enhance every participant's De-Briefing skills using the new Certainty De-Brief App.
Monday 17th February - The Five Secrets to Capture Client Value in Certainty Advice Discovery Conversations
Certainty Advice promises consistent, specific and methodical Discovery Conversations between advisory teams and their clients. Central to this is the Certainty Map framework designed to maximise conversation success without dependency on key roles, without deep technical experience, and within minimum timeframes. This session facilitates and shares five powerful insights from the experiences of multiple Certainty advisory teams in many different Discovery and re-discovery Meetings about how to leverage the Certainty Map during these crucial conversations. The session will combine whole group facilitations, small group discussions based upon specific roles and quizzes to enhance every participant's Certainty Mapping skills.
Monday 10th February - The Five Secrets of Positioning in Certainty Advice Discovery Conversations
Positioning advice conversations based upon what is of value to the client has apparent advantages, but is difficult. Clients are more accustomed to advice conversations based on performance, reputation, compliance and specific expertise. While these elements are important, nothing is more important for valuable advice conversations than a clear and agreed understanding of what uniquely is of value to each client. This session facilitates and shares five powerful insights from the experiences of multiple Certainty advisory teams in many different Discovery and re-discovery Meetings about how to best position their role, expertise, approach and fees during these crucial conversations. The session will combine whole group facilitations, small group discussions based upon specific roles and quizzes to enhance every participant's positioning skills.
Monday 3rd February - The Five Secrets of Valuable Probing in Certainty Advice Discovery Conversations
Probing for the unique, deep value driving every piece of advice for every unique Certainty Client requires different skills and focus from conducting traditional ‘fact-find’ conversations. The focus of every Discovery Conversation for new and existing clients is for them to discover (and at least re-discover) the value driving their advice relationships. To reduce strangling dependency issues, probing becomes a team exercise rather than traditionally the role of the most experienced adviser. This session facilitates and shares five powerful insights from the experiences of multiple Certainty advisory teams in many different Discovery and re-discovery Meetings about how to best probe during these crucial conversations. The session will combine whole group facilitations, small group discussions based upon specific roles and quizzes to enhance every participant’s probing skills.
Monday 20th January - The Five Secrets of Controlling Certainty Advice Discovery Conversations
Getting new and existing clients to consistently, methodically, and valuably discuss the value at the heart of every Certainty Advice relationship requires control—good control. This session facilitates and shares five powerful insights from the experiences of multiple Certainty advisory teams in many different Discovery and re-discovery Meetings about how to control these crucial conversations best. The session will combine whole group facilitations, small group discussions based upon specific roles and quizzes to enhance every participant's control skills.
Monday 9th December- Positioning Your Value - The Four Differentiators
Certainty Advice teams are different. This makes the positioning of their Certainty Advice approach so important. This session will share the four critical elements during initial advice conversations to earn a 10/10 for positioning your advice that only differentiates your approach, they also create more valuable advice conversations.
Tuesday 3rd December - Transformative Cases with Joel Seach and Tim Carrigg
Small business owners’ business and personal lives make them ideal candidates for Certainty Advice. However, the steps to transition Certainty Advice teams into this market are uncertain. This session aims to support any Certainty Advice team advising or considering advising in this market. Tim Carrigg and Joel Seach will jointly share the steps, issues, tools, and plans for their Melbourne-based firm’s expanding area. If you are considering starting, expanding or just testing this market for your Certainty Advice team in 2025, don’t miss this session.
Monday 2nd December - Automated De-Brief Session
Certainty Advice is a set of frameworks that relies upon improving skills and awareness. The objective of this Discovery Master Class is the development of participant’s skills and awareness through practice, role play and feedback. Everyone implementing Certainty Advice knows how to probe, control, position and listen. Certainty Advice is not a series of scripts, but frameworks that serve as unique structures to support the most valuable conversations advisory teams have with their clients each year. These free-flowing sessions also share experiences among like-minded and diverse advisory teams implementing Certainty Advice.
Monday 18th November - How to Vary Fee Precedents
Rarely are two clients priced exactly the same. Circumstances are different, personalities are different and most importantly, complexities are different. How do advice teams balance the need to be consistent, methodical and valuable for every client while applying the ‘right’ price for each client engagement? Jim will facilitate examples of the pricing discussions advisory teams could conduct during Discovery (and re-Discovery) debriefs to better price client value, complexity and profitability. This session is a must for any Certainty Advice team members wanting to better price their advice on the unique value it provides each client.
Monday 4th November - Identifying & Managing the Nine Financial Personalities
Over twenty years ago I was lucky to collaborate with Russ Alan Prince to produce a research report on the Australian advice marketplace – The Road Ahead. Russ introduced me to his unique approach to understanding a client’s financial personality type. This session will share Russ’s approach, questions, and ‘models’ to better understand, manage and respect each client’s approach and language (i.e. their particular accent). It also hopes to provide insights into the potential drivers of a client’s financial behaviours and actions. These intensive ZOOM training sessions with other members of the Certainty Advice Community will accelerate the success and skills when engaging comprehensive advice clients.
Tuesday 29th October - Transformative Cases with Annette Pulbrook
Annette Pulbrook is a Certainty Adviser based in the Warners Bay community on the shores of Lake Macquarie, NSW. She has successfully grown a great Certainty Advice team – FINBIZ – that specialises in the hospitality niche. During this session, Annette will share with the Certainty Advice community how she and her team deliver annual Certainty Advice engagements for six-figure fees. There are a number of unique ingredients to Annette’s approach, from how she and Practice Manager Stacey Taylor have built their firm to how she engages a wide variety of hospitality clients to how she has combined her accounting origins with Certainty Advice propositions for clients with significant growth plans. Don’t miss this session if you are interested in the details that might transform your own financial planning or accounting propositions potentially.
Monday 21st October - Advising "Family Office" Clients
Managing significant personal wealth has never been more challenging. Wealth itself creates a large range of issues well beyond investment management. The Certainty Adviser is well placed for this market, provided they are well prepared. Using research from those working in this space, this session facilitates discussions about the range of needs for this market and the range of services provided by commercial’ family office’ structures. This session focuses on the positioning of the ‘CFO’ or ‘Executive Director’ role, the potential range of advice services, and the means of managing family office relationships. Certainty Advice is core to understanding the value and complexity for all the stakeholders involved in a family office proposition. However, additional skills are required to manage expectations, budgets, and the many relationships involved. This session will facilitate discussions about how Certainty Advice and Family Office propositions can combine.
Monday 14th October - Better Complexity Conversations
Advice is only needed when clients face complexities they are unable to resolve themselves. Core to Certainty Advice is the skillful facilitation, understanding and agreement between advisory teams and clients on the initial and ongoing complexities that are core to successfully managing better financial lives and the advice relationship. Being different to traditional advice conversations, the skills to facilitate productive complexity conversations and insights are essential to the advice relationship, particularly in longer term advice relationships. These session will facilitate free-flowing sessions among like-minded and diverse advisory teams seeking to master better complexities conversations and insights for their Certainty Advice clients.
Tuesday 24th September - Transformative Cases with Dieter Tode
Understanding the steps of how advice teams are implementing Certainty Advice significantly enhances the understanding, confidence, and opportunities for Certainty Advice teams to implement or consider similar implementations. Come prepared to dive deep into the steps, details, lessons, advice tools, and third parties used in these cases, which proved transformational for Certainty Advice teams and enhanced their advice offerings. Dieter Tode, a Certainty Adviser from Scope Advisory in West Perth, shares how the Scope team delivered a Certainty Advice case where the deliverable was ‘accountability’. Dieter’s experience combined with audience Q&A will provide invaluable insights for every Certainty Advice team member interested in accelerating their own advice offerings by leveraging the lessons, experiences and approaches that have transformed other like-minded Certainty Advice teams.
Monday 23rd September - Engagement Meetings
Traditional Engagement Meetings are dominated by advisory teams extolling ‘what’ they propose to do for their prospects. This process assumes the value is contained in ‘what’ they do. Engaging a Certainty Client is different. Certainty clients are engaged based upon the significant VALUE clients seek. The value is not what the advisers do, but what they enable the client to better achieve, overcome, or manage. With the emphasis on client value, Certainty Engagement meetings require the skillful positioning of the principal advisory relationship and the proposed forward advisory path to best achieve the value the client seeks and management of the significant issues the clients experience. This session shares the latest frameworks for Certainty Engagement Meetings, crucial for consistent, methodical and valuable returns for clients and advisory teams.
Monday 16th September - Discovery Master Class
Certainty Advice is a set of frameworks that relies upon improving skills and awareness. The objective of this Discovery Master Class is the development of participant’s skills and awareness through practice, role play and feedback. Everyone implementing Certainty Advice knows how to probe, control, position and listen. Certainty Advice is not a series of scripts, but frameworks that serve as unique structures to support the most valuable conversations advisory teams have with their clients each year. These free-flowing sessions also share experiences among like-minded and diverse advisory teams implementing Certainty Advice.
Wednesday 11th September - Fast-Track: Accelerating Certainty Advice
Certainty Advice is a Skills program. Becoming ‘aware’ and obtaining knowledge of the different tools is different from developing unique skills for everyone’s unique roles and circumstances. This program, coupled with regular feedback on implementation work, builds a solid development path for every Team Member’s valuable journey to delivering and managing valuable advice relationships.