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Community Discussions
The experiences, insights and returns of the growing Certainty Advice community.
All Tutorials
Monday 4th December - De-Briefing - Short, Collaborative, Valuable.
Available on December 4, 2023 12:00 am
The De-Brief meeting is crucial to building strong, valuable, collaborative and resilient teams not constantly dependent upon one or two key individuals. This session will focus on the hardest element of de-brief – part five! Part five is built collaboratively, quickly and effectively sets up the success of Engagement Meetings. Join these interactive discussions to get your team de-briefing more collaboratively, quickly and effectively. This event may be credited towards the attendees’ annual professional development hours.
Monday 20th November - Engagement Meetings Master Class
Skills are not built upon knowledge. They are built upon proper practice, immediate feedback and more practice. Skilled sportspeople learn to enjoy the practice as much as the application. Too often, skills are left to wither when incremental progress inevitably becomes less obvious despite continued effort. These Certainty Master Classes are every Certainty Advisory Team member seeking to master their Certainty Skills of Listening, Probing, Positioning and Controlling.
Monday 13th November - Re-Engaging with Certainty
What are the Principles of Re-Engaging Loyal Clients Using Certainty Advice? Are clients expected to re-complete a new Certainty Map or re-visit their existing Certainty Map from initial Discovery Conversations? How do teams manage a ‘shift’ to new ‘account managers’ during re-engagement meetings? What is fundamentally different from the initial Discovery meeting when re-engaging loyal Certainty Clients? Are new Terms of Engagement pre-prepared? How are uplifts managed? Jim will facilitate these and many other questions during this highly interactive Certainty Skilling Session.
Monday 6th November - Discovery Meetings Master Class
Skills are not built upon knowledge. They are built upon proper practice, immediate feedback and more practice. Skilled sportspeople learn to enjoy the practice as much as the application. Too often, skills are left to wither when incremental progress inevitably becomes less obvious despite continued effort. These Certainty Master Classes are every Certainty Advisory Team member seeking to master their Certainty Skills of Listening, Probing, Positioning and Controlling.
Monday 23rd October - Separating the Value from the Basics with Certainty
Delivering Certainty Advice can be tough. Particularly if conversations don't separate what a client considers to be "pressing", "basic", or "aspirational". This practical skilling session provides case studies and role plays on one of the tougher elements of Certainty Advice - identifying the 'right' client topics upon which to build valuable paths. This session will work for all advisory team members whether new to Certainty Advice models or seasoned over many years.
Monday 16th October - Discovery Meetings Master Class
Skills are not built upon knowledge. They are built upon proper practice, immediate feedback and more practice. Skilled sportspeople learn to enjoy the practice as much as the application. Too often, skills are left to wither when incremental progress inevitably becomes less obvious despite continued effort. These Certainty Master Classes are every Certainty Advisory Team member seeking to master their Certainty Skills of Listening, Probing, Positioning and Controlling.
Monday 9th October - Managing New Business Pipelines
Managing requires measuring. This session provides working models, principles and discussions on how to effectively manage the new business pipeline of opportunities. Not all enquires lead to engagement, but when new business pipelines are well managed, each stage of a pipeline provides vital measures to assist a firm's capacity and business planning. Good new business pipeline (both from new and existing clients) management removes the peaks and troughs of demand caused the perennial activity loop of too much business leading to too little business.
Monday 18th September - Discovery Meetings Master Class
Skills are not built upon knowledge. They are built upon proper practice, immediate feedback and more practice. Skilled sportspeople learn to enjoy the practice as much as the application. Too often, skills are left to wither when incremental progress inevitably becomes less obvious despite continued effort. These Certainty Master Classes are every Certainty Advisory Team member seeking to master their Certainty Skills of Listening, Probing, Positioning and Controlling.
Monday 11th September - How to Multiply Enduring Leads via Alliances
When done properly new prospect introductions from Alliances are more effective than personal referrals. However, they are often done badly. As no two firms grow at the same rate, referrals from alliances need strong management. This session will discuss and share the frameworks to explore, establish and manage productive alliance relationships. Don’t attend expecting an ‘silver bullet’ – alliances can be powerful but making these processes your own takes time, commitment and a plan – this session will provide the confidence to take your alliance plan to the next stage.
Monday 4th September - Discovery Meetings Master Class
Skills are not built upon knowledge. They are built upon proper practice, immediate feedback and more practice. Skilled sportspeople learn to enjoy the practice as much as the application. Too often, skills are left to wither when incremental progress inevitably becomes less obvious despite continued effort. These Certainty Master Classes are every Certainty Advisory Team member seeking to master their Certainty Skills of Listening, Probing, Positioning and Controlling.
Monday 21st August - How to Multiply Productivity with 1st/2nd Chairs
For many advisory firms, the path to productivity growth is right under their noses – their support team. There is a fundamental shift occurring away from the traditional allocation of financial advice team responsibilities. Driven by an increasing price and flexibility of advisory teams increases, the expanding array of back-office services and a realisation that the majority of comprehensive client support issues require less technical dependency, the rise of 1st/2nd Chairs becomes a vital practice to reduce dependency and increase client retention, team productivity, and capacity to service. This session will outline the successful approach to adopt 1st/2nd Chair practice for all key meetings with comprehensive advice clients.
Monday 14th August - Discovery Meetings Master Class
Skills are not built upon knowledge. They are built upon proper practice, immediate feedback, and more practice. Skilled sportspeople learn to enjoy the practice as much as the application. Too often, skills are left to wither when incremental progress inevitably becomes less obvious despite continued effort. These Certainty Master Classes are every Certainty Advisory Team member seeking to master their Certainty Skills of Listening, Probing, Positioning and Controlling.
Monday 7th August - Managing Re-engagement Discounting
This session discusses the problem of fee discounting for existing clients which causes a significant leakage of advisory team productivity. As advisory team skills, experience, reputations, fixed costs, and demand grow, ongoing fees for existing clients tend to stagnate. This causes significant relativity risk (i.e. loyal clients on lesser fees receiving similar service levels to new clients on similar services) and dependency risks (i.e. loyal clients expecting ongoing relationships with specific advisers). As the capacity of advisory team members is stretched how are advisory teams successfully pricing and controlling their ongoing pricing, productivity, and profitability?
Monday 24th July - Discovery Meetings Master Class
Skills are not built upon knowledge. They are built upon proper practice, immediate feedback, and more practice. Skilled sportspeople learn to enjoy the practice as much as the application. Too often, skills are left to wither when incremental progress inevitably becomes less obvious despite the continued effort. These Certainty Master Classes are for every Certainty Advisory Team member seeking to master their Certainty Skills of Listening, Probing, Positioning, and Controlling.
Monday 17th July - Empathy skills for Discovery Meetings
Some Discovery Meetings skills require special empathy skills. These are the Discovery meetings when clients or prospects share strong feelings or are confronted by significant emotional circumstances. This session explores advanced empathy skills of being present, listening, and probing to ensure advisory teams develop and share an understanding of their client’s and prospects’ circumstances. Without empathy from an advisory team when client feelings are strong, identification of client value and best next steps are less effective.
Monday 10th July - Discovery Meetings Master Class
Skills are not built upon knowledge. They are built upon proper practice, immediate feedback, and more practice. Skilled sportspeople learn to enjoy the practice as much as the application. Too often, skills are left to wither when incremental progress inevitably becomes less obvious despite the continued effort. These Certainty Master Classes are for every Certainty Advisory Team member seeking to master their Certainty Skills of Listening, Probing, Positioning, and Controlling.
Monday 3rd July - Too busy? How & why referrals are a solution
Many advisers fail to see the value in having a consistent, unique, and methodical referral program for their busy advice firm. They may wonder why they need it when they are already struggling to keep up with their current levels of activity. However, the truth is that when done correctly, referrals can boost productivity, not just activity.
Monday 19th June - Discovery Case Study Session
Practice doesn’t make perfect, proper practice makes perfect. This session provides every Certainty Advice team with the opportunity to conduct Discovery Case Studies in a safe environment with coaching also provided. Everyone will get the opportunity to role-play a suitable case study, which will be sent off for post-session review and feedback. These new sessions aim to provide opportunities to practice the most important client conversation – the identification of value.
Monday 5th June - Leveraging 1st and 2nd Chairs for Maximum Value with Martin Mulcare
Advice is teamwork. For too long, advice has been personal and value is placed upon an individual relationship and thus dependent, rather than value being built upon an experience consistently, specifically and methodically delivered by well-aligned advisory team members.
Monday 22nd May - The Three Jewels of Discovery Conversations - Signatures, Complexities & Significances
The heart of Discovery Meetings is the value each client seeks. Certainty Advice frameworks are built upon the value in each client's detailed aspirations, or in each client's complexities, or in identification and prioritising of what is most significant.