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Description
Community Sessions
The experiences, insights and returns of the growing Certainty Advice community.
All Tutorials
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.
Monday 9th September - Attracting Better Certainty Prospects
The most effective and efficient method for growing firms is quality referrals. This session will discuss the Certainty Advice frameworks, models and approach to consistently attract better prospects, not just more prospects. Importantly, the session will also discuss how to manage referral development initiatives. Referral development needs management not just implementation. Benchmarks will also be discussed to guide each team’s referral development efforts.
Monday 2nd 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.
Tuesday 20th August - 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.
Monday 19th August - How to Build Advice Niches
Building better advice firms requires a focus on building quality advice niches. How do advice teams build the necessary niche-building muscles to identify, and grow their unique niches? This Session will share the Certainty frameworks to identify, position and automate a niche-building process to attract, position and engage clients that align with the advice niches.
Tuesday 13th August - Transformative Cases - James Sali
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. These sessions share the steps, details and lessons that have transformed Certainty Advice teams and enhanced their advice offerings. James Sali, a Certainty Adviser from Signate Private Wealth on the Gold Coast, shares two cases in this session. The first is the implementation of a medical couple (both IVF specialists) with significant aspirations. The second is a retiree with significant structures and assets with an ailing partner. James’ experience combined with audience Q&A will provide invaluable insights for every Certainty Advice team member interested in accelerating their implementation by leveraging the lessons, experiences and approaches that have transformed other like-minded Certainty Advice teams.
Monday 12th August - 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.
Monday 22nd July - Converting Insurance, Investment, Tax Clients & Prospects into Certainty Clients
The majority of new enquiries are for specific advice. Usually issues such as superannuation, investment, insurance or tax. How do Certainty Advice teams convert these queries into comprehensive advice? This session facilitates discussions, models and examples of how advisory teams and their prospects are converting advice enquiries into broad comprehensive advice relationships.
Tuesday 16th July - Fast-Track: Accelerating Better 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.