The experiences and insights of our growing Certainty Advice Community to help implement your own unique approach
Quoting with Certainty
Poor quoting leads to wasted time, under-pricing, over-delivering and poor growth. Quoting is often driven off the wrong premise to 'win' new clients, rather than 'grow' the number of valuable clients. This session outlines some of the frameworks required for advisers to consistently, effectively and methodically quote their advice for both existing and new clients.
Selling Client Bases
As firms grow quicker than the needs of their clients, how do they maintain productivity? In the past the first solution was hire more people, which increases short-term activity and not always eventuates in longer term productivity. What are the considerations for firms seeking to protect the best interests of all clients, while ensuring they remain focused on their active clients?
Accelerating from associate to senior adviser with Certainty
Dan Creagan, senior adviser with William Buck Sydney shares his own and his team's doubling in growth using Certainty Advice. Are pods better than pools for advisory teams? Dan shares the four key elements be believes important to growing skilled and collaborative team members.
Two Chairs Meetings
For advisers building great advisory firms, having two team members in annual client meetings is essential. It reduces dependencies, raises team productivity, accelerates learning and careers objectives for up-and-coming team members and increases client satisfaction with more contact points. It's much more than note-taking, it's a vital part of the firm's proposition. This session explains how it works for Certainty Advice teams.
Screening Prospects with Certainty
Screening enquiries from prospects is important. It is in the best interests of each prospect and firm to ensure the 'match' between firm and client represents a good 'fit' for both. This session provides great discussions and four proven steps to assist making these conversations consistent, specific, respectful and productive for firms implementing comprehensive advice models like Certainty Advice.
Positioning with Keith Abraham
Advisory teams are constantly positioning themselves. It is proactive or reactive? When approaching new clients, new alliances, new team members or when explaining changes in approach to existing clients, team members or alliances, what thought is given to how to position your message, your strategy, your fee? Having worked with many teams over many years, Keith provides a set of six key framework questions to help make the positioning approach more deliberate and less by chance.
Working with Third-Party Specialists - Property
Certainty Advisers expertise can never cover all technical aspects in the lives of Certainty Clients. Therefore working with Third-Party Specialists in a consistent, specific and methodical manner is important. This Roundtable Joel Seach from Harpel Financial Group in Melbourne shares how he performs the project manager role enlisting the services of unaligned third-party property experts.
Mastering both the approach to valuable conversations and the 'conditions' in which valuable conversations will be held is crucial for advisory teams aiming to help clients lead their best possible lives. This Roundtable/Podcast shares how Certainty Advice teams are handling those more sensitive Discovery (and re-Discovery) Conversations when additional skills, focus and vigilance is required.
Building Teams with Certainty
Being in the business of making our clients more confidence, advisory teamwork is crucial. This Roundtable discusses the best practices being used by Certainty Teams to consistently, specifically and methodically deliver the confidence, the direction, the expertise clients are paying for.
Hopes/Plans for 2022
From 'hot' Warrnambool to sticky Gold Coast and beyond the Certainty Community of firms share their hopes, plans and focus for 2022 - a key theme is 'quality' of business with a focus on the right opportunities. We also share 2022 Leadership tools for each adviser, their team, their clients, and their alliances.
Breakthroughs drive sustainable growth. This session highlights the breakthroughs planned in 2022 for Certainty Advice teams. I also present what I believe are key trends to consider in every advisory firm's 2022 planning. 2022 is going to be financial advice's best year yet.
2022 Planning - 2021 Biggest Insights
Insights are significant learning experiences that make an impact and accelerate change because they allow us to leapfrog the planned steps having heard the experience of others on similar paths to similar objectives. The 2021 Insights are in the areas of Covid, Leadership, Us, Structures, Compliance and Value. Nearly all of these areas are important for the advisory teams business planning for 2022.
2022 Business Benchmarks for Greater Certainty
Benchmarks provide relativity for planning and performance management, provided the benchmarks are relevant. As firm's grow along their growth cycle, benchmarks can provide important 'signposts' guiding growth. However at crucial stages some benchmarks are more important and relevant than others. This session shares relevant Client, Productivity and Growth Benchmarks, but also includes from "Breakthrough" Benchmarks that will help accelerate firms into the new era of team-based financial advisory firms.
2022 Planning - Aligning Team Careers Plans & Business Plans
Advisory teams are the most valuable asset for every advisory firm. For firms in the business of building a business that consistently delivers great advice, the formalisation of team careers, team management and growth is crucial. But too often the planning for clients and the administration involved every day becomes a higher priority. This session shares crucial thinking and tools to help every firm, regardless of size, bring greater formality and process to building the firm's most important asset - the team.
Articulating Value - is it about Money, or Advice or Planning?
Consistently, specifically and methodically articulating the value of advice is crucial for initial and ongoing engagements with Advice Clients. For Certainty Advice where value is what the client seeks rather than what an adviser provides, advisory teams need to be aware the 'shift' in support for client value to be realised. This Roundtable discusses how firms using Certainty Advice are articulating and positioning their advice on the three advisory roles or money, advice and planning.
Outsourcing With Certainty
Outsourcing will grow from predominantly an administrative functionality to a management function. This will allow increasing numbers of our teams to deliver the value clients seek, while ensuring teams are not over-worked, that profits are achieved and careers objectives being met. This session shares the thinking, the benchmarks and core functions not to outsource for advisory firms of the future.
Building/Merging Clients Advice Bases
We advise proceed with caution when considering a merger or acquisition of an advice client base. This session highlights the different generations of advisory firms which is an important framework to segment any acquisition/merger effort. The key is productivity growth, not activity growth. Too often mergers are not driven by better serving clients best interests or driven by a focus on more activity. In these fast-changing times this session highlights some of the key steps to make these opportunities work.
Outgrowing Advice Clients
A challenge of great advice firms is the growth of client bases. In the old financial planning days clients will often placed in 'quiet' status while firms still earned a small return until client's needed additional advice. Those days are gone if not going. How do advice firms manage the clients they might be outgrowing today?
How Your Advice Grid will Power Your Price Committee
Shifting from a Fees-For-Service pricing methodology based upon products, hours or range of services to a Value-For_Money pricing methodology based upon value, Advice Grids provide the vital management in four key areas of business growth - this Roundtable facilitates discussions and presents the models to support Advice Grids.
Inducting New Team Members - 1st Day/2nd Chair
In the future team members will leverage rather than repeat the careers of founders - what's this mean? A lot - particularly when understood against the fundamental shift in value away from product performance to path performance - how people are progressing rather than how products are preforming. This session shares some tools, thinking and models to assist every firm's transition to best induct team members for the fast emerging era of advice.
Certainty Breakthrough: Pitching to My First Certainty Client
This is our first Certainty Breakthrough session. Featuring Mandy Newman from Sunshine Coast, she shared her steps, her preparation, her Discovery Meeting and how she built her engagement documentation and presented her first Certainty Advice fee.
Discovery Scorecards - Your Path to Mastering Valuable Relationships
This session shares our very latest guidelines on what we believe are the skills and competencies for effective, valuable client Discovery Meetings. This is the heart of Certainty Advice - the consistent, methodical understanding among the whole advisory team of why Certainty Clients will pay for, follow and come back for your firm's advice.
New Engagement Frameworks
This session covers our new Engagement Meeting Frameworks. We have re-worked the Nine Fundamental Elements of an Engagement Meeting, and we have improved the design of future Advice Maps and Advice Paths. This is all about making a stronger focus on the value clients seek while prompting for clients to ask questions because the Certainty Engagement Approach is so different to most client's experiences.
Advising SMEs with Certainty
SMEs represent a significant opportunity for Certainty Advice firms. There are often a number of SMEs in a client base already which provide ideal opportunities to test and develop valuable advice solutions for existing clients and referral points for future expansion. There are two significant pitfalls and differences when working with SMEs compared to personal clients as well.
Releasing clients is tough. The reasons most advisers become advisers is to help people so the concept that clients need to be released seems contrary to original objectives. It's about managing capacity. Old thinking was 'just hire more people' but that ignores how fast the marketplace is adapting. This webinar shares the options, the models and some frameworks to assist in the tough but necessary approach to release clients when it is in the client's best interests to do so.
Re-Engaging Certainty Clients with Certainty
Re-Engaging Certainty Clients is different to common review meetings. Why clients re-engage, continue to take advice and pay for advice is less about 'what' advisers do during the year and more about 'why' it matters to clients year on year. This session shares six different elements of the re-engagement framework where mastery of your own unique re-engagement 'artwork' is crucial.
Managing Minimum Fees for work built upon value needs different thinking and approach when compared to managing minimums for work based upon hourly rates or products provided. As clients set the value and fees when pricing on value, advisory firms need to manage their minimums directly with clients. But how? This session outlines and briefly demonstrates the models and principles that are required to better master the use of minimums for firms delivering value.
Price Modelling is integral to building productive, profitable and efficient price precedents. Beware the devil in the details as you and your team use the Price Modelling spreadsheets to collaboratively determine, assess and ensure the firm's pricing will ensure growth, profits without dependency while delivering the value each client seeks.
Introducing Discovery Flows - The flowcharts for better Discovery Meetings
Introducing our new Discovery Flows - Each client is different, each member of a client couple is different, our team members are different, so how best to make your Discovery Meetings as consistent and methodical as possible considering all the differences? That's why we have created Discovery Flows. Building upon the Discovery Frameworks, these Discovery Flows now provide the pathways.
Building Term of Engagement Documents in 30 Minutes
Building Terms of Engagement Documents in 30 minutes is all about making your quality engagement document in a commercial, methodical, specific and consistent approach. It's not about cutting corners, it's about building systems, people and an approach with the right preparation, right balance of precedents and skilled advisory skills to engage the majority of new and existing clients in a timely manner.
The four common mistakes made in Certainty Engagement Meetings
Like Discovery Meetings, the Certainty Engagement Meeting approach is different. When discussions are focussed the client's value, rather than the advisers expertise, the skills required, the frameworks required are also a little different - this session highlights how we recommend these meetings are conducted.
Two Chairs in Discovery Meetings
Building a firm that delivers advice is different to delivering advice. The use of two chairs in the crucial engagement and re-engagement meetings is vital to reduce dependency on key individuals while building strength in the firms engagement approach that clients fully trust.
Tools for the tough Discovery
The toughest client meetings teach us the most. This session shares the key tools to identify what clients value, to maintain meeting momentum, to position the meeting context and understand the importance of silence. With proper focus and mindset, the toughest meetings will always produce great outcomes.
How to price value
Pricing on value is a significant paradigm shift for every advisory firm. This session presents three core pricing models for advisory teams to initially experiment and subsequently master their own approach to unconflicted pricing based purely upon the value each client perceives they are receiving.
The Most Important Advisory Meeting - The Debrief
The Certainty De-Brief Meeting, the most important meeting firms can conduct. This internal twenty minute meeting immediately after each clients significant annual meeting provides the structure to consistently, specifically and methodically gage price and manage every Certainty client.
Go To Whoa Webinar - From Discovery to (Re) Engagement
This webinar explains everything we know about engaging (remotely) and valuably for firms delivering comprehensive advice. The webinar has 3 segments - Discovering the Value - Constructing the Engagement - Engaging on Value
How to keep Certainty Clients on Track – Using Certainty Advice Paths
Advice Path represents what the best possible path forward for a client looks like in terms of time, processes and outcomes in graphical form. This session covers how to build, present and keep client's financial lives on track using their own unique Certainty Advice Path.
How to Build, Present and Manage Your Clients Financial Lives on a Single Page - Advice Mapping
A picture paints a thousand words. An Advice Map provides an instantaneous picture of the significant elements of a clients financial life. It has become the 'go-to' document for many Certainty Clients. This session covers how to build, present and manage client's lives using their own unique Certainty Advice Map.
How to Handle Questions & Objections to your fees
There is only one way to handle fee objections - with a focus on the client value. This session shares the common fee objections experienced by Certainty Advisers. It also provides valuable insights on what not to do when explaining your fee.
Curating Long Term Client Value - Managing their Complexities
Clients seek advice when they face complexities they cannot solve. Understanding how to identify each complexity and address them is core to providing valuable Certainty Advice.