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Community Discussions
The experiences, insights and returns of the growing Certainty Advice community.
All Tutorials
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.
Monday 15th May - Navigating Fundamentals & Pressing Issues
Mastering the start of Discovery & Re-Discovery Client Meetings requires a strong control of initial conversations, particularly the initial positioning and management of Pressing and Fundamental Issues.
Monday 8th May - Delivering Valuable Terms of Engagement
Certainty Advice's Terms of Engagement are different. They are 'project plans' not detailed strategy recommendations. Positioning and presenting them requires specific Certainty Advice skills to maximise effectiveness.
Monday 1st May - More Valuable Engagement Meetings using Advice Paths
Advice Paths are not sales documents, but an illustrative and simple Path showing the most significant navigation waypoints, issues, hurdles and approaches. This session with facilitate how best to leverage them in Engagement Meetings.
Monday 17th April - Valuable Engagement Meetings using Advice Maps
Central to these skilling sessions is providing support for the growth of unique skills and competencies to help accelerate your success and skills when engaging comprehensive advice clients.
Monday 3rd April - De-Briefing Part 6: Value Price Variations
Every time anyone on the advisory team prices, they apply a variability factor to the precedent price. This session will discuss a key element of VALUE pricing - the variability of precedents for each client.
Monday 27th March - Getting Started with Certainty Advice
These sessions are designed to support Advisory team members seeking the 'big picture' of Certainty Advice to help forge their own implementation paths.
Monday 20th March - Building Valuable Advice Paths
Advisory teams need a consistent, specific and methodical ability to build valuable advice paths for their Certainty Clients - this session shares the secrets.
Monday 13th March - Engaging Wealth Accumulators Master Class
How to maintain a 50%/50% conversation flow with Wealth Accumulators - probing to confirm understood complexities that they rank higher in importance than longer term goals.
Monday 6th March - 1st/2nd Chair Master Class
How to engage clients collaboratively and significantly reduce key person dependencies generated by reliance on solo meetings.
Monday 20th February - Uplifting Loyal Client Fees
How to prepare and conduct the often difficult conversations with loyal clients when fees need to be increased.