Not all clients need, want or remain comprehensive clients. Approximately 30% of most clients at any time engage on narrower propositions than 'full-service' advice. This roundtable features how several Certainty Advice firms are managing, pricing and engaging and re-engaging their 'Specialist' clients.

Every firm on his Webinar agrees that specific promotion for specific types of clients will grow. But how? Three Certainty Advice firms share their lessons, anecdotes, platforms (media and in-person) that are assisting them increase their returns from their promotional efforts.

Advising SME's with Certainty Advice is a growth area. Advising using the Plato Principle of "Cure of a part should not be attempted without treatment of the whole" with a client whose financial life is 'attached' to a SME, requires additional planning and consideration of the complexities of the SME which and both separate and intertwined to personal lives. This Roundtable discusses the approach that supports a firm's progression deeper into SME Advice using the Certainty approach.

All progress needs some sort of road system. In small business, the 'road' systems that convey all the expectations, datafeeds, priorities, plans, messages, and instructions seem always to be their own 'work-in-progress'. In this Certainty Panel Roundtable with Reine Clemow from Acquira Wealth Partners and Tim Carrigg from Apprise Advisory, we cover the challenges, approaches, tools and techniques used to build better workflows and also hear what longer term workflows will help these firms succeed.

Releasing clients is tough. Releasing your biggest clients is particularly tough. But that is exactly what Peter Stevenson and team at Signate Private Wealth did when they were no longer appropriate to work with. This unique session provides insights into what is vital in the delivery of valuable advice - common values. It also highlights key aspects of Peter's approach that allowed the tough conversations and dis-engagement to be managed as best it could. From celebrating the engagement of the firm's largest clients to subsequent release and realisation of what makes the firm great - this is a valuable roundtable for firms seeking to understand the core elements of great advisory relationships.

Advisers are not properly 'wired' for uplift conversations with existing clients. There is a tendency to put the increase in fees conversations in the too hard basket for a number of common reasons. This Roundtable shares the tools, approach and thinking behind their successful implementation of valuable uplifts for existing clients.

The best interests of advisory teams trumps the best interests of client if for firms aiming to consistently and methodically deliver the best interests for each client. Ensuring teams are aligned, productive, in sync, needs to be as a result of a committed strategy rather than vague hope. This Roundtable explores five breakthrough approaches to ensure teams, their careers, their roles and the firm's business plan are aligned.

Breakthrough Marketing is all about raising productivity, forging consistent habits and a willingness to go beyond existing comfort zones. Most Certainty Advice don't need more clients but more of the right clients. This session shares the basic tools, the scripts and thinking to help you fast-track effective marketing that needs to be made habitual. It isn't about implementing everything here, just that one tactic that will power your confidence by attracting the clients that represent your future.

Breakthrough Habits - These are the ten habits that I've observed accelerate the value for clients and firms engaging with Certainty Advice. From scheduling habits, to listening habits, to induction habits, all of these have been proven in firms willing to change habits to deliver greater value, build careers quicker and build greater advisory firms.

Breakthrough Clients build productive advisory firms. They act to align business plans, careers, productivity and growth more effectively and efficiently than 'average clients'. All clients deserve equal respect, but breakthrough clients deserve special attention for firms seeking to understand their worth and productivity.

Paraplanning is an essential element of financial advice. There are many approaches to implementing Paraplanning within Certainty Advice firms, but what are some of the best practices? Annette Pulbrook from Finbiz led these discussions as her team confronts needed change. Lots of good discussions, suggested approaches, supporting software and tips to achieve best practices.

Paul Birch from Pacific Wealth and Russell Wadey from Insight Family Wealth Consulting share their experiences successfully implementing Certainty Advice in their solo adviser firms. How do they do it? What are the critical steps? Is bigger always better when it comes to implementation success? Don't miss this session if you're interested in implementing Certainty Advice to become a giant in advisory reputation while keeping your firm tight and focussed in size.

The evolution of advice firms from investment, financial planning and insurance to the project management of broader areas of client's financial lives seems inevitable, but what are the steps? In this Panel Roundtable featuring Travis Martin from Monument Advisory and Jarad Stirling from Stirling Consulting you will hear how they have both managed to not only broaden their scope of engagement, but also develop the needed third-party relationships enabling them to deliver broader and valuable principal advice for their clients.

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.

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.

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.

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 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 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 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.

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.

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.

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.

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 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.

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

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.

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.

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.

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.