Discovery Skills Workshop

Identifying why clients engage, pay and take financial advice - year in, year out.

CERTAINTY ADVICE – ACADEMY ONE

Thursday 17 June, 2021

11am – 1:30pm (Sydney time)

A VIRTUAL WORKSHOP

$890(+Gst)

What Price Value by Jim Stackpool

All participants to June 17 Discovery Skills Workshop who have registered and paid prior 11 June will receive a free copy of Jim Stackpool’s new book What Price Value when released in Q3 2021.

WORKSHOP AGENDA & DISCUSSIONS

Workshop led by Jim Stackpool (please note – agenda subject to change) 

INTRODUCTION & OBJECTIVES

Objectives, pressing issues, introductions, existing concepts of ‘ideal’ & comprehensive client models, confirm workshop agenda, break-out rooms, learning styles, privacy, and follow-up.

POSITIONING DISCOVERY

Positioning the valued client’s discovery versus product-based compliance fact-find – role-playing positioning – managing product expectations and pursuit of client interests – the role of life choice and product choice discoveries.

METHODICAL, SPECIFIC & CONSISTENT DISCOVERY CONVERSATIONS

Discovery conversations are not sales conversation – Designed for all client service roles – Positioning Discovery conversations v Sales & Technical conversations – De-constructing and Role-Playing elements of Discovery Conversations – Roleplaying the Discovery elements: Fundamentals, Aspirations, Transitions, Signatures, Complexities, Significances.

THE VALUE IS IN THE DETAIL

Skilling in comprehensive discovery frameworks to identify specific client value – Case studies to identify and address the overt and covert complexities hindering client value – Handling clients objections – Productively challenging clients – Avoiding the pitfalls of goals-based conversations for new and existing clients.

APPLYING LEARNING

A series of short case studies using introduced frameworks to apply workshop learnings in groups – performed in small groups each case study will focus on key learning skills of Discovery positioning, listening, probing, and role of each introduced Discovery tool – the Fundamentals, the Aspirations, the Transitions, the Signatures, the Complexities, the Significances and the online/offline frameworks that house the tools.

Q & A

Implementation questions and answers to handling common questions from advisory teams and clients regarding the positioning, the conduct, the pricing, the approach, the meeting management and the differences between new and existing clients.

The session gave great insight into how client’s can determine your value, and how you can implement this. 

Tina Gore

Practice Manager, Much More Than Money CANBERRA

All participants to June 17 Discovery Skills Workshop who have registered and paid prior 11 June will receive a free copy of Jim Stackpool’s new book What Price Value when released in Q3 2021.

TOOLS You’ll NEED…

The following will assist your experience when joining live…

 

Headset

As with any conference, being able to hear the speakers is vitally important to getting the best value possible. While there are always technical issues (hopefully small) when participating in online sessions, your own – ideally separate – headset will make all the difference. Smartphone headphones are ideal.

MICROPHONE

We hearing you is as important as you hearing us. While there are always video & audio issues, your own – ideally separate (non-computer) – mic always helps. Smartphone mic is ideal.

Twin Screens

Remote events are most effecitve when you  can see the community as though you’re in a room together. One screen for your workspaces (we’re using MIRO & GoToWebinar) and another for faces. (Not mandatory of course).

Our Objective: Valuable advice for 80% of Australians…

We specialise in building advisory firms of the future. We do this by leveraging the insights, learnings, tools and experiences of firms who share a similar objective – delivering comprehensive financial advice purely priced upon the best interests of clients without any real or perceived conflict – we refer to it as the Certainty Advice approach.

Our workshops are intensive, workshop-style events, rather than lecture to maximise participation and return on commitment and investments made for attendance.  Since our first adviser workshop in 1989 we have trained, grown, and consulted advisory firms who prosper and grow by the delivery of valuable advice where fees are determined on the worth and value of the advice rather than the amount of product or hours provided. Certainty Advice is a proven new advice platform based upon valuable advice, not products.

17 June 2021

Discovery Skills Workshop

Registration

Please fill out the form below to register your interest in our June 17th Discovery Skills Workshop.

Please Note:

This event is only held virtually.

There are no recordings available for non-participating Firms.

FREQUENTLY ASKED REGISTRATION QUESTIONS
What level of participation is expected at the workshop?

These workshops are designed to be intensive and participative.  The learning and value comes from active participation in session discussions. There is a privacy expectation that specific and sensitive discussions during sessions will not be identifable beyond these sessions. There is also an expectation that participants will stay for the full workshop (please let us know prior if this isn’t possible for you), participate in workshop and allocated break-out groups.

How many firms are expected for each Workshop?

To maximise benefits for all participants these Workshop will be limited to approximately 6-8 firms. This will best ensure all firms can leave the Workshop with their specific circumstances  addressed.

Can I attend only part of this Workshop?

That is not our preference or design of this Workshop. The Workshop is designed to attend and participate in one sitting. Any questions or issues with this, please use the query box below.

Who can attend these Workshops? How many from my firm can attend?

These Workshops are designed for team members working with clients – advisers, client support team, paraplanners, associate advisers, managers.  This workshop is not designed to be attended by a team of more than two people. Sole attendees will be partnered with other attendees for break-out sessions and those with two attendees from one firm will be paired together for break-out sessions. For those with larger groups of team members, use the query box to reach out to us and we can determine how best to assist your circumstances.

The date of this workshop does not work for me, when is the next workshop?

Please register with your details and state in the question box your preferred timings for another workshop.

When and where will this Workshop be offered face-to-face rather than virtually?

Considering COVID, we have no plans to run a face-to-face live workshop until 2022. If you wish to wait for a possible live version of this workshop, please register using this page and indicate when and where you wish to attend. 

What is the preparation required for this workshop?

Providing registrations are made in time (at least 72 hours prior), we will contact you for a fifteen minute call to understand your objectives, your pricing approach, your clients, your team members and your propositions. 

I've got a question that isn't listed...
Use the rego form to let us know – or just ring us +61 (0)2 8966 9135.

Meet The Convenor

Jim Stackpool

Jim Stackpool

Founder - Certainty Advice Group

For nearly 30 years Jim has influenced, coached, and consulted to advisory firms across Australia. As founder of Certainty Advice Group, he leads a like-minded team of professional advisory firms seeking to create greater certainty for their clients. As an author, blogger, columnist, and keynote speaker, Jim is regularly called upon for his professional insights into the advice industry.

Get In Touch

We welcome your feedback, your questions, your suggestions, your recommendations & opinions regarding our June 17th Event…

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