by Jim Stackpool | May 30, 2017 | Advice Clients, Client Meetings, Consultative Approach, Leadership, Meetings, Value Proposition
While money is the most pressing problem to all our clients, it’s surprising how few Australians are engaged in the financial advice industry. How can the same industry devoted to helping people make sound decisions around money turn everyone off so much? I believe...
by Jim Stackpool | Nov 6, 2015 | Measures of Success, Mindsets, Strategic Alliances, Vertical Integration
Tell me if this ‘mutually beneficial relationship’ sounds familiar: You have a new relationship with an accounting firm with great prospects. With five partners, a good name, and a similar culture to yours, there’s no reason why you shouldn’t provide wealth advice to...
by Jim Stackpool | Feb 23, 2015 | Client Meetings, Client Offerings, Consultative Approach, Engagements, Leadership, Meetings
There’s something about a burning smell that’s hard to ignore. Instinctively, that smell distracts us until we can locate the cause or origin. Which is why it’s SO important to address anything that might be ‘burning’ in the financial lives of our clients as soon as...
by Jim Stackpool | Dec 3, 2014 | Advice Clients, Client Meetings, Consultative Approach, Engagements, Meetings, Mindsets, Trust Skilling
What do you reckon? Are those first five minutes of the advice conversation between adviser and client crucial? Or is that the time for good old-fashioned rapport building? In the past ‘advisers’ (or ‘product distributors’ or ‘salespeople’) focused those first five...
by Jim Stackpool | Jun 2, 2014 | Advice Clients, Client Offerings, Consultative Approach, Leadership, Mindsets, Value Proposition
Why do your advice clients engage? For greater returns or greater certainty? I was reminded of this question looking at Google’s headlines last week with their ‘driver-less’ car? Did you see them? Google are making big promises about “changing our world” – what do you...
