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 locate the cause or origin. This 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...
by Jim Stackpool | Sep 6, 2013 | Future of Financial Advice, Leadership, Mindsets, Professionalism, Value Proposition
Life Insurance has to be sold mate! I have heard the above line often from financial planners and life agents claiming that without ‘sales tactics’ and ‘insurance commissions’ a lot of Australians would be in fair worse position than they are today if they hadn’t...
by Jim Stackpool | Sep 16, 2012 | Business Performance, Mindsets
An advisory firm cannot perform at its peak when its clients are ‘owned’ by individual advisers or advice teams within the firm rather than by the advice firm itself. Individual ownership of advice relationships results in advice silos. Silos are problematic for a...
