We advise proceed with caution when considering a merger or acquisition of an advice client base. This session highlights the different generations of advisory firms which is an important framework to segment any acquisition/merger effort. The key is productivity growth, not activity growth. Too often mergers are not driven by better serving clients best interests or driven by a focus on more activity. In these fast-changing times this session highlights some of the key steps to make these opportunities work.

Certainty Advice Podcasts

Building/Merging Clients Advice Bases

A challenge of great advice firms is the growth of client bases. In the old financial planning days clients will often placed in 'quiet' status while firms still earned a small return until client's needed additional advice. Those days are gone if not going. How do advice firms manage the clients they might be outgrowing today?

Outgrowing Advice Clients

Shifting from a Fees-For-Service pricing methodology based upon products, hours or range of services to a Value-For_Money pricing methodology based upon value, Advice Grids provide the vital management in four key areas of business growth - this Roundtable facilitates discussions and presents the models to support Advice Grids.

How Your Advice Grid will Power Your Price Committee

Why do some advisers sell the same thing three times? The financial plan, the plan's implementation and the on-going fees? How can advisers switch this to just selling once - the advisory relationship? Key to advisory teams offering comprehensive advice is to ensure their 'worth' in the client's mind is not aligned to a plan or it's implementation of estimated on-going fees, worth needs to be based on something far more important to each client.

Selling Once, Twice, Three Times

When asked about price prior understanding value being sought, advisers need to become educators. Pricing on value for people's life choices is different to pricing on product for people's product choices - the differences need to be explained. This session provides the frameworks that Certainty Advisory teams have effectively used to explain their approach with respect and quickly.

Quoting Prior Discovery

It is important to talk the client's "language" when advising them with Certainty. Russ Alan Prince introduced me to his High-Net-Worth Psychology nearly 20 years ago. I believe the tools and approach he presents is applicable for many clients with complexity. This session highlights Russ' nine financial personalities and the driving 'context' that underpins their unique financial world.

Different Financial Languages

We learn our best lessons the hard way - when we don't expect them. In this session, the Certainty Advice community discusses some of those opportunities that were lost. What was missing, what happened, what changes have been made, what skills were missing are all discussed. Learning from the lessons of others is core to our Certainty Community especially when trying to deliver the best interests of our prospects and clients.

Lessons from Lost Opportunities

Duration: 13:43 Date: 5 August 2021 When pricing and engaging on worth and value rather than products with specific recommendations, what is required to produce quality and effective engagement documents with efficiency? In this Certainty Advice Roundtable session, the Certainty Advice community shares their insights on how their advisory teams are engaging their new prospects.

Building Quotes with Certainty

Duration: 14:15 Date: 30 July 2021 Scoping comprehensive advice requires a specific and methodical approach to pricing. Scope changes all the time, making scope management a consistent management requirement. This Certainty Advice Roundtable session outlines the approach both for quoting scope, when to use fixed and when to use variable quotes, but more importantly shares a practical monthly team-based scope management approach.

Fixed and Variable Pricing with Certainty

Guest: Paul Gilbey, Managing Director & Senior Adviser at Hywood Partners Duration: 18:03 Date: 20 April 2021   In another episode of our “Three Years On” series – Jim and our Certainty Advisers continue to deconstruct what they think the Royal Commission into Financial Services has achieved since 2017. Today, Jim chats to Paul Gilbey from Hywood Partners about systemic failure within Australia’s financial institutions, the fines dished out and the sense of progress – or lack thereof – since the reports were released.  Paul has an interesting take on where the benefits lie and what we need to do to lead better financial lives. Advice, not product recommendations, is what we need in uncertain times. Enjoy another info-loaded episode of “The Certainty Advice Podcast” …  

The Royal Commission and everyday Australians – Where’s the benefits?

Guest: Julie Hautot, Senior Adviser at Hywood Partners Duration: 15:43 Date: 1 April 2021   In another episode of our “Three Years On” series – Jim and our Certainty Advisers continue to look at the fall-out from the Royal Commission into Financial Services and Banking, covering the “hows” and “whys” of accessing advice today. Today, Jim speaks with Julie Hautot, the highly credentialled Senior Advisor with Hywood Partners in downtown Subiaco - one of Australia’s great spots of innovative firms from many professions and industries on the outskirts of Perth. Julie outlines the flow on effect of the decisions made in 2017 and believes that remuneration is the best determinant of the quality of advice you should receive as a client. Indeed, the banks exited, compliance costs skyrocketed, and we live in an extraordinary landscape dominated by COVID-19. So, what are the ramifications for Australians seeking financial advice? Welcome to another episode of “The Certainty Advice Podcast” … 

Why the shake-up - the royal commission - was needed

Guest: Scott Farmer, Principal of Bravium Duration: 18:08 Date: 9 March 2021   On this episode of “The Certainty Advice Podcast”, Jim continues to delve into the three years since the announcement of the Royal Commission into Banking and how those changes have altered the way we access advice in 2020. Today, Jim talks with Certainty Advisor and Principal of Bravium, Scott Farmer, as Job Keeper 1.0 comes to an end and other financial initiatives are withdrawn. Families across the country are learning to survive on smaller incomes. But is COVID revealing a silver lining with potentially better options? Scott reveals why he believes the Royal Commission was effective and why he thinks the Advice industry is still in start-up phase. There’s a lot to unpack in this episode... Enjoy!

What the Hayne Royal Commission got right

Guest: Paul Birch, Principal of Pacific Wealth Duration: 11:52 Date: 17 February 2021   In another episode of “The Certainty Advice Podcast”, we continue to look at the rise and fall of Advice from the 2017 Royal Commission into Banking & Financial Services. Today, I chat about the new landscape of Financial Advice with Paul Birch, Certainty Adviser and Principal of Pacific Wealth on the Northern Beaches. Paul shares his thoughts on the benefits to Australians three years down the track – and what is fundamentally missing from the outcomes seen so far. And that’s quite a list! Learn more from this episode of “The Certainty Advice Podcast”…

The New Landscape of Advice

Guest: Jarad Stirling, Principal of Stirling Financial Consulting Duration: 15:04 Date: 9 February 2021   In this episode of “The Certainty Advice Podcast,” we continue to delve into our latest “Three Years On” series – three years since the announcement of the Royal Commission into Banking and what it means for us now in 2021. I am lucky to be joined by Jarad Stirling from Stirling Financial Consulting just across the Captain Cook Bridge in Sutherland Shire in southern Sydney, with insight into why it’s important that niched advisers are both independent and understand the complexities of certain markets – all while being fee-transparent. Our talk turns to how important trust is within the industry and three years on, who are the real winners and losers from the Royal Commission into Financial Services and Banking?  Welcome to more thought-provoking money matters in another episode of “The Certainty Advice Podcast”…

What's the new expected driver of trust

Guest: Charlie Haynes, CEO of Lonsec Duration: 19:03 Date: 15 January 2021   This latest episode in our “Three Years On” series – where we break down the pros and cons of the 2017 Royal Commission into Financial Services and Banking – I chat with Charlie Haynes, CEO of Lonsec, one of Australia’s most respected and leading research houses. Together, we discuss the paths and benefits to everyday Australians three years on and why there is still a day of reckoning coming for certain sections of the industry. Listen out for practical, actionable insights from Charlie as he deconstructs the real outcomes of this Royal Commission. Welcome to another episode of ‘The Certainty Advice Podcast’...

Why being legal doesn’t mean being right or in your best interests

Jim Stackpool is one of Australia’s foremost authorities on the topic of Building Full Service Financial Advisory Firms. His firm's expertise is helping firms transition from hourly rates or product payments to value-based flat fee pricing and navigating through the six stages of growing advisory firms.

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Certainty Advice Podcasts

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