JOIN ME FOR MY NEXT
CULTIVATING ADVICE WEBINAR:
'GOALS-BASED ADVICE MASTERY - HOW TO USE OUTCOMES MAPS'
Registration for our Cultivating Advice Online webinars is $89+gst.
Please see our notes below for further details.
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They always have and always will. Nothing new there.
In nearly 30 years of consulting I haven't seen many examples where the majority of an active adviser's client base packs up and leaves. But I have witnessed many examples where the majority of an adviser's client base has lead an adviser into a very false sense of commercial security as they increasing activity fails to produce needed productivity.
If you believe managing your advisory productivity is more important than managing your advisory activity then my next paid webinar later this month might be of interest to you.
You see, I believe strongly in the Pareto 80/20 rule (where 80% of your returns come from 20% of your clients). I also believe strongly that every client deserves equal respect, but not equal service.
Anything that can improve the productivity (i.e. more returns, less efforts) of your advisory work whilst helping your clients achieve more in a professional engagement should be considered for commercial advisory firms.
Goals-based advice is a proven productivity booster for professional advisory firms. More importantly it adds a lot more value to your clients year after year than your technical advice alone. When delivered in a consistent, methodical and specific manner for your top 20% of clients, my experience is that you will increase your productivity as an adviser.
We embraced goals-based advice techniques for our advisory firms 15 years ago and have developed it for the unique Australian marketplace into what I now refer to as Certainty Advice.
Regardless of name, I will share with you, the tools, the techniques, the mindsets and benchmarks for implementing our Certainty Advice approach - Outcomes Mapping at Noon (Sydney time) Wednesday 24th May.
If you are interested in lifting your productivity as an adviser, if you have been delivering your own version of goals-based advice or if you are just trying to find a more productive way to 'convert' your existing 20% of planning, advisory or accounting clients to a engagement model less about you and more about them, then consider joining my webinar May 24th.
Registration for our Cultivating Advice Online webinars is $89+gst.
As part of your webinar registration you will be provided with templates and materials to assist your implementation. If you are unable to join us during our live webinar its recording and all materials will be provided to you via email.
Here is a clip from our clients talking about why they attend our Cultivating Advice Intensive Workshops that are run out of Manly on a quarterly basis. Our next workshop is Friday 19th May.
These are the best of times to be building great financial advice firms.
Paul Heatley – The Wealth Designers
“Certainty in advice doesn’t mean returns on investments, it means delivering dreams and aspirations to clients. It’s a different approach completely to what I have seen before.
I think by having this designation of Certainty Adviser, having it accredited, and being able to go out into the market and be able to say “Hey, we’ve done these qualifications. We are experts in Certainty Advice. We are professionals.” We can stand shoulder-to-shoulder with accountants and lawyers and be taken seriously in the right market.”
Julie Hautot – Hywood Partners
“I think the biggest challenge is that clients feel that there is a lot of conspiracy in financial advice sector so they don’t know who to trust and to try and get the message that there are people there that really are acting in their best interest at all times is probably the hardest message to get out there. I subscribe to being a Certainty Adviser because I really do believe in the transparency that you do get in this approach. I also enjoy the relationships and how we work with clients and to really understand what they are looking to achieve in their financial lives. The discoveries that you have with clients and also opening up the communication between husband and wife because a lot of times they don’t have these types of conversations, and that is such a powerful thing to be part of.”
Paul Gilbey – Hywood Partners
“The way we demonstrate value is through the outcomes that we are going to achieve and that is driven by them [the client] in terms of being what they want to achieve; what’s important to them. So delivering the value is really quite easy because you are delivering what’s really important to clients. Something that was very important to me in terms of the Certainty Advice model is that it’s the whole team that’s providing the service for the client, not just me. And the main outcome that we’ve seen using the Certainty Advice approach is the openness and the depth of the relationship that we are able to have with clients. Once clients realize that we are genuinely on the same page as they are the relationships and outcomes just come to a whole different level.”
Gary Lucas, DMG Financial Planning Pty Ltd.
“Our move to the certainty based approach has been one of the very best decisions in the history of our firm. Prior to this, we had a strong stated and real focus on the clients and we structured our services around this. Now we are having much deeper conversations with clients and playing a more significant role in their lives. The benefits are many; we have broadened our services and developed the skills of our entire team, the relationship with our clients is as strong as it has ever been, the documents we present now vary and clients appreciate having their financial life on one page as it is much clearer and easier for them to understand. Again this supports having more meaningful conversations about them and their aspirations than merely discussing performance and looking at some charts or tables using dates and settings designed to get a particular message across.”
Scott Farmer – Bravium
“When I first came across that Certainty Advice Group represented it fitted perfectly with what I was looking for. It was like it was the missing piece of the jigsaw puzzle really. The things that really gel with me with Certainty Advisers is that the starting point in providing any advice is having a really clear and articulate understanding of the client’s aspirations and what are the things they are trying to achieve because we can use that context and that basis then to deliver the financial strategies that come from that.”
David Murdoch, Paxton Bridge Financial
“It's a bit like a road map. There's a particular structure and framework that we like to follow that enables us to draw out certain questions and answers from clients and delve deeper and deeper. So it's not just about the facts, a lot of the questions is about the emotion. And the emotions they bring are about a whole different issue that has never been addressed with any other adviser. You are putting yourself out there. You challenge yourself every day.”
Cara Graham – TWD
“One of my favourite things about this Certainty Advice model and that engagement process is that you are making sure that you are hearing back from both parties in the relationship because I think that there are a lot of unsaid conversations that don’t happen around the dinner table or a dominant partner that does tend to get the final say. There can be a lot of uncertainty and fear around managing the finances so that education process coming in for both of the parties in the relationship and having that trusted person that they can pick up the phone and ask a question to is really valuable.”
Travis Martin – TWD
“With other advisers that they [the client] may have seen in the past the fee is hidden whether it be an upfront and an ongoing fee that’s not told, whether it is hidden in a product or it’s hidden in a commission or kickback. But that is relatively easy to address for us. When we go through and explain to them the differences between the way we charge and the value that our clients get in terms of those specific outcomes that they are going to achieve by working with us they realize that they are not buying a specific financial product, they’re not even buying a particular financial plan, they are buying a relationship where someone is going to dedicate their whole time to focusing on them and the outcomes that are important to them.”
Dieter Tode – TWD
“I subscribe to the Certainty Advice approach because it is fundamentally the right way to doing things. It is the right advice that I would give my family and my parents if they were in a certain situation and that is how I evaluate the advice that we provide to our clients. What would I do if the shoe was reversed knowing what I know."
Troy MacMillan – TWD
“When we were a two-person firm it was just me and the advice so it was quite easy to keep that standard. Now we are a 10 adviser firm. Wouldn’t want a different standard or different kinds of advice being given to clients so with Certainty-Based Advice we get to keep that consistency in our approach and our engagement with clients. We’ve never really had any issue in presenting our fees to clients. And really, it all starts with the Terms of Engagement. When we deliver that to clients when I look at them and repeat back to them what is most important to them and you give them their priorities of what we are going to do to give them the best chance of achieving all those outcomes, to be really honest, before we can get to the next page and talk to them about fees I pretty much know that they client’s going to proceed anyway because they can see the value in everything that we are going to do for them over the next 12 months.”
Annette Pulbrook, FinBiz Advisers
"I love the discovery process. I love being able to ask people those important questions and being able to be able to find out what is really important to them within their life. And I think that, for me, knowing what to do for somebody really comes back to why we do it."
Dieter Tode, The Wealth Designers
"It's really the outcomes we are achieving for clients. Through a better understanding that we're able to get there, what our clients want to achieve, is then allowing us to design strategies that are so well placed for our clients to actually achieve the goals that are important to them."
Michael Rees-Evans, Libertas Wealth Consulting
"Since I've been on the program, it has helped me to lift my game and to be more confident in the value that I deliver because I have the confidence of the team behind me, looking at what I am writing and proposing."