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An adviser and client experience like no other

Strategy / Marketing / Fintech / Client Value Proposition / Business Growth / 2 September 2021

An adviser and client experience like no other

An adviser and client experience like no other

Strategy / Marketing / Fintech / Client Value Proposition / Business Growth / 2 September 2021

The advice industry today has some major flaws. Advice businesses are overwhelmed with regulation and compliance, and many are not remotely close to enjoying why they entered the industry in the first place...

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FPA Masterclass Profile: David Haintz, AM

Client Value Proposition / 1 September 2021

FPA Masterclass Profile: David Haintz, AM

FPA Masterclass Profile: David Haintz, AM

Client Value Proposition / 1 September 2021

As founder of Global Adviser Alpha, David Haintz, AM CFP® draws on expert experience in financial advice to help planners deliver the best possible outcomes for their clients and business. In September 2021,...

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The Acronym Apocalypse

Business Growth / Client Value Proposition / Marketing / 10 August 2021

The Acronym Apocalypse

The Acronym Apocalypse

Business Growth / Client Value Proposition / Marketing / 10 August 2021

Advisers often ask me how to improve their communications with clients and prospects.  Would you believe my first recommendation is always to start by using actual words? As professions become more specialised...

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You Heard it Here First

Strategy / Marketing / Investment Philosophy / Client Value Proposition / 19 July 2021

You Heard it Here First

You Heard it Here First

Strategy / Marketing / Investment Philosophy / Client Value Proposition / 19 July 2021

Boston Consulting Group in their new major report on the future of the global wealth management industry, confirms what we have been saying for years. The tipping point is here. The ‘tipping...

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Getting Communication Right: A Failsafe Process

Investment Philosophy / Marketing / Client Value Proposition / 10 June 2021

Getting Communication Right: A Failsafe Process

Getting Communication Right: A Failsafe Process

Investment Philosophy / Marketing / Client Value Proposition / 10 June 2021

You’ve nailed your investment philosophy. You’re clear on where you add value as an adviser. Now, the next step. How do you communicate all that? The answer lies as much in the structure...

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Value Through the Client’s Eyes

Business Growth / Client Value Proposition / Strategy / 27 May 2021

Value Through the Client’s Eyes

Value Through the Client’s Eyes

Business Growth / Client Value Proposition / Strategy / 27 May 2021

The concept of the Client Value Proposition (CVP) can be a slippery one for many advice businesses, who tend to reduce it to a mere marketing slogan or mission statement. But the key...

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The 7 Steps to Slow-Cooked Success

Strategy / Practice Management / Business Growth / 5 May 2021

The 7 Steps to Slow-Cooked Success

The 7 Steps to Slow-Cooked Success

Strategy / Practice Management / Business Growth / 5 May 2021

A great business, like a memorable meal, starts with paying attention to lots of little things and not trying to do everything at once.  For advice businesses fired up with an entrepreneurial vision,...

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Guest Post: The secret weapon personal finance guru David Haintz, AM used to scale Shadforth to $670M payday

Business Growth / Strategy / 4 May 2021

Guest Post: The secret weapon personal finance guru David Haintz, AM used to scale Shadforth to $670M payday

Guest Post: The secret weapon personal finance guru David Haintz, AM used to scale Shadforth to $670M payday

Business Growth / Strategy / 4 May 2021

While I’m not someone who likes to brag about personal achievements, to see that my work supports the success of others brings me an enormous amount of satisfaction. So I wanted...

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Video - The Adviser of the Future

Business Growth / Strategy / 20 April 2021

Video - The Adviser of the Future

Video - The Adviser of the Future

Business Growth / Strategy / 20 April 2021

As featured in IFA. David unpacks the difference between cost and value, and how advisers can zero in on the activities that create the most value for clients. He also discusses the shift that...

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Creating a future-proof advice proposition

Client Value Proposition / Strategy / Practice Management / 31 March 2021

Creating a future-proof advice proposition

Creating a future-proof advice proposition

Client Value Proposition / Strategy / Practice Management / 31 March 2021

As featured in IFA. The advice sector has been characterised by wave after wave of regulatory change in the last several years. How do advisers keep their eye on the ball when it...

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Podcast - What will the adviser of 2025 look like?

Business Growth / Strategy / 31 March 2021

Podcast - What will the adviser of 2025 look like?

Podcast - What will the adviser of 2025 look like?

Business Growth / Strategy / 31 March 2021

As featured in IFA. David unpacks the difference between cost and value, and how advisers can zero in on the activities that create the most value for clients. He also discusses the shift that...

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Six Stages of Growth

Practice Management / Business Intelligence / Strategy / Business Growth / 24 November 2020

Six Stages of Growth

Six Stages of Growth

Practice Management / Business Intelligence / Strategy / Business Growth / 24 November 2020

If there is one aspiration that most financial advice firms share, it is the desire for growth. But less widely known is the remarkably consistent stages of growth that firms go through and...

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Tiered offerings: The three-legged stool

Client Segmentation, Service & Pricing / Business Growth / Strategy / 16 November 2020

Tiered offerings: The three-legged stool

Tiered offerings: The three-legged stool

Client Segmentation, Service & Pricing / Business Growth / Strategy / 16 November 2020

Imagine if an international airline like Qantas applied the same price structure to its different service segments – first class, business, premium and economy. It makes no sense, does it? Yet many financial...

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Small group - Facilitated Program - 3 spots remaining - don't miss out

Client Value Proposition / Business Processes / Business Growth / 6 October 2020

Small group - Facilitated Program - 3 spots remaining - don't miss out

Small group - Facilitated Program - 3 spots remaining - don't miss out

Client Value Proposition / Business Processes / Business Growth / 6 October 2020

The Program draws upon my 26 years’ experience as an adviser and six years helping advisers to a new ‘above the line’ life coaching approach to financial advice, where the focus shifts from...

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The Fee Evolution

Practice Management / Business Intelligence / Strategy / Client Value Proposition / Business Processes / 25 September 2020

The Fee Evolution

The Fee Evolution

Practice Management / Business Intelligence / Strategy / Client Value Proposition / Business Processes / 25 September 2020

It is a well-established tenet of business that while price is defined as the financial reward to your business for providing services to your clients, value is defined as what your clients perceive...

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The Client Centric Advice Program - online (introduction video)

Program Page / Client Value Proposition / Business Growth / Business Processes / Investment Philosophy / 23 September 2020

The Client Centric Advice Program - online (introduction video)

The Client Centric Advice Program - online (introduction video)

Program Page / Client Value Proposition / Business Growth / Business Processes / Investment Philosophy / 23 September 2020

Broadly, as you may well know, key issues for advisers are lack of growth, lack of efficiency, automating systems and processes (which means getting a system and process, THEN automating it) including workflows, managing compliance and regulatory changes,...

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Client Centric Advice Program

Client Value Proposition / Investment Philosophy / Business Processes / Client Segmentation, Service & Pricing / Business Growth / Strategy / Practice Management / 21 September 2020

Client Centric Advice Program

Client Centric Advice Program

Client Value Proposition / Investment Philosophy / Business Processes / Client Segmentation, Service & Pricing / Business Growth / Strategy / Practice Management / 21 September 2020

Broadly, as you may well know, key issues for advisers are lack of growth, lack of efficiency, automating systems and processes (which means getting a system and process, THEN automating it) including workflows, managing compliance and regulatory changes,...

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Podcast - Welcome to episode 54 of The Innovating Advice Show

Client Value Proposition / Marketing / Strategy / Investment Philosophy / 11 August 2020

Podcast - Welcome to episode 54 of The Innovating Advice Show

Podcast - Welcome to episode 54 of The Innovating Advice Show

Client Value Proposition / Marketing / Strategy / Investment Philosophy / 11 August 2020

Welcome to episode 54 of The Innovating Advice Show.  I’m joined by David Haintz, AM, founder of Global Adviser Alpha in Australia which he started after a very successful exit from his prior firm...

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Play the piano, don’t move it

Practice Management / Strategy / Business Growth / Business Processes / 10 August 2020

Play the piano, don’t move it

Play the piano, don’t move it

Practice Management / Strategy / Business Growth / Business Processes / 10 August 2020

There’s an old saying about specialisation: Liberace was paid to play pianos, not to move them. Yet, Australian advisers aren’t taking that lesson to heart, spending too much time doing the financial planning...

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XY Podcast

Client Value Proposition / Business Growth / Business Processes / 9 August 2020

XY Podcast

XY Podcast

Client Value Proposition / Business Growth / Business Processes / 9 August 2020

Great chatting to Clayton Daniel from XY Adviser about some tips for financial advisers from my keys points of inflection & epiphanies over the last 30 years - including why I now do...

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The value of advice - an adviser's playbook

Practice Management / Marketing / Strategy / Client Value Proposition / Business Growth / Investment Philosophy / 13 July 2020

The value of advice - an adviser's playbook

The value of advice - an adviser's playbook

Practice Management / Marketing / Strategy / Client Value Proposition / Business Growth / Investment Philosophy / 13 July 2020

Value of advice - Your Playbook   Financial planning is undergoing a critical transition from its roots as a product sales-based occupation to one that sells professional services and advice.  But as advisers...

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Crisis proof planning

Marketing / Strategy / Practice Management / Business Growth / Client Value Proposition / Fintech / 22 June 2020

Crisis proof planning

Crisis proof planning

Marketing / Strategy / Practice Management / Business Growth / Client Value Proposition / Fintech / 22 June 2020

It was a dozen years ago and the whole world seemed to be falling apart. The Lehman collapse had blown a large hole in many people’s retirement hopes and dreams. Yet only a...

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Advice in a digital streaming age

Client Value Proposition / Client Segmentation, Service & Pricing / Business Growth / Practice Management / Marketing / 20 April 2020

Advice in a digital streaming age

Advice in a digital streaming age

Client Value Proposition / Client Segmentation, Service & Pricing / Business Growth / Practice Management / Marketing / 20 April 2020

It was only a decade or so ago that families on a Saturday night would trundle up to the local Blockbuster Video store and try to find a movie to rent. Remember those...

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Reason to be optimistic: advice over the horizon

Client Value Proposition / Business Growth / Strategy / Marketing / 24 February 2020

Reason to be optimistic: advice over the horizon

Reason to be optimistic: advice over the horizon

Client Value Proposition / Business Growth / Strategy / Marketing / 24 February 2020

You don’t have to go too far in Australian financial advice circles before you hear the last rites for the industry being read. To be sure, the news has been unremittingly gloomy for...

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Organic business growth starts with questions

Marketing / Strategy / Practice Management / Business Growth / Client Value Proposition / Business Processes / 10 January 2020

Organic business growth starts with questions

Organic business growth starts with questions

Marketing / Strategy / Practice Management / Business Growth / Client Value Proposition / Business Processes / 10 January 2020

On just about every measure, 2019 did not turn out the way many people had forecast. Financial markets and geopolitics confounded by the pundits. Likewise, our industry is evolving in ways that few...

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‘Life first’ advice transcends cost

Marketing / Strategy / Business Growth / Client Value Proposition / 21 November 2019

‘Life first’ advice transcends cost

‘Life first’ advice transcends cost

Marketing / Strategy / Business Growth / Client Value Proposition / 21 November 2019

It’s a well-trodden statistic, but worth repeating. Less than 10 per cent of adult Australians use a financial adviser. And even among the top 20 per cent of the market by value, only...

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What problem are advisers trying to solve?

Business Intelligence / Client Value Proposition / Business Growth / Strategy / Marketing / 17 October 2019

What problem are advisers trying to solve?

What problem are advisers trying to solve?

Business Intelligence / Client Value Proposition / Business Growth / Strategy / Marketing / 17 October 2019

“You can get everything in life you want if you will just help enough other people get what they want.” – Zig Ziglar In any industry, the best remunerated people are often those...

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Advice begins where market returns end

Strategy / Client Value Proposition / Business Growth / 20 September 2019

Advice begins where market returns end

Advice begins where market returns end

Strategy / Client Value Proposition / Business Growth / 20 September 2019

Financial advisers who seek to define their value proposition solely in terms of investments may struggle to survive the current inflection point in our industry that is driving the separation of advice and...

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It’s not disruption, it’s opportunity

Client Value Proposition / Marketing / Strategy / Practice Management / Business Growth / 20 August 2019

It’s not disruption, it’s opportunity

It’s not disruption, it’s opportunity

Client Value Proposition / Marketing / Strategy / Practice Management / Business Growth / 20 August 2019

For financial advisers, the combination of forces shaking the foundations of our industry can feel like disruption. For consumers, however, it appears more as empowerment. Between those contrasting perceptions lies opportunity. The job...

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Where advisers really add value

Business Growth / Client Value Proposition / 9 July 2019

Where advisers really add value

Where advisers really add value

Business Growth / Client Value Proposition / 9 July 2019

How can the financial advice sector manage its post-Hayne transition from an industry based on selling product and maximising wealth to a profession devoted to long-term wealth management and helping people live the...

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How to change: seven steps to advice business transitions

Business Growth / Strategy / Business Processes / Practice Management / 25 June 2019

How to change: seven steps to advice business transitions

How to change: seven steps to advice business transitions

Business Growth / Strategy / Business Processes / Practice Management / 25 June 2019

To gain the very best outcomes for clients, advisers often undertake ‘transitions’. Examples of these would include transitions to a new investment approach, a new platform, a managed account, or even a new...

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Success on purpose: what makes a good practice plan

Business Growth / Marketing / Practice Management / Strategy / 13 June 2019

Success on purpose: what makes a good practice plan

Success on purpose: what makes a good practice plan

Business Growth / Marketing / Practice Management / Strategy / 13 June 2019

With a new financial year around the corner, advice firms should be setting to work or finalising business plans for 2019/20. Yet my experience shows that only about 20 per cent of firms...

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Time to fight for your profit margin

Strategy / Business Growth / Practice Management / 28 March 2019

Time to fight for your profit margin

Time to fight for your profit margin

Strategy / Business Growth / Practice Management / 28 March 2019

The economics of Australia’s financial advice sector is about to undergo fundamental change under the combined force of a post-Hayne regulatory shakeup, the slow dismantling of vertical integration in wealth management and ongoing...

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Advisers need to have their ‘Costanza’ moment

Client Value Proposition / Practice Management / Business Growth / 26 February 2019

Advisers need to have their ‘Costanza’ moment

Advisers need to have their ‘Costanza’ moment

Client Value Proposition / Practice Management / Business Growth / 26 February 2019

Reading over the Hayne royal commission’s final report and pondering the fate of financial advice as a profession, it was hard not to recall that episode of Seinfeld in which the hapless George Costanza decides...

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Hatch a plan for post-Hayne prosperity

Strategy / Practice Management / Business Growth / 5 February 2019

Hatch a plan for post-Hayne prosperity

Hatch a plan for post-Hayne prosperity

Strategy / Practice Management / Business Growth / 5 February 2019

Commissioner Kenneth Hayne’s final recommendations are in response to misconduct exposed through the royal commission hearings, where wealth management firms were found to have put their primary focus on selling products instead of...

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Time to plan: a roadmap for advice firms

Marketing / Strategy / Practice Management / 6 December 2018

Time to plan: a roadmap for advice firms

Time to plan: a roadmap for advice firms

Marketing / Strategy / Practice Management / 6 December 2018

As we move to start planning for yet another year, ask yourself this – do you have a documented business plan? That’s a question I ask at the start of my presentations to...

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Fix your fee game

Practice Management / Strategy / Business Growth / 30 November 2018

Fix your fee game

Fix your fee game

Practice Management / Strategy / Business Growth / 30 November 2018

The financial advice profession is undergoing unprecedented disruption. With so many models competing for clients’ money, current and future advisers need to stay on top of their game to remain relevant and in...

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A secret weapon in the war for talent

Business Growth / Practice Management / Strategy / 4 October 2018

A secret weapon in the war for talent

A secret weapon in the war for talent

Business Growth / Practice Management / Strategy / 4 October 2018

Many business programs focus on developing a client value proposition. Fair enough. But there’ll be no value to deliver if you first don’t develop an employee value proposition (EVP). How else can a...

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Everything’s going to be OK

Marketing / Business Growth / Client Value Proposition / Practice Management / Strategy / 6 September 2018

Everything’s going to be OK

Everything’s going to be OK

Marketing / Business Growth / Client Value Proposition / Practice Management / Strategy / 6 September 2018

What do your clients fundamentally care about?  Is it the ups and downs of the S&P/ASX 200 Index and sector leadership in the sharemarket? No, the truth is that most people want you...

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The value of values

Business Growth / Strategy / Practice Management / Business Processes / 31 July 2018

The value of values

The value of values

Business Growth / Strategy / Practice Management / Business Processes / 31 July 2018

Culture and values are the backbone – the glue that holds your business together. But what is culture? Why is it important, and how to we build culture and values? Culture can be...

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Goodbye AUM: pay models in play

Strategy / Practice Management / Client Value Proposition / Client Segmentation, Service & Pricing / 2 July 2018

Goodbye AUM: pay models in play

Goodbye AUM: pay models in play

Strategy / Practice Management / Client Value Proposition / Client Segmentation, Service & Pricing / 2 July 2018

I’m not suggesting AUM is about to disappear, but alternative models are certainly becoming more normal. It’s not surprising with the average current client age in Australia about 62 yet with more advisers...

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Lift your benchmarking game

Strategy / Practice Management / Marketing / Client Value Proposition / Business Growth / 16 May 2018

Lift your benchmarking game

Lift your benchmarking game

Strategy / Practice Management / Marketing / Client Value Proposition / Business Growth / 16 May 2018

When professional golfers play a round, few consistently beat par. The same applies to professional fund managers, asset managers and stockbrokers. While some number will inevitably beat their benchmarks in a given year, most...

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Professionalism lives ‘above the line’

Marketing / Client Value Proposition / 11 April 2018

Professionalism lives ‘above the line’

Professionalism lives ‘above the line’

Marketing / Client Value Proposition / 11 April 2018

Last month, I wrote about how doctors prescribe medicine, instead of selling it. In short, I was suggesting that if the advice industry is to become a true profession, there needs to be a...

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Doctors don’t sell, neither should advisers

Strategy / Practice Management / Client Value Proposition / Marketing / 22 February 2018

Doctors don’t sell, neither should advisers

Doctors don’t sell, neither should advisers

Strategy / Practice Management / Client Value Proposition / Marketing / 22 February 2018

Australians don’t trust financial advisers. Research shows that public trust in advisers remains low. To date, efforts to solve reputational problems haven’t worked. In a 2015 survey, only 24 per cent of Australians...

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Your queries prove your value to clients of the future

Client Value Proposition / Business Growth / 23 January 2018

Your queries prove your value to clients of the future

Your queries prove your value to clients of the future

Client Value Proposition / Business Growth / 23 January 2018

Are we overcomplicating a simple issue or do we need to completely reinvent our industry? Does your business help clients look through the ‘windscreen’ or in the ‘rear view mirror’? As another new...

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This New Year, engage a tech expert, and kiss some stress goodbye

Fintech / Practice Management / Business Intelligence / 20 December 2017

This New Year, engage a tech expert, and kiss some stress goodbye

This New Year, engage a tech expert, and kiss some stress goodbye

Fintech / Practice Management / Business Intelligence / 20 December 2017

The launch of the Financial Planning Association’s excellent fintech white paper at this year’s FPA Congress brought to the fore the need for advice business owners to understand the role of technology. Working...

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The right CRM brings it all together

Practice Management / Fintech / Business Processes / 8 November 2017

The right CRM brings it all together

The right CRM brings it all together

Practice Management / Fintech / Business Processes / 8 November 2017

Ask yourself these questions: Do clients see that your entire team knows them and is across their latest thoughts, issues and concerns? Or do clients receive multiple duplicate emails from you? Does clients...

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It’s easier when you know ‘How?’

Practice Management / Strategy / Client Value Proposition / Investment Philosophy / 17 October 2017

It’s easier when you know ‘How?’

It’s easier when you know ‘How?’

Practice Management / Strategy / Client Value Proposition / Investment Philosophy / 17 October 2017

It’s important not only to have an investment philosophy, but also to be able to rely on it. Success in advising clients should start with the key questions why, what, where, when and...

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The advice clients will pay for in the future

Client Value Proposition / Client Segmentation, Service & Pricing / 7 September 2017

The advice clients will pay for in the future

The advice clients will pay for in the future

Client Value Proposition / Client Segmentation, Service & Pricing / 7 September 2017

The financial advice industry is on the cusp of a paradigm shift; a fork in the road.  While a growing number of financial advisers have embraced a different view of the future of...

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The single biggest value add in your business

Client Value Proposition / Marketing / Client Segmentation, Service & Pricing / 8 August 2017

The single biggest value add in your business

The single biggest value add in your business

Client Value Proposition / Marketing / Client Segmentation, Service & Pricing / 8 August 2017

“If you can’t fault the assumptions, it’s logical to accept the conclusions”. In this article, I will address what I regard as the single biggest value add provided to our clients over...

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Life-first advisers: The future is truly full-service

Client Value Proposition / Client Segmentation, Service & Pricing / 6 July 2017

Life-first advisers: The future is truly full-service

Life-first advisers: The future is truly full-service

Client Value Proposition / Client Segmentation, Service & Pricing / 6 July 2017

If you were to imagine your practice 10 years from now, what would it look like? How would your clients’ needs have changed? What role would you play in their lives? Would you...

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The life-first adviser and how to be one

Client Value Proposition / Marketing / 21 June 2017

The life-first adviser and how to be one

The life-first adviser and how to be one

Client Value Proposition / Marketing / 21 June 2017

Do you see yourself as a financial adviser, an investment adviser or a financial planner? Ultimately, does it matter what you call yourself? Instead, why not frame that question around your clients’ needs...

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The ideal income statement and how to use it

Practice Management / Business Intelligence / Business Growth / 31 May 2017

The ideal income statement and how to use it

The ideal income statement and how to use it

Practice Management / Business Intelligence / Business Growth / 31 May 2017

Are you a financial adviser or a business person in the business of financial advice? From a core purpose perspective, we are not in the business of financial advice, we are in the business...

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The six steps to building a great business

Strategy / Business Processes / Business Growth / 12 May 2017

The six steps to building a great business

The six steps to building a great business

Strategy / Business Processes / Business Growth / 12 May 2017

Often, practices focus primarily on their client value proposition, and that’s important. While many advisers focus ‘below the line’ (on investments and products), I’ve proposed repositioning this to ‘above the line’ (people, goals...

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The future belongs to the professionally managed

Practice Management / Strategy / 20 April 2017

The future belongs to the professionally managed

The future belongs to the professionally managed

Practice Management / Strategy / 20 April 2017

What is the difference between a financial advice practice and a business? And what does it matter? In the recent past, there has been much said about the impact of technology on the...

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The new wealth adviser must serve the new client

Client Value Proposition / 22 March 2017

The new wealth adviser must serve the new client

The new wealth adviser must serve the new client

Client Value Proposition / 22 March 2017

In Australia, the financial planning and wealth management profession is heading towards a seismic shift in form and operation – under pressure from both the government and clients. Recent financial advice scandals have...

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Financial planning revolution: don’t be first against the wall

Client Value Proposition / 2 March 2017

Financial planning revolution: don’t be first against the wall

Financial planning revolution: don’t be first against the wall

Client Value Proposition / 2 March 2017

A revolution is in full swing – a quiet revolution, but a revolution nonetheless. If you believe that, keep reading. If you don’t, head for the exit now. It’s wake-up time. The facts are...

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Time to update your world view

Practice Management / Client Value Proposition / 19 January 2017

Time to update your world view

Time to update your world view

Practice Management / Client Value Proposition / 19 January 2017

David Haintz, AM is principal at Global Adviser Alpha. His column will appear in the February print edition ofProfessional Planner, coming soon. Until then, the following article, including a brief Q&A, provides a taste...

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