Planner Pulse 027: [Pricing series] Gary Lucas — Pricing values and outcomes based advice (plus bonus portfolio strategy chat)
Today I’m joined by Gary Lucas who is a financial planner and director at DMG Financial in Sale — a regional town in Victoria of about 14,000 people.
DMG Financial is a mature business. It has accounting and audit divisions, and employs around 40 staff.
The chat I had with Gary was recorded back in April 2015, not long after the Trowbridge report was released.
Listen and learn
In this episode, we talk about:
How DMG Financial — which is a mature financial planning business with a lot of legacy clients — is transitioning away from commissions and funds under management, to dollar-based fees
The process Gary uses with clients, and where the fee discussion fits within that process
How Gary has managed to get the team on board and involved in the transition process
What DMG recently changed around how they manage investment portfolios, so they are able to deliver better outcomes for clients