Let's get ready to rumble: Financial planning strategy battles that help tell client stories

Telling client stories is a simple way to help future clients and your professional network, understand what you do and who you serve. Not just the investment, super and insurance things, but the deeper stuff, like being a sounding board, and providing a sense of confidence and control.

But apart from the grab-a-tissue insurance claim stories, or inspirational I-achieved-my-dreams stories, there’s not much variety going around.

That means it's easy to stand out.

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Planner Pulse 042: Reuben Zelwer — Remembering Lawrence Shamrakov

On 20 January 2016, Lawrence Shamrakov, a young financial adviser, lost his life in an accident while cycling to work on a busy road just outside of Melbourne. He was just 25 and left behind his wife, his future first daughter, family, friends, and his business partner at Adapt Wealth Management — Reuben Zelwer.

In the final episode of the Planner Pulse podcast, Reuben shares what we can learn from a young adviser with an attitude to work and life that earned him a great deal of respect from his peers.

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Planner Pulse 040: Baz Gardner — Social business for financial advisers

In this episode of the Planner Pulse podcast, I chat with Baz Gardner from The Social Adviser.

You’ll discover: how Baz used an old school online bulletin board to attract clients that had similar interests to him, the difference between pitching and building relationships based on giving value, how to automate contacting a client when they turn 55 to talk about transition to retirement, and more.

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Planner Pulse 038: [Pricing series] Adriano Donato — Pricing for high and low complexity clients in a 100% fee-for-advice financial planning practice

In this episode of the Planner Pulse podcast, I chat with Adriano Donato from Roskow Independent Advisory.

You’ll discover: how and why Roskow price their advice using a 100% fee model (and we get into the nitty gritty numbers), how they make a pure fee for advice model work for both high and low complexity clients, what mistakes they’ve made with their pricing, and more.

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Planner Pulse 036: [Pricing series] Rick Horvat — Pricing for sustainability and longevity in a fee-for-advice financial planning practice

In this episode of the Planner Pulse podcast, I chat with Rick Horvat from Horvat Financial Advisors.

You’ll discover: how Rick and the team have priced their services so their business remains sustainable and enjoyable over the long term, what pricing mistakes they’ve made, why Horvats don’t put their fees on their website, and more.

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Planner Pulse 034: Michael Rees-Evans — Starting an independent financial planning practice

In this episode of the Planner Pulse podcast, I chat with Michael Rees-Evans from Libertas Wealth.

You’ll discover: how Michael used strong connections with an accounting business to help attract clients right from the get-go, why being independent is important to him and his clients, what challenges Michael's had around capital, hiring, managing outsourcing providers, and more.

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Planner Pulse 031: [Start-up series] Verse Wealth — Client acquisition via content marketing and social media

In this episode of the Planner Pulse podcast, I chat with James O’Reilly and Cory Wastle from Verse Wealth.

You’ll discover: what strategies Verse Wealth are using to attract new clients, how Verse are using social media in their marketing, what strategy Verse are using with their Facebook ads including their results so far, and more.

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Planner Pulse 027: [Pricing series] Gary Lucas — Pricing values and outcomes based advice (plus bonus portfolio strategy chat)

In this episode of the Planner Pulse podcast, I chat with Gary Lucas from DMG Financial.

You’ll discover: how a mature business is transitioning away from commissions and FUM to dollar-based fees, where the fee discussion sits in his client process, how Gary got his team on board for the transition process, and more.

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Your marketing plan is just like a long-term investment strategy

One of the things that typifies many financial planners’ marketing tactics, is a flurry of activity once or twice a year, followed by deathly silence. It’s the marketing equivalent of investing $12,000 when you think the market’s bottomed out, rather than $1,000 each month.

But if your marketing activity is dictated by your enthusiasm, how busy you are, or how full (or empty) your bank account is, then you might want to consider a different, more consistent approach.

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