Lumiant Live: Recent Episodes
Mark Akeroyd
The podcast for advice professionals that believe in a values-based advice experience but still have that question “how does it all work?”. The Lumiant Live podcasts connects listeners with other advice professionals to hear best practice client stories or business examples and lifts the lid on how they made it happen.
In this episode, we have Xander Hawes as our featured guest, Financial Advisor with Invest Blue. Xander shares how financial advisors can gain valuable insights from both new & existing clients by embracing a streamlined process and stepping into sometimes uncomfortable values centric conversations.
Xander shares two personal client stories with tips & insights such as:
- The need to step out of the comfort zone to achieve better client experiences and improve retention.
- The significance of following a streamlined values process, showcasing how it adds value to both advisors and clients.
- The balance of experience vs just following process.
- The value of prioritizing clients' values and goals in financial planning, resulting in a more personalized and transformational experience for client, regardless of the length of time you've had a relationship with them.
To learn more about how Lumiant can help you engage clients with values-based advice visit www.lumiant.io
In this episode, Mark is joined by Brayden Kliendienst, a dynamic and dedicated financial advisor from Invest Blue.
After recently completing his Professional Year & inheriting a book of clients from a previous advisor, Brayden shares his insights and experiences on how integrating Lumiant has differentiated his client experience for these clients.
He shares 3 client success stories all with practical tips for new advisors and/or those inheriting books and wanting to expedite their relationship with clients.
Key Takeaways from this episode:
- How Brayden used Lumiant to expedite trust & rapport.
- How Brayden used effective survey prepositioning to overcome resistance, enhance engagement and personalize the experience.
- How Brayden uncovered hidden client values, guiding clients to embrace changes, like guilt-free spending or new investments, empowering them to live their best lives confidently.
To learn more about how Lumiant can help you engage clients with values-based advice visit www.lumiant.io
In this episode of Lumiant Live, Mark sits down with Antony Fernando, Principal Advisor of St. Anthony, a financial services professional with an impressive 24-year tenure in the industry. Antony's journey into financial advising led him to become one of the early adopters of Lumiant's platform.
During our conversation with Antony and understanding his Lumiant enhanced client experience, we discuss:
- The power of offering two complementary meetings to understand clients' holistic needs and build trust.
- The significance of crafting a "Journey To Success Roadmap" is to resonate with clients and provide a meaningful experience.
- How authentic and genuine client interactions can lead to client satisfaction and referrals.
- The importance of showcasing Lumiant's client portal to enhance transparency and keep clients engaged throughout their financial journey.
To learn more about how Lumiant can help you engage clients with values-based advice visit www.lumiant.io
Mark is joined by Ross Marino, the Founder and Advisor at Transitus Wealth Partners and the Founder and CEO of Advisor 2x. In their conversation, they discuss the "shift" in financial planning conversations and how to address financial questions without solely focusing on numbers.
In this episode, Ross & Mark cover:
- Four-Step Process: How Ross employs a structured four-step approach in financial planning, starting with understanding the client's situation and progressing through exploring their financial history, thoughts, and feelings.
- Non-Judgmental Listening: How Ross emphasizes creating a judgment-free atmosphere during client interactions to encourage open sharing and establish trust.
- Reframing Client Perspectives: Ross occasionally helps clients see their financial situations positively by considering long-term consequences and alternatives to their decisions.
- Mission Statement: Having a mission statement, such as "Help others worry less and focus on what to get right," guides his conversations and decision-making processes.
To learn more about how Lumiant can help you engage clients with values-based advice visit www.lumiant.io
Mark is joined by Wayne Titus, Advisor & managing Director of Savant Wealth Management
Wayne has been involved in the financial services industry since 1991. He served as the founding partner of AMDG Financial and AMDG Tax & Accounting from 2002 until it joined with Savant in 2021. Since Savant partnered with Lumiant, Wayne has been leading the embedment and coaching of the Lumiant enhanced goals conversation.
In this episode Mark & Wayne discuss:
- Aligning advisory processes with tools and depth of discovery.
- The interpretive approach in advising.
- Focusing on delivering an ideal future for clients.
- Distinguishing between efficiency and effectiveness in client relationships.
- Client and advisor responsibilities, emphasizing long-term, knowledge-based relationships.
To learn more about how Lumiant can help you engage clients with values based advice visit www.lumiant.io
In this episode, Mark Akeroyd is joined by Lumiant's head of marketing, Ash Lockett.
With over 15 years experience in communications and marketing, Ash has been responsible for developing marketing strategies that have helped global B2B and B2C brands grow in their respective markets, including OPPO, Dell, AMP, Randstad and more. He's also recently completed a Mini MBA in Marketing and is now looking to share his knowledge to help advisors grow in an increasingly competitive market.
In this episode, Ash and Mark discuss:
- Why digital is only a small part of the marketing toolkit you have at your disposal
- The essence of marketing and what you should be looking to achieve
- Three steps to creating a winning marketing strategy
- The four P's of marketing and how you can use them to grow your business
Throughout the episode, Ash refers to several resources. We have included links below:
- The science behind mental and physical availability: How brands grow by Byron Sharp (audio book version recommended)
https://www.audible.com.au/pd/How-Brands-Grow-Audiobook/B00I5OZBEI?action_code=ASSGB149080119000H&share_location=pdp
-
The steps to develop a marketing strategy: Three axioms and three questions that summarise all of brand strategy by Mark Ritson in Marketing Week
https://www.marketingweek.com/mark-ritson-brand-strategy-marketing/ -
Brand positioning: Mark Ritson on the Power of Apple's Brand Positioning (10 min watch)
https://www.youtube.com/watch?v=1iAEqKH8ebE -
The Four Ps of Marketing: The Four Ps of Marketing and How to Use Them in Your Strategy by Alexandra Twin in Investopedia
https://www.investopedia.com/terms/f/four-ps.asp -
The Van Westendorp Pricing Model: How To Price Your Product: A Guide To The Van Westendorp Pricing Model by Rebecca Sadwick Shaddix in Forbes
https://www.forbes.com/sites/rebeccasadwick/2020/06/22/how-to-price-products/?sh=15fbcea455c7
Coming Soon Lumiant's Whitepaper, Marketing Strategy: How to get it right. Find it on www.lumiant.io/insights/categories/whitepapers
To learn more about how Lumiant can help you engage clients with values based advice visit www.lumiant.io
Mark is joined by Alli Jordan, President & COO of LibertyFi.
Alli was recently recognised as one of Investment News' 40 under 40. In her role at LibertyFi she's responsible for many aspects of the business, from sales to service escalations to ensuring the advisors they work with are able to fully support their end clients. In addition her blogs help growth-oriented RIAs scale their practices as well as being a mentor through the Envestnet Institute On Campus’ Women in Wealth Management program.
In this episode, Alli and Mark discuss:
- A client story close to Alli's heart that demonstrates the impact of focusing on retirement go-go years can have engaging the non-financial spouse in a relationship.
- Alli's observations of the next generation of advisors wanting to become the Quarterback of their client's wellness journey.
- How advisors should assess their true capability requirements before hiring and ask, what am I hiring for?
- How advisors can grow leverage for their business through outsourcing things that don't drive revenue and focusing on things that do.
- The need for advice businesses to invest in tech & tools they've already got rather than the next shiny thing and some great tips to do this!
To learn more about how Lumiant can help you engage clients with values based advice visit www.lumiant.io
To learn more about how LubirtyFi can help you grow leverage in your firm visit https://libertyfi.com/
Mark is joined by Tom Frisby, FShift Creator at DMW Strategic Consulting.
Tom specializes in Financial Services practice management, consulting, coaching and The Experience Economy instruction, helping numerous Advice Practices, design, implement and live their client experience.
In this episode, Tom and Mark discuss:
- How Tom helps advice practices find the balance of efficiency in practice management and their client experience
- The need for Advisors to lead the client narrative to shape perception
- How advisors can shift from telling their clients "what to do" to "leading them" to the next place.
- How advisors can truly answer - "What is it I do? What business am I in?"
- Some of the powerful questions you can use with clients to help guide their transformation to their best life.
- What customer sacrifice means within experience design and how you can close the gap
To learn more about how Lumiant can help you engage clients with values based advice visit www.lumiant.io
Mark is joined by Michelle Smith, CEO of Source Financial Advisors.
Michelle has helped thousands of women understand their financial options before, during, and after divorce. She is a passionate advocate for women’s financial literacy and developed an educational program and platform, Wife2CFO™, for women who want to design their financial future post-divorce.
In this episode, Michelle and Mark discuss:
- How Michelle helps newly minted CFO's regain control through economic independence
- How she re-designed her space to help her clients feel and see what's in them.
- How she helps women find identity through re-branding post divorce
- Using play to help set spending priorities and inspire permissible playful thought
- two powerful client stories of how Michelle has brought this passion to life through her clients
To learn more about how Lumiant can help you engage clients with values based advice visit www.lumiant.io
Mark is joined by Dennis Moseley-Williams, Founder of DMW Strategic Consulting and expert in the experience economy.
Dennis helps organizations understand that customer experience is the predominant economic offering in the world today — as distinct from services as services are from goods. He demonstrates ways in which experiences can be crafted and staged so that they entice, educate, satisfy, and transform.
In this episode, Dennis and Mark discuss:
- The experience economy and what it means for advisors
- The difference between services and experiences
- How the role of our Financial Advisor is to stage a series of sequential experiences to guide clients through transformations
- A shift in focus from "what I've done" for clients to "who I've helped them become".
- Why there is a disconnect between customer satisfaction and client referrals.
- Practical steps advice businesses can take to implement transformational experiences for their clients.
To learn more about how Lumiant can help you engage clients with values based advice visit www.lumiant.io
Mark is joined by Heather Holmes newly appointed Chief Evangelist Officer at Lumiant.
Heather and her team have joined Lumiant in the recent acquisition of Heather's company, Genivity. In this episode Heather and Mark discuss:
- Heather’s journey from the Health industry to FinTech and the origin story of Genivity
- How HALO helps advisors engage the Chief Medical Officer of the family to empower them to make financial decisions
- The impact having the real time lifestyle optimisation toggles can have engaging clients to make better lifestyle choices that impact their quality of life but also their potential cost of extended care in the later stages of life.
- How HALO helps advisors as a lead magnet, as well as a proposition differentiator and planning scenario input to ensure you’re not just modelling based on the average…as no client’s life is just average
- Why Lumiant & HALO working together can help clients live better, longer and on purpose.
To learn more about how Lumiant can help you engage clients with values based advice visit www.lumiant.io/halo
For episode 1 of Season 3, we flip the script!!!
Usual host Mark, gets in the hot seat and is interviewed by Graham Thomas of wealthmanagement.com.
In 2022 Lumiant expanded across Australia, New Zealand and the USA and has some great learnings along the way. In this episode, Graham interviews Mark on:
- The differences we've observed between the US and Australian markets
- Mark's view on the impact ChatGPT might have on the advice experience and what advice experiences entail
- Lumiant's client insights, top areas of wellbeing & values from their 2022 year in review report
- The 10 traits of values based advisors they've observed embedding great values based experiences
To learn more about how Lumiant can help you engage clients with values based advice visit www.lumiant.io
Our last guest for 2022 and Season 2 of Lumiant Live is Dan Graham of Next Gen Planners . Dan joins us all the way from the UK where he is the Head of Community Experience at NextGen Planners and also the Chief Designer at docVinci.
In both his roles Dan has built extensive experience helping advisors build and execute on their brand & marketing with the aim to stand out from the crowd and deliver great client experiences. In this episode Dan joins Mark to discuss:
- What your docs say about you & your business
- How to build and show your business and personal brand
- The importance of a unique service proposition
- How social media can be a great marketing tool for organic growth
- Some simple frameworks and activities you can use to bring all of these ideas to life
To learn more about how Lumiant can help you engage clients with values based advice visit www.lumiant.io
This week's guest is Calypso Waddell, Team Leader at Australian Private Capital (APC). With her years of experience managing process and operations at APC, Calypso joins us to discuss how they went about changing their tech stack and client experience, in particular with their team based approach to advice.
Calypso discusses:
- How APC manage their team based approach to advice rotating advisors and making support staff client facing
- The foundations they need to have in place to execute team based advice experiences
- How they assessed their tech stack & experience when they were considering a change
- How they considered rolling out the change with their client base
- What their decision making process was for changing their business templates, tasks and deliverables.
To learn more about how Lumiant can help you engage clients with values based advice visit www.lumiant.io
This week's guest is Sarah Matthews, Head of Advice Delivery at Virtual Business Partners. Sarah jumps on the podcast to discuss her insights across her rich expertise in particular in her previous role as a money coach and now her role at Virtual Business Partners.
In this episode Sarah discusses:
- How clients can fall in to the trap of doing what society expects not what they truly want
- How to unpack your clients money story and any limiting beliefs
- The presence of subconscious behaviours and their potential self sabotaging money effects
- The trends she sees in the over 200 advice business she works with
- How to move from not just a great digital client experience but a digital employee experience to leverage global talent
To learn more about how Lumiant can help you engage clients with values based advice visit www.lumiant.io
This week we're joined by Jordan Hutchison, Head of Product at Shaping Wealth. Jordan is an industry expert in the financial technology and financial planning profession. Jordan has held many leadership roles within the industry and has many academic accolades in particular a Doctorate in behavioral science, specifically in positive psychology.
Jordan joins us to discuss his expertise in Flow Theory, the art of "getting in the zone" and how you can use this theory in both your business and with your clients. In this conversation we cover:
- What flow theory is and how you can harness it at work, at home and with your clients.
- The impact of flow theory on advisor and client wellbeing
- What frameworks you can use with yourself and your clients to find what gives you flow, energy and fulfilment
- Key questions you can use in client appointments to help clients discover what gives them the most fulfilment in life
- How to harness what gives your client's energy into "snackable" actions to help close the action/intention gap.
To learn more about how Lumiant can help you engage clients with values based advice visit www.lumiant.io
We continue our conversation with Matt Brinker, Managing Partner of Merchant and Lumiant Board Member.
In part 2 of this conversation we discuss:
- What a focus on net new assets says about your business
- What having a consistent and repeatable client experience indicates about key staff metrics like retention and development.
- The challenge of key person dependancy within a business' client experience
- The impact of marketing & branding to bridge that gap after your sphere of influence is exhausted
To learn more about how Lumiant can help you engage clients with values based advice visit www.lumiant.io
In this 2 part series we're joined by Matt Brinker, Managing Partner of Merchant and Lumiant Board Member.
We often speak about the impact a consistently great client experience would have on a business valuation but we decided to go straight to someone who does this for a living! Matt and Merchant are focused on evaluating new investment opportunities and helping partner firms work through strategic and operational initiatives for growth and scale.
In this episode we discuss:
- What it is that Merchant look for in a successful business
- How to measure for culture
- The microcosms of culture that indicate business health
- How to measure and identify the impact of a great client experience
- The value of organic growth vs inorganic growth
To learn more about how Lumiant can help you engage clients with values based advice visit www.lumiant.io
We're often asked at Lumiant, how advice professionals can consider designing their client experience. It's a challenge many advice professionals have to work through when they put on their business owner hat and without the right framework can often feel daunting.
To help, we enlisted the services of our design professional Guy Ligertwood, Head of Design here at Lumiant to talk through a simple design framework advice professionals can use in their business when thinking about experience design.
In this episode Guy discusses:
- His experience transitioning from a non-design background to a design role. A place Advice business owners find themselves in all the time!
- His observations of experience design within the Advice industry
- The double diamond design framework - define the problem, research the problem, design , deliver then go around again and iterate
- The importance of really testing if you're solving the right problem
- Knowing when to acknowledge and embrace bias in the process
- The importance of circling back post implementation to test if the problem was really solved.
To learn more about how Lumiant can help you engage clients with values based advice visit www.lumiant.io
In this episode we're joined by Mike Mcleod from Enlightened Financial Solutions who isa retirement and social security specialist for mum & dad type clients at Enlightened Financial Solutions, Mackay.
Mike brings in a couple experiences with his retiree clients as well as shares some great insights into:
- His own change journey from not wanting to have these conversations for himself, but not precluding his clients from experiencing it
- How he builds mutual trust with clients
- How he uses storytelling to create impact
- The key values themes he hears from his specialist client base
To learn more about how Lumiant can help you engage clients with values based advice visit www.lumiant.io
In this episode we're joined by Brent Brodeski, CEO of Savant Wealth Management. Savant Wealth Management has over 300 employees providing wise counsel to individuals, families, and businesses across the US.
Brent joins us to discuss:
- The origin story of Savant
- What Savant's vision of building ideal futures means
- His desire to build frameworks from clients to understand their vision, values, wellbeing priorities and levers.
- The value cycle between clients, employees and the broader community.
- Savant's aim to find the intersect between excellence and growth.
- His vision for the industry and advice business, to move to demonstrating value around building ideal futures with a deep bench of specialists.
To learn more about how Lumiant can help you engage clients with values based advice visit www.lumiant.io
We continue our conversation with Brian Pasalich, CEO of Syntoniq.
In part 2 of the interview Brian discusses:
- The impact of jumping in quickly to save people when they say they don't know
- The power of embracing healthy conflict between spouses as well as between client and advisor
- Addressing thought "intention" versus thought "action"
- Asking how to hold clients accountable to their plans
To learn more about how Lumiant can help you engage clients with values based advice visit www.lumiant.io
In this episode we're joined by Brian Pasalich, CEO of Syntoniq. Brian shares our passion for advice experiences that acknowledge the human in all of us.
In part 1 of this 2 part interview Brian discusses:
- It doesn’t matter what we think. Our role is to make clients think – How do we know our clients if they don’t know themselves?
- Acknowledging the parent/child relationship within an Advisor/Client relationship.
- Confronting without being confrontational, getting comfortable being uncomfortable in the conversation.
- The danger of "relating" to your client in the conversation
- The difference between being "liked" and making an impact.
To learn more about how Lumiant can help you engage clients with values based advice visit www.lumiant.io
We're back for our first episode of Season 2 with our first guest from New Zealand. We're joined by James Gray from Liberty Life in Auckland.
We excitedly got James on after he shared an amazing email he got from a client updating him on their goals. We unpack this story and learn from James:
- how he engages the non-financial spouse
- what body language tells him about engagement
- the powerful questions he uses to uncover the why and;
- how it's all about amplifying trust
To learn more about how Lumiant can help you engage clients with values based advice visit www.lumiant.io
Part 2 of our conversation with Dr. Travis Parry of the Make Time Institute. In this episode Mark and Travis go next level down to discuss practical examples of implementing Travis' frameworks for achieving balance.
The discuss:
- The benefits of getting values alignment with your spouse for your business and life
- Who and how to use an accountability partner if you don't have a spouse
- How to create an ideal calendar to help you achieve your balance
- Where to find your work "sweet spot"
- Harnessing your "fear tree" to put plans into actions
To learn more about Dr. Travis Parry and his work head to https://www.travisparry.com/.
You can also purchase a copy of his #1 Best Seller Book "Achieving Balance" at https://www.travisparry.com/book.
To learn more about how Lumiant can help you embed values based advice into your business click visit www.lumiant.io
This episode is all about YOU!
Lumiant Live is traditionally focused on how advice professionals have helped clients through their values based advice experience. In this episode we flip it around and focus on how you can help yourself, live your best life.
Our very special guest is Dr. Travis Parry, founder of the Make Time Institute and author of #1 best selling book, Achieving Balance. Travis' research and specialization is in helping Financial Professionals and Business Owners achieve balance.
In part 1 of this 2 part series we discuss:
- Travis' journey from Advisor to Advisor to Advisors.
- Why your business objectives must align to your relationship objectives
- The challenges financial professionals face due to their desire to "help everybody"
- The alignment between freedom, flexibility & finances
- How to achieve balance through understanding your internal values & goals, creating your ideal calendar and having an accountability partner.
To learn more about Dr. Travis Parry and his work head to https://www.travisparry.com/.
You can also purchase a copy of his #1 Best Seller Book "Achieving Balance" at https://www.travisparry.com/book.
To learn more about how Lumiant can help you embed values based advice into your business click visit www.lumiant.io
Mark is joined by Scott Douglas Director and Wealth Specialist from IMFG Corporate Wealth Solutions in Sydney.
Over this 2 part episode, Scott and Mark discuss how Scott has managed changing to a values based experience with his clients, his 10 advisers and his broader business.
In part 2, Scott discusses the change management side of implementing a values based advice experiences across his practice. He covers:
- The steps he took to embed the experience in the DNA of IMFG
- How he engaged his advisers in the change
- How he broke down each step of the process to align internal processes and the client facing website
- The benefit of having experience advisers take the lead in client meetings to role model the change
To learn more about how Lumiant can help you embed values based advice into your business click visit www.lumiant.io
Mark is joined by Scott Douglas Director and Wealth Specialist from IMFG Corporate Wealth Solutions in Sydney.
Over this 2 part episode, Scott and Mark discuss how Scott has managed changing to a values based experience with his clients, his 10 advisers and his broader business.
In part 1, Scott unpacks a client story where a client was initially resistant to the change to this experience. He covers:
- How he tackled his client's objection, "I'm not going to do this, it's not for me, it's for younger people"
- The power of giving your client an "opt out"
- The impact of demonstrating where there is a divergence in your process for your client
- How the values experience provides balanced discussions for both spouses where there is a dominant spouse, providing voice for the passive spouse in the relationship.
- The impact of connecting goals to the "why" empowering clients to make their decisions
To learn more about how Lumiant can help you embed values based advice into your business click visit www.lumiant.io
In this episode, our guest is Wayne Elliot from Albert, Delany & Elliot Financial Services in Wynnum, Queensland.
Wayne & Mark discuss a couple client examples of Wayne's which highlight how he brings values based advice to life with Lumiant. In particular Wayne shares:
- How he helps a client visualise and connect with their goals by asking "and who are you doing that with?"
- His review experience which is more about"re-focusing"
- How his "best life" advice experience with his clients focuses on recognising where they've come from, celebrating where they are now and looking towards the future
- A true intergenerational wealth experience advising across family generations
- How he's using the Lumiant process for his own business succession planning
To learn more about how Lumiant can help you embed values based advice into your business click visit www.lumiant.io
Welcome to part 2 of our 2 part conversation with Adam Drinkwater from Treysta and his client Steve Mark. In this episode we flip the conversation and tap into Steve’s vast legal ethics experience to gain his and Adam’s reflections on how the Lumiant experience helps advisers meet their ethical obligation.
In this episode we leverage Steve’s insights from when he helped shape the FASEA ethics education program to unpack:
- The questions advisors must ask of their process when interpreting regulation
- How advisors should consider the questions clients might consider and address these as part of their process
- The requirement to invest in interpersonal and communication skills to overcome the barriers clients might put up that obstruct truly getting to know a client’s interests
- The practice of taking yourself through your experience to feel what a client would feel
To learn more about how Lumiant can help you embed values based advice into your business click visit www.lumiant.io
In a Lumiant Live first, Mark is not only joined by adviser Adam Drinkwater from Treysta Wealth but also his client, Steve Mark!
Treysta Wealth has been in practice for 30 years and Adam is one of 2 key advisers in the firm. Adam and the team proudly bring values based advice to their 400 clients.
Steve, not only is Adam's client but is a lawyer by profession. Steve's business, Creative Consequences is a law, business and regulation advisory. Steve has also been a teaching fellow in legal ethics and business law and played a key role in developing the ethics education program for people who are facing the FASEA code of conduct.
In part 1 of this 2 part series Adam, Steve and Mark discuss the experience Steve had firstly as a client, specifically talking about:
- How Adam pre-positioned the experience on his introductory call
- Steve's first impressions of the experience as a client
- How Steve offered not to go through the experience because he was only simple, and how Adam talked him through it.
- How the experience helped Steve explore who he was and what his own barriers were
- How the Investment Preferences conversation helped Steve understand what he's doing and why he's doing it when it comes to risk tolerance and investment choices.
To learn more about how Lumiant can help you embed values based advice into your business click visit www.lumiant.io
Welcome to Part 2 of our discussion with Gavin Spitzner of Wealth Consulting Partners.
In this episode Gavin & Mark will continue to unpack the diversity conversation as well as tackle:
- How businesses may leverage this proposition to change their team structures
- How good businesses stand out from the crowd
- Balancing the challenge between hyper personalisation and commerciality
- What the top growing firms do
- Matching emotional propositions with advises logic and expertise
To learn more about how Lumiant can help you embed values based advice into your business click visit www.lumiant.io
More of a visual person? You can watch the episode on our youtube channel here.
In this exciting episode, Mark is joined by Gavin Spitzner, Founder and President of Wealth Consulting Partners based out of New Jersey.
As well as being a strategic advisor across a breadth of specialties, Gavin has partnered with numerous top 25 U.S. and Global banks, broker-dealers as well as asset managers, RIAs and Fintech/WealthTech firms to develop and implement innovative advisor and client experience solutions leveraging modern technology and processes to improve top and Bottomline business performance
In part 1 of this 2 part series Gavin and Mark discuss:
- The difference between effectiveness & efficiency
- The emerging requirement for hyper personalisation within advice experiences
- How a values based proposition is good business
- The impact of repeatable process and effective data flow on business valuations
- How a differentiated proposition will not only have impact on attracting new clients but also diverse talent to the industry.
To learn more about how Lumiant can help you embed values based advice into your business click visit www.lumiant.io
More of a visual person? You can watch the episode on our youtube channel here.
This is Part 2 of our 2 part conversation with Werner Jansen of Purpose Advisory
This second half of our conversation with Werner spans:
- How Werner brings to life the investment conversation and how he educates clients around investments
- How he chooses to play the role of an accountant accountability partner for his clients and the impact that has on his clients perception of value and;
- A reflective conversation where we discuss how as an industry we've conditioned clients to care about investments and that we equally can and should condition clients to care about their values and goals.
To learn more about how Lumiant can help you embed values based advice into your business click visit www.lumiant.io
More of a visual person? You can watch the episode on our youtube channel here.
Mark is joined by Werner Jansen from Purpose Wealth in Sydney. This is our first conversation that’s had so many insights we’ve decided to break it up into 2 parts! In part 1 you’ll hear Werner bring to life a client example and discuss:
- How his business has 3 specialist hats that help with clients as opposed to one person having to own 3 hats
- How he plays the facilitation role with clients
- How he inspires action in his clients by linking values to actions required.
- How he assess the impact of his strategies on a client’s values when it comes to review and;
- How he explains to clients it’s not always about more money but getting more out of life
To learn more about how Lumiant can help you embed values based advice into your business click visit www.lumiant.io
More of a visual person? You can watch the episode on our youtube channel here.
Mark is joined by Mark Pearson from Innovative Wealth Solutions in Melbourne. In this episode Mark Pearson shares his reflections from two clients who he’s taken through a values-based advice experience. In this episode you’ll hear:
- How clients can have different values but upon investigation, hold the same meaning
- How the values experience can impact the perceptions of the clients on each other
- How he pre-positions the tension that may arise in order to normalise it
- How using a values based experience can turn around the trust of a client who’s had bad experiences with advice in the past and;
- How he explains the 8 dimensions of wellbeing and their interactivity and balance
To learn more about how Lumiant can help you embed values based advice into your business click visit www.lumiant.io
More of a visual person? You can watch the episode on our youtube channel here.
Mark is joined by Andrew Zbik of Creation Wealth in Sydney.
Andrew joins the podcast to talk about a client who had significant cashflow surplus but still harnessed a desire to spend without guilt, as well as some great best practice, like how to overcome that hurdle of introducing something new to clients you've had for years!
Andrew covers:
- How he introduces his new process with clients he's got a long relationship with.
- How he prepositions the values process at the start of review meetings
- Some great tips on body language and space to hold the conversation
- Navigating the conundrum of objectively great strategies versus subjectively greater strategies
To learn more about how Lumiant can help you embed values based advice into your business click visit www.lumiant.io
More of a visual person? You can watch the episode on our youtube channel here.
Mark is joined by his first overseas guest, Mark Ciucci. Mark Ciucci has had an illustrious career in the US as Vice President of training and onboarding at Goldman Sachs. He was also a founder and Senior Vice President of Planning & Guidance at United Capital .
Mark joins the podcast to discuss his experience in creating the values based card game at United Capital, howe he trained it, and the questions he learned were the best way to facilitate the right conversation.
Mark covers:
- His journey of experience design & implementation of values based advice at United Capital.
- The 3 rules who used to set the tone for the values cards conversation
- What follow up question to use when a client is dodging the "why is it important to you" question.
- How practice managers can overcome the objection "my client won't want to do that".
To learn more about how Lumiant can help you embed values based advice into your business click here
More of a visual person? You can watch the episode on our youtube channel here.
Mark is joined by Sue Viskovic Managing Director of Elixir Consulting, a team of expert consultants that empower advisers to deliver better advice through the evolution of better business practices.
Sue joins Mark to discuss the often overlooked change management side of things, for business owners or practice managers looking to implement a values based experience into their practice.
Sue covers:
- How business can get really clear on what you're trying to create
- What are they steps you need to consider before implementing new processes or technology
- How you can create systems and still personalise the client experience at scale
- The impact of involving your entire team in the change and celebrating little wins
- The importance of the dreaded "Role Play"
To learn more about how Lumiant can help you embed values based advice into your business click here
More of a visual person? You can watch the episode on our youtube channel here.
Mark is joined by James Williamson from Millhaven Financial Services in Sydney.
James joins Mark to discuss two great client examples. One where they've just completed the Annual Progress Meeting, reviewing the values they set last year. The other, where James experienced first hand the shift in power between the CFO spouse (a CEO by trade) and his wife the Non-CFO spouse as they unpacked their contrasting values.
James covers:
- How he conducts the review experience as it pertains to values
- How he uses "How do you feel" questions to bring connection to the intangibles of advice
- How you must stick to your process even in the face of a client that may not be initially be into the values conversation and
- How he navigated the values discussion when the CFO and Non-CFO spouse had contrasting values
To learn more about how Lumiant can help you embed values based advice into your business click here
More of a visual person? You can watch the episode on our youtube channel here.
Mark is joined by David Haintz from Global Adviser Alpha, a B2B consultancy helping leading global advice businesses become world class and achieve outstanding result for all stakeholders
David joins Mark to discuss how he brought values based advice to life in his time as an adviser in his own firm and how he now helps practices scale their business through a values based advice experience.
David covers:
- How he took his business of 120 advisers from 25% conversion of new clients to 67%, doubling their client base, revenue and FUM through creating a consistent values based experience
- The power of leading with the question "What's important about money to you?"
- Dispelling the myth that just because someone has got alot of money, doesn't mean they don't want to talk about the "fluffy" stuff.
To learn more about how Lumiant can help you embed values based advice into your business click here
More of a visual person? You can watch the episode on our youtube channel here.
In the inaugural Lumiant Live podcast, Mark is joined by James Wortley, Director of Enlightened Financial Solutions in Mackay.
James joins mark to discuss how he brought values based advice to life with a retiring business owner client.
James covers:
- how using a values based advice experience shifts from an adviser led conversation to client led.
- the questions he asks to unpack his clients values and turns them into goals
- navigating the differing values between the CFO and Non CFO spouse
To learn more about how Lumiant can help you embed values based advice into your business click here
More of a visual person? You can watch the episode on our youtube channel here.