In The Slipstream

In this episode we talk with marketing expert Kirt Daunt about developing a winning brand. Amongst a range of interesting topics, we discuss two aspects that one should obsess over – 

1. What your client needs and wants
2. How to deliver this profitably to your bottom line

Kirt makes the point that doing a good job of the first helps you achieve the second.

Kirt also shares some interesting aspects about identifying one’s key client, starting with the thought-provoking question, “Who do you fight for?” He suggests that the aim of your marketing is to be famous with these people.

Making it real, Kirt spontaneously pulls in a wide range of examples – not just from the accounting and financial planning world but glass manufacturing; weightlifting equipment and even James Bond! The discussion truly is a celebration of how marketing can be interesting, appealing and, as Kirt clearly states….Fun!

Following the interview, Kirt kindly provided a summary of some key concepts covered during the discussion, Design & Build, where Design refers to creating a brand blue print and Build refers to constructing a marketing plan. Access the summary here.

The company with awesome marketing that Kirt mentioned during the “Rapid Fire Dozen” section was Catch: www.catch.com.au

Kirt also mentioned the book by Byron Sharp “How Brands Grow. What Marketers Don’t Know”.

The marketing book Scott referred to during the interview was “This is Marketing. You can’t be seen until you learn to see.” by Seth Godin.

LinkedIn: www.linkedin.com/in/kirtdaunt/

Email:                  [email protected]

Phone:                0409 870 330

Web:                   www.slipstreamgroup.com.au

LinkedIn:           www.linkedin.com/in/scottcharlton

To take an interest in Tim Lane’s music, which is featured on the episode:

Facebook:         The Backstick Agenda. (Please go and Like this page.)

Website:            www.thebackstickagenda.com/

To see film clips and to hear Tim’s music: https://thebackstickagenda.bandcamp.com/

(To purchase Tim’s music, you need to register on Bandcamp before you can download.)

In this episode we talk with Ray Miles, recently retired founder of Fortnum Financial Advisers.

For three decades, Ray has been a highly significant figure in the Australian financial services landscape and this interview explores his reflections post the final instalment of his career.

Amongst a range of interesting topics, we discuss the future of financial advice, building a planner-centric licensee and how to mould a winning team from a diverse group. Ray also elaborates on his long-held belief that “the wisdom is in the room” i.e. that there is benefit in getting likeminded practitioners together to share experiences for mutual benefit. How Ray integrated client feedback throughout the businesses he ran is incredibly significant, both in terms of aligning with one’s customer and the industry changes that this triggered.

It’s not every day that we get to talk about such issues with such an esteemed and accomplished visionary, so this episode should be considered essential listening. Enjoy!

Email:                 [email protected]              

Phone:               0408 401 626

LinkedIn:            www.linkedin.com/in/ray-miles-45ab3421/

Email:                  [email protected]

Phone:                0409 870 330

Web:                   www.slipstreamgroup.com.au

LinkedIn:           www.linkedin.com/in/scottcharlton

To take an interest in Tim Lane’s music, which is featured on the episode:

Facebook:         The Backstick Agenda. (Please go and Like this page.)

Website:            www.thebackstickagenda.com/

To see film clips and to hear Tim’s music: https://thebackstickagenda.bandcamp.com/

(To purchase Tim’s music, you need to register on Bandcamp before you can download.)

In this episode we talk with Michael Burnett about his pending retirement from public practice and his upcoming role as Slipstream Group’s latest coach.

Amongst a range of interesting topics, we discuss some keys to a successful professional partnership and how to coordinate efforts being brought to bear on a client’s financial affairs in the context of a multi-disciplinary business.

Michael also shares some interesting benefits about being part of a national affiliation, along with how future partners in his firm used such an affiliation to participate in staff exchanges with other firms to round out their professional development.

In the interview Michael also mentioned the Coaching for Leaders podcast, which can be sourced through the website of the same name: https://coachingforleaders.com

The book Michael recommended during the podcast is The Values Factor: The secret to creating an inspired and fulfilling life by John F. Demartini.

Email:                 [email protected]

Phone:               0417 310 160

Web:                   www.slipstreamgroup.com.au

Linked In:           www.linkedin.com/in/michael-burnett-6435a316/

Email:                  [email protected]

Phone:                0409 870 330

Web:                   www.slipstreamgroup.com.au

Linked In:           www.linkedin.com/in/scottcharlton

To take an interest in Tim Lane’s music, which is featured on the episode:

Facebook:         The Backstick Agenda. (Please go and Like this page.)

Website:            www.thebackstickagenda.com/

To see film clips and to hear Tim’s music: https://thebackstickagenda.bandcamp.com/

(To purchase Tim’s music, you need to register on Bandcamp before you can download.)

In this episode we talk with fellow practitioner Al Ramos about his professional journey.

Amongst a range of interesting topics, we discuss how he developed a specialty in looking after particular clients (businesses), his willingness to go far beyond providing traditional services and how leadership fatigue became a catalyst in deciding to sell his firm to a multi-national.

Al also shares some compelling and very personal aspects about his experience with cancer – firstly, how he was able to mentally get through a very testing regimen of chemotherapy and radiation then secondly how his approach to life and to work has changed as a result. Al’s insights and his overall perspective provide valuable insights for leading a better life.

Email: [email protected]

Phone: 0422 238 435

Web: www.chessstrategy.com.au/

LinkedIn: www.linkedin.com/in/al-ramos-b-ec-fca-ab1a1a1/

Email: [email protected]

Phone: 0409 870 330

Web: www.slipstreamcoaching.com.au

LinkedIn: www.linkedin.com/in/scottcharlton

Facebook: The Backstick Agenda. (Please go and Like this page.)

Website: www.thebackstickagenda.com/

To see film clips and to hear Tim’s music: https://thebackstickagenda.bandcamp.com/

(To purchase Tim’s music, you need to register on Bandcamp before you can download.)

Measuring team member performance With Brent Charlton

In this episode we talk with Brent Charlton of Altitude Advisers about measuring team member performance, as applied in his own multidisciplinary practice. Amongst a range of interesting topics, we discuss how Brent developed a system to suit his firm, beginning with basic spreadsheets and evolving into a more sophisticated online application that is now available for other firms to use.

During the interview, Brent discusses how team members can be objectively measured against predetermined goals and KPI’s. He explains how regular reviews can be linked to team member development and outcomes based remuneration increases.

Brent also shares some interesting aspects about how team members can self assess their performance, set their own development goals and participate in an equitable quarterly profit share plan, all within an overarching system.

To find out more about the Balanced Scoreboard, visit www.balancedscoreboard.com.au (It’s a straight forward process to book a demonstration from the website.)

In the interview Brent mentioned an audio book he’s been listening to, details of which appear below –

No Rules Rules: Netflix and the Culture of Reinvention by Reed Hastings and Erin Meyer

Email: [email protected]

Phone: 07 3209 2300

Web: www.altitudeadvisers.com.au

Linked In: https://www.linkedin.com/in/brentcharlton/

Scott’s contact details are:

Email: [email protected]

Phone: 0409 870 330

Web: www.slipstreamcoaching.com.au

Linked In: www.linkedin.com/in/scottcharlton

To take an interest in Tim Lane’s music, which is featured on the episode:

Facebook: The Backstick Agenda. (Please go and Like this page.)

Website: www.thebackstickagenda.com/

To see film clips and to hear Tim’s music: https://thebackstickagenda.bandcamp.com/

(To purchase Tim’s music, you need to register on Bandcamp before you can download.)

Selling Professional Services Show Notes

In this episode we talk with Ryan Devillers of Slipstream Coaching about selling professional services. Amongst a range of interesting topics, we discuss what makes a good salesperson and how partners of busy accounting and financial services firms tend to focus on current clients rather than prospective clients.

Ryan also shares some interesting thoughts about looking internally for someone who might be best to engage with prospective clients. If you are thinking that such a person should be a principal in the firm…think again!

Later, in the Coach’s Corner, Scott passes on some observations of his own from working in some dynamic, sales-orientated organisations. In particular he discusses how and why such companies achieve revenue growth that is leaps and bounds ahead of professional practices where “doing the work” is the predominant activity.

In the interview Ryan mentioned a book he is currently reading, being Atomic Habits by James Clear. He also mentioned reading Your Professional Headspace by Scott Charlton. The podcast he enjoys listening to is The Tim Ferriss Show.

As mentioned, please click here to download your 'Guide to Marketing Process and Sales Process'.

Ryan’s contact details are

Email: [email protected]

Phone: 0452 270 884

Web: www.slipstreamcoaching.com.au

Linked In: https://www.linkedin.com/in/ryan-devillers-598033104/

Scott’s contact details are:

Email: [email protected]

Phone: 0409 870 330

Web: www.slipstreamcoaching.com.au

Linked In: www.linkedin.com/in/scottcharlton

To take an interest in Tim Lane’s music, which is featured on the episode:

Facebook: The Backstick Agenda. (Please go and Like this page.)

Website: www.thebackstickagenda.com/

To see film clips and to hear Tim’s music: https://thebackstickagenda.bandcamp.com/

(To purchase Tim’s music, you need to register on Bandcamp before you can download.)

In this episode we talk with Julia Vojkovic of Compliance Co about various aspects of financial services from a compliance perspective. Amongst a range of interesting topics, we discuss the responsibilities of AFSL’s in navigating the current legislative landscape and how Compliance Co assists by providing an outsourced compliance solution. Julia also shares some interesting aspects about providing such services during COVID-19.

Amongst a range of other topics discussed, we also examined the age-old question of “Should I just take out my own licence?”, with Julia sharing some practical tips and points to consider.

In the interview Julia mentioned the software program that Compliance Co has developed to assist AFSL’s. For more information, please refer to the website www.3lines.com.au. Compliance Co has generously offered to provide listeners to this podcast (who are AFSL’s) a 3 months free trial of the Representative Client File Review segment of the software. Please contact Julia directly if you are interested – her contact details appear below.

The podcast Julia mentioned during the Rapid Fire section of the interview is Chat 10 Looks 3, with Annabel Crabb and Leigh Sales.

The book Julia referred to during that same section is Scaling Up, by Verne Harnish.

Julia’s contact details are

Email: [email protected]

Phone: +61 401 193 473

Web: www.complianceco.com.au

Linked In: https://www.linkedin.com/in/julia-vojkovic-708563114/

Scott’s contact details are:

Email: [email protected]

Phone: 0409 870 330

Web: www.slipstreamcoaching.com.au

Linked In: www.linkedin.com/in/scottcharlton

To take an interest in Tim Lane’s music, which is featured on the episode:

Facebook: The Backstick Agenda. (Please go and Like this page.)

Website: www.thebackstickagenda.com/

To see film clips and to hear Tim’s music: https://thebackstickagenda.bandcamp.com/

(To purchase Tim’s music, you need to register on Bandcamp before you can download.)