Lumiant Live

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. We're also very proud to say Gavin is part of the Lumiant board. 

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.