Tool 1 of 14

The Confiance Conversation

A confidential first meeting. We listen and ask; we do not sell.

The scenario

Meet the Hartleys (fictional)

Margaret was widowed eight months ago. The family business was sold in 2024, leaving about $82m across eight structures: five companies, a family trust, a unit trust and a super fund. Her private bank wants the portfolio reinvested within 60 days, and she does not know who now holds the family trust’s appointor role.

  • MargaretAge 58

    Widowed eight months ago (Richard). Sole director of all five companies.

  • JamesAge 31

    Commercial lawyer, married to Priya, one child.

  • SophieAge 27

    Ceramic artist, irregular income.

  • TomAge 19

    Engineering student.

  • Family Trust discretionary
  • Investment Trust $38m
  • Property company $14m
  • Distributions company $6m
  • Super Fund (SMSF) $7m
  • Held personally $17m
  • About $82m · eight structures

The Confiance Conversation

What it is

What it is

A 90-minute conversation built around five questions: what the wealth is for, how it is looked after, how giving builds people, what happens if someone can’t act tomorrow, and how the family keeps money from dividing it. It closes with three practical questions: who the advisers are, what is taking the family’s time, and what is worrying them most.

What the family gets
  • Time to be heard, in confidence, before anything is proposed
  • A short note afterwards: what we heard, in the family’s own words
  • An honest view on whether we are the right fit
  • A suggested first step, which the family is free to take or leave
Step by step

How it works

  1. Listen

    Ninety minutes, in confidence, around five questions.

  2. Ask

    Who the advisers are, what takes time, what worries most.

  3. Write

    A short note of what we heard.

  4. Suggest

    One first step. The family decides.

Illustrative sample

A worked example, using the Hartley family

Margaret’s first conversation

Illustrative sample
“What is the wealth for, now that Richard is gone?”
Purpose
“The bank wants an answer in 60 days.”
What worries her most
“I don’t know who controls the trust now.”
Continuity
“I don’t want this to come between the children.”
Cohesion

  1. What we heard: pressure to reinvest, and uncertainty over who controls the trust.

  2. Fit: yes. This is a life transition, and stabilising comes first.

  3. Suggested first step: the Transition service, starting with a written pause to the bank.

The Hartley family is fictional and all figures are illustrative. This material is general information only and is not personal financial, tax or legal advice.

Where it’s used

See it

WEALTH PICTURE

Not used at this stage.

Solve it

THE FIRST MEETING

Before any service, and before any fee.

Run it

THE FIRST MEETING

Often the start of a Private Office relationship.