Goals Based Advice Podcast

When your clients strive to reach their goals, there are generally three pieces to the puzzle: The head, the heart, and the hands; The numbers, the motivations, and the actions; As the adviser plays the part of the planner, the coach and the implementer. In this episode number 158 of The Goals-based advice Podcast, we speak to Financial Planner turned Money Coach, Financial Educator & Keynote Speaker; Karen Eley, CEO of Women Talking Finance. Karen chats about how clients have different money archetypes, from their past, that play a big part in how they feel about their money. We cover how clients filter what you say, hearing something more related to their past, beliefs, and how they focus more on the things that are happening right now. We also cover how she gets results for females, bridging the confidence gap, and financial relationship dynamics with couples. So if you are open to seeing how financial coaching could work in your business or with your clients, then this episode number 158 of the Goals-based advice Podcast is a must. Resources: To reach out to Karen Eley, please contact her via her LinkedIn profile or her website womentalkingfinance.com.au For more conversations with the thinkers and movers in the world of financial advice, go to Goals-Based Advice Podcast. You can also access more episodes on Apple Podcasts and Spotify. For updates, follow our Facebook page.  If you have more questions, don't forget to reach out to me on LinkedIn and to send an email at jacqui@adviceintelligence.com. Thanks for tuning in!

We spend a lot of time talking about Goals-based Advice, what it is, and what it is not. It is not product-based advice, it is not specialist advice, it is not transactional advice, it is not a collection of funds under management or investment-based advice. But all these things exist and can work alongside goals-based advice. In this episode number 157 of the Goals-based Advice Podcast, we speak to Phil Thompson, who has niched his business to specialise in risk insurance advice,and work alongside goals-based advisers to help them service their clients in what is now an unprofitable, and possible unsustainable piece of the advice process. Phil took his holistic advice business and realised he had to double down on creating efficient systems and processes to sustain the growth long term, and to serve the clients he enjoys servicing, young families.  It was interesting chatting about how the two areas can and should work together, to keep advice affordable to the average Australian. So if you're interested in understanding how you may partner with other advice businesses, then Phil's story in this episode number 157 of the Goals-based Advice Podcast will give you plenty to think about. Resources: To reach out to Phil Thompson, please contact him via his LinkedIn profile.  For more conversations with the thinkers and movers in the world of financial advice, go to Goals-Based Advice Podcast. You can also access more episodes on Apple Podcasts and Spotify. For updates, follow our Facebook page.  If you have more questions, don't forget to reach out to me on LinkedIn and to send an email at jacqui@adviceintelligence.com. Thanks for tuning in!

How can you think a little differently when it comes to bringing new clients to your business in a Goals-based advice world? How can you run workshops, where clients work on their financial goals, with the use of smart thehnology? In this episode number 156 of the Goals-based Advice Podcast, I chat with Noni Crawford from Hello Wealth in Sydney. Noni has worked in many areas of advice, for many institutions before settling her business up the way she wanted to provide advice, embracing smart technology and Goals-based advice. Noni has also build networks of referrers through her volunteer work with local professional business groups, that fuels the business she runs today.  And runs group workshops to help clients think about their financial goals before working with them. If you are thinking about how you can implement a clever goals-based advice process in your business, embracing technology, then this episode number 156 of the Goals-based advice podcast is for you. Resources: To reach out to Noni Crowford, please contact her via his LinkedIn profile. Alternatively, contact Hello Wealth on 02 8319 1903 For more conversations with the thinkers and movers in the world of financial advice, go to Goals-based advice podcast. You can also access more episodes on Apple Podcasts and Spotify. For updates, follow our Facebook page.  If you have more questions, don't forget to reach out to me on LinkedIn and to send an email at jacqui@adviceintelligence.com.   Thanks for tuning in!

In challenging times for the advice industry, it is important that those with influence step up to the plate and encourage Australians to seek financial advice. Financial wellbeing empowerment is a growing topic of discussion in Australia, especially in the midst of a recession. The great news is, there are companies out there spreading this message.  In this episode, we speak to David Harvie, the National Financial Wellbeing Manager at IOOF to find out what the team are working on to promote financial advice in Australia. We discuss the importance of language when addressing financial knowledge with clients, understanding client bias and tendencies, and get some fascinating insight into new industry statistics.  This episode is all about looking at how we can start a conversation around promoting good financial advice for Australians, starting with the support of large corporations like IOOF.  We even talk about one of the lesser recognised ‘taxes in Australia - the lazy tax! Resources: To reach out to Dave Harvie, please contact him via his LinkedIn profile. Alternatively, contact the team on 1800 325 171.  What You'll Learn From This Episode: What does financial wellbeing mean? Why ‘financial literacy' may not be the right term to use with clients Why the feeling of agency is so crucial to clients How to handle clients who ‘self prescribe' How prevalent is financial stress in Australia?  How to discuss cashflow in a way that is easy for clients to understand  Online tools that you can use in the advice process What is the ‘lazy tax' and why you should talk to your clients about it The importance of being clear on your value proposition  Are financial wellbeing programs valued in workplaces? About Our Guest: David Harvie is the National Financial Wellbeing Manager at IOOF, with over 20 years of experience in the industry. David came from a country upbringing and has carried those community values throughout his career, working areas such as sales, distribution and providing advice to clients at Shadforth. David is known for his passion for making quality advice accessible to more Australians.  For more conversations with the thinkers and movers in the world of financial advice, go to Goals-Based Advice Podcast. You can also access more episodes on Apple Podcasts and Spotify. For updates, follow our Facebook page.  If you have more questions, don't forget to reach out to me on LinkedIn and to send an email at jacqui@adviceintelligence.com. Thanks for tuning in!

Financial coaching is a small, but growing community in Australia. From what we understand, it involves a lot of behavioural coaching, discussing cashflow, and not a whole lot of real financial advice. With a growing interest, and a move towards developing strong client relationships, how can you go about incorporating coaching into your business? In this episode, we speak to Catherine Morgan, a UK based qualified financial planner and coach to find out how she is helping advisers across the world to add coaching to their services.  We discuss ways to approach coaching, when the client needs it and what the client is looking for. Catherine also provides valuable information on where to learn more about the psychology of money, touching on financial therapy, money trauma, value systems and more. This episode is all about looking at coaching with an open mind and considering how such an offering could fit into your business. Catherine provides valuable insight from her experience and studies, and even gives you a few tips on how to dig deeper in client conversions. Resources: To reach out to Catherine Morgan, head to her website at https://themoneypanel.co.uk/  What You'll Learn From This Episode: How to incorporate coaching into your business When to introduce coaching into the advice process What are the key indicators that a client may need coaching How to use motivational interviewing to encourage goal completion Why the difference between advice and coaching is the least important point How Catherine aims to financially empower one million women What is financial therapy and money trauma? What resources you need to understand the psychology of money How to uncover your clients true, uninfluenced values The importance of removing jargon from the advice conversation About Our Guest: Catherine Morgan is a UK based qualified financial planner and coach, on a mission to change the financial services industry from one of complicated financial products to one that helps educate in simple language with no financial jargon. Starting in the industry at 18, Catherine was frustrated by the product centric approach prevalent in advice, and yearned to connect with clients on a deeper level. Today, Catherine is a powerhouse, on a million to financially empower over one million women worldwide through her coaching, podcast, masterminds, and training of the next wave of financial coaches.  For more conversations with the thinkers and movers in the world of financial advice, go to Goals-Based Advice Podcast. You can also access more episodes on Apple Podcasts and Spotify. For updates, follow our Facebook page.  If you have more questions, don't forget to reach out to me on LinkedIn and to send an email at jacqui@adviceintelligence.com. Thanks for tuning in!

Many financial advisers have been working in this industry for many years, amassing a wealth of experience and knowledge that can only be attained with time. In that same vein, many advisers have experienced great success, and have reached a level in their career where growth of a client base is no longer the priority. So how can you start to give back? In this episode, we speak to Jackie Kirkwood, a Hobart based Private Client Adviser at Shadforth, to find out how she is doing just this. We hear about Jackie's experience working at a university in both lecturing and tutoring, we find out how she is tackling the professional year while mentoring an associate adviser, and we also gain access into the minds of potential young advisers coming into the industry.  This episode is all about thinking about how we can give back, not only to our clients but to the community at large. In this episode we also discuss the goals based advice process that Jackie follows, touching on meeting frequency, cashflow and goals tracking. We even get an insight around what went into Jackie's 2020 Women in Finance Financial Planner of the Year award. Resources: To reach out to Jackie Kirkwood, please contact her via her LinkedIn profile or email her directly at jackie.kirkwood@sfg.com.au What You'll Learn From This Episode: How to educate the next generation of advisers The soft skills that cant be taught in university How to introduce an associate adviser to the client meeting process How to tackle the professional year as a mentor How to incorporate digital fact finds into the meeting process How to draw goals out of clients they may not have realised were there How to track client goals on an ongoing basis When to incorporate cashflow into the advice process How to build a solid referral circle from scratch How to write an honest and reflective award submission  How to get referrals from your clients About Our Guest: Jackie Kirkwood is a Private Client Adviser at Shadforth, based in Hobart. Starting in the finance world as a teller in the late 80s, Jackie found herself moving from South Africa to Australia, landing a career in financial planning. Jackie's hard work was recognized this year when she won the 2020 Women in Finance Financial Planner of the Year award. Today, Jodie cares for a group of valued clients, mentors, and also balances working at a university, teaching financial planning.  For more conversations with the thinkers and movers in the world of financial advice, go to Goals-Based Advice Podcast. You can also access more episodes on Apple Podcasts and Spotify. For updates, follow our Facebook page.  If you have more questions, don't forget to reach out to me on LinkedIn and to send an email at jacqui@adviceintelligence.com.   Thanks for tuning in!

Applying goals based advice to your business without a framework to follow can prove difficult. Knowing where to start, and how to build your goals based advice values is incredibly important. Like many things in life, often the best way to learn is to take lessons from those who have mastered it themselves.  In this episode, we speak to Dean Lombardo, who has recently written a book on just this. Dean is a financial advice business coach who is passionate about transforming traditional advice businesses to that of a future focused goals-based advice business. We discuss his new book, Benchmarking: A Blueprint for Success, and touch on topics such as coaching, cashflow, contingency plans, and measuring the value of your advice.  This episode is all about setting in place actionable steps towards building an advice offering that directly benefits the clients, by understanding their needs on a deeper level. Dean gives us a plethora of useful information to consider when redesigning your advice model, and even provides some fascinating insights into what goes into publishing a book! Resources: To reach out to Dean Lombardo, please contact him via his LinkedIn profile. To purchase a copy of Dean's new book, Benchmarking: A Blueprint for Success, head to Amazon. What You'll Learn From This Episode: How to combine coaching and advising How to encourage short term changes for long term benefit  What constitutes true piece of mind for a client? How to incorporate cashflow planning into your business How to use cashflow in a behavioural context without focusing on the minute detail How to build contingency plans with clients that are reviewed regularly  How to provide clients with an executive summary of the advice provided How to measure the value of your advice to clients  What different options are available for self-publishing? How to break down your message into chapters when writing a book How to define your message when writing a book About Our Guest: Dean Lombardo is an author and the owner and financial planning business coach at Effortless Engagement with 20+ years of experience in the industry. Dean works with advice businesses and institutions to help realise their purpose and build meaningful connections with their clients. Starting out as a paraplanner in Melbourne, Dean has a wealth of experience managing and leading financial planning businesses. He is known for his ability to visualise the long term goals of business planning while also focussing on the small, everyday value-adds that make for a strong adviser-client relationship. For more conversations with the thinkers and movers in the world of financial advice, go to Goals-Based Advice Podcast. You can also access more episodes on Apple Podcasts and Spotify. For updates, follow our Facebook page.  If you have more questions, don't forget to reach out to me on LinkedIn and to send an email at jacqui@adviceintelligence.com. Thanks for tuning in!

With financial advisers under more pressure than ever, it is not unusual to have experienced some negative changes to your mental health over the last couple of years. It is easy to feel separated from the pack, and often it can be hard to gauge how others are feeling. In this episode, we get Dr Adam Fraser back on the show to discuss a new study soon to be launched, investigating the mental health of financial advisers. The Adviser Voice Health and Wellbeing Study, conducted by Deakin University with the support of AIA, aims to get a detailed understanding of how advisers are coping in their roles, and in turn produce research that can be used to shape the future of the profession. This episode is all about how you can and should be involved in this important research, while also emphasizing the importance of processing emotions in a productive manner, being open and honest with your colleagues, and working towards maintaining and building a supportive network of financial advisers. Resources: To get involved with the Adviser Voice Health and Wellbeing Study, please contact your local AIA BDM, reach out to Fraser Jack at fraser.jack123@gmail.com, or contact Dr. Aam Fraser via https://www.dradamfraser.com/.  What You'll Learn From This Episode: What is the Adviser Voice Health and Wellbeing Study? What levels of involvement can you partake in? How many advisers are needed for the study? What will the research be used for? How to get involved in the study  How to accept negative thoughts and process them constructively About Our Guest: Dr Adam Fraser is a peak performance researcher who helps organisations and individuals push beyond their potential. Dr. Adam started out with a bachelor of biomedical science, then moving on to a PhD focusing on the impact of lifestyle on wellbeing and happiness. Adam now spends his time in research, presenting keynotes, and running intervention programs with professionals, focusing on issues such as professional burnout and mental health. In more recent times, Dr. Adam has been working alongside AIA conducting research into the mental health of financial advisers.  For more conversations with the thinkers and movers in the world of financial advice, go to Goals-Based Advice Podcast. You can also access more episodes on Apple Podcasts and Spotify. For updates, follow our Facebook page.  If you have more questions, don't forget to reach out to me on LinkedIn and to send an email at jacqui@adviceintelligence.com. Thanks for tuning in!

Amongst the flurry of regulatory changes introduced by FASEA in the last couple of years, one major change has been pushed to the back of the minds of many: The professional year. With the number of registered advisers reducing rapidly, it is time we start getting serious about the pathways for new entrants, but where do we start?  In this episode, we speak to Jemimah McMurray, Student Engagement Manager at the Financial Planning Association of Australia (FPA). Jemimah walks us through exactly what a professional year entails, what is involved for the practices supporting a new entrant, and where to find all the resources required to start. Jemimah also shares some of the great ways in which advisers are engaging with the next generation of advisers, and how you can help.  This episode is all about demystifying the professional year and breaking it down into simple, easy to understand steps. Jemimah provides clarity in a time of great confusion and provides great tips and insights for financial planning businesses and new entrants alike! Resources: To reach out to Jemimah McMurray, please contact her via students@fpa.com.au What You'll Learn From This Episode: What is the professional year? What is involved in each of the PY quarters? What duties are required of practice, licensee and new entrant? What are acceptable job titles for new entrants? How long should a professional year go for? When can you start a professional year? Where to find resources including professional year logbook templates What does the professional year application look like for practices? Gender statistics of current financial planning students How advisers can attract the next generation through storytelling What are the motivators driving new entrants into the industry? About Our Guest: Jemimah McMurray is the Student Engagement Manager at the Financial Planning Association of Australia (FPA). Jemimah has become a subject matter expert on all things professional year, helping engaged students learn more about what a career in financial planning looks like, and how to get there in a new regulatory environment. Jemimah is passionate about supporting the next generation of advisers, and is consistently creating opportunities for industry progression through events, collaboration and innovation. For more conversations with the thinkers and movers in the world of financial advice, go to Goals-Based Advice Podcast. You can also access more episodes on Apple Podcasts and Spotify. For updates, follow our Facebook page.  If you have more questions, don't forget to reach out to me on LinkedIn and to send an email at jacqui@adviceintelligence.com. Thanks for tuning in!

Amongst all the pressures advisers face in 2020, it is not unusual for many businesses to feel their work is losing meaning, they are undervalued, or their businesses are simply losing profitability. When the news outlets promote media that further this thought, we can find ourselves in a dangerous spiral of negativity and self-doubt.  In this episode, we speak to Brian Foster, who hopes to change this mindset. Brian founded The Financial Caddie, a community that supports the development of forward-thinking financial planners so that they feel confident about the difference they make, are inspired and energised by their work and are able to build a sustainable business. The Financial Caddie brings together planners who share the goal of wanting to master the art of coaching conversations. This episode is all about looking past the traditional challenges of advice and instead, looking for areas of innovation and improvement, becoming inspired to reach out to your community and create change. We tapped into Brian's mind and even picked up some great resources to connect better with your clients! Resources: To reach out to Brian Foster, please contact him via his LinkedIn profile, email (brian@financialcaddie.com) or via his website. To complete the future financial planner scorecard, click here.  What You'll Learn From This Episode: How to master coaching conversations How to begin to articulate value to clients How to transition existing clients into a new service offering Managing relationships when selling or buying a book of clients What is involved in the ‘future financial planner scorecard' Why many advisers are having the wrong conversations with clients Why the public needs to be educated on the role of an adviser The 4 stages of the evolution of financial planning How to tailor your conversations to the client About Our Guest: Brian Foster is the creator of the Financial Caddie, a community designed to support the development of forward-thinking financial planners in their careers. Based in South Africa, Brain actually started his expansive career as an adviser in the UK in 1988. Brian believes that the public perception of advice can be changed with the right financial planners, the right mindset, and the right skills and the commitment to do what needs to be done. For more conversations with the thinkers and movers in the world of financial advice, go to Goals-Based Advice Podcast. You can also access more episodes on Apple Podcasts and Spotify. For updates, follow our Facebook page.  If you have more questions, don't forget to reach out to me on LinkedIn and to send an email at jacqui@adviceintelligence.com. Thanks for tuning in!

It is no question that the cost to deliver financial advice has increased dramatically over the years. A combination of a tighter compliance landscape and increasing education requirements have made the concept of delivering advice to the everyday Australian a seemingly impossible task. Adding additional services like cashflow into the mix seems even more challenging. In this episode, we speak to Jodie Douglas and Azaria Bell from Mad About LIFE, who are doing just this. We discuss transitioning from an insurance business to a full scope advice business, how to decide on your fees, how to incorporate cashflow into your service offering, how to tackle the professional year, and much more.  This episode is all about looking to the future of advice delivery and centring your service offering around what your clients need from you. We touch on client surveys, mentoring, asking deeper questions, and we even find out how Jodie landed 25 referrals the first time she asked for one! Resources: To reach out to Jodie Douglas, please contact her via jodie@madaboutlife.com.au or connect on LinkedIn. To reach out to Azaria Bell, please contact her via azaria@madaboutlife.com.au  or connect on LinkedIn. What You'll Learn From This Episode: How to transition from a risk business to a full scope advice practice How to develop a client value proposition How to approach your first fee conversations with clients How to incorporate cashflow into your service offering How to grow a business organically via referrals How to ask deeper questions to understand your clients on a personal level How to approach the FASEA professional year What new entrants are looking for in a potential employer How to start measuring and tracking client goals from day one How to ask for referrals from clients confidently How to survey the client experience effectively without the hassle  How to build and shape advisers who align with your business goals About Our Guest: Jodie Douglas is the owner and financial adviser of Mad About LIFE, based on the Gold Coast. Starting out in the industry as a risk specialist, Jodie has organically built a full scope, high touch point advice business that caters to everyday Australians. Azaria Bell is a money coach at Mad About LIFE and previous FPA award winner, currently undergoing the FASEA Professional Year. The Mad About LIFE team are known for their commitment to innovation, fun approach to advice and passion for helping everyday Aussies access financial advice.  For more conversations with the thinkers and movers in the world of financial advice, go to Goals-Based Advice Podcast. You can also access more episodes on Apple Podcasts and Spotify. For updates, follow our Facebook page.  If you have more questions, don't forget to reach out to me on LinkedIn and to send an email at jacqui@adviceintelligence.com Thanks for tuning in!

Behavioural finance is an area of study that has piqued the interest of financial advisers increasingly over the years. With a multitude of courses, books, outlets to learn more about the topic, it is easy to get lost in the science and lose sight of how to actually apply the concepts to the adviser-client relationship. In this episode, we speak to Philip Courtenay, the founder of Applied Emotional Finance, a UK based business which helps advisers understand and connect better with their clients by understanding the emotional drivers that guide financial decisions. We discuss financial adviser anxiety, identifying gaps in communication, measuring value and the behavioural differences among investors.   This episode is all about looking beyond the expectations of what an adviser's role is, and opening minds to understanding clients on a deeper level, helping to further build trust and improve communication within the adviser-client relationship. We got some great tips from Philip, as well as a couple of quick activities you can use with your clients.  Resources: To reach out to Philip Courtenay, please contact him via his website. What You'll Learn From This Episode: How to measure the intangible value advice provides The behavioural differences between everyday and sophisticated investors What is financial adviser anxiety? How co-creation of a plan gives client's the feeling of control  The different roles advisers need to switch between  How do clients measure value provided by their adviser? How the medical pain scale can be incorporated into the advice process How to identify gaps in your communications with clients  Can robo advice facilitate investor trust? How to incorporate the rational brain and emotional brain in client meetings About Our Guest: Philip Courtenay is the founder of Applied Emotional Intelligence, a UK-based business which helps firms and advisers understand the emotional drivers behind their client's financial decisions and make deeper connections. Philip is passionate about inquisitive thinking, questioning everything, and helping others understand how clients and prospects think, act, and behave. Philip is great at facilitating client relationships based on mutual trust and understanding. For more conversations with the thinkers and movers in the world of financial advice, go to Goals-Based Advice Podcast. You can also access more episodes on Apple Podcasts and Spotify. For updates, follow our Facebook page.  If you have more questions, don't forget to reach out to me on LinkedIn and to send an email at jacqui@adviceintelligence.com Thanks for tuning in!

Being given the opportunity to enter an existing financial planning business and undertake a complete rebrand is a rare opportunity that requires extensive planning and consideration. From the name, marketing, client processes and growth strategies, there is a balance to be struck between building the business of your dreams and serving existing clients in a way they are comfortable with. In this episode, we speak to Simone Du Chesne, a financial adviser based in Sydney who found herself in this exact situation. Growing up with parents who ran a successful financial planning business, Simone found herself in the world of advice, looking for a change in work/life balance after a successful career in marketing. We discuss what goes into a name, joint ventures for growth, career pathways, and what its like to be awarded the AFA Adviser of the Year.  This episode is all about getting valuable insight into how an award winning financial advice practice is run, and what values go into creating a business with loyal and long-lasting clients. We find out so much of Simone's unique journey, and she even shares a breakdown of what happens in each of her client meetings! Resources: To reach out to Simone Du Chesne, please contact her via her LinkedIn profile. What You'll Learn From This Episode: What it means to have high quality consumer touchpoints The importance of a nice office when it comes to first impressions How to decide on a meaningful name for your business What goes into the EQ Wealth client meetings How to focus less on product and more on education What to look for when considering a JV   How to build a successful joint venture arrangement  What winning an industry award can mean to your business How to show value to your clients during a pandemic How new entrants should approach a career in financial planning About Our Guest: Simone Du Chesne is the owner and financial adviser at EQ wealth, a business with roots stretching back 40 years. Starting out as a marketing expert, Simone didn't initially expect to find herself in financial planning. However 10 years later, the business continues to smash goals, and deliver great service to their clients. To top it off, in 2019, Simone was awarded the AFA Financial Adviser of the Year.  For more conversations with the thinkers and movers in the world of financial advice, go to Goals-Based Advice Podcast. You can also access more episodes on Apple Podcasts and Spotify. For updates, follow our Facebook page.  If you have more questions, don't forget to reach out to me on LinkedIn and to send an email at jacqui@adviceintelligence.com Thanks for tuning in!

Throughout our careers, we often find ourselves in situations where we feel we are being held back from reaching our true potential. All it will take is one big risk to pay off before you can align with exactly who and where you need to be. The idea of starting again is a daunting prospect for most, but a mindset shift is often needed to be able to advance to the next level In this episode, we speak to Ben Nash, a financial adviser who did just that, founding Pivot Wealth in 2015. We discuss where to find clients when starting with a blank canvas, how to leverage your brand through events, the importance of embracing social media within a modern business world, and the benefits that industry awards can bring to your business.  This episode is all about overcoming the fear of going at it alone and instead approaching life with confidence and personality that pushes you consistently out of your comfort zone. We chatted about some of Ben's projects including a podcast and a book, and even gained insight into what goes into the publishing process!  Resources: To reach out to Ben Nash, please contact him via his LinkedIn profile. What You'll Learn From This Episode: What it takes to start an advice business from scratch How to integrate cashflow coaching into an advice business  How to use events to build your client base How to reach more prospective clients via LinkedIn marketing How to transition from assets under management to fixed fees How to use social media to share educational messages to the masses How to approach presentations with confidence  What goes in to publishing a book How to build relationships with industry leaders The value of having internal awards for your own employees Why it is important to aim for awards About Our Guest: Ben Nash is the founder of Pivot Wealth, and an experienced adviser who works primarily with young professionals, executives and business owners. Ben is heavily involved in the financial planning community, and has won awards in recognition for his efforts as an adviser and author, publishing Get Unstuck: Your Guide to Creating a Life not Limited by Money in 2018. Ben has even recently launched a podcast to educate consumers on how to build a better understanding of their money. For more conversations with the thinkers and movers in the world of financial advice, go to Goals-Based Advice Podcast. You can also access more episodes on Apple Podcasts and Spotify. For updates, follow our Facebook page.  If you have more questions, don't forget to reach out to me on LinkedIn and to send an email at jacqui@adviceintelligence.com Thanks for tuning in!

The financial world, from the outside, can be seen as dry, numbers-driven and typically quite boring. It is easy to hide the more colourful parts of who you are to put forward a professional image that fits within the mould of a typical financial adviser. However, with the rise of social media and a newly personal Zoom-centric world, bringing your true self to your client interactions is more encouraged than ever. In this episode, we speak to one adviser who believes we should do just that. Dawn Thomas, a senior financial adviser from Wealthwise Financial Planning in Perth talks about getting involved in industry awards, the value of having mentors, overcoming imposter syndrome and how to attract the right kind of clients for your business. This episode is all about thinking outside the box when it comes to communicating your message, and what it means to embrace your community in a way that they can understand and relate to. We even hear some great examples from Dawn's new project on Youtube: Combining cooking videos with financial education!  Resources: To reach out to Dawn Thomas, please contact her via her LinkedIn profile. What You'll Learn From This Episode: When is it appropriate to challenge your clients Why more women should get involved in industry awards How authenticity attracts the right clients and deters the clients you don't want How to use Facebook as a professional platform How to to think outside the box and educate through your own passions The value of having mentors ongoing throughout your career How financial planning can give women the flexibility to be themselves How to fight for your clients with grit How to overcome imposter syndrome Why it is important to ‘keep your emotional well full' How to use YouTube to amplify your message About Our Guest: Dawn Thomas is a senior financial adviser at Wealthwise Financial Planning, with 12 years of experience in the industry. After graduating from media studies into a scarce job market, her immense drive landed her into the world financial planning. Three children, a masters degree, a PhD in progress and many years of experience later, Dawn is a self proclaimed superannuation nerd, food enthusiast and advocate of bringing your true authentic self to everything you do. For more conversations with the thinkers and movers in the world of financial advice, go to Goals-Based Advice Podcast. You can also access more episodes on Apple Podcasts and Spotify. For updates, follow our Facebook page.  If you have more questions, don't forget to reach out to me on LinkedIn and to send an email at jacqui@adviceintelligence.com Thanks for tuning in!

The financial advice landscape is changing, with many large businesses dissolving or reducing in size. Creating a business with one clear goal across a large number of advisers can be difficult and hard to manage. However, one business that is succeeding in doing just this is Shadforth Group.  In this episode, we speak to Terry Dillon, the Chief Executive Officer at Shadforth group to talk about how to deliver scalable, consistently high quality goals-based advice.  We discuss building career pathways for new advisers, client promises, stochastic modelling, evidence-based investing, and technology. Terry also provides valuable information on what goes into obtaining fiduciary certification. This episode is all about looking under the hood at one of Australia's largest goals based advice practices, and understanding how to create a consistent standard of quality across a large number of advisers. We got plenty of fascinating insights and even picked up a few 5 star client service tips! Resources: To reach out to Terry Dillon, please contact him via the Shadforth website or email Terry at terry.dillon@sfg.com.au. What You'll Learn From This Episode: How to be firm on the values you look for in new hires How a solid business structure can enable 30-50 year promises to clients How to build a structured pathway to becoming an adviser What is involved in becoming a fiduciary firm  How to provide client perks that deliver gold standard service How to incorporate stochastic modeling How Zoom is helping advisers become more personable The value of annual client surveys The importance of evidence-based portfolios that revolve around client goals How underestimating client ability can slow technological progress Why risk profiling is a dated practice  About Our Guest: Terry Dillon is the Chief Executive Officer at Shadforth Group Consulting with 28 years of experience in the industry. Starting in a landscape that consisted mostly of insurance and sales, Terry became a financial adviser early, and has accumulated a wealth of skills and experience that allows him to lead one of Australia's largest group of financial advisers. His passion for developing thorough goals-based advisers and delivering a gold standard of advice to clients reflects through the company. For more conversations with the thinkers and movers in the world of financial advice, go to Goals-Based Advice Podcast. You can also access more episodes on Apple Podcasts and Spotify. For updates, follow our Facebook page.  If you have more questions, don't forget to reach out to me on LinkedIn and to send an email at jacqui@adviceintelligence.com   Thanks for tuning in!

Choosing to dive into the world of business ownership is a daunting prospect for every adviser-turned-founder. How do I choose the right licensee? How will I make enough money to get myself off the ground? How will I attract potential clients? And perhaps the most underappreciated question… how will this affect my mental health? In this episode, we speak to Chris Carlin, a financial adviser and mortgage broker, owner of Master Your money Now. Launching the business in 2018, Chris has built his business from scratch, using content media and ‘edutainment' as a huge pillar in his advertising. Only two years later, Chris was awarded the AFA Rising Star Award in recognition of his efforts.  This episode is all about understanding what is involved in starting a financial planning business, and how to push yourself to take that leap of faith. Chris is a shining example of what dreaming big can do, and how important it is to look after yourself in the process. Resources: To reach out to Chris Carlin, please contact him via his LinkedIn profile. What You'll Learn From This Episode: What it was like to be awarded an AFA Rising Star How to choose the right licensee for your business How to ensure you have funds to fall back on in the early stages of starting a business How to use video and media to generate new leads How to find your niche and target those clients How to use content marketing to build awareness of your brand How to be location independent from the very beginning How new entrants should approach the first five years of their career How to manage your mental health as a financial adviser  Why career should never be your number one priority The importance of remembering your ‘why' About Our Guest: Chris Carlin is a financial adviser and owner at Master Your Money Now, with almost 10 years experience in the industry. From completing internships, paraplanning, and tenure as a bank-aligned financial adviser, Chris used his experience to take a leap of faith in starting his own business. Through the power of content marketing, Chris has driven his business to great success, being awarded the AFA's 2019 Rising Star Award in recognition of his work. Chris is passionate about modern, future-focused financial advice, with a strong emphasis on mental health for financial advisers.  For more conversations with the thinkers and movers in the world of financial advice, go to Goals-Based Advice Podcast. You can also access more episodes on Apple Podcasts and Spotify. For updates, follow our Facebook page.  If you have more questions, don't forget to reach out to me on LinkedIn and to send an email at jacqui@adviceintelligence.com Thanks for tuning in!

At the core, financial advice clients are looking for someone who is interested in their needs, can take the time to care for them, invests time into understanding their situation and creates the best possible strategy to achieving their goals. Thats why good financial advice is universal, and not bound by location.  In this episode, we speak to Dan Haylett, a financial planner based in Essex, UK to talk about how he has tackled lifestyle financial advice.  We discuss how to approach fixed fee conversations, building a meeting process that works for your clients, where data collection comes into the process, and more.  This episode is all about the value of taking time with your clients, and avoiding rushing what is a very personal and important process to your clients. We even talk about Dan's approach of having a client panel to assist in building the perfect advice process, and how you could integrate something similar into your business.  Resources: To reach out to Dan Haylett, please contact him via his LinkedIn profile. What You'll Learn From This Episode: How to confidently move your clients from percentage based to flat fees Why your relationship should be with the client, not their money How being a young adviser can be a great advantage to your clients Why it is important to be confident in delivering fees Why you shouldn't be afraid to dig deep and talk about client behaviours  How to build a meeting process that leaves your clients feeling understood How to set up a tiered based fee structure  Where in the advice process should data collection occur When should cashflow come into the conversation? How to get clients involved in building the client process About Our Guest: Dan Haylett is a financial planner at TFP Financial Planning in Essex, England, with 18 years of experience in the finance industry. In his younger years, Dan dreamed of becoming a cricketer, before deciding to get a  ‘proper job', finding himself in a sales career in finance. After years of seeing the meaningful impact advisers were making to their clients, he decided to jump into the advice seat himself. Dave now is a passionate lifestyle financial adviser, working closely with clients to achieve their goals in a modern advice business.  For more conversations with the thinkers and movers in the world of financial advice, go to Goals-Based Advice Podcast. You can also access more episodes on Apple Podcasts and Spotify. For updates, follow our Facebook page.  If you have more questions, don't forget to reach out to me on LinkedIn and to send an email at jacqui@adviceintelligence.com Thanks for tuning in!

In a time where nothing seems to be within our control, it is easy for us to long for the ‘normal' we were once used to. New technology, new makeshift processes, and new ways of communicating with clients are just a few of the challenges advisers across the country have been forced to face, but do we really want to return to normal? In this episode, we speak to Jaime Johns, head of advice at Madison Financial Group who believes now is the time to adapt, learn and grow in terms of your advice offering and business processes. We talk about the need to overcommunicate, introducing new technology to clients, transparency of fees and even cash flow management for clients. Jaime also provides insight into what the advisers who are thriving right now are doing differently. This episode is all about reframing the way we look at the impacts of these unprecedented times on business, and use this opportunity to lean on and provide support to the advice community, co-workers, and your clients directly, more than ever before.  Resources: To reach out to Jaime Johns, please contact her via her LinkedIn profile. What You'll Learn From This Episode: Why it is better than ever to ‘overcommunicate' Why it is important for leaders to have an open door policy What sets apart the advisers that are thriving through COVID-19 The importance of traditional paper-based businesses developing their systems Why waiting for things to ‘return to normal' is a dangerous mindset  How to introduce new technology to your clients Why digital opt-ins are the way of the future What does goals based advice look like right now How to build a cashflow offering that funnels advice leads What is the modern adviser's meeting process  The value of letters of engagement in the advice process About Our Guest: Jaime Johns is the head of advice at Madison Financial Group with over 18 years of experience in the industry. With a fascinating background in management and advice coaching, Jaime now works closely with advisers and practices under the Madison licensee, and has seen immense change both within the business and the lives of advisers over the last couple of months. Jaime has direct insight into the challenges advisers are currently facing, and has a wealth of advice to provide in this uncertain time.  For more conversations with the thinkers and movers in the world of financial advice, go to Goals-Based Advice Podcast. You can also access more episodes on Apple Podcasts and Spotify. For updates, follow our Facebook page.  If you have more questions, don't forget to reach out to me on LinkedIn and to send an email at jacqui@adviceintelligence.com Thanks for tuning in!

Financial advisers know all too well how much clients can struggle with change. It is daunting to enter uncharted territories, but what scares us the most is the uncertainty, and the fear of personal loss. So how can we start to embrace change, and frame our decision making to lead to impactful change for our business and clients? In this episode, we speak to Alicia McKay, is a strategy and change adviser, author and podcast host based in New Zealand to talk about creating new policies, understanding what goes into a good decision-making process, and how to efficiently prioritise goals in order to achieve desired outcomes. We are reminded that change is not a roadblock, but a part of life which leads to opportunity.  This episode is all about focusing on the systems that guide a strong decision making process, and implementing those frameworks into your business. Alicia even shared details of the ‘$100 game' which you can play with your clients to get to the bottom of their true goals!  Resources: To reach out to Alicia McKay, please contact her via her Linkedin Profile or email at aleishamackay.co.nz.  Books: From Strategy to Action: A Guide to Getting Sh*t Done In The Public Sector Podcast: What's On Your Mind? What You'll Learn From This Episode: How to ask questions that get to the root of a goal The ideal number of goals you should focus on with your clients Why good habits must be independent of motivation Why we don't fear change, but loss How to not dilute impact with too many priorities Why overcoming limiting beliefs is so important Why framing change as ‘disruption' is counter productive How a lack of agency can lead to dissatisfaction in the workplace Why the success of a decision should be measured by the process, not the outcome How ‘so what' can be a powerful question to ask clients About Our Guest: Alicia McKay is a strategy and change adviser, author and podcast host based in New Zealand. Alicia started her early career working in policy development for government, which lead her to influencing change and ultimately becoming self-employed. Today, she works with leaders to help them become more strategic, make better decisions and turn their thinking into real action that has meaningful impact. Alicia has a refreshing approach to motivating leaders, cutting through complexity to focus on what really matters. For more conversations with the thinkers and movers in the world of financial advice, go to Goals-Based Advice Podcast. You can also access more episodes on Apple Podcasts and Spotify. For updates, follow our Facebook page.  If you have more questions, don't forget to reach out to me on LinkedIn and to send an email at jacqui@adviceintelligence.com Thanks for tuning in!

Goals based advice as a concept is something we are all familiar with, and most advisers can agree that this is the way we should be servicing clients. The practical implication, however, is a whole other ballgame, and often it can be difficult to know where to start.  In this episode, we speak to Finn Dorney, a financial adviser at Shadforth Financial Group, to find out how he puts goals based advice into practice. We discuss everything from how many meetings he has with clients, how long the ideal meeting should go for, how to use technology efficiently, to what questions you should ask.  This episode is all about breaking down the processes and frameworks that come into play when delivering true goals-based advice. We get lots of practical insights into how to structure your goals based advice, and even discuss activities advisers can use to prepare for a move towards a goals-based environment.  Resources: To reach out to Finn Dorney, please contact him via his LinkedIn profile. What You'll Learn From This Episode: Why the questions we ask are more important than the answers we give The importance of a great mentor for new advisers How to use technology to streamline the fact find process How to ensure both clients are heard when speaking with a couple What is the ideal length of time for an initial meeting The importance of getting buy-in from a client Why unrealistic goals are actually a good thing Why cashflow is so integral to goals-based financial advice The value of role-playing client situations for advisers new to goals-based advice What are the most important elements to consider when building strategies How to structure focused meetings with a set purpose About Our Guest: Finn Dorney is a financial adviser at Shadforth Financial Group, with over 15 years experience in the industry. Starting out as paraplanner fresh out of university, Finn built his way up through the ranks, adapting to changes along the way. Today, Finn is a passionate goals-based adviser, who focuses on delivering strong and practical financial advice that is tailored around client's goals and values. He follows a discovery process and a review process that allows him to tick all the boxes required of a great goals based adviser. For more conversations with the thinkers and movers in the world of financial advice, go to Goals-Based Advice Podcast. You can also access more episodes on Apple Podcasts and Spotify. For updates, follow our Facebook page.  If you have more questions, don't forget to reach out to me on LinkedIn and to send an email at jacqui@adviceintelligence.com Thanks for tuning in!

For so many Australians, retirement is the ultimate dream. We spend years working, we put money aside into super, and do everything we can to ensure we can make it work financially. So, your client has followed your advice and is financially ready to retire. Now what? In this episode, we speak to Peter Graham, an experienced retirement coach to talk about the realities of retirement, the danger of boredom, and how you can help your clients maximise their retirement. We discuss everything from the importance of setting goals, encouraging retirees to build and foster friendships and ensuring couples are on the same page prior to retirement.  This episode is all about challenging the belief that once your client has retired, your work is done. Peter reiterates that retirement is a life stage that requires just as much planning and consistent goal revision as any other stage of life, and with the right tools, this is a service you can offer to your clients.  Resources: To reach out to Peter Graham, please contact him via his website, add him on LinkedIn or via phone on 0412532782.  What You'll Learn From This Episode: How to help your clients prepare emotionally for retirement Why advisers should be comfortable asking the difficult questions Why most people become bored and unfulfilled in retirement How lazy habits can define an unsatisfying retirement The importance of identifying individual goals for couples nearing retirement Why doctors struggle the most in retirement How retirement can result in loss of identity  The importance of retirees becoming engaged in communities  How to integrate non-financial retirement planning into the advice process About Our Guest: Peter Graham is the owner and retirement coach at Redefining Retirement. Starting in the industry as an adviser in 1966, Peter has seen immense change in the industry, with his experience giving him the tools to communicate effectively with clients. Today, Peter uses those skills to ensure clients have a smooth transition into retirement, focusing not on the financial side, but the emotional side. Peter is even building an online course offering to help clients get to the bottom of what they truly want in retirement.  For more conversations with the thinkers and movers in the world of financial advice, go to Goals-Based Advice Podcast. You can also access more episodes on Apple Podcasts and Spotify. For updates, follow our Facebook page.  If you have more questions, don't forget to reach out to me on LinkedIn and to send an email at jacqui@adviceintelligence.com   Thanks for tuning in!

When building a successful and valuable financial planning practice, it is easy for advisers to get swept up in the never ending demands of running a business. This can lead to burnout, under-charging, and sacrificing personal goals. When given time to reflect and look over their business strategy, advisers can often find more time to achieve their personal goals, while bringing in more revenue at the same time.  To find out how this is possible, in this episode we speak to Sharon McClafferty, CEO of Slipstream Coaching to talk about how their business coaches help financial advisers take control of their business and realign with their strategic goals.  We talk about the 3 pillars to create a profitable and successful advice practice. Sharon provides valuable tips around repricing, analysing value, reviewing your business plan and expanding your business.  This episode is all about getting realigned with the business you have and the life you want to live, while also ensuring your business is being remunerated properly in line with the value clients receive. Sharon gives some great ‘pushes' for your business that many of us have been needing to hear! Resources: To reach out to Sharon, please contact her via her LinkedIn profile or visit the website. What You'll Learn From This Episode: How to accurately price your services How to align your business goals with your personal goals How to continuously customise your service offering to your clients Why single adviser practices are often high risk The importance of giving yourself lead time to achieve business goals Why you shouldn't take on client's you can't deliver maximum value to How to increase fees with your existing clients How to measure the value of repricing your services Why it is so important for advisers to have a business plan How to let go of clients you don't enjoy servicing  About Our Guest: Sharon McClafferty is the CEO of Slipstream Coaching, offering tailored business coaching to over 60 financial planning and accounting practices across Australia. With a background in event and project management in Australia and London, Sharon found her passion in business coaching, launching Slipstream Coaching with Scott Charlton in 2015. Sharon is incredibly passionate about helping financial planners take their business to the next level.  For more conversations with the thinkers and movers in the world of financial advice, go to Goals-Based Advice Podcast. You can also access more episodes on Apple Podcasts and Spotify. For updates, follow our Facebook page.  If you have more questions, don't forget to reach out to me on LinkedIn and to send an email at jacqui@adviceintelligence.com   Thanks for tuning in!

As goals based advisers, it is within our nature to identify client goals and implement strategies that will help those dreams become reality. There is also great benefit in digging deep to understand a client's fears and ambitions, taking that journey with the client by coaching them to success. In this episode, we speak to Anthony Noud, an Aussie life coach to talk about how he coaches his clients, how to define your client's goals and values, and how to uncover what drives their habits, beliefs and decisions. Anthony even shares some of his tricks of the trade, including a fascinating exercise you can do with your clients to uncover the values they hold closest to heart. This episode is all about deepening your relationship with clients through introspective self-analysis exercises and emotionally intelligent questions that guide clients on a journey of self-discovery alongside you. Resources: To reach out to Anthony, get in touch via Facebook or Instagram. What You'll Learn From This Episode: How to uncover your client's key values What understanding your client's 'best day ever' can teach you Why achieving a goal is often the most unfulfilling part of the journey How to overcome the ‘bully mind' How to identify the cost of a bad habit How to bring coaching into the adviser-client relationship How to understand the behaviours that drive client habits About Our Guest: Anthony Noud is the director of Awakened Lifestyles, a life coaching business which works with high functioning individuals to help them realise their potential and achieve their dreams. Anthony has had an incredible journey, from struggling with addiction in his early twenties, to building himself up to a business owner who helps others on their own journey. Today, Awakened Lifestyle teaches hundreds of clients how to achieve their goals through life coaching.  For more conversations with the thinkers and movers in the world of financial advice, go to Goals-Based Advice Podcast. You can also access more episodes on Apple Podcasts and Spotify. For updates, follow our Facebook page.  If you have more questions, don't forget to reach out to me on LinkedIn and to send an email at jacqui@adviceintelligence.com   Thanks for tuning in!

As experts in their field, financial advisers can often get carried away with strategy, unintentionally using language that prevents their clients from developing a true understanding of the advice being provided. Communication is everything in the adviser-client relationship, and it's imperative that we get it right. In this episode, we speak to Eleece Quilliam, National Manager of Invesco Consulting in Australia to talk about what language we should be using with clients, and how to communicate in a way they understand. Eleece provides valuable information on which common words and terms we should avoid, what we should replace them with, and even how to frame your language depending on genders and generations.  This episode is all about improving communication with your clients to ensure your clients are informed, empowered, and confident in the advice they receive. We pick up a few new terms and words that clients respond well to, as well as uncovering a few surprising words that are an instant turn-off for many! Resources: To reach out to Eleece Quilliam, please contact her via eleece.quilliam@invesco.com.  What You'll Learn From This Episode: How to communicate more effectively with women vs men How do younger clients expect to be treated in comparison to their parents? What language you should use with millennials and gen Z  Are clients looking for financial freedom or financial security? Why you should remove the word ‘fee' from your vocabulary How to demonstrate genuine transparency to your clients How to avoid unintentionally ‘salesy' terms with new clients Do your clients want a knowledgeable adviser or an experienced adviser? How to ensure your clients are truly understanding strategies How to re-frame the insurance conversation Do clients actually want to be impressed by their adviser? About Our Guest: Eleece Quilliam is the National Manager of Invesco Consulting in Australia, a US-based group dedicated to helping advisers get new clients, keep the clients they have and grow their business. Before joining Invesco in 2016, Eleece worked across numerous roles in the wealth and financial advice industry with National Australia Bank and Westpac in areas such as practice management and training. Eleece is passionate about building adviser capabilities and bridging the gap between adviser and client communications.  For more conversations with the thinkers and movers in the world of financial advice, go to Goals-Based Advice Podcast. You can also access more episodes on Apple Podcasts and Spotify. For updates, follow our Facebook page.  If you have more questions, don't forget to reach out to me on LinkedIn and to send an email at jacqui@adviceintelligence.com   Thanks for tuning in!

Goals based advisers are focused on one thing: Providing great goals based advice to their clients. In doing this, many businesses can find themselves neglecting one of their most valuable tools, which is online marketing. The world of social media and online marketing can seem daunting and beyond our scope, but with some careful thought and customised outreach strategies, there is no limit on potential growth In this episode, we speak to Laura Higgins, director of Lala Social Club, an online marketing agency based in Perth to talk about the most important considerations for financial advisers when building an online marketing strategy. We discuss how to understand your goal, how to build content around your target audience, and how to choose the best avenues available to achieve this. This episode is all about demystifying online marketing and breaking the process down into simple steps that any adviser can use as a foundation for their marketing strategy. We heard some great insights from Laura that you can act upon today! Resources: To reach out to Laura and learn about her services, head to her website. To learn more about her Marketing Playbook online course, click here. Use the code ‘Fraserjack10' for a discount on your purchase! What You'll Learn From This Episode: How to create content that resonates with your audience How to avoid losing your audience by overcomplicating a message How to reframe your offerings in a way that resonates with your audience How to communicate your business' focus on goals achievement  What you should consider before sharing content across multiple platforms  How to attract the right clients through online marketing  The importance of establishing an email marketing system How to beat the Facebook algorithm What social platforms are currently underutilised by financial advisers Which marketing strategies you should avoid  About Our Guest: Laura Higgins is the director of Lala Social Club, an online marketing consulting agency that works closely with financial planners to amplify their brand and get their message out to their ideal clients. Starting out by helping her employer promote their coffee roasting business on social media, Laura spotted a need for small business owners needing an effective strategy to promote their message online. Laura is known in financial planning for her personalised marketing strategies that target a business' ideal client. For more conversations with the thinkers and movers in the world of financial advice, go to Goals-Based Advice Podcast. You can also access more episodes on Apple Podcasts and Spotify. For updates, follow our Facebook page.  If you have more questions, don't forget to reach out to me on LinkedIn and to send an email at jacqui@adviceintelligence.com Thanks for tuning in!

When we hear the words ‘goals based advice', it's a natural reaction to think: Isn't all good advice technically goals based advice? It's not rare that advisers speak to clients about their goals: purchasing an investment property, paying less tax,having enough super available for retirement. However, many of these goals resemble financial strategies more than they do true, meaningful goals of an everyday Australian.  In this episode, our former head of client partnerships at Advice Intelligence tackles this question, outlining what exactly makes goals based advice unique, and how you can start to transform your business into that of a truly goals-centric hub. Fraser chats about the mindset of goals-based advice, the metrics, what it takes to model goals,and how to track goals on an ongoing basis. This episode is all about getting an in-depth understanding of what exactly goes into goals-based advice, and utilising the tools available to begin to transform your advice processes in alignment with your clients goals. This episode takes tidbits of Fraser's knowledge and experience, combined with some of the wisdom accumulated over two years of interviewing industry leaders within the goals-based advice space! Resources: To reach out the advice intelligence team, please make contact via https://www.adviceintelligence.com/contact. What You'll Learn From This Episode: How to shift from a product based mindset to a goals based mindset How to identify your client's goals based metrics How to do a ‘goals based' audit of your website How to help your clients discover their goals How to conduct an effective goals discovery meeting Where to find tools to assist in the goal-discovery process How to identify your client's communication code How to relook at risk profiling in alignment with individual goals Why it is important to understand your client's unique definition of risk How to track goals by integrating client-facing technology How to find out more about Advice Intelligence's upcoming goals based academy About the Speaker: Fraser Jack was the head of client partnerships at Advice Intelligence. After spending his early years as a financial adviser, Fraser now works with Advice Intelligence, providing advisers with the tools they need to deliver effective goals based advice via one intelligent and simplified digital advice platform. Fraser is passionate about the rise of goals-based advice in Australia and has honed his expertise through over 100 podcast interviews with the top players in the goals-based advice field.  For more conversations with the thinkers and movers in the world of financial advice, go to Goals-Based Advice Podcast. You can also access more episodes on Apple Podcasts and Spotify. For updates, follow our Facebook page.  If you have more questions, don't forget to reach out to me on LinkedIn and to send an email at jacqui@adviceintelligence.com Thanks for tuning in!

The goals-based advice movement is largely regarded as the future of advice, with more businesses embracing every year. However, as with many big changes in life, knowing where to start is often the largest hurdle to overcome. Going from a traditional advice practice to practice with new processes, priorities and expectations can be overwhelming. In this episode, we speak to Dean Lombardo, a financial advice business coach based in Melbourne to discuss how you can transform your business from a traditional practice to that of a future-focused goals-based advice business. We discuss how to introduce goals-based advice principles into client conversations, how to move from an adviser to a coach, and how to ensure your business is ‘transferable' when it comes to business succession planning. This episode is all about overcoming the initial hesitations of embracing change and building confidence to run a successful and engaging advice business of the future. We get the opportunity to hear about a range of topics that will leave you inspired and ready to take the next big step in your practice.  Resources: To reach out to Dean Lombardo, please contact him via his LinkedIn profile.  What You'll Learn From This Episode: How to start transferring your business to a goals-based advice business Understanding the transferability of client relationships for future business valuations Why shared business values are so important in succession planning How to maintain a relationship with clients who are working with a new adviser How to understand your client's measure of success What it means to measure ‘emotional data' How far ahead you should plan goals with clients How to take a long term plan and break it into short term measurable milestones Why new business processes should start with new clients How to coach your clients through the journey of self-discovery  How understanding your client's personality types can impact your advice About Our Guest: Dean Lombardo is the owner and financial planning business coach at Effortless Engagement with 20+ years of experience in the industry. Dean works with advice businesses and institutions to help realise their purpose and build meaningful connections with their clients. Starting as a paraplanner in Melbourne, Dean has a wealth of experience managing and leading financial planning businesses. He is known for his ability to visualise the long term goals of business planning while also focussing on the small, everyday value-adds that make for a strong adviser-client relationship. For more conversations with the thinkers and movers in the world of financial advice, go to Goals-Based Advice Podcast. You can also access more episodes on Apple Podcasts and Spotify. For updates, follow our Facebook page.  If you have more questions, don't forget to reach out to me on LinkedIn and to send an email at jacqui@adviceintelligence.com   Thanks for tuning in!

We have all told ourselves at some stage that ‘this will be the year I get fit'. Yet time and time again, our behaviours don't match our goals, ultimately leading to failure to achieve. The same can be applied to advice clients, who set ambitious financial goals that consistently fall short due to poor financial behaviours.  In this episode, we speak to Hendrik Crafford, a practice owner and adviser coach in South Africa to talk about how he identified this gap in the market, and how you can implement behavioural coaching in the advice process through verbal communication, body language, personality profiling and goal creation. Hendrik even provides a self reflective mind and body exercise for you to try while listening! This episode is all about understanding the value that can be added when infusing a life coaching mindset with the technical knowledge that is integral to strong financial advice. Hendrik will challenge you to think outside the box and leave limiting traditions and thought processes at the door. Resources: To reach out to Hendrik Crafford, please contact him via his website. What You'll Learn From This Episode: How to talk to client about their responsibilities in the advice process How to ‘be the shepherd' and guide your clients through their journey How to optimise the cash flow of a client to fund their goals How to manage ‘human capital' within your business How to use behavioural coaching in the advice process How our moods influence our bodies How to use effective language with clients How to use a dream wheel when building client relationships Which key behavioural questions you should be asking your clients How onboarding any client is dangerous for new advisers Why you should consider utilising a life coach in your business About Our Guest: Hendrik Crafford is the owner of Momentum Financial Wellness Practice in South Africa, with 30 years of experience in the industry. Hendrik started his journey in the advice industry with the hopes to make a difference to people's lives through a mixture of financial advice and behavioural coaching. Hendrik's career has since involved a number of ventures, including coaching other financial advisers on how to integrate a more behavioral approach to their service, which has even been translated to a local university program.  For more conversations with the thinkers and movers in the world of financial advice, go to Goals-Based Advice Podcast. You can also access more episodes on Apple Podcasts and Spotify. For updates, follow our Facebook page.  If you have more questions, don't forget to reach out to me on LinkedIn and to send an email at jacqui@adviceintelligence.com   Thanks for tuning in!

Financial advice is a global need. Every individual has their own goals, aspirations, and problems that need solving. As our industry moves more towards goals-based advice, it's important to remember that dreams know no language, nor boundaries. That's why this week, we are setting our sights on the inspiring advice landscape in Brazil! In this episode, we speak to Andre Novaes, a financial planner and practice owner in Campinas, Brazil. Andre is on a mission to bring dreams based advice to one million Brazilian families. He shares with us his journey, from listening to his father talks about his advice clients as a child, to now owning a practice with over 64 staff, while simultaneously training the next generation of life-focused financial planners, and providing financial education to the masses. This episode is all about the importance of focusing less on money and strategies, and more on families and dreams. Andre will inspire you to dream big, and re-look at the way you approach conversations with your clients. We gain some fascinating insight into how financial advice is being administered across the world, with plenty of interesting ideas you can incorporate in your advice practice!  Resources:                 To reach out to Andre Novaes, please contact him via his LinkedIn profile or website. What You'll Learn From This Episode: How to think outside of the box when it comes to client meetings How to scale financial education to the masses How bringing children to meeting multiplies the positive impact of advice Why you should stop thinking of ‘advice to clients' and instead ‘planners to families' How to become a ‘dreams based' adviser How to build a financial planning business that centres around life planning  Why you need to work with clarity before working with transparency How to hire great new financial planners by 'ignoring the technical When you should take money out of the conversation Why an entrepreneurial adviser holds more potential than a technical adviser  About Our Guest: Andre Novaes is the founder and CEO of LifeFP in Brazil, a hybrid financial planning life planning company. Growing up hearing his father, a financial planner, talk about his clients, Andre found himself following in his shoes. Now with over 64 staff, Andre and his business are building and training the next generation of entrepreneurial financial planners through their Planners Academy, creating a new generation of emotionally intelligent dream-awakeners. All this while educating the public through a range of Life Academy courses, with a goal to reach over 1,000,000 people.  For more conversations with the thinkers and movers in the world of financial advice, go to Goals-Based Advice Podcast. You can also access more episodes on Apple Podcasts and Spotify. For updates, follow our Facebook page. If you have more questions, don't forget to reach out to me on LinkedIn and to send an email at jacqui@adviceintelligence.com Thanks for tuning in!

All advisers have been witness to the frustration clients feel when faced with yet another steep annual premium increase. Insurance affordability is an increasing issue for Australians and is of particular to concern to one group in particular: APRA. With a rise in mental health claims, a changing employment landscape and insurance providers who have struggled to adapt with the times, is the life insurance as it stands, sustainable? In this episode, we speak to Niall McConville, General Manager of Retail Distribution at TAL and Gavin Teichner, Executive General Manager of Individual Life at TAL. We discuss how they have seen the advice landscape change over time, the issues currently facing the industry, and their predictions for the future of the life insurance space. We touch on the ramification of COVID-19, as well as discuss what we can expect to see changes to in the near future. This episode provides great insights into the complexities both Australia and international insurance companies face. Niall and Gavin provide some great food for thought and share some great insight into what the big players can do to ensure sustainable insurance products to consumers.  Resources:  To reach out to Gavin Teichner, please contact him via his LinkedIn profile. To reach out to Niall McConville, please contact him via his LinkedIn profile. What You'll Learn From This Episode: How coronavirus is impacting the life insurance industry How many losses are being made in certain insurances Why APRA is concerned about the financial position of life insurers Have product benefits been ‘too generous' over the years? How mental health has contributed to an already stretched market What the industry should do to give consumers certainty around cost Why a move towards simpler insurance products may help  How the industry needs to adapt to the ‘gig economy' How insurers are supporting those impacted by financial hardship due to COVID-19 How have new education standards affected risk adviser numbers? What will future insurance product development focus on? About Our Guest: Niall McConville is the General Manager of Retail Distribution at TAL. Gavin Teichner is the Executive General Manager of Individual Life at TAL. With a combined 40+ years experience in the life insurance industry, Niall and Gavin provide great insight into the minds of life insurers and the impact a challenged industry has on financial advisers. For more conversations with the thinkers and movers in the world of financial advice, go to Goals-Based Advice Podcast. You can also access more episodes on Apple Podcasts and Spotify. For updates, follow our Facebook page.  If you have more questions, don't forget to reach out to me on LinkedIn and to send an email at jacqui@adviceintelligence.com   Thanks for tuning in!

As time goes on, clients are becoming more emotionally invested in the advice they receive from their adviser. From protecting their family with wealth protection to planning a dream retirement, more individuals are looking for an advice strategy tailored to their goals and values. For many, the process of building a goals-based investment portfolio is of equal importance.    In this episode, we speak to Santi Burridge, co-founder of Implemented Portfolios. We talk about how to tailor the portfolio building process around your client's goals, how to use technology to personalise the process, and how to get your clients engaged with their investments. We even dive into the controversial issue of what makes a truly ‘balanced' asset allocation! This episode is all about looking at the investment process with fresh eyes and ensuring true goals-based advice leaks through to every part of the advice process. We hear tonnes of great, thought-provoking ideas that will lead you to reflect on your very own method towards investing. Resources: To reach out to Santi Burridge, please contact him via his LinkedIn profile. What You'll Learn From This Episode: How to involve the client in the portfolio building process How to make customisation repeatable using technology  How we can tackle the ‘balanced' portfolio issue Why risk profiles aren't a true indicator of a client's risk appetite How benchmarking sets unrealistic expectations Why asset allocation matters more than product Do inhouse products still have a place in goals-based advice? How customised portfolios give clients a deeper sense of ownership The importance of constant communication with clients How to measure, meaningful change in a clients life How to technology-enabled the investment experience around the client About Our Guest: Santi Burridge is the co-founder of Implemented Portfolios with 22 years of experience in the industry. Starting out as a paraplanner in Brisbane, and eventually buying into an advice business, Santi became increasingly frustrated that every client was being put into the same investments. Santi launched Implemented Portfolios as a separate business in 2010 to fix the issue.  Santi is passionate about his message and provides great information on the importance of building clients portfolios around their goals.  For more conversations with the thinkers and movers in the world of financial advice, go to Goals-Based Advice Podcast. You can also access more episodes on Apple Podcasts and Spotify. For updates, follow our Facebook page.  If you have more questions, don't forget to reach out to me on LinkedIn and to send an email at jacqui@adviceintelligence.com   Thanks for tuning in!

As the industry moves from a sales and distribution market to a more client-centric environment, goals based advice is increasingly central to the values of advice businesses across Australia. It is one thing to follow the philosophy, but putting the values into practice through a specialised client offering can come with challenges. Especially when it comes to the issue of portfolio management and asset allocation.  In this episode, we speak to Jacqui from Advice Intelligence and Matthew and Jerome from Dynamic Asset Consulting. We discuss the portfolio management system you can use to demonstrate your dynamic investment approach to clients, how to integrate advice into the goals-based advice process, and how to 4ensure you meet your client's measure of success. This episode is all about questioning the traditional investment methodologies and looking towards a more dynamic, hands on approach to investing in line with client's goals. With over 50+ years of cumulative experience in one room, you are sure to find some valuable insights into everything goals-based investing. Resources: To get in contact with Jacqui and the Advice Intelligence team, head to  https://www.adviceintelligence.com/contact. To get in contact with Matthew and Jerome from Dynamic Asset, head to https://www.dynamicasset.com.au/contact-us-adviser. What You'll Learn From This Episode: How clients measure success Why the ‘set and forget' investment approach is prone to failure How we can do better than ‘time in the market' How to align different portfolios to different goals Why linking revenue to FUM is on the way out How to demonstrate your value during a downturn How to use technology in the goals based advice process How to build a forward-looking approach to investments How to turn the goals based philosophy into a practical methodology Why the portfolio theories of the 20th century are no longer enough About Our Guest: Matthew Walker is a goals-based Financial Planner and CEO at Dynamic Asset Consulting. Having worked as a specialist financial planner since 1991, Matthew has extensive experience operating as a financial adviser using Goals Based Advice and Investing solutions. Jerome Lander is a Goals-Based Portfolio Manager at Dynamic Asset Consulting. With a consistently strong track record of achievement in multi-asset outcomes orientated portfolio management and investment consulting, Jerome is highly experienced in portfolio construction and asset allocation. Jacqui Henderson is the CEO of goals-based advice technology platform, Advice Intelligence. Jacqui is passionate about goals based advice, human behavioural science and artificial intelligence. Jacqui has 10+ years' experience in private wealth, with previous experience in telco and technology industries. For more conversations with the thinkers and movers in the world of financial advice, go to Goals-Based Advice Podcast. You can also access more episodes on Apple Podcasts and Spotify. For updates, follow our Facebook page.  If you have more questions, don't forget to reach out to me on LinkedIn and to send an email at jacqui@adviceintelligence.com   Thanks for tuning in!

Strict education requirements, an industry-wide test and a reducing number of financial advisers to some, may look like a recipe for disaster. To others, this is seen as an opportunity. Each year, hundreds of students across the country are graduating with relevant financial planning degrees, and open minds. They are all looking to be inspired. In this episode, we speak to Alisdair Barr, the founder of Striver, which you may have known previously as Grad Mentor. After years of working in the financial planning industry, Alisdair saw a prime opportunity to create a link between financial planning graduates and the businesses that wanted to hire them. Through speed networking events, and a brand-spanking new online platform of candidates, Striver has helped countless candidates and businesses connect and build rewarding careers. This episode provides great insight into what new financial planning graduates are looking for in a workplace, how the professional year is affecting industry numbers, and how you can use the new education requirements to attract and retain the best new financial planning talent.  Resources: To learn more about Striver, please visit the Striver website or contact Alisdair via his Linkedn Profile. What You'll Learn From This Episode: What is Striver and how can you get involved How to attract and retain young talent Why you should hire candidates who are different to you How to articulate your value to young job candidates Why the professional year is adding credibility to the industry Why you should hire based on personality first, qualifications second Why you should be clear on your business needs when hiring Why a diverse workforce is so powerful How to access a database of pre-assessed job candidates How students and return-to-work financial professionals can directly access employers About Our Guest: Alisdair Barr is the founder of Striver, a HR-Tech platform designed to help financial planning firms attract and recruit financial planning students and graduates for their businesses. With over 15 years of experience in the industry, Alisdair knows exactly what it is firms look for in candidates, and works to connect hundreds of emerging financial planning professionals with growing businesses across Australia each year.   For more conversations with the thinkers and movers in the world of financial advice, go to Goals-Based Advice Podcast. You can also access more episodes on Apple Podcasts and Spotify. For updates, follow our Facebook page.  If you have more questions, don't forget to reach out to me on LinkedIn and to send an email at jacqui@adviceintelligence.com   Thanks for tuning in!

In this episode, we speak to Angus Woods, founder of Adviser Ratings, to talk about the most interesting outcomes of the extensive and insightful report. We go into detail on what today's average adviser looks like, including age and income, what the average financial planning client looks like, how many advisers are entering vs exiting the industry, and what the adviser of the future should be doing. If you have more questions, don't forget to reach out to me on LinkedIn and to send an email at jacqui@adviceintelligence.com

We've all heard the phrase ‘it's not about the destination, it's the journey'. What you might not know is that this claim has some real scientific backing! Often we spend so much time focusing on the end goal, that once we finally get there, we realise that true fulfilment lies in the pursuit. We see it all the time in our businesses with retirees, who spend years waiting for retirement, only to realise the challenge of getting there was the most important part. In this episode, we speak to Dr Adam Fraser, who has spent his career studying this very phenomenon. A peak performance researcher, Dr Fraser spends his time researching the psychology of success, using that research to help businesses transform their mindsets and create a growth-centric team environment. We discuss the importance of constant reflection, being present in your work day, how to mentally ‘reset' in challenging situations, and why the ‘happiness movement' may be doing us more harm than good. This episode is all about learning to ‘love the struggle' that comes with pursuing goals, while developing our minds and the minds of our teams. Dr Adam encourages us to be more courageous, introspective and always be pushing ourselves to evolve both personally and within our business.  Resources: To reach out to Dr Adam Fraser, please head to his website. What You'll Learn From This Episode: How to transition through different responsibilities in your day with a clear mind How to calm your mind by being present in the moment How to mentally ‘reset' after a challenging situation Why the pursuit of a goal is more fulfilling than achieving the goal How striving for a goal allows us to be courageous and evolve How to set goals with your team and identify milestones Why regularly reflecting on progress makes us more resilient How to build a more resilient and and cohesive team How the ‘happiness movement' could actually be holding us back Why we should learn to ‘love the struggle' About Our Guest: Dr Adam Fraser is a peak performance researcher who helps organisations and individuals push beyond their potential. Adam started out with a bachelor of biomedical science, then moving on to a PhD focusing on the impact of lifestyle on wellbeing and happiness. Adam now spends his time in research, presenting keynotes, and running intervention programs with professionals, focusing on issues such as professional burnout and mental health. Adam has presented at many financial planning conferences and provides great insight into how advice businesses can improve culture and performance.  For more conversations with the thinkers and movers in the world of financial advice, go to Goals-Based Advice Podcast. You can also access more episodes on Apple Podcasts and Spotify. For updates, follow our Facebook page.  If you have more questions, don't forget to reach out to me on LinkedIn and to send an email at jacqui@adviceintelligence.com   Thanks for tuning in!

Focusing on priorities greatly impact productivity and effectiveness. In this episode, we chat with Andrew Horsfield about how to eliminate pointless work, delegate task effectively and foster a self-regulatory performance culture with your team. If you have more questions, don't forget to reach out to me on LinkedIn and to send an email at jacqui@adviceintelligence.com

Right now, it feels as though the world is in a state of flux. Chances are, yourself and your team may feel the same. Advisers and their teams all over Australia are doing their best to adapt to working from home, something many of us have wanted to try, but have never had the time to sit down and work out the details. With a national lockdown on our hands, what better time than right now? In this episode, we speak to Danielle Cornelissen and Michael Back. Danielle is the managing director of 5 Elk, an outsourcing service for financial services professionals who want to spend more time focussing on the bigger picture. Michael is the founder of Human to Human, a financial services consultancy firm who help advisers elevate their client's experience and build a highly successful business. We discuss how to run your business smoothly from home, diving into  topics such as technology, hardware, processes and communication.  This episode is all about adapting to change, and turning a challenging situation into a huge opportunity for your business. Danielle and Michael give us tonnes of practical tips we can all use to make working from home an amazing time of growth for ourselves and our teams.  Resources: To reach out to Danielle, please head to the 5 Elk website or contact via Linkedin. To reach out to Michael, please head to the Human to Human website or contact via Linkedin. What You'll Learn From This Episode: How to make the most of the set up you have How to develop a solid routine and structure within your team remotely How to overcome the awkwardness of your first video meetings How to find the best apps for virtual meetings How to share ideas and teach concepts to your team and clients via instant video How to streamline the file notes process  How to separate personal from professional responsibilities at home How to integrate technology into the appointment booking process How to cut down on time spent on fact finds How to keep your clients reassured through tough times How working from home can bring us closer About Our Guest: Danielle Cornelissen is the managing director of 5 Elk, an outsourcing service for financial services professionals who want to spend more time focusing on the bigger picture of their business. Michael Back is the founder of Human to Human, a financial services consultancy firm who help advisers elevate their client's experience and build a highly successful business. Danielle and Michael are working with financial services professionals to ensure a smooth transition into the world of remote work, offering tools and guidance to turn a challenging time into a great opportunity for your business.  For more conversations with the thinkers and movers in the world of financial advice, go to Goals-Based Advice Podcast. You can also access more episodes on Apple Podcasts and Spotify. For updates, follow our Facebook page.  If you have more questions, don't forget to reach out to me on LinkedIn and to send an email at jacqui@adviceintelligence.com   Thanks for tuning in!

We all know that there is huge value to be found in asking your clients for feedback. It allows you to put yourself in your clients shoes, and get a better understanding of their experience with your business. Being well aware of this, the recent Value of Advice report from Core Data was undertaken with the goal to understand consumers and their relationship with advisers. Shining a light on the positives of the industry, the survey gives financial advisers an insight into the valuable ways advice changes lives. In this episode, we speak to Alva Devoy from Fidelity, and Jason Andriessen from CoreData. Their recent research surveyed over 2,000 Australian's on their relationships with money, their financial behaviours, and their experience with financial advisers. With a mix of advised and non-advised respondents, the survey provided fascinating insight into the benefits of financial advice, the barriers to entry, and how clients assess the quality of their relationship with their adviser. This episode is stacked with surprising statistics, as well as fascinating insights into the 4 types of client personas, the ‘three Cs' of client values and insights into how you can customise your service offering to suit different types of clients. With such a huge amount of valuable information, you may want to take notes on this episode! Resources: To read the Value of Advice Report, click here. What You'll Learn From This Episode: How to articulate your value to clients How do clients asses the quality of their relationship with an adviser What are the four ‘client personas' How often Australians worry about their money How financial stress is affecting physical, mental and social wellbeing How financial advice can correlate with improved mental health What are the ‘3 Cs' of client value What are the current barriers to advice and how can you help to remove them How to customise your service offering to fit your client What the difference between monetary benefit and ‘whole person' benefit is About Our Guest: Alva Devoy is the managing director of independent asset manager Fidelity International Australia. Jason Andriessen is the managing director of CoreData, a global market research and data analytics consultancy specialising in customers and how they make purchase decisions. The combined experience, knowledge and skills from themselves and their teams has brought us the Value of Advice Survey, providing insight into the minds of consumers and their relationship with money. For more conversations with the thinkers and movers in the world of financial advice, go to Goals-Based Advice Podcast. You can also access more episodes on Apple Podcasts and Spotify. For updates, follow our Facebook page.  If you have more questions, don't forget to reach out to me on LinkedIn and to send an email at jacqui@adviceintelligence.com   Thanks for tuning in!

During a time in which the advice industry is under extreme pressure, a small group of ‘outliers' stand out from the crowd. With adaptive spirits and entrepreneurial mindsets, these advisers are focusing on building powerful and dynamic client experiences, drawing inspiration from a wide range of non-financial industries such as e-commerce and hospitality.  In this episode, we speak to Danielle Visser and Peita Diamantidis, two forward thinking individuals behind the ‘Entrepreneur Exchange' initiative. Dani and Peita tell us about the workshops they put together to highlight some of the incredible attitudes and mindsets advisers are adopting in running successful advice businesses, coming out strong through both the highs and lows. This episode explores the idea that best performers in our industry are entrepreneurs who happen to run advice practices. We look into customer value propositions, how the client's expectation of their adviser experience is transforming, and how we can tap into the emotion of the financial advice journey.  Resources: To register your interest in the Entrepreneur Exchange, contact your Zurich BDM or head to the Zone Education Website. What You'll Learn From This Episode: How are the advice outliers setting themselves apart from the crowd How to build a great client experience How many touch points you should have in the client onboarding process How to use emotion and personalisation to build rapport  How to use automation to elevate your service offering How to identify client confusion points How to channel your great customer experiences into your advice practice How to create a community of clients who love what you do How to design the client journey  Why you should focus on transformation and not conversion About Our Guest: Danielle Visser has 14 years experience in financial advice, and has developed Zurich's new Entrepreneur Exchange initiative alongside adviser and practice owner Peita Diamantidis. These two minds have come together to create the _Zone education program, a platform designed to guide you through the professional development you need as an adviser to meet the challenges of today and tomorrow. For more conversations with the thinkers and movers in the world of financial advice, go to Goals-Based Advice Podcast. You can also access more episodes on Apple Podcasts and Spotify. For updates, follow our Facebook page.  If you have more questions, don't forget to reach out to me on LinkedIn and to send an email at jacqui@adviceintelligence.com   Thanks for tuning in!

While we all understand the need for one-on-one, personalised financial advice, there is something to be said for one-to-many broad financial education. In today's technology-driven landscape, it's easier than ever to get your message out to the masses. More and more Aussies are tuning into podcasts to get their daily news, entertainment, and educational content.  With this movement comes a new generation of advisers exploiting this gap in the market. In this episode, we speak to one of the forerunners of this movement, Glen James. A former financial adviser, Glen is the creator and host of the My Millennial Money podcast, who spends his days sharing much needed financial information to thousands of millennials across the country. With a 10,000+ member strong Facebook community, Glen has generated hundreds of referrals to financial advisers, mortgage brokers and other industry specialists, ensuring young Australians are getting the financial help they desperately need. We get a sneak peek into some of Glen's upcoming ventures, including a new podcast completely unrelated to money!  This episode will inspire you to take your idea to the next level, turning your knowledge and passions into a message strong enough to reach thousands. This episode will also show you the power of building a community, and how a small idea can become a national movement. Glen gives us some great advice on how to develop your idea, quit procrastinating, and get started. Resources: To reach out to Glen James, please contact him via email. To learn more about how to launch your podcast, check out Glen's Podcasting Webinar.  What You'll Learn From This Episode: How to know when to dive into a new venture  How to work in financial education without competing with financial advice How to build an engaged online community How to think outside of the box when it comes to money coaching Why podcasting is the new medium How to turn your idea into a podcast How to start out as an indie podcaster How to compete with the biggest podcasters in the game How to generate revenue from your podcast  Why it is important to always be looking for the next gap in the market  About Our Guest: Glen James is the creator and host of the My Millennial Money Podcast, the number one personal finance podcast for young Australians. Glen is also a former financial adviser and business owner with over 15 years experience in advice. In 2017, Glen took a dive into the world of podcasting, spotting a huge gap in the financial education market.  After a period of time managing the financial planning business and podcast simultaneously, Glen eventually packed up shop and made podcasting his full-time job. Now, Glen and his suite of money and career-related podcasts educate thousands of millennials all over the country every day.  For more conversations with the thinkers and movers in the world of financial advice, go to Goals-Based Advice Podcast. You can also access more episodes on Apple Podcasts and Spotify. For updates, follow our Facebook page.  If you have more questions, don't forget to reach out to me on LinkedIn and to send an email at jacqui@adviceintelligence.com   Thanks for tuning in!

Financial advisers have an incredible wealth of knowledge to impart on existing and prospective clients, but often aren't equipped with the tools to do this on a large scale. Hosting an event to share your message is something many advisers would like to do, but the prospect of event planning can be incredibly overwhelming. The truth is, it doesn't have to be. In this episode, we speak to Jessica Abbey, owner of Australian based event production company Leverage Management Solutions. We discuss in detail the process of planning your event, including how to identify your audience, how to determine what it is your audience is looking for, how to find the right venue and how to plan for any potential hiccups on the day. Jess also provides valuable information on how to develop a ‘call to action' to ensure a strong return on investment.   This episode is all about nailing the perfect event, whether it be an intimate client dinner or a large 2 day conference. They say failing to plan is planning to fail, and with Jess' wisdom, you can ensure that you have ticked every box to create a successful event! Resources: To reach out to Jessica Abbey, please contact her via her Linkedin Profile. Or check out her website Leveraged Management Solutions What You'll Learn From This Episode: How to cut through the online noise and stand out from your competitors by getting physically in front of your audience How to build brand credibility, affinity and trust with valuable prospects and your current clientele How to determine the right type of event for your message How to choose the perfect venue for your event What to look for when selecting paid vs free venues How to advertise your event to your target market  How to understand your audience through guest surveys The pitfalls to prepare for when planning your event Choosing the right ‘event swag' for your guests How to ensure your guests don't feel like they're simply being sold to The importance of having contingency plans How to plan your event's ‘call to action' How to ensure your guests leave your event with value How to ensure your guests return for future events The importance of considering the attendee experience from start to finish About Our Guest: Jessica Abbey is the owner of Australian based event production company Leverage Management Solutions, with over 10 years of experience in event planning and business development. Over the years, Jess has helped many advisers put on great events for clients, prospects, and staff. She is known for her ability to maintain a level head in the most chaotic of situations, and can help you do the same! For more conversations with the thinkers and movers in the world of financial advice, go to Goals-Based Advice Podcast. You can also access more episodes on Apple Podcasts and Spotify. For updates, follow our Facebook page.  If you have more questions, don't forget to reach out to me on LinkedIn and to send an email at jacqui@adviceintelligence.com   Thanks for tuning in!

Cash-flow is one of those topics that is considered a no-brainer in business but it is still surprising how many businesses don't take it seriously enough, and it's a global issue. The challenges are more than just profitability, it's overlaying the timing of money in and money out, and mastering the art to provide clarity and certainty for the business decisions you need to continually make. For goals-based advisers talking to our clients about their cash-flow, it's the basis for the same conversation. In this episode, we discuss the need for business owners globally to embrace the cash-flow and forecasting meeting as a habit, that will allow better more logical decision making, based on real data. We also cover how Tracey Bissett shares her message of financial fitness to young people (and those who love them) as well as entrepreneurs and business owners, through a regular podcast, education courses, and coaching. Resources: To reach out to Tracey Bissett, please contact her via her Linkedin Profile or via her website https://www.bissettfinancialfitness.com/ To listen to more of Tracey in action, listen to The Young Money Podcast at https://www.bissettfinancialfitness.com/category/podcast/ What You'll Hear In This Episode: How to improve confidence for small business owners dealing with banks How financial fitness is like physical fitness, it takes time, effort and regular attention About Tracey's Young Money 12 Month Planner Why advisers should do their own podcasts About the great work, the SheEO organisation is doing around the world Why cash-flow is the fuel of growth in any business How business owners should behave when asking their creditors to pay their invoices Why responsibility can't be outsourced Why your early money beliefs around scarcity or abundance influence your behaviours and money decisions  How we can take back control of our income and spending habits About Our Guest: Tracey is an accomplished professional with 20 years of experience in the financial services industry working directly or indirectly with personal, commercial and corporate clients to help them achieve their financial goals. A demonstrated passion for increasing financial fitness coupled with lending and risk management experience led to the establishment of Bissett Financial Fitness Inc. As President and Chief Financial Fitness Trainer, Tracey works with clients to help them understand and improve their level of financial fitness with a goal of increased confidence using their financial skills so they can be successful in their financial life. She works with people of all ages, focusing on youth and young adults, as well as engages with companies and not-for-profit entities in various capacities including one on one coaching and contracts focused on financial services and risk management assignments. In addition, she teaches and leads speaking engagements to increase financial fitness awareness. Financial fitness also known as financial literacy means having the knowledge, skills and confidence to make responsible financial decisions. Just like physical fitness, your level of financial fitness may be starting to learn the basics about money, novice to expert budgeter or becoming a more sophisticated investor. Everyone's financial fitness level is individual and unique. Just like your health, being financially fit enables you to be successful in your life. I consider financial fitness to be fundamental life skill and am passionate about helping people improve their level of “fitness”. For more conversations with the thinkers and movers in the world of financial advice, go to Goals-Based Advice Podcast. You can also access more episodes on Apple Podcasts and Spotify. For updates, follow our Facebook page.  If you have more questions, don't forget to reach out to me on LinkedIn and to send an email at jacqui@adviceintelligence.com Thanks for tuning in!

In a rapidly changing financial planning landscape, the value of community is more apparent than ever before. Finding new and inventive ways to collaborate in order to grow your business could be what keeps you ahead of the curve. Thankfully, there is a community of 1,800+ Australian advisers doing just that. In this episode, we speak to Clayton Daniel, managing director of XY Adviser to get an inside look into what launched their national community of advisers, the journey to get where they are today, and what's involved in the platform reaching their ‘ultimate destination'. We get a sneak peek into how technical advancement will revolutionise the platform for advisers not only in Australia, but worldwide.  This episode will inspire you to think outside the box when it comes to pushing forward the evolution of advice, using creative and collaborative efforts to better yourself and the community.  Clayton gives us a few golden nuggets of advice, encouraging advisers to be more open and vulnerable with each other.  QUOTE: The facilitation of a mindset is super different on every platform Resources: To reach out to Clayton Daniel, please contact him via LinkedIn or Email. What You'll Learn From This Episode: How to turn your idea into a business  How to use Facebook Groups to your advantage How to use small networking events for maximum impact How to find the perfect platform for your message How to moderate your online communities The importance of being open and honest with peers The power of asking intelligent questions Why you shouldn't be afraid to dream big When is it the right time to seek outside investment for your idea How to know when to employ people to work in your community About Our Guest: Clayton Daniel is the managing director of XY Adviser with over 10 years of experience in the industry. Clayton spotted a gap in the industry during the time of FOFA, noting the need for better communication between advisers during the transitional period. From the early days of securing Brad Fox to speak at his not yet existent event, the XY Adviser community is now some 1,800 people strong, and has plans to expand to advisers all over the world. For more conversations with the thinkers and movers in the world of financial advice, go to Goals-Based Advice Podcast. You can also access more episodes on Apple Podcasts and Spotify. For updates, follow our Facebook page.  If you have more questions, don't forget to reach out to me on LinkedIn and to send an email at jacqui@adviceintelligence.com   Thanks for tuning in!

Marketing is often seen as the silver bullet that will bring unlimited clients and business growth to a financial planning practice. If done right, marketing can definitely be a powerful tool; However financial planning practices, especially smaller ones need to tailor their marketing so it reflects their personality, values and their client base.  In this episode, we speak to Tim Reid, Australia's leading marketing speaker to talk about everything marketing. Tim emphasises on the importance of adding personality and emotion to your marketing strategy rather than trying to be too serious or too clinical. Having worked with an extensive amount of small businesses, he believes that a small business's ability to act quickly, pivot and implement new marketing ideas regularly is key to long term success and growth. You will get useful tips on how a financial planning practice can engage with their client base and communicate with a helpful approach. You will learn about the power of the right question as well as how to create content and repurpose it.  Resources: To reach out to Tim Reid, please contact him via his Linkedin Profile or via his website timreid.com.au.  To listen to more of Tim in action, listen to The Small Business Big Marketing Show at smallbusinessbigmarketing.com What You'll Hear In This Episode: How to own a niche market through an editorial mission The correlation between education and entertainment How to represent yourself or your practice in your marketing Why creating a podcast is valuable for you The difference between push and pull marketing How to ensure your practice is on Google's page #1 Why you should avoid bright shining marketing objects Why you should be using Youtube, podcast and blogs How to record a quick video for your client base The importance of creating ongoing content and how to repurpose it How a knowledge centre on your website can make you look like a hero About Our Guest: Tim Reid is an industry expert and is the host of the award-winning marketing show ‘Small business big marketing', with 492 interviews of small business owners over 11 years. He also speaks regularly at conferences and facilitates high-end marketing workshops. Tim has also written a book, The Boomerang Effect, which provides captivating insights into the world of podcasting. Tim prides himself on helping small businesses create irresistible, smart and results-focused marketing strategies.  For more conversations with the thinkers and movers in the world of financial advice, go to Goals-Based Advice Podcast. You can also access more episodes on Apple Podcasts and Spotify. For updates, follow our Facebook page.  If you have more questions, don't forget to reach out to me on LinkedIn and to send an email at jacqui@adviceintelligence.com Thanks for tuning in!

Financial advisers tend to focus a lot on getting compliance and their back-office operation right while neglecting the one thing that will make their business grow; Attracting new clients! The concept of magnetism is very relevant for financial advisers as attracting the right clients is key while also repelling tyre-kickers.  In this episode, we speak to Steve Salvia, a business growth coach based in Perth to talk about the 6 pillars to create a profitable and successful advice practice.  We discuss how to significantly improve a practice's business model, client attraction, conversion rate, advice delivery, quality of referrals and marketing. Steve also provides valuable information on how to ‘get hired' by your prospective clients and then develop mutual commitment with them. This episode is all about overcoming limiting beliefs and position yourselves as financial advisers with confidence, trust and likeability and grow your practice around specific well-designed frameworks. We tap into Steve's ‘emotional piggy bank' and did pick up a few gold coins!  Resources: To reach out to Steve Salvia, please contact him via his LinkedIn profile. What You'll Learn From This Episode: The 6 pillars of a successful practice How to Differentiate between conversion & attraction How to structure your client conversation When building the right process; ‘If it's worth repeating, it's worth templating' How to find your ideal niche How to create a corporate profile tool Why overcoming limiting beliefs, is so important Why it's essential to have a mutual commitment between the client and adviser How to talk about fees with confidence with your clients Teaching your clients how to refer effectively How to get ‘endorsed' not just referred by your referral partner About Our Guest: Steve Salvia is the owner and business growth coach at Blackwing Profit Consulting with 23 years of experience in the industry. He had a very unconventional entry into financial advising, being a qualified plumber, but has grown from strength to strength to establish an award-winning accounting and financial planning practice in Perth. Steve is known for his ability to take complex business strategies and turn them into easily understood models ready for application.  For more conversations with the thinkers and movers in the world of financial advice, go to Goals-Based Advice Podcast. You can also access more episodes on Apple Podcasts and Spotify. For updates, follow our Facebook page.  If you have more questions, don't forget to reach out to me on LinkedIn and to send an email at jacqui@adviceintelligence.com Thanks for tuning in

Clients often have complex problems that demand solutions. Unfortunately, many financial advisers fail to understand the needs of their customers. Typically, they dish out generic solutions that don't account for the complexities of the scenario at hand. To survive in this increasingly competitive industry, financial professionals will have to step up their game. In this episode, we brought Justine Hendry, an adviser with Quill Group  Gold Coast, to talk about goals-based advice for people catering to specific niches. We discuss the importance of a multi-disciplinary approach to problem-solving. She also gives information on cultivating professional relationships as well as goal setting for women professionals.  If you want to help your clients in untangling financial complexity, then this episode is for you. Listen to this episode now to know how to foster better working relationships with your clients. Resources: To reach out to Justine Hendry and try out her personally tailored services, reach out to her through her LinkedIn profile. What You'll Learn From This Episode: How Justine's early experiences in finance led her to transition across many business fields How to sell insurance while minimizing your stress Bundling insurance with other financial products Leveraging experiences as a working mother into the ability to understand different perspectives Balancing your interests The importance of mediators in managing relationships Attracting "unapproachable" clients Why it's essential to understand the perspectives of your clients Empowering your clients through trust Why future trends dictate that developing your mindsets is as important as having technical skills And so much more! About Our Guest: Justine Hendry is an advisor based in Gold Coast who specializes in niche markets. With her fellow planners, she wrote plans for one of Australia's first paraplanning businesses. Nowadays, she helps her clients navigate complex legal, structural, and financial situations for the benefit of all stakeholders. For more conversations with the thinkers and movers in the world of financial advice, go to Goals-Based Advice Podcast. You can also access more episodes on Apple Podcasts and Spotify. For updates, follow our Facebook page.  If you have more questions, don't forget to reach out to me on LinkedIn and to send an email at jacqui@adviceintelligence.com Thanks for tuning in!

Getting to know your customers is of utmost importance in financial planning. It goes beyond offering policies with reasonable premiums. It is essential to be cutting edge with your competitors and, at the same time, addressing the real needs and desires of your clients.  In today's episode, we talk about life planning and how it is different from the traditional way of offering financial plans. We are joined by Devan King, who gives his valuable insights on life planning and its advantages.  If you want to know more about financial planning and position your offer such that clients will significantly benefit from it, tune in to this podcast!  About Our Guest Devan King is a senior financial planner for Sentinel Wealth. He has been a financial adviser for over ten years. Also a cash flow strategist and financial coach, he helps people define their life vision, understand their beliefs and motivations and facilitate a better relationship with money.  How To Do Goals-Based Life Planning  A Life Planner's Role  Financial advisers should be offering more value than what clients typically receive.  They should know their clients well, and it should go beyond offering an insurance policy.  Financial planning should always start with your client's goals.  Life planning should be incorporated to get deeper into what customers want.  What Is Life Planning Life planning is connecting the dots between your financial means and the life that you want to live.  Instead of planning things in your life, it's more about designing your life, and then working out how you can achieve that with your current financial situation. The Process of Life Planning  First, start with a visioning meeting. Take people to a detailed exercise of determining their money beliefs. Their money beliefs significantly affect their actions, their financial means and how they plan things. After you have identified their money beliefs and biases, use the ones that are potentially helpful and address the ones that are limiting or sabotaging. Second, ensure that a deep motivator anchors their goals. Identify the things that motivate your clients, things which they need to achieve to feel fulfilled and happy. Third, write a life vision. Write a life vision for your clients based on the data that you have gathered from your initial sessions.  Scenario Planning It targets clients who work long hours and earn a lot but do not feel fulfilled in their life. In this process, Daven's team creates different scenarios and lets the clients choose what is ideal for them. After this, they base their financial planning on that scenario.  Conducting a Visioning Meeting  It lasts for 2 hours.  Most of the clients already have goals.  The purpose of the vision is to link their goals to the vision.  It is a collaboration between Daven's team and the client to determine the specific goals and milestones they need.  The process is personalized.  It is essential to record the meeting (sound file) in order not to miss certain things.  Conducting Strategic Pathways It is generally an hour and a half.  It is followed by a plan presentation, which also lasts for an hour and a half.  Typically, there are three to five meetings for complicated clients. The process is personalized. Having Fee Conversation  They conduct a feasibility meeting. They do it before the visioning meeting.  During the canvas conversation, they write down all the problems that their clients need to solve and discuss how they can potentially help them in solving their problems.  Afterwards, they get the buy-in of the fees and discuss everything. Importance of a Feasibility Meeting It is critical that you feel you can work with your client well.  You must be able to add value to them. If Daven's team feels that the client is not a good fit, they most likely won't work with the potential client. In that case, they will advise and refer them to planners who are better suited to that person's profile.  Determining the Appropriate Fee  They have a pricing tool and employ a fee-based commission.  They do not have a flat fee. Instead, they have a calculator that helps them compute based on the person's portfolio and profile.  Finding New Clients  Since they have a good reputation, they have a secure flow of clients contacting them. Also, existing members bring in a new client.  They also get many referrals.  Giving Financial Advice For customers, financial planning is personal.  It would be best if you had a good rapport with the person you are dealing with  The qualification and reputation of your financial adviser should be stellar.  Tips for Advisers This 2020 Have fee-based advice.  Focus on value. It is difficult to charge a fee if you cannot prove the value that you can offer.  To know more about life planning, check out Sentinel Wealth's website. You may also connect with Devan on LinkedIn. Listen to more conversations with pioneers of the new world of financial advice at Goals-Based Advice Podcast. You can also listen to the show on Apple Podcasts and Spotify. Follow our Facebook page for updates.  If you have more questions, don't forget to reach out to me on LinkedIn and to send an email at jacqui@adviceintelligence.com Thanks for tuning in!

As financial planners and advisers, we face stress and challenges in the industry every day. So what can we do as a community to step up and encourage each other? In today's episode, we're joined by Jay Fergusson, a Brisbane-based financial adviser who has decided to put her values front and centre of her work environment. She shares her past experiences and how these drive her to help her clients. We will also discuss the LinkedIn community that she's recently started and the hashtag challenge that she has come up with. Check out the highlights of this episode, and without further ado, sit back and tune in to the show! About Our Guest: Jay Fergusson is a financial adviser at Wealth Connexion in Kangaroo Point, Brisbane. It is a predominantly pre-retiree and retiree-based advice firm. For over 11 years, she has provided service to a diverse range of Australians by assisting them in navigating the complexities of finance. Spreading Positivity in the Advising Community Falling Into Advising Jay started as a retention consultant during the global financial crisis. Being an adviser, for her, all started with the feeling of powerlessness as a retention consultant to advise people who fall victim to bad investment advice. Being an adviser enabled her to help people achieve their goals directly. Helping Clients Achieve Their Goals First, discover their goals and what they want to achieve. The role of an adviser is to make complicated financial matters simple for clients. The client's fear and worry about opportunities play a big part in achieving their goals. Moving Forward to a New Position When you've been an adviser for a while, you come to understand what you do and do not want from the role. Make a decision based on your values. If your values are not aligned with your practice, you're not going to stay there. Make a list of your values and goals. For Jay, she went and found the right position rather than waiting for it to come to her. It would be best if you found somewhere where you feel you can stay and not somewhere you think is going to be audited the next day. LinkedIn as a Platform When you read different newsletters or news on LinkedIn, there are a lot of negative commentaries between planners and advisers. Seeing the brighter side of things amidst the negativity will enable advisers to view the opportunities at the moment. As a community, we need to come together and help support each other. Before you respond to a post, be mindful and try to put yourself in their shoes. #52WeeksOfGreatFinancialAdviceChallenge Jay created a LinkedIn group called Financial Advisers Australia and created the hashtag to encourage people to share positive messages and experiences. All you need to do is post a piece of good news or a story about how you have positively affected a client's life. It can be through a blurb, a video, graphic design—in whatever medium you'd like. The story can also be about a friend or colleague of yours. What Makes A Good Adviser Someone with whom you can talk and feel comfortable. Because at the end of the day, an advice relationship is something that you would like to have long-term. Advice and Future Plans Make sure that you have everything organised. Listen to your instincts. Check out the Financial Advisers Australia LinkedIn group. You may also connect with Jay on LinkedIn. Listen to more conversations with pioneers of the new world of Financial Advice at Goals-Based Advice Podcast. You can also listen to the show on Apple Podcasts and Spotify. Follow our Facebook page for updates.  If you have more questions, don't forget to reach out to me on LinkedIn and to send an email at jacqui@adviceintelligence.com Thanks for tuning in!

Many people tend to assume that building wealth for the future means having to sacrifice their happiness now. Fortunately, with the right advice it is possible to strike a balance between future goals and current lifestyle. In today's episode, we have former lawyer turned Bounce Financial's founder, Ben Brett. He's here to share how he and his wife built their advice business and how you can advise your clients to build theirs while living the lifestyle they want. He shares everything from the meetings they hold to the progress reports they send to their clients. Finally, Ben gives his thoughts on the right mindset for financial advisers and people who receive financial advice. If you want to hear about a focused and well-run advice business, then don't miss this episode.  About Our Guest: Ben Brett is a corporate lawyer and financial adviser who owns and operates Bounce Financial alongside his wife, Cara. Their business provides sound financial planning to achieve future financial goals while balancing the present life their clients want to live. His passion is to simplify the seemingly complicated world of personal finance to help young families attain the lifestyle they desire and live both for today and tomorrow. Ben Brett on Financial Advice Practice Starting a Business Ben's business started as a blog and took a year to gain traction. Expect to start from scratch and have a hard time at first. "Your first client in any business is your hardest." When starting, target the people you have already spoken to or met before. Extend your network in any way. How to Build Your Business Action beats waiting or just reading. Get out there and talk to people. Speak to your target market and understand what they want. Find areas where you can cut costs at the start. If you can, make a logo or establish your brand on your own. Limit initial spending as you may have to change or adjust to your customers in the future. Always listen to what your clients want and suit your business to them. The Financial Planning Business The first meeting is 90% listening and 10% talking.  Try to understand your client by asking personal questions such as "How was money growing up?" Young adults are a good market as they want to do everything, such as having kids and buying a house, in a short window. Advice on Budgeting Use software to be detailed in modelling year-on-year income and expenses.  Different variables will have unexpected differences.  Seemingly small differences could lead to a markedly different lifestyle.  Know your life number, which is the "cost of your life over a year." Advice on Spending “Do you spend more or less against your peers?” Social media has drastically changed our perception, as we compare ourselves to almost everyone instead of just our immediate neighbours. Tell your clients not to spend beyond their means. Many people spend more than they expect they're spending Use different accounts to separate bills, savings and "fun spending" money accounts. For Clients: On Future Financial Goals Everything flows through cash flow. Insurance, retirement, and investments can eat into your current lifestyle. Outsource your financial planning, so you have fewer things to worry about. Having constant advice is best, so you can adjust your plans at the moment Track your expenses. For Clients: Finding a Financial Adviser Find someone who resonates with you and speaks your language. A financial adviser can be technically excellent and amazing at planning but if they're not right for you, it won't work out. Ask a lot of questions. Getting Financial advice should be a long term relationship to have a noticeable impact on your life Advice for Financial Advisers Stick to the fundamentals, don't get caught in the noise. More people are now reaching out for financial advice, so make the most of it. Focus on delivering your services in a better way. Resources The Barefoot Investor by Scott Pape Check out Bounce Financial's website and Instagram. You can also connect with Ben on LinkedIn. Listen to more conversations with pioneers of the new world of Financial Advice at Goals-based advice Podcast. You can also listen to the show on Apple Podcasts and Spotify. Follow our Facebook page for updates.  If you have more questions, don't forget to reach out to me on LinkedIn and to send an email at jacqui@adviceintelligence.com Thanks for tuning in!

We all have a specific goal in mind we aim to achieve. It is the whole point of why we do what we do. And that is why we have business planning processes to help us prepare and work towards accomplishing our goals. Now, the question is: Is your planning process effectively steering you in the right direction? We're back with the legendary business coach and Human to Human founder, Michael Back. He's here to talk about the process Google uses to set goals. He tackles how financial advisers can apply the same goal-setting process to help small businesses grow. We also discuss what Michael sees as a must-do for financial advisers in 2020 and beyond to produce tangible statistics on the advice provided. If you or any of your colleagues want to make your business planning process world-class, then you should not miss this episode. Sit back and tune in to the show! About Our Guest: Michael Back is the legendary business coach and self-proclaimed Customer Experience Enthusiast. Michael is the founder of Human to Human, where he helps financial advisers to set goals, track progress and facilitate implementation towards success. He has worked in the financial industry for over 12 years coaching over 75 financial advice businesses. Achieve Your Business Goals in 90 Days Making Better Decisions in Business It's impossible to make better decisions without an endpoint. The first step is to realise the goal and what's important to the business. All team members should have a connection to the goal you're trying to achieve. Have better conversations by asking better questions from the outset. Adding Value to Your Team The right mindset: Be brave, take risks, and leave your comfort zone. Businesses struggle when they stay stagnant and keep doing things the same way. "You can't solve a problem with the same thinking that created it." Setting Goals: The OKR Framework Google, Intel, Spotify, LinkedIn, and Airbnb, among others, use this to align their team to a bigger version of success they're looking to achieve. The concept: Collaborative business planning within four to six hours, based on a series of 90-day plans. In 90 days, you get to know what problems you need to solve and what metrics you need to change and implement the solution in the next 90 days. It gets the whole team involved in deciding the business focus. It is an excellent bridge to give people accountability for projects they're not sure would work. Consequently, it allows teams to make better plans and action steps through the acquired data. OKR: Objective Decide on the direction and envision the bigger picture version of what you want success to look like. OKR: Key Results There's no point to having objectives if you can't measure them. Key results are the specific numbers that are 100% measurable and verified. This data keeps you updated on whether you're on track towards your goals. Its role is to reduce the average implementation time. Brainstorming Action You want the OKRs in a format that's good to go. Brainstorm with your team about the actions they need to take to achieve your goal. Get them to come up with ideas for shifting the key result numbers. Know which ideas you're going to filter in and out over the next 90 days. Do not overestimate what you can achieve in a small amount of time. Be aware of what is realistic. Determine the items you need to take off your list. Environment and immersive experience are vital in igniting creative space. 2020 Focus Get tangible statistics through measuring quantitative data of your client's feelings before and after the first meeting. Through this, you can articulate your value to your clients, and you get to gauge how they're feeling. This can be done through online survey tools or forms. Resources Linchpin by Seth Godin Mastering The Rockefeller Habits by Verne Harnish The Beginner's Guide to OKR by Felipe Castro The Third Space by Dr Adam Fraser Check out the Human to Human website. You can also connect with Michael on LinkedIn. Listen to more conversations with pioneers of the new world of financial advice on the Goals-Based Advice Podcast. You can also listen to the show on Apple Podcasts and Spotify. Follow our Facebook page for updates.  If you have more questions, don't forget to reach out to me on LinkedIn and to send an email at jacqui@adviceintelligence.com Thanks for tuning in!