Adviser 3.0: The Podcast

Dennis Hall and Sarah Steele share their career journeys and the evolution of Yellowtail Financial Planning. Dennis started in direct sales and eventually transitioned to fee-based financial planning. Sarah joined Yellowtail after struggling to find part-time work in the industry. Together, they have transformed the business and focused on client-centric financial planning. They discuss the challenges of transitioning to a fee-based model and the importance of community and collaboration in the industry. They also highlight the impact of COVID-19 on remote client meetings and the need for adaptability in the changing landscape of financial advice. In this conversation, Dennis Hall and Sarah Steele discuss the future of Yellowtail Financial Planning and the challenges they face as they transition to the next generation of practitioners and managers. They emphasise the importance of organic growth, maintaining a mall and defined number of clients, and providing exceptional service. They also discuss the need for an economic model that allows the next generation to take over the business while preserving the legacy and value that has been built. They express their commitment to never selling the business to a consolidator and their desire to continue making a positive impact in the industry.

Nik Marsh, the managing director of Ashlea Financial Planning, shares his journey of transitioning from a career in high finance to financial planning and navigating the process of internal succession planning. He discusses his background, the challenges he faced, and the importance of finding a different way to provide financial advice. The conversation explores the role of Diane Weitz, the founder of Ashlea Financial Planning, and her desire to ensure the continuity of the business and the well-being of her clients. The chapter concludes with the restructuring of the management buyout and the future succession plans for the firm. In this conversation, Nik Marsh discusses the challenges of business transition and the need for a suitable model for financial planners. He shares insights on transitioning to the next generation and the difficulties of seller financing in management buyouts (MBOs). The conversation also covers the use of preferred shares and the importance of setting up the next generation of owners. Nik Marsh talks about the structure and team of Ashlea, as well as the technology stack and CRM challenges faced by the firm. The conversation concludes with a discussion on future plans and success.

Loic Fonteneau, Investment Director at Blackfin, discusses the influx of capital into the financial advice and wealth management space, particularly in the form of venture capital backing technology firms. He shares his background in VC and how he came to join Blackfin. Loic explains the differences between private equity and venture capital, highlighting the focus on majority ownership and control in private equity, while venture capital takes minority stakes and partners with founders. He also discusses the investment strategy of BlackfinTech, the venture capital arm of Blackfin, and why they invested in Timeline. Loic shares his insights on the current state of the venture market and the future of venture investing.

Join Abraham Okusanya as he chats with Pete Matthew, CEO of Jacksons Wealth Management & Financial Planner.

Discover the fascinating history of Jacksons as it celebrates its centenary milestone, and learn how Pete emphasises building a business centred around people. Uncover insights into the power of business as a tool for making a difference and pushing boundaries.

In episode 77, Abraham Okusanya is joined by Samantha Secomb, a chartered financial planner and founder of Women's Wealth.

Don't miss this incredibly insightful episode where Samantha shares her journey and insights into women seeking financial advice. She discusses her innovative business strategy likening financial advice to a gym membership, the importance of certainty, and why women are often more inclined to be highly qualified in their pursuits compared to their counterparts. Tune in for valuable perspectives on navigating financial planning and empowerment.

Join us for our latest episode on 'Fixing Adviser Tech Integration & Data Aggregation Headaches', where Abraham is joined by Nicky Sevel (Founder of Woven Advice).

In this episode, Abraham Okusanya is joined by the guys behind the new business, Finova Money - Scott Millar, Rob Bell & Rob Schwarz. They shed light on their bad introductions to the profession, what made them take the step towards creating their own business and what the first few months since launch have been like.

In our next episode, Abraham is joined by James de Lisle Wells to discuss 'The Joys & Pains of Going Solo'. 🗣️

You'll get insight into frustrated successors, managing the legacy of a business and knowing when it's 'right' to start your own business, as well as hearing what's next for de Lisle Financial Planning.

Join us on an exciting journey in this podcast episode, as Abraham Okusanya delves into Brett Davidson's groundbreaking whitepaper, 'How To Solve The Scale Problem (in financial planning businesses)'.

The duo cover: making an impact, scaling up your business and rewriting the status quo. You won't want to miss it! ✨🚀

Dan Martin, Managing Director of MDM Wealth, joins Abraham for a chat on the dynamics of joining and taking over ownership of a family financial planning business. He also sheds light on how the exit was funded, what the business looks like today and the strength of being a young adviser in today's industry.

In early September 2023, the Timeline leadership team embarked on an inspiring journey to California, attending two significant conferences in the heart of technological innovation: Saastr and FUTUREPROOF.

This experience notonly offered us valuable insights into financial advisory technology trends but also provided a unique opportunity for team bonding. Here's a glimpse of the key takeaways and observations from this transformative trip.

Join Abraham Okusanya for a new episode of Adviser 3.0: The Podcast.

In this episode he is joined by guests, Jacqueline Lockie CFP™ & Philippa Hann, discussing how technology is used to enhance professional connections between Financial Planners and accountants/lawyers. 

Join Abraham Okusanya for a bonus episode on St. James's Place. On Friday 13th October 2023, SJP market shares fell by over 20%,, as well as losing 46% of its market cap over recent months and why it's had no choice but to cut its fees.

In this episode, Abraham Okusanya is joined by Mike LeGassick (Behavioural Investment Coach and Author) for a fascinating episode on financially educating clients.

Mike sheds light on the crucial significance of framing questions adeptly, particularly when broaching complex subjects like the risk ladder and the stock market with clients. Their discussion underscores how the choice of language can significantly impact a client's comprehension, particularly for those with limited prior knowledge. Don't miss out on this enlightening episode that promises valuable insights - tune in now!

Here's the first episode of our podcast under our new name, 'Adviser 3.0: The Podcast'.

Today Abraham is joined by Alex Whitson, Managing Director at VouchedFor, for a brilliant episode. Alex provides insights into his early career and where he started out, to where he is today.

Join Abraham Okusanya for an insightful episode with Lloyd Davies, owner of RockWealth Aberdeen.

Here’s what is covered in the episode:

• 19 years in Financial Services and what that looks like

• Two questions to consider when taking the next step in business

• The entrepreneurial journey and ‘getting permission’

• The power of the press and social media

• What’s next for RockWealth Aberdeen

This week we are joined by Jonathan Gunby, Chief Executive of Transact, for a fantastic episode on all things tech.

Here’s what is covered in the episode:

• How Jonathan came to join Transact - from CTO to CEO

• Where does Integrafin fit in

• Does Transact really have no competitors?

• Ian Taylor & the legacy he left behind

• Is there a benefit to not being outsourced?

• How will the market evolve in the coming years

As awareness and concerns for environmental, social, and governance (ESG) issues continue to grow, there has been a significant surge in demand for ESG investing. Financial advisers and investors are increasingly interested in incorporating ESG considerations into their investment strategies. However, the actual impact of ESG investing on the real world is still a subject of debate.

Hosted by Nicki Hinton-Jones CFA, Chief Investment Officer at Timeline, this discussion explores the following key questions:

• Does ESG investing move the needle in the real world and how can we judge its results?

• What data is required to measure the outcomes, and how can it be obtained and analysed effectively? 

• What is really needed from the investment community to drive change?

• What are the opportunities for innovation to improve both investor and real-world outcomes?

Recorded live at Adviser 3.0: Change Agents. We apologise in advance for the poor audio quality but the content is a must-hear for every financial planner.

Are you an ambitious financial planning firm owner/manager with an aspiration to exceed £5m in revenue over the next 5 years? Then, you'll want to hear from our panel of heavyweights - Gaynor Rigby, Tim Horrocks & Alan Smith.

This episode was recorded live at 'Adviser 3.0: Change Agents' in May 2023. The audio quality is poorer compared to previous episodes due to the recording circumstances.

This podcast episode is led by two wildly successful financial planners, Paul Cleworth and Warren Shute, who themselves are walking the walk by creating bigger, better futures for their teams and clients. From client acquisition to marketing and team building, they will let you in on their playbook for creating a million pound solo practice. 

The session is moderated by Timeline’s very own Kate Phillips and provides meaningful discussion and an interactive Q&A to fuel your growth with ideas and practical tips. 

Recorded at Adviser 3.0: Change Agents.

Abraham chats to Jo Little (CEO) and Alfie Mullan at Emery Little, providing insight into leadership, the dynamics of a family business and why retirement is a young person’s game! Make sure to catch this episode.

Join Abraham in a captivating conversation with Andrew and Sarah Elson, owners of Berry & Oak. From their humble beginnings in a bank to running their successful business, they share their journey, discuss the power couple dynamics, team growth, operations, marketing strategies, financial planning, and exciting plans for the future. Tune in for inspiration and valuable insights into the thriving world of Berry & Oak.

Join us on this captivating episode of Retirementals as we have the privilege of hosting Gretchen Betts, a trailblazer in the financial advisory industry. In this inspiring conversation, Gretchen shares her firsthand account of planning, financing, and flawlessly executing a highly successful internal succession at Magenta Financial Planning. Prepare to be captivated by Gretchen's insights, as she takes us through the strategic decisions, financial considerations, and key lessons learned throughout this remarkable journey. Whether you're an aspiring adviser or simply fascinated by stories of triumph, this episode is bound to leave you inspired and equipped with valuable knowledge.

Abraham chats to the vibrant multi award-winning Warren Shute, covering:

• Where he started out, studying accountancy & early career

• The beginning of Lexington Wealth Management

• How to deliver a congruent service to clients

• The importance of proactive communication

• Why Warren is not looking to sell his business

• The launch of Warren’s new financial planning coaching programme

• ChatGPT, AI & what it can do

• What the future holds for Lexington Wealth

Abraham chats to Julian Gilbert, Founder & Director of Wealth Matters, covering:

• Where he started out, going to Australia & being inspired to be a Financial Adviser

• How Wealth Matters started in 2001

• The figures & staff behind the successful business

• What does Julian put success down to?

• The significance of a Graduate Programme

• The role of women in Financial Services

• What the future holds for Wealth Matters

Abraham chats to Matthew, Director at Vertus Capital, on his journey to date covering:

• How did Vertus Capital get to where it is today?

• Moving his family from South Africa to the UK with no possessions

• The funding journey

• Case Study Scenario: The process of selling a business

• The two steps to every deal

• As a firm owner looking to sell, what should you be alert to right now?

• What the future holds for Vertus Capital

Abraham chats to Dom and Jonathan from Expert Wealth Management about their journey, covering:

• How Jonathan and Dom started out and met
• The start of Expert Wealth Management
• When 3 became 2 & the team behind the success
• The significance of bringing the next generation through
• The challenges of running a business & recruitment
• What happens next…& the question of succession
• The client advisory board - what is it?
• Goals for the future

Abraham chats to the esteemed Catherine Morgan about her journey in financial services, covering:

• How she got into the world of financial planning & coaching
• What does money mean to different people?
• The psychology behind people’s relationships with money
• What is ‘wealth’?
• How life and trauma shape behaviour
• The 5 money types
• Building a brand & finding your ‘why’

In episode 49, Abraham chats to Steve Martin about his journey in financial services, covering:

• Where he started out in the industry
• The moments that defined his career
• Starting Smart Financial, the Training Academy and Smart International
• Bouncing off problems in business
• Learning to understand yourself before understanding others
• His choice to move to Spain and start again
• What Steve would say to his younger self

Abraham joins Peter Ellis from JUST for a special on guaranteed income, here’s what they discuss:

The humble annuities…

• How do they fit into the retirement plan?
• Can you think of them as an asset class?
• Do annuities and investment portfolios mix?
• Product innovation and constructing a product
• Creating more sustainable portfolios
• The alternative asset debate
• Modelling guaranteed income alongside investment assets

Abraham is joined by the enigma that is Nick Lincoln. They have an energetic conversation, covering:

• How Nick started out and set up his business in 2008
• How he fashioned his business to suit the lifestyle he wanted
• What you can learn from other people
• Bonds…is there any point to them?
• The importance of good consumer outcomes
• Is the adviser tech stack as good as it gets?
• Why you should use an MPS
• Plus Nick has a few questions for Abraham…

Abraham is joined by Sarah Lord and Alasdair Walker to discuss what’s going on between the PFS and CII. You’ll gain clear insight into the issue at hand, covering:

• What is going on with the PFS and CII, and the relationship over the past few years?
• The announcement on 21st December 2022 and what that meant
• What led to the CII making this decision
• What is the primary focus of the PFS?
• Does the CII actually have to consider feedback?
• What is the way forward and the key actions which need to be taken?

Ed Moisson, author of The Economics of Fund Management chats to Abraham about his book, covering:

• Where he started out in the industry and his switch to journalism
• What led him to write his book & insight into the topics he covered
• How do mutual funds compare between the US and the UK?
• Do certain ownership models lead to better fund performance?
• What is the real purpose of the investment management industry?

Paul Cleworth joins Abraham for an insightful chat on being a business owner and adviser. Here’s what they covered:

• The creation of Tandem Financial and where it is today
• Why relationship building is so important to understand clients
• Can you do it on your own as an adviser?
• Tandem’s approach to marketing and what attracts clients
• What approach should you take to equity investing
• What the future holds for Paul and Tandem Financial

Roderic joins Abraham, as a fountain of wisdom on all things M&A and succession planning. Here’s what they covered:

• Roderic’s career in financial services for over 40 years
• The three options for exiting a business
• Selling a business & the subcategories that come with it
• How to breakdown & establish a realistic succession plan
• Debt vs. equity
• Valuations - what is the market looking like?

Abraham is joined by the reputable Ruth Handcock, having an insightful chat on:

• How she got into financial services
• The setup of Octopus as an organisation and where it all started
• How Octopus are investing to change the world
• The idea behind Seccl
• Advice on advisers looking to exit their business
• The experience for women in financial service and what needs to change
• Parenting in the workplace
• How Ruth thinks about planning and investing for her retirement

Chanelle Pattinson joins Abraham for an energetic and engaging chat on:

• What led her to sit her first financial planning exam and become a Financial Planner
• The ‘Finfluencer’ - what is it and are they qualified?
• How social media and Instagram are connecting younger generations with financial advice
• The stereotypical image of an adviser…and if there’s space to bridge the generational gap in older advice firms
• The idea for Money Means, what it will offer and when it will launch
• Chanelle’s podcast Her Future Bright and what kickstarted her to build a community for female advisers
• Obstacles women face to progress for in the industry
• Is it right to have female-only awards?

Helena Wardle joins Abraham for an insightful discussion on:

• Her decision to move to the UK at the age of 20
• How she fell into financial planning and her career to date
• Setting up Smith and Wardle, and what the team looks like today
• The importance of delivery to clients and ensuring they are understood
• The significance of having a mentor and the correct support
• The idea for Money Means, what it will offer and when it will launch

Abraham gains insight into Paulo Costa’s latest research on Human vs. Robo-advice at Vanguard, covering:

• The value of advice and whether it can be quantified
• The investor’s role in understanding the advice market
• The effect the media has on shaping investors’ views
• Robo-advice and whether it will be more advantageous than human advice
• Can Robo-advice fulfil the demands of everyday life?
• The overall outcome of Paulo’s research…and whether it would be different in today’s market

Abraham invites Larry Swedroe on Retirementals to discuss everything investing, covering:

• The background on evidence-based investing
• The split between passive and index investing
• SRI, ESG and Impact Investing - what are they and what is the difference between them?
• The impact of ESG scores and how they can retain or attract talent
• The effect of ESG on consumer behaviour and how it is continuing to evolve
• The industries which have the highest expected returns
• How to make the most of risk and return whilst ensuring your values are maintained
• How sustainable investing affects asset allocation

Dan Haylett joins Abraham as our next guest, having an insightful conversation on:

• His move from investment management to financial planning, and why it is so difficult to make that jump
• Insight into how he joined TFP and what enabled his transition
• Where the business is today and the transformation over the past few years
• Where the real value lies in financial planning
• Dan’s thoughts on client charges and fixed fees
• Where the business is headed, and the direction it may take in the years to come

Abraham has an insightful chat with Simonne Gnessen, taking a glimpse into:

• Her career and how she found herself moving into the coaching business
• How she moved from being a financial adviser to being self-employed and starting her own business
• What drives her passion and role as a financial coach
• The difference between financial coaching and financial advice
• The training you need for financial coaching
• Whether financial coaching is standalone or a stepping stone towards seeking financial advice
• The bias towards financial coaching and making it a known profession
• How big the opportunity is for financial coaching
• The pricing of financial coaching and whether it’s individual or group-led

Abraham has a fantastic discussion with Jason Mountjoy, covering:

• Jason’s journey becoming a financial planner and founding Clarity Wealth Management
• What is the driving force behind Clarity and how to create the correct culture
• How do advisers fit into the structure of the business
• The revenue split and how that compares to other businesses
• Growing the team from 10 to 50 advisers - what lessons have been learnt
• How to develop “new blood” in the industry
• The importance of technology to help work smarter and not harder
• How to select the right investment proposition
• Why scaling a financial planning business is so difficult
• How to manage risk/compliance and capping the growth
• What is the end game for Clarity Wealth Management