Latest / Financial Planner Life Podcast / Women, Wealth and Podcasting: Tracy Brookes' Journey Through Her Financial Planning Career

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Women, Wealth and Podcasting: Tracy Brookes' Journey Through Her Financial Planning Career · Financial Planner Life Podcast

• 0:00
  Speaker 1: And today's guest is a podcaster.
• 0:02
  Speaker 1: She's newly appointed as the Wealth and Women podcast host by the PFS, something that the Financial Planner Live studios had the pleasure in helping with.
• 0:13
  Speaker 1: We recorded it, we helped produce it, so today we talked to her about her journey into podcasting.
• 0:19
  Speaker 1: Has that made an impact in her career?
• 0:22
  Speaker 1: She is a chartered financial planner working for 75.3 and she's worked her way all the way up to the leadership team.
• 0:28
  Speaker 1: Hopefully she's going to be a shareholder within that business.
• 0:31
  Speaker 1: She's worked in the profession for 18 years, so she knows a thing or two about financial planning and she knows a thing or two about being a female in the financial planning profession, which is why they set the podcast up to use it to attract more women to the profession.
• 0:45
  Speaker 1: So we dig deep on the episodes.
• 0:47
  Speaker 1: We talk about some of the things that they talk about and what can be done to attract more women to the financial planning profession.
• 0:52
  Speaker 1: I hope you enjoy the episode, josie.
• 1:02
  Speaker 1: Thank you so much for joining me today on the financial planner life podcast.
• 1:06
  Speaker 1: How are you?
• 1:07
  Speaker 2: I'm well, thank you, and it's out.
• 1:08
  Speaker 2: I'm really well.
• 1:10
  Speaker 1: I'm a little bit hot, I've had to turn the air conditioning off.
• 1:11
  Speaker 1: Um, in my flat I've got the makeshift studio still at home because we're waiting for this new one to be constructed at hoxton wealth's hq, which hopefully should be nice because it overlooks the palm, but I'm still kind of negotiating on that one at the moment.
• 1:26
  Speaker 2: How can I?
• 1:27
  Speaker 1: use creative things as fingers crossed I can.
• 1:29
  Speaker 1: We're running out of space because they're hiring so bloody many people over there, which is great for the business, of course.
• 1:34
  Speaker 2: Well, absolutely, yeah, fantastic.
• 1:35
  Speaker 2: It must be a very dynamic environment that you're working with.
• 1:39
  Speaker 1: It is.
• 1:39
  Speaker 1: I'll tell you what I really like is I love I'm in the leadership team.
• 1:42
  Speaker 1: I'll tell you what I really like is I love I'm in the leadership team.
• 1:44
  Speaker 1: And the leadership team is full to the brim of really talented and growth-minded individuals.
• 1:51
  Speaker 1: So when I turn my head to the left and turn my head to the right, I'm inspired.
• 1:55
  Speaker 1: I've got a question to answer.
• 1:57
  Speaker 1: And another thing there isn't this kind of you've got an idea.
• 2:03
  Speaker 1: You're being chopped down.
• 2:04
  Speaker 1: It's like you've got an idea, let's thrash it out and let's push forward and see if it works or not.
• 2:06
  Speaker 1: It doesn't no problem, it's a real motivating environment.
• 2:10
  Speaker 2: And for me.
• 2:11
  Speaker 1: I like that because I have lots and lots of ideas and I like to talk and I like to challenge things.
• 2:20
  Speaker 2: And I think that's how you get the best people on board, then, don't you?
• 2:22
  Speaker 2: You've got driven, motivated people with you, and I think that's how a company moves along, doesn't it?
• 2:27
  Speaker 2: When it's got that?
• 2:28
  Speaker 2: I think if it doesn't have those kind of people on board and become complacent just sitting there plodding along, then the company just remains stagnant.
• 2:37
  Speaker 1: Absolutely.
• 2:37
  Speaker 1: When I was running my recruitment company, obviously I had people in there sometimes up to 25 people working for me and company obviously I had people in there sometimes up to 25 people working for me but I didn't have which I felt was a team of people that really inspired me and really pushed me, yeah, or to help me accountable.
• 2:53
  Speaker 1: So when you're on your own running a business and you know you don't have a coach, you don't have someone to um, to report into, and after 16 years you kind of win, you do, you do it the way that you want to do it.
• 3:08
  Speaker 1: And coming into a different environment where they've had such huge success and they've got processes and procedures and they're very process driven, it was a bit of a shock to the system for me because, you know, I had organized madness in my life.
• 3:19
  Speaker 1: It was just, and then I would have said I had to kind of align myself to their way of thinking.
• 3:24
  Speaker 1: But within a short period of time it brought all those insecurities to the surface within me and I was able to really go.
• 3:32
  Speaker 1: Do you know what?
• 3:32
  Speaker 1: Maybe I'm not the most organized person, maybe I'm not the most process driven in person, so who in this business is and I turned to them.
• 3:41
  Speaker 1: So much support in there.
• 3:42
  Speaker 1: It's amazing how, within such a short space of time, I've improved my organisation no end, and obviously a by-product of that is I'm getting more done and I feel calm.
• 3:51
  Speaker 1: I just feel calm, absolutely.
• 3:54
  Speaker 2: I'm very much of that mindset I have.
• 3:55
  Speaker 2: It starts from even in my home.
• 3:57
  Speaker 2: I have a clear home, no clutter, my desk in the office is clear, my desktop on my computer is clear.
• 4:04
  Speaker 2: Um, because then I can then focus on the job itself then, and I feel that I'm a more productive person by working that way yeah, well, I'm in the club now.
• 4:15
  Speaker 1: Um, yeah, once I get into something, I have a tendency to get a bit obsessed.
• 4:19
  Speaker 1: So things like organization processes can can I save time?
• 4:25
  Speaker 1: I've mapped everything out in my diaries.
• 4:27
  Speaker 1: I've time blocked everything and I'm looking at all these areas where I can be the most efficient person I can be.
• 4:33
  Speaker 1: But I did it not only in my work arena, but I've done it in my personal life as well.
• 4:37
  Speaker 1: I'm getting up at five o'clock in the morning, I'm working out straight away, and then between five and seven, I'm not allowed to use my mobile phone.
• 4:44
  Speaker 1: I'm working out straight away, and then between five and seven, I'm not allowed to use my mobile phone.
• 4:46
  Speaker 1: I'm not allowed to do any work during that period, because I'm very much the type of person who will roll over, get my phone and start working, like literally at five o'clock.
• 4:52
  Speaker 1: So I totally get rid of my phone now and I go into the gym and I do my workout with my mind, you know as well.
• 5:01
  Speaker 1: I'm sitting there and I'm thinking about things, I'm running through things.
• 5:03
  Speaker 1: I'm my mind, you know as well.
• 5:10
  Speaker 1: I'm sitting there and I'm thinking about things, I'm running through things, I'm meditating in between my sets.
• 5:12
  Speaker 1: I do little kind of affirmation prayers.
• 5:13
  Speaker 1: I sit on my balcony I watch the sunrise, I have my breakfast and it's seven o'clock, my phone up and just that small change in my morning routine it's huge, it's massive.
• 5:20
  Speaker 1: It's made me feel so much calmer like absolutely, absolutely.
• 5:25
  Speaker 2: I completely agree with you.
• 5:26
  Speaker 2: I I work that way.
• 5:27
  Speaker 2: I always wake up at five o'clock, go downstairs, have a cup of tea, sit down by myself for a moment and then I'll go to the gym.
• 5:33
  Speaker 2: Um, just like a half an hour, and I feel that is my time just to prepare for the day ahead.
• 5:41
  Speaker 2: But also I think it's important.
• 5:44
  Speaker 2: I feel you know when you work out, if you've got the endorphins it releases.
• 5:48
  Speaker 2: You know it's good feelings, um, and then you become a better person.
• 5:52
  Speaker 2: I think as a parent and as a colleague you become a better person and I always say to myself if I get the workout done in the first thing in the morning, it doesn't matter if the rest of the day because it's a rubbish day it hasn't gone to plan.
• 6:04
  Speaker 2: Well, at least I've had my workout, at least I was able to control that one thing and that was my workout absolutely it's a win, it's a first yes and absolutely is you.
• 6:13
  Speaker 1: You know you want to roll back over and turn the alarm off and go back to sleep, but if you do it, it's the toughest win at the beginning of your day um, yeah and it does.
• 6:22
  Speaker 1: It does percent work, so a great, we're on the same page.
• 6:24
  Speaker 1: Then, obviously, stressful jobs.
• 6:26
  Speaker 1: We have a lot to do, we're very busy people and we have to remain organized.
• 6:31
  Speaker 1: And now I understand the value of it.
• 6:33
  Speaker 1: I feel like it's the missing piece of the puzzle with me.
• 6:35
  Speaker 1: I'm about to supercharge, I can feel it already within a very short period of time yeah, yeah, my environment to to recognize that I had to come to Dubai, but happy days.
• 6:47
  Speaker 1: So listen, the Financial Planet Live podcast is all about careers.
• 6:50
  Speaker 1: We've met each other previously because you are on the Wealth and Women podcast.
• 6:58
  Speaker 1: Is it Wealth and Women or Women and Wealth?
• 6:59
  Speaker 1: It's Wealth and Women.
• 7:01
  Speaker 1: It is Wealth and Women, isn't it?
• 7:03
  Speaker 1: Yeah, you're on the Women and we women podcast that was produced by the uh, the pfs and, of course, filmed by the financial plan of life, and it was for me a brilliant experience to be sat there on the day recording the podcast episodes and being a fly on the wall to a podcast that was completely female led and gave me an insight into what it's like to work in the financial planning profession from a female's perspective, without a guy in there asking the questions, because I've always been championing women in the profession, but I'm a guy and I'm talking to women and kind of I'm leading the conversation.
• 7:45
  Speaker 1: But hearing women talk to each other on a podcast was like to me.
• 7:48
  Speaker 1: I sat down, I was like, oh my god, this is completely different perspective and it was so refreshing.
• 7:53
  Speaker 1: Yeah, tell us a bit about that experience.
• 7:56
  Speaker 1: How did you find the recording the podcast, getting together as women around a table and getting stuck into talking about careers within the financial planning yeah.
• 8:08
  Speaker 2: So you know, when the four of us got together, you know, I just think, when you speak with people in general in the same industry, you get ideas off each other, don't you, um?
• 8:17
  Speaker 2: But I think the four of us, it was just um getting everyone's perception on things and which you know generally, our interpretation of things and how we feel about things was was very similar, because we were women, it was very similar, and the positive experiences, negative experience, so it was kind of you felt like, well, I'm not alone in this journey, it's not just me, everyone is.
• 8:41
  Speaker 2: You know, we've all experienced such such things.
• 8:45
  Speaker 2: So, yeah, so for me it was a very positive experience and, um, since the podcast has been launched, the response has been so positive and we've had a lot of women and men in the industry reach out um saying, oh, you know, we've been.
• 9:00
  Speaker 2: You know, this is what we were talking about in the office of the day.
• 9:02
  Speaker 2: You know that we should have like a platform where women are talking about their experiences in the industry and, um, how we can encourage one another to take that leap.
• 9:14
  Speaker 2: Um, and and be a financial planner, you know, rise to the top.
• 9:18
  Speaker 2: Um, don't, don't be held back by oh, I've got, I've got a family.
• 9:23
  Speaker 2: Maybe the job isn't accommodating for my family.
• 9:26
  Speaker 2: Maybe I should take a step back.
• 9:27
  Speaker 2: Um, you know I'm gonna have to work all hours of the day.
• 9:31
  Speaker 2: I won't, you know.
• 9:34
  Speaker 2: It's further from the truth.
• 9:35
  Speaker 2: So what we wanted to do was kind of tell people our story.
• 9:38
  Speaker 2: You know, I'm a mother of three.
• 9:40
  Speaker 2: I've got three young children, um, they're 10, 7 and 5 years old and you know, after school they've got a lot of activities football, kickboxing, etc.
• 9:49
  Speaker 2: And I'm very fortunate in the fact that I can take my children to school, I can pick them up from school, I can take them to the activities.
• 9:57
  Speaker 2: And yet I'm also working full time and I'm a very successful advisor.
• 10:02
  Speaker 2: So I do feel I'm very fortunate that I can do that.
• 10:05
  Speaker 2: And it's kind of telling people, showing people that you know family and being a financial advisor is possible.
• 10:14
  Speaker 2: You know, definitely is possible.
• 10:16
  Speaker 1: You can manage two.
• 10:17
  Speaker 1: Yeah, you can, you can yeah.
• 10:20
  Speaker 2: And it comes with organization, you've got to be very disciplined.
• 10:23
  Speaker 2: You know, just like what we were saying at the beginning.
• 10:25
  Speaker 2: You know, and that's why I have a decluttered life, I kind of prioritise.
• 10:30
  Speaker 2: I have, you know, a timetable of what's what.
• 10:32
  Speaker 2: But I feel very fortunate that I'm working in the industry.
• 10:39
  Speaker 2: I'm doing a job where I truly feel like I can have it all.
• 10:42
  Speaker 2: I can have a great career and I'm there for my family as well, which is vital.
• 10:48
  Speaker 1: Fantastic.
• 10:49
  Speaker 1: So in your role at the moment, then just give us a bit of an overview of who you're working for, what you're doing.
• 10:57
  Speaker 1: Are you self-employed?
• 10:58
  Speaker 1: Are you employed?
• 10:59
  Speaker 1: What's your day-to-day life like?
• 11:01
  Speaker 2: in your role?
• 11:01
  Speaker 2: Yeah, so I'm employed and working towards becoming director of the company and shareholder pretty soon.
• 11:09
  Speaker 2: So, yeah, you know, my day-to-day job is very much I am a financial planner.
• 11:15
  Speaker 2: That's my main role.
• 11:17
  Speaker 2: But for the firm I'm working for there's about 45 of us and I'm very heavily involved in a lot of the implementing processes.
• 11:26
  Speaker 2: I'm part of various committees, so I have quite an important role in making sure that things are working smoothly within the firm as well.
• 11:35
  Speaker 2: So I'm doing a bit of two jobs, so to speak.
• 11:40
  Speaker 2: It's not just fully of financial planning.
• 11:41
  Speaker 2: I do have a lot of this input into how the company operates as well, and I'm very much as an individual.
• 11:50
  Speaker 2: I'm very much I like my figures, I like the data.
• 11:53
  Speaker 2: So I do work a lot on the data side of the company as well, from the financial, to see profitability and productivity within the firm as well, trying to make us more productive and to help grow the firm as well.
• 12:05
  Speaker 2: Trying to make us more productive and to help grow the business as well.
• 12:08
  Speaker 1: So what are you seeing at the moment?
• 12:10
  Speaker 1: Everybody wants to be more productive.
• 12:12
  Speaker 2: You're a very organized person.
• 12:14
  Speaker 1: I suppose having the right processes in place and being organized is one of the well.
• 12:19
  Speaker 1: I'm learning that myself at the moment.
• 12:20
  Speaker 1: It's a super hack, isn't it, to getting more done.
• 12:24
  Speaker 1: You feel less flustered and more organized and you can prioritize work.
• 12:28
  Speaker 1: But what things are you implementing that others might be able to implement, either personally or as a business?
• 12:35
  Speaker 2: um.
• 12:35
  Speaker 2: Well, I think, as a firm um technology, we're really bringing technology into the firm um, and why we're doing that is to it helps the client engage more with the finances you know, you know have, having access to their, their investments.
• 12:52
  Speaker 2: You know, you know, having access to their back office system so they can see what data we hold on them to make sure that it's correct.
• 12:58
  Speaker 2: But why we do that as well, you know, not only for the client to be engaged, but it also frees up our time as advisors where we can, rather than focusing on tell me what assets you've got this, that and the other.
• 13:12
  Speaker 2: Well, that's already been done through the technology bit.
• 13:14
  Speaker 2: It's given us more.
• 13:17
  Speaker 2: What we now do is we've got more time to have in-depth conversations with clients about, well, what are you trying to achieve?
• 13:23
  Speaker 2: What is your objective?
• 13:24
  Speaker 2: So it gives us more scope to do that and then, in turn, that helps us produce better outcomes for our customers.
• 13:30
  Speaker 2: So I think technology has been a huge impact for us, but, yeah, on an individual basis and I think I've touched on it it's just more the organization, just be very organized, learning to delegate to the right people.
• 13:47
  Speaker 2: Sometimes you feel like I'd rather do it myself.
• 13:50
  Speaker 1: But sometimes you kind of go well, you value your time, kind of going well, could someone else do this job, do this and free up my time, so then I can concentrate on something else yeah, I think the delegation thing is a massive one for me as well, the letting go of the need to actually control everything, but also being in an environment where I can delegate to other people.
• 14:13
  Speaker 1: It's always a thing delegate, but let's say, for example, you're self-employed and you don't have the funds in the bank to be able to hire somebody or to even outsource it becomes quite a challenge between do I spend money on that and have less income, or do I do it myself?
• 14:30
  Speaker 1: and you tend to find that's where a lot of these financial planners, for instance you, run their own never, really hit.
• 14:35
  Speaker 1: You tend to hit a glass ceiling.
• 14:36
  Speaker 1: They tend to hit a point where they don't seem to be earning any more because they're not scaling their business through hiring the right people into it or leading into the right people outside of it, and I've experienced that coming into like hoxton wealth.
• 14:48
  Speaker 1: For me it's been amazing because I've just hired a social media manager.
• 14:51
  Speaker 1: I've got a marketing manager next to me I've got content writer coming in.
• 14:55
  Speaker 1: Um, I've been working with this videographer and this photographer.
• 14:57
  Speaker 1: She's doing amazing stuff and I'm actually going to offer I'll try to offer her a job as well and get her in time.
• 15:03
  Speaker 1: You know so all of a sudden, I'm building people where, before I was doing everything, I was spinning every single plate.
• 15:08
  Speaker 1: I'm wondering why I was getting really stressed out, you know, and it's like, oh wow, get the expert in use that person.
• 15:16
  Speaker 1: But the problem is sometimes the environment you're in just can't afford that level of luxury.
• 15:23
  Speaker 1: So we do have to kind of weigh you, you know, chuck a few things in our backpack and do it ourselves, don't we?
• 15:30
  Speaker 2: yeah, yeah, absolutely, and sometimes you have to take that risk as well.
• 15:35
  Speaker 2: Be brave to kind of go and write then.
• 15:37
  Speaker 2: I know this is going to cost more, but I know that by doing this, it's going to give me more freedom where I could generate more revenue.
• 15:44
  Speaker 2: It's, it's just on, give me more freedom where I can generate more revenue.
• 15:46
  Speaker 2: It's just having that courage, isn't it?
• 15:47
  Speaker 2: But at the same time, you need to be confident with the team that you've got around you to get you to that point as well.
• 15:51
  Speaker 2: You all need to be on the same page.
• 15:52
  Speaker 2: You're all on the same journey because it is a team effort, isn't it?
• 16:02
  Speaker 1: Do you?
• 16:02
  Speaker 2: get involved in any recruitment in your business.
• 16:03
  Speaker 2: Are you involved in the hiring process?
• 16:04
  Speaker 2: Yeah, yeah, I have been, uh have been involved, um, so yeah, it's quite interesting.
• 16:09
  Speaker 2: I think me as an individual, I um, that part I don't really enjoy um, the, the, the kind of like the people management.
• 16:18
  Speaker 2: It's not something.
• 16:19
  Speaker 2: It's not something that comes natural to me.
• 16:21
  Speaker 2: I'll be honest with you, um, but yeah, I have been.
• 16:24
  Speaker 2: I have been in interviews, um, it's quite a funny environment to be in.
• 16:34
  Speaker 2: I think because I think you have to be careful with recruitment that you're not recruiting the same person as yourself, thinking, well, I want a person just like me.
• 16:42
  Speaker 2: That's very dangerous, because if I'm getting the same person that has the same qualities as me, what else are they bringing to the table?
• 16:51
  Speaker 2: So I think when you are looking at recruiting people, you to think about what extra?
• 16:55
  Speaker 2: Why am I, why don't want someone else involved?
• 16:58
  Speaker 2: What qualities am I looking for?
• 16:59
  Speaker 2: And, um, and going for that rather than well, that person is like me.
• 17:04
  Speaker 2: From the same neck of the words, I can, I can associate myself with this person, I'll hire them.
• 17:08
  Speaker 2: I think that's quite dangerous because you've got quite a stale environment in that respect yeah, I made that mistake many a time.
• 17:14
  Speaker 1: Hiring somebody like myself Never a good thing at all.
• 17:18
  Speaker 1: Yeah, especially around things like the organization.
• 17:21
  Speaker 1: Where I was a bit crap with my organization, I'd end up hiring another creative type person.
• 17:24
  Speaker 1: They were the same.
• 17:25
  Speaker 2: Yeah.
• 17:27
  Speaker 1: Like running around.
• 17:28
  Speaker 1: It's not getting anything done.
• 17:34
  Speaker 2: Yeah, that's the risk of it all, isn't it?
• 17:35
  Speaker 2: So it's kind of looking for what qualities am I looking?
• 17:37
  Speaker 2: What, actually, you know?
• 17:37
  Speaker 2: It's kind of having, like an extra arm to you, isn't it?
• 17:39
  Speaker 2: You know, um, and you know, an extra benefit to yourself and the team so you've been um working at um 75.3 for how long?
• 17:54
  Speaker 2: I've been with them for about nine years now and in the industry, I've been in the industry since I was 21.
• 18:00
  Speaker 2: So that's 18 years.
• 18:01
  Speaker 2: I've been a financial advisor, qualified when I was 22.
• 18:05
  Speaker 2: Okay, so very, very young to be in the industry.
• 18:11
  Speaker 2: And you know, I was fortunate in the firm that I started off with when I was part of a graduate scheme.
• 18:18
  Speaker 2: So there was a lot of young advisors there.
• 18:21
  Speaker 2: Um, there was a gap.
• 18:22
  Speaker 2: There was a lot of.
• 18:23
  Speaker 2: There was a lot of us in the 20s and then there was nothing in the 30s and 40s, and then there's a lot of advice in the 50s.
• 18:28
  Speaker 2: So there's a big gap there.
• 18:29
  Speaker 2: Um, but yeah, it was a.
• 18:33
  Speaker 2: It was a fantastic journey that I was part of.
• 18:35
  Speaker 2: You know, there's a graduate scheme.
• 18:36
  Speaker 2: It taught me so much as an individual, but then also, you know that the skills I learned I then, within that firm, I learned my craft.
• 18:44
  Speaker 2: I learned how to become a good advisor, how to ask the questions, um, and then I got to a point where I felt like I hit a point where I wasn't developing anymore.
• 18:53
  Speaker 2: I didn't feel like I wasn't learning anymore.
• 19:00
  Speaker 2: So I felt like, right, then I need to do something about this, even though I was at a good point, I felt like I need to take that leap and look elsewhere.
• 19:06
  Speaker 2: And then I joined SACNIC 5.3.
• 19:10
  Speaker 2: It was a smaller firm.
• 19:11
  Speaker 2: The firm I was with previously it's a smaller firm.
• 19:12
  Speaker 2: So the firm I was with previously it's a smaller firm, but it was a chartered firm and it was independent as well.
• 19:19
  Speaker 2: So it was very different from the other firm because they were a global firm and they were on a restricted way.
• 19:26
  Speaker 2: So now I've gone to the smaller approach.
• 19:28
  Speaker 2: So I felt from this side I felt like I've learned a lot more.
• 19:32
  Speaker 2: But there's pros and cons to a big firm and a small firm.
• 19:36
  Speaker 2: You know, what's so good about a big firm is that they have structure, like what you said now with hoxton.
• 19:42
  Speaker 2: You've got processes.
• 19:44
  Speaker 2: You've got firm processes in place because you have to.
• 19:46
  Speaker 2: It's how you manage everyone.
• 19:48
  Speaker 2: Whereas a smaller firm, yes, they've got processes, but they're not so fixed.
• 19:52
  Speaker 2: You know they can easily change quite quickly, which could be good for some things.
• 19:57
  Speaker 2: It could be quite frustrating for others as well.
• 20:00
  Speaker 1: Yeah, no 100%.
• 20:01
  Speaker 1: When you said you were getting a bit sort of frustrated in your career and you left the British population and went to an IFA smaller firm, did you work out what that frustration was?
• 20:13
  Speaker 2: Yeah, it was.
• 20:14
  Speaker 2: I was kind of deluded by my role as an advisor.
• 20:18
  Speaker 2: To be honest with you.
• 20:19
  Speaker 2: I felt like the firm that I was working for was more focused about the company rather than the client, and I kind of felt like I wasn't providing the best service to my clients.
• 20:33
  Speaker 2: So that was one of the biggest frustrations that I've had.
• 20:37
  Speaker 2: But then also it was the I didn't feel I was learning any more from my peers, you know, and the type of advice that we were given.
• 20:45
  Speaker 2: So I just felt like, right then I'm 29 years old, I'm too young to kind of be complacent.
• 20:50
  Speaker 2: I needed to push myself, I needed to place and I needed to push myself, I needed to challenge myself, I needed to learn more.
• 20:55
  Speaker 2: So that's why I was like, right then I need to go to another firm and learn off them.
• 21:00
  Speaker 2: You know, find other peers to learn off from.
• 21:03
  Speaker 2: So it was more the learning, the developing of myself, more than anything.
• 21:09
  Speaker 1: Did you have, at that stage in your career then, an entrepreneurial which did you think about, well, I could do this myself, you know many times yeah, many, many times yeah and what did you do about that?
• 21:27
  Speaker 2: um, I haven't really done anything, as I many people have said to me.
• 21:31
  Speaker 2: Have you ever thought about setting up by yourself?
• 21:33
  Speaker 2: I think what's held me back from that is the compliancy side of it all I've been.
• 21:40
  Speaker 2: You know it's been quite intimidating and I didn't really have the courage, to be honest, to take that step.
• 21:49
  Speaker 2: However, on the other side, with 75.3 is I became an asset to the business very quickly and I felt I um the firm you know, like I said, you know I'm hoping to be director very soon, a shareholder.
• 22:05
  Speaker 2: I've kind of gone in that way, as in becoming my own boss, um.
• 22:09
  Speaker 2: So, and when I joined the firm, I kind of saw that as a route.
• 22:13
  Speaker 2: Quite, quite early on in in the job I thought, right then this is the way that I can, I could see the direction I was heading into.
• 22:19
  Speaker 2: Um.
• 22:20
  Speaker 2: So, which is why you know I've stayed with 75.3 for that reason, knowing that, yeah, I could make, I could be my own boss within this firm pretty soon I think being an entrepreneur they call it as opposed to an entrepreneur is actually a really good way to progress in your career.
• 22:41
  Speaker 1: We don't always have to leave and set our own business up, and I think we've done ourselves a bit of an injustice really by kind of giving this impression especially to like millennials etc.
• 22:53
  Speaker 1: Gen z coming through that everybody can set up a business and you can run a business day one, you don't need to work for anybody else.
• 22:59
  Speaker 1: And we had terry's podcast yesterday from fun smith, terry smith and yeah we talked about that, talked about the fact that there is such value in working for somebody and to not rush through your career, especially in the early stages, into thinking that you should run your own business, because running your own business is completely different from within a business.
• 23:26
  Speaker 1: And I really was like oh, I've tried 16 years of running my own business and now I'm working within a business.
• 23:33
  Speaker 1: I already know I prefer this.
• 23:37
  Speaker 1: Yeah, you know um, yeah I've still got my entrepreneurial side with my financial plan of life, but I'm using that almost as my own way to promote myself and I've also developed other products and services on it.
• 23:52
  Speaker 1: But I'm not looking to make it some kind of global business that I'm taking over the world.
• 23:56
  Speaker 1: I'm using it as a tool to get me in front of the right people.
• 23:59
  Speaker 1: So, whether it's in the UAE or whether it's in the UK or whether it's eventually USA where we're heading off, but being that, taking that and putting it inside a business and actually going from self-employment running a business to actually being employed and being part of the leadership team and helping with it, for me has been huge.
• 24:16
  Speaker 1: You know, and I think you need to be a hundred percent sure that you have a solid business plan to go into running your own business, because it's a ton of money financial advice.
• 24:29
  Speaker 2: I've seen go and do it and I'm really struggling worries me, you know, because it's like oh, it's not as easy as you think no, and I think and I think for myself, it goes back to what I said earlier about I don't really enjoy the management side of things, and I don't think setting up my own business would have been um something, I'd have been successful, as I just couldn't have done that Absolutely not no, you enjoy the job more than the building a team and managing a team right.
• 25:00
  Speaker 2: Yeah, definitely that's what I enjoy.
• 25:02
  Speaker 2: I thoroughly enjoy being a financial planner and I can imagine being a financial planner for years and years and years.
• 25:08
  Speaker 2: But on the same time, I do like to be involved in the more top level stuff.
• 25:14
  Speaker 2: I do enjoy that just because I feel, you know, because I've been what I came, what negative experiences I've been exposed to is whereby decisions have been made at the top level, been made at the top level, whereas those people at the top have never worked at the financial advising, power planning role and they've implemented changes and not considered the impact that has on the rest of the people.
• 25:40
  Speaker 2: So I feel, because I've worked my way up you know, I did a bit of admin, then power planning, then financial planner I feel I've got a good understanding of how we all think, um, so I feel I'm now a position where, when I do bring decisions uh well, give my opinions I feel I'm considering everyone in in that respect and, as a result, um, any changes that we do introduce becomes more successful because, you know, we're considering everyone and was that the opportunity that you identified early on when you joined and yeah, yeah, yeah, yeah, absolutely absolutely.
• 26:16
  Speaker 1: So how long did you spend in administrative and power planning roles in your financial planning career?
• 26:23
  Speaker 2: It wasn't that long really.
• 26:25
  Speaker 2: So it was more part of a graduate scheme.
• 26:27
  Speaker 2: When we were part of a graduate scheme, we had to do every role within the firm so we could appreciate the different departments.
• 26:33
  Speaker 2: So in days we had our own call center, our own appointment departments where you had to ring up the client, make the appointments.
• 26:40
  Speaker 2: We had to work there for a few weeks.
• 26:41
  Speaker 2: We had to do the admin side as well, submitting application forms, just so we knew what information the receiving provider needs and also what the administrator needs before they could submit a case.
• 26:52
  Speaker 2: Um, and then from the power planning role we did, that was probably I did that for about eight to eight, eight months.
• 26:59
  Speaker 2: Um, so, um, that just you know.
• 27:02
  Speaker 2: So we appreciated, you know, the report, the writing, the, the research that we have to do.
• 27:08
  Speaker 2: Um, also the questions that power planners are constantly having to ask the advisor where's this information?
• 27:12
  Speaker 2: Ask the advisor, where's this information, where's that, where's this information?
• 27:15
  Speaker 2: So then when we then become advisors, we don't we hopefully we've answered those questions before the power planner gets to us.
• 27:21
  Speaker 2: Um, so, yeah, power planning was the main role I did, but then the other departments, a couple of weeks here and there, just to appreciate what we were doing fantastic.
• 27:31
  Speaker 1: let's get back to your podcast, then, because you've had about five episodes of that, and I mean the first podcast was myths about financial planning didn't it?
• 27:39
  Speaker 2: Yeah, that's right.
• 27:41
  Speaker 1: What's your top myth, then, about financial?
• 27:43
  Speaker 2: planning.
• 27:43
  Speaker 2: The top myth about financial planning I think there's a couple.
• 27:49
  Speaker 2: I think One is that it's a sales environment.
• 27:52
  Speaker 2: I think that's what a lot of.
• 27:55
  Speaker 2: I think One is that it's a sales environment.
• 27:56
  Speaker 2: I think that's what a lot of clients and advisors think.
• 27:58
  Speaker 2: It might be a more of a sales job.
• 28:00
  Speaker 2: That's absolutely not the case.
• 28:02
  Speaker 2: I think what's happened is years and years ago.
• 28:05
  Speaker 2: Yes, it was more of a salesy role, but the industry has moved on from that.
• 28:09
  Speaker 2: You know it's completely different.
• 28:11
  Speaker 2: It's about, you know, helping customers achieve their goals.
• 28:14
  Speaker 2: At the end of the day, that's what we're trying to achieve.
• 28:17
  Speaker 2: So I think that's one of the biggest myths with being a financial planner and I think another one that we touched on that is a job more suited for men more than anything, and I think the statistic is I think there's only 16% of financial advisors in the UK are female, and it's a statistic I believe in because it's what I see on a daily basis.
• 28:44
  Speaker 2: You know, when I go to conferences and sitting down with financial advisors in that room, it's mainly men.
• 28:51
  Speaker 2: So I don't know why.
• 28:54
  Speaker 2: That is why there's less women choosing to go into the job.
• 28:59
  Speaker 2: Um, it could be that it might.
• 29:02
  Speaker 2: A woman might think that it is salesy and maybe that's not something that they want to be involved in.
• 29:08
  Speaker 2: Maybe they think it's because it's a job that, like I said, you work all hours, um, you know, of the day.
• 29:15
  Speaker 2: Um, again, it's not.
• 29:17
  Speaker 2: It's actually a job whereby you can you control your diary.
• 29:19
  Speaker 2: I control my diary, you know.
• 29:21
  Speaker 2: You know I I'll decide what time I want my first meeting of the day.
• 29:24
  Speaker 2: I'll I'll decide when my last meeting of the day is.
• 29:27
  Speaker 2: Um, I, I choose when to turn my emails off and when to turn them on.
• 29:32
  Speaker 2: So, yeah, you know you've got complete control of your diary.
• 29:37
  Speaker 2: But generally that happens more when you've become, you're more established in the industry.
• 29:41
  Speaker 2: It doesn't happen overnight, of course.
• 29:46
  Speaker 2: And yeah, I think they're the two myths I feel are associated with being a financial planner.
• 29:52
  Speaker 1: Okay, let's just look at it.
• 29:52
  Speaker 1: Then let's get honest, because you've been in the financial planning profession for quite some time.
• 29:56
  Speaker 1: I guess you studied, you went through the journey at a very young age and you didn't have children, for example.
• 30:04
  Speaker 1: Okay, yeah, we'll make somebody who's coming into the profession now and is looking to get stuck in and start, but but they have children.
• 30:12
  Speaker 1: They have children now and they're women, right.
• 30:15
  Speaker 1: So we're talking about attracting more women.
• 30:17
  Speaker 1: Do you think you know what is the best route for somebody coming in They've got a family, they've got children and they want to become a financial planner?
• 30:26
  Speaker 1: Do you think there's a barrier to entry in attracting those types of women into the profession and what can we do about it if there is?
• 30:34
  Speaker 2: I think I don't think there is a barrier.
• 30:37
  Speaker 2: To be honest with you, I think there's a perception that there is a barrier, more than anything.
• 30:42
  Speaker 2: I think it's, um, I don't know, it's, I don't know what this, this, this barrier could, could be.
• 30:52
  Speaker 2: I think we have to study a lot as advisors.
• 30:55
  Speaker 2: You know, we've got a lot of exams that we need to set and maybe women think that they haven't got the capacity, they haven't got the time to study after.
• 31:02
  Speaker 2: You know, you've worked all day, the kids have gone to bed and then you go to study.
• 31:06
  Speaker 2: So maybe in that scenario, do employers offer, um, a study break during the, during the week, you know?
• 31:12
  Speaker 2: Do they offer that sort of support for them?
• 31:14
  Speaker 2: Um, but yeah, I, I don't.
• 31:19
  Speaker 2: I think there's just this perception that there is a barrier, but, but there isn't.
• 31:22
  Speaker 2: I think, you know, and I think one of the one personal bad experience I've had and I mentioned it in the podcast as well is when I had, you know, I entered the industry where I didn't have a child and then I was pregnant with my first daughter and it was at a point in my career where I was at a really high level.
• 31:45
  Speaker 2: I was really successful, I'd gained a lot of momentum.
• 31:48
  Speaker 2: I was at a really high level, I was really successful.
• 31:51
  Speaker 2: I'd gained a lot of momentum, but then when I came back from maternity all my client base had been taken off me so I had to start from scratch as an advisor.
• 31:59
  Speaker 2: So I think if other women see this, then that can put them off joining the industry.
• 32:07
  Speaker 1: You know what can be done, though, to encourage more women into the profession.
• 32:13
  Speaker 2: Because you cover that in episode two, don't you?
• 32:15
  Speaker 2: Yeah, I think it's more the how do we encourage them?
• 32:17
  Speaker 2: I think it's more the things like this you know, talking discussions, talking about our experiences into the industry, positive and negative, women telling their stories.
• 32:29
  Speaker 2: Then this is, this is our journey, this is how we got there, and I think it helps, um, people identify themselves with other people and kind of going well, I couldn't see myself in that.
• 32:38
  Speaker 2: Um, I think, and I think a big perception that we have a big perception with being a financial planner is that you have to come from a certain background, from a certain place.
• 32:51
  Speaker 2: You know where I'm from.
• 32:52
  Speaker 2: I'm from Anglesey, in North Wales.
• 32:54
  Speaker 2: I didn't even know what a financial planner was, and I don't think many of my friends even knew what a financial planner was.
• 33:02
  Speaker 2: And the reason why that was is because we were from.
• 33:04
  Speaker 2: You know, my parents have had a financial advisor, their parents have had a financial advisor.
• 33:07
  Speaker 2: It's just not an industry in our neck of the woods.
• 33:13
  Speaker 2: So I think it's kind of you have to ask the question, well, why that is?
• 33:16
  Speaker 2: And is it because advisors aren't reaching out to a further field?
• 33:22
  Speaker 2: So it's kind of that communication kind of going right, then If you do live on Anglesey or wherever it is, this is a job that you could do.
• 33:32
  Speaker 2: You know you could be sued for this job.
• 33:34
  Speaker 2: So it's kind of that promotion, I think, of what you know.
• 33:40
  Speaker 2: I think it goes back to that recruitment question.
• 33:42
  Speaker 2: You know, being careful that you don't recruit the same people you want to be recruiting for the qualities, and those qualities and people can be nationwide, it's not, you know.
• 33:52
  Speaker 2: You know if you want, if you want to track a certain certain kind of clientele from a certain area, then usually it benefits hiring an advisor from that area as well, because they can gauge with them um a lot more efficiently, um you know from sorry I think, with the podcast um that you've done, I think that's a huge tool for helping people's profession without a shadow of a doubt.
• 34:17
  Speaker 1: Um, because I get a huge amount of inbound messages from people saying your podcast has inspired me to get into the financial planning profession and to take a run at the sjp academy or something like that.
• 34:31
  Speaker 1: Or you reach out to a local firm and they've taken me on as an administrator, or someone's taking them as a trainee advisor.
• 34:37
  Speaker 1: I get success story after success story.
• 34:40
  Speaker 1: So it's these, these types of ways to communicate with people where they can sit and actually listen to the reality of what it's like working in the profession and the challenges and all those types of things it really turns somebody onto it in a different way so I think, podcast now and the valuable piece of content that is providing the listeners is is vitally important.
• 35:02
  Speaker 1: And again it goes back to women.
• 35:03
  Speaker 1: Want to hear women talking about it as well, not just hearing about.
• 35:06
  Speaker 1: Yeah, women will communicate with each other different, to say, a woman and a guy and vice versa yeah, so it's just how it is so I do think, doing on that front is is really powerful yeah, yeah, and I think you know.
• 35:24
  Speaker 2: you know, when I left university, you know I I remember, or you know, as I was finishing university, I remember the university handing me over a book to kind of go and hear the top 100 employers, and they were all accountancy based, because I did an accounting or finance degree.
• 35:37
  Speaker 2: There was no mention of you could actually with this.
• 35:40
  Speaker 2: You know, if you want, you could be a financial planner.
• 35:42
  Speaker 2: There was no mention of the sort.
• 35:44
  Speaker 2: So I think promoting the industry has to come from schools as well.
• 35:49
  Speaker 2: You know that is a career path that you could take and I think it's an industry that's completely overlooked.
• 35:56
  Speaker 2: You know, people know what a solicitor is, they know what an accountant is, but they don't actually know what a financial planner is.
• 36:02
  Speaker 2: So I think it's so important that we pass on that message and demonstrate what we do our message and demonstrate what we do.
• 36:09
  Speaker 2: Yeah, 100%.
• 36:09
  Speaker 1: Great, let's just move into sort of you are a financial planner now really at the top of your game, right?
• 36:18
  Speaker 1: You've been doing it for eight years.
• 36:19
  Speaker 1: You are charters, you're working for a chartered business and you're on your way to becoming a director.
• 36:23
  Speaker 1: What advice would you give to anybody, then, who's aspiring to get ahead in their career and to get to really the top of what they can do within financial planning?
• 36:29
  Speaker 1: What advice would you give to anybody, then, who's aspiring to get ahead in their career and to get to really the top of what they can do within financial planning?
• 36:32
  Speaker 2: What advice would I give?
• 36:33
  Speaker 2: I think the biggest advice I'd give is don't give up.
• 36:37
  Speaker 2: You do have good days, you do have bad days, but don't let the bad days determine how you're going to continue with this career.
• 36:45
  Speaker 2: You know, it hasn't been all hunky doryory's, you know.
• 36:48
  Speaker 2: I remember when I started in the career advisor I was kind of that was mentoring me, just explained, look, the journey is up and down being an advisor, especially in the early days, but then it becomes less wavelength.
• 37:01
  Speaker 2: It becomes, it becomes more of a stable job, um.
• 37:04
  Speaker 2: So, yeah, it's, don't give up, um, and you know you can easily be a successful advisor, easily, just by by not shying away.
• 37:16
  Speaker 2: Um, you know you are put out your comfort zone quite often being a job.
• 37:19
  Speaker 2: You know you have to speak to people, uh, that, maybe people that you've never kind of, a type of people that you've never spoken to before.
• 37:26
  Speaker 2: You do a lot of, you learn a lot of skills, but you have to be willing to put yourself out there to do that as well.
• 37:35
  Speaker 2: So, willing, wanting to learn and improve yourself and keep going.
• 37:43
  Speaker 2: You'll easily become successful, well, successful in any job that you do, not just advising.
• 37:48
  Speaker 2: But just don't give up if you have self-belief um that you are the best person for this job or for the job, then you know, just just keep at it, keep at it do you think being chartered matters?
• 38:03
  Speaker 2: um, it's not everything, but I think it helps.
• 38:07
  Speaker 2: I think it helps from from a self.
• 38:10
  Speaker 2: More on a technical basis, I think it does help.
• 38:13
  Speaker 2: But then I think for a networking you know, working with solicitors and accountants, other professionals, they generally I've seen that they do prefer to work with a chartered firm and I think the reason is well, especially if they're a chart firm, they like to see that they're referring their customers to a chart financial advising firm.
• 38:34
  Speaker 2: But it's just more of a capability, more than anything, I think solicitors and accountants aren't going to refer their clients to an advisor that they don't feel is capable.
• 38:46
  Speaker 2: So I think when you've got the chart status, that obviously demonstrates that you've got a level of capability that they don't feel is capable.
• 38:50
  Speaker 1: so, um, I think when you've got the chart status, that obviously demonstrates that you've got a level of capability that they'd expect okay going on and you know, being a host of a podcast, right, um, it's quite nerve-wracking to think you've got to sit in front of cameras and start talking about things for 30 minutes, 40 minutes, did it?
• 39:07
  Speaker 1: Were you a little bit nervous about it?
• 39:10
  Speaker 2: um, no, I wasn't actually, um, and I think I wasn't nervous because I I knew it was just a conversation with, with four women.
• 39:17
  Speaker 2: We were literally just having a chat.
• 39:19
  Speaker 2: We were quite, we were very open and honest, um, about everything.
• 39:24
  Speaker 2: We weren't trying to be someone that we're not, and that was something that we really wanted to show on the podcast.
• 39:32
  Speaker 2: Um, so, no, I wasn't nervous.
• 39:35
  Speaker 2: I was more excited, more than anything, because it was something I've never done before and I saw it as a new challenge.
• 39:41
  Speaker 2: You know, you know it's a new opportunity.
• 39:44
  Speaker 2: Um, so, yeah, no, I came, I went in there very excited, to be honest with you, and you know the response has been fantastic.
• 39:50
  Speaker 2: It really truly has been fantastic.
• 39:52
  Speaker 2: And we have been asked to do another podcast, a live event at the pfs national conference in november, um, so we've got that to look forward to.
• 40:02
  Speaker 2: But hopefully it'd be great if we can continue with the podcast and keep that conversation going and maybe bring on more women on board as a guest, you know, so they can tell us about their journey, and it's just, I think it's a great platform, it's a great network for women to just tell them about their journey, their experiences in industry, and then with the objective of encouraging more women um into the profession fantastic.
• 40:33
  Speaker 1: I think you know podcasting for me has done me the world of good.
• 40:35
  Speaker 1: I remember I went on a podcast called recruitment um roller coaster was all about business owners in recruitment.
• 40:40
  Speaker 1: I remember being a little bit nervous going on now to tell my story but at the end of it it just made a complete, made complete sense to me that this was a brilliant way to get a story out of somebody right Absolutely A story that needs to be told.
• 40:53
  Speaker 1: Four years ago there was nobody telling the story of what it's like to work within the financial planning profession.
• 40:57
  Speaker 1: Four years later, I've got 220 episodes out there and I'm inspiring others to bring their podcasts out and I'm producing them.
• 41:05
  Speaker 1: So for me it is a journey.
• 41:06
  Speaker 1: It is an opportunity to step outside your comfort zone and to learn.
• 41:10
  Speaker 1: It does do something.
• 41:11
  Speaker 1: It does open up opportunities.
• 41:13
  Speaker 1: You yourself now doing the podcast, putting yourself out there, gives you the confidence to get on other people's podcasts, which I definitely think you should do.
• 41:20
  Speaker 1: Just start looking around, start thinking whose podcasts can I go on to, where I can talk about my services that I can offer to their listeners.
• 41:30
  Speaker 1: So if you're looking around and you're seeing there's somebody top accountant or something, or somebody that's talking to women right, podcasts for women can you go on there and can you talk about financial planning to women, to their audience, and then use that to promote yourself and your services as a financial planner, because it becomes a really awesome platform to actually build new client relationships.
• 41:51
  Speaker 1: I'm bringing one out soon called expat life, and expat life is all about interviewing people who have businesses that help expats.
• 41:58
  Speaker 1: So I've got a guy at the moment he's on the business company in france and he moves people from the usa to france.
• 42:05
  Speaker 1: He's like one of the only people to do it because it's really really tricky thing thing to do.
• 42:08
  Speaker 1: But because he does that, he's talking to Americans moving into France as a business.
• 42:13
  Speaker 1: We've got international licenses so I'm able to pick up international clients financial, you know, like Americans with like two to four million quid right Money in their 401ks that they could roll over into an IRA and I'm getting introduced business.
• 42:31
  Speaker 1: But what we're doing is creating content together.
• 42:33
  Speaker 1: So if I do that content creation with him through podcasts or through YouTube channels, we're only going to build a really strong partnership and for me that's the next big thing.
• 42:42
  Speaker 1: Right?
• 42:42
  Speaker 1: No one's really doing that.
• 42:43
  Speaker 1: No one's building a podcast designed to develop those relationships that are going to bring clients in the professional problem with trying to attract talent, I feel like I'm doing a good job of contributing to fixing that problem.
• 42:56
  Speaker 1: The next one for me is most financial planning firms struggle to find clients.
• 42:59
  Speaker 1: A lot of financial advisors struggle with it and I'm thinking how can I fix that?
• 43:04
  Speaker 1: How can I fix that?
• 43:05
  Speaker 1: So I'm happy to go into this expat life and I'm just saying for you, really, just go and just think about now.
• 43:12
  Speaker 1: I've done it.
• 43:12
  Speaker 1: Now I've got that experience, I've got that confidence.
• 43:14
  Speaker 1: How can I get on to 10 podcasts that all have 10 000 plus listeners a month and all of a sudden, you're out there because they also put your name on it.
• 43:20
  Speaker 1: It goes out on youtube, it goes out on audio.
• 43:22
  Speaker 1: So when someone searches for something like financial planner and you've got a unique selling point or it's your name, they're going to find you and they're going to go.
• 43:28
  Speaker 1: Oh, I trust her because she is on multiple platforms talking about being on the planet.
• 43:33
  Speaker 1: So it's a really, really strong marketing and 55% of people that listen to podcasts will buy the product or service that the person is talking about.
• 43:45
  Speaker 2: And I think also, I think what's great about doing something like this as well is it gets that conversation going with other people and it's kind of sharing that knowledge with other people and it's only going to benefit the industry.
• 44:00
  Speaker 2: We're not keeping it all in.
• 44:02
  Speaker 2: People want to know how have you got to where you are?
• 44:05
  Speaker 2: And it's revealing that secret, isn't it?
• 44:08
  Speaker 2: And it's only a positive.
• 44:12
  Speaker 2: I can only see it as a positive.
• 44:13
  Speaker 2: It's a really good way of getting people to kind of be inspired, whether that's in their career or you know, or thinking of joining the industry.
• 44:23
  Speaker 2: But then I think it also changes that narrative of what the perception is of the industry as well.
• 44:31
  Speaker 1: Fantastic.
• 44:31
  Speaker 1: Well, listen, I absolutely thoroughly enjoyed recording the podcast through the Financial Panelite Studios.
• 44:35
  Speaker 1: It's been an absolute pleasure meeting you all and we're going to get each and every one of you on the podcast.
• 44:40
  Speaker 1: You've been the first to get in, so it's great to hear your stories and it's great to hear you getting out there on the podcast doing what you're doing.
• 44:48
  Speaker 1: I hope it continues and good luck with that live event.
• 44:50
  Speaker 1: You're beating me to it.
• 44:51
  Speaker 1: I've got a live event coming out in January, but you guys are beating me to it, so just show it, it's a demand.
• 44:57
  Speaker 2: It's a demand.
• 44:58
  Speaker 1: You are in demand.
• 45:00
  Speaker 2: The women are in demand.
• 45:01
  Speaker 1: finally, I was going to say the 12th of March is running, scheduled is running scared.
• 45:06
  Speaker 1: Four guys.
• 45:09
  Speaker 1: Well done, fair play to you.
• 45:11
  Speaker 1: Really looking forward to seeing some more content.
• 45:12
  Speaker 2: Thank you very much, thank you.