Latest / Financial Planner Life Podcast / Catherine Morgan on financial wellbeing, personal branding and why more women should join the financial planning profession.

Transcript

Catherine Morgan on financial wellbeing, personal branding and why more women should join the financial planning profession. · Financial Planner Life Podcast

• 0:02
  SPEAKER_00: Hi, and welcome to the Financial Planner Life Podcast, where we talk to professionals at varying stages in their career about what it's like working in the wonderful world of financial planning and financial advice.
• 0:15
  SPEAKER_00: This podcast is proudly sponsored by Recruit UK, a recruitment consultancy specifically focused on the financial services.
• 0:23
  SPEAKER_00: They have a niche specialism, recruiting, within the financial planning industry, so check out their website for the latest job opportunities, hints and tips, and blog articles.
• 0:33
  SPEAKER_00: And today's guest is the multi-award-winning Catherine Morgan, who is a financial planner.
• 0:40
  SPEAKER_00: She's a podcast host for the show in her financial shoes, which is a podcast dedicated to women changing their behaviors around finance.
• 0:51
  SPEAKER_00: She's also a um a money coach for both her clients and financial planners who want to change their way of delivering financial planning to their clients.
• 1:02
  SPEAKER_00: And she takes us on a journey, really, around how she started in financial services to where she is now and light bulb moments throughout her life which changed her direction for the better and moved her more towards a well-being proposition instead of product sales.
• 1:22
  SPEAKER_00: I really hope you enjoy the show.
• 1:24
  SPEAKER_00: So thanks so much, Catherine, for joining me today on the Financial Planner Life podcast.
• 1:28
  SPEAKER_00: How are you?
• 1:29
  SPEAKER_05: Yeah, I'm great, thanks.
• 1:30
  SPEAKER_05: Thanks for having me today, Sam.
• 1:32
  SPEAKER_00: No worries.
• 1:32
  SPEAKER_00: Have you had a good day?
• 1:34
  SPEAKER_05: Yeah, busy week, busy, busy week.
• 1:36
  SPEAKER_05: We're just finishing off the um the first cohort for the financial training programme.
• 1:40
  SPEAKER_05: So it's been a busy week.
• 1:42
  SPEAKER_05: So yeah, I'm looking forward to the weekend.
• 1:44
  SPEAKER_00: You're your first cohort of the financial planner training program.
• 1:49
  SPEAKER_05: Yeah, I'm I I launched in uh lockdown a financial coaching, financial transformational coaching training programme.
• 1:55
  SPEAKER_05: So we're just about to finish that uh 12 weeks.
• 1:58
  SPEAKER_05: I can't believe it's been 12 weeks since we've been in lockdown.
• 2:00
  SPEAKER_05: Probably longer, actually.
• 2:02
  SPEAKER_00: It feels longer.
• 2:03
  SPEAKER_00: It's good four months, isn't it?
• 2:04
  SPEAKER_00: Yeah, yeah.
• 2:05
  SPEAKER_05: So if you if you hear any um screaming children in the background, my kids are currently on the trampoline outside my window.
• 2:11
  SPEAKER_05: So hopefully it's not too distracting.
• 2:13
  SPEAKER_00: There we go.
• 2:13
  SPEAKER_00: Well, no, no, I understand that.
• 2:14
  SPEAKER_00: I've got we brought our daughter.
• 2:16
  SPEAKER_00: I live in a I live on the waterfront in Bristol, so I've got a balcony, and my wife's my daughter's fourth birthday was during lockdown, and we ended up buying a trampoline.
• 2:23
  SPEAKER_00: The problem is we're like four floors up, so I'm she bounces over the top of the the wall, but she hasn't, it's only a tiny little thing, but uh well not she's a tiny little thing, she won't bounce, but there the the bounce is yeah, probably a bad move, but so far so good.
• 2:38
  SPEAKER_00: She hasn't gone over the over the wall yet.
• 2:39
  SPEAKER_02: Oh, that's good, but uh yeah.
• 2:41
  SPEAKER_00: So I didn't actually work at home.
• 2:43
  SPEAKER_00: I was like, I my office is around the corner, so um I just camped out in my office, got my yoga mat out in here, my little weights bench and all sorts.
• 2:50
  SPEAKER_00: So I literally lived in my office.
• 2:52
  SPEAKER_00: So I I don't know about you, but I've I've as part from you know everybody getting ill and stuff, I've had a relatively quite nice experience with being in lockdown.
• 3:03
  SPEAKER_00: I found it really like um calming, actually.
• 3:07
  SPEAKER_00: Like it's changed totally changed the way I've worked and um a huge amount of subtraction.
• 3:12
  SPEAKER_00: So I've removed so much stuff out of my life and I've become a lot calmer.
• 3:16
  SPEAKER_00: And going as people starting to come back into my office, I'm like, get out of here, this is my space.
• 3:21
  SPEAKER_05: But you know, I love I love how you've shared that.
• 3:24
  SPEAKER_05: Like um, something I talk about is is the law of subtraction.
• 3:27
  SPEAKER_05: Those lots of people have heard of the law of attraction.
• 3:30
  SPEAKER_05: Um, but the law of subtraction about what can you remove of in your life that's getting in the way or causing you overwhelm or stress.
• 3:37
  SPEAKER_05: And so I love that.
• 3:38
  SPEAKER_05: And I think a lot of people have reflected on uh during lockdown in particular, how you know their way of working, do they need an office?
• 3:45
  SPEAKER_05: Do they really need all these things that we had prior to prior to to March?
• 3:50
  SPEAKER_05: So yeah, I love I love that.
• 3:52
  SPEAKER_00: We we you know we build so many things around us to really kind of protect us and just justify why we're here, and I think in business as well, you can do that, you know, a justify a position or justify what you're doing at that moment.
• 4:03
  SPEAKER_00: I was I was spending so much money on marketing, you know, the wrong marketing, just because obviously I was trialing it out and you do those things, but at the same time, I was it was doing it also just to show that I was doing something.
• 4:14
  SPEAKER_00: Does that make sense?
• 4:15
  SPEAKER_00: And as I started pulling it back, and I started personally taking responsibility for the marketing marketing, it was 10 times better and about 50 times cheaper.
• 4:25
  SPEAKER_00: And uh yeah, that kind of happened over over over the whole lockdown.
• 4:28
  SPEAKER_00: I set up this fun, you know, I've set up the podcast and I've seen the value of that, but yeah, subtraction, I like that the laws of uh subtraction as opposed to laws of attraction because I'm well into the laws of attraction.
• 4:37
  SPEAKER_00: What you put out there, you put some good stuff out, you're gonna get some good things back as long as you're not being selfish and all that kind of stuff.
• 4:42
  SPEAKER_00: I I love that and I'm massively experiencing that at the moment.
• 4:45
  SPEAKER_00: And the subtraction thing as well, cool, I very much like that.
• 4:48
  SPEAKER_00: Well, Catherine, you're gonna be very similar to me, I think, with your uh your well-being and all of that kind of stuff, because I know you're you're a big advocate of financial well-being as well, so quite keen to sort of grab you on that.
• 4:58
  SPEAKER_00: So, Catherine, so the podcast is all about financial planning careers.
• 5:02
  SPEAKER_00: There's not a huge amount of information out there, I don't think, that um sort of bridges a gap between somebody who's got absolutely no understanding or experience of what it's like to work in the industry.
• 5:11
  SPEAKER_00: So there's not a great deal out there to them to go out there and find true stories of people um that work within the industry, their experience, their highs, their lows, their ups, their downs, the realities of it.
• 5:22
  SPEAKER_00: And this is what the podcast is all about, trying to bridge that gap, but also at the same time sharing your experience.
• 5:27
  SPEAKER_00: So perhaps people in the industry might well pick up some hints and tips.
• 5:31
  SPEAKER_00: So, you know, sharing is caring is my motto.
• 5:34
  SPEAKER_00: So, Catherine, just to kind of introduce yourself, if you would, um, how did you get into the financial planning industry?
• 5:42
  SPEAKER_00: How did you become a financial planner and why?
• 5:45
  SPEAKER_05: So I came into this or into the financial services profession as a cashier.
• 5:52
  SPEAKER_05: So when I was um I was at college, I was studying my A levels, I finished my A levels and had a place at university to study law, but it didn't feel right.
• 6:03
  SPEAKER_05: I wasn't 100% committed that that's what I wanted to do.
• 6:06
  SPEAKER_05: And I think many people at that age, you know, don't really have a clear idea as to exactly what they want to do.
• 6:13
  SPEAKER_05: And so at the time I thought, I'll take a year out, I'll take a year out, and surely then I'll be in a better position to make a decision.
• 6:20
  SPEAKER_05: Um, and what happened is I took a year out, I went to Australia, um, which is where my dad had emigrated to the year before, and my twin brother then emigrated and joined him over there.
• 6:30
  SPEAKER_05: So I went to visit them and made an application to emigrate.
• 6:34
  SPEAKER_05: And then when I came home from that holiday, I then met my husband.
• 6:38
  SPEAKER_05: And uh well, a few years later, actually, I met my husband.
• 6:42
  SPEAKER_05: Um, but at that particular time I needed to earn some money, so I just went to work for the bank because that's where my sister worked, and I just thought I have no idea what I want to do, I'll just go and work in the bank for some pocket money.
• 6:53
  SPEAKER_05: Started as a cashier, then became uh an account opener, um, did that for about 12 months, and I've always been quite um into very into personal development, very entrepreneurial, looking for the next opportunity all of the time, and so I did this for about 12 months, and then I thought, hey, do you know what?
• 7:13
  SPEAKER_05: I'm gonna do what my sister does, I'm gonna be a financial advisor.
• 7:16
  SPEAKER_05: So at this time I was uh I think I was 19, and I applied for this vacancy for financial advisor, and they declined me.
• 7:25
  SPEAKER_05: And this was the Halifax, they declined me because of my age.
• 7:29
  SPEAKER_00: Oh, did they?
• 7:30
  SPEAKER_05: Because of my age.
• 7:31
  SPEAKER_05: They said, We've never had a financial advisor at 19, we think you're too young.
• 7:35
  SPEAKER_05: Uh come back in a couple of years' time.
• 7:37
  SPEAKER_05: So uh I then left and I went to work for Abbey National, which is where my sister worked, um, and they put me onto like a trainee program.
• 7:48
  SPEAKER_05: Um, I studied for my mortgage advisor qualifications in my spare time, did my CVAP qualifications, and then went into the world of mortgage advice for a couple of years, and that then took me into that natural kind of progression there of going into the financial advisor world.
• 8:03
  SPEAKER_05: And I spent 16 years in banking and did a variety of different roles, IFAs.
• 8:10
  SPEAKER_05: Uh, I used to write people's wills, um, and I then worked out in the Channel Islands for five or six years, where I led a team of financial advisors.
• 8:19
  SPEAKER_05: Um, and that's kind of how my journey began, really, is getting into that the world of financial advice.
• 8:25
  SPEAKER_05: It wasn't actually until 2000 probably 15, 16, that I then actually discovered that there was this whole entire different world of financial planning.
• 8:36
  SPEAKER_05: So it took me a little while to find that.
• 8:38
  SPEAKER_00: Yeah, and absolutely.
• 8:39
  SPEAKER_00: So very sort of um traditional route, really.
• 8:42
  SPEAKER_00: Uh, you know, when you were 19 years old working for a bank and um obviously a great training ground, wasn't it?
• 8:48
  SPEAKER_00: The banks for financial advisors.
• 8:50
  SPEAKER_00: And I used to, when I very first stepped into, I used to work for a Viva and I moved from a Viva into recruitment.
• 8:57
  SPEAKER_00: When I moved into recruitment, I was recruiting for uh banks and building societies for personal bankers, cashiers, mortgage advisors, and I used to see financial advisors on there and thought, oh, I'm not doing financial, I can't deal with financial advisors, they're a bit too much for me.
• 9:09
  SPEAKER_00: So I used to deal with all the personal bankers, and it was a fantastic route in.
• 9:12
  SPEAKER_00: Some of the guys, like you know, 12, 13 years ago now, but you know, they're the financial advisors.
• 9:16
  SPEAKER_00: It was a great route into becoming a financial advisor.
• 9:19
  SPEAKER_00: Obviously, you got declined at 19.
• 9:21
  SPEAKER_00: How did you feel about that at the time getting declined at 19?
• 9:23
  SPEAKER_00: Were you too young looking back on it?
• 9:26
  SPEAKER_05: Um it's an interesting one for me because for me, looking back on it, at the time I was very disappointed, very frustrated because I felt like I wanted to progress and there wasn't there wasn't that opportunity to progress.
• 9:41
  SPEAKER_05: Um, so it was probably more frustration about progression or lack of progression.
• 9:45
  SPEAKER_05: And but I actually saw that cycle repeat.
• 9:48
  SPEAKER_05: Every two years, I kind of got what I would call the two-year itch, right?
• 9:52
  SPEAKER_05: Is where I wasn't, if I wasn't doing something more challenging, I got bored.
• 9:56
  SPEAKER_05: And actually, I think looking back on it now, it I the reason I was getting so bored was because there were the the rules and regulations and restrictions in banking are incredibly tight for a good reason, and I think that that's taught me a lot of good positive things about compliance and all of those things, but also I felt very restricted, and every two years I'd get this itch of wanting to do something else.
• 10:18
  SPEAKER_05: But I think what it really was was this was the entrepreneurial side of me not feeling like it it really sat in the right place, and it wasn't until I started building my own businesses that I then realized that that's where I was really passionate.
• 10:31
  SPEAKER_05: Um, because that I was brought up in an entrepreneurial um my dad was an entrepreneur, he ran uh very successful businesses, and so there was always that part of me that just didn't feel like there was a quite a the same opportunities available.
• 10:46
  SPEAKER_00: And that's and that's interesting.
• 10:47
  SPEAKER_00: I'd like to understand what that feels like to you then.
• 10:50
  SPEAKER_00: So when you go through that feeling of there's something not quite right or something missing in your career at that age, what were the what were the what were you feeling at that point?
• 10:59
  SPEAKER_00: Because I speak to a lot of employed financial planners, or we as a business speak to a lot of employed financial planners that that have a yearning, burning desire inside of them to set their own businesses up.
• 11:10
  SPEAKER_00: And it's trying to get them to understand the feelings of what they're going for.
• 11:13
  SPEAKER_00: They they've got itchy feet, you know, they're I've got itchy feet, uh something's not quite right here, I don't know what it is, and we've got to dig, dig, dig, dig, dig until we find out exactly what that reason is.
• 11:21
  SPEAKER_00: So I'd love to hear from your perspective, coming from an employed background, moving into say self-employed, setting up your own business, what are the signs?
• 11:30
  SPEAKER_00: Well, you know, we can't just say itchy or a feeling in my stomach, we could say that.
• 11:33
  SPEAKER_00: But what do you think the signs are for somebody that it's time to move on and set up your own business?
• 11:38
  SPEAKER_05: I think that's a really good question.
• 11:40
  SPEAKER_05: And a lot of people have expect certain expectations of what it's like to run your own business.
• 11:48
  SPEAKER_05: And a lot of people, including myself, I remember thinking, oh, surely it will be easier being self-employed and running my own business, and then not actually realizing that when you start a business, you have to be the CEO of every like the chief everything officer.
• 12:01
  SPEAKER_05: Um, you have to be able to market, you have to be able to be good at sales, you have to be able to do email nurture sequences, you have to be good at communicating your story, you have to be good at attracting your ideal client, all of these things.
• 12:14
  SPEAKER_05: And um so there was a big misconception, I think, and for a lot of people, I think it'll be easier to be self-employed because they'll they'll get away from some of the restrictedness or boundaries or limitations perhaps of being employed.
• 12:30
  SPEAKER_05: So I think that's one thing to mention, but the other thing is that I didn't really realize and feel confident enough to go self-employed until I ran my first business.
• 12:41
  SPEAKER_05: And my first business was nothing to do with financial services.
• 12:44
  SPEAKER_02: Right.
• 12:45
  SPEAKER_05: My first business was um I set a set up as an image consultant.
• 12:50
  SPEAKER_05: So back in uh 2000 and when would this have been?
• 12:55
  SPEAKER_05: 2010.
• 12:57
  SPEAKER_05: We just moved out to the Channel Islands, and and funnily enough, the reason we moved to the Channel Islands was because I applied for a job as a sales manager and HSBC blocked me.
• 13:10
  SPEAKER_05: Quite an interesting pattern going on there, and they blocked me because I hadn't been in my job for exactly 24 months.
• 13:17
  SPEAKER_05: There was one of these policies in place that you couldn't change jobs for two years, and I think I was about two months short.
• 13:24
  SPEAKER_05: And it went to the director, the area director, who I'm actually good friends with now, and he said, uh, no, sorry, you haven't been in the role for 24 months, you can't change.
• 13:33
  SPEAKER_05: And then I was poached by Barclays to go and work with them in Jersey instead.
• 13:38
  SPEAKER_05: So I took the job, and at that point we then got married, and I remember walking into a coffee shop one morning, and it was a beautiful sunny day, and I walked into this coffee shop, grabbed my normal tea as I normally did on the way to work, and there was a leaflet on the side that was publicising a marketing um image consultancy, which was basically personal shopping for women, where somebody comes to your house, they weed out all your wardrobes and they give you advice on your body shape and what you should wear.
• 14:10
  SPEAKER_05: Now, historically, I I at that point had had 10 years of eating disorders, 10 years of not feeling very confident about myself and how I looked and my body.
• 14:20
  SPEAKER_05: And I took that leaflet home and I said to my husband, Oh, I would love to have one of these days done.
• 14:25
  SPEAKER_05: And so he bought it for me for my birthday.
• 14:27
  SPEAKER_05: And within a few months, I then had that um styling session done.
• 14:31
  SPEAKER_05: And that evening, this lady left me sitting in this cottage, and I remember as clear as day, I was sitting on this little red cottage, little red couch in this cottage, surrounded by about 12 bin bags worth of clothes, and I cried my eyes out, and it was like someone had finally given me permission to get rid of all of the stuff I'd been hoarding for years because I'd been copying everybody else, looking at everybody else and being like, those skinny jeans look amazing.
• 15:03
  SPEAKER_05: I'll buy them for myself.
• 15:04
  SPEAKER_05: Then I felt bad because they didn't suit my body shape, they'd sit in my wardrobe, I buy another lot of clothes, and this cycle continued for years.
• 15:13
  SPEAKER_05: So, as a financial advisor and as a sales manager, I was living in debt, I was living in my overdraft every month, I was massively overspending.
• 15:22
  SPEAKER_05: So, even though I knew the practical ways to manage money, I wasn't doing it for myself, and there was a lot of guilt and shame attached with that, which I often talk about now.
• 15:32
  SPEAKER_05: And so when I had this image day done, I was like, right, that's it.
• 15:36
  SPEAKER_05: I'm gonna train to be a consultant, I'm gonna um help every lots of other women to have a better relationship with their body.
• 15:44
  SPEAKER_05: And I then fell pregnant.
• 15:45
  SPEAKER_05: I fell pregnant, I had my first son.
• 15:48
  SPEAKER_05: Um, I suffered with quite bad postnatal depression actually after my first son.
• 15:53
  SPEAKER_05: And whilst I was on maternity leave, I opened up my flat and I created like a style room and I used it to uh conduct workshops and have consultations with women.
• 16:04
  SPEAKER_05: And it wasn't until I went back to work that I felt quite disconnected with well, here's my business over here, and I really don't want to do this job anymore, but I couldn't see a way financially for me to manage that.
• 16:18
  SPEAKER_05: And so I continued to run that business part-time for about five years, and in between that, I then we then moved back to the UK.
• 16:27
  SPEAKER_05: RDR had hit the UK by that point, so Jersey was kind of very sheltered from RDR.
• 16:34
  SPEAKER_05: Um, we came back to the UK, I then went back into my role as a financial advisor, RDR hit, and HSBC actually at that time were probably one of the very few banks that still provided the financial advice service.
• 16:48
  SPEAKER_05: But of course, we were all trying to get to wrap under Rapsis World, what does it even look like?
• 16:52
  SPEAKER_05: And and then they gave us another role of not only being a financial advisor but also opening bank accounts again for clients.
• 16:58
  SPEAKER_05: We were like, I remember that, how do we manage all of that responsibility and opening credit cards again?
• 17:04
  SPEAKER_05: You know, I've done this 10 years prior to that, and giving clients financial advice and all the targets and things that were associated with that.
• 17:12
  SPEAKER_05: Um when I fell pregnant with my second son, I physically struggled.
• 17:16
  SPEAKER_05: I had very significant what they call SPD, which is to do with your uh pelvis, and I had a twisted pelvis in my pregnancy.
• 17:24
  SPEAKER_05: I was on crutches, I couldn't sit down to have a client meeting for longer than about 20 minutes.
• 17:28
  SPEAKER_02: Right.
• 17:29
  SPEAKER_05: And I had a lot of um physical pain.
• 17:32
  SPEAKER_05: I did my boss at the time wasn't uh very supportive of me remaining in the workplace, he just wanted to get me signed off because it was easier to get me signed off than it was to try and help me.
• 17:42
  SPEAKER_05: And I ended up um going on maternity leave.
• 17:46
  SPEAKER_05: I had my second child, and unfortunately, when my second son was born, he had meningitis at five weeks.
• 17:53
  SPEAKER_00: Crikey.
• 17:54
  SPEAKER_05: And um, when I went back to work after about a year after he was about a year old, I went back to work, and there was one moment in hospital when I was in hospital with Thomas, where um when they wheeled me into hospital with Thomas, they basically put us on a wheelchair, wheeled us into resuscitation, and then the all these doctors are swimming around the the bed and sort of talking about this word sepsis.
• 18:20
  SPEAKER_05: They kept saying sepsis, sepsis.
• 18:22
  SPEAKER_05: And at the time I remember thinking, what the hell is sepsis?
• 18:26
  SPEAKER_05: Like I think I know what it is, but what does it mean for you know for young Thomas?
• 18:32
  SPEAKER_05: And later he was diagnosed with bacterial meningitis, which is the worst form of meningitis, but he was treated very quickly, so he recovered very quickly, and he's now you know almost a beautiful seven-year-old boy.
• 18:45
  SPEAKER_05: But for me, when I went back to work in the bank, I sat there thinking how I felt as a mum, second mum, not knowing that sepsis is the biggest killer of newborn babies, not knowing that the symptoms of sepsis were cold hands and cold feet and grunting in their sleep, all the symptoms that Thomas had displayed.
• 19:04
  SPEAKER_05: And I felt really stupid.
• 19:06
  SPEAKER_05: And I sat there and thought, how many other people feel like that about money?
• 19:13
  SPEAKER_05: How many people feel that about all the financial jargon that they're surrounded by, about all the judgments, about what their friends are doing, keeping up with the Joneses, all of these the emotional connection that we place on money.
• 19:27
  SPEAKER_05: And so it wasn't until I'd gone through all of that that I suddenly got this light bulb moment of it's I'm I'm in the wrong job.
• 19:36
  SPEAKER_05: It doesn't fulfil my needs, it doesn't fulfil my core values.
• 19:41
  SPEAKER_05: It it gave me a good job, and I you know I enjoyed it.
• 19:44
  SPEAKER_05: I loved managing a team, I loved people, I loved giving advice to clients.
• 19:49
  SPEAKER_05: But fundamentally, what was missing for me was the opportunity to be able to transform clients' lives by understanding the emotional connection that they attach to money.
• 19:58
  SPEAKER_05: And I would sit there all day and talk to women who had lost their husbands who were grieving.
• 20:06
  SPEAKER_05: And I've got my sales manager saying, you know, well, what product should you sell them?
• 20:10
  SPEAKER_05: Well, actually, none because now is not the right time because they're experiencing emotional flooding, they're not in that rational state of mind.
• 20:19
  SPEAKER_05: And that was the moment where I was like, This just isn't working, it there's a massive disconnect.
• 20:24
  SPEAKER_05: And I just then had to find a way to gently come out of that employee's high salary, which often is the golden handshake, isn't it?
• 20:32
  SPEAKER_05: You're in this high salary position.
• 20:33
  SPEAKER_05: Well, I can't change my job because I've got a mortgage to pay.
• 20:36
  SPEAKER_05: And we had to make some pretty significant changes to our lifestyle and gently move away from full-time employee to part-time consultancy work and then into full-time self-employment.
• 20:49
  SPEAKER_00: Thank you for sharing that, by the way.
• 20:51
  SPEAKER_00: Very emotional.
• 20:52
  SPEAKER_00: Um, so did that trigger your ability to emotionally connect with people more, or was it always there, or did it just bring it to the surface a bit, do you think, when you went through those quite traumatic times?
• 21:08
  SPEAKER_05: I think with anything, any experience that you've had personally enables you to connect with people that have been through similar situations.
• 21:17
  SPEAKER_05: Um, and this is why it's so important to share our personal stories, whether they're good or bad.
• 21:22
  SPEAKER_05: And it doesn't, it doesn't have to be a traumatic story, you know.
• 21:26
  SPEAKER_05: Um, people all often talk about, well, what would I share with the world?
• 21:29
  SPEAKER_05: Like, what's my story?
• 21:31
  SPEAKER_05: Just you being you and having experiences of different things will enable you to connect emotionally with ideal clients or you know, whether it's just somebody you're having a conversation with.
• 21:43
  SPEAKER_05: Um, so yeah, 100%.
• 21:45
  SPEAKER_05: I think when you open up that vulnerability to sharing some of maybe what hasn't been quite so great, things that maybe you're not quite so proud of, but in a way, they make you who you are.
• 22:00
  SPEAKER_05: And no, so nobody else can be who you are, and that makes you unique.
• 22:05
  SPEAKER_00: Very interesting what you said about the sales manager.
• 22:09
  SPEAKER_00: You know, you were emotionally it sounds to me like you were emotionally connecting with the clients that you were working with.
• 22:15
  SPEAKER_00: You could see past the money, you could see past the product or the service that you were offering, and actually you were making a connection with the human side of the role, and it was very, you know, heavily targeted around product sales.
• 22:28
  SPEAKER_00: And it wasn't, you know, you know, historically, it wasn't geared around making an emotional connection with somebody and offering some sort of well-being, if you like, as part of the product, or sorry, as part of the service.
• 22:41
  SPEAKER_00: It was a product sales type type thing.
• 22:43
  SPEAKER_00: So you recognize that whilst working within that banking environment, it must have been that at that point you were thinking, this is not right, as you said, this isn't right for me, this isn't fulfilling me um, you know, on a on a personal development perspective.
• 22:56
  SPEAKER_00: So you stepped away and gradually moved over to that self-employed.
• 22:59
  SPEAKER_00: Was that sort of the self-employed doing the fashion?
• 23:01
  SPEAKER_00: Um, sorry, the um the personal shopping, was or was it then moving into so you moved?
• 23:08
  SPEAKER_00: Did that kind of make you lose interest in in financial services or what what do you know what I mean?
• 23:15
  SPEAKER_05: Yeah, so what I did is I um so I had that first business and running the personal styling business.
• 23:21
  SPEAKER_05: When we moved back to the UK, I then thought, well, maybe I can just do this as my full-time profession and I'll just leave the bank completely and just do that.
• 23:30
  SPEAKER_05: And then I thought, well, okay, how else can I monetize this business?
• 23:33
  SPEAKER_05: So I then set up a second business, which was a gift wear business, because as I was styling people, I was thinking, right, they need a necklace, then I need to show them how they can change their necklines and wearing scarves and things like that.
• 23:45
  SPEAKER_05: So my dad at the time was running a um a chain of retail stores in Australia on the Gold Coast.
• 23:52
  SPEAKER_05: So he had actually moved back to the UK and he spent some wonderful time with me helping me to grow that second business.
• 24:00
  SPEAKER_05: And I then learned how to go to trade fairs and buy my stock and how to take photographs of the products and how to build a website.
• 24:06
  SPEAKER_05: And some of the actually, a lot of the lessons I learned in that business have really helped me in this business.
• 24:12
  SPEAKER_05: Um, and so I built this online business.
• 24:14
  SPEAKER_05: I went to all the craft fairs, did all the Christmas shows, and I was exhausted.
• 24:19
  SPEAKER_05: I still had you know two little ones at home.
• 24:21
  SPEAKER_05: I was exhausted.
• 24:23
  SPEAKER_05: Um, and I was growing my Facebook groups and doing online markets and things like that, and I really enjoyed it, but I felt okay, well, I'm not gonna be able to scale my income unless I start doing wholesale, and wholesale is a whole different beast.
• 24:38
  SPEAKER_05: And I kind of sat there and thought, it still doesn't quite feel right.
• 24:41
  SPEAKER_05: And then I thought, okay, so what else can I do?
• 24:44
  SPEAKER_05: So I thought, well, I've got all of these years of experience of working in the bank, and I went and had a couple of coffee conversations with a couple of local IFA practices, and they were all biting my hand off to for me to go and work with them to help them with compliance and power planning and all these different areas, and so that was the next logical step for me.
• 25:02
  SPEAKER_05: I thought, right, I'll I'll leave the bank and I'll set myself up as a self-employed financial consultant and do that for a few days a week until my youngest then went to school, and then I could decide what to do, and that's what I did.
• 25:15
  SPEAKER_05: I did that for two years.
• 25:17
  SPEAKER_05: Um, I worked on a retainer basis, and I kind of transitioned from employed to self-employed.
• 25:22
  SPEAKER_02: Okay.
• 25:23
  SPEAKER_05: And then in um when my youngest then started school, that's when I then decided that I was then gonna run my business full-time.
• 25:32
  SPEAKER_05: But the biggest thing for me is during that period when I was consulting, my belief was well, surely the independent market are not going to be product focused, surely they're gonna understand about the emotional connection with money, surely they're gonna have more of a focus around a client's well-being.
• 25:51
  SPEAKER_05: And I was really um uh quite shocked at as to what I saw with working with IFA practices.
• 26:01
  SPEAKER_05: Okay and and not for not for a good reason.
• 26:05
  SPEAKER_05: Um some of them were great, some of them were not so great.
• 26:08
  SPEAKER_00: So just let me just interject that.
• 26:10
  SPEAKER_00: So when you left the when you left the bank and decided to become self-employed, did you um did you go down the RRI route?
• 26:17
  SPEAKER_00: Did you set up an AR practice?
• 26:19
  SPEAKER_00: Did you go directly authorized?
• 26:21
  SPEAKER_00: What did you do?
• 26:23
  SPEAKER_05: So um I re I just set myself up as a consultant and I was doing things like power planning, um, setting up systems, researching, that kind of thing.
• 26:32
  SPEAKER_05: I then was asked to start advising their clients.
• 26:35
  SPEAKER_05: Right.
• 26:36
  SPEAKER_05: Um, and so then I went as a RI, someone with RI.
• 26:40
  SPEAKER_00: As a net under a network or something like that, or under an directly authorized firms.
• 26:45
  SPEAKER_00: Under a small under a directly authorized firm.
• 26:47
  SPEAKER_00: Okay, so you're doing that for some time, okay, that transitional period.
• 26:49
  SPEAKER_00: Then you were deciding, right, okay, I was getting asked to do financial advice, so you moved into that financial advice.
• 26:54
  SPEAKER_00: But what you did see was this kind of you had this perception that perhaps moving into the IFA world, this independent world that was away from bank assurance, there'd be less product sales.
• 27:03
  SPEAKER_00: But what you saw was quite the opposite with some of your experiences or all of your experiences?
• 27:08
  SPEAKER_05: Yeah, some of them, some of them.
• 27:09
  SPEAKER_05: I think there was lots of things that it opened up my eyes to that were more beneficial and positive.
• 27:15
  SPEAKER_05: Um, but I think when you work come from bank assurance perspective, things like compliance, for example, was you know, you had checklists and everything was rules to be followed, whereas in a DA firm, for example, um, it's very different.
• 27:27
  SPEAKER_05: And I saw some very good examples of that, but also some very bad examples of um lack of compliance, should I say?
• 27:35
  SPEAKER_00: Yeah, it's not quite on banking standards, is it?
• 27:37
  SPEAKER_00: It's not quite as transactional process driven as a bank is.
• 27:41
  SPEAKER_00: Um, okay, cool.
• 27:42
  SPEAKER_00: All right, okay, so you moved into that world of self-employed financial advice.
• 27:45
  SPEAKER_00: So then you started your journey being a, you know, let's talk about you being a financial advisor, then.
• 27:49
  SPEAKER_00: Okay, so you've moved into that world of being a financial advisor, self-employed.
• 27:53
  SPEAKER_00: That's what you do now.
• 27:54
  SPEAKER_00: Yeah, you are still a financial planner amongst other things.
• 27:58
  SPEAKER_00: Have I got that right?
• 27:59
  SPEAKER_05: Yeah, so I still um I operate now under a um a firm called Postcard Planning.
• 28:05
  SPEAKER_05: So some of some of your listeners may um know of the Next Gen planning community.
• 28:10
  SPEAKER_05: Uh they literally saved me, and I'll I'll I'll share something with you in a second around that.
• 28:15
  SPEAKER_05: But I work with Rohan Sivajoti, who's one of the co-founders of NextGen, um, and I work as a self-employed RI under his his regulated practice.
• 28:24
  SPEAKER_05: But I actually do very little regulated, I don't take on any more clients now, I just feed all of my clients, all of my leads and marketing leads into postcard planning and and other firms actually, but predominantly postcard planning.
• 28:37
  SPEAKER_00: So your focus is very much then.
• 28:39
  SPEAKER_00: So so okay, so if you generate any new clients now, you pass them into postcard financial planning, so you pass your clients on, they look after the clients and do everything.
• 28:47
  SPEAKER_00: But from a kind of perhaps a coaching perspective, by the by the sounds of it, engaging with new clients, generating new clients, you're that type of person then.
• 28:55
  SPEAKER_00: A bit client focused.
• 28:56
  SPEAKER_00: Yes.
• 28:56
  SPEAKER_00: A little bit like what I do really.
• 28:58
  SPEAKER_00: I do more around the so if I get a new client on board or a candidate on board, I'll pass that to somebody within my business who's who can deal with that, deal with that individual.
• 29:06
  SPEAKER_00: And I like that element of it actually.
• 29:07
  SPEAKER_00: I do like that because you're building that kind of initial relationship.
• 29:10
  SPEAKER_00: You don't have to go into the mass detail of absolutely everything.
• 29:12
  SPEAKER_00: You can pass it to somebody else, you can spend that time and energy on them.
• 29:15
  SPEAKER_05: Yeah, I mean, my focus now is so my mission and purpose is to equip and prepare a million women to be financially resilient.
• 29:22
  SPEAKER_05: Now I can't do that if I just take on one-to-one client.
• 29:25
  SPEAKER_05: So, in order for me to fulfill my purpose and mission, I have to work with groups.
• 29:30
  SPEAKER_05: Um, so I have membership models, courses, that's how that's why I have my podcast.
• 29:35
  SPEAKER_05: Um, and now I now teach other financial advisors and planners how to incorporate financial coaching into their work because that's where the meaningful work for me happens.
• 29:45
  SPEAKER_05: It's helping a client transform their emotional relationship with money and understand the connection of you know their money blocks, things that are getting in their way, how they're self-sabotaging.
• 29:55
  SPEAKER_05: That for me is the transformational work.
• 29:57
  SPEAKER_05: And if it's any regulated work that's needed, then that's the bit that then gets passed on to a financial planning firm.
• 30:04
  SPEAKER_00: Excellent.
• 30:05
  SPEAKER_00: Well, that's really interesting.
• 30:06
  SPEAKER_00: So tell me a little bit about that side of your business then.
• 30:08
  SPEAKER_00: So um, obviously, you've got the podcast, yeah.
• 30:11
  SPEAKER_00: So you go out there, you use your podcast, and you've got your coaching side there where you're talking about sort of getting women to sound like it's very much geared towards females as well.
• 30:19
  SPEAKER_00: Is that correct?
• 30:20
  SPEAKER_02: Yes.
• 30:20
  SPEAKER_00: So getting women to understand money.
• 30:23
  SPEAKER_00: Uh, you mentioned there about money blockages.
• 30:25
  SPEAKER_00: Is that like a like an energy blockage, if you like?
• 30:27
  SPEAKER_00: Yeah.
• 30:28
  SPEAKER_00: So like a money blockage.
• 30:29
  SPEAKER_00: Can you just explain to me what a money blockage would be then?
• 30:32
  SPEAKER_05: Yeah, so money block.
• 30:33
  SPEAKER_05: So um everybody has money blocks.
• 30:35
  SPEAKER_05: Money block is something that stops us from doing something because of our unconscious beliefs.
• 30:40
  SPEAKER_05: So we have two sets of beliefs.
• 30:42
  SPEAKER_05: We have our conscious beliefs and our unconscious beliefs.
• 30:45
  SPEAKER_05: So our conscious beliefs are things that we're very aware of.
• 30:48
  SPEAKER_05: Um, you know, if someone was to ask you, what do you believe about money?
• 30:51
  SPEAKER_05: You would just come up with something, your conscious belief system.
• 30:55
  SPEAKER_05: But 90% of the decisions that we make around money come from our unconscious belief, things that we are not conscious to.
• 31:02
  SPEAKER_05: So, what can happen is let's say, for example, you have an unconscious belief that you are not deserving to be wealthy because rich people are greedy.
• 31:11
  SPEAKER_05: And maybe you heard growing up that rich people are greedy, or there's not enough money in the world to go around, or money doesn't grow on trees, all of these things, messages that we hear growing up about money, these form our beliefs around money.
• 31:26
  SPEAKER_05: So our beliefs around money come from our personal beliefs and experiences, and also from cultural influences.
• 31:33
  SPEAKER_05: And those two things then in it kind of sit in our unconscious belief systems, and then 90% the 90% of the decisions that we make about money come from that unconscious place.
• 31:44
  SPEAKER_05: So if you've got money blocks there, that's gonna stop you from being financially successful, and the way that we see those money blocks is in our behaviors.
• 31:54
  SPEAKER_05: So, for example, a lot of the women I work with have two main money blocks.
• 31:58
  SPEAKER_05: One is that they're not worthy of wealth, just the word wealth sends them into this whole spiral of, oh well no, that's not me.
• 32:04
  SPEAKER_05: I'm not, you know, I'm not never gonna be a wealthy woman.
• 32:08
  SPEAKER_05: Um, or and the other one that the way that that can be demonstrated through their behaviors is that they self-sabotage, they may feel financially comfortable with a certain level of income, and they may find it difficult to charge for their services, to even have conversations about money.
• 32:27
  SPEAKER_05: A lot of women say I don't like sales because actually it's not that they don't like sales, it's they don't like whatever the meaning is that they're connecting to sales, the meaning to money, and that will come from something in their belief system that they've been told about sales.
• 32:44
  SPEAKER_05: So it's about kind of bringing some curiosity to the language that we're using around money, the emotions that we're connecting to that, and if we can change at a neurological level, if we can change what we think and how we feel about money, that's then gonna change the action that we take.
• 33:04
  SPEAKER_05: So I'm a massive believer in you cannot just educate somebody, you cannot just go into schools and financially educate children because if they've got deep-rooted belief systems that have been inherited from their parents, that you know, money doesn't grow on trees, you have to work hard for money, then they're always gonna operate from that belief system.
• 33:24
  SPEAKER_05: So we need to bring some curiosity to which of those beliefs are self-sabotaging, which of those beliefs are becoming blocks.
• 33:30
  SPEAKER_05: That's where the money block comes in, that are stopping people from taking action.
• 33:36
  SPEAKER_00: Peeling back that onion and getting them to explore their emotional connection with money, what their beliefs are, what the story is they tell themselves around it.
• 33:44
  SPEAKER_00: I like that one.
• 33:45
  SPEAKER_00: I liked what you said about like the worthy, like people thinking not they're not worthy of it.
• 33:49
  SPEAKER_00: So I think so many people do that, don't they?
• 33:51
  SPEAKER_00: You know, I couldn't be a I couldn't be a millionaire, they're called you know, I'm not good enough to be that.
• 33:55
  SPEAKER_00: Or I think that's a definite, we do tell ourselves these funny stories.
• 33:58
  SPEAKER_00: I for a long time was very I didn't pay much attention or interest.
• 34:03
  SPEAKER_00: Well, I didn't pay much attention or interest to the finances of my business.
• 34:07
  SPEAKER_00: But yeah, in the background, I was in my head, I was a mess because I didn't understand the finances of my business and I left it to my business partner to do.
• 34:15
  SPEAKER_00: And all I needed to do was really pick it up and get stuck into it.
• 34:18
  SPEAKER_00: But for some reason, there was there was this blockage that was stopping me from doing it.
• 34:21
  SPEAKER_00: It was a massive feeling of fear, I think, and also around confrontation.
• 34:27
  SPEAKER_00: I I never liked asking for money off my parents.
• 34:30
  SPEAKER_00: I never liked asking for money off my dad, for instance, and then I would always get challenged because he's quite a stern bloke, and um, I guess that that was an ingrained belief that if I was to go and talk about that money, that I was going to get some negativity come back to me.
• 34:44
  SPEAKER_00: So essentially I was a most scared little boy again, wasn't I?
• 34:47
  SPEAKER_00: And it wasn't until I realized that actually you've got to get stuck into this and you've got to own it.
• 34:52
  SPEAKER_00: And that's what I did.
• 34:53
  SPEAKER_00: And when I did that and I got over it, and I I engaged with a finance manager who worked out cash flow modeling for me, all the things that I also wanted, but I you know wasn't getting because again, I was expecting my business partner to do it, and you know, perhaps he wasn't ready to do it either.
• 35:07
  SPEAKER_00: But when I engaged with that financial manager and he taught me how to do it and simplified it to me, I was like, wow, it is that simple.
• 35:14
  SPEAKER_00: And as soon as that happened, right, it fell from me.
• 35:18
  SPEAKER_00: Like the fear fell from me.
• 35:21
  SPEAKER_00: And I all and I was just like, why didn't I do this sooner?
• 35:24
  SPEAKER_00: And I and and all that negative talk in the back of my head was gone.
• 35:27
  SPEAKER_00: You know, it was like a new neurological pathway was created, and all of a sudden, I loved it and I was interested in it, and all of a sudden I was like, well, maybe I can become that, you know, make that business the level I want it to be.
• 35:40
  SPEAKER_00: Maybe I can understand outgoings and incomings and all that type of stuff, and you know, how much money we're gonna need to hire a new person, the cash flow modeling, how I can project figures and all of that.
• 35:49
  SPEAKER_00: And gradually I'm starting to get a real interest in it.
• 35:52
  SPEAKER_00: And the more I talk to people like you, the more interested I get because I'm starting to understand more around that connection emotionally with money, and we tell ourselves these crazy stories, um, and not just with money, but everything, isn't it?
• 36:04
  SPEAKER_00: And um yeah, because I had um Tina Weeks on and she was talking, she was singing your praises actually.
• 36:10
  SPEAKER_00: Um, and um, yeah, we were talking about that as well, and and she's a big advocate of of what you're doing at the moment, and especially around the coaching.
• 36:18
  SPEAKER_00: I mean, the skill set that you've learnt around emotionally connecting with clients and getting them to recognize their relationships with money and the emotional side of it and the part that it plays in the stories that they tell.
• 36:32
  SPEAKER_00: That stems back probably even more so to when you were going into people's houses and talking to them about the um the clothes that they were wearing.
• 36:38
  SPEAKER_00: Because I mean you would have had to emotionally connect with that person.
• 36:43
  SPEAKER_01: So am I welcome to do that?
• 36:44
  SPEAKER_01: Welcome to the podcast.
• 36:45
  SPEAKER_01: I was quickly clicking my fingers, quick, go, go, go, go.
• 36:48
  SPEAKER_01: See you later, darling.
• 36:50
  SPEAKER_01: Enjoy football.
• 36:50
  SPEAKER_00: That's what I love about this, you know.
• 36:52
  SPEAKER_00: This is what I love about real life, real life, exactly.
• 36:56
  SPEAKER_00: But this is the thing, you're emotionally connecting with those people, and and and and you've experienced that first hand of what it feels like to not be worthy of those pair of jeans or whatever, you know, and and the and the and the feelings that that conjures up.
• 37:07
  SPEAKER_00: And unless that's shared, you can't get over it, you know.
• 37:11
  SPEAKER_05: I I think a lot what we have to recognise as well, though, is a lot of the beliefs we have, whether it's money related or not, um, if you think about it from a scientific perspective, is that if fear comes up, fear is something that hasn't happened, okay?
• 37:26
  SPEAKER_05: So it's a future event appearing real.
• 37:28
  SPEAKER_00: It hasn't even false evidence appearing real.
• 37:30
  SPEAKER_05: False evidence appearing, yeah.
• 37:32
  SPEAKER_05: Yeah, however you want to kind of um like describe it.
• 37:35
  SPEAKER_05: Yeah.
• 37:35
  SPEAKER_05: And I think that if we think about that, what the brain is doing is is is protecting you.
• 37:41
  SPEAKER_05: That's the brain's just core function and responsibility is to protect you.
• 37:45
  SPEAKER_03: Security.
• 37:45
  SPEAKER_05: So a lot of the beliefs that we have are there to protect us.
• 37:49
  SPEAKER_05: So we either go into fight or flight.
• 37:52
  SPEAKER_05: Um, now what's interesting for me, the more I've learned about financial psychology, and I'm in a US mastermind and currently studying this, is that we have to understand that not all our beliefs are there to self-sabotage us, some of those beliefs are there to protect us.
• 38:08
  SPEAKER_05: So when we go into trauma, for example, when I was diagnosed with PTSD after my son was poorly, which is a post-traumatic stress disorder, that's because the the the brain has been flooded with emotions and trauma.
• 38:23
  SPEAKER_05: And so what happens is that the brain then starts to protect us.
• 38:27
  SPEAKER_05: And then what happens is that every time the brain um protects us, it then looks for more evidence to support those beliefs.
• 38:36
  SPEAKER_05: So, whatever beliefs have been inherited from your personal experiences or through family generations, trauma can be passed through generations.
• 38:45
  SPEAKER_05: It's a really fascinating area of research.
• 38:48
  SPEAKER_05: Um some of the beliefs that we have that aren't even true.
• 38:51
  SPEAKER_05: We believe we think they're true, but they're not actually true.
• 38:55
  SPEAKER_05: Um, because we've we've all established our relationship with money by the age of seven.
• 39:00
  SPEAKER_05: Like seven.
• 39:01
  SPEAKER_05: So actually, we have to try and um what's the word I'm looking for?
• 39:05
  SPEAKER_05: Like, we we want to try and influence the seven-year-old version of ourselves.
• 39:10
  SPEAKER_05: And that's really powerful because if you think about well, what was going on for you up until that age?
• 39:16
  SPEAKER_05: Because up until that age, children, up until the age of seven, take everything as fact because they the rational part of their brain hasn't even developed.
• 39:25
  SPEAKER_05: So, you know, like for those listeners that have got kids, like they get they start to get to the age of seven or eight and they start to question things, and you're like, Who's taken over my child?
• 39:34
  SPEAKER_05: Like, they start to question Father Christmas, they start to question like all these beliefs because the rational part of their brain is then developing, and it actually, as we get older as well, we also lose that um functionality, that rational functionality gets less and less and less as we get older.
• 39:50
  SPEAKER_05: So, actually, the older we are, the more emotional we become.
• 39:55
  SPEAKER_05: And you know, a lot of people talk about like grumpy old man syndrome.
• 39:58
  SPEAKER_05: It's not that you're grumpy, it's just because you're more emotional, so you're expressing more of your emotions.
• 40:04
  SPEAKER_05: So if you're dealing with older clients, for example, typically they will get a more emotional, um, and that's triggered by lots of things.
• 40:11
  SPEAKER_05: It could be because they're approaching the end of their life, and we know that as people are approaching end of life care conversations and writing wills and all those sorts of things, that it can bring up a lot of emotion.
• 40:22
  SPEAKER_05: Um, so I think that the the emotional connection we have with money, we have to think about well, what we're all gonna have money blocks, but some of those money beliefs will also serve to protect us.
• 40:36
  SPEAKER_05: And it's just about having the right time to have those conversations with ourselves or with our clients about well, what could we do differently if we didn't have this belief, if it didn't exist, what could be possible?
• 40:50
  SPEAKER_05: What would be possible for us if we didn't hold on to this belief, which probably actually isn't even true?
• 40:57
  SPEAKER_00: Yeah.
• 40:58
  SPEAKER_00: And then that's opening up a whole kind of opportunity.
• 41:01
  SPEAKER_00: But as soon as you as soon as you challenge that, as soon as you break that barrier down or or change that way of thinking, then all of a sudden so many possibilities start to open up.
• 41:08
  SPEAKER_00: And that's where you can then start working with them to create a better plan for the future around their financials.
• 41:16
  SPEAKER_00: And more often than not, when when you do sit down and and and and have that financial planning, you you actually have more opportunities than you think you do based on the stories that you previously told yourself.
• 41:25
  SPEAKER_00: Yeah, yeah, I've experienced that quite a few times, especially around buying a house.
• 41:29
  SPEAKER_00: I had it's like a horrible, again, like this I don't deserve it, it's never gonna happen, and all this sort of stuff.
• 41:34
  SPEAKER_00: And then when I actually did sit down with somebody and I worked out how much money I could borrow, I was like, really?
• 41:39
  SPEAKER_00: And I was like, I didn't realise I had no idea.
• 41:42
  SPEAKER_00: All the time I've been I've just been constantly telling myself that I can't, I can't, I'm not good enough, I'm a business owner, so your canks are all gonna be really difficult.
• 41:49
  SPEAKER_00: My wife's self-employed, and this, that, and the other.
• 41:51
  SPEAKER_00: But if there's a will, there's a way, it's just kind of speaking to somebody who can break that break that fear down with you know, that break that barrier down and start to give me those solutions and show me that there is some paths.
• 42:00
  SPEAKER_00: Let me grab, you know, grab my hand and I'll take you and I'll show you.
• 42:03
  SPEAKER_00: And you know, you're gonna come up against some challenges along the way, but when you've got that person there who's sort of walked or trotted that path before, they can kind of guide you and help you through that and um unblock you.
• 42:14
  SPEAKER_00: So, yeah, I like that.
• 42:15
  SPEAKER_05: What's worth remembering is it's worth remembering as well that when you feel fear, the brain doesn't actually know whether it's fear or excitement.
• 42:22
  SPEAKER_05: It doesn't know, it doesn't know the difference.
• 42:24
  SPEAKER_05: So when you feel fearful about something, you could think, you know, think about is it a fear or is it adrenaline?
• 42:32
  SPEAKER_05: So I like I don't know whether some of you have heard, and I forget who does the the speaker, the the talk around this.
• 42:37
  SPEAKER_05: I think it's um oh, who's the Apple guy that talks about like the power of why?
• 42:43
  SPEAKER_05: Um, I can't think of his name off the top.
• 42:45
  SPEAKER_05: I'll it'll come to me in a second.
• 42:46
  SPEAKER_02: Yeah, anyway.
• 42:47
  SPEAKER_05: Um but he talks about why, the power of why.
• 42:49
  SPEAKER_05: And he talks about, you know, if you're on an aeroplane and you get turbulence, and you like I don't know if if it if uh any of your listeners are like me, if I get turbulence on an airplane, I get absolutely petrified.
• 43:00
  SPEAKER_05: My heart rate goes up, I get absolutely like I shake, I sweat, it's horrible, it's not a nice experience at all because of an experience I had when I was little.
• 43:09
  SPEAKER_05: But what I have to tell myself as I'm sitting there is right, I'm feeling fearful right now, but actually it's just my body's way of going into fight or flight, which is the same uh chemical that's being that that's been pumping out.
• 43:23
  SPEAKER_05: So if I sit there and think, right, this isn't fear, this is adrenaline, it's a bit like being on fairground rides, which I also equally don't like by the way, but it's about um, you know, it's it's reframing that emotion into a different way that can serve to protect you rather than pushing you into that uncertain or unsafe situation.
• 43:44
  SPEAKER_05: Because beyond fear is opportunity.
• 43:46
  SPEAKER_05: So if we can push through that fear of, well, I I'd had no idea I could have that kind of mortgage.
• 43:52
  SPEAKER_05: When we push past that fear, then that's when opportunity and that's where growth happens.
• 43:57
  SPEAKER_05: Growth happens when we step outside our comfort zone.
• 44:00
  SPEAKER_00: Absolutely.
• 44:00
  SPEAKER_00: Yeah.
• 44:01
  SPEAKER_00: Lots of growth happening in my life at the moment from dealing with these types of things.
• 44:04
  SPEAKER_00: And it's amazing.
• 44:06
  SPEAKER_00: So I'm with you on that 100%.
• 44:08
  SPEAKER_00: Now, in your career, so this style of approach, if you like, to financial planning, which is very well-being focused.
• 44:17
  SPEAKER_00: Okay.
• 44:17
  SPEAKER_00: It's not something that every single financial advisor does.
• 44:20
  SPEAKER_00: And it's becoming quite a few people are starting to adopt this style, this process, and making it more about financial well-being, the client understanding their wants and needs.
• 44:31
  SPEAKER_00: You've got the life-centered financial planning out there.
• 44:34
  SPEAKER_00: You yourself, you know, are a coach, aren't you?
• 44:37
  SPEAKER_00: Money money panel.
• 44:39
  SPEAKER_00: So you've created a um a coaching for financial advisors as well, haven't you?
• 44:45
  SPEAKER_00: To train them to be more aware of the emotions that a client might well be going to and how that can better improve the relationship, but also the overall financial planning for that client.
• 44:58
  SPEAKER_00: Um, how is that going?
• 45:01
  SPEAKER_05: Yeah, so I um I released uh my program during lockdown.
• 45:05
  SPEAKER_05: We we just won an innovation award for it, actually, which was pretty cool from the next gen community.
• 45:11
  SPEAKER_05: And we were just about to finish the first cohort.
• 45:14
  SPEAKER_05: We've had about 30, 30 people, and what was great about it actually was that it was a real good balance of men and women.
• 45:20
  SPEAKER_05: So I honestly thought when I released it that I would have more women interested in this because it's you know emotional connection with money, and we it was literally a 50-50 cohort of men and women, which was wonderful.
• 45:31
  SPEAKER_05: But the transformation has been much bigger than I even anticipated because they're not only learning how to use this in their practice with clients, that that's the first thing, but the transformation that they're actually receiving for their own money beliefs is incredible, and also it it offers an opportunity for them to really serve to think about how they build their practice for the future because it is about adding value, it really is.
• 46:00
  SPEAKER_05: You know, we're coming away from the the whole the the historic typical financial advice model where clients are looking for value ads.
• 46:12
  SPEAKER_05: So not only does it transform their relationship with money, their clients' relationship with money, but it adds as a value add to protect their business and add as a massive value add for the future profitability of selling their business in in years to come.
• 46:27
  SPEAKER_00: Yeah, and and absolutely financial advisors, you can't go out sort of telling somebody, you know, guiding somebody else, unblocking their money-energy blockages if you haven't been able to work on yourself first as well.
• 46:37
  SPEAKER_00: So your coaching works for the client, but it also works for the financial advisor.
• 46:42
  SPEAKER_00: That's the aim is to teach the financial advisor a little bit about yourself first before you can start helping somebody else.
• 46:48
  SPEAKER_00: And um, really interesting 50-50 male-female, because I want to touch on this as well.
• 46:53
  SPEAKER_00: Um, around your marketing, because you are, you know, I I I followed you for a while now, and one of the reasons why I got you on the podcast is because I've seen you, you know, and you work on your personal brand and your marketing, and your marketing is is very feminine, you know.
• 47:06
  SPEAKER_00: You've got a podcast called In Her Financial Shoes.
• 47:10
  SPEAKER_00: Um, I mean, you've got lots of pairs of shoes by the looks of it, you've got multiple companies.
• 47:15
  SPEAKER_04: I actually hate shoes.
• 47:16
  SPEAKER_00: Do you?
• 47:18
  SPEAKER_04: Shoes is the one thing I won't spend any money on because I just I I hate shoe shopping with a passion.
• 47:23
  SPEAKER_04: I just hate shop.
• 47:24
  SPEAKER_00: I hate shopping with a passion.
• 47:25
  SPEAKER_00: I'm not a very good shopper.
• 47:26
  SPEAKER_00: I I flip-flops and sort of casuals really.
• 47:29
  SPEAKER_00: Um so um, so yeah, so your your your marketing obviously caught my eye, first of all.
• 47:35
  SPEAKER_00: So one thing I want to ask you is does working on your personal brand and investing in digital marketing generate you more clients?
• 47:48
  SPEAKER_05: Um so I think there's two parts to that.
• 47:50
  SPEAKER_05: Does investing in your personal brand and does investing in marketing?
• 47:55
  SPEAKER_05: Was that that's the second part to it, wasn't it?
• 47:58
  SPEAKER_05: Yeah.
• 47:59
  SPEAKER_05: So to me, it's this it's kind of one of the same thing.
• 48:03
  SPEAKER_05: Like marketing is all about your personal brand.
• 48:06
  SPEAKER_05: Um, you know, thinking about what kind of business you're building, what is it that represents your personal brands, what is important to you.
• 48:15
  SPEAKER_05: Um, because your personal brand is what's going to foster trust, it's what's going to build confidence, um, it's what's going to build credibility.
• 48:23
  SPEAKER_05: Um, and it's it is the power of storytelling through your personal brand, through your fonts, your colours, your imagery, uh, the way that you show up, what you talk about, how you talk about it, all those things that come together, which essentially is what marketing is all about, is about selling yourself and selling your story.
• 48:43
  SPEAKER_05: Um, and then what happens is you then start attracting people that resonate with that story, or that there'll be something that people will connect to.
• 48:52
  SPEAKER_05: It's about how do you build that connection um and driving that value into your business.
• 48:58
  SPEAKER_05: So it's kind of one of the same things, thing for me.
• 49:01
  SPEAKER_05: Um, but the question about um what so what was your question?
• 49:06
  SPEAKER_00: So how how yeah, so you you are in a you're a financial planner, okay, and you've got your multiple businesses, you talk about financial planning, right?
• 49:15
  SPEAKER_00: You invest in your personal brand, you invest in marketing.
• 49:18
  SPEAKER_03: Yeah.
• 49:19
  SPEAKER_00: Does that help you generate more clients?
• 49:23
  SPEAKER_00: Does it help you win more business?
• 49:24
  SPEAKER_00: So if a financial advisor is listening to this right now, and and a lot of people will kind of like will look on social media and think, well, do you know what?
• 49:30
  SPEAKER_00: Perhaps I should put some more videos out, perhaps I should write some blog articles, maybe I should update my website, you know.
• 49:36
  SPEAKER_00: And um, I'm a firm believer personally that working on your personal brand and doing marketing, although it takes time, and hopefully we're gonna hear from what you say, um, it is an investment in multiple in more ways than one.
• 49:47
  SPEAKER_00: I'm just keen to understand from a financial planner perspective, where not many people are investing their personal brands and not many people are investing in their own marketing.
• 49:57
  SPEAKER_00: Is it worthwhile?
• 49:58
  SPEAKER_00: Do you rate it?
• 50:00
  SPEAKER_05: Yeah, I think there's a difference between like building your website, for example, and building your marketing and personal brands.
• 50:06
  SPEAKER_05: Because a lot, what I see is a lot of people feel who who don't know where to start and are afraid of being visible.
• 50:13
  SPEAKER_05: I mean, let's face it, that's the biggest challenge.
• 50:16
  SPEAKER_05: It's visibility, it's getting out there and being seen, being heard, it's the fear that sits behind that visibility piece.
• 50:22
  SPEAKER_05: It's the biggest challenge.
• 50:24
  SPEAKER_05: So you can sit there for hours and hours and tweak your website and your business cards, but unless people are going to see your website, then that's not going to create more clients.
• 50:35
  SPEAKER_05: So for me, the biggest way to get your personal brand and your marketing out is actually to ditch those terminologies and just think about getting visible, getting out there, um, pushing past those comfort zones to do things that do make you feel uncomfortable.
• 50:54
  SPEAKER_05: Um, I remember when I first started building the money panel, what was it, four, three and a half, four years ago, that I was petrified to do a Facebook live.
• 51:04
  SPEAKER_05: I had no confidence that I'd be able to launch a podcast, um, you know, which is now consistently in the charts with 55,000 dollars.
• 51:11
  SPEAKER_05: I had no thought that that would be a possibility.
• 51:15
  SPEAKER_05: But what you have to do is think about it's the day-to-day steps, the small steps that push you out of that comfort zone that gradually over a period of time, you know, as we talk about in the industry really, the combat compound effect of those small daily decisions that you do to take yourself out of that comfort zone, push those boundaries, get visible, then the rest of it just kind of happens.
• 51:38
  SPEAKER_05: I mean, obviously, you have to have a strategy behind that.
• 51:39
  SPEAKER_05: And I've invested a lot of time and energy in mentors and mastermind programs, which I would not be here today with the levels of inquiries we get now through the business without investing time and energy.
• 51:53
  SPEAKER_05: Because you know, you've got to have a bit of skin in the game, otherwise, um no action takes place.
• 52:01
  SPEAKER_00: At the end of the day, yeah.
• 52:02
  SPEAKER_00: I definitely yeah, sorry.
• 52:04
  SPEAKER_05: No, sorry, carry on, Sam.
• 52:06
  SPEAKER_00: I was gonna say, I definitely agree with you about the compound side of things.
• 52:09
  SPEAKER_00: When you start doing something, you've got to be consistent with it, don't you?
• 52:12
  SPEAKER_00: You know, you might start off say once a week doing something, and then you might add two days a week, and you might think, well, now I'm gonna add that content onto Instagram, so I'll start doing that.
• 52:20
  SPEAKER_00: And that video that I've just recorded, I can split that into three different segments.
• 52:24
  SPEAKER_00: Um, I'll turn that in, I'll I'll I'll I'll outsource that, and someone can write a blog article that supports that segment.
• 52:29
  SPEAKER_00: So it's about being smart around the content that you're creating and getting it out there as much as possible.
• 52:35
  SPEAKER_00: And personally, I think it's about ensuring that when you're coming across, is you're not coming across as me, me, me, look at me.
• 52:41
  SPEAKER_00: It's like I'm giving, giving, giving, I'm giving you some content.
• 52:44
  SPEAKER_00: Um I think that's what people react really well with.
• 52:48
  SPEAKER_00: And I think the financial planners that I with you know that I that I see that talk about themselves, it's like when I when I see the financial planners talking about solutions or emotions or feelings and all that kind of stuff, I love it.
• 53:01
  SPEAKER_00: You know, I buy straight into it because I because I can I connect with it.
• 53:05
  SPEAKER_00: And also, I reckon 90% of the people out there, right, don't really understand money.
• 53:09
  SPEAKER_00: You know, we I don't think a lot of people do understand it for the reasons that you you kind of kind of mentioned, really.
• 53:16
  SPEAKER_00: I think we're supposed to know, but no one really says, Oh, actually, do you really understand what compound interest means?
• 53:21
  SPEAKER_00: Or you know, you kind of like how to, you know.
• 53:23
  SPEAKER_00: And I think um when someone kind of gives that information away in bite-sized snippets, it becomes quite you can build trust very quickly with somebody over social media and um you can build a following relatively quickly as well.
• 53:34
  SPEAKER_05: I I think it's a I think there's a combination of things in there.
• 53:37
  SPEAKER_05: Um, I think the the problem is, as you said, Sam, it's not about you.
• 53:42
  SPEAKER_05: So sometimes if I have a day where I'm like, oh god, I've got a massive spot on my face, like I can't show up and do a Facebook Live, like people don't care.
• 53:49
  SPEAKER_05: They don't care about that.
• 53:50
  SPEAKER_05: It's about what you're gonna show them, what you're gonna teach them.
• 53:52
  SPEAKER_05: It's the value add.
• 53:53
  SPEAKER_05: But the value add for me isn't just in the financial education.
• 53:57
  SPEAKER_05: Because if we just show up every day and talk about compound interest, investing in the stock market, creating a budget, yes, people need to know those things, but they're not doing those things.
• 54:08
  SPEAKER_05: People know they need a budget, they know they need to spend less than what they're earning, but they're not doing it because of the behavioural stuff.
• 54:14
  SPEAKER_05: So that's where for me as financial planners, if we can be seen as that credible expert to give them not just the practical steps and show them that through cash flow forecasting and all these amazing things that we can do, but we can also get to the understanding of their behaviors and their beliefs.
• 54:33
  SPEAKER_05: And if you if you think about adding those two things together, it's like gold dust, it's like dynamite because that's when their your advice is going to stick, they're gonna follow through with your actions.
• 54:44
  SPEAKER_05: You know, you might want to keep them and hold them accountable to some of those things because we are human at the end of the day, and even ourselves as financial advisors, we're not doing all the things that we should be doing.
• 54:53
  SPEAKER_05: I mean, I bet there's a bunch of us that are listening to this who haven't got a will, who haven't sorted out their pension this year.
• 54:59
  SPEAKER_05: That's just just because we're financial planners or advisors doesn't mean that we do everything.
• 55:05
  SPEAKER_05: Um, in fact, I coach a lot of accountants and advisors around their money blocks and release that stop them from taking action.
• 55:13
  SPEAKER_05: So I I think it's about it with content creation and marketing, and you know, things like you talk about repurposing, for example, that's yeah, that's being clever.
• 55:22
  SPEAKER_05: Like repurposing, if you do a podcast, that can be transcribed into a blog, that could be snippeted up onto a YouTube channel and then put into five different videos and then some social media.
• 55:32
  SPEAKER_05: And when when people hear that, they're like, oh my goodness, that sounds like that's so much work.
• 55:37
  SPEAKER_05: But that's when you've got to leverage, leverage your time, use virtual assistants and use other people that can help you to do that.
• 55:45
  SPEAKER_05: But at the end of the day, it's you that's communicating your brands.
• 55:49
  SPEAKER_05: So you've just got to get out there and get visible and think about the possibilities that exist outside of that.
• 55:54
  SPEAKER_00: Break outside your comfort zone.
• 55:56
  SPEAKER_00: Absolutely.
• 55:57
  SPEAKER_00: Um there is a distinct lack of females in financial planning.
• 56:02
  SPEAKER_00: I mean, that number is gradually starting to grow.
• 56:07
  SPEAKER_00: I'm not going to ask you why you think that is, because I think you know it's predominantly quite a male industry, I think.
• 56:14
  SPEAKER_00: You know, it's always been perceived that way.
• 56:16
  SPEAKER_00: What I'd like to know from you is if you were to say, if you were to express to any female listeners right now who were thinking about a career within financial planning, why do you think a female should become a financial planner?
• 56:34
  SPEAKER_05: I think the the benefit and the beauty and the wonderful thing about financial services is there are there's so much opportunity.
• 56:42
  SPEAKER_05: There's so much opportunity.
• 56:44
  SPEAKER_05: So if you're the sort of person who um who who likes variation, it's just a such an incredible profession to get into for that reason.
• 56:55
  SPEAKER_05: Um, I mean, I've I've been in the industry for 20 years and I've done so many different things, I've learned so many things.
• 57:01
  SPEAKER_05: Um, so whether you're a people person or whether you like working in isolation, um, it doesn't matter, there's a role for everybody in financial services.
• 57:10
  SPEAKER_05: Um, and and if you think about it, everybody always needs help around money.
• 57:16
  SPEAKER_05: So, from a longevity perspective as well, there's massive amounts of opportunity to do so many different things.
• 57:24
  SPEAKER_05: And and particularly with the way that the industry and the profession is changing and developing.
• 57:29
  SPEAKER_05: I also think, and and even with lockdown, you know, the way that companies are thinking about how they support their staff, there's more opportunity, I think, for flexible working arrangements to work from home, to do video calls with clients, um, with the development of technology as well in the financial services profession, that they're just there's so much opportunity and choice and freedom and flexibility.
• 57:53
  SPEAKER_05: And particularly as a woman, I think that's really important.
• 57:56
  SPEAKER_05: You know, if you are looking to grow a family, um, or equally, if you're you know wanting to, I mean there's lots of ladies that I know that are in their 50s and 60s in financial services that are now working part-time because maybe they've got aged parents and they're looking up, they're the caregivers of their parents, for example.
• 58:14
  SPEAKER_05: So I think at every life cycle of a woman, there's massive opportunity in this industry.
• 58:21
  SPEAKER_05: I think it's a really exciting place to be.
• 58:24
  SPEAKER_00: So, from a lifestyle perspective, it does match what a female will go through in their life in respect to their life events, and the the job itself can sort of rotate around that.
• 58:32
  SPEAKER_00: There's also a kind of big transition of wealth, isn't there?
• 58:35
  SPEAKER_00: Moving across to females also.
• 58:36
  SPEAKER_00: Yeah.
• 58:37
  SPEAKER_00: So there's a lot more female, or it's gonna be more female millionaires than ever, you know, loads more women.
• 58:41
  SPEAKER_05: There already is.
• 58:42
  SPEAKER_05: Yeah.
• 58:44
  SPEAKER_05: The wealth, the global wealth.
• 58:46
  SPEAKER_05: Um, this was there was some research done around this a few years ago, actually.
• 58:49
  SPEAKER_05: But the global wealth um is that women hold more than 50% of the global wealth in in on the planet.
• 58:55
  SPEAKER_05: Um, and that's interesting because if you think about it from a financial planning perspective, how are you attracting female clients into your practice?
• 59:04
  SPEAKER_05: You know, financial coaching is a one uh very easy example of ways to connect in with females.
• 59:12
  SPEAKER_05: And the reason I say that is because um if you think of the way that our brains operate, um we're we we we tend to be biased on one side, either the left brain or right brains.
• 59:24
  SPEAKER_05: And the left brain deals with logic and reason and like statistics and graphs and cash flow forecasting and things like that, it's very analytical, very logical.
• 59:33
  SPEAKER_05: The right hand side of the well, it's not a side, actually, they're actually on top of each other, but the right side of the brain uh is more emotional.
• 59:40
  SPEAKER_05: So one of the things I I talk about in my programme, for example, is well, how are we connecting with both sides of the brain?
• 59:46
  SPEAKER_05: Because if we're connecting with only one side, um that's not necessarily going to turn people on who are more right brain centered.
• 59:54
  SPEAKER_05: So that's another really good uh reason as to how are we connecting to that female audience, plus the fact that we're holding more significant wealth.
• 1:00:04
  SPEAKER_05: I mean, it's crazy to think that it wasn't until the 1960s that women could open their own bank account.
• 1:00:10
  SPEAKER_05: And now, 60 years in, we hold more global wealth than men.
• 1:00:16
  SPEAKER_05: Now that's really powerful, and not just powerful from a client perspective, but think about the good that can happen when that happens because this is about creating powerful leaders, this is about leadership, this is about tribes, community, um, you know, all of the things that women are particularly good at.
• 1:00:37
  SPEAKER_05: We're the you know, we're we're very giving in our relationship to money.
• 1:00:41
  SPEAKER_05: So you think of, and there's lots of stats to support this, that when women invest, they stick more than men because they're not trying to time the markets as much.
• 1:00:50
  SPEAKER_05: Um, and because of that, though they actually get better returns.
• 1:00:53
  SPEAKER_05: Historically, they get better returns than men.
• 1:00:55
  SPEAKER_05: So actually easier clients to deal with as well, because they're less likely to want to come out of the markets when the markets are going up and down, they're also more likely to invest ethically, and so that does more good for the planet.
• 1:01:07
  SPEAKER_05: So there's lots of so like lots of positive reasons why we should be getting more women to invest.
• 1:01:12
  SPEAKER_05: But I think the more women that come into the profession as well, the more we'll see um of less uh like even divorce rates and things like that.
• 1:01:21
  SPEAKER_05: If more women are coming to the profession, more women are understanding how to grow wealth and believing they can build wealth and not being in not being codependent on their partners, for example, being independent financially.
• 1:01:34
  SPEAKER_05: This is this is where the power shift is coming into play, is that women are wanting to take more control and to be financially independent, not because they're going to split up with their partners, but just because we have that opportunity to be like that now and to hold more of that global power.
• 1:01:51
  SPEAKER_00: For such a long time, it was always a reliance upon the man, wasn't it?
• 1:01:54
  SPEAKER_00: Really, for females and relationships, um, pensions and all sorts of things.
• 1:01:58
  SPEAKER_00: It was all completely connected.
• 1:01:59
  SPEAKER_00: Um, and as you say, that wealth is shifting.
• 1:02:02
  SPEAKER_00: Um, and there's more business owners that are females, you know.
• 1:02:05
  SPEAKER_00: There's so many more business owners that are females setting up, starting up businesses.
• 1:02:09
  SPEAKER_00: And um, yeah, and it's the thing, it's just as I say to anybody, when I speak to a lot of obviously younger guys, because it seems to be in their brain, when they're younger, they're coming to me and they're asking, oh, how do I get into the industry and all of that?
• 1:02:20
  SPEAKER_00: And it's always younger men, it's never younger women, ever.
• 1:02:23
  SPEAKER_00: So I'd love to see more women coming through because that's why I want again, there's another reason why I want you on the podcast.
• 1:02:29
  SPEAKER_00: That just because I want you to express and show that you know it's an industry that you've worked in, it's an industry that's that's interesting, and that it isn't just I'm flogging a product and it's all about money, and you know, there is this human element and this human connection around making people happy happy and understanding their thinking patterns and their strategy, their behaviors and all of that.
• 1:02:49
  SPEAKER_00: And this is the interesting side of it.
• 1:02:50
  SPEAKER_00: So if you're interested in psychology, which a lot of women are interested in psychology, aren't they?
• 1:02:54
  SPEAKER_00: They're interested in emotions and everything.
• 1:02:56
  SPEAKER_00: That's that's the case.
• 1:02:57
  SPEAKER_00: But I think a lot of people are nowadays, anyway.
• 1:02:59
  SPEAKER_00: Like you said, 50-50 men on your, you know, 50-50 men and women on your course.
• 1:03:03
  SPEAKER_00: Um, but it's a really interesting industry to get into right now.
• 1:03:06
  SPEAKER_00: It's not just you know sitting down with somebody and setting up an ISA for them.
• 1:03:08
  SPEAKER_00: There's a whole heap of stuff that goes with it that's um a financial well-being proposition.
• 1:03:13
  SPEAKER_00: And that's a good big reason why someone should come and step into it, really.
• 1:03:16
  SPEAKER_05: Yeah, absolutely.
• 1:03:17
  SPEAKER_05: I think understanding um a good starting point is just to bring some curiosity and awareness to some of these issues um and thinking about how you can bring that into your practice as a financial planner.
• 1:03:28
  SPEAKER_05: Um, and one of the one of the steps I always look at is to look at what could be potentially some of those um beliefs that a client holds around money.
• 1:03:38
  SPEAKER_05: How can we spot those beliefs with clients?
• 1:03:41
  SPEAKER_05: Um, I've actually got a like a little a little free exercise that people can download if if they're interested in this, um, which is over on the website.
• 1:03:49
  SPEAKER_05: Perhaps we can um share a link later, Sam.
• 1:03:51
  SPEAKER_05: But the um the spotting the client's beliefs around money is, I would say, one of the first steps is about bringing some curiosity and awareness to some of those things.
• 1:04:02
  SPEAKER_00: Beautiful.
• 1:04:03
  SPEAKER_00: Um, Catherine, thank you so much for your time today and sort of sharing a bit about what you do at the moment, a little bit about your career, how you got into the industry.
• 1:04:12
  SPEAKER_00: Um, it was really, really interesting.
• 1:04:13
  SPEAKER_00: I could talk to you for a long time, but we've only got a short period.
• 1:04:17
  SPEAKER_00: Um, and um, like I say, I think um what we'll do is make sure that we get some of those links.
• 1:04:22
  SPEAKER_00: So when I release the podcast, that we share those links as well so people can find out a bit more about your podcast and also your coaching as well.
• 1:04:28
  SPEAKER_00: You know, if a financial advisor is listening to this and wants to learn about your coaching, which sounds amazing, then we should definitely point them in the right direction.
• 1:04:36
  SPEAKER_00: I'll be happy to promote that because it sounds fantastic.
• 1:04:39
  SPEAKER_00: Um sure.
• 1:04:40
  SPEAKER_05: I mean, if anybody wants to um to get the free download that I've got to help kind of explore some of those beliefs around money, if you just head over to the moneypanel.co.uk forward slash next gen, so n ext e n next gen.
• 1:04:53
  SPEAKER_05: We're also holding a free masterclass actually on the 27th of July.
• 1:04:56
  SPEAKER_05: I'm not sure when this is going out on the on your podcast, but the 27th of July, it's gonna be uh a masterclass that we run every single month.
• 1:05:04
  SPEAKER_05: Um, but you can also grab um come on to the masterclass and learn a bit more about how financial coaching could potentially help your business.
• 1:05:11
  SPEAKER_00: Fantastic.
• 1:05:12
  SPEAKER_00: Um, Catherine, thank you so so much for your time today.
• 1:05:16
  SPEAKER_00: And um I hope you have an amazing rest of the week.
• 1:05:18
  SPEAKER_05: Thanks, you too, Sam.
• 1:05:19
  SPEAKER_05: Thanks for having me.
• 1:05:20
  SPEAKER_00: Cheers, mate.
• 1:05:21
  unknown: Bye.