Latest / Financial Planner Life Podcast / How UK Planners Can Advise Clients With US Assets | Matthew Samuel

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How UK Planners Can Advise Clients With US Assets | Matthew Samuel · Financial Planner Life Podcast

• 0:01
  SPEAKER_00: So, why, as an already successful chartered UK financial planner, should you consider advising clients with US assets?
• 0:16
  SPEAKER_00: Today I'm joined by Matthew Samuel, a chartered financial planner who's built his career across both the UK and the international market, and who now specialises in advising clients with US connections and US assets.
• 0:32
  SPEAKER_00: This is a conversation about the value of UK advice foundations in an international career.
• 0:38
  SPEAKER_00: Why Matthew chose to niche down into one of the most complex areas of financial planning and what work actually looks like day to day.
• 0:47
  SPEAKER_00: We talk about responsibility, judgment, and why this is not an area that you can just dabble in.
• 0:53
  SPEAKER_00: We also explore what it's like being part of Titan Wealth, how he supports the wider business, the opportunities available in the international space, and how One Titan is building a genuinely borderless, joined-up global financial planning business.
• 1:11
  SPEAKER_00: Matthew, thank you so much for joining me today on the Financial Planner Life podcast.
• 1:15
  SPEAKER_00: As I look behind you, the sun is starting to set over Dubai Marina, and it's quite a beautiful view.
• 1:22
  SPEAKER_01: It's not bad, is it?
• 1:23
  SPEAKER_00: It's not bad.
• 1:23
  SPEAKER_01: It's not bad.
• 1:24
  SPEAKER_01: You can see Pier 7 in the background.
• 1:26
  SPEAKER_01: That's our that's our stomping ground after work if we want to go for a bit of a couple of drinks, a bit of food, not too far away as well.
• 1:33
  SPEAKER_01: Yeah, it's very nice office.
• 1:34
  SPEAKER_01: Can't complain.
• 1:35
  SPEAKER_00: Great stuff.
• 1:36
  SPEAKER_00: Let's say what, Matt, let's let's just start with who you are and what job role you have here at Titan Wealth.
• 1:42
  SPEAKER_01: Okay, yeah.
• 1:43
  SPEAKER_01: So my name is Matt Matthew Samuel.
• 1:45
  SPEAKER_01: Uh I am a UK chartered financial planner, but I'm also an SEC-regulated financial planner as well.
• 1:52
  SPEAKER_01: That that's just a fancy way of me saying that I'm authorized to give advice to individuals with a US background.
• 1:59
  SPEAKER_01: And that could be someone living in the US, or it could be someone who is maybe a US connected individual, a green card holder, US citizen who has left the US and is now living in the places like Middle East, Europe, Africa, Asia, Australia, UK, pretty much anywhere around the world, we have the ability now to service uh Americans, which is um, I guess a bit of a niche.
• 2:23
  SPEAKER_01: When you speak to American expats these days, you do find that they've struggled in the past to find a firm or or an individual like like myself who can help and assist with their financial planning needs as as the US is a bit of a complex uh area, and most licenses, most regulators tend not to or tend to steer away from them is probably a nice way of putting it.
• 2:48
  SPEAKER_00: Okay, so are we saying that you're dealing mainly with Americans?
• 2:52
  SPEAKER_01: Predominantly, yes.
• 2:53
  SPEAKER_01: I have got clients in uh the UK, obviously my background being from the UK, UK chartered.
• 2:59
  SPEAKER_01: I have worked with a number of clients who are UK based and still do uh for six, seven years now, eight years actually, even.
• 3:07
  SPEAKER_01: Um, and then clients again all over the world who who need assistance with with UK-specific assets is again a bit of a niche of mine.
• 3:15
  SPEAKER_01: So UK pensions is a big one.
• 3:17
  SPEAKER_01: We've got a lot of UK pension clients based in the US.
• 3:21
  SPEAKER_01: I kind of bring the two specialists parts of what I do together.
• 3:26
  SPEAKER_01: So given my US regulation and the UK uh background, I'm a I a lot of my clients who are based in the US have got some form of UK pension or UK asset that I've assisted with.
• 3:39
  SPEAKER_01: But then it will also continue in terms of the relationship where I may well assist with things like their US pensions or US investments, US assets.
• 3:46
  SPEAKER_01: Fantastic.
• 3:47
  SPEAKER_00: What typical types of pensions are you dealing with when it comes to the US, for example, if someone's been working there, if you know what what what yeah, what type of pensions are we talking about here?
• 3:55
  SPEAKER_01: Yeah, so so the most common one will be a 401k, which is another word for a workplace pension, to where the an employer and the individual has put money into a plan, into a pension plan whilst they've been working there.
• 4:07
  SPEAKER_01: They've since left.
• 4:09
  SPEAKER_01: Again, if they've either moved overseas or they're still living in the US, but but either way, it's a pension plan that's that's dormant, it's not been touched and it's effectively not been reviewed for a long, old time.
• 4:18
  SPEAKER_01: Our job is to go in, have a little look under the bonnet, see if we can do anything with that pension plan, make sure it's fit for purpose for that particular individual.
• 4:27
  SPEAKER_01: And if it makes sense to do so, we explore options like IRAs.
• 4:31
  SPEAKER_01: Don't know if you've ever come across IRAs.
• 4:32
  SPEAKER_01: It's effectively um a UK equivalent of a SIP, self-invested personal pension.
• 4:38
  SPEAKER_01: I appreciate most of your audience are a UK background, so that will probably resonate with with most people.
• 4:44
  SPEAKER_00: This is where we hear about the rollover, right?
• 4:45
  SPEAKER_01: The rollover.
• 4:46
  SPEAKER_01: Yeah, rollover again is another term for switch or transfer.
• 4:49
  SPEAKER_01: Different countries have different terms for these for these types of uh movements, but they're all pretty much the same.
• 4:54
  SPEAKER_01: A rollover is a pension transfer, it's this it's the same thing.
• 4:57
  SPEAKER_01: Great stuff.
• 4:58
  SPEAKER_00: Fantastic.
• 4:58
  SPEAKER_00: So to be able to actually deliver that advice qualification-wise, you obviously UK charter, fantastic.
• 5:03
  SPEAKER_00: It's really great to obviously have, build credibility, especially in the international space with any of those UK expats.
• 5:09
  SPEAKER_00: But qualification-wise for America, then, to be able to do the job that you actually do, what qualification um have you taken?
• 5:16
  SPEAKER_01: Yes, so there is an exam called the Series 65 exam.
• 5:20
  SPEAKER_01: Now, as long as you've got your UK background and your UK qualifications, it's quite well recognized in places like well, anywhere around the world really, but in the US in particular.
• 5:28
  SPEAKER_01: So you get your level four qualifications in the UK or your chartered status.
• 5:32
  SPEAKER_01: And then if you do these the series 65 exam, that then allows you to become a registered investment advisor under the SEC, which is the US regulator.
• 5:41
  SPEAKER_01: Okay.
• 5:41
  SPEAKER_01: Once you've done that, you're on the license, you can then look after clients in the US or US clients overseas.
• 5:47
  SPEAKER_00: Which sounds really exciting stuff, right?
• 5:49
  SPEAKER_00: Transatlantic financial advice.
• 5:50
  SPEAKER_00: The America for me, America's for me is really, really interesting.
• 5:53
  SPEAKER_00: Um, I've been manifesting that for quite some time.
• 5:55
  SPEAKER_00: I want to get out there.
• 5:56
  SPEAKER_00: I mean, the UK for me, look, I'm a financial planning um uh career uh expert, if you like.
• 6:04
  SPEAKER_00: That's what my podcast is all about.
• 6:05
  SPEAKER_00: In the UK, you've got like what, 27,000 financial advisors?
• 6:08
  SPEAKER_00: That's 370,000 in America.
• 6:10
  SPEAKER_00: So for me, it's a huge opportunity to be able to get out there and talk to the advisors out there and see what they're doing, how they're doing it.
• 6:17
  SPEAKER_00: It's quite interesting, actually, because the average age in the UK, for example, is 56 years old if you're advisor.
• 6:22
  SPEAKER_00: It's the exact same problem as it is in America.
• 6:24
  SPEAKER_00: Yeah.
• 6:24
  SPEAKER_00: And that advisor gap is growing because not enough young people are actually coming in there.
• 6:28
  SPEAKER_00: So for me to get out to America and start to really look under the look under the bonnet of what's going on out there.
• 6:35
  SPEAKER_00: Can I build career development podcasts that are going to attract talent in, but also help businesses promote their businesses from an employer brand perspective and attract people?
• 6:43
  SPEAKER_00: It's like super interesting to me.
• 6:45
  SPEAKER_00: So like talking to you anyway and getting to know you has been great.
• 6:48
  SPEAKER_00: Um, and I've been dipping my toe into America.
• 6:50
  SPEAKER_00: Do you go over to America a lot or do you just deliver advice from Dubai?
• 6:55
  SPEAKER_01: Well Me personally, no.
• 6:56
  SPEAKER_01: I don't need I don't it's not that I don't need to.
• 6:59
  SPEAKER_01: I'd love to be able to go and see clients all the time.
• 7:01
  SPEAKER_01: It's just logistically, I guess, since since COVID hit, truthfully, when when Zoom and Teams came into the into the occasion, into the equation, you didn't necessarily need to go out and fly to to places like the US or Australia or or the GCC regions, which is what we were doing previously, because you can quite easily speak with a client who's going to be in New York, then in Massachusetts, then in Texas, then in San Francisco, all in the same evening without me having to jump on four different flights.
• 7:28
  SPEAKER_01: So from an efficiency perspective, no.
• 7:31
  SPEAKER_01: It's not to say that we won't start doing that in the future.
• 7:34
  SPEAKER_01: I think we probably will, especially with the expansion of Titan Wealth USA and the fact that we are uh taking on a lot of advisors on the ground there now.
• 7:44
  SPEAKER_01: So there's a fair few guys that have joined us over the last few months or so who are based in the US.
• 7:50
  SPEAKER_01: We've got uh uh an expansion of them alongside that.
• 7:55
  SPEAKER_01: There's a team behind them.
• 7:56
  SPEAKER_01: So, in terms of staff now, we're gonna be really, really growing quite aggressively that US part of the business, which will then mean there's gonna be scope for me and some of the other guys to to go out and see them.
• 8:06
  SPEAKER_01: Huge, exciting stuff.
• 8:07
  SPEAKER_01: Yeah, massively.
• 8:08
  SPEAKER_00: It excites me, and I'm looking forward to getting stuck into that with you guys as well.
• 8:11
  SPEAKER_00: So that's really, really cool.
• 8:12
  SPEAKER_01: And there's a huge opportunity out in the US.
• 8:14
  SPEAKER_01: You mentioned what was it, 375,000 advisors.
• 8:17
  SPEAKER_01: Yeah, it sounds like a lot, but it doesn't feel like a very saturated market when you speak to people.
• 8:23
  SPEAKER_01: It's like it's it's not uncommon for someone in the US to have an advisor, to be fair.
• 8:29
  SPEAKER_01: But when you're speaking to a US expat, that is where I think the opportunity mainly lies because there's not many local domestic US advisors that feel comfortable advising an expat living in France or Dubai or the UK because they don't know both tax systems.
• 8:48
  SPEAKER_01: And it's not to say I'm an expert in every single tax system around the world, but I've got a pretty good idea on how most of them, not most of but a lot of them work.
• 8:56
  SPEAKER_01: UK in particular, naturally, I've got a good understanding of, not just me as well, the the US team in particular.
• 9:03
  SPEAKER_01: We we've part of our job is understanding cross-border tax.
• 9:06
  SPEAKER_01: It's not just being an expert in one region.
• 9:10
  SPEAKER_01: We've got to know, not necessarily a jack of all trades, but we've got to have a good understanding of how a lot of these different tax offices work.
• 9:17
  SPEAKER_01: I love it.
• 9:18
  SPEAKER_01: What brought you to Dubai then?
• 9:19
  SPEAKER_01: How did you end up here and how long have you been here?
• 9:22
  SPEAKER_01: Good question.
• 9:22
  SPEAKER_01: So I actually came out nine years ago on a graduate scheme.
• 9:26
  SPEAKER_01: Okay.
• 9:26
  SPEAKER_01: Finished university.
• 9:27
  SPEAKER_01: Uh, got a good job out here in Dubai.
• 9:29
  SPEAKER_01: I was working with uh as an associate, as a junior associate, effectively, with one of the guys now, uh William Burroughs, who's effectively our managing director now of Titan Wealth International.
• 9:40
  SPEAKER_01: So we've stayed close along the way.
• 9:42
  SPEAKER_01: Had a couple of years with him.
• 9:44
  SPEAKER_01: Um he's a workaholic, which you can probably tell from meeting him already, and and he and he makes you work hard as well.
• 9:52
  SPEAKER_01: And I'm not in a bad way, right?
• 9:54
  SPEAKER_01: It's it's it was probably the best thing I needed to to kind of uh to introduce me to the industry, to work with someone like Will and his team and watch how he works and and and and uh what his methods are.
• 10:05
  SPEAKER_01: You learn a lot from him, even if you're just shadowing him and doing what he's doing.
• 10:09
  SPEAKER_01: He was doing a lot of trips because this was pre-COVID.
• 10:12
  SPEAKER_01: So we were going to Bahrain, Australia, uh other places around the GCC.
• 10:18
  SPEAKER_01: And then, yeah, after a couple of years of shadowing him, working with him, I'd done my level four UK qualifications whilst I was out here in Dubai, and uh effectively a job offer came along where it made sense, I think, from from from two years into the industry for me to move back to the UK.
• 10:35
  SPEAKER_01: Okay, I took a role in uh in London for a different with a different firm, effectively went on loan uh for a couple of years and and and worked with this company and they were brilliant.
• 10:44
  SPEAKER_01: It was a UK-centric company, they weren't cross-border, they weren't international, but they were fantastic.
• 10:48
  SPEAKER_01: Like the managers were amazing, the staff were great.
• 10:51
  SPEAKER_01: Um, and and I think that two years was arguably the most important two years of my career.
• 10:58
  SPEAKER_01: Why is that?
• 11:00
  SPEAKER_01: I mean, just get into understand how the UK system really works.
• 11:06
  SPEAKER_01: Like, I obviously had a grip on how it worked because we were doing a lot of UK advice for people in Australia, GCC, etc.
• 11:13
  SPEAKER_01: But but really doing it on a day-to-day, and the the role I was in was um, I guess a volume-based role, if you want to call it that.
• 11:23
  SPEAKER_01: I was doing so many meetings, three or four quite intense bits of advice for clients on a on a daily basis at times.
• 11:31
  SPEAKER_01: We were doing projects, we're essentially going up and down the country uh going into pension schemes, defined benefit pension schemes, and offering advice to all of their members.
• 11:41
  SPEAKER_01: So at times we'll be advising maybe a thousand members per scheme, and it'd be maybe two or three advisors that have got, I don't know, three months to do all of that.
• 11:49
  SPEAKER_01: So you can imagine it's a lot of meetings.
• 11:52
  SPEAKER_01: And I guess the outcome doing that for two years, speaking to clients non-stop, you you gain so much experience.
• 11:59
  SPEAKER_01: Like volume, I found was so key back then.
• 12:02
  SPEAKER_01: Again, under the right environment, you're kind of thrown in the deep end, but you've got a couple of armbands there.
• 12:08
  SPEAKER_01: The armbands are probably the management where they're they're they're holding your hand along the way, making sure that what you're doing is is uh compliant, correct, regulated, etc., and the right thing for the client, ultimately.
• 12:19
  SPEAKER_00: So that regular sort of client contact, getting in front of people, built your confidence early doors, exposure to client scenarios and client situations.
• 12:27
  SPEAKER_00: And I suppose doing the same thing over and over and over again, you got to the point where you could define, I suppose, a pitch, a process, an understanding of the problems that people are experiencing, and ultimately build your confidence.
• 12:39
  SPEAKER_00: Were you quite young at that point in your career?
• 12:41
  SPEAKER_00: Like was it something that you probably needed to do, right?
• 12:44
  SPEAKER_00: You needed to have that exposure.
• 12:45
  SPEAKER_01: Yeah, absolutely.
• 12:46
  SPEAKER_01: I was young, and if like you said earlier, what the average age of a financial advisor in the UK, 55.
• 12:51
  SPEAKER_01: 56.
• 12:51
  SPEAKER_01: 56.
• 12:52
  SPEAKER_01: Yeah, yeah, I was young.
• 12:54
  SPEAKER_01: I still am young compared to the average, but I think to be able to catch up and make sure that a client is comfortable speaking with me, you need to be, I guess you need the experience, but I I naturally wouldn't have the 30, 40 years of experience that some of the other advisors will have.
• 13:09
  SPEAKER_01: So I tried to make up for that with the knowledge, and doing the level four exams immediately helped, but then also continuing to do the chartered exams along the way whilst I was young, whilst I still had the hunger to do the weekends of revision and give up the social life for periods of times, it it paid off because there was there's an argument to say that, and it wasn't just me, there was a few other younger advisors that were in the same boat.
• 13:33
  SPEAKER_01: We were all doing those exams, and there was an argument to say that we had more knowledge than a lot of the more experienced advisors, and it's it was more just more current knowledge.
• 13:43
  SPEAKER_01: We were more up to speed on current legislation.
• 13:45
  SPEAKER_01: We knew the terms, we knew what was going on with pensions, investments, inheritance tax.
• 13:50
  SPEAKER_01: Not that the experienced guys didn't, but they hadn't just done all of the level of exams that we just completed.
• 13:56
  SPEAKER_00: Did you find it difficult though, being a younger advisor?
• 13:59
  SPEAKER_00: I obviously I get it because I hear it a lot.
• 14:01
  SPEAKER_00: People people do the qualifications to kind of give themselves that kind of confidence, I guess.
• 14:05
  SPEAKER_00: Yeah.
• 14:06
  SPEAKER_00: Um but did you find it difficult in client meetings?
• 14:10
  SPEAKER_00: Did they did they take you as seriously as, say, someone with a bit of grey hair, for instance?
• 14:15
  SPEAKER_01: It's hard to tell because I don't know how they would treat someone with the grey hair.
• 14:19
  SPEAKER_01: I mean, I've got some grey hairs going through.
• 14:21
  SPEAKER_01: So it's even in my uh even in my mid-20s, I still have the greys going on.
• 14:24
  SPEAKER_01: Maybe that helped, maybe it didn't.
• 14:26
  SPEAKER_00: Mine came through in my 20s, didn't it?
• 14:27
  SPEAKER_00: Yeah, yeah, yeah, yeah.
• 14:28
  SPEAKER_01: Well, a bit of wisdom on us, I guess.
• 14:30
  SPEAKER_01: There we go.
• 14:30
  SPEAKER_01: Exactly.
• 14:31
  SPEAKER_01: I think it definitely helped that I had the knowledge though, because you can quite quickly show that within 10-15 minutes, if you show them that you know what you're talking about, the credibility is almost there.
• 14:41
  SPEAKER_01: Like they can't question your experience when what you're saying is factually correct.
• 14:45
  SPEAKER_01: Yeah.
• 14:46
  SPEAKER_01: And I I I advise any young advisor to start doing their exams sooner rather than later because they don't have 20, 30 years worth of experience on their side.
• 14:55
  SPEAKER_01: Play to your strengths, right?
• 14:56
  SPEAKER_01: So get those exams done as soon as you can so that you're not caught out on anything like that.
• 15:01
  SPEAKER_01: Okay, so you went back to the UK.
• 15:02
  SPEAKER_01: Yeah.
• 15:03
  SPEAKER_01: Yeah.
• 15:03
  SPEAKER_01: You got yourself chartered in the UK?
• 15:05
  SPEAKER_01: I think I was officially chartered when I came back to Dubai.
• 15:08
  SPEAKER_01: I had one more exam to do.
• 15:09
  SPEAKER_01: I did it when I got back.
• 15:10
  SPEAKER_00: Okay, cool.
• 15:10
  SPEAKER_00: So you came back to Dubai.
• 15:12
  SPEAKER_01: Came back to Dubai.
• 15:12
  SPEAKER_01: Yeah.
• 15:13
  SPEAKER_00: Why?
• 15:13
  SPEAKER_00: What what what happened there then?
• 15:15
  SPEAKER_01: Uh couple of things.
• 15:18
  SPEAKER_01: In all honesty, COVID was a big factor.
• 15:20
  SPEAKER_01: So COVID came along, lockdown in the UK, another lockdown in the UK, another lockdown in the UK.
• 15:26
  SPEAKER_01: And then you're seeing all of your old friends and colleagues in Dubai who had a maybe two or three months worth of lockdown, and then life seemed to be pretty normal after that.
• 15:34
  SPEAKER_01: So I was uh I guess chasing a bit of a short-term objective there in having a bit more of a normal life.
• 15:40
  SPEAKER_01: But but I I did have a very long-term view in that I always saw myself working with these guys again.
• 15:48
  SPEAKER_01: We remained in touch.
• 15:49
  SPEAKER_01: Um, Will, Tyler, Mark Beattie.
• 15:52
  SPEAKER_01: Um, effectively a role came up where they asked me to come back, and it seemed like a very good time to use what I'd learnt.
• 16:02
  SPEAKER_01: I felt like the two years I'd done in the U.S.
• 16:03
  SPEAKER_01: just over two years that I'd done in the UK was enough for me to go back to Dubai, not as an associate, but as my own advisor to effectively do things on my own.
• 16:15
  SPEAKER_00: Did you feel like going back to the UK into like um to the UK regulated market with UK regulated advisors?
• 16:22
  SPEAKER_00: It gave you an insight in what you because you've never been in that environment before, right?
• 16:26
  SPEAKER_00: You you did a graduate scheme in international space.
• 16:28
  SPEAKER_00: So it was valuable in that sense to know that you could kind of tick that box and say, I have been in the UK, I have delivered advice, yeah, and I've worked with UK advisors.
• 16:38
  SPEAKER_00: So you're not guessing, are you, what the culture, what the environment, uh what the opportunities are, how UK clients react to advice.
• 16:45
  SPEAKER_00: So you weren't making it up, you'd you'd gone back.
• 16:48
  SPEAKER_00: So it's kind of like a it was almost and I get it, a lot of people come out here and they never go to give give UK advice, but you felt you found it almost kind of beneficial and essential to your career.
• 16:58
  SPEAKER_00: Massively.
• 16:59
  SPEAKER_01: Massively.
• 17:00
  SPEAKER_01: Like if you if you look at what I was doing for clients in those, even now, but in the first couple of years of me moving back to the bye, I would just follow the exact same process as what I was doing in the UK.
• 17:10
  SPEAKER_01: So I would be acting as if I'm an FCA regulated advisor, even though I'm SEC regulated.
• 17:16
  SPEAKER_01: That's not to say the SEC isn't regulated by any means, but the structures that the FCA put in place for advisors now is so stringent.
• 17:24
  SPEAKER_01: I don't know any other regulators around the world that are as stringent.
• 17:28
  SPEAKER_01: So if you kind of follow that as a best in kind, best in practice to use moving forward, you're building that credibility again.
• 17:36
  SPEAKER_01: It goes back to that word, the credibility, the trust with the client a lot quicker, I think.
• 17:41
  SPEAKER_01: And it helps when you're building these longer-term relationships.
• 17:43
  SPEAKER_01: I'm still, I don't think I've ever lost a client, touch wood, uh, lost a client.
• 17:49
  SPEAKER_01: I think because of the service I give, I'm just following how it's done in the UK space, which I would never have done if I hadn't moved back for two years.
• 17:56
  SPEAKER_00: I always think it's crazy though, when people think about international financial planning businesses, like you multiple regulators, multiple jurisdictions.
• 18:03
  SPEAKER_00: It's like it's a huge amount of pressure for a business to have those licenses and keep those licenses and have these different individuals in multiple uh jurisdictions, right?
• 18:11
  SPEAKER_00: What I do like about the Titan wealth environment is because it got such a great, strong footprint in the UK, I think it does build that confidence, that client confidence that, okay, well, they're a business that are well established in the UK.
• 18:25
  SPEAKER_00: Now they're international.
• 18:27
  SPEAKER_00: So it's kind of a level of trust goes goes really, I think, through the roof, right?
• 18:32
  SPEAKER_00: And also, like I suppose if you're going into Titan Wealth and you're in the UK, perhaps you go on a grad scheme, perhaps you go through one of the academies that they're setting up.
• 18:39
  SPEAKER_00: You know, you've got the Sports Academy, I know they're going to invest in an actual academy as well.
• 18:43
  SPEAKER_00: What a great opportunity to know that if you step in through the door, going into financial advice, you could cut yourself teeth in the UK.
• 18:49
  SPEAKER_00: And if you wanted to go international, you don't need to leave the company.
• 18:52
  SPEAKER_00: Exactly.
• 18:53
  SPEAKER_00: It's a bit like client experience as well.
• 18:54
  SPEAKER_00: If a client wants to go international, now they don't need to, they don't need to leave that company and go and find an international advisor.
• 19:01
  SPEAKER_00: Yeah.
• 19:01
  SPEAKER_00: But often it works the other way around as well, doesn't it?
• 19:03
  SPEAKER_00: 100%.
• 19:03
  SPEAKER_00: The client wants to go back to the UK.
• 19:04
  SPEAKER_00: Do you do a lot of repat stuff?
• 19:06
  SPEAKER_01: Yeah, yeah, so much repat stuff.
• 19:07
  SPEAKER_01: And I think the the proposition that we had when we were AHR, so effectively we're now Titan Wealth International.
• 19:13
  SPEAKER_01: But the proposition we had before was we were more of an international cross-border advisory firm, but we had a UK office, we had a UK base.
• 19:21
  SPEAKER_01: That was a small part of the business in comparison to the rest of it.
• 19:25
  SPEAKER_01: Now it's UK first.
• 19:27
  SPEAKER_01: Like Titan Wealth is huge in the UK, and then you've got Titan Wealth International, which is still pretty big, but it's not as big as the UK, UK space.
• 19:34
  SPEAKER_01: So you're right, it builds that trust for clients, first and foremost.
• 19:37
  SPEAKER_01: Uh definitely helps when it when you're talking about recruitment, talking about new advisors joining, knowing that there is a pathway to come out here, uh, and vice versa.
• 19:45
  SPEAKER_01: There'll be advisors here that over the next two, three, four years will move back to the UK and will integrate with one of the Titan Wealth UK offices.
• 19:53
  SPEAKER_01: Uh, even myself, like I don't know where I'm going to be longer term, but it's nice to know that if I choose to move to Newcastle, Scotland, London, Wales, there there are offices there for me to, or at least locally for me to join within Titan.
• 20:06
  SPEAKER_01: I don't feel like I need to jump ship and move to anywhere really within the business.
• 20:11
  SPEAKER_00: So you've got a good understanding of the international space.
• 20:14
  SPEAKER_00: You've you've you've worked for other businesses uh or another business within how many businesses have you worked for in an international space?
• 20:20
  SPEAKER_01: Well, if you count the name changes within Titan, uh just two.
• 20:25
  SPEAKER_01: Just two.
• 20:26
  SPEAKER_00: Okay, right, okay.
• 20:27
  SPEAKER_00: And then the grad scheme that you were on from start to finish.
• 20:30
  SPEAKER_00: Like let's kind of put somebody like someone's thinking about coming out.
• 20:34
  SPEAKER_00: There's two, there's two types of individuals are going to think about coming out here.
• 20:36
  SPEAKER_00: Yeah.
• 20:37
  SPEAKER_00: One that's got no experience, okay, and the other person who's an experienced financial advisor.
• 20:42
  SPEAKER_00: Knowing what you know, let's start with the one with no experience.
• 20:45
  SPEAKER_00: What type of individual th do you think is suit to suspect?
• 20:50
  SPEAKER_00: And what should they be aware of and to expect if they come out to a business like Titanwell, for example, and they start their career without any experience?
• 20:58
  SPEAKER_00: What should they be aware of and what should they expect?
• 21:00
  SPEAKER_00: And what type of role do you think best suits them first?
• 21:04
  SPEAKER_01: Yeah, it's a good question.
• 21:05
  SPEAKER_01: I think if you're coming out and you've got no experience, you need to make up for that lack of experience with an element of hunger.
• 21:13
  SPEAKER_01: Be prepared to work in a fast-paced environment.
• 21:17
  SPEAKER_01: And I don't mean you're going to be working 15-hour days every day, like it's reasonable, but you still need to be able to get your head down and and show that you're willing to work hard.
• 21:27
  SPEAKER_01: Be prepared to take exams.
• 21:29
  SPEAKER_01: I think that's mandatory now.
• 21:31
  SPEAKER_01: Well, it is anyway, but but it it you should be keen to get those exams done sooner rather than later so that your knowledge is then increasing just as quick as your experience is incre increasing as well.
• 21:43
  SPEAKER_01: Ask questions, attach yourselves to advisors or anyone really within this company who are willing to help.
• 21:50
  SPEAKER_01: And that that basically is 100% of the staff here.
• 21:53
  SPEAKER_01: You can speak to anyone here, and they'll but they'll give you support.
• 21:55
  SPEAKER_01: It's a pretty good company for that.
• 21:57
  SPEAKER_01: There's a good culture where everyone wants everyone to succeed.
• 22:00
  SPEAKER_01: Feels like that anyway.
• 22:01
  SPEAKER_01: Like if someone does well and has a good year or has a good month, that you you get a clap, you don't get a oh I wish I did that.
• 22:08
  SPEAKER_01: Like obviously, you get a little bit of jealousy, but it's it's 90% admiration and wow, I aspire to do that.
• 22:16
  SPEAKER_01: Um people carry each other up here.
• 22:18
  SPEAKER_01: Digress a little bit there, but I think it's good.
• 22:21
  SPEAKER_01: Lack of experience, you've got to have the hunger.
• 22:23
  SPEAKER_00: Yeah.
• 22:23
  SPEAKER_00: Gotta have the hunger.
• 22:24
  SPEAKER_00: Yeah.
• 22:25
  SPEAKER_00: Okay, great.
• 22:26
  SPEAKER_00: So people kind of step into things like business development manager type positions, right?
• 22:30
  SPEAKER_00: So a lot of that is going through like leads and speaking to clients, trying to generate referrals and booking appointments for advisors, working closely with the advisors, that kind of stuff.
• 22:39
  SPEAKER_00: So that gives you that exposure, that gets you um on the telephones, having meetings with people.
• 22:45
  SPEAKER_00: And like you say, like the more you speak to people, the more your confidence goes up, the more opportunity.
• 22:49
  SPEAKER_00: The one thing I do recognise here, and you probably get this from Will and Tyler and working with them previously, is that they are so into ensuring that people get the training and the development that they need and the feedback they need to be able to see if they're doing a great job and that they are progressing and they're learning as they go.
• 23:06
  SPEAKER_00: How has that sort of translated across to not just like somebody who's brand new and needs that experience, right?
• 23:12
  SPEAKER_00: But what about experienced advisors coming over?
• 23:14
  SPEAKER_00: They're used to the UK, but they're not used to international.
• 23:17
  SPEAKER_00: What type of things are your business doing and you've experienced yourself coming back here where the business is supporting you to really kind of excel your knowledge when it comes to specific client scenarios, for example?
• 23:27
  SPEAKER_01: Yeah.
• 23:28
  SPEAKER_01: So on a weekly basis, we will always do a training session.
• 23:33
  SPEAKER_01: I think it's just it's a Tuesday as a minimum.
• 23:34
  SPEAKER_01: We'll have at least an hour training session, and that could be what it usually is something product specific or tech specific.
• 23:42
  SPEAKER_01: So there's always regular training for everyone to be able to come and join.
• 23:45
  SPEAKER_01: And that could be if you're an advisor who's been here for 10 plus years or 20 years in the industry, or if you're just starting out, it could be a business development manager.
• 23:54
  SPEAKER_01: Anyone can join, they're really useful.
• 23:57
  SPEAKER_01: Around that as well, we do ad hoc training sessions where we focus on some soft skills, which I don't think is practiced enough in the UK.
• 24:04
  SPEAKER_01: I'd say if I had to criticize the UK space in some way, it would probably be that.
• 24:10
  SPEAKER_01: It would be more that you focus on the technical stuff, which is great, and and the compliance side of things again, which is absolutely necessary.
• 24:15
  SPEAKER_01: But the soft side of what we do is also very important, building a relationship with client, uh knowing how to handle questions, tough questions, um rejections, uh anything, right?
• 24:27
  SPEAKER_01: Just being in a position where you still feel comfortable, whatever comes your way.
• 24:30
  SPEAKER_01: And that's that's what Will and Tyler in particular over the last five years have had a big hand in helping with.
• 24:37
  SPEAKER_01: Um, we'll do sessions, we'll do role play sessions sometimes where you're put in maybe a slightly awkward or uncomfortable position and you're having to do a five-minute five-minute bit of roleplay in front of a group of people.
• 24:49
  SPEAKER_01: It's not nice, it's not pretty, but once you've done it, you've got no issues doing it with a client on a one-to-one basis as well.
• 24:55
  SPEAKER_01: And they're very keen on that, and we've continued to do that for years and and and we'll continue to do that for anyone that wants it.
• 25:02
  SPEAKER_00: And do you are you operating in a capacity where you are essentially building like your own practice underneath um Titan wealth?
• 25:10
  SPEAKER_00: Or are you um like on a um, I suppose, salaried model?
• 25:16
  SPEAKER_00: Which one do you fit into?
• 25:18
  SPEAKER_01: Yeah, so I'm on more of my own independent practice.
• 25:20
  SPEAKER_01: Yeah, I have been for the last five years or so, but again, it's you're using the infrastructure that Titan have built or AHR previously have built for you, like you said earlier, multiple licenses in multiple jurisdictions.
• 25:33
  SPEAKER_01: So we've got the capabilities of looking after clients everywhere, training, support, compliance, administration, all of that is behind me.
• 25:41
  SPEAKER_01: So it's it's if if you're gonna do it, you wanna be doing it in a place that gives you the infrastructure to be able to succeed there.
• 25:50
  SPEAKER_00: Okay, great.
• 25:50
  SPEAKER_00: And what about the team that you you have around you directly?
• 25:53
  SPEAKER_00: Yeah, what do you what do you have to support you?
• 25:56
  SPEAKER_00: And how important is it that you build that infrastructure to be able to accelerate your career?
• 26:00
  SPEAKER_01: Yeah, I mean, when you want to work in uh at volume and at pace, you you do need a team around you.
• 26:08
  SPEAKER_01: I think it's essential.
• 26:09
  SPEAKER_01: Maybe not right at the start, but at least kind of within a six-month period, you really want to be growing a team around you.
• 26:15
  SPEAKER_01: So I have a uh associate, Renee, she's brilliant.
• 26:19
  SPEAKER_01: She works with me on a full-time basis, she handles a lot of my uh back office stuff.
• 26:23
  SPEAKER_01: So, what I mean by that is uh scheduling of meetings, a lot of the analysis that goes into the reports that we build for clients, a lot of the ongoing reviews that I have for clients.
• 26:32
  SPEAKER_01: She creates all of the presentations, the decks, the performance analysis, etc.
• 26:36
  SPEAKER_01: And when you're in that type of role, like I was in nine years ago, you're effectively learning the ropes.
• 26:41
  SPEAKER_01: You're doing everything that an advisor would do other than the meeting, essentially.
• 26:46
  SPEAKER_01: So she's learning how to be an advisor and eventually will fill in that last part, which is speaking to clients.
• 26:53
  SPEAKER_01: Um then I've got an administrator named Nico, again, brilliant, works with me from a paperwork administrative basis.
• 27:01
  SPEAKER_01: He he basically handles any paperwork that myself and my clients need doing that includes things like onboarding clients, pension transfer paperwork, for example, can be a bit of a headache.
• 27:11
  SPEAKER_01: There's a lot of stuff to go through.
• 27:13
  SPEAKER_01: So so Nico and the team will have a big hand in taking that stress away from me.
• 27:18
  SPEAKER_01: And then lastly, I have a business development manager, if you want to call them that.
• 27:24
  SPEAKER_01: Uh or under Yeah, I think that's a good, I don't actually know what the official term is yet.
• 27:28
  SPEAKER_01: Business development manager.
• 27:30
  SPEAKER_01: Uh one of the guys, Liam, effectively uh handles all of the inquiries.
• 27:33
  SPEAKER_01: I get a lot of inbound inquiries where people have reached out uh over our marketing, etc.
• 27:38
  SPEAKER_01: They've inquired about a pension transfer, or I I always revert back to pension, it's just a lot of what we do, but they've just made some some form of inquiry.
• 27:46
  SPEAKER_01: Liam will make the call, arrange the booking, arrange the the time in the diary for me to speak with them.
• 27:51
  SPEAKER_00: Love it.
• 27:52
  SPEAKER_00: And Will's really passionate about the marketing, James Bouldry, yeah, great guy, um, doing some really good things around financial education.
• 28:01
  SPEAKER_00: They've even constructed something quite unique in the international space, which is working really well by the sounds of it, which is a like a marketing fund.
• 28:09
  SPEAKER_00: Um, do you get involved in that?
• 28:10
  SPEAKER_00: Is that something that you've invested in?
• 28:12
  SPEAKER_00: And what's been your experience so far?
• 28:15
  SPEAKER_01: Yes.
• 28:15
  SPEAKER_01: So that was what I was referring to.
• 28:17
  SPEAKER_01: So we have a marketing fund, like you said, where all of the in all of the advisors like myself, who kind of run their own independent structures within the business, pay into out of uh effectively out of our own pocket.
• 28:29
  SPEAKER_01: And and we are almost buying units into these funds.
• 28:33
  SPEAKER_01: So as the fund grows or as the marketing grows over the years, we will have an allocation where the inquiries are effectively sent to the specific advisor.
• 28:42
  SPEAKER_01: Now it needs to be specific to the inquiry.
• 28:45
  SPEAKER_01: So what I mean by that is if someone makes an inquiry, they're based in Australia, they've got a superannuation, they don't know what to do with it, then obviously it's going to go to one of the Australian-based advisors or Australian qualified advisors based here.
• 28:59
  SPEAKER_01: I and the rest of the US guys will naturally pick up a lot of the US inquiries because it's it's our niche and that's what we what we specialise in.
• 29:07
  SPEAKER_00: Excellent.
• 29:08
  SPEAKER_00: So being part of AHR, you were building your business within it.
• 29:12
  SPEAKER_00: It sounds like it's going really well, um, really successful.
• 29:15
  SPEAKER_00: You built your niche out in the USA, and then the team tell you that it's now we're now going through the process of tighten wealth.
• 29:27
  SPEAKER_00: We're gonna buy AHR.
• 29:30
  SPEAKER_00: How did you feel at that point in time?
• 29:32
  SPEAKER_00: Did it worry you a little bit or stress you out a little bit?
• 29:39
  SPEAKER_01: I wouldn't say stress me out.
• 29:41
  SPEAKER_01: I would say you hear rumours like it's quite a small industry, especially in Dubai.
• 29:46
  SPEAKER_01: There's a lot there's a few other firms that are all dotted around, everyone seems to know each other, and you hear a couple of rumours, and somehow it gets back to the guys here and then it gets spread around.
• 29:55
  SPEAKER_01: But in in all honesty, the the company, the guys that have uh that were running AHR were pretty transparent from the start or even beforehand around what their plans were with AHR over the medium to longer term.
• 30:07
  SPEAKER_01: So we kind of knew there was going to be something coming, it wasn't a huge shock.
• 30:11
  SPEAKER_01: We were all quite eager to hear the details of it sooner rather than later.
• 30:16
  SPEAKER_01: But I wouldn't say it was stressful, it was more exciting just to see what the next chapter would be.
• 30:21
  SPEAKER_01: I think if you've got people like the guys running this company, orchestrating everything, you do feel a little bit more at ease because ultimately we're all in this together.
• 30:31
  SPEAKER_01: That sounds like a bit of a cliche, but it's we're we are naturally where where they don't they want this to succeed just as much as we do.
• 30:40
  SPEAKER_01: Um, so there's no conflict there at all.
• 30:43
  SPEAKER_01: So yeah, I was pretty pretty comfortable, I guess, in hindsight.
• 30:46
  SPEAKER_01: Fantastic.
• 30:46
  SPEAKER_00: And what value did you gain from that actually happening?
• 30:49
  SPEAKER_00: So the acquisition went through.
• 30:51
  SPEAKER_00: Did you yourself gain something from that?
• 30:55
  SPEAKER_01: Yeah, it effectively made me a shareholder of the business.
• 30:58
  SPEAKER_01: So so uh not just myself, but a lot of the advisors within the company were now shareholders.
• 31:02
  SPEAKER_01: We again we're now all aligned to make sure that the company Titan are continuing to grow and go in the right direction.
• 31:09
  SPEAKER_01: It has, I think, done wonders for what was already a pretty good culture anyway.
• 31:15
  SPEAKER_01: But since the acquisition, since the change, it's probably brought, I'd say, people together a little that just that little bit more.
• 31:22
  SPEAKER_01: Again, in terms of collaborations with other advisors, bringing advisors into client meetings where there's maybe a specialist needed.
• 31:31
  SPEAKER_01: I think you've had a maybe a couple of conversations on that.
• 31:34
  SPEAKER_01: Um, I've been brought in many times on the US side of things.
• 31:37
  SPEAKER_01: Someone will have a client over here with lots of different assets, lots of different parts of their wealth, and then they go, okay, I've got this US 401k by the way.
• 31:45
  SPEAKER_01: What do I do with that?
• 31:46
  SPEAKER_01: And that might be any of the advisors in the office here.
• 31:49
  SPEAKER_01: They might choose to bring me or one of the other US guys into the meeting and we'll try and assist where we can.
• 31:55
  SPEAKER_01: That didn't happen as much really until sort of 18 months ago.
• 31:59
  SPEAKER_01: I think probably this Titan acquisition, AHR acquisition, has had a big hand to play for that.
• 32:06
  SPEAKER_00: I love it.
• 32:06
  SPEAKER_00: So that collaboration, sort of not competition, everyone sort of pulling in the right direction because you have overriding shares essentially in Titan wealth as a group, right?
• 32:15
  SPEAKER_00: So for you, it's like we're all in the same boat, we're pushing in the right direction.
• 32:18
  SPEAKER_00: So the culture is one of helping each other be a success because everybody wins, right?
• 32:24
  SPEAKER_00: So that's a beautiful thing.
• 32:25
  SPEAKER_00: And that's nice to see as well in what's always been historically quite a competitive environment in the international space.
• 32:31
  SPEAKER_00: Now there's a there's a phrase that's been going around, and I and I really like it, and I like asking this question, and people often go, Oh, Crikey, pick on the spot here.
• 32:38
  SPEAKER_00: One titan.
• 32:39
  SPEAKER_00: Yeah, I knew you were gonna say that.
• 32:40
  SPEAKER_01: Yeah, I've heard you say it a few times this week.
• 32:43
  SPEAKER_01: I was thinking, I've not heard that.
• 32:45
  SPEAKER_01: But now you've said it a few times, yeah.
• 32:47
  SPEAKER_01: It's going around, yeah.
• 32:48
  SPEAKER_01: What does one titan mean to you?
• 32:51
  SPEAKER_01: What does one titan mean to me?
• 32:53
  SPEAKER_01: Yeah, that's a good question.
• 32:55
  SPEAKER_01: I guess it's a nice way of summarising how the business works when you're comparing it to these other financial advisory business uh other financial advisory businesses.
• 33:07
  SPEAKER_01: Like we we truly are a one-stop shop where a client can come to us, live in one country, have assets in another country, we can help them most likely with that, and then they can move to another country five years later, but then we can continue to look after them under that new regulation, and there'll be some solutions there.
• 33:28
  SPEAKER_01: We'll we'll most likely have a specialist in-house that can also help with that.
• 33:32
  SPEAKER_01: If I don't know what what to do with it, same goes with the UK space as well.
• 33:38
  SPEAKER_01: We've got a discretionary management business as well.
• 33:40
  SPEAKER_01: Uh there's just so there's just so much going on in-house that you usually don't need to look outside of Titan to find the solution for the client.
• 33:49
  SPEAKER_00: There's just so many things the business can actually do.
• 33:51
  SPEAKER_00: You look at the Channel Islands with the precious mouse team as well.
• 33:53
  SPEAKER_01: Yeah, you know, there's we've got a vault.
• 33:56
  SPEAKER_01: We've got a vault, like that's so weird to say, but we've got a vault that you can put your gold in and put your silver in.
• 34:02
  SPEAKER_01: It's pretty cool.
• 34:04
  SPEAKER_01: It's pretty cool, isn't it?
• 34:04
  SPEAKER_01: Yeah, fantastic.
• 34:06
  SPEAKER_00: So, what does the future hold for you, do you think?
• 34:08
  SPEAKER_00: You know, if you think about the next say, let's let's just push forward.
• 34:11
  SPEAKER_00: And if you can manifest what your career looks like and what your career looks like here at Titan Wealth, how would you picture it?
• 34:17
  SPEAKER_01: I'd say it's long term, don't really see myself going anywhere anytime soon.
• 34:21
  SPEAKER_01: I think like like myself and most advisors, I think, can can agree.
• 34:24
  SPEAKER_01: We're pretty comfortable in a sense that the management is good.
• 34:28
  SPEAKER_01: There's no, I wouldn't say much or any really toxicity in in the business.
• 34:34
  SPEAKER_01: Things are going well, we're in a fast growing company as well.
• 34:37
  SPEAKER_01: We're obviously shareholders, so there's there's no real incentive for me to go anywhere else other than other than Titans.
• 34:43
  SPEAKER_01: I think naturally the next step may be to move into more of a management role or a senior, more of a senior role within the business.
• 34:52
  SPEAKER_01: I I am a team director, so there are seven guys within the business that I help and look after, uh, other advisors, and I just basically just help them uh throughout the year.
• 35:03
  SPEAKER_01: We want to make sure that they're hitting their targets, make sure that they're doing the relevant compliance documents for all of their clients.
• 35:09
  SPEAKER_01: It's just I'm just there, I'm a shoulder to cry on, I'm a shoulder to clap with as well.
• 35:13
  SPEAKER_01: Uh, and it frees up the time of the of the guys like Tyler's and the wheels who are running the business now and could do more high-level stuff.
• 35:20
  SPEAKER_01: But I can potentially see myself maybe jumping into that in a bit more uh depth over the next two or three years.
• 35:26
  SPEAKER_01: Who knows?
• 35:27
  SPEAKER_01: Love it.
• 35:28
  SPEAKER_00: And obviously, chatting to uh Rebecca, Andreas, they're already on the next gen like training programs.
• 35:33
  SPEAKER_00: Are these the types of programs that interest you?
• 35:37
  SPEAKER_01: Yes, they are.
• 35:38
  SPEAKER_01: Admittedly, that came up at a similar sort of time as I started this role as team director.
• 35:43
  SPEAKER_01: Uh, and then also I'm managing all of my clients and growing my business as well.
• 35:46
  SPEAKER_01: So it did almost feel like it was uh probably one too many things to handle at that point.
• 35:51
  SPEAKER_01: You've got to learn to say no sometimes.
• 35:53
  SPEAKER_01: Yeah, uh, not that it was offered to me, but it was more to the point I didn't even feel like I wanted to apply for it at that point.
• 36:00
  SPEAKER_01: But I but but when you look at the fact that we've got that within the business, it's brilliant.
• 36:04
  SPEAKER_01: Yeah, for people that are ready and have the capacity to go into something like that.
• 36:08
  SPEAKER_01: It's it's perfect that they've set something like that up.
• 36:11
  SPEAKER_01: And who knows, in two, three years' time it might be something that that that's worth getting back into.
• 36:15
  SPEAKER_00: I think what you're gonna find is in two or three years' time it's gonna be even better.
• 36:20
  SPEAKER_00: You've got people going through the process now, so by the time you're ready to do something like that, it's gonna be even better for you.
• 36:28
  SPEAKER_00: In reality, you're in a kind of player manager role now, aren't you?
• 36:31
  SPEAKER_00: And there's a lot to there's a lot to learn in that space and a lot to learn from the people around you, like your Andreas, like Tyler, like Will, being able to go right, I need to be able to wear a few hats here.
• 36:42
  SPEAKER_00: And it's wearing those couple of hats that can kind of trip you up every now and then.
• 36:46
  SPEAKER_00: So I guess it's the cultural thing, it's knowing how to manage, it's improving your management style, it's continuing to build a good strong relationship with clients whilst not also losing your head, right?
• 36:56
  SPEAKER_00: Because you need to be looking after yourself and making sure you're happy and your well-being and everything is in check.
• 37:02
  SPEAKER_00: Um do you feel like you get that a lot in Dubai?
• 37:04
  SPEAKER_00: Is that a good place to be to look after yourself?
• 37:07
  SPEAKER_01: Yeah, I mean, from a health perspective, yes, it's great.
• 37:10
  SPEAKER_01: You you do find yourself working maybe hard, maybe too much at times, but then you get the ability to have your downtime on the weekends or certain times in the week.
• 37:22
  SPEAKER_01: But when you're a US advisor, you are usually working from start of the day till the end of the day.
• 37:27
  SPEAKER_01: A lot of the time, anyway, not always.
• 37:29
  SPEAKER_01: But I mean, Dubai in particular, health clubs everywhere you look.
• 37:32
  SPEAKER_01: You've got a paddle court every 10 metres.
• 37:37
  SPEAKER_01: Basically, probably yeah, I play a lot of paddle, yeah.
• 37:40
  SPEAKER_01: Um, paddle, golf.
• 37:41
  SPEAKER_01: I attempt to play golf, football, still play for a football team out here.
• 37:45
  SPEAKER_01: So I try to keep fit.
• 37:46
  SPEAKER_01: You can basically do what you're doing in the UK, but out here.
• 37:49
  SPEAKER_01: Uh it's a bit tougher in the summer when it when it gets to 50 degrees, but but it's still doable.
• 37:54
  SPEAKER_01: Love it.
• 37:55
  SPEAKER_00: Well, listen, thank you so much for sharing your financial plan of life on the international stage and also in the UK.
• 38:00
  SPEAKER_00: Sounds like you're killing it.
• 38:02
  SPEAKER_00: I'm really interested about the US.
• 38:03
  SPEAKER_00: I'm gonna be definitely leaning into you to pick your brain further as I personally expand uh into that space.
• 38:10
  SPEAKER_00: But listen, thanks for sharing your financial plan of life.
• 38:12
  SPEAKER_00: My pleasure.
• 38:13
  SPEAKER_00: All the best.
• 38:13
  SPEAKER_00: Cheers, Sam.