7 - What Is REAL Financial Planning?

and now it's taken for granted that Ireland paved the way they are there and it will do that and and so credit to them. Let's all hope they maintain this form into the World Cup because I want to

disease. It's not getting any better. He's He's fading rapidly but it was real spine tingling stuff with the flower of Scotland and everything else. Merryfield cambiemos Liam asked him Twickenham, but when when it's going it's properly going and that was I just thought what a what a great advert for sport that there's these this series has been

Give us your two minute feedback on this year's hum, my friend.

great show. So far from about 150 feedbacks, I asked the main question zero to 10. How do you rate the conference? We're at 8.5 out of 10. And the average speaker score is just below eight at 10. So some solid numbers, come back in, got some good feedback, tried a couple of different slots, fireside chats. Me Kevin Duran, Alan Smith, Nick Taylor. So we're going to tweak that format. I think the timings were were good. The venue was good. The networking was good. So yeah, all in all, in all, a

positive outcome. And Nick, you smoked spoke and Alan, you were on a fireside chat. Car was still. Anyway, you had the next year important family occasion to attend to. So yeah, it was fantastic. Really. Almost the next year, I think next year is going to be on the 10th of November this year was the ninth next year is going to be the 10th. Yeah, when looking forward to doing it again,

out. And to I like I really liked that you're tweaking it a small bit, because I think that's the challenge for any event like this is to, you know, keep refreshing and freshening things up. And I think you've done that. And I think it was a massive success. So well done. Congratulations. Thank you.

Obviously there's there's students studying, they're doing all this sort of Business and Economics degrees and so on and MBAs but anyway, it was a fantastic location. And it was a fantastic conference. Actually, I actually went two days for this. The dimensional are an interesting organization, they'll be well known to many of our listeners and viewers, but maybe not. Maybe not to

everyone. What I particularly like about them and the conferences they do the kind of I'm looking at the the agenda there was practically nothing you don't forget there, the fund manager on the they're an asset management business with nearly a trillion dollars of assets. But almost nothing was talked about funds and portfolios and

investments. It was you know everything but what they do really well as an organization is the identify what the key challenges are for their clients and their clients or advisors, you can't get access to their funds direct to consumer or it's very, very difficult to do so understand. The core business is to support clients identify the key issues and challenges

they've got. So the agenda was full of things like how would you demonstrate value to clients, they talked about pricing strategies, they talked about a two page marketing plan. Really, really interesting, useful takeaways, you know, handouts and, and the last thing I would say there was a gentleman there called Cameron Passmore who's the the head of a Canadian advisory business who are just like, my new best mate. Shout out to Cameron Pasmore because guess what, he also runs

a podcast. It's a little bit more successful than his one. He runs a podcast called Rational reminder he gets I think 40 50,000 downloads per episode. It's a big deal. Big thing I've listened to a couple of episodes I'm going to dip in a bit more but he was fantastic he was very very generous with his time and he's you know, he shared a lot and he did put a lot of his success down to their content

creation. But you know brought a billion dollars of new assets last year alone a lot of it's down to the podcast and the whole quarter content system that they put together so he was he was excellent and I think dimensional do that. Well, they bring in people who have shit who have enjoyed success, who were very generous with their time and sharing all the sort of ideas and insights with the rest of us are mics in the room so it was two days really really well spent for me

Everybody was there. All the grandkids were there bar, one of my girls had a very important football match. So unfortunately, she couldn't go and she won't weld on rich. But we went to an Italian restaurant had a just a wonderful time, took loads of brilliant pictures. We did a lot of impromptu speeches, my dad did, obviously his one first and then we all kind of stood up and some of the grandkids stood up. And

it was just magical. And I just thought, you know, this is what this is what life is all about. These important moments, these making memories for ourselves. And we went back to my sister's house afterwards. And just, it just was, you know, and I know I was texting you guys after maybe a few gin and tonics too many and just saying this is, this is amazing stuff. And this is what this is, you know, this is why

we do what we do. And this is why, you know, as parents, we work so hard to do stuff for our kids, and all of that kind of stuff. And I know we've spoken about, you know, the makeup of portfolios, and bonds and equities and all that. And obviously, the financial part of financial planning has to be done. But real financial planning for me is about creating the life that you want to live and living your best life. And for me, you know, that was a moment in time. I know my

dad absolutely loved it. And my mom absolutely loved it, I got one of my favorite photos of all time of my dad and my mom walking up the street, from the restaurant to we were going to jump in the car and go back to my sister's and it was just just amazing. And you know, sometimes I can and I'm sure you guys can and everybody else listening in and watching in, we kind of you know you you lose the emphasis we should be putting on the journey and sometimes think about destinations a little bit

too much. And I think it's a really valuable lesson for us all when we're, you know, active in doing financial plans for our clients to make sure that we're not looking, when you're looking at investments and stuff. You're looking to the long term all the time. And we're asking everybody to look to the long term, but equally as important are, you know what's happening now and

living your best life? And I think it goes back to you know, the famous quote that Alan says I didn't come up with but you know, if you don't have a plan for your life, and you know, when you're asked how much money you need, the answer is going to be more and that my friends is not a good place to be. And so they that was deeply, deeply impactful for me that that particular day right And it made me sit down and go, Okay, I'm going to actually plan some more of these days with the people I

want to spend my time with. On the following Monday, then I know you guys had the passing of your queen fairly recently, and there was an outpouring of grief there. But our Uncrowned queen in Ireland is a lady called Vicki feeling an absolutely inspiration lady. And on the Monday after my dad's birthday, Vicki passed away, Vicki was 48 years of age. I appreciate the audience outside of Ireland won't know exactly who she is.

But look, Google it, if you if you want to find out an inspiration person, she was the same age as me. She was from Kenya originally and came to Limerick. So story very similar to mine, although she has achieved so much more in her short life than I ever will. But it is it just goes to show it is a short life. And it can be such a short life. And I just I just came back. So invigorated after my dad's birthday. And then I heard the news about Vicki and I just went, you know what, like

life is for living? And we, you know, have, we have the opportunity to have a real meaningful and deep impact on all of our clients. And I'm sure you know, and I think maybe it'd be great today to share some stories from you guys as to the impact that you have had on some of your clients. And, you know, it's just to make sure that you don't take the focus off real financial planning for me, is focusing on helping people use their resources to live their very best life and to do exactly

what they want to do. And I'm not sure I think it was Alan asked the question. I actually can't remember, was it on a podcast, Alan are on Twitter, you know, what's your definition of wealth of real wealth. And, you know, I started our future you conference by saying that, you know, it's real, the definition of real wealth is doing what you want, when you

want with whom you want. And, you know, you can, you should sit down and think about that, I think really clearly, and evolve that statement for yourself, you know, and it's sometimes I will admit, carrying my my unbelievably sporty kids to this event. And that event I do, might not be in the greatest form of all time. And I tell you, with renewed vigor, I'm going to attend all of these, I do attend all of these matches

all the time. But I went to the Ireland Australia match on Saturday night in Dublin and stayed over in Dublin. And one of my daughters had a match miles away from that. And, you know, I traveled I went to that game, right? Not feeling the very best, but that made me feel good. And I can tell you that made her feel good. So that was me, you know, living it out, saying, you know, I'm doing what I want to do living my best life and spending time with the

people I love. So I just thought it'd be a good thing to do. Could we share some stories as to you know, what our own definitions of real financial planning so maybe Nick, you might you might pick that one up? promare

involved. And I didn't come up with a cripple back and I kind of I was there for it anyway. And I know that to him that makes

just made it up. Now it's true. So yeah, thanks, Carl for that, yeah. One point you make on those people who say how much and they always say more, they can't be helped. And they these people are you know that people accumulate money for its own sake. The that's a really dark place to be in because they're never going to have enough. Whereas we try and work with people who want to have a plan right? And then the plan is there yes about finances and gathering assets for the

clients. But those assets are purpose linked right their financial assets that underpin people's life goals, and that's what financial planning is about. It's not about accumulating stuff. It's about making sure you've got enough when you need it to do those things to you. They're important to you and your family in your life and that satisfy your values. And I think that's what financial planning is about. I've got a very simple, relatively simple story. I've got a client I've been working

with since 2014. I mean, a lovely guy are skilled guys and artists and he, he works with his hands. He's got a real he's, he basically repairs brass woodwind instruments for orchestras. And it's a dying breed, what he does oboe, clarinet, saxophone, that kind of stuff. And he's renowned is brilliant at doing that, and he's rubbish with money. He's the kind of person who will be taken for a ride by less scrupulous advisors. I worked

with him since 2014. He inherited a I'd had an awful pension with a company that Alan and Andy you know, I won't mention them here. But all the normal stuff, it was a SIP about 30 lines of stock and stuff on his on his sip, obscure stuff and loads of duplicate duplication, over complicated, expensive duplication, duplicate side of duplication and make an occasion to duplicate what it was that bad, it was duplicated.

Anyway, now he's remarried. And he's always had a love and passion for France and for Brittany, the region of Brittany especially. And with his new wife, he is looking to sell his place in Edgware. And buy a place in Brittany now four years earlier than then would have otherwise been the case he's 71. Now not 75. And you know what he's got enough to do that. I'm just helping him to cash his ICER I'm helping him take some tax free cash from his pension.

So he's got enough money to clear the mortgage, he still got a quite a big mortgage that's going to be repaid, he's gonna go to Brittany, he's living his life. He's doing things that satisfy him, we'll be living near his daughter who lives in

Brittany. And I know that he wouldn't have done any of this without and I'm not picking me up is what we do as a profession, he wouldn't have done this without me on his shoulder the last eight years, just keeping him out of the crap, not letting them get sold

to buy the shocks. Giving him value for money with his portfolio that, you know, for the last eight years has delivered a significantly greater return than the portfolio he was in because I put him into assets generate a significantly greater return. Right? I took him out of the surety bonds, and I put him into mainly equities, and he's going off shortly to live his life in Britain. I'm not sure actually whether I can help him at that

point. Because it's a bit complicated when clients go abroad to France what you can and cannot do. So I'm kind of navigating that nudge nudge? Yeah. So there you go. There's an example of someone who's living his life has brought forward his dreams, and it's happening, I don't think he would have done it without one, someone like me, or one of you guys are on one of the Trappists who who get what we do the real financial advisors doing what we do, and it's all basic stuff.

But you do the basics, that's like, it's the foundation like if you want to build a lovely house, you've got to have a bloody good foundation. And the bloody good foundation is a financial plan. Plain vanila products, low cost transparent, and always being ruthlessly honest with your clients. And saying, if you want this, you've got to do this. There is no shortcut. I will get you there. And that's, that's my that's my, that's my I suppose it works.

I'm doing it right now for this guy, I'm helping him access his pension and so forth. And, and I'm chuckling because he's lovely, is absolutely lovely. But he's the kind of person who would get who will get fleeced

or cook kangaroos. He's got like most people we deal with this stuff all the time and we're immersed in it right and we know it all the nudges and behavioral stuff most people out there I just pray for that for the scum for the scam that exist out there they still do exist out there in our role is to try and shield these people that we like from them. So that's that's my story and the Elena wave you got something to add.

clients, family. I'm often I think I'm quite blessed being born in London and being in a business that sort of pays quite well. So I obviously hang around in some some nice places. So I often am with people and just say, you know, these are the moments we need to enjoy. Even I've had a couple of tough years. Anyway, so yeah.

of the same. It's all kind of independence, freedom, deciding, you know, what you do, where you spend your time, who you spend your time with. And what's apparent is I was really, you know, quite touched, and you were you to keep in touch with us during your your dad's 80th birthday. Because I mean, my old man was at a couple of years

ago, and I was at his. And, you know, really, when someone gets to 80, you know, that, that there might not be too many of those big birth, these men are 90th 100, hopefully, but you never know. And so it's a it's a reflective period, it's great to have your family around. And there's any amount of research and evidence that says when you talk about money, what gives us meaning and value is experiences more than things, you and your family car will remember that

for the rest of your lives. That that day that weekend, for sure. If you'd gone and bought yourself a whatever, a car or something else fancy you'd have enjoyed it for a day or a week or a month, but you'd have been frustrated with it as time went on. So I think that's one of the key things. When people build wealth or come into wealth. They think What should I do now? Do I buyer to buy a fancy car? Do I buy a holiday home to buy

something else? And often the answer is and this is where a lot of the work that we should be doing it is coaching and the answer may well be it may be to buy you know some a toy or a fancy thing that may be but you know that the pleasure is fleeting? That's that's that's evidence based that's factual, based on tons and tons of research. I'll share you're talking about specific client stories. This theory goes Thank you

you want to do? How do you want to you should spend that you want to travel? You want to do anything. She would also know I'm not so sure about that. And I'm getting older. I'm not sure we're on travel too far. And I kept pushing the point of signature because this was just accumulating more and more wealth as years went by. And because of my understanding that experiences are important, and she did like to have a holidays

and so on. And she told me she said, Do you know what she said there's a place in Patagonia, Argentina, which is Welsh speaking, she said 100 and something years ago, I never heard this 100 something years ago, when all the kind of the mining I think tin mining it was sort of dried up in Wales. A bunch of kind of pioneering exploring Welsh people. I've been told that there's, you know, the, the hills are paved with gold in this part of the

world, Patagonia, Argentina. So they went out there, and it creates a retirement created a community. And to this day, they still speak Welsh, and they participate all the Welsh activities and support the Welsh rugby, and they dress and some traditional Welsh, Scotland. And she said to me, you know, I've always wanted to go there, because she's, she's a fluent Welsh speaker, this client lives in London, our speaker, she said, I want to go there. And I said, Well, why don't you Oh,

it's too far to go. And it's very expensive. And so long story short, I encouraged her and she said, Oh, but it's my back is a long journey on an aeroplane. I said, we'll just go business class, you can have, you know, flatbed and, or couldn't, it's really expensive. And we just demonstrated that it would make not a jot of difference in her lifetime plan. And she's and I encouraged and I said to her, right, let's she was nodding there all right place and I said, Do you have a

travel agent? Do you use somebody? She said, Well, I do. I usually use this person on the high street where I live and the book my local holidays, I said, do me something. Promise me that you'll go and see that travel agent today as she goes, Okay. I will. So hold her accountable. called her a week later, did you do it yet? He said, I booked it. Long story short, a year later, she comes back comes into the office shows me all the photographs. She traveled out there, she had the time of her

life. And by some sheer coincidence, get this, the Welsh rugby team were visiting that village. That weekend that she was there. It was unbelievable. She was just welling up sharing with tears of joy, this experience. And she got she then got the travel bug, she then the following year went to Machu Picchu and various other places. Eventually I'd say calm down a bit. You're the money money's not gonna last forever. You can't afford our fees and

And then he goes on to list four points about bond funds. I think I shared it with you the other guys. This, to me is obviously a red flag. This is not your biggest financial concern at the moment. I suppose it might be. But it's not the real concern. But yeah, when clients aren't, so things like that,

That's a red flag. So this is the latest crypto thing to go belly up. It's it's the biggest thing. I think in the crypto world to go belly up. It's just an absolute mess. The guy was a sociopathic liar. And like all of these people he projected and the more I go through life, the more people that extolled, how virtuous they are, all the time, are the ones you've got to stay well clear. This guy was telling the world he was a vegan, he gives a monkey's what the guy eats, you know, this altruistic

thing that he had. It's just looking back because I don't get involved in crypto, I've no, I've got no interest in it. And things like this kind of affirm to date my judgment and having very little interest in it. But apparently, this guy was giving so many red flags even gave an interview recently, in which you said yeah, we do all this work stuff just to get the right people happy. And he sat there chuckling as he said that he and of course it's gone horribly wrong. Lots of people have lost

a lot of money. There was a Larry David I mean, Alan and myself a big Curb Your Enthusiasm fans, there was a Larry David advert for this that came out in February, I think in which Larry plays his own caricatures themselves. So he goes to all these events in history where someone shows him the wheel, and it goes, it's not gonna work. And then this caveman was showing me how fire works with sponsors, that's not going to take off and then we'll never get to the moon. It's too

far. He's just basically Pooh poohing every great idea. And Larry with it with this FTX thing, and he goes, Yeah, they're not gonna work. And it was a joke is it's gonna work because it's a great idea. Turns out loud, Larry was right. The funny thing is, wasn't the not funny thing that on YouTube, that advert from February has

got over 11 million views. And you got to think a good proportion of there's 11 million views or X number of million, not investors, but speculators in this fund who have lost all of their money. It's an outright for all this guy. Bank when fried bank, when freed, he donated the normal an enormous amount of money to the

Democrats. And you know, there's a question there about should this money come out back, you know, was it illegally, it has ramifications, as ever linking with my story to my client who was it was a bit of a financial, he's naive financially, who this guy is going to Brisbane. Keeping those kind of people away from this kind of crowd is a lot of what we do. And yeah, so I'm not happy. This has happened. But part of me is thinking, thank God, you know, the none of my clients were

involved with this. And this whole bubble around crypto and non fungible tokens. They were all the rage 12 months ago now. Give them away,

sort of stuff. If you read some of the stories, or the stories that are coming out now about this particular, you know, debacle, and you've got huge venture capital companies in Silicon Valley, let's Sequoia Capital who were just full of the smartest people on the planet, they dropped $200 million into him as a seed sort

of investment. And you think cry, what due diligence, this whole thing is just very symptomatic of our old friend, Warren Buffett, who is famous thing you know, everyone sees who's who's swimming naked when the tide goes out. Because it's tough when you got even a decade plus a decade plus of zero interest rate, you were able to raise capital at practically zero interest rates and borrow money and invest in things and so they just billions of dollars swishing around looking for a

home. And we have this sort of zoom call where this nutcase based on the Bahamas, is he offshore, so I will just check a couple of 100 million now you and the list of really smart on on Facebook FOMO threw money at this

was, I don't understand it. And I don't think I'm pretty financially literate. And I just could not get my head around it right. And it was like, so if I don't understand it, I'm never ever going to try and talk to anybody else about it. And when you see all of the stories that are coming through on it, it's like, Oh, my God, this is this is absolutely crazy stuff. One of the things that that's fascinating is that the guy gone

in as the head of FTX. Now to try and save the company or to, to give money back to the buddy can try and find is John Ray, the third, John Ray, the third said that I'm reading this. He's never seen such a complete failure of corporate controls. The interesting thing about John Ray and Ron Yeah, he's the he's the guy who went into to solve the Enron debacle. Right? So

this. And history doesn't repeat itself but it does rhyme and this is so just closing on this remember the long term capital management hedge fund that imploded in 1998 all these bright boffins you know PhD to the roof and back to the ceiling and back and they got it wrong and listen, it's just everything comes down for that the only history you don't know is this the history don't know its history don't know I'm paraphrasing badly Harry Truman there but there's nothing new in

the world sorry, apart from history you don't yet know. And I think

coming through. So let's go straight into Aaron gunning him who's on Twitter as at at Aaron gunning, a bunch of gibbons in a recent hours and a recent episode, you all seem to agree you don't like the traditional risk profiling methods and the asset allocation model portfolio theory system for creating portfolios and goes on I'm interested in this and I wonder if you can take this topic one step further and explain what you do in order to match a client with an investment and what those

portfolios might look like under the hood, full stop. Excellent use of a period there. Thank you, Aaron. I can now breathe in again. Thank you. Fantastic podcast. Thank you. Hello. So I'll have a quick stab at this and then we'll pass it around. One thing that led out to me from your question was what you do in order to match a client with an investment can't be done cannot be done, you cannot match a client with an investment they are two different things cannot

be done. There is no science to it, you cannot crack it, what you manage what you match a client with is their financial plan, right? And even that's going to be a bit hit and miss. But it's art more than site geometric client with their financial plan a corporation that goes and then the financial plan will determine the investment. That's the end of my story. That's it. No no financial plan, no portfolio, the financial plan determines the investment not the client.

And not some shitty mumbo jumbo question there. Gents. Anything to add to that?

equities in it. If I lift up the bonnet, which is what I think Aaron said, my 100% Maven invest 100 portfolio, which is 100% global equities is split between 50% You know, just a world Allocation Fund, then about 15% in an emerging market fund. And then about 35% in a targeted Value Fund. So my tilts are global mainstream equities versus emerging markets, and then small and value companies against large and growth companies. And I think that's going to be the returns that are

more than sufficient. And that's that's it under the bonnet. Really. Carl,

now. And if you do pack up your, or fill your portfolio with asset classes that are likely to underperform over the long term versus other asset classes, but they are very common as safer or certainly, usually less volatile, that it has

consequences. And so all these nice things about you can, you know, travel the world and do and move to France on this, we might not be able to that this is this issue, you demonstrate that you run some numbers, you run some projections, and you say, let's have a discussion, because the bottom line here, and I must say you nailed it, Andrew, is the portfolio that you end up with is the one that you'll stick to through thick and thin,

very interesting. It's very weird that we have a business or profession and industry that the professionals underperform the amateurs doesn't happen in table tennis doesn't happen in you know, cooking, they don't happen in any other realm, like the pros beat the amateurs. Right? So that presumably is a compliance function, because ag the direct to consumer model, yeah, so people, young people are not going through a kind of

risk profile. And I think as professionals, we need to say we do want to get returns for our clients. You know, wealth is freedom, freedom is opportunity. There's probably lots of clients out there that are in their 70s that are somewhat struggling at the moment because they were put in a crappy portfolio 20 years ago, was a client that's put into a great portfolio 20 years ago now has more wealth now has more freedom now has more opportunity. And I think it's a disservice that we don't create

wealth. We are in the wealth creation business, obviously, we want it the client Sleep Well sleep well at night, the financial plan is paramount. The other thing I'd like to say, what do you have any idea what percentage of advised portfolios range between 60 and 80%? global equities? What percentage of advised portfolios sit between 60 and 80%? global equities? I would hazard a guess of probably

about 80% of pull. I was gonna say I'd say 80% of advised client portfolios are between the range of 60% Global Well, that's I guess, I guess we don't know. That's our guess. Oh my God, have we overcomplicated to get to that answer. How overcomplicated? Have we made that question that leads to that answer if the answer is arranged between 60 and 80%, global equities? Oh my god, we're massively overcomplicated the process to get to that answer, I believe,

doing work with them? As someone who has little social proof at the moment? Am I better trying to catch flies with honey, and be ready for an opportunity that comes cold? I'm flying that balmy you?

whatever, right? So for me, it's an add on, I disagree on this, right. But for me, it's going to the opening of an envelope and I really do think that that is so important. And you know, you're only going to find out who are the people in terms of professional advisors that you want to work with, but also that want to work with you and you're probably in the realm of you got to get these people to want to work with you, as opposed to

picking and choosing. So I think, you know, putting yourself into the places that these people Bill are hanging out in would be a great way of getting involved in that. Building the social proof, you know that that just unfortunately takes time. And that does go back to maybe Alan's point about creating the content and all of that kind of stuff. And, and, you know, just to reiterate, my thoughts on this is, it's, it's bloody hard work at the start, there's no point in saying otherwise, it is

just graft, right? Getting out there. What do not and this will be Ireland's point, I think, but do not underestimate the power of building the content from the word go. So, you know, spend a little bit of time doing the content, but you're only going to find the social proof when you've done the work. So, you know, there is no, there's no magic potion here. It's, it's get out there, you know, you got

to get meeting people. And as I always say, to the mattes team here, you know, you're not going to meet people from behind your computer. So yeah, you got to spend a bit of time doing the content. But you've got to get out there. And you got to meet people. Just

engagement. But if you're doing kind of blindly, you're showing up, I mean, I've spent years just you know, having so called Coffee, meeting speculative coffee meetings with accountants that came to nothing, and everyone knows in the right places, so be good to know, you, and so on. So I think you have to be a bit more tactical. And I think there is a, there's a magical email that you send, I think accountants are the best

place to start. And I'm assuming that Joshua has got a you know, some clients or within his firm, there are some clients and I think it's a really underused opportunity, which is if you've got an existing clients, a lot of them will have an increasingly with more people being caught by higher tax relief. Now we'll have accountants themselves that they found found under their own

steam. If you send an email, you identify who the accountant is, and you, you send an email to them and an email title is we have a mutual client. We have a mutual client, that letter that email gets opened for sure. And and you offer to have to have a meeting and then if you have with the clients permission, of course you eight you're able to show show your work. You say, here's the financial plan that we built for our mutual client,

this is the work we do. Even if I've had this even if the accountant has got an in house IFA usually look at that and go, Wow, I hadn't seen this before. Because we're caught on we assume that everyone does this. Everyone does this detailed, comprehensive plans. Most people, most firms and most advisor firms don't. So that's the way identify accountants who your clients already work with, with the clients permission, say, it makes sense for us to have a joined up conversation.

Yep, get in touch with them, show your work to that and just request permission to stay in touch. That's all you're looking to do at that stage and drop them an email once a month with some interesting ideas.

for every solution. They might mindset litigation and avoid risks. Solicitors sorry Sakina as solicitors have this mindset where they their job is to make sure their clients don't put their foot in this they're very risk averse and I find them hard but I find accountants are easier and get accountants to do this show them the cash flow show the cash flow model on themselves or your whatever don't mention product just show them the grass. They love it. They love it. If they're any

good. Sorry Andy we can say something

know a plumber? Do you know a lawyer do you know a they don't say Do you know the best? So you've just got to get to the point where if someone says Do you know a financial advisor then you come to mind they're not looking for Do you know the best financial advisor is the you know a

say is brilliant. It's just so, so good. The words and the language are actually all the things we've talked about today about what is real, real financial planning. He talks about how people you know, human beings love complexity had been a Bitcoin and all that sort of stuff, if this is what and you know, some simplicity words, he talks about the value of experience, it is just full of nuggets of wisdom and gold, and

I'm a big supporter of it. And if you hadn't read it, go out and download it or buy it or listen to it. I think it's fantastic. Brilliant, brilliant.

you're interested in. And, you know, link it to the to the person that was successful and finding out about their backstories. And one of the great things, you know, that you'll you'll you'll find out. And look, we all know this, but people you know, people have impostor syndrome. We spoke about it before and you know, talking to Jonny Wilkinson about, you know, how did he you know, become so successful. And yeah, we're not going to talk

about that Nick, by the way. But anyway, I would highly recommend the high performance podcast. It's really really good.

Citymapper. It's one of these travel apps that helps you get around cities. I think it's the most reliable. It's very good for walking, which Google Maps isn't so great for. But the one thing I love city mapper for I've traveled from Houston to offer junction since the mid 1980s, and Euston your stand on this great big concourse, you're looking up at the plat the board telling you what when you're what platform your trains going from don't and it's not just about the trains about two

minutes away from Euston. They tell you what platform you're on and everybody on this concourse then funnels down to get on the

train. And you know, I'm a gentleman most ways but you get to the you're elbowing old ladies out the way there's a woman with a pram, you're kicking that over, you don't care about the crying baby you're elbowing to get to the front so you get your seat with Citymapper it tells you the platform that the plate the trains coming in on so you look at that, and you just you just sidle off and you go down the platform and they're less useful and there are 10 or so other city mappers that we will look

at each other. You know, we have this little thing. Pinch each other's bottom. Now sometimes that doesn't get that doesn't always work. They're just on the right platform for some other reason that can have legal ramifications. I'm not suggesting you do that. But it's just a brilliant way if you want to get your seat on a train on the right podcast Citymapper there is a free version and a

paid version. I have the paid version because it helps when you walk in but that's that's my culture corner Tip of the Week.

value from it. The next episode we're going to focus on probably one key subject which which Mr. Hart has raised, how other how other professionals ifas used to become successful so coaches, accountants, professional advisors, etc. What do we use to help raise our game which will be a good subject matter? And then I think after that we might have a whole episode devoted to answering your questions because we are aware they are backing up

in the trapeze spreadsheet. And that might be quite good just as just to go through a series of those. So leave a review on iTunes six out of five stars like and subscribe on YouTube so we can get to 1000 followers and then we can just flog relentless advertising at you. Okay, that's called