{"version":"1.0.0","segments":[{"speaker":"Unknown","startTime":7.41,"endTime":12.42,"body":"Welcome to The Real"},{"speaker":"Unknown","startTime":7.41,"endTime":12.42,"body":"advisor podcast, t r a p twerp"},{"speaker":"Unknown","startTime":12.81,"endTime":16.05,"body":"please follow us and join in the"},{"speaker":"Unknown","startTime":12.81,"endTime":16.05,"body":"conversation on Twitter at"},{"speaker":"Unknown","startTime":16.05,"endTime":19.77,"body":"advisor podcast where you can"},{"speaker":"Unknown","startTime":16.05,"endTime":19.77,"body":"suggest ideas and themes you'd"},{"speaker":"Unknown","startTime":19.77,"endTime":23.22,"body":"like the truck team to discuss."},{"speaker":"Unknown","startTime":19.77,"endTime":23.22,"body":"Also remember to like and"},{"speaker":"Unknown","startTime":23.22,"endTime":26.88,"body":"subscribe to our YouTube channel"},{"speaker":"Unknown","startTime":23.22,"endTime":26.88,"body":"and leave a six out of five star"},{"speaker":"Unknown","startTime":26.88,"endTime":30.84,"body":"review on iTunes. Doing all this"},{"speaker":"Unknown","startTime":26.88,"endTime":30.84,"body":"really really helps us which"},{"speaker":"Unknown","startTime":30.84,"endTime":34.32,"body":"means we can do more to help"},{"speaker":"Unknown","startTime":30.84,"endTime":34.32,"body":"you. Now let's head over to the"},{"speaker":"Unknown","startTime":34.32,"endTime":36.6,"body":"studio for the latest pilot"},{"speaker":"Unknown","startTime":34.32,"endTime":36.6,"body":"track"},{"speaker":"Nick Lincoln","startTime":41.79,"endTime":44.37,"body":"yes indeed, dear"},{"speaker":"Nick Lincoln","startTime":41.79,"endTime":44.37,"body":"TRAPPIST, welcome back to the"},{"speaker":"Nick Lincoln","startTime":44.37,"endTime":49.02,"body":"latest part of trap the real"},{"speaker":"Nick Lincoln","startTime":44.37,"endTime":49.02,"body":"advisor podcast T AR AP. My name"},{"speaker":"Nick Lincoln","startTime":49.02,"endTime":51.84,"body":"is Nick Lincoln and joining me"},{"speaker":"Nick Lincoln","startTime":49.02,"endTime":51.84,"body":"as ever in the digital studio of"},{"speaker":"Nick Lincoln","startTime":51.84,"endTime":54.18,"body":"doom are the three other"},{"speaker":"Nick Lincoln","startTime":51.84,"endTime":54.18,"body":"horsemen of the apocalypse the"},{"speaker":"Nick Lincoln","startTime":54.18,"endTime":59.04,"body":"trap pack, Allen Smith, Andy"},{"speaker":"Nick Lincoln","startTime":54.18,"endTime":59.04,"body":"Hart and Carl widger. Now"},{"speaker":"Nick Lincoln","startTime":59.04,"endTime":62.13,"body":"gentleman, this is going out?"},{"speaker":"Nick Lincoln","startTime":59.04,"endTime":62.13,"body":"Well, Chris, just before"},{"speaker":"Nick Lincoln","startTime":62.13,"endTime":65.73,"body":"Christmas Eve is right in that"},{"speaker":"Nick Lincoln","startTime":62.13,"endTime":65.73,"body":"Christmas, that Christmas period"},{"speaker":"Nick Lincoln","startTime":65.73,"endTime":68.49,"body":"now where families are already"},{"speaker":"Nick Lincoln","startTime":65.73,"endTime":68.49,"body":"thinking about killing each"},{"speaker":"Nick Lincoln","startTime":68.49,"endTime":72.45,"body":"other. And all the joy that"},{"speaker":"Nick Lincoln","startTime":68.49,"endTime":72.45,"body":"comes with that. And we've got a"},{"speaker":"Nick Lincoln","startTime":72.45,"endTime":74.79,"body":"Christmas special for our dear"},{"speaker":"Nick Lincoln","startTime":72.45,"endTime":74.79,"body":"listeners of our dear Trappists."},{"speaker":"Nick Lincoln","startTime":75.0,"endTime":77.73,"body":"Today we were very conscious"},{"speaker":"Nick Lincoln","startTime":75.0,"endTime":77.73,"body":"that over that we've had great"},{"speaker":"Nick Lincoln","startTime":77.73,"endTime":80.37,"body":"fun with with with. We're"},{"speaker":"Nick Lincoln","startTime":77.73,"endTime":80.37,"body":"trapped. We're now to episode"},{"speaker":"Nick Lincoln","startTime":80.37,"endTime":82.77,"body":"nine. The response has been"},{"speaker":"Nick Lincoln","startTime":80.37,"endTime":82.77,"body":"brilliant. And we've had loads"},{"speaker":"Nick Lincoln","startTime":82.77,"endTime":84.99,"body":"of people firing in questions"},{"speaker":"Nick Lincoln","startTime":82.77,"endTime":84.99,"body":"and given that this show is"},{"speaker":"Nick Lincoln","startTime":84.99,"endTime":89.1,"body":"always a show for you by you and"},{"speaker":"Nick Lincoln","startTime":84.99,"endTime":89.1,"body":"shaped by you as much as it's"},{"speaker":"Nick Lincoln","startTime":89.1,"endTime":91.02,"body":"shaped by us. I think it's time"},{"speaker":"Nick Lincoln","startTime":89.1,"endTime":91.02,"body":"that we get those questions the"},{"speaker":"Nick Lincoln","startTime":91.02,"endTime":94.29,"body":"time they deserve. So without"},{"speaker":"Nick Lincoln","startTime":91.02,"endTime":94.29,"body":"any further ado, with our"},{"speaker":"Nick Lincoln","startTime":94.29,"endTime":97.08,"body":"Christmas Special, we are going"},{"speaker":"Nick Lincoln","startTime":94.29,"endTime":97.08,"body":"to launch straight in to"},{"speaker":"Nick Lincoln","startTime":97.08,"endTime":101.1,"body":"answering some questions from"},{"speaker":"Nick Lincoln","startTime":97.08,"endTime":101.1,"body":"our beloved trap audience and"},{"speaker":"Nick Lincoln","startTime":101.1,"endTime":107.37,"body":"the first one is from Matt"},{"speaker":"Nick Lincoln","startTime":101.1,"endTime":107.37,"body":"Aitchison, who's on Twitter as"},{"speaker":"Nick Lincoln","startTime":107.7,"endTime":111.24,"body":"at Matt underscore ages and and"},{"speaker":"Nick Lincoln","startTime":107.7,"endTime":111.24,"body":"one of the one of the good guys"},{"speaker":"Nick Lincoln","startTime":111.24,"endTime":113.22,"body":"I know, Matt, I think some of us"},{"speaker":"Nick Lincoln","startTime":111.24,"endTime":113.22,"body":"in the group would know Matt, if"},{"speaker":"Nick Lincoln","startTime":113.22,"endTime":116.19,"body":"not all of us. Matt says I'd be"},{"speaker":"Nick Lincoln","startTime":113.22,"endTime":116.19,"body":"interested in the TRAPPIST view"},{"speaker":"Nick Lincoln","startTime":116.22,"endTime":118.86,"body":"on an excellent annual service"},{"speaker":"Nick Lincoln","startTime":116.22,"endTime":118.86,"body":"schedule that delivers value to"},{"speaker":"Nick Lincoln","startTime":118.86,"endTime":122.94,"body":"clients linked to that the ideal"},{"speaker":"Nick Lincoln","startTime":118.86,"endTime":122.94,"body":"team structure, either staff or"},{"speaker":"Nick Lincoln","startTime":122.94,"endTime":125.76,"body":"outsource source to deliver that"},{"speaker":"Nick Lincoln","startTime":122.94,"endTime":125.76,"body":"service. Well, we'll I'll have a"},{"speaker":"Nick Lincoln","startTime":125.76,"endTime":129.21,"body":"first stab at this. If I read"},{"speaker":"Nick Lincoln","startTime":125.76,"endTime":129.21,"body":"your question, right, Matt, I"},{"speaker":"Nick Lincoln","startTime":129.21,"endTime":132.36,"body":"think you're asking, How do you"},{"speaker":"Nick Lincoln","startTime":129.21,"endTime":132.36,"body":"do the annual service? Is it"},{"speaker":"Nick Lincoln","startTime":132.36,"endTime":135.72,"body":"plan is that is there? Is there"},{"speaker":"Nick Lincoln","startTime":132.36,"endTime":135.72,"body":"a process behind it. And if you"},{"speaker":"Nick Lincoln","startTime":135.72,"endTime":138.54,"body":"are asking that I can tell you"},{"speaker":"Nick Lincoln","startTime":135.72,"endTime":138.54,"body":"that mine, my clients all get"},{"speaker":"Nick Lincoln","startTime":138.54,"endTime":141.66,"body":"the same annual planning"},{"speaker":"Nick Lincoln","startTime":138.54,"endTime":141.66,"body":"service, it's I'm very, very"},{"speaker":"Nick Lincoln","startTime":141.66,"endTime":146.1,"body":"much about a process driven."},{"speaker":"Nick Lincoln","startTime":141.66,"endTime":146.1,"body":"Business, every client gets the"},{"speaker":"Nick Lincoln","startTime":146.1,"endTime":148.02,"body":"same touch points throughout the"},{"speaker":"Nick Lincoln","startTime":146.1,"endTime":148.02,"body":"year in terms of the annual"},{"speaker":"Nick Lincoln","startTime":148.02,"endTime":151.92,"body":"planning process, they get an"},{"speaker":"Nick Lincoln","startTime":148.02,"endTime":151.92,"body":"email from me with my calendar,"},{"speaker":"Nick Lincoln","startTime":151.92,"endTime":156.03,"body":"so they can book the time in on"},{"speaker":"Nick Lincoln","startTime":151.92,"endTime":156.03,"body":"Calendly. And then they get"},{"speaker":"Nick Lincoln","startTime":156.12,"endTime":158.91,"body":"another email a week later"},{"speaker":"Nick Lincoln","startTime":156.12,"endTime":158.91,"body":"saying I need the homework from"},{"speaker":"Nick Lincoln","startTime":158.91,"endTime":161.13,"body":"you know, you booked this"},{"speaker":"Nick Lincoln","startTime":158.91,"endTime":161.13,"body":"meeting in I then chase them a"},{"speaker":"Nick Lincoln","startTime":161.13,"endTime":163.59,"body":"week later. And the homework"},{"speaker":"Nick Lincoln","startTime":161.13,"endTime":163.59,"body":"questions are the same for all"},{"speaker":"Nick Lincoln","startTime":163.59,"endTime":166.71,"body":"of my clients because we know"},{"speaker":"Nick Lincoln","startTime":163.59,"endTime":166.71,"body":"stuff about their portfolio"},{"speaker":"Nick Lincoln","startTime":166.71,"endTime":169.26,"body":"values and pensions and ISIS and"},{"speaker":"Nick Lincoln","startTime":166.71,"endTime":169.26,"body":"that kind of stuff. But there's"},{"speaker":"Nick Lincoln","startTime":169.26,"endTime":170.79,"body":"loads of stuff going on the"},{"speaker":"Nick Lincoln","startTime":169.26,"endTime":170.79,"body":"background that we don't know,"},{"speaker":"Nick Lincoln","startTime":170.79,"endTime":174.81,"body":"right? salaries, bonuses,"},{"speaker":"Nick Lincoln","startTime":170.79,"endTime":174.81,"body":"mortgages, savings. And I also"},{"speaker":"Nick Lincoln","startTime":174.81,"endTime":177.3,"body":"send out a soft questionnaire"},{"speaker":"Nick Lincoln","startTime":174.81,"endTime":177.3,"body":"which just asked Okay, over the"},{"speaker":"Nick Lincoln","startTime":177.3,"endTime":178.95,"body":"last year, what have you"},{"speaker":"Nick Lincoln","startTime":177.3,"endTime":178.95,"body":"experienced has been what's been"},{"speaker":"Nick Lincoln","startTime":178.95,"endTime":180.54,"body":"really good this year that you"},{"speaker":"Nick Lincoln","startTime":178.95,"endTime":180.54,"body":"weren't expecting what's been"},{"speaker":"Nick Lincoln","startTime":180.54,"endTime":182.7,"body":"not so good. Are there any"},{"speaker":"Nick Lincoln","startTime":180.54,"endTime":182.7,"body":"concerns you have with the"},{"speaker":"Nick Lincoln","startTime":182.7,"endTime":185.28,"body":"relationship you have with any"},{"speaker":"Nick Lincoln","startTime":182.7,"endTime":185.28,"body":"of your, your professional"},{"speaker":"Nick Lincoln","startTime":185.31,"endTime":187.26,"body":"connections such as myself and"},{"speaker":"Nick Lincoln","startTime":185.31,"endTime":187.26,"body":"your accounts and that kind of"},{"speaker":"Nick Lincoln","startTime":187.26,"endTime":189.81,"body":"stuff. And I get that back in"},{"speaker":"Nick Lincoln","startTime":187.26,"endTime":189.81,"body":"and if the clients don't get it"},{"speaker":"Nick Lincoln","startTime":189.81,"endTime":191.34,"body":"back, and we don't have the"},{"speaker":"Nick Lincoln","startTime":189.81,"endTime":191.34,"body":"annual planning meeting, they"},{"speaker":"Nick Lincoln","startTime":191.34,"endTime":194.16,"body":"generally get it back. And I try"},{"speaker":"Nick Lincoln","startTime":191.34,"endTime":194.16,"body":"and make it as easy as possible."},{"speaker":"Nick Lincoln","startTime":194.49,"endTime":196.95,"body":"When that comes back in, we"},{"speaker":"Nick Lincoln","startTime":194.49,"endTime":196.95,"body":"prepare the lifetime cash flow"},{"speaker":"Nick Lincoln","startTime":196.95,"endTime":199.98,"body":"forecast or update it. And then"},{"speaker":"Nick Lincoln","startTime":196.95,"endTime":199.98,"body":"we do the meeting, the meeting"},{"speaker":"Nick Lincoln","startTime":199.98,"endTime":203.82,"body":"is done. I send the clients a"},{"speaker":"Nick Lincoln","startTime":199.98,"endTime":203.82,"body":"link to a dropbox folder. In the"},{"speaker":"Nick Lincoln","startTime":203.82,"endTime":206.1,"body":"Dropbox folder is everything"},{"speaker":"Nick Lincoln","startTime":203.82,"endTime":206.1,"body":"they've sent to me prior to the"},{"speaker":"Nick Lincoln","startTime":206.1,"endTime":208.8,"body":"meeting all their homework, all"},{"speaker":"Nick Lincoln","startTime":206.1,"endTime":208.8,"body":"the emails around the meeting,"},{"speaker":"Nick Lincoln","startTime":208.92,"endTime":211.59,"body":"and a copy of the audio and the"},{"speaker":"Nick Lincoln","startTime":208.92,"endTime":211.59,"body":"visual from the meeting and"},{"speaker":"Nick Lincoln","startTime":211.62,"endTime":216.84,"body":"transcript. Ultra transparent"},{"speaker":"Nick Lincoln","startTime":211.62,"endTime":216.84,"body":"right i i want that in 20 years"},{"speaker":"Nick Lincoln","startTime":216.84,"endTime":219.69,"body":"time I got with each of my"},{"speaker":"Nick Lincoln","startTime":216.84,"endTime":219.69,"body":"clients a 20 year history of"},{"speaker":"Nick Lincoln","startTime":219.69,"endTime":221.58,"body":"every interaction I've had with"},{"speaker":"Nick Lincoln","startTime":219.69,"endTime":221.58,"body":"them through the annual planning"},{"speaker":"Nick Lincoln","startTime":221.58,"endTime":226.41,"body":"meetings all recorded. No,"},{"speaker":"Nick Lincoln","startTime":221.58,"endTime":226.41,"body":"nothing evasive. It's just bang,"},{"speaker":"Nick Lincoln","startTime":226.41,"endTime":230.34,"body":"there it is transparency. And"},{"speaker":"Nick Lincoln","startTime":226.41,"endTime":230.34,"body":"that's my process. And that's"},{"speaker":"Nick Lincoln","startTime":230.34,"endTime":232.38,"body":"that's what I stick to unless"},{"speaker":"Nick Lincoln","startTime":230.34,"endTime":232.38,"body":"you guys have got something to"},{"speaker":"Nick Lincoln","startTime":232.38,"endTime":234.66,"body":"add to that he did ask them to"},{"speaker":"Nick Lincoln","startTime":232.38,"endTime":234.66,"body":"that the ideal team structure. I"},{"speaker":"Nick Lincoln","startTime":234.66,"endTime":237.15,"body":"can't really talk about that."},{"speaker":"Nick Lincoln","startTime":234.66,"endTime":237.15,"body":"Maybe you want if somebody wants"},{"speaker":"Nick Lincoln","startTime":237.21,"endTime":239.31,"body":"to talk about the ideal team"},{"speaker":"Nick Lincoln","startTime":237.21,"endTime":239.31,"body":"structure. I don't Yeah,"},{"speaker":"Alan Smith","startTime":239.34,"endTime":243.78,"body":"I I can jump in just"},{"speaker":"Alan Smith","startTime":239.34,"endTime":243.78,"body":"quickly on that. And what's"},{"speaker":"Alan Smith","startTime":243.78,"endTime":248.19,"body":"interesting, Nick is yours is a"},{"speaker":"Alan Smith","startTime":243.78,"endTime":248.19,"body":"very simple process, you know,"},{"speaker":"Alan Smith","startTime":248.19,"endTime":252.15,"body":"simple wins. And I think if more"},{"speaker":"Alan Smith","startTime":248.19,"endTime":252.15,"body":"and more I hear other people"},{"speaker":"Alan Smith","startTime":252.15,"endTime":255.84,"body":"talking about it, and some"},{"speaker":"Alan Smith","startTime":252.15,"endTime":255.84,"body":"people like to complicate things"},{"speaker":"Alan Smith","startTime":255.87,"endTime":258.75,"body":"and make it more just have a lot"},{"speaker":"Alan Smith","startTime":255.87,"endTime":258.75,"body":"more moving parts, usually just"},{"speaker":"Alan Smith","startTime":258.75,"endTime":261.54,"body":"very simple, repeatable,"},{"speaker":"Alan Smith","startTime":258.75,"endTime":261.54,"body":"scalable, you could do that for"},{"speaker":"Alan Smith","startTime":261.54,"endTime":264.06,"body":"X number of clients. So I think"},{"speaker":"Alan Smith","startTime":261.54,"endTime":264.06,"body":"you answered that perfectly"},{"speaker":"Alan Smith","startTime":264.06,"endTime":267.93,"body":"well. I think I learned"},{"speaker":"Alan Smith","startTime":264.06,"endTime":267.93,"body":"something from it. Okay, that's"},{"speaker":"Alan Smith","startTime":267.93,"endTime":274.32,"body":"another girl on the team. We've"},{"speaker":"Alan Smith","startTime":267.93,"endTime":274.32,"body":"tried different methods, not"},{"speaker":"Alan Smith","startTime":274.32,"endTime":278.88,"body":"sure what Matt's setup is. We've"},{"speaker":"Alan Smith","startTime":274.32,"endTime":278.88,"body":"adopted I think Carl does the"},{"speaker":"Alan Smith","startTime":278.88,"endTime":282.21,"body":"same what we call a pod pod"},{"speaker":"Alan Smith","startTime":278.88,"endTime":282.21,"body":"model. We have a lead financial"},{"speaker":"Alan Smith","startTime":282.21,"endTime":287.58,"body":"planner, we have what we call an"},{"speaker":"Alan Smith","startTime":282.21,"endTime":287.58,"body":"associate, which in other name"},{"speaker":"Alan Smith","startTime":287.61,"endTime":290.88,"body":"is a paraplanner. And we have an"},{"speaker":"Alan Smith","startTime":287.61,"endTime":290.88,"body":"administrator and that is a unit"},{"speaker":"Alan Smith","startTime":290.88,"endTime":293.01,"body":"that as a team that does"},{"speaker":"Alan Smith","startTime":290.88,"endTime":293.01,"body":"everything right that looks"},{"speaker":"Alan Smith","startTime":293.01,"endTime":297.69,"body":"after a book of business and a"},{"speaker":"Alan Smith","startTime":293.01,"endTime":297.69,"body":"number of clients. That model is"},{"speaker":"Alan Smith","startTime":297.72,"endTime":300.15,"body":"infinitely scalable. You can"},{"speaker":"Alan Smith","startTime":297.72,"endTime":300.15,"body":"event any number of pods She"},{"speaker":"Alan Smith","startTime":300.15,"endTime":302.55,"body":"wants in your business. But as a"},{"speaker":"Alan Smith","startTime":300.15,"endTime":302.55,"body":"sort of self contained in our"},{"speaker":"Alan Smith","startTime":302.55,"endTime":304.53,"body":"business, they kind of run their"},{"speaker":"Alan Smith","startTime":302.55,"endTime":304.53,"body":"own p\u0026l, they know the"},{"speaker":"Alan Smith","startTime":304.53,"endTime":307.41,"body":"profitability. They know what"},{"speaker":"Alan Smith","startTime":304.53,"endTime":307.41,"body":"they're supposed to do know how"},{"speaker":"Alan Smith","startTime":307.41,"endTime":309.96,"body":"to grow their own pod, they"},{"speaker":"Alan Smith","startTime":307.41,"endTime":309.96,"body":"write their own bit business"},{"speaker":"Alan Smith","startTime":309.96,"endTime":313.41,"body":"plan. And then we've got Central"},{"speaker":"Alan Smith","startTime":309.96,"endTime":313.41,"body":"Services, which is operational"},{"speaker":"Alan Smith","startTime":313.41,"endTime":315.51,"body":"stuff about running the office,"},{"speaker":"Alan Smith","startTime":313.41,"endTime":315.51,"body":"keeping the whole thing kick"},{"speaker":"Alan Smith","startTime":315.51,"endTime":320.28,"body":"ticking over and marketing. And"},{"speaker":"Alan Smith","startTime":315.51,"endTime":320.28,"body":"then me doing whatever I do. So"},{"speaker":"Alan Smith","startTime":320.46,"endTime":324.69,"body":"that's our model, basically, a"},{"speaker":"Alan Smith","startTime":320.46,"endTime":324.69,"body":"unit of three to deliver the"},{"speaker":"Alan Smith","startTime":324.69,"endTime":327.66,"body":"work both the, you know, the"},{"speaker":"Alan Smith","startTime":324.69,"endTime":327.66,"body":"preparation, the planning"},{"speaker":"Alan Smith","startTime":327.66,"endTime":329.64,"body":"meetings and onboarding new"},{"speaker":"Alan Smith","startTime":327.66,"endTime":329.64,"body":"clients."},{"speaker":"Nick Lincoln","startTime":330.029,"endTime":335.639,"body":"Okay, that's"},{"speaker":"Nick Lincoln","startTime":330.029,"endTime":335.639,"body":"great. Good, okay, quick, then"},{"speaker":"Nick Lincoln","startTime":335.669,"endTime":336.419,"body":"far away, go,"},{"speaker":"Andy Hart","startTime":336.449,"endTime":338.639,"body":"I was just gonna say"},{"speaker":"Andy Hart","startTime":336.449,"endTime":338.639,"body":"I run the same pod, but"},{"speaker":"Andy Hart","startTime":338.639,"endTime":341.939,"body":"outsource. So it's me outsource"},{"speaker":"Andy Hart","startTime":338.639,"endTime":341.939,"body":"paraplanner outsource admin, and"},{"speaker":"Andy Hart","startTime":341.939,"endTime":344.519,"body":"it works very well. But the same"},{"speaker":"Andy Hart","startTime":341.939,"endTime":344.519,"body":"pod structure, as Alan"},{"speaker":"Andy Hart","startTime":344.549,"endTime":348.059,"body":"mentioned, I say to my staff,"},{"speaker":"Andy Hart","startTime":344.549,"endTime":348.059,"body":"I'm the main point of contact,"},{"speaker":"Andy Hart","startTime":348.059,"endTime":350.699,"body":"every job comes through me, I"},{"speaker":"Andy Hart","startTime":348.059,"endTime":350.699,"body":"then allocate it out and then"},{"speaker":"Andy Hart","startTime":350.699,"endTime":353.249,"body":"come back to you with an answer."},{"speaker":"Andy Hart","startTime":350.699,"endTime":353.249,"body":"I know other firms run on a"},{"speaker":"Andy Hart","startTime":353.249,"endTime":358.829,"body":"different type of system. But"},{"speaker":"Andy Hart","startTime":353.249,"endTime":358.829,"body":"yeah, I prefer the professionals"},{"speaker":"Andy Hart","startTime":358.829,"endTime":360.239,"body":"I use next. Okay,"},{"speaker":"Nick Lincoln","startTime":360.57,"endTime":362.7,"body":"next question was"},{"speaker":"Nick Lincoln","startTime":360.57,"endTime":362.7,"body":"from Dan Weston, who's a good"},{"speaker":"Nick Lincoln","startTime":362.73,"endTime":366.27,"body":"friend of the of the trap pack"},{"speaker":"Nick Lincoln","startTime":362.73,"endTime":366.27,"body":"Daniel questions about fees. We"},{"speaker":"Nick Lincoln","startTime":366.27,"endTime":368.94,"body":"will be answering that in a"},{"speaker":"Nick Lincoln","startTime":366.27,"endTime":368.94,"body":"future question in a future"},{"speaker":"Nick Lincoln","startTime":368.94,"endTime":372.51,"body":"episode in 2023. So we're not"},{"speaker":"Nick Lincoln","startTime":368.94,"endTime":372.51,"body":"ignoring you. But we will come"},{"speaker":"Nick Lincoln","startTime":372.51,"endTime":375.75,"body":"on to that. The next question is"},{"speaker":"Nick Lincoln","startTime":372.51,"endTime":375.75,"body":"from Matt Tunbridge at Matt,"},{"speaker":"Nick Lincoln","startTime":375.78,"endTime":378.66,"body":"underscore tumblers, a great"},{"speaker":"Nick Lincoln","startTime":375.78,"endTime":378.66,"body":"podcast, especially the sound"},{"speaker":"Nick Lincoln","startTime":378.66,"endTime":381.15,"body":"effects. Can you discuss risk"},{"speaker":"Nick Lincoln","startTime":378.66,"endTime":381.15,"body":"profiling, perhaps how to create"},{"speaker":"Nick Lincoln","startTime":381.15,"endTime":384.09,"body":"one that works, or at least how"},{"speaker":"Nick Lincoln","startTime":381.15,"endTime":384.09,"body":"to get better results from them?"},{"speaker":"Nick Lincoln","startTime":384.12,"endTime":386.01,"body":"Again, I'm conscious, I'm"},{"speaker":"Nick Lincoln","startTime":384.12,"endTime":386.01,"body":"answering these first few ones"},{"speaker":"Nick Lincoln","startTime":386.01,"endTime":388.11,"body":"the other guys will chip in, or"},{"speaker":"Nick Lincoln","startTime":386.01,"endTime":388.11,"body":"you can't really create one that"},{"speaker":"Nick Lincoln","startTime":388.11,"endTime":391.47,"body":"works. I have a risk profiling"},{"speaker":"Nick Lincoln","startTime":388.11,"endTime":391.47,"body":"mumbo jumbo questionnaire to"},{"speaker":"Nick Lincoln","startTime":391.47,"endTime":394.59,"body":"flush out the weirdos. And it"},{"speaker":"Nick Lincoln","startTime":391.47,"endTime":394.59,"body":"works in that sense. But if you"},{"speaker":"Nick Lincoln","startTime":394.59,"endTime":396.54,"body":"think if you think a series of"},{"speaker":"Nick Lincoln","startTime":394.59,"endTime":396.54,"body":"questions that people don't"},{"speaker":"Nick Lincoln","startTime":396.54,"endTime":399.27,"body":"understand, and don't have to"},{"speaker":"Nick Lincoln","startTime":396.54,"endTime":399.27,"body":"answer, it's going to work ever."},{"speaker":"Nick Lincoln","startTime":399.57,"endTime":403.65,"body":"It's not. Again, it's the big"},{"speaker":"Nick Lincoln","startTime":399.57,"endTime":403.65,"body":"thing. Risk is how you frame"},{"speaker":"Nick Lincoln","startTime":403.65,"endTime":406.47,"body":"risk. The most adventurous fund"},{"speaker":"Nick Lincoln","startTime":403.65,"endTime":406.47,"body":"is not adventurous, it's the"},{"speaker":"Nick Lincoln","startTime":406.47,"endTime":409.32,"body":"safest fund over 30 years, the"},{"speaker":"Nick Lincoln","startTime":406.47,"endTime":409.32,"body":"biggest risk to you is having"},{"speaker":"Nick Lincoln","startTime":409.32,"endTime":412.59,"body":"your cash destroyed by"},{"speaker":"Nick Lincoln","startTime":409.32,"endTime":412.59,"body":"inflation. But nobody else"},{"speaker":"Nick Lincoln","startTime":412.59,"endTime":416.16,"body":"outside of the people who enjoy"},{"speaker":"Nick Lincoln","startTime":412.59,"endTime":416.16,"body":"this podcast really talk like"},{"speaker":"Nick Lincoln","startTime":416.16,"endTime":419.7,"body":"that. So risk questionnaires."},{"speaker":"Nick Lincoln","startTime":416.16,"endTime":419.7,"body":"Just have a few questions to"},{"speaker":"Nick Lincoln","startTime":419.7,"endTime":421.38,"body":"make sure you're not dealing"},{"speaker":"Nick Lincoln","startTime":419.7,"endTime":421.38,"body":"with a complete, you know,"},{"speaker":"Nick Lincoln","startTime":421.38,"endTime":425.01,"body":"innumerate lunatic. No, that's"},{"speaker":"Nick Lincoln","startTime":421.38,"endTime":425.01,"body":"that's their only purpose."},{"speaker":"Nick Lincoln","startTime":425.01,"endTime":428.58,"body":"Anyone else got anything to add"},{"speaker":"Nick Lincoln","startTime":425.01,"endTime":428.58,"body":"to that? If you're not quick,"},{"speaker":"Nick Lincoln","startTime":428.61,"endTime":431.28,"body":"we're going to move on. That's"},{"speaker":"Nick Lincoln","startTime":428.61,"endTime":431.28,"body":"lovely. Thank you very much."},{"speaker":"Nick Lincoln","startTime":432.99,"endTime":435.12,"body":"Right les Conway again, I'll"},{"speaker":"Nick Lincoln","startTime":432.99,"endTime":435.12,"body":"deal with this. Can we have a"},{"speaker":"Nick Lincoln","startTime":435.12,"endTime":438.18,"body":"guest he says let's call me He's"},{"speaker":"Nick Lincoln","startTime":435.12,"endTime":438.18,"body":"on Twitter as essentially limit"},{"speaker":"Nick Lincoln","startTime":438.21,"endTime":440.79,"body":"ATM essentially limited. Perhaps"},{"speaker":"Nick Lincoln","startTime":438.21,"endTime":440.79,"body":"every four six episodes"},{"speaker":"Nick Lincoln","startTime":440.79,"endTime":443.1,"body":"introduced a guest for you to"},{"speaker":"Nick Lincoln","startTime":440.79,"endTime":443.1,"body":"quiz challenge on both inside"},{"speaker":"Nick Lincoln","startTime":443.1,"endTime":446.43,"body":"and outside the advice world."},{"speaker":"Nick Lincoln","startTime":443.1,"endTime":446.43,"body":"Maybe we will do less in the"},{"speaker":"Nick Lincoln","startTime":446.43,"endTime":448.38,"body":"future. But to be honest, it's"},{"speaker":"Nick Lincoln","startTime":446.43,"endTime":448.38,"body":"like herding cats getting the"},{"speaker":"Nick Lincoln","startTime":448.38,"endTime":451.41,"body":"four of us together and not"},{"speaker":"Nick Lincoln","startTime":448.38,"endTime":451.41,"body":"killing each other. What we"},{"speaker":"Nick Lincoln","startTime":451.41,"endTime":454.14,"body":"might do at some stage God"},{"speaker":"Nick Lincoln","startTime":451.41,"endTime":454.14,"body":"forbid we'll have a live trap"},{"speaker":"Nick Lincoln","startTime":454.14,"endTime":456.81,"body":"event. I think that'd be really"},{"speaker":"Nick Lincoln","startTime":454.14,"endTime":456.81,"body":"good. And then maybe we'll have"},{"speaker":"Nick Lincoln","startTime":456.81,"endTime":459.51,"body":"some interaction with them with"},{"speaker":"Nick Lincoln","startTime":456.81,"endTime":459.51,"body":"other human beings who like who"},{"speaker":"Nick Lincoln","startTime":459.51,"endTime":462.54,"body":"liked the show. We'll do it that"},{"speaker":"Nick Lincoln","startTime":459.51,"endTime":462.54,"body":"way. Okay with that, guys, okay."},{"speaker":"Nick Lincoln","startTime":462.57,"endTime":467.97,"body":"No one is a no one is yet"},{"speaker":"Nick Lincoln","startTime":462.57,"endTime":467.97,"body":"killing me. Then ourselves a L"},{"speaker":"Nick Lincoln","startTime":467.97,"endTime":471.42,"body":"V. S who's on Twitter as at"},{"speaker":"Nick Lincoln","startTime":467.97,"endTime":471.42,"body":"Benjamin Al's 10 What is the"},{"speaker":"Nick Lincoln","startTime":471.42,"endTime":473.61,"body":"maximum number of clients you"},{"speaker":"Nick Lincoln","startTime":471.42,"endTime":473.61,"body":"think a financial planner should"},{"speaker":"Nick Lincoln","startTime":473.61,"endTime":477.24,"body":"be able to have to be able to"},{"speaker":"Nick Lincoln","startTime":473.61,"endTime":477.24,"body":"deliver proper financial"},{"speaker":"Nick Lincoln","startTime":478.11,"endTime":481.2,"body":"planning interesting yet at your"},{"speaker":"Nick Lincoln","startTime":478.11,"endTime":481.2,"body":"at your super conference, Andy"},{"speaker":"Nick Lincoln","startTime":481.2,"endTime":484.35,"body":"hum. Recently, Melissa Kingston,"},{"speaker":"Nick Lincoln","startTime":481.2,"endTime":484.35,"body":"she gave a talk, didn't she? And"},{"speaker":"Nick Lincoln","startTime":484.35,"endTime":488.46,"body":"she said that the research"},{"speaker":"Nick Lincoln","startTime":484.35,"endTime":488.46,"body":"indicates that to have rich"},{"speaker":"Nick Lincoln","startTime":488.52,"endTime":490.68,"body":"connections with people, the"},{"speaker":"Nick Lincoln","startTime":488.52,"endTime":490.68,"body":"human brain can accommodate"},{"speaker":"Nick Lincoln","startTime":490.68,"endTime":494.25,"body":"about 150 of those links. And"},{"speaker":"Nick Lincoln","startTime":490.68,"endTime":494.25,"body":"that includes friends and"},{"speaker":"Nick Lincoln","startTime":494.25,"endTime":496.68,"body":"family. And whatever's left"},{"speaker":"Nick Lincoln","startTime":494.25,"endTime":496.68,"body":"over. If you really want to have"},{"speaker":"Nick Lincoln","startTime":496.68,"endTime":499.41,"body":"a good relationship with your"},{"speaker":"Nick Lincoln","startTime":496.68,"endTime":499.41,"body":"clients, you can only allocate"},{"speaker":"Nick Lincoln","startTime":499.41,"endTime":503.61,"body":"so much bandwidth to them. So I"},{"speaker":"Nick Lincoln","startTime":499.41,"endTime":503.61,"body":"made the joke. Well, I can I"},{"speaker":"Nick Lincoln","startTime":503.61,"endTime":505.59,"body":"can, I haven't got any friends"},{"speaker":"Nick Lincoln","startTime":503.61,"endTime":505.59,"body":"and I don't have any friends and"},{"speaker":"Nick Lincoln","startTime":505.59,"endTime":508.92,"body":"family don't return my calls. So"},{"speaker":"Nick Lincoln","startTime":505.59,"endTime":508.92,"body":"I've got 150 links that I can"},{"speaker":"Nick Lincoln","startTime":508.92,"endTime":513.15,"body":"use, I think 150 clients now"},{"speaker":"Nick Lincoln","startTime":508.92,"endTime":513.15,"body":"with Zoom, I think you can do a"},{"speaker":"Nick Lincoln","startTime":513.15,"endTime":515.73,"body":"really good job. If you end if"},{"speaker":"Nick Lincoln","startTime":513.15,"endTime":515.73,"body":"you punch them into sort of five"},{"speaker":"Nick Lincoln","startTime":515.73,"endTime":520.44,"body":"planning meetings a week, that's"},{"speaker":"Nick Lincoln","startTime":515.73,"endTime":520.44,"body":"30 weeks, 22 weeks off, work out"},{"speaker":"Nick Lincoln","startTime":520.44,"endTime":523.62,"body":"what your turnover needs to be."},{"speaker":"Nick Lincoln","startTime":520.44,"endTime":523.62,"body":"I think you could do 150 clients"},{"speaker":"Nick Lincoln","startTime":523.62,"endTime":526.68,"body":"using technology using it as a"},{"speaker":"Nick Lincoln","startTime":523.62,"endTime":526.68,"body":"zoom based financial planning"},{"speaker":"Nick Lincoln","startTime":526.68,"endTime":528.75,"body":"practice. Does anybody else have"},{"speaker":"Nick Lincoln","startTime":526.68,"endTime":528.75,"body":"anything to add to that one?"},{"speaker":"Andy Hart","startTime":529.35,"endTime":532.74,"body":"150 client families,"},{"speaker":"Andy Hart","startTime":529.35,"endTime":532.74,"body":"Nick? Yeah. Okay."},{"speaker":"Alan Smith","startTime":533.82,"endTime":535.62,"body":"Yeah, cold call."},{"speaker":"Alan Smith","startTime":533.82,"endTime":535.62,"body":"What do you think that number is"},{"speaker":"Alan Smith","startTime":535.62,"endTime":540.48,"body":"high way high for me? I think"},{"speaker":"Alan Smith","startTime":535.62,"endTime":540.48,"body":"it's doable. But the question"},{"speaker":"Alan Smith","startTime":540.48,"endTime":543.54,"body":"was more about having deep,"},{"speaker":"Alan Smith","startTime":540.48,"endTime":543.54,"body":"rich, meaningful business"},{"speaker":"Alan Smith","startTime":543.54,"endTime":545.31,"body":"relationships with your clients"},{"speaker":"Alan Smith","startTime":543.54,"endTime":545.31,"body":"in your families?"},{"speaker":"Nick Lincoln","startTime":546.69,"endTime":550.92,"body":"Yeah, I think 120"},{"speaker":"Nick Lincoln","startTime":546.69,"endTime":550.92,"body":"Maybe sorry. Cago."},{"speaker":"Carl Widger","startTime":551.34,"endTime":554.34,"body":"I'll be honest, I"},{"speaker":"Carl Widger","startTime":551.34,"endTime":554.34,"body":"think at the outset, I would"},{"speaker":"Carl Widger","startTime":554.34,"endTime":560.1,"body":"have geared myself towards way"},{"speaker":"Carl Widger","startTime":554.34,"endTime":560.1,"body":"more because the, the asset size"},{"speaker":"Carl Widger","startTime":560.1,"endTime":563.34,"body":"was much smaller. But as the"},{"speaker":"Carl Widger","startTime":560.1,"endTime":563.34,"body":"business has developed, I think"},{"speaker":"Carl Widger","startTime":563.37,"endTime":569.1,"body":"150 is absolute top I think if"},{"speaker":"Carl Widger","startTime":563.37,"endTime":569.1,"body":"you could get you know, 100"},{"speaker":"Carl Widger","startTime":569.1,"endTime":573.63,"body":"families that should be a goal"},{"speaker":"Carl Widger","startTime":569.1,"endTime":573.63,"body":"for everybody. But you know,"},{"speaker":"Carl Widger","startTime":573.66,"endTime":577.65,"body":"those commercial realities"},{"speaker":"Carl Widger","startTime":573.66,"endTime":577.65,"body":"volunteer guys. So, you know, I"},{"speaker":"Carl Widger","startTime":577.65,"endTime":582.12,"body":"would see that most firms are"},{"speaker":"Carl Widger","startTime":577.65,"endTime":582.12,"body":"probably gearing towards 150"},{"speaker":"Carl Widger","startTime":582.78,"endTime":587.58,"body":"ideal scenario 100 100 with you"},{"speaker":"Carl Widger","startTime":582.78,"endTime":587.58,"body":"know, reasonably sized asset"},{"speaker":"Carl Widger","startTime":587.58,"endTime":589.77,"body":"values that will be absolutely"},{"speaker":"Carl Widger","startTime":587.58,"endTime":589.77,"body":"ideal."},{"speaker":"Alan Smith","startTime":589.8,"endTime":592.2,"body":"Yes, interesting,"},{"speaker":"Alan Smith","startTime":589.8,"endTime":592.2,"body":"isn't it because there's no"},{"speaker":"Alan Smith","startTime":592.2,"endTime":595.83,"body":"doubt about it with more wealth."},{"speaker":"Alan Smith","startTime":592.2,"endTime":595.83,"body":"It's not linear, but with more"},{"speaker":"Alan Smith","startTime":595.83,"endTime":598.17,"body":"wealth tends to come more"},{"speaker":"Alan Smith","startTime":595.83,"endTime":598.17,"body":"complexity. We've got some"},{"speaker":"Alan Smith","startTime":598.17,"endTime":601.02,"body":"clients with significant wealth"},{"speaker":"Alan Smith","startTime":598.17,"endTime":601.02,"body":"and There's no way that you"},{"speaker":"Alan Smith","startTime":601.02,"endTime":603.18,"body":"know, one annual planning"},{"speaker":"Alan Smith","startTime":601.02,"endTime":603.18,"body":"meeting would suffice. There's"},{"speaker":"Alan Smith","startTime":603.18,"endTime":606.0,"body":"so many things going on. There's"},{"speaker":"Alan Smith","startTime":603.18,"endTime":606.0,"body":"a lot of activity during you. So"},{"speaker":"Alan Smith","startTime":606.36,"endTime":610.2,"body":"it's perhaps a conversation for"},{"speaker":"Alan Smith","startTime":606.36,"endTime":610.2,"body":"a deeper dive. Next year is"},{"speaker":"Alan Smith","startTime":610.2,"endTime":612.99,"body":"about what's the sweet spot for"},{"speaker":"Alan Smith","startTime":610.2,"endTime":612.99,"body":"clients for, you know, for"},{"speaker":"Alan Smith","startTime":612.99,"endTime":616.68,"body":"complexity for time,"},{"speaker":"Alan Smith","startTime":612.99,"endTime":616.68,"body":"profitability, revenue, all"},{"speaker":"Alan Smith","startTime":616.68,"endTime":619.02,"body":"those things? Yeah, the answer"},{"speaker":"Alan Smith","startTime":616.68,"endTime":619.02,"body":"to the question is somewhere"},{"speaker":"Alan Smith","startTime":619.02,"endTime":623.64,"body":"between 80 and 150. is not very"},{"speaker":"Alan Smith","startTime":619.02,"endTime":623.64,"body":"helpful. Yeah, it depends. It"},{"speaker":"Alan Smith","startTime":623.64,"endTime":625.17,"body":"depends, like a piece of string."},{"speaker":"Alan Smith","startTime":623.64,"endTime":625.17,"body":"It depends."},{"speaker":"Carl Widger","startTime":625.77,"endTime":627.33,"body":"I think you've"},{"speaker":"Carl Widger","startTime":625.77,"endTime":627.33,"body":"alluded depends on the maturity"},{"speaker":"Carl Widger","startTime":627.33,"endTime":628.26,"body":"of the business. I think"},{"speaker":"Andy Hart","startTime":628.29,"endTime":631.59,"body":"so. Yep. Yeah, that's"},{"speaker":"Andy Hart","startTime":628.29,"endTime":631.59,"body":"the point. But but also the"},{"speaker":"Andy Hart","startTime":631.62,"endTime":634.68,"body":"client type. If you're dealing"},{"speaker":"Andy Hart","startTime":631.62,"endTime":634.68,"body":"with very high earners in their"},{"speaker":"Andy Hart","startTime":634.68,"endTime":639.3,"body":"40s, it's a little bit easier"},{"speaker":"Andy Hart","startTime":634.68,"endTime":639.3,"body":"than people that are on the"},{"speaker":"Andy Hart","startTime":639.3,"endTime":641.46,"body":"approach to retirement and doing"},{"speaker":"Andy Hart","startTime":639.3,"endTime":641.46,"body":"phasing and stuff. So you're"},{"speaker":"Andy Hart","startTime":641.46,"endTime":644.73,"body":"right. The client demographics"},{"speaker":"Andy Hart","startTime":641.46,"endTime":644.73,"body":"important. And yeah, obviously"},{"speaker":"Andy Hart","startTime":644.73,"endTime":644.91,"body":"the"},{"speaker":"Nick Lincoln","startTime":644.94,"endTime":647.82,"body":"Yeah, I was saying"},{"speaker":"Nick Lincoln","startTime":644.94,"endTime":647.82,"body":"150, just for the absolute"},{"speaker":"Nick Lincoln","startTime":647.88,"endTime":649.89,"body":"outlier of what you could"},{"speaker":"Nick Lincoln","startTime":647.88,"endTime":649.89,"body":"probably do. I mean, I've got"},{"speaker":"Nick Lincoln","startTime":649.89,"endTime":652.68,"body":"about 80 families at the moment,"},{"speaker":"Nick Lincoln","startTime":649.89,"endTime":652.68,"body":"but I think I could definitely"},{"speaker":"Nick Lincoln","startTime":652.68,"endTime":656.28,"body":"get to 100 120. And it, wouldn't"},{"speaker":"Nick Lincoln","startTime":652.68,"endTime":656.28,"body":"you think I would give them a"},{"speaker":"Nick Lincoln","startTime":656.28,"endTime":660.42,"body":"very good personal personal"},{"speaker":"Nick Lincoln","startTime":656.28,"endTime":660.42,"body":"service? Okay, the next question"},{"speaker":"Nick Lincoln","startTime":660.42,"endTime":666.66,"body":"is from Darren McDermott. No,"},{"speaker":"Nick Lincoln","startTime":660.42,"endTime":666.66,"body":"sorry. No, it is it is Darren"},{"speaker":"Nick Lincoln","startTime":666.66,"endTime":668.61,"body":"McDermott. One for Carl to"},{"speaker":"Nick Lincoln","startTime":666.66,"endTime":668.61,"body":"answer, I need to be fully"},{"speaker":"Nick Lincoln","startTime":668.61,"endTime":671.43,"body":"engaged with my clients the best"},{"speaker":"Nick Lincoln","startTime":668.61,"endTime":671.43,"body":"service possible. It's a"},{"speaker":"Nick Lincoln","startTime":671.43,"endTime":673.77,"body":"challenge when a large"},{"speaker":"Nick Lincoln","startTime":671.43,"endTime":673.77,"body":"percentage of my clients are not"},{"speaker":"Nick Lincoln","startTime":673.77,"endTime":676.17,"body":"engaged, and I seem to care more"},{"speaker":"Nick Lincoln","startTime":673.77,"endTime":676.17,"body":"about their investing worth"},{"speaker":"Nick Lincoln","startTime":676.17,"endTime":680.22,"body":"creation and financial plan than"},{"speaker":"Nick Lincoln","startTime":676.17,"endTime":680.22,"body":"they do. Is this normal? And how"},{"speaker":"Nick Lincoln","startTime":680.22,"endTime":682.62,"body":"do you guys remain motivated"},{"speaker":"Nick Lincoln","startTime":680.22,"endTime":682.62,"body":"when the clients are either not"},{"speaker":"Nick Lincoln","startTime":682.62,"endTime":686.13,"body":"engaged or do stupid things?"},{"speaker":"Nick Lincoln","startTime":682.62,"endTime":686.13,"body":"Thanks. And love the pod Darren,"},{"speaker":"Nick Lincoln","startTime":686.13,"endTime":688.44,"body":"who is not on Twitter, Darren"},{"speaker":"Nick Lincoln","startTime":686.13,"endTime":688.44,"body":"McDermott. So Carl have a"},{"speaker":"Nick Lincoln","startTime":688.44,"endTime":689.19,"body":"stomach that my friend"},{"speaker":"Carl Widger","startTime":689.97,"endTime":691.71,"body":"to Isiliye, I was"},{"speaker":"Carl Widger","startTime":689.97,"endTime":691.71,"body":"gonna answer that I did. Yeah,"},{"speaker":"Carl Widger","startTime":691.71,"endTime":697.62,"body":"great. Yeah, I think if you've"},{"speaker":"Carl Widger","startTime":691.71,"endTime":697.62,"body":"transitioned to financial"},{"speaker":"Carl Widger","startTime":697.62,"endTime":700.5,"body":"planning, so if you had, if you"},{"speaker":"Carl Widger","startTime":697.62,"endTime":700.5,"body":"started out in the business like"},{"speaker":"Carl Widger","startTime":700.53,"endTime":702.72,"body":"I did, and you were a product"},{"speaker":"Carl Widger","startTime":700.53,"endTime":702.72,"body":"seller, and then you're"},{"speaker":"Carl Widger","startTime":702.72,"endTime":706.29,"body":"transferring into financial"},{"speaker":"Carl Widger","startTime":702.72,"endTime":706.29,"body":"planning over a period of time,"},{"speaker":"Carl Widger","startTime":706.53,"endTime":710.34,"body":"you're gonna have this problem,"},{"speaker":"Carl Widger","startTime":706.53,"endTime":710.34,"body":"you're gonna have people who are"},{"speaker":"Carl Widger","startTime":710.34,"endTime":712.8,"body":"not necessarily engaged in the"},{"speaker":"Carl Widger","startTime":710.34,"endTime":712.8,"body":"financial planning. So I think"},{"speaker":"Carl Widger","startTime":712.8,"endTime":717.12,"body":"it's much easier to get clients"},{"speaker":"Carl Widger","startTime":712.8,"endTime":717.12,"body":"who are engaged in financial"},{"speaker":"Carl Widger","startTime":717.12,"endTime":720.78,"body":"planning, if that's all you do"},{"speaker":"Carl Widger","startTime":717.12,"endTime":720.78,"body":"at the start at the outset, and"},{"speaker":"Carl Widger","startTime":720.78,"endTime":723.21,"body":"get them used to that. And, you"},{"speaker":"Carl Widger","startTime":720.78,"endTime":723.21,"body":"know, this is a little bit"},{"speaker":"Carl Widger","startTime":723.21,"endTime":726.3,"body":"different than what you might be"},{"speaker":"Carl Widger","startTime":723.21,"endTime":726.3,"body":"used to Mr. Mrs. Client. But"},{"speaker":"Carl Widger","startTime":726.3,"endTime":729.87,"body":"here's what we do. And here's"},{"speaker":"Carl Widger","startTime":726.3,"endTime":729.87,"body":"how we do it. If you do, and,"},{"speaker":"Carl Widger","startTime":729.87,"endTime":733.83,"body":"and I think Darren said in his"},{"speaker":"Carl Widger","startTime":729.87,"endTime":733.83,"body":"question, you know, engaged in"},{"speaker":"Carl Widger","startTime":733.83,"endTime":735.96,"body":"the investment, and then"},{"speaker":"Carl Widger","startTime":733.83,"endTime":735.96,"body":"financial planning, I think,"},{"speaker":"Carl Widger","startTime":735.96,"endTime":740.64,"body":"just flip it down, and focus"},{"speaker":"Carl Widger","startTime":735.96,"endTime":740.64,"body":"only on the financial planning,"},{"speaker":"Carl Widger","startTime":740.82,"endTime":744.99,"body":"because the financial plan"},{"speaker":"Carl Widger","startTime":740.82,"endTime":744.99,"body":"always comes first. And I look"},{"speaker":"Carl Widger","startTime":744.99,"endTime":748.44,"body":"there, I did, I've definitely"},{"speaker":"Carl Widger","startTime":744.99,"endTime":748.44,"body":"issues when we started doing"},{"speaker":"Carl Widger","startTime":748.44,"endTime":751.74,"body":"financial planning, whereby I"},{"speaker":"Carl Widger","startTime":748.44,"endTime":751.74,"body":"was no talking to some existing"},{"speaker":"Carl Widger","startTime":751.74,"endTime":755.07,"body":"clients, where I was telling"},{"speaker":"Carl Widger","startTime":751.74,"endTime":755.07,"body":"them that I knew what pension"},{"speaker":"Carl Widger","startTime":755.07,"endTime":757.8,"body":"funds should be in and all that"},{"speaker":"Carl Widger","startTime":755.07,"endTime":757.8,"body":"kind of stuff. And I saw that I"},{"speaker":"Carl Widger","startTime":757.8,"endTime":760.8,"body":"said, Okay, this is adding no"},{"speaker":"Carl Widger","startTime":757.8,"endTime":760.8,"body":"value. And I actually don't"},{"speaker":"Carl Widger","startTime":760.8,"endTime":763.65,"body":"know, but I suffer from the"},{"speaker":"Carl Widger","startTime":760.8,"endTime":763.65,"body":"brainwashing that a lot of"},{"speaker":"Carl Widger","startTime":763.65,"endTime":768.09,"body":"people suffer from. And that's a"},{"speaker":"Carl Widger","startTime":763.65,"endTime":768.09,"body":"difficult transition. Because"},{"speaker":"Carl Widger","startTime":768.09,"endTime":771.18,"body":"clients, you're changing the"},{"speaker":"Carl Widger","startTime":768.09,"endTime":771.18,"body":"discourse with the client,"},{"speaker":"Carl Widger","startTime":771.54,"endTime":775.02,"body":"you're changing exactly how"},{"speaker":"Carl Widger","startTime":771.54,"endTime":775.02,"body":"you've spoken to them. And I"},{"speaker":"Carl Widger","startTime":775.02,"endTime":779.16,"body":"remember, you know, some long,"},{"speaker":"Carl Widger","startTime":775.02,"endTime":779.16,"body":"long standing clients, looking"},{"speaker":"Carl Widger","startTime":779.16,"endTime":782.34,"body":"at me like a two heads, because"},{"speaker":"Carl Widger","startTime":779.16,"endTime":782.34,"body":"the pensions guy was no talking"},{"speaker":"Carl Widger","startTime":782.34,"endTime":786.69,"body":"about my goals, dreams and"},{"speaker":"Carl Widger","startTime":782.34,"endTime":786.69,"body":"aspirations. And I remember be"},{"speaker":"Carl Widger","startTime":786.69,"endTime":790.14,"body":"mortified, really embarrassed"},{"speaker":"Carl Widger","startTime":786.69,"endTime":790.14,"body":"that I was, you know, and I had"},{"speaker":"Carl Widger","startTime":790.14,"endTime":793.95,"body":"to force myself to do it at the"},{"speaker":"Carl Widger","startTime":790.14,"endTime":793.95,"body":"start. And to stick with it. The"},{"speaker":"Carl Widger","startTime":793.95,"endTime":796.71,"body":"great thing about hermeticism"},{"speaker":"Carl Widger","startTime":793.95,"endTime":796.71,"body":"now is a lot of the people who"},{"speaker":"Carl Widger","startTime":796.71,"endTime":800.28,"body":"work at Metis, Ireland, this is"},{"speaker":"Carl Widger","startTime":796.71,"endTime":800.28,"body":"all they know, and this is just"},{"speaker":"Carl Widger","startTime":800.28,"endTime":802.38,"body":"the absolute standard. And"},{"speaker":"Carl Widger","startTime":800.28,"endTime":802.38,"body":"certainly all of our new"},{"speaker":"Carl Widger","startTime":802.38,"endTime":806.73,"body":"clients, it's financial planning"},{"speaker":"Carl Widger","startTime":802.38,"endTime":806.73,"body":"for us. So look, I would say,"},{"speaker":"Carl Widger","startTime":807.66,"endTime":810.48,"body":"behind me here, stick with the"},{"speaker":"Carl Widger","startTime":807.66,"endTime":810.48,"body":"plan, right? Just just convince"},{"speaker":"Carl Widger","startTime":810.48,"endTime":813.93,"body":"yourself, this is the right way"},{"speaker":"Carl Widger","startTime":810.48,"endTime":813.93,"body":"to go. But do not lead ever with"},{"speaker":"Carl Widger","startTime":813.93,"endTime":817.35,"body":"the investment don't ever lead"},{"speaker":"Carl Widger","startTime":813.93,"endTime":817.35,"body":"with the investment. Now, we"},{"speaker":"Carl Widger","startTime":817.35,"endTime":820.98,"body":"have spoken about people coming"},{"speaker":"Carl Widger","startTime":817.35,"endTime":820.98,"body":"in with pain points. So they"},{"speaker":"Carl Widger","startTime":820.98,"endTime":824.88,"body":"might come in with particular"},{"speaker":"Carl Widger","startTime":820.98,"endTime":824.88,"body":"pain points, respect that. Talk"},{"speaker":"Carl Widger","startTime":824.88,"endTime":829.59,"body":"about that. But then your duty"},{"speaker":"Carl Widger","startTime":824.88,"endTime":829.59,"body":"to be if you want to do real"},{"speaker":"Carl Widger","startTime":829.59,"endTime":834.42,"body":"financial planning is to change"},{"speaker":"Carl Widger","startTime":829.59,"endTime":834.42,"body":"the conversation to goals,"},{"speaker":"Carl Widger","startTime":834.42,"endTime":837.99,"body":"dreams, aspiration, lifestyle,"},{"speaker":"Carl Widger","startTime":834.42,"endTime":837.99,"body":"financial planning, that's where"},{"speaker":"Carl Widger","startTime":838.02,"endTime":839.61,"body":"and how we add value."},{"speaker":"Nick Lincoln","startTime":840.03,"endTime":840.48,"body":"Andy?"},{"speaker":"Andy Hart","startTime":841.83,"endTime":844.38,"body":"I would just say,"},{"speaker":"Andy Hart","startTime":841.83,"endTime":844.38,"body":"yeah, keep doing your work, keep"},{"speaker":"Andy Hart","startTime":844.38,"endTime":846.45,"body":"doing your process. I've had"},{"speaker":"Andy Hart","startTime":844.38,"endTime":846.45,"body":"clients over the years that I"},{"speaker":"Andy Hart","startTime":846.45,"endTime":849.39,"body":"think are less engaged. But"},{"speaker":"Andy Hart","startTime":846.45,"endTime":849.39,"body":"then, you know, in year two,"},{"speaker":"Andy Hart","startTime":849.39,"endTime":851.01,"body":"they're a little bit more"},{"speaker":"Andy Hart","startTime":849.39,"endTime":851.01,"body":"engaged in year three, they're a"},{"speaker":"Andy Hart","startTime":851.01,"endTime":853.53,"body":"little bit more engaged year"},{"speaker":"Andy Hart","startTime":851.01,"endTime":853.53,"body":"four, year five. And sometimes"},{"speaker":"Andy Hart","startTime":853.53,"endTime":856.26,"body":"you'll be surprised how much"},{"speaker":"Andy Hart","startTime":853.53,"endTime":856.26,"body":"they are retaining, even if they"},{"speaker":"Andy Hart","startTime":856.59,"endTime":859.5,"body":"sort of look quite disinterested"},{"speaker":"Andy Hart","startTime":856.59,"endTime":859.5,"body":"in the process. So keep doing"},{"speaker":"Andy Hart","startTime":859.5,"endTime":863.49,"body":"your work. And also is a"},{"speaker":"Andy Hart","startTime":859.5,"endTime":863.49,"body":"business you need to be"},{"speaker":"Andy Hart","startTime":863.49,"endTime":865.68,"body":"commercial. So if you're if"},{"speaker":"Andy Hart","startTime":863.49,"endTime":865.68,"body":"you're getting rewarded"},{"speaker":"Andy Hart","startTime":865.68,"endTime":868.02,"body":"correctly and doing the right"},{"speaker":"Andy Hart","startTime":865.68,"endTime":868.02,"body":"thing and the clients not"},{"speaker":"Andy Hart","startTime":868.02,"endTime":872.01,"body":"engaged, then it is what it is."},{"speaker":"Andy Hart","startTime":868.02,"endTime":872.01,"body":"I still think it's a net value"},{"speaker":"Andy Hart","startTime":872.01,"endTime":873.57,"body":"what you're doing, Alan"},{"speaker":"Alan Smith","startTime":875.52,"endTime":877.23,"body":"I've got a brilliant"},{"speaker":"Alan Smith","startTime":875.52,"endTime":877.23,"body":"story about this, but we don't"},{"speaker":"Alan Smith","startTime":877.23,"endTime":880.11,"body":"have time for stories on this"},{"speaker":"Alan Smith","startTime":877.23,"endTime":880.11,"body":"particular episode or hold on to"},{"speaker":"Alan Smith","startTime":880.11,"endTime":884.85,"body":"next episode. What I would say"},{"speaker":"Alan Smith","startTime":880.11,"endTime":884.85,"body":"was priming helps How do you"},{"speaker":"Alan Smith","startTime":884.85,"endTime":888.33,"body":"prime your prospective clients"},{"speaker":"Alan Smith","startTime":884.85,"endTime":888.33,"body":"to get you to this stuff? I'm a"},{"speaker":"Alan Smith","startTime":888.33,"endTime":892.41,"body":"great believer in giving gifting"},{"speaker":"Alan Smith","startTime":888.33,"endTime":892.41,"body":"things. So books, loads, loads"},{"speaker":"Alan Smith","startTime":892.41,"endTime":895.65,"body":"of books, I would simply say the"},{"speaker":"Alan Smith","startTime":892.41,"endTime":895.65,"body":"famous Paul Thompson book called"},{"speaker":"Alan Smith","startTime":895.68,"endTime":899.25,"body":"enough you send that to a"},{"speaker":"Alan Smith","startTime":895.68,"endTime":899.25,"body":"prospective client hardcopy in"},{"speaker":"Alan Smith","startTime":899.25,"endTime":902.1,"body":"advance or how handed to them at"},{"speaker":"Alan Smith","startTime":899.25,"endTime":902.1,"body":"an early coffee meeting or"},{"speaker":"Alan Smith","startTime":902.1,"endTime":905.07,"body":"something, just say, it will"},{"speaker":"Alan Smith","startTime":902.1,"endTime":905.07,"body":"literally take you two hours to"},{"speaker":"Alan Smith","startTime":905.07,"endTime":907.77,"body":"read it at most get your head"},{"speaker":"Alan Smith","startTime":905.07,"endTime":907.77,"body":"around it, Mr. Mrs. Prospect of"},{"speaker":"Alan Smith","startTime":907.77,"endTime":911.34,"body":"client because this kind of"},{"speaker":"Alan Smith","startTime":907.77,"endTime":911.34,"body":"explains pretty much what we do."},{"speaker":"Alan Smith","startTime":911.58,"endTime":913.95,"body":"If you read that and come to the"},{"speaker":"Alan Smith","startTime":911.58,"endTime":913.95,"body":"end of that reading that book"},{"speaker":"Alan Smith","startTime":913.95,"endTime":916.17,"body":"and say, Oh, this is absolutely"},{"speaker":"Alan Smith","startTime":913.95,"endTime":916.17,"body":"not for me, then there's no"},{"speaker":"Alan Smith","startTime":916.17,"endTime":919.11,"body":"point engaging, because that is"},{"speaker":"Alan Smith","startTime":916.17,"endTime":919.11,"body":"what we do we deliver this"},{"speaker":"Alan Smith","startTime":919.14,"endTime":922.05,"body":"service, which is articulated"},{"speaker":"Alan Smith","startTime":919.14,"endTime":922.05,"body":"through that book. So that can"},{"speaker":"Alan Smith","startTime":922.05,"endTime":923.79,"body":"help. I think we've done that"},{"speaker":"Alan Smith","startTime":922.05,"endTime":923.79,"body":"one, Nick."},{"speaker":"Nick Lincoln","startTime":924.84,"endTime":926.7,"body":"Great stuff. Thank"},{"speaker":"Nick Lincoln","startTime":924.84,"endTime":926.7,"body":"you guys appreciate that. The"},{"speaker":"Nick Lincoln","startTime":926.7,"endTime":929.7,"body":"next question is from Tom"},{"speaker":"Nick Lincoln","startTime":926.7,"endTime":929.7,"body":"Redmayne, who's on Twitter as at"},{"speaker":"Nick Lincoln","startTime":929.85,"endTime":934.53,"body":"Mr. We're at man till Romani."},{"speaker":"Nick Lincoln","startTime":929.85,"endTime":934.53,"body":"And his question is about how"},{"speaker":"Nick Lincoln","startTime":934.53,"endTime":937.68,"body":"you build a client base starting"},{"speaker":"Nick Lincoln","startTime":934.53,"endTime":937.68,"body":"from scratch. How do I do it?"},{"speaker":"Nick Lincoln","startTime":937.95,"endTime":940.32,"body":"What would your advice be to"},{"speaker":"Nick Lincoln","startTime":937.95,"endTime":940.32,"body":"someone in my position today?"},{"speaker":"Nick Lincoln","startTime":940.83,"endTime":943.23,"body":"Tom, we didn't know your episode"},{"speaker":"Nick Lincoln","startTime":940.83,"endTime":943.23,"body":"that we devoted a lot of time"},{"speaker":"Nick Lincoln","startTime":943.23,"endTime":945.54,"body":"for this. And your question was"},{"speaker":"Nick Lincoln","startTime":943.23,"endTime":945.54,"body":"posted back on the 21st of"},{"speaker":"Nick Lincoln","startTime":945.54,"endTime":947.46,"body":"October. So hopefully, if you"},{"speaker":"Nick Lincoln","startTime":945.54,"endTime":947.46,"body":"haven't listened to that, go"},{"speaker":"Nick Lincoln","startTime":947.46,"endTime":950.07,"body":"back through the episodes one"},{"speaker":"Nick Lincoln","startTime":947.46,"endTime":950.07,"body":"episode, pretty much the meat"},{"speaker":"Nick Lincoln","startTime":950.07,"endTime":952.95,"body":"and potatoes of was how, how we"},{"speaker":"Nick Lincoln","startTime":950.07,"endTime":952.95,"body":"started off and how we got"},{"speaker":"Nick Lincoln","startTime":952.95,"endTime":954.72,"body":"clients. So I hope you find an"},{"speaker":"Nick Lincoln","startTime":952.95,"endTime":954.72,"body":"answer in"},{"speaker":"Alan Smith","startTime":955.019,"endTime":957.689,"body":"it's worth, probably"},{"speaker":"Alan Smith","startTime":955.019,"endTime":957.689,"body":"come back to that in later"},{"speaker":"Alan Smith","startTime":957.689,"endTime":960.089,"body":"episodes, because there's more"},{"speaker":"Alan Smith","startTime":957.689,"endTime":960.089,"body":"deeper dives, because everyone,"},{"speaker":"Alan Smith","startTime":960.119,"endTime":962.669,"body":"it's a recurring theme. People"},{"speaker":"Alan Smith","startTime":960.119,"endTime":962.669,"body":"want to know how to grow, how to"},{"speaker":"Alan Smith","startTime":962.669,"endTime":965.339,"body":"grow get with more clients, but"},{"speaker":"Alan Smith","startTime":962.669,"endTime":965.339,"body":"for now, I think we've covered"},{"speaker":"Alan Smith","startTime":965.339,"endTime":965.489,"body":"it."},{"speaker":"Nick Lincoln","startTime":965.94,"endTime":970.26,"body":"Correct that your"},{"speaker":"Nick Lincoln","startTime":965.94,"endTime":970.26,"body":"next question is for Andy and"},{"speaker":"Nick Lincoln","startTime":970.32,"endTime":974.64,"body":"Alan to answer Neil Marsden on"},{"speaker":"Nick Lincoln","startTime":970.32,"endTime":974.64,"body":"Twitter as at Mr. Underscore"},{"speaker":"Nick Lincoln","startTime":974.64,"endTime":978.78,"body":"monka. Okay, great show guys bit"},{"speaker":"Nick Lincoln","startTime":974.64,"endTime":978.78,"body":"perplexed by Andy's comment"},{"speaker":"Nick Lincoln","startTime":979.26,"endTime":982.11,"body":"about how he's proud not to be"},{"speaker":"Nick Lincoln","startTime":979.26,"endTime":982.11,"body":"certified or chartered. Alan"},{"speaker":"Nick Lincoln","startTime":982.11,"endTime":984.45,"body":"runs the charter firm. So we'll"},{"speaker":"Nick Lincoln","startTime":982.11,"endTime":984.45,"body":"be interested in his views"},{"speaker":"Nick Lincoln","startTime":984.45,"endTime":988.05,"body":"regarding the comment as well."},{"speaker":"Nick Lincoln","startTime":984.45,"endTime":988.05,"body":"So Andy, first and then, Mr."},{"speaker":"Nick Lincoln","startTime":988.05,"endTime":989.52,"body":"Smith? Well, I"},{"speaker":"Andy Hart","startTime":989.519,"endTime":991.259,"body":"mean, it was a"},{"speaker":"Andy Hart","startTime":989.519,"endTime":991.259,"body":"provocative statement, I'm just"},{"speaker":"Andy Hart","startTime":991.259,"endTime":996.599,"body":"saying don't focus solely on"},{"speaker":"Andy Hart","startTime":991.259,"endTime":996.599,"body":"exams. You know, I do work with"},{"speaker":"Andy Hart","startTime":996.599,"endTime":999.809,"body":"chartered CFP advisers that"},{"speaker":"Andy Hart","startTime":996.599,"endTime":999.809,"body":"can't build financial plans for"},{"speaker":"Andy Hart","startTime":999.809,"endTime":1001.969,"body":"their client and get me into"},{"speaker":"Andy Hart","startTime":999.809,"endTime":1001.969,"body":"teach them and train them. So"},{"speaker":"Andy Hart","startTime":1001.969,"endTime":1004.519,"body":"I'm just saying, you know,"},{"speaker":"Andy Hart","startTime":1001.969,"endTime":1004.519,"body":"you're not going to learn your"},{"speaker":"Andy Hart","startTime":1004.519,"endTime":1006.499,"body":"way to the top in this business,"},{"speaker":"Andy Hart","startTime":1004.519,"endTime":1006.499,"body":"you're going to behave your way"},{"speaker":"Andy Hart","startTime":1006.499,"endTime":1010.339,"body":"to the top, you know, the fact"},{"speaker":"Andy Hart","startTime":1006.499,"endTime":1010.339,"body":"that you've become chartered, it"},{"speaker":"Andy Hart","startTime":1010.339,"endTime":1012.589,"body":"doesn't mean any more clients"},{"speaker":"Andy Hart","startTime":1010.339,"endTime":1012.589,"body":"are going to be attracted to"},{"speaker":"Andy Hart","startTime":1012.589,"endTime":1015.259,"body":"you, you still have to do all"},{"speaker":"Andy Hart","startTime":1012.589,"endTime":1015.259,"body":"the work that anyone else has to"},{"speaker":"Andy Hart","startTime":1015.259,"endTime":1018.649,"body":"do. So don't just focus solely"},{"speaker":"Andy Hart","startTime":1015.259,"endTime":1018.649,"body":"on exams. It's, it's a hygiene"},{"speaker":"Andy Hart","startTime":1018.649,"endTime":1022.099,"body":"factor. And if a client comes to"},{"speaker":"Andy Hart","startTime":1018.649,"endTime":1022.099,"body":"me and says, I'm looking for a"},{"speaker":"Andy Hart","startTime":1022.099,"endTime":1026.149,"body":"chartered CFP advisor, you know,"},{"speaker":"Andy Hart","startTime":1022.099,"endTime":1026.149,"body":"show me your credentials, Andy,"},{"speaker":"Andy Hart","startTime":1026.149,"endTime":1029.059,"body":"for me, that's a massive red"},{"speaker":"Andy Hart","startTime":1026.149,"endTime":1029.059,"body":"flag. So I declare myself out"},{"speaker":"Andy Hart","startTime":1029.059,"endTime":1032.149,"body":"immediately, because that climb"},{"speaker":"Andy Hart","startTime":1029.059,"endTime":1032.149,"body":"would be a nightmare. So that's"},{"speaker":"Andy Hart","startTime":1032.149,"endTime":1036.319,"body":"my stance on it. Over to you,"},{"speaker":"Andy Hart","startTime":1032.149,"endTime":1036.319,"body":"Alan Smith, the chartered and"},{"speaker":"Andy Hart","startTime":1036.319,"endTime":1037.099,"body":"CFP,"},{"speaker":"Alan Smith","startTime":1037.67,"endTime":1041.0,"body":"it's when you hit"},{"speaker":"Alan Smith","startTime":1037.67,"endTime":1041.0,"body":"the nail on the head, it's table"},{"speaker":"Alan Smith","startTime":1041.0,"endTime":1044.45,"body":"stakes. It's entry level, if I"},{"speaker":"Alan Smith","startTime":1041.0,"endTime":1044.45,"body":"went to see a lawyer or a doctor"},{"speaker":"Alan Smith","startTime":1044.45,"endTime":1047.39,"body":"or any professional and the"},{"speaker":"Alan Smith","startTime":1044.45,"endTime":1047.39,"body":"hadn't had this sufficient"},{"speaker":"Alan Smith","startTime":1047.39,"endTime":1050.9,"body":"training, or qualifications, or"},{"speaker":"Alan Smith","startTime":1047.39,"endTime":1050.9,"body":"under professional services,"},{"speaker":"Alan Smith","startTime":1050.9,"endTime":1052.91,"body":"nevermind the kind of the"},{"speaker":"Alan Smith","startTime":1050.9,"endTime":1052.91,"body":"bedside manner and all this sort"},{"speaker":"Alan Smith","startTime":1052.91,"endTime":1056.75,"body":"of planning and sort of how to"},{"speaker":"Alan Smith","startTime":1052.91,"endTime":1056.75,"body":"have conversations with clients,"},{"speaker":"Alan Smith","startTime":1056.78,"endTime":1060.5,"body":"then I would think it's it's"},{"speaker":"Alan Smith","startTime":1056.78,"endTime":1060.5,"body":"strange. So of course, there are"},{"speaker":"Alan Smith","startTime":1060.5,"endTime":1062.33,"body":"chartered financial planners,"},{"speaker":"Alan Smith","startTime":1060.5,"endTime":1062.33,"body":"certified financial planners"},{"speaker":"Alan Smith","startTime":1062.33,"endTime":1064.58,"body":"that don't know one end of the"},{"speaker":"Alan Smith","startTime":1062.33,"endTime":1064.58,"body":"financial plan from the other."},{"speaker":"Alan Smith","startTime":1065.09,"endTime":1067.19,"body":"But I'm assuming you do"},{"speaker":"Alan Smith","startTime":1065.09,"endTime":1067.19,"body":"financial planning, you got a"},{"speaker":"Alan Smith","startTime":1067.19,"endTime":1070.79,"body":"sensible evidence based"},{"speaker":"Alan Smith","startTime":1067.19,"endTime":1070.79,"body":"investment proposition, you got"},{"speaker":"Alan Smith","startTime":1070.79,"endTime":1074.57,"body":"a sensible fee model, and that"},{"speaker":"Alan Smith","startTime":1070.79,"endTime":1074.57,"body":"you are qualified to the"},{"speaker":"Alan Smith","startTime":1074.69,"endTime":1078.08,"body":"standard, which is now"},{"speaker":"Alan Smith","startTime":1074.69,"endTime":1078.08,"body":"acceptable. The entry level,"},{"speaker":"Alan Smith","startTime":1078.11,"endTime":1080.87,"body":"I've always thought this the"},{"speaker":"Alan Smith","startTime":1078.11,"endTime":1080.87,"body":"entry level for fun, I don't"},{"speaker":"Alan Smith","startTime":1080.87,"endTime":1084.26,"body":"know what the setup is like in"},{"speaker":"Alan Smith","startTime":1080.87,"endTime":1084.26,"body":"Ireland car, but in the UK."},{"speaker":"Alan Smith","startTime":1085.16,"endTime":1087.83,"body":"Standards have raised over the"},{"speaker":"Alan Smith","startTime":1085.16,"endTime":1087.83,"body":"years, but you still is called"},{"speaker":"Alan Smith","startTime":1087.83,"endTime":1091.01,"body":"level four qualification which"},{"speaker":"Alan Smith","startTime":1087.83,"endTime":1091.01,"body":"is a pretty it's, I think, five"},{"speaker":"Alan Smith","startTime":1091.01,"endTime":1096.92,"body":"or six multichoice exams that"},{"speaker":"Alan Smith","startTime":1091.01,"endTime":1096.92,"body":"you can do to then be given the"},{"speaker":"Alan Smith","startTime":1097.19,"endTime":1100.61,"body":"responsibility of looking after"},{"speaker":"Alan Smith","startTime":1097.19,"endTime":1100.61,"body":"a family's entire life savings"},{"speaker":"Alan Smith","startTime":1100.61,"endTime":1103.82,"body":"and future financial security. I"},{"speaker":"Alan Smith","startTime":1100.61,"endTime":1103.82,"body":"questioned whether that's good"},{"speaker":"Alan Smith","startTime":1103.82,"endTime":1107.39,"body":"enough for most people. So for"},{"speaker":"Alan Smith","startTime":1103.82,"endTime":1107.39,"body":"me, it's the right thing to do"},{"speaker":"Alan Smith","startTime":1107.39,"endTime":1111.05,"body":"to get well qualified level six,"},{"speaker":"Alan Smith","startTime":1107.39,"endTime":1111.05,"body":"some of my team, not me, some of"},{"speaker":"Alan Smith","startTime":1111.05,"endTime":1114.2,"body":"my team are qualified higher"},{"speaker":"Alan Smith","startTime":1111.05,"endTime":1114.2,"body":"than that. And then of course,"},{"speaker":"Alan Smith","startTime":1114.2,"endTime":1116.36,"body":"you do all the rest of the stuff"},{"speaker":"Alan Smith","startTime":1114.2,"endTime":1116.36,"body":"that comes in. So why would you"},{"speaker":"Alan Smith","startTime":1116.36,"endTime":1119.21,"body":"not expect to be qualified? So"},{"speaker":"Alan Smith","startTime":1116.36,"endTime":1119.21,"body":"I'm a big believer in Table"},{"speaker":"Alan Smith","startTime":1119.21,"endTime":1121.91,"body":"steak qualification levels"},{"speaker":"Alan Smith","startTime":1119.21,"endTime":1121.91,"body":"called anything to say for the"},{"speaker":"Alan Smith","startTime":1121.91,"endTime":1122.87,"body":"Irish audience."},{"speaker":"Carl Widger","startTime":1153.81,"endTime":1156.57,"body":"It's similar here."},{"speaker":"Carl Widger","startTime":1153.81,"endTime":1156.57,"body":"So that's the qualified Qf, a"},{"speaker":"Carl Widger","startTime":1156.57,"endTime":1159.54,"body":"qualified financial adviser."},{"speaker":"Carl Widger","startTime":1156.57,"endTime":1159.54,"body":"There's, I think there's five"},{"speaker":"Carl Widger","startTime":1159.54,"endTime":1162.0,"body":"multi choice and then there's a"},{"speaker":"Carl Widger","startTime":1159.54,"endTime":1162.0,"body":"written exam as the sixth one."},{"speaker":"Carl Widger","startTime":1162.45,"endTime":1165.57,"body":"And then there's other"},{"speaker":"Carl Widger","startTime":1162.45,"endTime":1165.57,"body":"qualifications you can get"},{"speaker":"Carl Widger","startTime":1165.6,"endTime":1169.68,"body":"retirement planning special and"},{"speaker":"Carl Widger","startTime":1165.6,"endTime":1169.68,"body":"specialist Investment Advisor"},{"speaker":"Carl Widger","startTime":1169.71,"endTime":1174.33,"body":"culminating in the CFP. So"},{"speaker":"Carl Widger","startTime":1169.71,"endTime":1174.33,"body":"interestingly, I'm not qualified"},{"speaker":"Carl Widger","startTime":1174.33,"endTime":1177.84,"body":"CFP and the reason I'm saying"},{"speaker":"Carl Widger","startTime":1174.33,"endTime":1177.84,"body":"that is because I had a pick"},{"speaker":"Carl Widger","startTime":1177.84,"endTime":1181.4099999999999,"body":"your brains coffee with a"},{"speaker":"Carl Widger","startTime":1177.84,"endTime":1181.4099999999999,"body":"Trappist in Dublin recently. And"},{"speaker":"Carl Widger","startTime":1181.6499999999999,"endTime":1184.6499999999999,"body":"I said no, I don't have CFD when"},{"speaker":"Carl Widger","startTime":1181.6499999999999,"endTime":1184.6499999999999,"body":"Oh, you kept that quiet. Like"},{"speaker":"Carl Widger","startTime":1184.6499999999999,"endTime":1188.1599999999999,"body":"it's something that I should be"},{"speaker":"Carl Widger","startTime":1184.6499999999999,"endTime":1188.1599999999999,"body":"keep quiet. I haven't done it."},{"speaker":"Carl Widger","startTime":1188.1599999999999,"endTime":1192.84,"body":"We have we have a whole bunch of"},{"speaker":"Carl Widger","startTime":1188.1599999999999,"endTime":1192.84,"body":"them in Metis and a whole bunch"},{"speaker":"Carl Widger","startTime":1192.87,"endTime":1197.52,"body":"more training to be CFVs. So I'm"},{"speaker":"Carl Widger","startTime":1192.87,"endTime":1197.52,"body":"very confident we have the"},{"speaker":"Carl Widger","startTime":1197.52,"endTime":1200.31,"body":"expertise in house. We don't"},{"speaker":"Carl Widger","startTime":1197.52,"endTime":1200.31,"body":"have I don't know about charter"},{"speaker":"Carl Widger","startTime":1200.31,"endTime":1204.09,"body":"meetings because we don't have"},{"speaker":"Carl Widger","startTime":1200.31,"endTime":1204.09,"body":"that here. But yeah, I think"},{"speaker":"Carl Widger","startTime":1204.09,"endTime":1208.71,"body":"it's you got to have the in"},{"speaker":"Carl Widger","startTime":1204.09,"endTime":1208.71,"body":"house expertise. And after that"},{"speaker":"Carl Widger","startTime":1208.74,"endTime":1211.08,"body":"it's Can you deliver real"},{"speaker":"Carl Widger","startTime":1208.74,"endTime":1211.08,"body":"financial planning but"},{"speaker":"Alan Smith","startTime":1211.079,"endTime":1215.459,"body":"it's but as a"},{"speaker":"Alan Smith","startTime":1211.079,"endTime":1215.459,"body":"chartered it's not it's by no"},{"speaker":"Alan Smith","startTime":1215.459,"endTime":1218.519,"body":"means the be all and end all."},{"speaker":"Alan Smith","startTime":1215.459,"endTime":1218.519,"body":"Absolutely not. To me. It's just"},{"speaker":"Alan Smith","startTime":1218.519,"endTime":1221.699,"body":"it's a range of things that you"},{"speaker":"Alan Smith","startTime":1218.519,"endTime":1221.699,"body":"want to do just is to stick in"},{"speaker":"Alan Smith","startTime":1221.699,"endTime":1223.109,"body":"the book, right? Yeah. Yeah."},{"speaker":"Carl Widger","startTime":1223.109,"endTime":1226.709,"body":"100% I love that"},{"speaker":"Carl Widger","startTime":1223.109,"endTime":1226.709,"body":"phrase, right. You can't learn"},{"speaker":"Carl Widger","startTime":1226.709,"endTime":1229.859,"body":"your way to being a brilliant"},{"speaker":"Carl Widger","startTime":1226.709,"endTime":1229.859,"body":"financial planner. You got to be"},{"speaker":"Carl Widger","startTime":1229.859,"endTime":1232.4389999999999,"body":"here. Have your way to doing it,"},{"speaker":"Carl Widger","startTime":1229.859,"endTime":1232.4389999999999,"body":"I love I love that. But at the"},{"speaker":"Carl Widger","startTime":1232.4389999999999,"endTime":1235.829,"body":"same time, you need the as Alan"},{"speaker":"Carl Widger","startTime":1232.4389999999999,"endTime":1235.829,"body":"said, you need the entry level"},{"speaker":"Carl Widger","startTime":1235.889,"endTime":1242.099,"body":"qualifications. And for us as a"},{"speaker":"Carl Widger","startTime":1235.889,"endTime":1242.099,"body":"firm, we have them and more. You"},{"speaker":"Carl Widger","startTime":1242.099,"endTime":1243.6889999999999,"body":"know, so that's, that's my view"},{"speaker":"Carl Widger","startTime":1242.099,"endTime":1243.6889999999999,"body":"on,"},{"speaker":"Andy Hart","startTime":1244.349,"endTime":1248.549,"body":"I think the five"},{"speaker":"Andy Hart","startTime":1244.349,"endTime":1248.549,"body":"exams are quite a barrier, Alan,"},{"speaker":"Andy Hart","startTime":1248.549,"endTime":1251.129,"body":"you're not gonna just going to"},{"speaker":"Andy Hart","startTime":1248.549,"endTime":1251.129,"body":"last a walk yourself through"},{"speaker":"Andy Hart","startTime":1251.129,"endTime":1253.739,"body":"that, that's going to be a lot"},{"speaker":"Andy Hart","startTime":1251.129,"endTime":1253.739,"body":"of studying a lot of going"},{"speaker":"Andy Hart","startTime":1253.739,"endTime":1258.899,"body":"through, and then obviously,"},{"speaker":"Andy Hart","startTime":1253.739,"endTime":1258.899,"body":"your relative laxity, you're"},{"speaker":"Andy Hart","startTime":1258.899,"endTime":1261.239,"body":"then going to be at a firm, and"},{"speaker":"Andy Hart","startTime":1258.899,"endTime":1261.239,"body":"then you have to spend a couple"},{"speaker":"Andy Hart","startTime":1261.239,"endTime":1264.4189999999999,"body":"of years in your apprenticeship"},{"speaker":"Andy Hart","startTime":1261.239,"endTime":1264.4189999999999,"body":"stay. So it's going to take you"},{"speaker":"Andy Hart","startTime":1264.479,"endTime":1268.4089999999999,"body":"many years before you're totally"},{"speaker":"Andy Hart","startTime":1264.479,"endTime":1268.4089999999999,"body":"in control of a client's you"},{"speaker":"Andy Hart","startTime":1268.4089999999999,"endTime":1271.4389999999999,"body":"know, life savings and, you"},{"speaker":"Andy Hart","startTime":1268.4089999999999,"endTime":1271.4389999999999,"body":"know, future financial success."},{"speaker":"Andy Hart","startTime":1271.709,"endTime":1274.979,"body":"And and if I'm going to take a"},{"speaker":"Andy Hart","startTime":1271.709,"endTime":1274.979,"body":"bit more of a philosophical view"},{"speaker":"Andy Hart","startTime":1274.979,"endTime":1278.489,"body":"of this, if we, if you've read"},{"speaker":"Andy Hart","startTime":1274.979,"endTime":1278.489,"body":"the book, sapiens, I mean, all"},{"speaker":"Andy Hart","startTime":1278.489,"endTime":1280.589,"body":"of this stuff is just made up"},{"speaker":"Andy Hart","startTime":1278.489,"endTime":1280.589,"body":"stories that we tell ourselves,"},{"speaker":"Andy Hart","startTime":1280.589,"endTime":1284.399,"body":"the whole university system, how"},{"speaker":"Andy Hart","startTime":1280.589,"endTime":1284.399,"body":"chartered system. You know, it's"},{"speaker":"Andy Hart","startTime":1284.399,"endTime":1286.859,"body":"just stories we tell ourselves"},{"speaker":"Andy Hart","startTime":1284.399,"endTime":1286.859,"body":"and someone's invented this"},{"speaker":"Andy Hart","startTime":1286.859,"endTime":1288.959,"body":"stuff. At some point. It's a"},{"speaker":"Andy Hart","startTime":1286.859,"endTime":1288.959,"body":"marketing pitch."},{"speaker":"Alan Smith","startTime":1288.99,"endTime":1290.67,"body":"It's just"},{"speaker":"Alan Smith","startTime":1288.99,"endTime":1290.67,"body":"demonstration of credentials."},{"speaker":"Alan Smith","startTime":1290.7,"endTime":1293.46,"body":"That's all it is. There's always"},{"speaker":"Alan Smith","startTime":1290.7,"endTime":1293.46,"body":"there's always lawyers that"},{"speaker":"Alan Smith","startTime":1293.46,"endTime":1296.79,"body":"steal clients money, there's"},{"speaker":"Alan Smith","startTime":1293.46,"endTime":1296.79,"body":"always, you know, surgeons that"},{"speaker":"Alan Smith","startTime":1296.79,"endTime":1299.58,"body":"do the wrong the wrong things."},{"speaker":"Alan Smith","startTime":1296.79,"endTime":1299.58,"body":"It's just it's demonstrating"},{"speaker":"Alan Smith","startTime":1299.58,"endTime":1303.09,"body":"credentials, it shows to your"},{"speaker":"Alan Smith","startTime":1299.58,"endTime":1303.09,"body":"audience, your customers, that"},{"speaker":"Alan Smith","startTime":1303.09,"endTime":1305.76,"body":"you've gone the extra mile,"},{"speaker":"Alan Smith","startTime":1303.09,"endTime":1305.76,"body":"that's all we would say. So"},{"speaker":"Alan Smith","startTime":1305.79,"endTime":1308.67,"body":"they'll be probably done. It's a"},{"speaker":"Alan Smith","startTime":1305.79,"endTime":1308.67,"body":"matter of choice, I think, to"},{"speaker":"Alan Smith","startTime":1308.67,"endTime":1310.98,"body":"answer the original question you"},{"speaker":"Alan Smith","startTime":1308.67,"endTime":1310.98,"body":"were what your comments were was"},{"speaker":"Alan Smith","startTime":1310.98,"endTime":1314.25,"body":"slightly tongue in cheek to say"},{"speaker":"Alan Smith","startTime":1310.98,"endTime":1314.25,"body":"you take it as a badge of honor"},{"speaker":"Alan Smith","startTime":1314.28,"endTime":1315.8999999999999,"body":"not to be slightly tongue. Well,"},{"speaker":"Andy Hart","startTime":1315.899,"endTime":1318.809,"body":"no. Okay, okay. Let's"},{"speaker":"Andy Hart","startTime":1315.899,"endTime":1318.809,"body":"move on from there. Okay."},{"speaker":"Nick Lincoln","startTime":1318.869,"endTime":1322.049,"body":"Right. The next"},{"speaker":"Nick Lincoln","startTime":1318.869,"endTime":1322.049,"body":"question is from Mark B. And"},{"speaker":"Nick Lincoln","startTime":1322.049,"endTime":1324.749,"body":"this one for Andy is a long"},{"speaker":"Nick Lincoln","startTime":1322.049,"endTime":1324.749,"body":"question. So what impact do you"},{"speaker":"Nick Lincoln","startTime":1324.749,"endTime":1327.359,"body":"think the evolution of Employee"},{"speaker":"Nick Lincoln","startTime":1324.749,"endTime":1327.359,"body":"Benefits Services is likely to"},{"speaker":"Nick Lincoln","startTime":1327.359,"endTime":1330.449,"body":"have on individual financial"},{"speaker":"Nick Lincoln","startTime":1327.359,"endTime":1330.449,"body":"advice strikes me that there is"},{"speaker":"Nick Lincoln","startTime":1330.449,"endTime":1333.6889999999999,"body":"now the opportunity for EB firms"},{"speaker":"Nick Lincoln","startTime":1330.449,"endTime":1333.6889999999999,"body":"to provide very good group"},{"speaker":"Nick Lincoln","startTime":1333.6889999999999,"endTime":1336.299,"body":"pension schemes and with"},{"speaker":"Nick Lincoln","startTime":1333.6889999999999,"endTime":1336.299,"body":"Workplace Pension workplaces"},{"speaker":"Nick Lincoln","startTime":1336.299,"endTime":1339.509,"body":"focusing more on well being. And"},{"speaker":"Nick Lincoln","startTime":1336.299,"endTime":1339.509,"body":"with that financial well being"},{"speaker":"Nick Lincoln","startTime":1339.539,"endTime":1341.6689999999999,"body":"Surely there is a scope for some"},{"speaker":"Nick Lincoln","startTime":1339.539,"endTime":1341.6689999999999,"body":"of these companies to take"},{"speaker":"Nick Lincoln","startTime":1341.6689999999999,"endTime":1344.759,"body":"business away from traditional"},{"speaker":"Nick Lincoln","startTime":1341.6689999999999,"endTime":1344.759,"body":"advisors without an EB presence,"},{"speaker":"Nick Lincoln","startTime":1344.879,"endTime":1347.279,"body":"perhaps not clients with an"},{"speaker":"Nick Lincoln","startTime":1344.879,"endTime":1347.279,"body":"assistant adviser relationship,"},{"speaker":"Nick Lincoln","startTime":1347.279,"endTime":1349.859,"body":"but certainly those two young"},{"speaker":"Nick Lincoln","startTime":1347.279,"endTime":1349.859,"body":"are not wealthy enough, and the"},{"speaker":"Nick Lincoln","startTime":1349.859,"endTime":1352.889,"body":"you volunteer for that one crack"},{"speaker":"Nick Lincoln","startTime":1349.859,"endTime":1352.889,"body":"on my friend? Well,"},{"speaker":"Andy Hart","startTime":1353.01,"endTime":1356.28,"body":"I think there's a"},{"speaker":"Andy Hart","startTime":1353.01,"endTime":1356.28,"body":"massive opportunity to add so"},{"speaker":"Andy Hart","startTime":1356.28,"endTime":1360.48,"body":"many more extra services for"},{"speaker":"Andy Hart","startTime":1356.28,"endTime":1360.48,"body":"workplace, everything at the"},{"speaker":"Andy Hart","startTime":1360.48,"endTime":1363.21,"body":"moment, we have pensions being"},{"speaker":"Andy Hart","startTime":1360.48,"endTime":1363.21,"body":"taken from his salary, it's"},{"speaker":"Andy Hart","startTime":1363.21,"endTime":1366.18,"body":"seamless, no friction, you can"},{"speaker":"Andy Hart","startTime":1363.21,"endTime":1366.18,"body":"tweak and change, we're going to"},{"speaker":"Andy Hart","startTime":1366.18,"endTime":1368.94,"body":"have workplace investments,"},{"speaker":"Andy Hart","startTime":1366.18,"endTime":1368.94,"body":"workplace ICERs, there's going"},{"speaker":"Andy Hart","startTime":1368.94,"endTime":1372.21,"body":"to be incentives around"},{"speaker":"Andy Hart","startTime":1368.94,"endTime":1372.21,"body":"mortgages, insurances is going"},{"speaker":"Andy Hart","startTime":1372.21,"endTime":1374.6399999999999,"body":"to get better and better, I"},{"speaker":"Andy Hart","startTime":1372.21,"endTime":1374.6399999999999,"body":"think they're perfectly"},{"speaker":"Andy Hart","startTime":1374.6399999999999,"endTime":1377.61,"body":"positioned for a lot of"},{"speaker":"Andy Hart","startTime":1374.6399999999999,"endTime":1377.61,"body":"disruption in this space, which"},{"speaker":"Andy Hart","startTime":1377.61,"endTime":1381.57,"body":"will play into our hands of"},{"speaker":"Andy Hart","startTime":1377.61,"endTime":1381.57,"body":"employees will become even less"},{"speaker":"Andy Hart","startTime":1381.57,"endTime":1383.76,"body":"attractive as clients because"},{"speaker":"Andy Hart","startTime":1381.57,"endTime":1383.76,"body":"they've just got so much stuff"},{"speaker":"Andy Hart","startTime":1383.76,"endTime":1386.22,"body":"sorted out at work, even though"},{"speaker":"Andy Hart","startTime":1383.76,"endTime":1386.22,"body":"we can, you know, hold their"},{"speaker":"Andy Hart","startTime":1386.22,"endTime":1388.32,"body":"hand through the options and"},{"speaker":"Andy Hart","startTime":1386.22,"endTime":1388.32,"body":"stuff, it will just mean that we"},{"speaker":"Andy Hart","startTime":1388.32,"endTime":1391.74,"body":"focus more on the, you know, the"},{"speaker":"Andy Hart","startTime":1388.32,"endTime":1391.74,"body":"business owner, as a client or"},{"speaker":"Andy Hart","startTime":1391.74,"endTime":1394.77,"body":"the retirees or whatever. So, I"},{"speaker":"Andy Hart","startTime":1391.74,"endTime":1394.77,"body":"think there's going to be a lot"},{"speaker":"Andy Hart","startTime":1394.77,"endTime":1399.48,"body":"of good innovation coming into"},{"speaker":"Andy Hart","startTime":1394.77,"endTime":1399.48,"body":"workplace options, menu systems,"},{"speaker":"Andy Hart","startTime":1399.6,"endTime":1403.17,"body":"you know, you join the new"},{"speaker":"Andy Hart","startTime":1399.6,"endTime":1403.17,"body":"employer, and you got to tick"},{"speaker":"Andy Hart","startTime":1403.17,"endTime":1405.33,"body":"boxes, what percentage of your"},{"speaker":"Andy Hart","startTime":1403.17,"endTime":1405.33,"body":"salary, do you want to go into"},{"speaker":"Andy Hart","startTime":1405.33,"endTime":1407.19,"body":"the pension? What percentage of"},{"speaker":"Andy Hart","startTime":1405.33,"endTime":1407.19,"body":"your salary do you want to go"},{"speaker":"Andy Hart","startTime":1407.19,"endTime":1410.28,"body":"into the investment and Eisah."},{"speaker":"Andy Hart","startTime":1407.19,"endTime":1410.28,"body":"And these are sort of six figure"},{"speaker":"Andy Hart","startTime":1410.28,"endTime":1414.42,"body":"tick boxes, you know, when you"},{"speaker":"Andy Hart","startTime":1410.28,"endTime":1414.42,"body":"join, you've got, you know, high"},{"speaker":"Andy Hart","startTime":1414.42,"endTime":1417.6599999999999,"body":"expectations of doing the right"},{"speaker":"Andy Hart","startTime":1414.42,"endTime":1417.6599999999999,"body":"thing, you know, at that time in"},{"speaker":"Andy Hart","startTime":1417.6599999999999,"endTime":1420.51,"body":"the cold light of day in that,"},{"speaker":"Andy Hart","startTime":1417.6599999999999,"endTime":1420.51,"body":"you know, initiation meeting. So"},{"speaker":"Andy Hart","startTime":1420.51,"endTime":1423.1499999999999,"body":"I think there's going to be a"},{"speaker":"Andy Hart","startTime":1420.51,"endTime":1423.1499999999999,"body":"lot of innovation in employee"},{"speaker":"Andy Hart","startTime":1423.1499999999999,"endTime":1426.96,"body":"benefits, that's going to be a"},{"speaker":"Andy Hart","startTime":1423.1499999999999,"endTime":1426.96,"body":"lot of exciting stuff. I think"},{"speaker":"Andy Hart","startTime":1427.11,"endTime":1429.24,"body":"employee benefits 1.0. At the"},{"speaker":"Andy Hart","startTime":1427.11,"endTime":1429.24,"body":"moment, I don't know the space"},{"speaker":"Andy Hart","startTime":1429.24,"endTime":1431.49,"body":"well enough, but I think it's"},{"speaker":"Andy Hart","startTime":1429.24,"endTime":1431.49,"body":"gonna be some some good stuff"},{"speaker":"Andy Hart","startTime":1431.49,"endTime":1432.24,"body":"coming along the line."},{"speaker":"Alan Smith","startTime":1432.869,"endTime":1434.639,"body":"I agree with that."},{"speaker":"Alan Smith","startTime":1432.869,"endTime":1434.639,"body":"And I don't think they're"},{"speaker":"Alan Smith","startTime":1434.639,"endTime":1437.219,"body":"necessarily going to steal the"},{"speaker":"Alan Smith","startTime":1434.639,"endTime":1437.219,"body":"traditional financial planners"},{"speaker":"Alan Smith","startTime":1437.219,"endTime":1439.709,"body":"lunch, they're going to make a"},{"speaker":"Alan Smith","startTime":1437.219,"endTime":1439.709,"body":"bigger market, they're going to"},{"speaker":"Alan Smith","startTime":1439.709,"endTime":1442.889,"body":"make it more visible. And as you"},{"speaker":"Alan Smith","startTime":1439.709,"endTime":1442.889,"body":"say, all the nudges that an"},{"speaker":"Alan Smith","startTime":1442.889,"endTime":1445.469,"body":"employer can provide. I read"},{"speaker":"Alan Smith","startTime":1442.889,"endTime":1445.469,"body":"something recently that said, I"},{"speaker":"Alan Smith","startTime":1445.469,"endTime":1449.489,"body":"think under 8% of the adult UK"},{"speaker":"Alan Smith","startTime":1445.469,"endTime":1449.489,"body":"population took and paid for"},{"speaker":"Alan Smith","startTime":1449.489,"endTime":1452.699,"body":"financial advice in the last 12"},{"speaker":"Alan Smith","startTime":1449.489,"endTime":1452.699,"body":"months, which leaves a market of"},{"speaker":"Alan Smith","startTime":1452.699,"endTime":1456.869,"body":"potentially, you know, 92%, of"},{"speaker":"Alan Smith","startTime":1452.699,"endTime":1456.869,"body":"which a smaller amount, but"},{"speaker":"Alan Smith","startTime":1456.869,"endTime":1460.649,"body":"nevertheless, a pretty"},{"speaker":"Alan Smith","startTime":1456.869,"endTime":1460.649,"body":"significant number would benefit"},{"speaker":"Alan Smith","startTime":1460.649,"endTime":1462.899,"body":"from some sort of financial"},{"speaker":"Alan Smith","startTime":1460.649,"endTime":1462.899,"body":"advice, be it you know,"},{"speaker":"Alan Smith","startTime":1463.229,"endTime":1466.259,"body":"technologically driven, as"},{"speaker":"Alan Smith","startTime":1463.229,"endTime":1466.259,"body":"opposed to necessarily always"},{"speaker":"Alan Smith","startTime":1466.259,"endTime":1469.739,"body":"face to face music, use of"},{"speaker":"Alan Smith","startTime":1466.259,"endTime":1469.739,"body":"video, and so on. So I think"},{"speaker":"Alan Smith","startTime":1469.739,"endTime":1472.709,"body":"it's a huge positive if more and"},{"speaker":"Alan Smith","startTime":1469.739,"endTime":1472.709,"body":"more people learned admin, going"},{"speaker":"Alan Smith","startTime":1472.709,"endTime":1476.219,"body":"back to what we discussed on the"},{"speaker":"Alan Smith","startTime":1472.709,"endTime":1476.219,"body":"last episode, I think education"},{"speaker":"Alan Smith","startTime":1476.219,"endTime":1479.219,"body":"making decisions, informed"},{"speaker":"Alan Smith","startTime":1476.219,"endTime":1479.219,"body":"decisions, use of video, short"},{"speaker":"Alan Smith","startTime":1479.219,"endTime":1483.1789999999999,"body":"form content, all that stuff via"},{"speaker":"Alan Smith","startTime":1479.219,"endTime":1483.1789999999999,"body":"your employer is ultimately"},{"speaker":"Alan Smith","startTime":1483.1789999999999,"endTime":1484.949,"body":"good. I don't necessarily think"},{"speaker":"Alan Smith","startTime":1483.1789999999999,"endTime":1484.949,"body":"they're going to come in and"},{"speaker":"Alan Smith","startTime":1484.949,"endTime":1488.789,"body":"sort of take all the business"},{"speaker":"Alan Smith","startTime":1484.949,"endTime":1488.789,"body":"away from traditional financial"},{"speaker":"Alan Smith","startTime":1488.789,"endTime":1489.509,"body":"planning companies."},{"speaker":"Andy Hart","startTime":1490.17,"endTime":1491.79,"body":"Sorry, just find a"},{"speaker":"Andy Hart","startTime":1490.17,"endTime":1491.79,"body":"point for anyone else wants to"},{"speaker":"Andy Hart","startTime":1491.79,"endTime":1495.45,"body":"chip in, I think they'll also"},{"speaker":"Andy Hart","startTime":1491.79,"endTime":1495.45,"body":"get financial advisors, experts"},{"speaker":"Andy Hart","startTime":1495.45,"endTime":1499.6499999999999,"body":"to come in and present to teams,"},{"speaker":"Andy Hart","startTime":1495.45,"endTime":1499.6499999999999,"body":"so there'll be more education at"},{"speaker":"Andy Hart","startTime":1499.6499999999999,"endTime":1502.56,"body":"work, which is a whole part of"},{"speaker":"Andy Hart","startTime":1499.6499999999999,"endTime":1502.56,"body":"the whole wellbeing thing. You"},{"speaker":"Andy Hart","startTime":1502.56,"endTime":1504.21,"body":"know, financial well being and"},{"speaker":"Andy Hart","startTime":1502.56,"endTime":1504.21,"body":"all the other stuff that"},{"speaker":"Andy Hart","startTime":1504.21,"endTime":1506.1299999999999,"body":"there'll be, there'll be doing"},{"speaker":"Andy Hart","startTime":1504.21,"endTime":1506.1299999999999,"body":"as well. So yeah, I think"},{"speaker":"Andy Hart","startTime":1506.1299999999999,"endTime":1510.24,"body":"employees are well placed. It"},{"speaker":"Andy Hart","startTime":1506.1299999999999,"endTime":1510.24,"body":"might be their action story,"},{"speaker":"Andy Hart","startTime":1510.24,"endTime":1510.6299999999999,"body":"Gong Gong."},{"speaker":"Carl Widger","startTime":1511.4089999999999,"endTime":1514.4389999999999,"body":"Sorry, does that"},{"speaker":"Carl Widger","startTime":1511.4089999999999,"endTime":1514.4389999999999,"body":"there's a platform from the"},{"speaker":"Carl Widger","startTime":1514.4389999999999,"endTime":1517.799,"body":"States called Bright plan, I"},{"speaker":"Carl Widger","startTime":1514.4389999999999,"endTime":1517.799,"body":"think, and this is the space"},{"speaker":"Carl Widger","startTime":1517.799,"endTime":1519.989,"body":"that they're trying to get into"},{"speaker":"Carl Widger","startTime":1517.799,"endTime":1519.989,"body":"and I know that they're talking"},{"speaker":"Carl Widger","startTime":1519.989,"endTime":1524.519,"body":"to one or two firms in the UK."},{"speaker":"Carl Widger","startTime":1519.989,"endTime":1524.519,"body":"So this is this is a massive"},{"speaker":"Carl Widger","startTime":1524.519,"endTime":1528.1789999999999,"body":"area of opportunity. Work has"},{"speaker":"Carl Widger","startTime":1524.519,"endTime":1528.1789999999999,"body":"already started there. Yeah,"},{"speaker":"Carl Widger","startTime":1528.329,"endTime":1528.749,"body":"yeah."},{"speaker":"Nick Lincoln","startTime":1531.989,"endTime":1534.4189999999999,"body":"Okay, faith"},{"speaker":"Nick Lincoln","startTime":1531.989,"endTime":1534.4189999999999,"body":"liversedge Who's on Twitter as"},{"speaker":"Nick Lincoln","startTime":1534.449,"endTime":1537.629,"body":"at Faith? liversedge This is a"},{"speaker":"Nick Lincoln","startTime":1534.449,"endTime":1537.629,"body":"question for myself and I think"},{"speaker":"Nick Lincoln","startTime":1537.629,"endTime":1541.109,"body":"quite quite quick thought if you"},{"speaker":"Nick Lincoln","startTime":1537.629,"endTime":1541.109,"body":"don't like being lectured by non"},{"speaker":"Nick Lincoln","startTime":1541.109,"endTime":1544.109,"body":"practitioners, how are you going"},{"speaker":"Nick Lincoln","startTime":1541.109,"endTime":1544.109,"body":"to get speakers to all those"},{"speaker":"Nick Lincoln","startTime":1544.109,"endTime":1548.129,"body":"conferences? I'll quickly go and"},{"speaker":"Nick Lincoln","startTime":1544.109,"endTime":1548.129,"body":"Andy, it's more your area. I"},{"speaker":"Nick Lincoln","startTime":1548.129,"endTime":1551.339,"body":"don't, I don't like being it's"},{"speaker":"Nick Lincoln","startTime":1548.129,"endTime":1551.339,"body":"not I've been lectured to by non"},{"speaker":"Nick Lincoln","startTime":1551.339,"endTime":1554.069,"body":"practitioners faith is is a"},{"speaker":"Nick Lincoln","startTime":1551.339,"endTime":1554.069,"body":"problem is when you're"},{"speaker":"Nick Lincoln","startTime":1554.069,"endTime":1557.759,"body":"relentlessly lectured to by non"},{"speaker":"Nick Lincoln","startTime":1554.069,"endTime":1557.759,"body":"practitioners. And that's part"},{"speaker":"Nick Lincoln","startTime":1557.759,"endTime":1561.1789999999999,"body":"of the reason why trapeze is is"},{"speaker":"Nick Lincoln","startTime":1557.759,"endTime":1561.1789999999999,"body":"it here is to give a voice to"},{"speaker":"Nick Lincoln","startTime":1561.1789999999999,"endTime":1564.209,"body":"those at the coalface doing the"},{"speaker":"Nick Lincoln","startTime":1561.1789999999999,"endTime":1564.209,"body":"actual bloody grunt work. I"},{"speaker":"Nick Lincoln","startTime":1564.209,"endTime":1566.999,"body":"think some Nam practitioners,"},{"speaker":"Nick Lincoln","startTime":1564.209,"endTime":1566.999,"body":"some consultants are excellent,"},{"speaker":"Nick Lincoln","startTime":1566.999,"endTime":1569.639,"body":"but I do not want to go to any"},{"speaker":"Nick Lincoln","startTime":1566.999,"endTime":1569.639,"body":"conference where they are in the"},{"speaker":"Nick Lincoln","startTime":1569.6689999999999,"endTime":1572.969,"body":"in the majority. So I'm, you"},{"speaker":"Nick Lincoln","startTime":1569.6689999999999,"endTime":1572.969,"body":"know, if they if they're good,"},{"speaker":"Nick Lincoln","startTime":1573.329,"endTime":1575.969,"body":"and they're interesting, by all"},{"speaker":"Nick Lincoln","startTime":1573.329,"endTime":1575.969,"body":"means, perhaps people who don't"},{"speaker":"Nick Lincoln","startTime":1575.969,"endTime":1579.119,"body":"give the advice, but the balance"},{"speaker":"Nick Lincoln","startTime":1575.969,"endTime":1579.119,"body":"needs to be reset, Andy."},{"speaker":"Andy Hart","startTime":1580.589,"endTime":1583.4089999999999,"body":"So I've booked over"},{"speaker":"Andy Hart","startTime":1580.589,"endTime":1583.4089999999999,"body":"150 speakers in my conference"},{"speaker":"Andy Hart","startTime":1583.4089999999999,"endTime":1587.729,"body":"organizing career and the mix is"},{"speaker":"Andy Hart","startTime":1583.4089999999999,"endTime":1587.729,"body":"5050. You know, I want to hear"},{"speaker":"Andy Hart","startTime":1587.729,"endTime":1589.739,"body":"from practicing financial"},{"speaker":"Andy Hart","startTime":1587.729,"endTime":1589.739,"body":"advisors and I want to hear from"},{"speaker":"Andy Hart","startTime":1589.739,"endTime":1592.859,"body":"let's call it experts, faith"},{"speaker":"Andy Hart","startTime":1589.739,"endTime":1592.859,"body":"calls and non practitioners."},{"speaker":"Andy Hart","startTime":1592.859,"endTime":1595.6789999999999,"body":"Yeah, I call them experts. So"},{"speaker":"Andy Hart","startTime":1592.859,"endTime":1595.6789999999999,"body":"yeah, I'm a big fan of hearing"},{"speaker":"Andy Hart","startTime":1595.6789999999999,"endTime":1600.119,"body":"from experts. But I'm also a big"},{"speaker":"Andy Hart","startTime":1595.6789999999999,"endTime":1600.119,"body":"fan of hearing from my fellow"},{"speaker":"Andy Hart","startTime":1600.599,"endTime":1604.1689999999999,"body":"practicing financial advisors."},{"speaker":"Andy Hart","startTime":1600.599,"endTime":1604.1689999999999,"body":"Yep. Okay, listen."},{"speaker":"Nick Lincoln","startTime":1606.6589999999999,"endTime":1608.129,"body":"We're going up."},{"speaker":"Nick Lincoln","startTime":1606.6589999999999,"endTime":1608.129,"body":"No, we're not offering this out"},{"speaker":"Nick Lincoln","startTime":1608.129,"endTime":1610.289,"body":"each time. He said that at the"},{"speaker":"Nick Lincoln","startTime":1608.129,"endTime":1610.289,"body":"start, we just need to pay"},{"speaker":"Nick Lincoln","startTime":1610.289,"endTime":1615.329,"body":"attention. And we get on his"},{"speaker":"Nick Lincoln","startTime":1610.289,"endTime":1615.329,"body":"punch. His name is at a Alfa"},{"speaker":"Nick Lincoln","startTime":1615.329,"endTime":1620.729,"body":"mother, golf hero alga Indigo."},{"speaker":"Nick Lincoln","startTime":1615.329,"endTime":1620.729,"body":"And guy Thank you really"},{"speaker":"Nick Lincoln","startTime":1620.729,"endTime":1622.6789999999999,"body":"enjoying the content? Again,"},{"speaker":"Nick Lincoln","startTime":1620.729,"endTime":1622.6789999999999,"body":"guys, I find this podcast really"},{"speaker":"Nick Lincoln","startTime":1622.6789999999999,"endTime":1624.539,"body":"valuable. I have a very"},{"speaker":"Nick Lincoln","startTime":1622.6789999999999,"endTime":1624.539,"body":"practical question in terms of"},{"speaker":"Nick Lincoln","startTime":1624.539,"endTime":1626.4289999999999,"body":"your client meetings when having"},{"speaker":"Nick Lincoln","startTime":1624.539,"endTime":1626.4289999999999,"body":"a deeper meaningful"},{"speaker":"Nick Lincoln","startTime":1626.4289999999999,"endTime":1629.9089999999999,"body":"conversation. How do you note"},{"speaker":"Nick Lincoln","startTime":1626.4289999999999,"endTime":1629.9089999999999,"body":"take in a format so you're right"},{"speaker":"Nick Lincoln","startTime":1629.9089999999999,"endTime":1631.619,"body":"back and then run with them a"},{"speaker":"Nick Lincoln","startTime":1629.9089999999999,"endTime":1631.619,"body":"year later? Yes, really good"},{"speaker":"Nick Lincoln","startTime":1631.619,"endTime":1633.539,"body":"point. I think if you're in a"},{"speaker":"Nick Lincoln","startTime":1631.619,"endTime":1633.539,"body":"meeting with with an"},{"speaker":"Nick Lincoln","startTime":1633.539,"endTime":1635.609,"body":"autoresponder, that's okay. And"},{"speaker":"Nick Lincoln","startTime":1633.539,"endTime":1635.609,"body":"you can chip in if you need to."},{"speaker":"Nick Lincoln","startTime":1637.109,"endTime":1639.359,"body":"You're in a meeting with a"},{"speaker":"Nick Lincoln","startTime":1637.109,"endTime":1639.359,"body":"client, right? deep, meaningful"},{"speaker":"Nick Lincoln","startTime":1639.359,"endTime":1641.699,"body":"relationships, you're paying"},{"speaker":"Nick Lincoln","startTime":1639.359,"endTime":1641.699,"body":"attention, you've got lots of"},{"speaker":"Nick Lincoln","startTime":1641.699,"endTime":1643.529,"body":"eye contact, you're really"},{"speaker":"Nick Lincoln","startTime":1641.699,"endTime":1643.529,"body":"struggling, you're saying to"},{"speaker":"Nick Lincoln","startTime":1643.529,"endTime":1645.869,"body":"yourself, just keep your mouth"},{"speaker":"Nick Lincoln","startTime":1643.529,"endTime":1645.869,"body":"shut, listen really hard, get"},{"speaker":"Nick Lincoln","startTime":1645.869,"endTime":1649.799,"body":"these people down good listening"},{"speaker":"Nick Lincoln","startTime":1645.869,"endTime":1649.799,"body":"to. And then you're writing"},{"speaker":"Nick Lincoln","startTime":1649.799,"endTime":1653.6689999999999,"body":"down. I think it takes away I"},{"speaker":"Nick Lincoln","startTime":1649.799,"endTime":1653.6689999999999,"body":"think I think you're doing that."},{"speaker":"Nick Lincoln","startTime":1654.059,"endTime":1657.029,"body":"And maybe you're not as engaged"},{"speaker":"Nick Lincoln","startTime":1654.059,"endTime":1657.029,"body":"within the body language. So I"},{"speaker":"Nick Lincoln","startTime":1657.029,"endTime":1659.6689999999999,"body":"use something called otter"},{"speaker":"Nick Lincoln","startTime":1657.029,"endTime":1659.6689999999999,"body":"Academy, I'm sure it's not new"},{"speaker":"Nick Lincoln","startTime":1659.6689999999999,"endTime":1662.219,"body":"to people listening to this."},{"speaker":"Nick Lincoln","startTime":1659.6689999999999,"endTime":1662.219,"body":"There may be other services"},{"speaker":"Nick Lincoln","startTime":1662.219,"endTime":1665.609,"body":"available. It's an online"},{"speaker":"Nick Lincoln","startTime":1662.219,"endTime":1665.609,"body":"transcription service is very, I"},{"speaker":"Nick Lincoln","startTime":1665.609,"endTime":1667.799,"body":"think good value is getting"},{"speaker":"Nick Lincoln","startTime":1665.609,"endTime":1667.799,"body":"better all the time. It's done"},{"speaker":"Nick Lincoln","startTime":1667.799,"endTime":1670.529,"body":"by AI. As we mentioned in our"},{"speaker":"Nick Lincoln","startTime":1667.799,"endTime":1670.529,"body":"last episodes, another example"},{"speaker":"Nick Lincoln","startTime":1670.529,"endTime":1673.529,"body":"of AI. So I record the meetings"},{"speaker":"Nick Lincoln","startTime":1670.529,"endTime":1673.529,"body":"via zoom, and you just upload"},{"speaker":"Nick Lincoln","startTime":1673.529,"endTime":1677.369,"body":"the mp3, or the wav file to"},{"speaker":"Nick Lincoln","startTime":1673.529,"endTime":1677.369,"body":"otter, and about 20 minutes"},{"speaker":"Nick Lincoln","startTime":1677.369,"endTime":1679.739,"body":"later, it comes back with a"},{"speaker":"Nick Lincoln","startTime":1677.369,"endTime":1679.739,"body":"transcript. And if it's the"},{"speaker":"Nick Lincoln","startTime":1679.739,"endTime":1681.839,"body":"second time you've you've had a"},{"speaker":"Nick Lincoln","startTime":1679.739,"endTime":1681.839,"body":"meeting with those clients that"},{"speaker":"Nick Lincoln","startTime":1681.869,"endTime":1685.709,"body":"recognizes the voice and will"},{"speaker":"Nick Lincoln","startTime":1681.869,"endTime":1685.709,"body":"label the the person's as well."},{"speaker":"Nick Lincoln","startTime":1685.709,"endTime":1688.769,"body":"So labels the chat with whoever"},{"speaker":"Nick Lincoln","startTime":1685.709,"endTime":1688.769,"body":"speaking at that time, print it"},{"speaker":"Nick Lincoln","startTime":1688.769,"endTime":1690.809,"body":"off as a PDF, it goes in the"},{"speaker":"Nick Lincoln","startTime":1688.769,"endTime":1690.809,"body":"client file. And then a year"},{"speaker":"Nick Lincoln","startTime":1690.809,"endTime":1693.779,"body":"later, I will either read skim"},{"speaker":"Nick Lincoln","startTime":1690.809,"endTime":1693.779,"body":"read through that quickly and or"},{"speaker":"Nick Lincoln","startTime":1693.779,"endTime":1696.749,"body":"listen to the audio play the one"},{"speaker":"Nick Lincoln","startTime":1693.779,"endTime":1696.749,"body":"and a half times. Just to remind"},{"speaker":"Nick Lincoln","startTime":1696.749,"endTime":1698.759,"body":"myself exactly what was said was"},{"speaker":"Nick Lincoln","startTime":1696.749,"endTime":1698.759,"body":"the only stuff that fell through"},{"speaker":"Nick Lincoln","startTime":1698.759,"endTime":1701.339,"body":"the gaps from a year ago that I"},{"speaker":"Nick Lincoln","startTime":1698.759,"endTime":1701.339,"body":"didn't quite remember. And"},{"speaker":"Nick Lincoln","startTime":1747.4189999999999,"endTime":1748.379,"body":"that's how I do it."},{"speaker":"Carl Widger","startTime":1752.07,"endTime":1754.7399999999998,"body":"Quick, quick, quick"},{"speaker":"Carl Widger","startTime":1752.07,"endTime":1754.7399999999998,"body":"one for me. With those two"},{"speaker":"Carl Widger","startTime":1754.7399999999998,"endTime":1757.83,"body":"things we do we can, we'll also"},{"speaker":"Carl Widger","startTime":1754.7399999999998,"endTime":1757.83,"body":"try and have two people at every"},{"speaker":"Carl Widger","startTime":1757.83,"endTime":1761.6699999999998,"body":"client meeting. So we don't miss"},{"speaker":"Carl Widger","startTime":1757.83,"endTime":1761.6699999999998,"body":"it. And then we do one of two"},{"speaker":"Carl Widger","startTime":1761.6699999999998,"endTime":1765.0,"body":"things. We either do voice memos"},{"speaker":"Carl Widger","startTime":1761.6699999999998,"endTime":1765.0,"body":"for the file to summarize the"},{"speaker":"Carl Widger","startTime":1765.0,"endTime":1768.6,"body":"meeting, or more do more and"},{"speaker":"Carl Widger","startTime":1765.0,"endTime":1768.6,"body":"more this this is really"},{"speaker":"Carl Widger","startTime":1768.6,"endTime":1772.02,"body":"effective is we will do a"},{"speaker":"Carl Widger","startTime":1768.6,"endTime":1772.02,"body":"synopsis of the meeting on"},{"speaker":"Carl Widger","startTime":1772.02,"endTime":1775.29,"body":"video, which we will then share"},{"speaker":"Carl Widger","startTime":1772.02,"endTime":1775.29,"body":"with the clients. That's a we"},{"speaker":"Carl Widger","startTime":1775.29,"endTime":1775.4699999999998,"body":"do."},{"speaker":"Nick Lincoln","startTime":1778.3799999999999,"endTime":1781.08,"body":"Great stuff. Thank"},{"speaker":"Nick Lincoln","startTime":1778.3799999999999,"endTime":1781.08,"body":"you. Thanks. So the next"},{"speaker":"Nick Lincoln","startTime":1781.08,"endTime":1784.9199999999998,"body":"question is one for Carl. Again,"},{"speaker":"Nick Lincoln","startTime":1781.08,"endTime":1784.9199999999998,"body":"it might be that we refer to a"},{"speaker":"Nick Lincoln","startTime":1784.9199999999998,"endTime":1787.26,"body":"previous episode or we do a deep"},{"speaker":"Nick Lincoln","startTime":1784.9199999999998,"endTime":1787.26,"body":"dive again in the new year. So"},{"speaker":"Nick Lincoln","startTime":1787.3799999999999,"endTime":1791.4899999999998,"body":"James P, who's on Twitter as Jay"},{"speaker":"Nick Lincoln","startTime":1787.3799999999999,"endTime":1791.4899999999998,"body":"Potter five. Hi, guys, I love"},{"speaker":"Nick Lincoln","startTime":1791.4899999999998,"endTime":1793.8899999999999,"body":"the show. My question is I'm a"},{"speaker":"Nick Lincoln","startTime":1791.4899999999998,"endTime":1793.8899999999999,"body":"new advisor currently building"},{"speaker":"Nick Lincoln","startTime":1793.8899999999999,"endTime":1796.9199999999998,"body":"my client bank. How did you all"},{"speaker":"Nick Lincoln","startTime":1793.8899999999999,"endTime":1796.9199999999998,"body":"do it? And with your experience?"},{"speaker":"Nick Lincoln","startTime":1796.9199999999998,"endTime":1799.3799999999999,"body":"Is there anything you would now"},{"speaker":"Nick Lincoln","startTime":1796.9199999999998,"endTime":1799.3799999999999,"body":"do differently? Carl, how do you"},{"speaker":"Nick Lincoln","startTime":1799.3799999999999,"endTime":1799.9799999999998,"body":"want to play that?"},{"speaker":"Carl Widger","startTime":1801.7189999999998,"endTime":1804.629,"body":"Yeah, I did put my"},{"speaker":"Carl Widger","startTime":1801.7189999999998,"endTime":1804.629,"body":"name against this one because"},{"speaker":"Carl Widger","startTime":1804.9589999999998,"endTime":1807.539,"body":"this is easy. I think we did I"},{"speaker":"Carl Widger","startTime":1804.9589999999998,"endTime":1807.539,"body":"think it's episode one where we"},{"speaker":"Carl Widger","startTime":1807.539,"endTime":1812.639,"body":"spoke about, you know how we got"},{"speaker":"Carl Widger","startTime":1807.539,"endTime":1812.639,"body":"out there. And we kind of had a"},{"speaker":"Carl Widger","startTime":1812.639,"endTime":1815.2189999999998,"body":"framework of two ways of doing"},{"speaker":"Carl Widger","startTime":1812.639,"endTime":1815.2189999999998,"body":"it, which is going out pressing"},{"speaker":"Carl Widger","startTime":1815.2189999999998,"endTime":1818.7289999999998,"body":"the flesh and then also creating"},{"speaker":"Carl Widger","startTime":1815.2189999999998,"endTime":1818.7289999999998,"body":"the content. So I think if you"},{"speaker":"Carl Widger","startTime":1818.7289999999998,"endTime":1821.849,"body":"can do both of those, I think,"},{"speaker":"Carl Widger","startTime":1818.7289999999998,"endTime":1821.849,"body":"you know, that's that's the best"},{"speaker":"Carl Widger","startTime":1821.849,"endTime":1824.639,"body":"way to do it. But I think I"},{"speaker":"Carl Widger","startTime":1821.849,"endTime":1824.639,"body":"think it's kind of very similar"},{"speaker":"Carl Widger","startTime":1824.639,"endTime":1830.1589999999999,"body":"to the question earlier on."},{"speaker":"Carl Widger","startTime":1824.639,"endTime":1830.1589999999999,"body":"You're right people keep asking,"},{"speaker":"Carl Widger","startTime":1830.1889999999999,"endTime":1832.1689999999999,"body":"you know, how do you get"},{"speaker":"Carl Widger","startTime":1830.1889999999999,"endTime":1832.1689999999999,"body":"clients, how do you get clients"},{"speaker":"Carl Widger","startTime":1832.1689999999999,"endTime":1836.309,"body":"and it is that is the hardest"},{"speaker":"Carl Widger","startTime":1832.1689999999999,"endTime":1836.309,"body":"part of the work. And I think we"},{"speaker":"Carl Widger","startTime":1836.309,"endTime":1838.559,"body":"should probably come back to"},{"speaker":"Carl Widger","startTime":1836.309,"endTime":1838.559,"body":"this another day."},{"speaker":"Nick Lincoln","startTime":1840.57,"endTime":1842.7299999999998,"body":"Okay, great, Stan."},{"speaker":"Nick Lincoln","startTime":1840.57,"endTime":1842.7299999999998,"body":"Thank you car. The next question"},{"speaker":"Nick Lincoln","startTime":1842.7299999999998,"endTime":1844.7099999999998,"body":"and it's not what number have"},{"speaker":"Nick Lincoln","startTime":1842.7299999999998,"endTime":1844.7099999999998,"body":"you call you've you've You've"},{"speaker":"Nick Lincoln","startTime":1844.7099999999998,"endTime":1848.1299999999999,"body":"snatched your your first dibs on"},{"speaker":"Nick Lincoln","startTime":1844.7099999999998,"endTime":1848.1299999999999,"body":"this one from James Hughes on"},{"speaker":"Nick Lincoln","startTime":1848.1299999999999,"endTime":1852.2099999999998,"body":"Twitter as Jambo Hughes one"},{"speaker":"Nick Lincoln","startTime":1848.1299999999999,"endTime":1852.2099999999998,"body":"networking for someone who finds"},{"speaker":"Nick Lincoln","startTime":1852.2099999999998,"endTime":1855.4499999999998,"body":"the typical force networking"},{"speaker":"Nick Lincoln","startTime":1852.2099999999998,"endTime":1855.4499999999998,"body":"events a bit tedious. I think"},{"speaker":"Nick Lincoln","startTime":1855.4499999999998,"endTime":1857.76,"body":"we're all with you. And not to"},{"speaker":"Nick Lincoln","startTime":1855.4499999999998,"endTime":1857.76,"body":"mention, they're usually full of"},{"speaker":"Nick Lincoln","startTime":1857.76,"endTime":1860.07,"body":"financial advisors already. Do"},{"speaker":"Nick Lincoln","startTime":1857.76,"endTime":1860.07,"body":"you have any tips for building"},{"speaker":"Nick Lincoln","startTime":1860.07,"endTime":1863.55,"body":"your client? Thank you PS love"},{"speaker":"Nick Lincoln","startTime":1860.07,"endTime":1863.55,"body":"the show. Keep up the good work."},{"speaker":"Nick Lincoln","startTime":1863.55,"endTime":1866.4599999999998,"body":"So it's kind of back on the same"},{"speaker":"Nick Lincoln","startTime":1863.55,"endTime":1866.4599999999998,"body":"thing car."},{"speaker":"Carl Widger","startTime":1866.58,"endTime":1871.86,"body":"It kind of is and I"},{"speaker":"Carl Widger","startTime":1866.58,"endTime":1871.86,"body":"won't dwell on this. But yeah,"},{"speaker":"Carl Widger","startTime":1871.86,"endTime":1875.9099999999999,"body":"look, I'm not sure those large"},{"speaker":"Carl Widger","startTime":1871.86,"endTime":1875.9099999999999,"body":"networking events, you know, are"},{"speaker":"Carl Widger","startTime":1875.9099999999999,"endTime":1878.4299999999998,"body":"there A you're supposed to go"},{"speaker":"Carl Widger","startTime":1875.9099999999999,"endTime":1878.4299999999998,"body":"out and get two or three"},{"speaker":"Carl Widger","startTime":1878.4299999999998,"endTime":1882.0,"body":"business cards or whatever,"},{"speaker":"Carl Widger","startTime":1878.4299999999998,"endTime":1882.0,"body":"right? I'm not sure they're much"},{"speaker":"Carl Widger","startTime":1882.0,"endTime":1885.51,"body":"use, I'd much prefer the one to"},{"speaker":"Carl Widger","startTime":1882.0,"endTime":1885.51,"body":"one stuff. So I would encourage"},{"speaker":"Carl Widger","startTime":1885.51,"endTime":1890.1,"body":"you to try and identify your"},{"speaker":"Carl Widger","startTime":1885.51,"endTime":1890.1,"body":"right type of client and then"},{"speaker":"Carl Widger","startTime":1890.1,"endTime":1894.4199999999998,"body":"have as many one to one cups of"},{"speaker":"Carl Widger","startTime":1890.1,"endTime":1894.4199999999998,"body":"coffee lunches, you know,"},{"speaker":"Carl Widger","startTime":1894.4199999999998,"endTime":1898.3799999999999,"body":"dinners, that kind of stuff."},{"speaker":"Carl Widger","startTime":1894.4199999999998,"endTime":1898.3799999999999,"body":"Going to, you know, general"},{"speaker":"Carl Widger","startTime":1898.3799999999999,"endTime":1901.2299999999998,"body":"social events, I think, you"},{"speaker":"Carl Widger","startTime":1898.3799999999999,"endTime":1901.2299999999998,"body":"know, yeah, do that. But the"},{"speaker":"Carl Widger","startTime":1901.2299999999998,"endTime":1905.9399999999998,"body":"force network and tank. I hate"},{"speaker":"Carl Widger","startTime":1901.2299999999998,"endTime":1905.9399999999998,"body":"it off of heart of donors."},{"speaker":"Alan Smith","startTime":1906.8999999999999,"endTime":1909.6899999999998,"body":"You know, thing like"},{"speaker":"Alan Smith","startTime":1906.8999999999999,"endTime":1909.6899999999998,"body":"it is real old school people"},{"speaker":"Alan Smith","startTime":1909.6899999999998,"endTime":1913.77,"body":"talk about it is a bit, but it's"},{"speaker":"Alan Smith","startTime":1909.6899999999998,"endTime":1913.77,"body":"good, is what it? Does everyone"},{"speaker":"Alan Smith","startTime":1913.77,"endTime":1916.83,"body":"have an elevator pitch? So"},{"speaker":"Alan Smith","startTime":1913.77,"endTime":1916.83,"body":"coilover? Could you describe"},{"speaker":"Alan Smith","startTime":1916.83,"endTime":1919.08,"body":"what you do to someone doesn't"},{"speaker":"Alan Smith","startTime":1916.83,"endTime":1919.08,"body":"know anything about you, or your"},{"speaker":"Alan Smith","startTime":1919.08,"endTime":1925.7099999999998,"body":"business or the experience in"},{"speaker":"Alan Smith","startTime":1919.08,"endTime":1925.7099999999998,"body":"literally 2022 seconds? Because"},{"speaker":"Alan Smith","startTime":1925.7099999999998,"endTime":1927.8999999999999,"body":"most of us don't, most of us"},{"speaker":"Alan Smith","startTime":1925.7099999999998,"endTime":1927.8999999999999,"body":"don't practice it. And most of"},{"speaker":"Alan Smith","startTime":1927.8999999999999,"endTime":1929.9099999999999,"body":"us say I'm a financial advisor,"},{"speaker":"Alan Smith","startTime":1927.8999999999999,"endTime":1929.9099999999999,"body":"which is one way to end a"},{"speaker":"Alan Smith","startTime":1929.9099999999999,"endTime":1932.7299999999998,"body":"conversation. So I would"},{"speaker":"Alan Smith","startTime":1929.9099999999999,"endTime":1932.7299999999998,"body":"encourage, if you're gonna go to"},{"speaker":"Alan Smith","startTime":1932.7299999999998,"endTime":1936.27,"body":"networking events, do a bit of"},{"speaker":"Alan Smith","startTime":1932.7299999999998,"endTime":1936.27,"body":"work on that. As we mentioned, I"},{"speaker":"Alan Smith","startTime":1936.27,"endTime":1938.76,"body":"mentioned in the last episode,"},{"speaker":"Alan Smith","startTime":1936.27,"endTime":1938.76,"body":"the keepers of influence program"},{"speaker":"Alan Smith","startTime":1938.76,"endTime":1941.3999999999999,"body":"is going to wave is going to"},{"speaker":"Alan Smith","startTime":1938.76,"endTime":1941.3999999999999,"body":"process they call it social"},{"speaker":"Alan Smith","startTime":1941.3999999999999,"endTime":1945.33,"body":"pitch. How you describe it is"},{"speaker":"Alan Smith","startTime":1941.3999999999999,"endTime":1945.33,"body":"you do in a meaningful way that"},{"speaker":"Alan Smith","startTime":1945.33,"endTime":1946.8,"body":"someone's going to nod their"},{"speaker":"Alan Smith","startTime":1945.33,"endTime":1946.8,"body":"head and they're either going to"},{"speaker":"Alan Smith","startTime":1946.8,"endTime":1949.3799999999999,"body":"say, Oh, that's interesting, not"},{"speaker":"Alan Smith","startTime":1946.8,"endTime":1949.3799999999999,"body":"for me, but quite a few of them"},{"speaker":"Alan Smith","startTime":1949.3799999999999,"endTime":1951.6299999999999,"body":"will say, Oh, do you have a"},{"speaker":"Alan Smith","startTime":1949.3799999999999,"endTime":1951.6299999999999,"body":"card? Can we have a coffee"},{"speaker":"Alan Smith","startTime":1951.6899999999998,"endTime":1954.57,"body":"sometime? So you if you're gonna"},{"speaker":"Alan Smith","startTime":1951.6899999999998,"endTime":1954.57,"body":"go to networking events, and"},{"speaker":"Alan Smith","startTime":1954.57,"endTime":1956.9699999999998,"body":"you're looking at as a means to"},{"speaker":"Alan Smith","startTime":1954.57,"endTime":1956.9699999999998,"body":"generate new business"},{"speaker":"Alan Smith","startTime":1956.9699999999998,"endTime":1959.28,"body":"opportunities, you got to do"},{"speaker":"Alan Smith","startTime":1956.9699999999998,"endTime":1959.28,"body":"your homework, got to prepare,"},{"speaker":"Alan Smith","startTime":1959.31,"endTime":1962.4299999999998,"body":"you can't just show up"},{"speaker":"Alan Smith","startTime":1959.31,"endTime":1962.4299999999998,"body":"unprepared. Next."},{"speaker":"Nick Lincoln","startTime":1965.04,"endTime":1966.4199999999998,"body":"Okay, the next"},{"speaker":"Nick Lincoln","startTime":1965.04,"endTime":1966.4199999999998,"body":"question is from our friend who"},{"speaker":"Nick Lincoln","startTime":1966.4199999999998,"endTime":1970.3799999999999,"body":"we saw quite a good few weeks"},{"speaker":"Nick Lincoln","startTime":1966.4199999999998,"endTime":1970.3799999999999,"body":"ago now Rob Stevenson, who's on"},{"speaker":"Nick Lincoln","startTime":1970.3799999999999,"endTime":1974.76,"body":"Twitter as at Rob s. Underscore"},{"speaker":"Nick Lincoln","startTime":1970.3799999999999,"endTime":1974.76,"body":"kingmakers catchy one Rob."},{"speaker":"Nick Lincoln","startTime":1976.08,"endTime":1981.6299999999999,"body":"Excuse me. Do any of you believe"},{"speaker":"Nick Lincoln","startTime":1976.08,"endTime":1981.6299999999999,"body":"there will ever be a genuine"},{"speaker":"Nick Lincoln","startTime":1981.6299999999999,"endTime":1989.04,"body":"challenger to that firm? I don't"},{"speaker":"Nick Lincoln","startTime":1981.6299999999999,"endTime":1989.04,"body":"know the power of a dark side. I"},{"speaker":"Nick Lincoln","startTime":1989.04,"endTime":1992.85,"body":"presume you're saying you mean"},{"speaker":"Nick Lincoln","startTime":1989.04,"endTime":1992.85,"body":"SJP. With that we can say STP I,"},{"speaker":"Nick Lincoln","startTime":1992.9399999999998,"endTime":1995.58,"body":"I'm quite a big fan of SG"},{"speaker":"Nick Lincoln","startTime":1992.9399999999998,"endTime":1995.58,"body":"certain things, the greatest"},{"speaker":"Nick Lincoln","startTime":1995.58,"endTime":1998.07,"body":"marketing company in financial"},{"speaker":"Nick Lincoln","startTime":1995.58,"endTime":1998.07,"body":"services? If not, if not in the"},{"speaker":"Nick Lincoln","startTime":1998.07,"endTime":1999.9899999999998,"body":"world, certainly in this"},{"speaker":"Nick Lincoln","startTime":1998.07,"endTime":1999.9899999999998,"body":"country. Anybody wanna have a"},{"speaker":"Nick Lincoln","startTime":1999.9899999999998,"endTime":2000.9499999999998,"body":"stab at that question?"},{"speaker":"Andy Hart","startTime":2002.2389999999998,"endTime":2004.1889999999999,"body":"I mean, they are an"},{"speaker":"Andy Hart","startTime":2002.2389999999998,"endTime":2004.1889999999999,"body":"incredibly successful company."},{"speaker":"Andy Hart","startTime":2004.1889999999999,"endTime":2007.819,"body":"And they do a lot of stuff,"},{"speaker":"Andy Hart","startTime":2004.1889999999999,"endTime":2007.819,"body":"right? I think it's the classic."},{"speaker":"Andy Hart","startTime":2008.7189999999998,"endTime":2012.829,"body":"People are not very good at"},{"speaker":"Andy Hart","startTime":2008.7189999999998,"endTime":2012.829,"body":"cloning. So people will try and"},{"speaker":"Andy Hart","startTime":2012.829,"endTime":2016.039,"body":"build a similar thing, but then"},{"speaker":"Andy Hart","startTime":2012.829,"endTime":2016.039,"body":"remove some of the key elements"},{"speaker":"Andy Hart","startTime":2016.069,"endTime":2020.599,"body":"that that might be the the"},{"speaker":"Andy Hart","startTime":2016.069,"endTime":2020.599,"body":"essential elements. I think"},{"speaker":"Andy Hart","startTime":2020.599,"endTime":2022.849,"body":"there's a few firms that are"},{"speaker":"Andy Hart","startTime":2020.599,"endTime":2022.849,"body":"brewing, but but they're"},{"speaker":"Andy Hart","startTime":2022.849,"endTime":2026.119,"body":"enormous in terms of the number"},{"speaker":"Andy Hart","startTime":2022.849,"endTime":2026.119,"body":"they look after the amount of"},{"speaker":"Andy Hart","startTime":2026.1789999999999,"endTime":2028.9089999999999,"body":"financial advisors they have, I"},{"speaker":"Andy Hart","startTime":2026.1789999999999,"endTime":2028.9089999999999,"body":"think they've got about 20% of"},{"speaker":"Andy Hart","startTime":2028.9089999999999,"endTime":2033.559,"body":"the financial advisor workforce."},{"speaker":"Andy Hart","startTime":2028.9089999999999,"endTime":2033.559,"body":"So for some thing to get to that"},{"speaker":"Andy Hart","startTime":2033.559,"endTime":2039.1989999999998,"body":"scale and level, that's pretty"},{"speaker":"Andy Hart","startTime":2033.559,"endTime":2039.1989999999998,"body":"astronomical. And to James's"},{"speaker":"Andy Hart","startTime":2039.1989999999998,"endTime":2042.559,"body":"place a very similar to us that"},{"speaker":"Andy Hart","startTime":2039.1989999999998,"endTime":2042.559,"body":"basically a pension company,"},{"speaker":"Andy Hart","startTime":2042.799,"endTime":2046.7589999999998,"body":"suddenly 70 to 75% of assets are"},{"speaker":"Andy Hart","startTime":2042.799,"endTime":2046.7589999999998,"body":"in pensions, similar to my firm"},{"speaker":"Andy Hart","startTime":2046.7589999999998,"endTime":2052.039,"body":"your firm's. But the good thing"},{"speaker":"Andy Hart","startTime":2046.7589999999998,"endTime":2052.039,"body":"about them is about 75% of their"},{"speaker":"Andy Hart","startTime":2052.039,"endTime":2054.529,"body":"assets are in global equities."},{"speaker":"Andy Hart","startTime":2052.039,"endTime":2054.529,"body":"So they're doing the right thing"},{"speaker":"Andy Hart","startTime":2054.529,"endTime":2057.859,"body":"for their clients, portfolios,"},{"speaker":"Andy Hart","startTime":2054.529,"endTime":2057.859,"body":"predominantly with global"},{"speaker":"Andy Hart","startTime":2057.859,"endTime":2061.369,"body":"equities. And they do a lot of"},{"speaker":"Andy Hart","startTime":2057.859,"endTime":2061.369,"body":"financial planning, because I"},{"speaker":"Andy Hart","startTime":2061.369,"endTime":2063.859,"body":"did quite a bit of work with"},{"speaker":"Andy Hart","startTime":2061.369,"endTime":2063.859,"body":"them. So Will someone be able to"},{"speaker":"Andy Hart","startTime":2064.159,"endTime":2067.759,"body":"sort of replicate that scale and"},{"speaker":"Andy Hart","startTime":2064.159,"endTime":2067.759,"body":"what they do? I think we will"},{"speaker":"Andy Hart","startTime":2067.759,"endTime":2069.919,"body":"find it very tough. over to"},{"speaker":"Andy Hart","startTime":2067.759,"endTime":2069.919,"body":"Alan."},{"speaker":"Alan Smith","startTime":2070.429,"endTime":2073.009,"body":"Yeah, I think I"},{"speaker":"Alan Smith","startTime":2070.429,"endTime":2073.009,"body":"think people already are pretty"},{"speaker":"Alan Smith","startTime":2073.009,"endTime":2076.339,"body":"close to it. You got it. So"},{"speaker":"Alan Smith","startTime":2073.009,"endTime":2076.339,"body":"people often seasoned James,"},{"speaker":"Alan Smith","startTime":2076.339,"endTime":2080.569,"body":"please, Mark? Allen, I don't I"},{"speaker":"Alan Smith","startTime":2076.339,"endTime":2080.569,"body":"don't think it is that great St."},{"speaker":"Alan Smith","startTime":2080.569,"endTime":2083.929,"body":"James's place as a brand as they"},{"speaker":"Alan Smith","startTime":2080.569,"endTime":2083.929,"body":"get some of the things right."},{"speaker":"Alan Smith","startTime":2083.929,"endTime":2086.329,"body":"But what they get right is their"},{"speaker":"Alan Smith","startTime":2083.929,"endTime":2086.329,"body":"business model is effectively a"},{"speaker":"Alan Smith","startTime":2086.329,"endTime":2089.359,"body":"franchise model, then the so"},{"speaker":"Alan Smith","startTime":2086.329,"endTime":2089.359,"body":"they rely upon did they do all"},{"speaker":"Alan Smith","startTime":2089.359,"endTime":2091.879,"body":"sort of provide a lot of"},{"speaker":"Alan Smith","startTime":2089.359,"endTime":2091.879,"body":"centralized services for people"},{"speaker":"Alan Smith","startTime":2091.879,"endTime":2095.119,"body":"we've got a very static pricing"},{"speaker":"Alan Smith","startTime":2091.879,"endTime":2095.119,"body":"model is effectively an old"},{"speaker":"Alan Smith","startTime":2095.119,"endTime":2097.399,"body":"school commission model that we"},{"speaker":"Alan Smith","startTime":2095.119,"endTime":2097.399,"body":"all know about, and with exit"},{"speaker":"Alan Smith","startTime":2097.399,"endTime":2100.549,"body":"penalties, and all that sort of"},{"speaker":"Alan Smith","startTime":2097.399,"endTime":2100.549,"body":"thing. But we've got a very good"},{"speaker":"Alan Smith","startTime":2100.789,"endTime":2104.899,"body":"business model that attracts and"},{"speaker":"Alan Smith","startTime":2100.789,"endTime":2104.899,"body":"retains kind of business"},{"speaker":"Alan Smith","startTime":2104.899,"endTime":2108.829,"body":"operators, entrepreneurial,"},{"speaker":"Alan Smith","startTime":2104.899,"endTime":2108.829,"body":"financial advisors. And that"},{"speaker":"Alan Smith","startTime":2108.829,"endTime":2112.249,"body":"works. But now, I cannot go to a"},{"speaker":"Alan Smith","startTime":2108.829,"endTime":2112.249,"body":"deep dive about lots of"},{"speaker":"Alan Smith","startTime":2112.249,"endTime":2114.439,"body":"different brands, but I mean,"},{"speaker":"Alan Smith","startTime":2112.249,"endTime":2114.439,"body":"someone like quilter, they're on"},{"speaker":"Alan Smith","startTime":2114.439,"endTime":2117.169,"body":"the way to doing that some of"},{"speaker":"Alan Smith","startTime":2114.439,"endTime":2117.169,"body":"the very big would have now"},{"speaker":"Alan Smith","startTime":2117.169,"endTime":2121.099,"body":"rebranded as evil and or Evelyn"},{"speaker":"Alan Smith","startTime":2117.169,"endTime":2121.099,"body":"partners, there's significant"},{"speaker":"Alan Smith","startTime":2121.099,"endTime":2124.459,"body":"scale, they're multi 10s of"},{"speaker":"Alan Smith","startTime":2121.099,"endTime":2124.459,"body":"billions, I think, SGP last time"},{"speaker":"Alan Smith","startTime":2124.459,"endTime":2128.959,"body":"it were 120 billion assets. I'm"},{"speaker":"Alan Smith","startTime":2124.459,"endTime":2128.959,"body":"loving that. There are people"},{"speaker":"Alan Smith","startTime":2128.959,"endTime":2131.719,"body":"that are getting close. But the"},{"speaker":"Alan Smith","startTime":2128.959,"endTime":2131.719,"body":"question is, do you really want"},{"speaker":"Alan Smith","startTime":2131.719,"endTime":2135.6189999999997,"body":"to be I mean, I think I mean, I"},{"speaker":"Alan Smith","startTime":2131.719,"endTime":2135.6189999999997,"body":"know, Rob, well, Rob's Ultimate"},{"speaker":"Alan Smith","startTime":2135.649,"endTime":2139.069,"body":"is question really here is could"},{"speaker":"Alan Smith","startTime":2135.649,"endTime":2139.069,"body":"there be an at scale, you know,"},{"speaker":"Alan Smith","startTime":2139.069,"endTime":2142.819,"body":"real financial planning company"},{"speaker":"Alan Smith","startTime":2139.069,"endTime":2142.819,"body":"that does proper financial"},{"speaker":"Alan Smith","startTime":2142.819,"endTime":2146.029,"body":"planning, sensible investment"},{"speaker":"Alan Smith","startTime":2142.819,"endTime":2146.029,"body":"processes, behavioral coaching,"},{"speaker":"Alan Smith","startTime":2146.5989999999997,"endTime":2149.299,"body":"I think that is a long way off."},{"speaker":"Alan Smith","startTime":2146.5989999999997,"endTime":2149.299,"body":"I think that is much harder to"},{"speaker":"Alan Smith","startTime":2149.3289999999997,"endTime":2154.129,"body":"scale than a traditional kind of"},{"speaker":"Alan Smith","startTime":2149.3289999999997,"endTime":2154.129,"body":"SGP, or like an industrial asset"},{"speaker":"Alan Smith","startTime":2154.129,"endTime":2157.219,"body":"gathering machine. And most of"},{"speaker":"Alan Smith","startTime":2154.129,"endTime":2157.219,"body":"us are not that and never will"},{"speaker":"Alan Smith","startTime":2157.219,"endTime":2160.669,"body":"be. I have no aspirations,"},{"speaker":"Alan Smith","startTime":2157.219,"endTime":2160.669,"body":"frankly, to be that. So will"},{"speaker":"Alan Smith","startTime":2160.669,"endTime":2162.919,"body":"there be other brands and"},{"speaker":"Alan Smith","startTime":2160.669,"endTime":2162.919,"body":"companies that get the same"},{"speaker":"Alan Smith","startTime":2162.919,"endTime":2166.219,"body":"size? Maybe, maybe there's some"},{"speaker":"Alan Smith","startTime":2162.919,"endTime":2166.219,"body":"of the names I've mentioned,"},{"speaker":"Alan Smith","startTime":2166.549,"endTime":2169.549,"body":"will there be ones that have the"},{"speaker":"Alan Smith","startTime":2166.549,"endTime":2169.549,"body":"same sort of ethos and approach"},{"speaker":"Alan Smith","startTime":2169.549,"endTime":2172.699,"body":"that four of us have? I think"},{"speaker":"Alan Smith","startTime":2169.549,"endTime":2172.699,"body":"unlikely. I don't think it's"},{"speaker":"Alan Smith","startTime":2172.699,"endTime":2174.769,"body":"going to happen. I think it's a"},{"speaker":"Alan Smith","startTime":2172.699,"endTime":2174.769,"body":"cultural mistake. Yeah."},{"speaker":"Carl Widger","startTime":2175.2799999999997,"endTime":2177.38,"body":"And I think that's"},{"speaker":"Carl Widger","startTime":2175.2799999999997,"endTime":2177.38,"body":"kind of the point isn't that"},{"speaker":"Carl Widger","startTime":2177.41,"endTime":2179.72,"body":"really that's not our"},{"speaker":"Carl Widger","startTime":2177.41,"endTime":2179.72,"body":"competition we do something"},{"speaker":"Carl Widger","startTime":2179.75,"endTime":2183.0499999999997,"body":"totally differently. I think"},{"speaker":"Carl Widger","startTime":2179.75,"endTime":2183.0499999999997,"body":"more I'd be more interested to"},{"speaker":"Carl Widger","startTime":2183.0499999999997,"endTime":2187.46,"body":"see where SJP see themselves in"},{"speaker":"Carl Widger","startTime":2183.0499999999997,"endTime":2187.46,"body":"10 years time. So are they"},{"speaker":"Carl Widger","startTime":2187.46,"endTime":2190.5499999999997,"body":"talking internally about you"},{"speaker":"Carl Widger","startTime":2187.46,"endTime":2190.5499999999997,"body":"know, do we do this financial"},{"speaker":"Carl Widger","startTime":2190.5499999999997,"endTime":2195.17,"body":"planning thing and very much I"},{"speaker":"Carl Widger","startTime":2190.5499999999997,"endTime":2195.17,"body":"see yeah so so therefore, you"},{"speaker":"Carl Widger","startTime":2195.17,"endTime":2199.5499999999997,"body":"know, how do we need to you"},{"speaker":"Carl Widger","startTime":2195.17,"endTime":2199.5499999999997,"body":"know, protect our own brands"},{"speaker":"Carl Widger","startTime":2199.5499999999997,"endTime":2202.49,"body":"from the big guys coming in"},{"speaker":"Carl Widger","startTime":2199.5499999999997,"endTime":2202.49,"body":"saying they're going to do this"},{"speaker":"Carl Widger","startTime":2202.49,"endTime":2206.15,"body":"kind of stuff and but they"},{"speaker":"Carl Widger","startTime":2202.49,"endTime":2206.15,"body":"haven't come to Ireland because"},{"speaker":"Carl Widger","startTime":2206.15,"endTime":2207.47,"body":"they heard about Metis Ireland"},{"speaker":"Nick Lincoln","startTime":2209.75,"endTime":2211.64,"body":"and they ran away"},{"speaker":"Nick Lincoln","startTime":2209.75,"endTime":2211.64,"body":"they ran away paid for excellent"},{"speaker":"Nick Lincoln","startTime":2211.64,"endTime":2215.27,"body":"I mean, as critical as yet. It's"},{"speaker":"Nick Lincoln","startTime":2211.64,"endTime":2215.27,"body":"a bit like Hargreaves Lansdown"},{"speaker":"Nick Lincoln","startTime":2215.27,"endTime":2217.64,"body":"SGP people think Oh, they've"},{"speaker":"Nick Lincoln","startTime":2215.27,"endTime":2217.64,"body":"only been around the last 510"},{"speaker":"Nick Lincoln","startTime":2217.85,"endTime":2222.62,"body":"SGP goes back to Jay Rothschild"},{"speaker":"Nick Lincoln","startTime":2217.85,"endTime":2222.62,"body":"assurance. And Mark Weinberg. I"},{"speaker":"Nick Lincoln","startTime":2222.62,"endTime":2225.02,"body":"mean, this thing has taken"},{"speaker":"Nick Lincoln","startTime":2222.62,"endTime":2225.02,"body":"decades to get to where it is"},{"speaker":"Nick Lincoln","startTime":2225.02,"endTime":2227.63,"body":"today to become this behemoth"},{"speaker":"Nick Lincoln","startTime":2225.02,"endTime":2227.63,"body":"size and they have thought it"},{"speaker":"Nick Lincoln","startTime":2227.66,"endTime":2230.24,"body":"and they made every mistake in"},{"speaker":"Nick Lincoln","startTime":2227.66,"endTime":2230.24,"body":"the book along the way. And to"},{"speaker":"Nick Lincoln","startTime":2230.24,"endTime":2234.62,"body":"allude to Andy's point. It's not"},{"speaker":"Nick Lincoln","startTime":2230.24,"endTime":2234.62,"body":"it's not an original thought, I"},{"speaker":"Nick Lincoln","startTime":2234.62,"endTime":2236.96,"body":"think it was Paul Thompson once"},{"speaker":"Nick Lincoln","startTime":2234.62,"endTime":2236.96,"body":"said this, I would rather go to"},{"speaker":"Nick Lincoln","startTime":2236.96,"endTime":2240.23,"body":"an SJP advisor who did full fat"},{"speaker":"Nick Lincoln","startTime":2236.96,"endTime":2240.23,"body":"financial planning and go to an"},{"speaker":"Nick Lincoln","startTime":2240.23,"endTime":2242.96,"body":"IFA with every chartered and"},{"speaker":"Nick Lincoln","startTime":2240.23,"endTime":2242.96,"body":"certified credential under the"},{"speaker":"Nick Lincoln","startTime":2242.96,"endTime":2247.0099999999998,"body":"roof. We didn't do it. So there"},{"speaker":"Nick Lincoln","startTime":2242.96,"endTime":2247.0099999999998,"body":"you go. I think we're okay with"},{"speaker":"Nick Lincoln","startTime":2247.0099999999998,"endTime":2248.9,"body":"that question. That's a good"},{"speaker":"Nick Lincoln","startTime":2247.0099999999998,"endTime":2248.9,"body":"quick, it's a good question,"},{"speaker":"Nick Lincoln","startTime":2248.9,"endTime":2253.43,"body":"Rob. And that's about the first"},{"speaker":"Nick Lincoln","startTime":2248.9,"endTime":2253.43,"body":"interesting question you've ever"},{"speaker":"Nick Lincoln","startTime":2253.43,"endTime":2256.46,"body":"posed. Rob, either here on our"},{"speaker":"Nick Lincoln","startTime":2253.43,"endTime":2256.46,"body":"social setting, so nice to have"},{"speaker":"Nick Lincoln","startTime":2256.46,"endTime":2260.93,"body":"a thank you for that. So the"},{"speaker":"Nick Lincoln","startTime":2256.46,"endTime":2260.93,"body":"next question is for Oh, God."},{"speaker":"Nick Lincoln","startTime":2261.29,"endTime":2265.43,"body":"Crikey, Carla myself, Phil"},{"speaker":"Nick Lincoln","startTime":2261.29,"endTime":2265.43,"body":"Donnelly, who's on Twitter as at"},{"speaker":"Nick Lincoln","startTime":2265.43,"endTime":2269.0299999999997,"body":"Phil Douglas Don, according to"},{"speaker":"Nick Lincoln","startTime":2265.43,"endTime":2269.0299999999997,"body":"research from the Association of"},{"speaker":"Nick Lincoln","startTime":2269.0299999999997,"endTime":2272.93,"body":"Investment Companies, only 1% of"},{"speaker":"Nick Lincoln","startTime":2269.0299999999997,"endTime":2272.93,"body":"advisors trust, sustainability"},{"speaker":"Nick Lincoln","startTime":2272.93,"endTime":2276.5,"body":"from funds. Question to the"},{"speaker":"Nick Lincoln","startTime":2272.93,"endTime":2276.5,"body":"whole panel. Good luck question"},{"speaker":"Nick Lincoln","startTime":2276.5,"endTime":2278.93,"body":"to the whole panel with the cost"},{"speaker":"Nick Lincoln","startTime":2276.5,"endTime":2278.93,"body":"of living and the risks of"},{"speaker":"Nick Lincoln","startTime":2278.93,"endTime":2283.0099999999998,"body":"greenwashing. Yeah, me neither."},{"speaker":"Nick Lincoln","startTime":2278.93,"endTime":2283.0099999999998,"body":"What are your views on ESG funds"},{"speaker":"Nick Lincoln","startTime":2283.0099999999998,"endTime":2285.92,"body":"for long term sustainable growth"},{"speaker":"Nick Lincoln","startTime":2283.0099999999998,"endTime":2285.92,"body":"to overcome inflation? Carl,"},{"speaker":"Nick Lincoln","startTime":2285.92,"endTime":2288.5,"body":"I'll let you go with that first."},{"speaker":"Nick Lincoln","startTime":2285.92,"endTime":2288.5,"body":"And if you want to fully I'll,"},{"speaker":"Nick Lincoln","startTime":2288.7999999999997,"endTime":2290.48,"body":"I'll step away crack on old"},{"speaker":"Nick Lincoln","startTime":2288.7999999999997,"endTime":2290.48,"body":"chap."},{"speaker":"Carl Widger","startTime":2291.23,"endTime":2299.9,"body":"Cheers. Yeah. Look,"},{"speaker":"Carl Widger","startTime":2291.23,"endTime":2299.9,"body":"ESG is not in a place whereby we"},{"speaker":"Carl Widger","startTime":2299.93,"endTime":2303.5899999999997,"body":"had met Azharuddin would be in a"},{"speaker":"Carl Widger","startTime":2299.93,"endTime":2303.5899999999997,"body":"position to recommend any funds"},{"speaker":"Carl Widger","startTime":2303.5899999999997,"endTime":2307.79,"body":"because I can't see who who's"},{"speaker":"Carl Widger","startTime":2303.5899999999997,"endTime":2307.79,"body":"deciding on the qualifying"},{"speaker":"Carl Widger","startTime":2307.79,"endTime":2311.48,"body":"criteria, who's deciding and"},{"speaker":"Carl Widger","startTime":2307.79,"endTime":2311.48,"body":"what actually, you know,"},{"speaker":"Carl Widger","startTime":2311.5099999999998,"endTime":2317.87,"body":"justifies an ESG label. And I"},{"speaker":"Carl Widger","startTime":2311.5099999999998,"endTime":2317.87,"body":"shared within our own group, I"},{"speaker":"Carl Widger","startTime":2317.87,"endTime":2323.0299999999997,"body":"think, a very large firm in the"},{"speaker":"Carl Widger","startTime":2317.87,"endTime":2323.0299999999997,"body":"US, were fined recently, because"},{"speaker":"Carl Widger","startTime":2323.0299999999997,"endTime":2326.66,"body":"they put an ESG sticker on a"},{"speaker":"Carl Widger","startTime":2323.0299999999997,"endTime":2326.66,"body":"fund, and it was found not to"},{"speaker":"Carl Widger","startTime":2326.66,"endTime":2331.94,"body":"actually be doing what it was"},{"speaker":"Carl Widger","startTime":2326.66,"endTime":2331.94,"body":"supposed to do. And for us, it's"},{"speaker":"Carl Widger","startTime":2331.94,"endTime":2335.21,"body":"a sit on the fence. Obviously,"},{"speaker":"Carl Widger","startTime":2331.94,"endTime":2335.21,"body":"we all want the planners to be"},{"speaker":"Carl Widger","startTime":2335.21,"endTime":2338.3599999999997,"body":"better, and to be more"},{"speaker":"Carl Widger","startTime":2335.21,"endTime":2338.3599999999997,"body":"sustainable, and all of that"},{"speaker":"Carl Widger","startTime":2338.3599999999997,"endTime":2343.64,"body":"kind of good stuff. Right. But I"},{"speaker":"Carl Widger","startTime":2338.3599999999997,"endTime":2343.64,"body":"think my own very cynical view"},{"speaker":"Carl Widger","startTime":2343.79,"endTime":2349.7599999999998,"body":"would be that fund managers"},{"speaker":"Carl Widger","startTime":2343.79,"endTime":2349.7599999999998,"body":"worldwide are using ESG, to"},{"speaker":"Carl Widger","startTime":2349.7599999999998,"endTime":2352.97,"body":"rebrand and reinvigorate"},{"speaker":"Carl Widger","startTime":2349.7599999999998,"endTime":2352.97,"body":"themselves and to charge more"},{"speaker":"Carl Widger","startTime":2352.97,"endTime":2357.74,"body":"fees. And so for me, I don't"},{"speaker":"Carl Widger","startTime":2352.97,"endTime":2357.74,"body":"think we are where we need to"},{"speaker":"Carl Widger","startTime":2357.74,"endTime":2363.41,"body":"be, I would really like to see"},{"speaker":"Carl Widger","startTime":2357.74,"endTime":2363.41,"body":"independent assessment of these"},{"speaker":"Carl Widger","startTime":2363.41,"endTime":2367.04,"body":"funds before they can call"},{"speaker":"Carl Widger","startTime":2363.41,"endTime":2367.04,"body":"themselves ESG. And in ESG,"},{"speaker":"Carl Widger","startTime":2367.04,"endTime":2371.18,"body":"there are three letters, there's"},{"speaker":"Carl Widger","startTime":2367.04,"endTime":2371.18,"body":"E, S, and G. And there, if you"},{"speaker":"Carl Widger","startTime":2371.18,"endTime":2374.3599999999997,"body":"delve into those, there are"},{"speaker":"Carl Widger","startTime":2371.18,"endTime":2374.3599999999997,"body":"three totally different things."},{"speaker":"Carl Widger","startTime":2374.3599999999997,"endTime":2379.88,"body":"So you know, I think there's an"},{"speaker":"Carl Widger","startTime":2374.3599999999997,"endTime":2379.88,"body":"awful lot more work to be done"},{"speaker":"Carl Widger","startTime":2379.91,"endTime":2387.17,"body":"in this field. And, you know,"},{"speaker":"Carl Widger","startTime":2379.91,"endTime":2387.17,"body":"there's a superb marketing. And"},{"speaker":"Carl Widger","startTime":2387.17,"endTime":2392.54,"body":"I often use the phrase of, you"},{"speaker":"Carl Widger","startTime":2387.17,"endTime":2392.54,"body":"know, the active fund managers"},{"speaker":"Carl Widger","startTime":2392.81,"endTime":2396.38,"body":"come down with the shiny bros"},{"speaker":"Carl Widger","startTime":2392.81,"endTime":2396.38,"body":"brochures, and the guy in the"},{"speaker":"Carl Widger","startTime":2396.38,"endTime":2399.7999999999997,"body":"Armani suit and the cufflinks."},{"speaker":"Carl Widger","startTime":2396.38,"endTime":2399.7999999999997,"body":"Right, brilliant marketing,"},{"speaker":"Carl Widger","startTime":2399.7999999999997,"endTime":2405.71,"body":"brilliant storytelling, but for"},{"speaker":"Carl Widger","startTime":2399.7999999999997,"endTime":2405.71,"body":"me, invest in what has always"},{"speaker":"Carl Widger","startTime":2405.71,"endTime":2410.27,"body":"worked, and don't go for the"},{"speaker":"Carl Widger","startTime":2405.71,"endTime":2410.27,"body":"next best thing, the shiny new"},{"speaker":"Carl Widger","startTime":2410.27,"endTime":2414.56,"body":"thing, the fence and see where"},{"speaker":"Carl Widger","startTime":2410.27,"endTime":2414.56,"body":"this leads us."},{"speaker":"Nick Lincoln","startTime":2414.62,"endTime":2418.37,"body":"Okay, my view on"},{"speaker":"Nick Lincoln","startTime":2414.62,"endTime":2418.37,"body":"ESG I think it's I think it's a"},{"speaker":"Nick Lincoln","startTime":2418.37,"endTime":2421.31,"body":"scam, I think it's an outright"},{"speaker":"Nick Lincoln","startTime":2418.37,"endTime":2421.31,"body":"scam. It's the investment"},{"speaker":"Nick Lincoln","startTime":2421.31,"endTime":2424.0699999999997,"body":"industry trying to make yourself"},{"speaker":"Nick Lincoln","startTime":2421.31,"endTime":2424.0699999999997,"body":"relevant again. And there's an"},{"speaker":"Nick Lincoln","startTime":2424.0699999999997,"endTime":2427.43,"body":"underlying there's an underlying"},{"speaker":"Nick Lincoln","startTime":2424.0699999999997,"endTime":2427.43,"body":"cultural and might and almost a"},{"speaker":"Nick Lincoln","startTime":2427.43,"endTime":2431.2999999999997,"body":"cultural Marxism underlying ESG."},{"speaker":"Nick Lincoln","startTime":2427.43,"endTime":2431.2999999999997,"body":"And they're sort of despising of"},{"speaker":"Nick Lincoln","startTime":2431.2999999999997,"endTime":2433.19,"body":"the of capitalism and the"},{"speaker":"Nick Lincoln","startTime":2431.2999999999997,"endTime":2433.19,"body":"progress we've made in the"},{"speaker":"Nick Lincoln","startTime":2433.19,"endTime":2436.46,"body":"world. And I could go on about"},{"speaker":"Nick Lincoln","startTime":2433.19,"endTime":2436.46,"body":"it and I have read about this."},{"speaker":"Nick Lincoln","startTime":2436.46,"endTime":2438.68,"body":"But the nice thing is, you can"},{"speaker":"Nick Lincoln","startTime":2436.46,"endTime":2438.68,"body":"see the worm turning and other"},{"speaker":"Nick Lincoln","startTime":2438.68,"endTime":2441.83,"body":"people that I respect, I think"},{"speaker":"Nick Lincoln","startTime":2438.68,"endTime":2441.83,"body":"some people in this in the"},{"speaker":"Nick Lincoln","startTime":2441.83,"endTime":2445.22,"body":"studio now, but also external"},{"speaker":"Nick Lincoln","startTime":2441.83,"endTime":2445.22,"body":"people who are looking at this,"},{"speaker":"Nick Lincoln","startTime":2445.22,"endTime":2447.56,"body":"do you think that this is a"},{"speaker":"Nick Lincoln","startTime":2445.22,"endTime":2447.56,"body":"crock This is an absolute crock"},{"speaker":"Nick Lincoln","startTime":2447.56,"endTime":2450.1099999999997,"body":"of rubbish to force a certain"},{"speaker":"Nick Lincoln","startTime":2447.56,"endTime":2450.1099999999997,"body":"type of thinking down people's"},{"speaker":"Nick Lincoln","startTime":2450.1099999999997,"endTime":2455.27,"body":"throats? In terms of I mean,"},{"speaker":"Nick Lincoln","startTime":2450.1099999999997,"endTime":2455.27,"body":"yeah, ESG funds will overcome"},{"speaker":"Nick Lincoln","startTime":2455.27,"endTime":2459.14,"body":"inflation because it obviously"},{"speaker":"Nick Lincoln","startTime":2455.27,"endTime":2459.14,"body":"invested in equities, but they"},{"speaker":"Nick Lincoln","startTime":2459.14,"endTime":2461.8399999999997,"body":"certainly won't outperform the"},{"speaker":"Nick Lincoln","startTime":2459.14,"endTime":2461.8399999999997,"body":"average equity fund or the or"},{"speaker":"Nick Lincoln","startTime":2461.8399999999997,"endTime":2464.99,"body":"the s\u0026p 500. In fact, the"},{"speaker":"Nick Lincoln","startTime":2461.8399999999997,"endTime":2464.99,"body":"evidence is in on that. And it's"},{"speaker":"Nick Lincoln","startTime":2464.99,"endTime":2467.9,"body":"also with capital allocation and"},{"speaker":"Nick Lincoln","startTime":2464.99,"endTime":2467.9,"body":"so forth. So interesting"},{"speaker":"Nick Lincoln","startTime":2467.9,"endTime":2474.56,"body":"question, Phillip. But let's,"},{"speaker":"Nick Lincoln","startTime":2467.9,"endTime":2474.56,"body":"let's move on. Demetrius, Nurse"},{"speaker":"Nick Lincoln","startTime":2474.5899999999997,"endTime":2477.5899999999997,"body":"Demi nurse after quite She's not"},{"speaker":"Nick Lincoln","startTime":2474.5899999999997,"endTime":2477.5899999999997,"body":"let his Twitter handle this let"},{"speaker":"Nick Lincoln","startTime":2477.5899999999997,"endTime":2480.65,"body":"his mobile which is oh, I won't"},{"speaker":"Nick Lincoln","startTime":2477.5899999999997,"endTime":2480.65,"body":"give it out really You haven't"},{"speaker":"Nick Lincoln","startTime":2481.67,"endTime":2484.31,"body":"even done. I used to call on"},{"speaker":"Nick Lincoln","startTime":2481.67,"endTime":2484.31,"body":"Demi and his brother Julian"},{"speaker":"Nick Lincoln","startTime":2484.31,"endTime":2487.8199999999997,"body":"nurse, and they had a practice"},{"speaker":"Nick Lincoln","startTime":2484.31,"endTime":2487.8199999999997,"body":"in, in in Palmers green or palm"},{"speaker":"Nick Lincoln","startTime":2487.8199999999997,"endTime":2490.7,"body":"was Greek as it's known"},{"speaker":"Nick Lincoln","startTime":2487.8199999999997,"endTime":2490.7,"body":"colloquially, and I called them"},{"speaker":"Nick Lincoln","startTime":2490.7,"endTime":2493.13,"body":"in the late 90s, early 2000s. A"},{"speaker":"Nick Lincoln","startTime":2490.7,"endTime":2493.13,"body":"couple of good guys. Hope you"},{"speaker":"Nick Lincoln","startTime":2493.19,"endTime":2495.83,"body":"hope you're both. Okay. Nice to"},{"speaker":"Nick Lincoln","startTime":2493.19,"endTime":2495.83,"body":"hear from you. Demi Demi asked"},{"speaker":"Nick Lincoln","startTime":2496.43,"endTime":2499.8199999999997,"body":"me? What's the panel's view on"},{"speaker":"Nick Lincoln","startTime":2496.43,"endTime":2499.8199999999997,"body":"diversity and inclusion within"},{"speaker":"Nick Lincoln","startTime":2499.8199999999997,"endTime":2503.81,"body":"UK financial services? Also the"},{"speaker":"Nick Lincoln","startTime":2499.8199999999997,"endTime":2503.81,"body":"advice gap for young people? Are"},{"speaker":"Nick Lincoln","startTime":2503.81,"endTime":2506.0299999999997,"body":"you wealth managers, or ifas."},{"speaker":"Nick Lincoln","startTime":2503.81,"endTime":2506.0299999999997,"body":"That's technically three"},{"speaker":"Nick Lincoln","startTime":2506.0299999999997,"endTime":2509.0899999999997,"body":"queries. You really haven't"},{"speaker":"Nick Lincoln","startTime":2506.0299999999997,"endTime":2509.0899999999997,"body":"changed me you'd like to get"},{"speaker":"Nick Lincoln","startTime":2509.0899999999997,"endTime":2511.22,"body":"your money's worth? I'll take"},{"speaker":"Nick Lincoln","startTime":2509.0899999999997,"endTime":2511.22,"body":"it. I'll tackle the diversity."},{"speaker":"Nick Lincoln","startTime":2511.25,"endTime":2514.25,"body":"I'm all for diversity of people"},{"speaker":"Nick Lincoln","startTime":2511.25,"endTime":2514.25,"body":"are good. I don't get diversity"},{"speaker":"Nick Lincoln","startTime":2514.25,"endTime":2516.65,"body":"about diversity of"},{"speaker":"Nick Lincoln","startTime":2514.25,"endTime":2516.65,"body":"opportunities. Absolutely"},{"speaker":"Nick Lincoln","startTime":2516.65,"endTime":2519.62,"body":"fantastic. Diversity of outcome"},{"speaker":"Nick Lincoln","startTime":2516.65,"endTime":2519.62,"body":"is absolutely horrible, and ends"},{"speaker":"Nick Lincoln","startTime":2519.62,"endTime":2522.68,"body":"up in the gulag, and the forced"},{"speaker":"Nick Lincoln","startTime":2519.62,"endTime":2522.68,"body":"deaths of millions of people"},{"speaker":"Nick Lincoln","startTime":2522.71,"endTime":2525.29,"body":"quite a quite strong answer"},{"speaker":"Nick Lincoln","startTime":2522.71,"endTime":2525.29,"body":"there. But I hope you appreciate"},{"speaker":"Nick Lincoln","startTime":2525.29,"endTime":2528.23,"body":"I don't care what color you are,"},{"speaker":"Nick Lincoln","startTime":2525.29,"endTime":2528.23,"body":"what you are, what religion or"},{"speaker":"Nick Lincoln","startTime":2528.23,"endTime":2530.0299999999997,"body":"anything. If you're good enough"},{"speaker":"Nick Lincoln","startTime":2528.23,"endTime":2530.0299999999997,"body":"for the job, you're good enough"},{"speaker":"Nick Lincoln","startTime":2530.0299999999997,"endTime":2534.2,"body":"for the job. Anybody else want"},{"speaker":"Nick Lincoln","startTime":2530.0299999999997,"endTime":2534.2,"body":"to add into that, that he asked"},{"speaker":"Nick Lincoln","startTime":2534.2,"endTime":2536.0899999999997,"body":"about the advice gap? He asked"},{"speaker":"Nick Lincoln","startTime":2534.2,"endTime":2536.0899999999997,"body":"about wealth managers, rifles?"},{"speaker":"Nick Lincoln","startTime":2536.0899999999997,"endTime":2537.56,"body":"Anybody got any other thoughts"},{"speaker":"Nick Lincoln","startTime":2536.0899999999997,"endTime":2537.56,"body":"on any of that?"},{"speaker":"Alan Smith","startTime":2539.72,"endTime":2542.39,"body":"Advice? Gabby?"},{"speaker":"Alan Smith","startTime":2539.72,"endTime":2542.39,"body":"Gabby, we related to that was"},{"speaker":"Alan Smith","startTime":2542.39,"endTime":2545.24,"body":"sort of referred to a little bit"},{"speaker":"Alan Smith","startTime":2542.39,"endTime":2545.24,"body":"earlier on through employers,"},{"speaker":"Alan Smith","startTime":2545.27,"endTime":2548.0,"body":"employers will provide access to"},{"speaker":"Alan Smith","startTime":2545.27,"endTime":2548.0,"body":"I think technology will change a"},{"speaker":"Alan Smith","startTime":2548.0,"endTime":2550.4,"body":"lot of things, the advice get"},{"speaker":"Alan Smith","startTime":2548.0,"endTime":2550.4,"body":"this and commercial realities"},{"speaker":"Alan Smith","startTime":2550.91,"endTime":2553.79,"body":"that people early on in their"},{"speaker":"Alan Smith","startTime":2550.91,"endTime":2553.79,"body":"sort of personal and financial"},{"speaker":"Alan Smith","startTime":2553.79,"endTime":2557.0,"body":"journey. They will, I would"},{"speaker":"Alan Smith","startTime":2553.79,"endTime":2557.0,"body":"argue they haven't got the"},{"speaker":"Alan Smith","startTime":2557.0,"endTime":2560.7799999999997,"body":"complexity anyway, to need full"},{"speaker":"Alan Smith","startTime":2557.0,"endTime":2560.7799999999997,"body":"fat financial planning, if"},{"speaker":"Alan Smith","startTime":2560.7799999999997,"endTime":2563.06,"body":"you're a sort of 25 year old"},{"speaker":"Alan Smith","startTime":2560.7799999999997,"endTime":2563.06,"body":"getting on getting underway in"},{"speaker":"Alan Smith","startTime":2563.06,"endTime":2566.39,"body":"your career, but But employers"},{"speaker":"Alan Smith","startTime":2563.06,"endTime":2566.39,"body":"will increasingly play a role"},{"speaker":"Alan Smith","startTime":2566.39,"endTime":2569.18,"body":"technology will play a role. And"},{"speaker":"Alan Smith","startTime":2566.39,"endTime":2569.18,"body":"there are some very interesting"},{"speaker":"Alan Smith","startTime":2569.18,"endTime":2573.71,"body":"new kind of tech developments of"},{"speaker":"Alan Smith","startTime":2569.18,"endTime":2573.71,"body":"what should become available to"},{"speaker":"Alan Smith","startTime":2573.71,"endTime":2577.73,"body":"help plug that particular advice"},{"speaker":"Alan Smith","startTime":2573.71,"endTime":2577.73,"body":"gap. So I think, yeah, I think"},{"speaker":"Alan Smith","startTime":2577.73,"endTime":2581.48,"body":"tech is the answer to that."},{"speaker":"Alan Smith","startTime":2577.73,"endTime":2581.48,"body":"wealth managers are ifas. That's"},{"speaker":"Alan Smith","startTime":2581.48,"endTime":2582.89,"body":"a whole other conversation."},{"speaker":"Andy Hart","startTime":2583.7,"endTime":2586.88,"body":"Just on the advice"},{"speaker":"Andy Hart","startTime":2583.7,"endTime":2586.88,"body":"gap, Alan, no, I think there is"},{"speaker":"Andy Hart","startTime":2586.88,"endTime":2589.19,"body":"a lack of financial advisors"},{"speaker":"Andy Hart","startTime":2586.88,"endTime":2589.19,"body":"coming through. I mean, there"},{"speaker":"Andy Hart","startTime":2589.19,"endTime":2595.3399999999997,"body":"are certain, you know, financial"},{"speaker":"Andy Hart","startTime":2589.19,"endTime":2595.3399999999997,"body":"services degrees, and other sort"},{"speaker":"Andy Hart","startTime":2595.3399999999997,"endTime":2597.23,"body":"of apprenticeship style."},{"speaker":"Alan Smith","startTime":2598.52,"endTime":2601.4,"body":"The numbers are"},{"speaker":"Alan Smith","startTime":2598.52,"endTime":2601.4,"body":"changing year on year, just just"},{"speaker":"Alan Smith","startTime":2601.43,"endTime":2605.87,"body":"specifically the regular Regulus"},{"speaker":"Alan Smith","startTime":2601.43,"endTime":2605.87,"body":"advisors in the UK is up about a"},{"speaker":"Alan Smith","startTime":2605.87,"endTime":2607.37,"body":"5% or something last year it"},{"speaker":"Alan Smith","startTime":2605.87,"endTime":2607.37,"body":"will."},{"speaker":"Andy Hart","startTime":2608.87,"endTime":2611.0,"body":"Yeah, okay. I'd like"},{"speaker":"Andy Hart","startTime":2608.87,"endTime":2611.0,"body":"to see the data on that. But"},{"speaker":"Andy Hart","startTime":2611.45,"endTime":2614.2999999999997,"body":"yeah, there'll be an incremental"},{"speaker":"Andy Hart","startTime":2611.45,"endTime":2614.2999999999997,"body":"increase, but I think more and"},{"speaker":"Andy Hart","startTime":2614.2999999999997,"endTime":2617.0299999999997,"body":"more people are going to need"},{"speaker":"Andy Hart","startTime":2614.2999999999997,"endTime":2617.0299999999997,"body":"advice, you know, 1000s of"},{"speaker":"Andy Hart","startTime":2617.0299999999997,"endTime":2622.1,"body":"people are retiring every single"},{"speaker":"Andy Hart","startTime":2617.0299999999997,"endTime":2622.1,"body":"day. So yeah, we've got a that's"},{"speaker":"Andy Hart","startTime":2622.1,"endTime":2624.38,"body":"not the question here is the"},{"speaker":"Andy Hart","startTime":2622.1,"endTime":2624.38,"body":"question was advice gap for"},{"speaker":"Andy Hart","startTime":2624.38,"endTime":2626.7799999999997,"body":"young people young people are"},{"speaker":"Andy Hart","startTime":2624.38,"endTime":2626.7799999999997,"body":"not retiring young people need a"},{"speaker":"Andy Hart","startTime":2626.7799999999997,"endTime":2629.3599999999997,"body":"different type of advice,"},{"speaker":"Andy Hart","startTime":2626.7799999999997,"endTime":2629.3599999999997,"body":"different type of education,"},{"speaker":"Andy Hart","startTime":2629.3599999999997,"endTime":2632.54,"body":"different type of planning?"},{"speaker":"Andy Hart","startTime":2629.3599999999997,"endTime":2632.54,"body":"Well, no, it's it's a similar"},{"speaker":"Andy Hart","startTime":2632.54,"endTime":2635.45,"body":"sort of thing, isn't it? We have"},{"speaker":"Andy Hart","startTime":2632.54,"endTime":2635.45,"body":"a question and a question. Think"},{"speaker":"Alan Smith","startTime":2635.45,"endTime":2641.9,"body":"about the question."},{"speaker":"Alan Smith","startTime":2635.45,"endTime":2641.9,"body":"This is a nurse is asking you"},{"speaker":"Alan Smith","startTime":2642.3199999999997,"endTime":2645.08,"body":"are you are you this is the"},{"speaker":"Alan Smith","startTime":2642.3199999999997,"endTime":2645.08,"body":"final question. Are you a wealth"},{"speaker":"Alan Smith","startTime":2645.08,"endTime":2647.0299999999997,"body":"manager or an IFA? I'm your"},{"speaker":"Andy Hart","startTime":2647.0299999999997,"endTime":2649.19,"body":"answer. I'm neither"},{"speaker":"Andy Hart","startTime":2647.0299999999997,"endTime":2649.19,"body":"I'm a financial advisor keep it"},{"speaker":"Andy Hart","startTime":2649.19,"endTime":2651.5299999999997,"body":"simple people and put people in"},{"speaker":"Andy Hart","startTime":2649.19,"endTime":2651.5299999999997,"body":"boxes keep it simple. People are"},{"speaker":"Andy Hart","startTime":2651.5299999999997,"endTime":2655.6099999999997,"body":"looking for financial advisors."},{"speaker":"Andy Hart","startTime":2651.5299999999997,"endTime":2655.6099999999997,"body":"I'm a financial advisor. Okay."},{"speaker":"Nick Lincoln","startTime":2656.0299999999997,"endTime":2659.24,"body":"Okay, good stuff."},{"speaker":"Nick Lincoln","startTime":2656.0299999999997,"endTime":2659.24,"body":"Guys. Next question is for Alan"},{"speaker":"Nick Lincoln","startTime":2659.24,"endTime":2662.2999999999997,"body":"to answer. This is from Joe for"},{"speaker":"Nick Lincoln","startTime":2659.24,"endTime":2662.2999999999997,"body":"hours on Twitter as at Joe"},{"speaker":"Nick Lincoln","startTime":2662.33,"endTime":2668.06,"body":"froward. F. P F. S Foxtrot,"},{"speaker":"Nick Lincoln","startTime":2662.33,"endTime":2668.06,"body":"Papa, Foxtrot Sierra. Hi, all"},{"speaker":"Nick Lincoln","startTime":2668.06,"endTime":2669.98,"body":"really enjoying the podcast?"},{"speaker":"Nick Lincoln","startTime":2668.06,"endTime":2669.98,"body":"You're talking about all the"},{"speaker":"Nick Lincoln","startTime":2669.98,"endTime":2673.4,"body":"things I hoped you would? Sweet."},{"speaker":"Nick Lincoln","startTime":2669.98,"endTime":2673.4,"body":"My question is around life"},{"speaker":"Nick Lincoln","startTime":2673.4,"endTime":2675.5,"body":"planning? Do you incorporate"},{"speaker":"Nick Lincoln","startTime":2673.4,"endTime":2675.5,"body":"life planning into your planning"},{"speaker":"Nick Lincoln","startTime":2675.5,"endTime":2678.47,"body":"processes? If so, I would love"},{"speaker":"Nick Lincoln","startTime":2675.5,"endTime":2678.47,"body":"to know the different approaches"},{"speaker":"Nick Lincoln","startTime":2678.47,"endTime":2681.62,"body":"that you use? If not, I'd love"},{"speaker":"Nick Lincoln","startTime":2678.47,"endTime":2681.62,"body":"to hear why you choose not to."},{"speaker":"Nick Lincoln","startTime":2681.92,"endTime":2685.4,"body":"I'm trying to establish how deep"},{"speaker":"Nick Lincoln","startTime":2681.92,"endTime":2685.4,"body":"I should go into this with my"},{"speaker":"Nick Lincoln","startTime":2685.4,"endTime":2687.74,"body":"clients, if at all, Mr. Smith."},{"speaker":"Alan Smith","startTime":2688.1,"endTime":2690.68,"body":"Yeah. So this all"},{"speaker":"Alan Smith","startTime":2688.1,"endTime":2690.68,"body":"depends what you mean by life"},{"speaker":"Alan Smith","startTime":2690.68,"endTime":2692.9,"body":"planning. I think it's one of"},{"speaker":"Alan Smith","startTime":2690.68,"endTime":2692.9,"body":"these other things, which is an"},{"speaker":"Alan Smith","startTime":2692.9,"endTime":2696.89,"body":"overused phrase, but like"},{"speaker":"Alan Smith","startTime":2692.9,"endTime":2696.89,"body":"financial planning. My version"},{"speaker":"Alan Smith","startTime":2696.89,"endTime":2699.0499999999997,"body":"of financial planning is"},{"speaker":"Alan Smith","startTime":2696.89,"endTime":2699.0499999999997,"body":"different to some other people's"},{"speaker":"Alan Smith","startTime":2699.08,"endTime":2702.62,"body":"and certainly life planning is"},{"speaker":"Alan Smith","startTime":2699.08,"endTime":2702.62,"body":"the same. I think in my firm me"},{"speaker":"Alan Smith","startTime":2702.62,"endTime":2706.43,"body":"personally, we've gone almost"},{"speaker":"Alan Smith","startTime":2702.62,"endTime":2706.43,"body":"full circle on this. Having you"},{"speaker":"Alan Smith","startTime":2706.43,"endTime":2708.98,"body":"know, read all the books been on"},{"speaker":"Alan Smith","startTime":2706.43,"endTime":2708.98,"body":"the courses did the Kindle"},{"speaker":"Alan Smith","startTime":2708.98,"endTime":2712.1,"body":"course some years ago, or"},{"speaker":"Alan Smith","startTime":2708.98,"endTime":2712.1,"body":"certainly the short version of"},{"speaker":"Alan Smith","startTime":2712.1,"endTime":2716.42,"body":"it, but read all the books loved"},{"speaker":"Alan Smith","startTime":2712.1,"endTime":2716.42,"body":"it on a personal basis? I think"},{"speaker":"Alan Smith","startTime":2716.42,"endTime":2720.38,"body":"we went deep dive on this. We"},{"speaker":"Alan Smith","startTime":2716.42,"endTime":2720.38,"body":"have almost sort of"},{"speaker":"Alan Smith","startTime":2720.98,"endTime":2724.88,"body":"philosophical psychological"},{"speaker":"Alan Smith","startTime":2720.98,"endTime":2724.88,"body":"conversations with clients. I"},{"speaker":"Alan Smith","startTime":2724.88,"endTime":2727.7,"body":"just didn't know what hit them."},{"speaker":"Alan Smith","startTime":2724.88,"endTime":2727.7,"body":"What the hell are you talking"},{"speaker":"Alan Smith","startTime":2727.7,"endTime":2732.2,"body":"about? Here? I'm here to discuss"},{"speaker":"Alan Smith","startTime":2727.7,"endTime":2732.2,"body":"my pension. So you find in my"},{"speaker":"Alan Smith","startTime":2732.2,"endTime":2734.81,"body":"experience, you find an"},{"speaker":"Alan Smith","startTime":2732.2,"endTime":2734.81,"body":"equilibrium that kind of works"},{"speaker":"Alan Smith","startTime":2734.81,"endTime":2737.39,"body":"for you. Because one thing that"},{"speaker":"Alan Smith","startTime":2734.81,"endTime":2737.39,"body":"will I'll speak for myself that"},{"speaker":"Alan Smith","startTime":2737.39,"endTime":2740.15,"body":"I am not qualified to do phi"},{"speaker":"Alan Smith","startTime":2737.39,"endTime":2740.15,"body":"sort of open a can of worms, I"},{"speaker":"Alan Smith","startTime":2740.15,"endTime":2743.0899999999997,"body":"ask them specific questions"},{"speaker":"Alan Smith","startTime":2740.15,"endTime":2743.0899999999997,"body":"about a person's background"},{"speaker":"Alan Smith","startTime":2743.0899999999997,"endTime":2746.27,"body":"upbringing childhood, I'm not"},{"speaker":"Alan Smith","startTime":2743.0899999999997,"endTime":2746.27,"body":"sufficiently qualified to deal"},{"speaker":"Alan Smith","startTime":2746.27,"endTime":2748.7,"body":"with what might they might start"},{"speaker":"Alan Smith","startTime":2746.27,"endTime":2748.7,"body":"talking about, I am not a"},{"speaker":"Alan Smith","startTime":2748.7,"endTime":2752.27,"body":"psychologist or a therapist or"},{"speaker":"Alan Smith","startTime":2748.7,"endTime":2752.27,"body":"anything like that. So it is a"},{"speaker":"Alan Smith","startTime":2752.27,"endTime":2756.1099999999997,"body":"very this is back to the the"},{"speaker":"Alan Smith","startTime":2752.27,"endTime":2756.1099999999997,"body":"process or the thought around is"},{"speaker":"Alan Smith","startTime":2756.1099999999997,"endTime":2759.38,"body":"an art as much as the science of"},{"speaker":"Alan Smith","startTime":2756.1099999999997,"endTime":2759.38,"body":"science, but you can get in the"},{"speaker":"Alan Smith","startTime":2759.38,"endTime":2763.3399999999997,"body":"sort of technical aspects of it."},{"speaker":"Alan Smith","startTime":2759.38,"endTime":2763.3399999999997,"body":"But being a coach or mentor and"},{"speaker":"Alan Smith","startTime":2763.3399999999997,"endTime":2766.31,"body":"understanding that you've got to"},{"speaker":"Alan Smith","startTime":2763.3399999999997,"endTime":2766.31,"body":"just find your find your level"},{"speaker":"Alan Smith","startTime":2766.31,"endTime":2768.95,"body":"that you are comfortable with,"},{"speaker":"Alan Smith","startTime":2766.31,"endTime":2768.95,"body":"because it's all well and good"},{"speaker":"Alan Smith","startTime":2768.95,"endTime":2771.65,"body":"asking a deeper meaningful"},{"speaker":"Alan Smith","startTime":2768.95,"endTime":2771.65,"body":"question is dealing with the"},{"speaker":"Alan Smith","startTime":2771.65,"endTime":2775.25,"body":"response that you get because"},{"speaker":"Alan Smith","startTime":2771.65,"endTime":2775.25,"body":"this is not a tick box approach?"},{"speaker":"Alan Smith","startTime":2776.12,"endTime":2778.8199999999997,"body":"We do as much as possible when"},{"speaker":"Alan Smith","startTime":2776.12,"endTime":2778.8199999999997,"body":"we speak to clients. In the"},{"speaker":"Alan Smith","startTime":2778.8199999999997,"endTime":2781.94,"body":"first instance, we do ask them"},{"speaker":"Alan Smith","startTime":2778.8199999999997,"endTime":2781.94,"body":"to share their backstory, tell"},{"speaker":"Alan Smith","startTime":2781.94,"endTime":2784.13,"body":"us about what brought you here,"},{"speaker":"Alan Smith","startTime":2781.94,"endTime":2784.13,"body":"what's and then we talk about"},{"speaker":"Alan Smith","startTime":2784.13,"endTime":2788.21,"body":"what money was like growing up"},{"speaker":"Alan Smith","startTime":2784.13,"endTime":2788.21,"body":"for them. And we talk, we ask"},{"speaker":"Alan Smith","startTime":2788.21,"endTime":2791.75,"body":"the question, we still ask the"},{"speaker":"Alan Smith","startTime":2788.21,"endTime":2791.75,"body":"question, what does money mean"},{"speaker":"Alan Smith","startTime":2791.75,"endTime":2795.74,"body":"to you? And we're sufficiently"},{"speaker":"Alan Smith","startTime":2791.75,"endTime":2795.74,"body":"qualified to think to navigate"},{"speaker":"Alan Smith","startTime":2795.74,"endTime":2798.68,"body":"our way around the answers to"},{"speaker":"Alan Smith","startTime":2795.74,"endTime":2798.68,"body":"that the answers tend to be in a"},{"speaker":"Alan Smith","startTime":2798.77,"endTime":2802.04,"body":"sort of broadly similar response"},{"speaker":"Alan Smith","startTime":2798.77,"endTime":2802.04,"body":"that we can it does help and"},{"speaker":"Alan Smith","startTime":2802.04,"endTime":2806.0,"body":"inform the conversation. But I'm"},{"speaker":"Alan Smith","startTime":2802.04,"endTime":2806.0,"body":"not prepared to go any any"},{"speaker":"Alan Smith","startTime":2806.0,"endTime":2808.25,"body":"deeper than that someone what"},{"speaker":"Alan Smith","startTime":2806.0,"endTime":2808.25,"body":"family wants a sort of deeper"},{"speaker":"Alan Smith","startTime":2808.25,"endTime":2810.89,"body":"conversation is probably other"},{"speaker":"Alan Smith","startTime":2808.25,"endTime":2810.89,"body":"people we would refer them on to"},{"speaker":"Alan Smith","startTime":2810.89,"endTime":2815.06,"body":"so broad, broad answer, but as I"},{"speaker":"Alan Smith","startTime":2810.89,"endTime":2815.06,"body":"say, it depends what you mean by"},{"speaker":"Alan Smith","startTime":2815.06,"endTime":2818.21,"body":"life planning the whole thing"},{"speaker":"Alan Smith","startTime":2815.06,"endTime":2818.21,"body":"the whole aspects of financial"},{"speaker":"Alan Smith","startTime":2818.21,"endTime":2820.7599999999998,"body":"planning is life planning. You"},{"speaker":"Alan Smith","startTime":2818.21,"endTime":2820.7599999999998,"body":"know, because we're trying to"},{"speaker":"Alan Smith","startTime":2820.7599999999998,"endTime":2823.46,"body":"identify what it what you want"},{"speaker":"Alan Smith","startTime":2820.7599999999998,"endTime":2823.46,"body":"out of life, so that we can"},{"speaker":"Alan Smith","startTime":2823.46,"endTime":2827.45,"body":"reverse engineer and build the"},{"speaker":"Alan Smith","startTime":2823.46,"endTime":2827.45,"body":"model to deliver upon that. Any"},{"speaker":"Alan Smith","startTime":2827.45,"endTime":2828.17,"body":"other thoughts?"},{"speaker":"Andy Hart","startTime":2829.0699999999997,"endTime":2830.93,"body":"I think you nailed"},{"speaker":"Andy Hart","startTime":2829.0699999999997,"endTime":2830.93,"body":"that, I think was really good."},{"speaker":"Andy Hart","startTime":2831.8599999999997,"endTime":2832.31,"body":"Wow."},{"speaker":"Nick Lincoln","startTime":2833.45,"endTime":2835.49,"body":"Superb stuff. The"},{"speaker":"Nick Lincoln","startTime":2833.45,"endTime":2835.49,"body":"next question was Thank you"},{"speaker":"Nick Lincoln","startTime":2835.49,"endTime":2837.47,"body":"Anna. for that. That's that's"},{"speaker":"Nick Lincoln","startTime":2835.49,"endTime":2837.47,"body":"That was good. Next question is"},{"speaker":"Nick Lincoln","startTime":2837.47,"endTime":2842.42,"body":"from Mark Russell, spelt with"},{"speaker":"Nick Lincoln","startTime":2837.47,"endTime":2842.42,"body":"one L. He's on Twitter as at the"},{"speaker":"Nick Lincoln","startTime":2842.42,"endTime":2848.15,"body":"financial the 70. To be answered"},{"speaker":"Nick Lincoln","startTime":2842.42,"endTime":2848.15,"body":"by Andy, I think to all I have"},{"speaker":"Nick Lincoln","startTime":2848.15,"endTime":2851.24,"body":"been a firm believer in index"},{"speaker":"Nick Lincoln","startTime":2848.15,"endTime":2851.24,"body":"Based Investing since seeing"},{"speaker":"Nick Lincoln","startTime":2851.45,"endTime":2854.12,"body":"what he says and he must have"},{"speaker":"Nick Lincoln","startTime":2851.45,"endTime":2854.12,"body":"been amazing seeing Andy speak"},{"speaker":"Nick Lincoln","startTime":2854.12,"endTime":2857.87,"body":"back to why 2018 When and what"},{"speaker":"Nick Lincoln","startTime":2854.12,"endTime":2857.87,"body":"was the epiphany on the road to"},{"speaker":"Nick Lincoln","startTime":2857.87,"endTime":2860.7799999999997,"body":"Damascus for you keep up the"},{"speaker":"Nick Lincoln","startTime":2857.87,"endTime":2860.7799999999997,"body":"great content and outstanding"},{"speaker":"Nick Lincoln","startTime":2860.7799999999997,"endTime":2864.14,"body":"output chaps thanks a lot more."},{"speaker":"Nick Lincoln","startTime":2860.7799999999997,"endTime":2864.14,"body":"Andy, what was your road to"},{"speaker":"Nick Lincoln","startTime":2864.14,"endTime":2868.22,"body":"Damascus moment when it comes"},{"speaker":"Nick Lincoln","startTime":2864.14,"endTime":2868.22,"body":"to? I was very fortunate next"},{"speaker":"Nick Lincoln","startTime":2868.22,"endTime":2868.49,"body":"semester,"},{"speaker":"Andy Hart","startTime":2869.2999999999997,"endTime":2871.64,"body":"I became a financial"},{"speaker":"Andy Hart","startTime":2869.2999999999997,"endTime":2871.64,"body":"advisor. And for about six"},{"speaker":"Andy Hart","startTime":2871.64,"endTime":2873.92,"body":"months into my financial advisor"},{"speaker":"Andy Hart","startTime":2871.64,"endTime":2873.92,"body":"crib and had no clients wasn't"},{"speaker":"Andy Hart","startTime":2873.92,"endTime":2877.19,"body":"really doing any work. I was I"},{"speaker":"Andy Hart","startTime":2873.92,"endTime":2877.19,"body":"was randomly picking funds from"},{"speaker":"Andy Hart","startTime":2877.19,"endTime":2880.8199999999997,"body":"the current firm that I was part"},{"speaker":"Andy Hart","startTime":2877.19,"endTime":2880.8199999999997,"body":"of. And then I independently"},{"speaker":"Andy Hart","startTime":2880.8199999999997,"endTime":2885.08,"body":"found DFA from I think, speaking"},{"speaker":"Andy Hart","startTime":2880.8199999999997,"endTime":2885.08,"body":"to other advisors. And then I"},{"speaker":"Andy Hart","startTime":2885.08,"endTime":2888.5,"body":"went to see David Jones in the"},{"speaker":"Andy Hart","startTime":2885.08,"endTime":2888.5,"body":"old DFA office in Downing"},{"speaker":"Andy Hart","startTime":2888.5,"endTime":2892.1,"body":"Street, had no clients had no"},{"speaker":"Andy Hart","startTime":2888.5,"endTime":2892.1,"body":"clue what I was doing, but"},{"speaker":"Andy Hart","startTime":2892.49,"endTime":2896.15,"body":"luckily ended up in an"},{"speaker":"Andy Hart","startTime":2892.49,"endTime":2896.15,"body":"influential guy's office. And he"},{"speaker":"Andy Hart","startTime":2896.15,"endTime":2899.8399999999997,"body":"was saying things to me, that"},{"speaker":"Andy Hart","startTime":2896.15,"endTime":2899.8399999999997,"body":"made almost no sense. But I"},{"speaker":"Andy Hart","startTime":2899.8399999999997,"endTime":2902.9,"body":"wanted to sort of research what"},{"speaker":"Andy Hart","startTime":2899.8399999999997,"endTime":2902.9,"body":"he was telling me. And then I"},{"speaker":"Andy Hart","startTime":2902.9,"endTime":2905.2999999999997,"body":"went on their course. And then I"},{"speaker":"Andy Hart","startTime":2902.9,"endTime":2905.2999999999997,"body":"got exposed to Vanguard and"},{"speaker":"Andy Hart","startTime":2905.2999999999997,"endTime":2908.48,"body":"Vanguard came to the UK. So"},{"speaker":"Andy Hart","startTime":2905.2999999999997,"endTime":2908.48,"body":"that's been my intro to index"},{"speaker":"Andy Hart","startTime":2908.48,"endTime":2911.72,"body":"investing, I've just sort of"},{"speaker":"Andy Hart","startTime":2908.48,"endTime":2911.72,"body":"gone with the data really, and"},{"speaker":"Andy Hart","startTime":2911.72,"endTime":2914.5099999999998,"body":"thank God, I've been able to"},{"speaker":"Andy Hart","startTime":2911.72,"endTime":2914.5099999999998,"body":"turn off the active management"},{"speaker":"Andy Hart","startTime":2914.5099999999998,"endTime":2916.88,"body":"noise in my life, because I can"},{"speaker":"Andy Hart","startTime":2914.5099999999998,"endTime":2916.88,"body":"then focus on all the other"},{"speaker":"Andy Hart","startTime":2916.88,"endTime":2919.52,"body":"stuff that we've got to focus on"},{"speaker":"Andy Hart","startTime":2916.88,"endTime":2919.52,"body":"clients financial planning,"},{"speaker":"Andy Hart","startTime":2919.52,"endTime":2922.97,"body":"building a business marketing,"},{"speaker":"Andy Hart","startTime":2919.52,"endTime":2922.97,"body":"whereas if I had to every month"},{"speaker":"Andy Hart","startTime":2922.97,"endTime":2926.99,"body":"or quarter, look at a load of"},{"speaker":"Andy Hart","startTime":2922.97,"endTime":2926.99,"body":"random funds, and then work out"},{"speaker":"Andy Hart","startTime":2927.02,"endTime":2930.29,"body":"what raindrops got to the bottom"},{"speaker":"Andy Hart","startTime":2927.02,"endTime":2930.29,"body":"of the window pane before the"},{"speaker":"Andy Hart","startTime":2930.29,"endTime":2933.7999999999997,"body":"last one and jiggle everything"},{"speaker":"Andy Hart","startTime":2930.29,"endTime":2933.7999999999997,"body":"around. It'll be an absolute"},{"speaker":"Andy Hart","startTime":2933.7999999999997,"endTime":2938.15,"body":"nightmare. So I'm so pleased I"},{"speaker":"Andy Hart","startTime":2933.7999999999997,"endTime":2938.15,"body":"found index investing and all"},{"speaker":"Andy Hart","startTime":2938.15,"endTime":2941.0299999999997,"body":"these good overdue asset class"},{"speaker":"Andy Hart","startTime":2938.15,"endTime":2941.0299999999997,"body":"investing over to you Nick."},{"speaker":"Nick Lincoln","startTime":2941.48,"endTime":2943.22,"body":"I think that's"},{"speaker":"Nick Lincoln","startTime":2941.48,"endTime":2943.22,"body":"really good for the four of us,"},{"speaker":"Nick Lincoln","startTime":2943.22,"endTime":2946.52,"body":"we all use passive funds I have"},{"speaker":"Nick Lincoln","startTime":2943.22,"endTime":2946.52,"body":"done for good number of years"},{"speaker":"Nick Lincoln","startTime":2946.52,"endTime":2950.3599999999997,"body":"now just think of the amount of"},{"speaker":"Nick Lincoln","startTime":2946.52,"endTime":2950.3599999999997,"body":"time and and stress that we"},{"speaker":"Nick Lincoln","startTime":2950.3599999999997,"endTime":2952.97,"body":"haven't had to go through that"},{"speaker":"Nick Lincoln","startTime":2950.3599999999997,"endTime":2952.97,"body":"over the years that you know,"},{"speaker":"Nick Lincoln","startTime":2952.97,"endTime":2955.7,"body":"the fund managers and they're"},{"speaker":"Nick Lincoln","startTime":2952.97,"endTime":2955.7,"body":"still going to seminars"},{"speaker":"Alan Smith","startTime":2955.7,"endTime":2959.48,"body":"and seminars to read"},{"speaker":"Alan Smith","startTime":2955.7,"endTime":2959.48,"body":"all this stuff,"},{"speaker":"Andy Hart","startTime":2959.5099999999998,"endTime":2965.12,"body":"all that adds value"},{"speaker":"Andy Hart","startTime":2959.5099999999998,"endTime":2965.12,"body":"to your clients to attract"},{"speaker":"Andy Hart","startTime":2965.66,"endTime":2968.33,"body":"detract. Yeah, to extract"},{"speaker":"Andy Hart","startTime":2965.66,"endTime":2968.33,"body":"wealth."},{"speaker":"Nick Lincoln","startTime":2969.71,"endTime":2972.35,"body":"called to do have"},{"speaker":"Nick Lincoln","startTime":2969.71,"endTime":2972.35,"body":"a Damascene moment with you."},{"speaker":"Carl Widger","startTime":2975.38,"endTime":2976.79,"body":"No, no, I've not"},{"speaker":"Carl Widger","startTime":2975.38,"endTime":2976.79,"body":"done that."},{"speaker":"Nick Lincoln","startTime":2977.18,"endTime":2979.31,"body":"Okay. All right."},{"speaker":"Nick Lincoln","startTime":2977.18,"endTime":2979.31,"body":"Thank you very much. Okay. The"},{"speaker":"Nick Lincoln","startTime":2979.31,"endTime":2984.2,"body":"next one is from Louise. Ah, not"},{"speaker":"Nick Lincoln","startTime":2979.31,"endTime":2984.2,"body":"Louise are Alan but Louise H."},{"speaker":"Nick Lincoln","startTime":2985.0699999999997,"endTime":2988.8199999999997,"body":"What do you find is the best way"},{"speaker":"Nick Lincoln","startTime":2985.0699999999997,"endTime":2988.8199999999997,"body":"to record and store he got it he"},{"speaker":"Nick Lincoln","startTime":2988.8199999999997,"endTime":2990.92,"body":"got there eventually didn't"},{"speaker":"Nick Lincoln","startTime":2988.8199999999997,"endTime":2990.92,"body":"land. What do you find is the"},{"speaker":"Nick Lincoln","startTime":2990.92,"endTime":2993.92,"body":"best way to record and store"},{"speaker":"Nick Lincoln","startTime":2990.92,"endTime":2993.92,"body":"clients background information"},{"speaker":"Nick Lincoln","startTime":2993.92,"endTime":2996.71,"body":"and soft facts that you wouldn't"},{"speaker":"Nick Lincoln","startTime":2993.92,"endTime":2996.71,"body":"necessarily want to repeat on"},{"speaker":"Nick Lincoln","startTime":2996.71,"endTime":2999.77,"body":"client facing documents? For"},{"speaker":"Nick Lincoln","startTime":2996.71,"endTime":2999.77,"body":"example, clients who have"},{"speaker":"Nick Lincoln","startTime":2999.77,"endTime":3002.98,"body":"suffered a bereavement or having"},{"speaker":"Nick Lincoln","startTime":2999.77,"endTime":3002.98,"body":"a strange family situation?"},{"speaker":"Nick Lincoln","startTime":3002.98,"endTime":3005.0499999999997,"body":"That's a really good question."},{"speaker":"Nick Lincoln","startTime":3002.98,"endTime":3005.0499999999997,"body":"And Carl, you've chosen to have"},{"speaker":"Nick Lincoln","startTime":3005.0499999999997,"endTime":3006.04,"body":"a stab at that my friend."},{"speaker":"Carl Widger","startTime":3007.18,"endTime":3011.2,"body":"Okay. Yeah, I"},{"speaker":"Carl Widger","startTime":3007.18,"endTime":3011.2,"body":"think, look, that's about a"},{"speaker":"Carl Widger","startTime":3011.2,"endTime":3016.18,"body":"couple of things. Number one,"},{"speaker":"Carl Widger","startTime":3011.2,"endTime":3016.18,"body":"you can't underestimate the"},{"speaker":"Carl Widger","startTime":3016.18,"endTime":3018.58,"body":"power of the relationship."},{"speaker":"Carl Widger","startTime":3016.18,"endTime":3018.58,"body":"Right? So we spoke about how"},{"speaker":"Carl Widger","startTime":3018.58,"endTime":3024.13,"body":"many relationships can you have?"},{"speaker":"Carl Widger","startTime":3018.58,"endTime":3024.13,"body":"Because if you're involved with"},{"speaker":"Carl Widger","startTime":3024.13,"endTime":3026.56,"body":"your clients over a long period"},{"speaker":"Carl Widger","startTime":3024.13,"endTime":3026.56,"body":"of time, you're just gonna know"},{"speaker":"Carl Widger","startTime":3026.56,"endTime":3029.23,"body":"this stuff. Right now? I don't"},{"speaker":"Carl Widger","startTime":3026.56,"endTime":3029.23,"body":"think that's really the"},{"speaker":"Carl Widger","startTime":3029.23,"endTime":3031.81,"body":"question. Right. So the question"},{"speaker":"Carl Widger","startTime":3029.23,"endTime":3031.81,"body":"is, how do you store that? So?"},{"speaker":"Carl Widger","startTime":3032.0499999999997,"endTime":3034.6,"body":"So I suppose that's about"},{"speaker":"Carl Widger","startTime":3032.0499999999997,"endTime":3034.6,"body":"having, you know, a really good"},{"speaker":"Carl Widger","startTime":3034.6,"endTime":3039.7,"body":"CRM system that you can put your"},{"speaker":"Carl Widger","startTime":3034.6,"endTime":3039.7,"body":"data into. And then it is, we've"},{"speaker":"Carl Widger","startTime":3039.7,"endTime":3043.27,"body":"covered it already. It's about"},{"speaker":"Carl Widger","startTime":3039.7,"endTime":3043.27,"body":"how do you record stuff that has"},{"speaker":"Carl Widger","startTime":3043.27,"endTime":3047.38,"body":"been discussed at the meetings,"},{"speaker":"Carl Widger","startTime":3043.27,"endTime":3047.38,"body":"now, bereavements or that kind"},{"speaker":"Carl Widger","startTime":3047.38,"endTime":3049.27,"body":"of stuff, you're not going to"},{"speaker":"Carl Widger","startTime":3047.38,"endTime":3049.27,"body":"put it down videos or whatever,"},{"speaker":"Carl Widger","startTime":3049.27,"endTime":3053.56,"body":"but you know, you do need to, to"},{"speaker":"Carl Widger","startTime":3049.27,"endTime":3053.56,"body":"make sure that that stuff is on"},{"speaker":"Carl Widger","startTime":3053.56,"endTime":3058.0299999999997,"body":"the file, especially if like"},{"speaker":"Carl Widger","startTime":3053.56,"endTime":3058.0299999999997,"body":"Alan and myself if you have a"},{"speaker":"Carl Widger","startTime":3058.0299999999997,"endTime":3061.18,"body":"pod system going so that the"},{"speaker":"Carl Widger","startTime":3058.0299999999997,"endTime":3061.18,"body":"other people in the pod are"},{"speaker":"Carl Widger","startTime":3061.18,"endTime":3064.6,"body":"absolutely aware and up to date"},{"speaker":"Carl Widger","startTime":3061.18,"endTime":3064.6,"body":"with what's going on. So I think"},{"speaker":"Carl Widger","startTime":3064.6,"endTime":3069.7599999999998,"body":"there's not like one perfect"},{"speaker":"Carl Widger","startTime":3064.6,"endTime":3069.7599999999998,"body":"solution here. And I would just"},{"speaker":"Carl Widger","startTime":3069.7599999999998,"endTime":3073.21,"body":"so encourage everybody just to"},{"speaker":"Carl Widger","startTime":3069.7599999999998,"endTime":3073.21,"body":"you know, make sure that you are"},{"speaker":"Carl Widger","startTime":3073.3599999999997,"endTime":3077.5899999999997,"body":"having one person who is the"},{"speaker":"Carl Widger","startTime":3073.3599999999997,"endTime":3077.5899999999997,"body":"face Have those meetings and"},{"speaker":"Carl Widger","startTime":3077.5899999999997,"endTime":3080.92,"body":"understanding the clients as"},{"speaker":"Carl Widger","startTime":3077.5899999999997,"endTime":3080.92,"body":"best as they possibly can, but"},{"speaker":"Carl Widger","startTime":3080.92,"endTime":3084.5499999999997,"body":"like question I was asked to, to"},{"speaker":"Carl Widger","startTime":3080.92,"endTime":3084.5499999999997,"body":"our private line managers is"},{"speaker":"Carl Widger","startTime":3084.85,"endTime":3087.37,"body":"plus the line into. So what are"},{"speaker":"Carl Widger","startTime":3084.85,"endTime":3087.37,"body":"the hobbies and all that kind of"},{"speaker":"Carl Widger","startTime":3087.37,"endTime":3090.7599999999998,"body":"stuff? So, like, that's kind of"},{"speaker":"Carl Widger","startTime":3087.37,"endTime":3090.7599999999998,"body":"super on a superficial level,"},{"speaker":"Carl Widger","startTime":3091.0,"endTime":3093.19,"body":"but you need to start asking"},{"speaker":"Carl Widger","startTime":3091.0,"endTime":3093.19,"body":"these questions and really,"},{"speaker":"Carl Widger","startTime":3093.19,"endTime":3094.69,"body":"really, really get to know"},{"speaker":"Carl Widger","startTime":3093.19,"endTime":3094.69,"body":"clients."},{"speaker":"Nick Lincoln","startTime":3096.31,"endTime":3098.71,"body":"Okay, that's"},{"speaker":"Nick Lincoln","startTime":3096.31,"endTime":3098.71,"body":"excellent. Thank you very much."},{"speaker":"Nick Lincoln","startTime":3098.98,"endTime":3103.66,"body":"Well answered. Thank you. So"},{"speaker":"Nick Lincoln","startTime":3098.98,"endTime":3103.66,"body":"moving on. The next question is"},{"speaker":"Nick Lincoln","startTime":3103.66,"endTime":3106.3599999999997,"body":"from Tom Kay. Again, Tom is not"},{"speaker":"Nick Lincoln","startTime":3103.66,"endTime":3106.3599999999997,"body":"on Twitter. So it's Tom Kay."},{"speaker":"Nick Lincoln","startTime":3108.19,"endTime":3111.85,"body":"What are your What are your"},{"speaker":"Nick Lincoln","startTime":3108.19,"endTime":3111.85,"body":"views on advisor training"},{"speaker":"Nick Lincoln","startTime":3111.85,"endTime":3113.7999999999997,"body":"academies? How we were kind of"},{"speaker":"Nick Lincoln","startTime":3111.85,"endTime":3113.7999999999997,"body":"talking about certainly, what"},{"speaker":"Nick Lincoln","startTime":3113.7999999999997,"endTime":3115.81,"body":"are your views on advisor"},{"speaker":"Nick Lincoln","startTime":3113.7999999999997,"endTime":3115.81,"body":"training academies offered by"},{"speaker":"Nick Lincoln","startTime":3115.81,"endTime":3119.89,"body":"larger, commonly restricted"},{"speaker":"Nick Lincoln","startTime":3115.81,"endTime":3119.89,"body":"firms that fast track newbies to"},{"speaker":"Nick Lincoln","startTime":3119.89,"endTime":3123.97,"body":"level four within months? Yeah,"},{"speaker":"Nick Lincoln","startTime":3119.89,"endTime":3123.97,"body":"Andy, you you, you crack on with"},{"speaker":"Nick Lincoln","startTime":3123.97,"endTime":3124.45,"body":"it, my friend."},{"speaker":"Andy Hart","startTime":3125.23,"endTime":3126.5499999999997,"body":"I think I think"},{"speaker":"Andy Hart","startTime":3125.23,"endTime":3126.5499999999997,"body":"they're brilliant. I think they"},{"speaker":"Andy Hart","startTime":3126.5499999999997,"endTime":3128.5899999999997,"body":"fill in the void. As I was"},{"speaker":"Andy Hart","startTime":3126.5499999999997,"endTime":3128.5899999999997,"body":"mentioned earlier, I think we"},{"speaker":"Andy Hart","startTime":3128.5899999999997,"endTime":3131.17,"body":"have a lack of new financial"},{"speaker":"Andy Hart","startTime":3128.5899999999997,"endTime":3131.17,"body":"advisors coming through even"},{"speaker":"Andy Hart","startTime":3131.17,"endTime":3134.2,"body":"though Alan says the numbers are"},{"speaker":"Andy Hart","startTime":3131.17,"endTime":3134.2,"body":"slightly gone up. As I say, I"},{"speaker":"Andy Hart","startTime":3134.2,"endTime":3136.45,"body":"think the more and more people"},{"speaker":"Andy Hart","startTime":3134.2,"endTime":3136.45,"body":"that will need advice going"},{"speaker":"Andy Hart","startTime":3136.45,"endTime":3140.2599999999998,"body":"forward, the bigger and bigger"},{"speaker":"Andy Hart","startTime":3136.45,"endTime":3140.2599999999998,"body":"pension wealth that's going to"},{"speaker":"Andy Hart","startTime":3140.2599999999998,"endTime":3144.73,"body":"be created. You know, we need"},{"speaker":"Andy Hart","startTime":3140.2599999999998,"endTime":3144.73,"body":"more financial advisors. The one"},{"speaker":"Andy Hart","startTime":3144.73,"endTime":3148.12,"body":"I know that does, it is St."},{"speaker":"Andy Hart","startTime":3144.73,"endTime":3148.12,"body":"James's place again. Again,"},{"speaker":"Andy Hart","startTime":3148.12,"endTime":3151.5099999999998,"body":"they're filling a void. St."},{"speaker":"Andy Hart","startTime":3148.12,"endTime":3151.5099999999998,"body":"James's place a very good at"},{"speaker":"Andy Hart","startTime":3152.14,"endTime":3155.7999999999997,"body":"sort of phrase that comes to"},{"speaker":"Andy Hart","startTime":3152.14,"endTime":3155.7999999999997,"body":"mind is from farm to fork, you"},{"speaker":"Andy Hart","startTime":3155.7999999999997,"endTime":3159.52,"body":"know, so for them, they want to"},{"speaker":"Andy Hart","startTime":3155.7999999999997,"endTime":3159.52,"body":"get new advisors in, in the"},{"speaker":"Andy Hart","startTime":3159.52,"endTime":3163.24,"body":"early stages, they'll, they'll"},{"speaker":"Andy Hart","startTime":3159.52,"endTime":3163.24,"body":"grow them as best they can, and"},{"speaker":"Andy Hart","startTime":3163.24,"endTime":3166.66,"body":"help them you know, build mature"},{"speaker":"Andy Hart","startTime":3163.24,"endTime":3166.66,"body":"businesses, they will then allow"},{"speaker":"Andy Hart","startTime":3166.66,"endTime":3169.21,"body":"those advisors once they're at a"},{"speaker":"Andy Hart","startTime":3166.66,"endTime":3169.21,"body":"certain point to sell their"},{"speaker":"Andy Hart","startTime":3169.21,"endTime":3172.75,"body":"clients back client banks down"},{"speaker":"Andy Hart","startTime":3169.21,"endTime":3172.75,"body":"to new advisors. So again,"},{"speaker":"Andy Hart","startTime":3172.75,"endTime":3176.2599999999998,"body":"they've got this whole ecosystem"},{"speaker":"Andy Hart","startTime":3172.75,"endTime":3176.2599999999998,"body":"going on. So yeah, it starts"},{"speaker":"Andy Hart","startTime":3176.2599999999998,"endTime":3180.67,"body":"from the training academies, if"},{"speaker":"Andy Hart","startTime":3176.2599999999998,"endTime":3180.67,"body":"that's what he's, he's referred"},{"speaker":"Andy Hart","startTime":3181.12,"endTime":3182.8599999999997,"body":"to them as. So yeah, I'm a big"},{"speaker":"Andy Hart","startTime":3181.12,"endTime":3182.8599999999997,"body":"fan of them."},{"speaker":"Nick Lincoln","startTime":3183.73,"endTime":3185.35,"body":"Interesting. I"},{"speaker":"Nick Lincoln","startTime":3183.73,"endTime":3185.35,"body":"just, there's a podcast that"},{"speaker":"Nick Lincoln","startTime":3185.38,"endTime":3190.18,"body":"came out that last came out in"},{"speaker":"Nick Lincoln","startTime":3185.38,"endTime":3190.18,"body":"early December, early December,"},{"speaker":"Nick Lincoln","startTime":3190.42,"endTime":3193.27,"body":"for the money marketing podcast,"},{"speaker":"Nick Lincoln","startTime":3190.42,"endTime":3193.27,"body":"and they interviewed Andy Payne,"},{"speaker":"Nick Lincoln","startTime":3193.45,"endTime":3196.69,"body":"who's the guy who runs the SJP"},{"speaker":"Nick Lincoln","startTime":3193.45,"endTime":3196.69,"body":"Academy. And that's quite"},{"speaker":"Nick Lincoln","startTime":3196.69,"endTime":3198.2799999999997,"body":"recently, if you go back and"},{"speaker":"Nick Lincoln","startTime":3196.69,"endTime":3198.2799999999997,"body":"search for that gives you an"},{"speaker":"Nick Lincoln","startTime":3198.2799999999997,"endTime":3200.65,"body":"insight as to what was they do"},{"speaker":"Nick Lincoln","startTime":3198.2799999999997,"endTime":3200.65,"body":"it from business from a business"},{"speaker":"Nick Lincoln","startTime":3200.65,"endTime":3203.17,"body":"interest they want, they want"},{"speaker":"Nick Lincoln","startTime":3200.65,"endTime":3203.17,"body":"these advisors and they want"},{"speaker":"Nick Lincoln","startTime":3203.17,"endTime":3205.27,"body":"they want to get them when"},{"speaker":"Nick Lincoln","startTime":3203.17,"endTime":3205.27,"body":"they're young. But it talks you"},{"speaker":"Nick Lincoln","startTime":3205.27,"endTime":3207.67,"body":"through the process and what the"},{"speaker":"Nick Lincoln","startTime":3205.27,"endTime":3207.67,"body":"pros and cons are and how"},{"speaker":"Nick Lincoln","startTime":3207.67,"endTime":3208.99,"body":"they've got the academy to work."},{"speaker":"Andy Hart","startTime":3209.5899999999997,"endTime":3212.35,"body":"And you might correct"},{"speaker":"Andy Hart","startTime":3209.5899999999997,"endTime":3212.35,"body":"me, but they even help them out"},{"speaker":"Andy Hart","startTime":3212.35,"endTime":3214.66,"body":"with business plans and stuff"},{"speaker":"Andy Hart","startTime":3212.35,"endTime":3214.66,"body":"like that. And they've got"},{"speaker":"Andy Hart","startTime":3214.66,"endTime":3218.0499999999997,"body":"they've got no clients nothing"},{"speaker":"Andy Hart","startTime":3214.66,"endTime":3218.0499999999997,"body":"going on. So it's a very serious"},{"speaker":"Andy Hart","startTime":3218.0499999999997,"endTime":3222.5499999999997,"body":"professional structure and"},{"speaker":"Andy Hart","startTime":3218.0499999999997,"endTime":3222.5499999999997,"body":"process. So yeah, a lot better"},{"speaker":"Andy Hart","startTime":3222.5499999999997,"endTime":3226.06,"body":"than us just doing some random"},{"speaker":"Andy Hart","startTime":3222.5499999999997,"endTime":3226.06,"body":"exams and then ringing up some"},{"speaker":"Andy Hart","startTime":3226.06,"endTime":3229.81,"body":"random IFA in local town and"},{"speaker":"Andy Hart","startTime":3226.06,"endTime":3229.81,"body":"sitting in their office for"},{"speaker":"Andy Hart","startTime":3229.81,"endTime":3232.15,"body":"three years going, What on earth"},{"speaker":"Andy Hart","startTime":3229.81,"endTime":3232.15,"body":"are these people? Do you know?"},{"speaker":"Nick Lincoln","startTime":3232.9,"endTime":3236.17,"body":"Yeah, it's"},{"speaker":"Nick Lincoln","startTime":3232.9,"endTime":3236.17,"body":"professors. Okay, that's great."},{"speaker":"Nick Lincoln","startTime":3236.17,"endTime":3239.44,"body":"Thank you guys. The next"},{"speaker":"Nick Lincoln","startTime":3236.17,"endTime":3239.44,"body":"question is from a chap called"},{"speaker":"Nick Lincoln","startTime":3239.44,"endTime":3243.37,"body":"Daniel Arbeter, who's on Twitter"},{"speaker":"Nick Lincoln","startTime":3239.44,"endTime":3243.37,"body":"as at Darby. And I actually know"},{"speaker":"Nick Lincoln","startTime":3243.37,"endTime":3246.19,"body":"Daniel Arbeter. He was in the"},{"speaker":"Nick Lincoln","startTime":3243.37,"endTime":3246.19,"body":"office, the firm in the office"},{"speaker":"Nick Lincoln","startTime":3246.19,"endTime":3248.8599999999997,"body":"next door to me when I used to"},{"speaker":"Nick Lincoln","startTime":3246.19,"endTime":3248.8599999999997,"body":"rent an office in Rattler, and"},{"speaker":"Nick Lincoln","startTime":3248.8599999999997,"endTime":3252.22,"body":"he is a young, he's a young IFA"},{"speaker":"Nick Lincoln","startTime":3248.8599999999997,"endTime":3252.22,"body":"just got his exams, he must be"},{"speaker":"Nick Lincoln","startTime":3252.22,"endTime":3256.06,"body":"in his early 20s, mid 20s,"},{"speaker":"Nick Lincoln","startTime":3252.22,"endTime":3256.06,"body":"perhaps, Uber bright, nice guy."},{"speaker":"Nick Lincoln","startTime":3256.33,"endTime":3259.42,"body":"Dan, I hope you listen to the"},{"speaker":"Nick Lincoln","startTime":3256.33,"endTime":3259.42,"body":"show. Your question was, I'd be"},{"speaker":"Nick Lincoln","startTime":3259.42,"endTime":3262.06,"body":"interested to hear your thoughts"},{"speaker":"Nick Lincoln","startTime":3259.42,"endTime":3262.06,"body":"on the advice cap. It seems to"},{"speaker":"Nick Lincoln","startTime":3262.06,"endTime":3264.22,"body":"be an unpleasant truth in our"},{"speaker":"Nick Lincoln","startTime":3262.06,"endTime":3264.22,"body":"profession that clients with an"},{"speaker":"Nick Lincoln","startTime":3264.22,"endTime":3267.7,"body":"investable amount below 50 to"},{"speaker":"Nick Lincoln","startTime":3264.22,"endTime":3267.7,"body":"100 grand are simply not"},{"speaker":"Nick Lincoln","startTime":3267.7,"endTime":3271.87,"body":"profitable enough to work with."},{"speaker":"Nick Lincoln","startTime":3267.7,"endTime":3271.87,"body":"When profitable clients ie those"},{"speaker":"Nick Lincoln","startTime":3271.87,"endTime":3275.1099999999997,"body":"with 100 grand or more to invest"},{"speaker":"Nick Lincoln","startTime":3271.87,"endTime":3275.1099999999997,"body":"represents such a tiny sliver of"},{"speaker":"Nick Lincoln","startTime":3275.1099999999997,"endTime":3277.8399999999997,"body":"the country's population, how"},{"speaker":"Nick Lincoln","startTime":3275.1099999999997,"endTime":3277.8399999999997,"body":"can we hope to provide quality"},{"speaker":"Nick Lincoln","startTime":3277.8399999999997,"endTime":3280.0299999999997,"body":"financial advice to those with"},{"speaker":"Nick Lincoln","startTime":3277.8399999999997,"endTime":3280.0299999999997,"body":"smaller sums? Is there anything"},{"speaker":"Nick Lincoln","startTime":3280.0299999999997,"endTime":3282.6099999999997,"body":"that can be done to bridge that"},{"speaker":"Nick Lincoln","startTime":3280.0299999999997,"endTime":3282.6099999999997,"body":"gap? And I'll have a quick stab"},{"speaker":"Nick Lincoln","startTime":3282.6099999999997,"endTime":3285.25,"body":"at this, but it has kind of"},{"speaker":"Nick Lincoln","startTime":3282.6099999999997,"endTime":3285.25,"body":"been? I think a lot of younger"},{"speaker":"Nick Lincoln","startTime":3285.25,"endTime":3287.65,"body":"people don't necessarily need a"},{"speaker":"Nick Lincoln","startTime":3285.25,"endTime":3287.65,"body":"lot of advice. They just need to"},{"speaker":"Nick Lincoln","startTime":3287.71,"endTime":3289.93,"body":"they need to do to be in their"},{"speaker":"Nick Lincoln","startTime":3287.71,"endTime":3289.93,"body":"company workplace pensions, and"},{"speaker":"Nick Lincoln","startTime":3289.93,"endTime":3292.0299999999997,"body":"just accruing money. They don't"},{"speaker":"Nick Lincoln","startTime":3289.93,"endTime":3292.0299999999997,"body":"even realize they're accruing,"},{"speaker":"Nick Lincoln","startTime":3292.0299999999997,"endTime":3295.81,"body":"right? And if your question"},{"speaker":"Nick Lincoln","startTime":3292.0299999999997,"endTime":3295.81,"body":"about having small pots, makes"},{"speaker":"Nick Lincoln","startTime":3295.81,"endTime":3299.02,"body":"it not financially viable for"},{"speaker":"Nick Lincoln","startTime":3295.81,"endTime":3299.02,"body":"the advisor, then just charge a"},{"speaker":"Nick Lincoln","startTime":3299.02,"endTime":3300.97,"body":"fixed fee, whatever your minimum"},{"speaker":"Nick Lincoln","startTime":3299.02,"endTime":3300.97,"body":"is, if they haven't got the"},{"speaker":"Nick Lincoln","startTime":3300.97,"endTime":3304.24,"body":"sufficient funds, then you just"},{"speaker":"Nick Lincoln","startTime":3300.97,"endTime":3304.24,"body":"leave them standing. Hey,"},{"speaker":"Alan Smith","startTime":3304.2999999999997,"endTime":3305.95,"body":"I know you come"},{"speaker":"Alan Smith","startTime":3304.2999999999997,"endTime":3305.95,"body":"around in the end, well, I"},{"speaker":"Nick Lincoln","startTime":3305.95,"endTime":3307.81,"body":"do it already. My"},{"speaker":"Nick Lincoln","startTime":3305.95,"endTime":3307.81,"body":"friend, I have clients who don't"},{"speaker":"Nick Lincoln","startTime":3307.81,"endTime":3311.62,"body":"have the means or the customers"},{"speaker":"Nick Lincoln","startTime":3307.81,"endTime":3311.62,"body":"buy to let investors right they"},{"speaker":"Nick Lincoln","startTime":3311.62,"endTime":3313.96,"body":"don't they don't they don't have"},{"speaker":"Nick Lincoln","startTime":3311.62,"endTime":3313.96,"body":"they don't yet have liquid"},{"speaker":"Nick Lincoln","startTime":3313.96,"endTime":3317.5299999999997,"body":"assets they've got they've got"},{"speaker":"Nick Lincoln","startTime":3313.96,"endTime":3317.5299999999997,"body":"assets. So I soak it was it my"},{"speaker":"Nick Lincoln","startTime":3317.5299999999997,"endTime":3319.5699999999997,"body":"minimum and we're gonna get it"},{"speaker":"Nick Lincoln","startTime":3317.5299999999997,"endTime":3319.5699999999997,"body":"through a standing order."},{"speaker":"Alan Smith","startTime":3319.99,"endTime":3322.0,"body":"Spot on. I think"},{"speaker":"Alan Smith","startTime":3319.99,"endTime":3322.0,"body":"that when I read that question,"},{"speaker":"Alan Smith","startTime":3322.0,"endTime":3324.04,"body":"I thought that that's your"},{"speaker":"Alan Smith","startTime":3322.0,"endTime":3324.04,"body":"answer for those who need it and"},{"speaker":"Alan Smith","startTime":3324.04,"endTime":3326.23,"body":"want it and prepare to pay for"},{"speaker":"Alan Smith","startTime":3324.04,"endTime":3326.23,"body":"it. Just the fact they got"},{"speaker":"Alan Smith","startTime":3326.23,"endTime":3329.77,"body":"50,000 of liquid investable."},{"speaker":"Alan Smith","startTime":3326.23,"endTime":3329.77,"body":"That's one of the big things is"},{"speaker":"Alan Smith","startTime":3329.77,"endTime":3333.58,"body":"wrong with the prevailing fee"},{"speaker":"Alan Smith","startTime":3329.77,"endTime":3333.58,"body":"model. If someone's going to pay"},{"speaker":"Alan Smith","startTime":3333.58,"endTime":3336.5499999999997,"body":"whatever your minimum is"},{"speaker":"Alan Smith","startTime":3333.58,"endTime":3336.5499999999997,"body":"standing order, whatever, you"},{"speaker":"Alan Smith","startTime":3336.5499999999997,"endTime":3339.79,"body":"can do it. So I think we've"},{"speaker":"Alan Smith","startTime":3336.5499999999997,"endTime":3339.79,"body":"answered that. Yeah."},{"speaker":"Nick Lincoln","startTime":3340.5699999999997,"endTime":3343.33,"body":"And Daniel, all of"},{"speaker":"Nick Lincoln","startTime":3340.5699999999997,"endTime":3343.33,"body":"us do going forward in your in"},{"speaker":"Nick Lincoln","startTime":3343.33,"endTime":3346.39,"body":"your career, you're going to be"},{"speaker":"Nick Lincoln","startTime":3343.33,"endTime":3346.39,"body":"great. So a cobra 54 minutes or"},{"speaker":"Nick Lincoln","startTime":3346.39,"endTime":3348.88,"body":"maybe cut to take a couple more"},{"speaker":"Nick Lincoln","startTime":3346.39,"endTime":3348.88,"body":"because otherwise I think we"},{"speaker":"Nick Lincoln","startTime":3348.88,"endTime":3353.14,"body":"might might stir. We might all"},{"speaker":"Nick Lincoln","startTime":3348.88,"endTime":3353.14,"body":"just exclude spontaneously this"},{"speaker":"Nick Lincoln","startTime":3353.14,"endTime":3356.83,"body":"question is for Alan and Carl to"},{"speaker":"Nick Lincoln","startTime":3353.14,"endTime":3356.83,"body":"have a go up from Steve. Steven"},{"speaker":"Nick Lincoln","startTime":3356.83,"endTime":3361.87,"body":"Barrett who's on Twitter as at"},{"speaker":"Nick Lincoln","startTime":3356.83,"endTime":3361.87,"body":"Bluewater FP. You talked in an"},{"speaker":"Nick Lincoln","startTime":3361.87,"endTime":3364.81,"body":"episode about building a safe"},{"speaker":"Nick Lincoln","startTime":3361.87,"endTime":3364.81,"body":"sell on value for your practice."},{"speaker":"Nick Lincoln","startTime":3365.17,"endTime":3368.3199999999997,"body":"But where do you see future"},{"speaker":"Nick Lincoln","startTime":3365.17,"endTime":3368.3199999999997,"body":"valuations coming from? Surely"},{"speaker":"Nick Lincoln","startTime":3368.3199999999997,"endTime":3371.95,"body":"automation is going to impact"},{"speaker":"Nick Lincoln","startTime":3368.3199999999997,"endTime":3371.95,"body":"the industry and AUM will become"},{"speaker":"Nick Lincoln","startTime":3371.95,"endTime":3376.7799999999997,"body":"less relevant. Will practices be"},{"speaker":"Nick Lincoln","startTime":3371.95,"endTime":3376.7799999999997,"body":"fee based? We'll pay Just based"},{"speaker":"Nick Lincoln","startTime":3376.7799999999997,"endTime":3379.66,"body":"on fee income or something else,"},{"speaker":"Nick Lincoln","startTime":3376.7799999999997,"endTime":3379.66,"body":"well, it's quite a lot of unpack"},{"speaker":"Nick Lincoln","startTime":3379.66,"endTime":3381.0099999999998,"body":"there so we can take a bit of"},{"speaker":"Nick Lincoln","startTime":3379.66,"endTime":3381.0099999999998,"body":"time with this one."},{"speaker":"Alan Smith","startTime":3381.58,"endTime":3383.7999999999997,"body":"Yeah, I'll just jump"},{"speaker":"Alan Smith","startTime":3381.58,"endTime":3383.7999999999997,"body":"in to that one. I mean,"},{"speaker":"Alan Smith","startTime":3383.7999999999997,"endTime":3387.8199999999997,"body":"fundamentally, there are some"},{"speaker":"Alan Smith","startTime":3383.7999999999997,"endTime":3387.8199999999997,"body":"basic rules about businesses and"},{"speaker":"Alan Smith","startTime":3387.8199999999997,"endTime":3393.04,"body":"valuations. In most industries,"},{"speaker":"Alan Smith","startTime":3387.8199999999997,"endTime":3393.04,"body":"a valuation is effectively in in"},{"speaker":"Alan Smith","startTime":3393.04,"endTime":3396.31,"body":"summaries that is the discounted"},{"speaker":"Alan Smith","startTime":3393.04,"endTime":3396.31,"body":"value of future cash flow future"},{"speaker":"Alan Smith","startTime":3396.31,"endTime":3399.0099999999998,"body":"profit. That's how, you know"},{"speaker":"Alan Smith","startTime":3396.31,"endTime":3399.0099999999998,"body":"footsie 100 companies, s\u0026p"},{"speaker":"Alan Smith","startTime":3399.0099999999998,"endTime":3402.31,"body":"companies, and indeed financial"},{"speaker":"Alan Smith","startTime":3399.0099999999998,"endTime":3402.31,"body":"planners. However it's"},{"speaker":"Alan Smith","startTime":3402.31,"endTime":3405.2799999999997,"body":"constructed however, the kind of"},{"speaker":"Alan Smith","startTime":3402.31,"endTime":3405.2799999999997,"body":"business brokers and advisors"},{"speaker":"Alan Smith","startTime":3405.2799999999997,"endTime":3408.7,"body":"will describe it as that's"},{"speaker":"Alan Smith","startTime":3405.2799999999997,"endTime":3408.7,"body":"ultimately what it is. That's"},{"speaker":"Alan Smith","startTime":3408.7,"endTime":3412.54,"body":"interesting in that valuations"},{"speaker":"Alan Smith","startTime":3408.7,"endTime":3412.54,"body":"have crept up. I've had more"},{"speaker":"Alan Smith","startTime":3412.54,"endTime":3415.5699999999997,"body":"than crept up over the last few"},{"speaker":"Alan Smith","startTime":3412.54,"endTime":3415.5699999999997,"body":"years, and more and more"},{"speaker":"Alan Smith","startTime":3416.1099999999997,"endTime":3418.69,"body":"acquirers have come to the"},{"speaker":"Alan Smith","startTime":3416.1099999999997,"endTime":3418.69,"body":"market. Last I heard had a"},{"speaker":"Alan Smith","startTime":3418.69,"endTime":3423.5499999999997,"body":"conversation recently, there's"},{"speaker":"Alan Smith","startTime":3418.69,"endTime":3423.5499999999997,"body":"over 100 acquirers in the UK,"},{"speaker":"Alan Smith","startTime":3423.6099999999997,"endTime":3426.5499999999997,"body":"right now organizations from"},{"speaker":"Alan Smith","startTime":3423.6099999999997,"endTime":3426.5499999999997,"body":"huge like American private"},{"speaker":"Alan Smith","startTime":3426.5499999999997,"endTime":3430.24,"body":"equity companies to smaller"},{"speaker":"Alan Smith","startTime":3426.5499999999997,"endTime":3430.24,"body":"consolidators in the UK. So it"},{"speaker":"Alan Smith","startTime":3430.24,"endTime":3435.46,"body":"is a seller's market right now."},{"speaker":"Alan Smith","startTime":3430.24,"endTime":3435.46,"body":"And why is it interesting? Well,"},{"speaker":"Alan Smith","startTime":3435.46,"endTime":3438.22,"body":"that the events of the last few"},{"speaker":"Alan Smith","startTime":3435.46,"endTime":3438.22,"body":"years, which have included a"},{"speaker":"Alan Smith","startTime":3438.25,"endTime":3443.5299999999997,"body":"pandemic market, or at least two"},{"speaker":"Alan Smith","startTime":3438.25,"endTime":3443.5299999999997,"body":"bear markets, have shown"},{"speaker":"Alan Smith","startTime":3443.5899999999997,"endTime":3448.42,"body":"advisory firms of all shapes and"},{"speaker":"Alan Smith","startTime":3443.5899999999997,"endTime":3448.42,"body":"sizes to be resilient. So they"},{"speaker":"Alan Smith","startTime":3448.42,"endTime":3451.48,"body":"might have taken a short term"},{"speaker":"Alan Smith","startTime":3448.42,"endTime":3451.48,"body":"hit to their revenue, but it"},{"speaker":"Alan Smith","startTime":3451.48,"endTime":3454.5699999999997,"body":"bounced back quite quickly. Most"},{"speaker":"Alan Smith","startTime":3451.48,"endTime":3454.5699999999997,"body":"people haven't lost clients"},{"speaker":"Alan Smith","startTime":3454.5699999999997,"endTime":3457.0299999999997,"body":"throughout it. And if you are an"},{"speaker":"Alan Smith","startTime":3454.5699999999997,"endTime":3457.0299999999997,"body":"acquirer, regardless of what"},{"speaker":"Alan Smith","startTime":3457.21,"endTime":3460.3599999999997,"body":"industry you're in, what you're"},{"speaker":"Alan Smith","startTime":3457.21,"endTime":3460.3599999999997,"body":"interested in is, as I say, it's"},{"speaker":"Alan Smith","startTime":3460.3599999999997,"endTime":3462.97,"body":"a future cash flow. So that's"},{"speaker":"Alan Smith","startTime":3460.3599999999997,"endTime":3462.97,"body":"why these businesses have are"},{"speaker":"Alan Smith","startTime":3462.97,"endTime":3468.0099999999998,"body":"valuable. And so I mean, the"},{"speaker":"Alan Smith","startTime":3462.97,"endTime":3468.0099999999998,"body":"kind of the nuance to the"},{"speaker":"Alan Smith","startTime":3468.0099999999998,"endTime":3471.85,"body":"question is technology changing"},{"speaker":"Alan Smith","startTime":3468.0099999999998,"endTime":3471.85,"body":"and moving to a fee based model"},{"speaker":"Alan Smith","startTime":3471.85,"endTime":3474.4,"body":"or a sort of a retainer or"},{"speaker":"Alan Smith","startTime":3471.85,"endTime":3474.4,"body":"whatever it might be? Well,"},{"speaker":"Alan Smith","startTime":3474.4,"endTime":3477.46,"body":"that's fine, it kind of doesn't"},{"speaker":"Alan Smith","startTime":3474.4,"endTime":3477.46,"body":"matter, I would obviously make a"},{"speaker":"Alan Smith","startTime":3477.46,"endTime":3482.17,"body":"case that a, a sort of flat fee"},{"speaker":"Alan Smith","startTime":3477.46,"endTime":3482.17,"body":"retainer based model is more"},{"speaker":"Alan Smith","startTime":3482.17,"endTime":3485.2599999999998,"body":"resilient, our fees don't go"},{"speaker":"Alan Smith","startTime":3482.17,"endTime":3485.2599999999998,"body":"down during market declines, but"},{"speaker":"Alan Smith","startTime":3485.2599999999998,"endTime":3489.0699999999997,"body":"then the same time they don't go"},{"speaker":"Alan Smith","startTime":3485.2599999999998,"endTime":3489.0699999999997,"body":"up and markets race away. So but"},{"speaker":"Alan Smith","startTime":3489.0699999999997,"endTime":3492.22,"body":"they are more predictable, I"},{"speaker":"Alan Smith","startTime":3489.0699999999997,"endTime":3492.22,"body":"would say. So that type of"},{"speaker":"Alan Smith","startTime":3492.22,"endTime":3496.0,"body":"business will have a value and"},{"speaker":"Alan Smith","startTime":3492.22,"endTime":3496.0,"body":"AUM percentage based clients,"},{"speaker":"Alan Smith","startTime":3496.27,"endTime":3499.15,"body":"firms will have a value. And"},{"speaker":"Alan Smith","startTime":3496.27,"endTime":3499.15,"body":"yes, things will get more"},{"speaker":"Alan Smith","startTime":3499.15,"endTime":3502.45,"body":"automated, but just to try to"},{"speaker":"Alan Smith","startTime":3499.15,"endTime":3502.45,"body":"tie a few of these questions"},{"speaker":"Alan Smith","startTime":3502.45,"endTime":3506.14,"body":"together, right now, advisors in"},{"speaker":"Alan Smith","startTime":3502.45,"endTime":3506.14,"body":"the future, who do embrace"},{"speaker":"Alan Smith","startTime":3506.14,"endTime":3509.38,"body":"technology, in theory will be"},{"speaker":"Alan Smith","startTime":3506.14,"endTime":3509.38,"body":"able to take on more clients,"},{"speaker":"Alan Smith","startTime":3509.8599999999997,"endTime":3513.43,"body":"more revenue, hopefully using"},{"speaker":"Alan Smith","startTime":3509.8599999999997,"endTime":3513.43,"body":"technology are more profitable"},{"speaker":"Alan Smith","startTime":3513.46,"endTime":3515.89,"body":"and therefore build more and"},{"speaker":"Alan Smith","startTime":3513.46,"endTime":3515.89,"body":"more value into their"},{"speaker":"Alan Smith","startTime":3515.89,"endTime":3519.94,"body":"businesses. So I can't see any"},{"speaker":"Alan Smith","startTime":3515.89,"endTime":3519.94,"body":"significance. I mean, Famous"},{"speaker":"Alan Smith","startTime":3519.94,"endTime":3523.0299999999997,"body":"last words, but I don't see any"},{"speaker":"Alan Smith","startTime":3519.94,"endTime":3523.0299999999997,"body":"significant reason. For that to"},{"speaker":"Alan Smith","startTime":3523.0299999999997,"endTime":3525.73,"body":"change the next few years, I"},{"speaker":"Alan Smith","startTime":3523.0299999999997,"endTime":3525.73,"body":"think businesses will be worth"},{"speaker":"Alan Smith","startTime":3526.06,"endTime":3529.15,"body":"continued to be worth a fair"},{"speaker":"Alan Smith","startTime":3526.06,"endTime":3529.15,"body":"amount in the years to come."},{"speaker":"Alan Smith","startTime":3529.3599999999997,"endTime":3530.44,"body":"Call us some thoughts."},{"speaker":"Carl Widger","startTime":3531.85,"endTime":3535.3599999999997,"body":"Yeah, I think"},{"speaker":"Carl Widger","startTime":3531.85,"endTime":3535.3599999999997,"body":"everything you've just said"},{"speaker":"Carl Widger","startTime":3535.3599999999997,"endTime":3538.87,"body":"there is valid, I would just"},{"speaker":"Carl Widger","startTime":3535.3599999999997,"endTime":3538.87,"body":"refer back to Robert Stevenson's"},{"speaker":"Carl Widger","startTime":3538.87,"endTime":3541.69,"body":"video that I refer back to in"},{"speaker":"Carl Widger","startTime":3538.87,"endTime":3541.69,"body":"our last episode, which is"},{"speaker":"Carl Widger","startTime":3541.99,"endTime":3546.73,"body":"succession powered scale. And"},{"speaker":"Carl Widger","startTime":3541.99,"endTime":3546.73,"body":"Rob talks about the Aum model,"},{"speaker":"Carl Widger","startTime":3546.73,"endTime":3550.63,"body":"the avatar model, but then"},{"speaker":"Carl Widger","startTime":3546.73,"endTime":3550.63,"body":"intrinsic value, and I think,"},{"speaker":"Carl Widger","startTime":3551.74,"endTime":3555.6099999999997,"body":"like Alan says, in the short"},{"speaker":"Carl Widger","startTime":3551.74,"endTime":3555.6099999999997,"body":"term, I don't think the Aum"},{"speaker":"Carl Widger","startTime":3555.7599999999998,"endTime":3559.6,"body":"stroke avatar model are gonna"},{"speaker":"Carl Widger","startTime":3555.7599999999998,"endTime":3559.6,"body":"change that much. But I think"},{"speaker":"Carl Widger","startTime":3559.6,"endTime":3562.24,"body":"intrinsic value is you know, if"},{"speaker":"Carl Widger","startTime":3559.6,"endTime":3562.24,"body":"you're looking longer term, I"},{"speaker":"Carl Widger","startTime":3562.24,"endTime":3566.62,"body":"think that's going to be really"},{"speaker":"Carl Widger","startTime":3562.24,"endTime":3566.62,"body":"important. But yeah, the answer"},{"speaker":"Carl Widger","startTime":3566.62,"endTime":3570.22,"body":"to the question is watch Rob"},{"speaker":"Carl Widger","startTime":3566.62,"endTime":3570.22,"body":"Stevenson's video, please, Addy"},{"speaker":"Andy Hart","startTime":3570.52,"endTime":3573.25,"body":"altered the video,"},{"speaker":"Andy Hart","startTime":3570.52,"endTime":3573.25,"body":"I'm just gonna say the cost of"},{"speaker":"Andy Hart","startTime":3573.25,"endTime":3576.16,"body":"money is going up. So the cost"},{"speaker":"Andy Hart","startTime":3573.25,"endTime":3576.16,"body":"of money going up will have a"},{"speaker":"Andy Hart","startTime":3576.25,"endTime":3579.58,"body":"negative impact on the sale"},{"speaker":"Andy Hart","startTime":3576.25,"endTime":3579.58,"body":"value of firms. And we haven't"},{"speaker":"Andy Hart","startTime":3579.58,"endTime":3583.0299999999997,"body":"really seen the fallout of that"},{"speaker":"Andy Hart","startTime":3579.58,"endTime":3583.0299999999997,"body":"yet. So that's going to be quite"},{"speaker":"Andy Hart","startTime":3583.0299999999997,"endTime":3586.33,"body":"interesting. If the cost of"},{"speaker":"Andy Hart","startTime":3583.0299999999997,"endTime":3586.33,"body":"money is still expensive. What"},{"speaker":"Andy Hart","startTime":3586.33,"endTime":3590.0499999999997,"body":"then the sale value and how much"},{"speaker":"Andy Hart","startTime":3586.33,"endTime":3590.0499999999997,"body":"of a seller's market it will be"},{"speaker":"Andy Hart","startTime":3590.0499999999997,"endTime":3590.38,"body":"then."},{"speaker":"Alan Smith","startTime":3592.15,"endTime":3593.95,"body":"Possibly although"},{"speaker":"Alan Smith","startTime":3592.15,"endTime":3593.95,"body":"most of these companies have"},{"speaker":"Alan Smith","startTime":3593.95,"endTime":3597.31,"body":"raised equity as opposed to debt"},{"speaker":"Alan Smith","startTime":3593.95,"endTime":3597.31,"body":"Yeah, they've got dry well, it"},{"speaker":"Alan Smith","startTime":3597.31,"endTime":3601.06,"body":"will. It does. It does have an"},{"speaker":"Alan Smith","startTime":3597.31,"endTime":3601.06,"body":"impact but like anything when"},{"speaker":"Alan Smith","startTime":3601.06,"endTime":3604.24,"body":"there's there's a lot of people"},{"speaker":"Alan Smith","startTime":3601.06,"endTime":3604.24,"body":"chasing a limited number of"},{"speaker":"Alan Smith","startTime":3604.45,"endTime":3608.74,"body":"products or businesses to buy it"},{"speaker":"Alan Smith","startTime":3604.45,"endTime":3608.74,"body":"does it does drive and there'll"},{"speaker":"Alan Smith","startTime":3608.74,"endTime":3609.31,"body":"be short downs"},{"speaker":"Andy Hart","startTime":3609.31,"endTime":3610.96,"body":"large companies have"},{"speaker":"Andy Hart","startTime":3609.31,"endTime":3610.96,"body":"night hour and Kalani"},{"speaker":"Alan Smith","startTime":3612.13,"endTime":3613.48,"body":"look forward to"},{"speaker":"Alan Smith","startTime":3612.13,"endTime":3613.48,"body":"what's next."},{"speaker":"Nick Lincoln","startTime":3614.74,"endTime":3616.96,"body":"Well, listen,"},{"speaker":"Nick Lincoln","startTime":3614.74,"endTime":3616.96,"body":"we're at 5059 minutes and I'm"},{"speaker":"Nick Lincoln","startTime":3616.96,"endTime":3618.88,"body":"aware this is quite this is"},{"speaker":"Nick Lincoln","startTime":3616.96,"endTime":3618.88,"body":"quite intense. And because we're"},{"speaker":"Nick Lincoln","startTime":3618.88,"endTime":3621.79,"body":"all having to really concentrate"},{"speaker":"Nick Lincoln","startTime":3618.88,"endTime":3621.79,"body":"here and and word was snappy,"},{"speaker":"Nick Lincoln","startTime":3621.79,"endTime":3624.5499999999997,"body":"struggling the strike. No, I'm"},{"speaker":"Nick Lincoln","startTime":3621.79,"endTime":3624.5499999999997,"body":"fine. I'm fine. But do you want"},{"speaker":"Nick Lincoln","startTime":3624.5499999999997,"endTime":3627.16,"body":"to draw a line under this one?"},{"speaker":"Nick Lincoln","startTime":3624.5499999999997,"endTime":3627.16,"body":"We were we've got looking at my"},{"speaker":"Nick Lincoln","startTime":3627.16,"endTime":3629.89,"body":"bolting sack. We're now on this"},{"speaker":"Nick Lincoln","startTime":3627.16,"endTime":3629.89,"body":"this letter sent in is"},{"speaker":"Nick Lincoln","startTime":3629.92,"endTime":3632.98,"body":"postmarked the 14th of November."},{"speaker":"Nick Lincoln","startTime":3629.92,"endTime":3632.98,"body":"So we've got we've done all the"},{"speaker":"Nick Lincoln","startTime":3632.98,"endTime":3636.6099999999997,"body":"questions up to the 14th of"},{"speaker":"Nick Lincoln","startTime":3632.98,"endTime":3636.6099999999997,"body":"November. Do you want to keep on"},{"speaker":"Nick Lincoln","startTime":3636.6099999999997,"endTime":3637.5099999999998,"body":"going for a couple more?"},{"speaker":"Andy Hart","startTime":3638.95,"endTime":3639.85,"body":"It's up to you"},{"speaker":"Andy Hart","startTime":3638.95,"endTime":3639.85,"body":"German."},{"speaker":"Carl Widger","startTime":3641.68,"endTime":3644.29,"body":"Ideally, I'd hold"},{"speaker":"Carl Widger","startTime":3641.68,"endTime":3644.29,"body":"some questions. We're going to"},{"speaker":"Carl Widger","startTime":3644.29,"endTime":3647.38,"body":"need some questions for our for"},{"speaker":"Carl Widger","startTime":3644.29,"endTime":3647.38,"body":"our episodes in the new year."},{"speaker":"Nick Lincoln","startTime":3647.41,"endTime":3649.0899999999997,"body":"We thought we"},{"speaker":"Nick Lincoln","startTime":3647.41,"endTime":3649.0899999999997,"body":"would we've really had a good"},{"speaker":"Nick Lincoln","startTime":3649.0899999999997,"endTime":3651.25,"body":"go. That's pretty okay. I'll"},{"speaker":"Nick Lincoln","startTime":3649.0899999999997,"endTime":3651.25,"body":"tell you what, let's call that"},{"speaker":"Nick Lincoln","startTime":3651.25,"endTime":3653.5299999999997,"body":"day for now. But if your"},{"speaker":"Nick Lincoln","startTime":3651.25,"endTime":3653.5299999999997,"body":"question wasn't answered, It"},{"speaker":"Nick Lincoln","startTime":3653.5299999999997,"endTime":3655.96,"body":"will be answered in a future"},{"speaker":"Nick Lincoln","startTime":3653.5299999999997,"endTime":3655.96,"body":"show. As you know, it's really"},{"speaker":"Nick Lincoln","startTime":3655.96,"endTime":3657.91,"body":"important to us that you"},{"speaker":"Nick Lincoln","startTime":3655.96,"endTime":3657.91,"body":"understand the trap is that the"},{"speaker":"Nick Lincoln","startTime":3657.91,"endTime":3662.0499999999997,"body":"show is formed by you. It's not"},{"speaker":"Nick Lincoln","startTime":3657.91,"endTime":3662.0499999999997,"body":"just for for egomaniacs rambling"},{"speaker":"Nick Lincoln","startTime":3662.0499999999997,"endTime":3664.0899999999997,"body":"on for the sake of it, we want"},{"speaker":"Nick Lincoln","startTime":3662.0499999999997,"endTime":3664.0899999999997,"body":"you to shape the way the show"},{"speaker":"Nick Lincoln","startTime":3664.0899999999997,"endTime":3667.39,"body":"goes. So without much further"},{"speaker":"Nick Lincoln","startTime":3664.0899999999997,"endTime":3667.39,"body":"ado, I think we're sort of"},{"speaker":"Nick Lincoln","startTime":3667.39,"endTime":3670.93,"body":"coming towards the end. Thank"},{"speaker":"Nick Lincoln","startTime":3667.39,"endTime":3670.93,"body":"you to all the dear TRAPPIST"},{"speaker":"Nick Lincoln","startTime":3670.96,"endTime":3674.2599999999998,"body":"it's been a we've had so much"},{"speaker":"Nick Lincoln","startTime":3670.96,"endTime":3674.2599999999998,"body":"fun doing this any episode nine."},{"speaker":"Nick Lincoln","startTime":3675.19,"endTime":3678.46,"body":"Love the feedback keep on giving"},{"speaker":"Nick Lincoln","startTime":3675.19,"endTime":3678.46,"body":"it to us. We wish you all a"},{"speaker":"Nick Lincoln","startTime":3678.46,"endTime":3681.7,"body":"fantastic Chris whatever the PC"},{"speaker":"Nick Lincoln","startTime":3678.46,"endTime":3681.7,"body":"thing is. Merry Christmas"},{"speaker":"Nick Lincoln","startTime":3681.7,"endTime":3683.44,"body":"Season's Greetings, holidays,"},{"speaker":"Unknown","startTime":3683.47,"endTime":3684.58,"body":"happy holidays,"},{"speaker":"Unknown","startTime":3683.47,"endTime":3684.58,"body":"whatever"},{"speaker":"Nick Lincoln","startTime":3684.58,"endTime":3685.99,"body":"you want to call"},{"speaker":"Nick Lincoln","startTime":3684.58,"endTime":3685.99,"body":"it. We hope you have a good one"},{"speaker":"Nick Lincoln","startTime":3686.08,"endTime":3689.41,"body":"from the Trap Team wishing you"},{"speaker":"Nick Lincoln","startTime":3686.08,"endTime":3689.41,"body":"all the best for now and a"},{"speaker":"Nick Lincoln","startTime":3689.41,"endTime":3693.1,"body":"fantastic 2023. Guys Matt, nice"},{"speaker":"Nick Lincoln","startTime":3689.41,"endTime":3693.1,"body":"to see you guys in the studio as"},{"speaker":"Nick Lincoln","startTime":3693.1,"endTime":3695.08,"body":"well. Thank you for your"},{"speaker":"Nick Lincoln","startTime":3693.1,"endTime":3695.08,"body":"friendship. Have a great,"},{"speaker":"Carl Widger","startTime":3695.5,"endTime":3698.5299999999997,"body":"Happy Christmas."},{"speaker":"Carl Widger","startTime":3695.5,"endTime":3698.5299999999997,"body":"Thank you Nicholas for"},{"speaker":"Carl Widger","startTime":3698.5299999999997,"endTime":3701.41,"body":"organizing Trump. Well done."},{"speaker":"Carl Widger","startTime":3698.5299999999997,"endTime":3701.41,"body":"Happy Christmas everybody."},{"speaker":"Nick Lincoln","startTime":3702.31,"endTime":3703.69,"body":"My friend take"},{"speaker":"Nick Lincoln","startTime":3702.31,"endTime":3703.69,"body":"care bye"}]}