In a world where the rising cost of living meets relentless pressure on fees, financial advisers are facing a challenge like never before. People are re-evaluating every pound spent, looking harder at where true value lies. Yet, for those seeking security, stability, and growth in their financial lives, the right advice has never been more essential. That’s why we're launching this series. A podcast series designed for advisers to help them better articulate their value.
This series isn’t just about storytelling; it’s about building a toolkit.
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In a world where the rising cost of living meets relentless pressure on fees, financial advisers are facing a challenge like never before. People are re-evaluating every pound spent, looking harder at where true value lies. Yet, for those seeking security, stability, and growth in their financial lives, the right advice has never been more essential. That’s why we're launching this series. A podcast series designed for advisers to help them better articulate their value.
This series isn’t just about storytelling; it’s about building a toolkit.
Hosted on Acast. See acast.com/privacy for more information.
What if the biggest breakthrough in your advice practice didn’t come from the numbers, but from asking better questions?
In this episode of Beyond the Numbers, I sit down with Simonne Gnessen, financial coach, pioneer of the UK’s coaching movement, and co-author of Sheconomics. We explore how advisers can deepen their impact by shifting from 'advice-giving' to 'life-guiding'. Simonne shares powerful insights on how early money experiences shape our financial behaviour, why clients often “have enough but don’t feel it,” and how advisers can create space for deeper, more transformative conversations. We unpack what it means to “coach the client, not just the topic,” and why your ability to listen, challenge assumptions, and hold space may be the most valuable thing you offer.
Top 10 Takeaways
Coach the client, not just the topic: Financial behaviours are often driven by emotion, not logic. Advisers can unlock breakthroughs by understanding the person behind the plan.
Early experiences shape money beliefs: Clients often carry unconscious financial scripts from childhood - what Simonne calls “glass walls” they don’t know exist until they hit them.
Clients may have enough… But not feel it: Technical projections mean little if emotional needs are not addressed. Security is a feeling, not a spreadsheet!
Set the tone with 'Contracting': Begin meetings by setting expectations and getting permission to go deeper. “What would make this conversation meaningful for you?”
Send questions in advance: Giving clients time to reflect before meetings increases insight and creates space for more productive conversations.
You’re not a Therapist – and that’s OK: Coaching can be therapeutic, but the goal is to hold space for reflection, not to diagnose.
Ask without assumptions: Coaching means asking questions you don’t know the answer to. Your curiosity can be more powerful than your expertise.
Shift the 'Ladder of Success': Help clients assess not just how high they are climbing, but whether their ladder is leaning against the right wall.
Make space for both voices in couples: Financial conversations often centre around the louder partner. Invite the quieter one in first, to create balance.
AI can’t replace empathy: As automation handles technical work, your value will lie in emotional intelligence, insight, and human connection.
Great Phrases
Resources
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Recourses
‘Ace Your Annual Review’ - Downloadable guide
Humansing money - fortnightly newsletter
'Finesse your first meeting' - Mentoring programme
Communicate for Impact Course - Writing cohort for advisers
The Kinder Reminder fortnightly newsletter
What if the biggest factor in your success as a financial adviser isn’t your technical expertise, but how well you listen? In this episode, I sit down with Melissa Kidd, communications expert, coach, and founder of Motem, to explore the overlooked skill at the heart of powerful advice: meaningful conversation.
With a background in psychology, coaching, and NLP, Melissa shares practical tools to help advisers shift from presenting information to creating impact - by listening deeply, asking better questions, and understanding the emotional side of money. From finessing the first meeting to running better annual reviews, Melissa explains why emotions run high when talking about money, and how advisers can create safety, connection, and clarity by mastering the art of listening and asking the right questions. We explore how to dissolve jargon, build trust faster, and use proactive communication to turn avoiders into advocates.
Top 8 Takeaways
Open Strong: Begin every meeting by asking, “What would make this a valuable use of your time?” - a powerful question that invites co-creation and sets the tone for trust.
The First Meeting Is Critical: Emotions run high, and clients often feel a power imbalance. Your job isn’t to impress - it’s to settle minds, listen deeply, and humanise the conversation.
Clients Define Value: Advisers often default to showcasing technical skill. But real value is defined by the client - feeling understood, making smart decisions, and knowing what ‘enough’ looks like.
Silence Isn’t Awkward, It’s Powerful: Many advisers fear silence. But space invites deeper thinking and reflection. Listen to understand, not to respond.
Ask 'What' Not 'Why': “What led you to come and see an adviser like me today?” invites insight without defensiveness. ‘Why’ can feel intrusive.
Scale for Confidence: Use a simple 1–10 scale to ask, “How confident are you feeling about your financial situation?” Revisit over time to track emotional and financial progress.
Reframe Annual Reviews: Shift from “annual review” to “progress planning meeting” - clients are more likely to attend when it feels forward-focused and purposeful.
Don’t Sell, Start a Conversation: When networking, your goal isn’t to close. It’s to connect. Focus on being memorable, relatable, and curious. The real opportunities often come later, over coffee - not in the room.
Great Phrases
The first meeting is all about creating safety, not showcasing expertise
It’s not about the facts and figures. It’s about uncovering motivations and needs.
If they only come to you for performance, they’ll leave you for performance.
Money is emotional. If we ignore that, we miss the heart of the conversation.
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In this episode, Scott speaks with James Woodfall - a previous SJP Partner, coach, and co-author of The Heart of Finance - about the transformational role of emotional intelligence in financial advice. James draws from his experience as a former SJP Partner and researcher (a Pracademic!) to explain how advisers can better connect with clients, improve outcomes, and future-proof their role in a world increasingly shaped by AI. The conversation ranges from defining emotional intelligence and its practical components, to tailoring communication styles, managing difficult conversations, and overcoming compassion fatigue. You’ll walk away with science-backed tools, real-life examples, and tactical strategies to strengthen client relationships and enhance your personal performance.
Top 10 Takeaways
Clients Value Time & Trust, Not Just Numbers: Clients seek advice because they lack time or knowledge. Value lies in saving them from mistakes - not just in performance.
EQ Is a High-Performance Skill: Emotional intelligence strongly correlates with increased sales, retention, and referrals. It's not soft. It's strategic.
EQ Can and Should be Measured: Use self-reporting, ability-based, or scenario-based tools. What gets measured improves.
AI Can Simulate Empathy But Can’t Feel It: Artificial empathy mimics emotion, but only humans offer genuine understanding. Your edge is emotional connection.
Basic Emotions Are Predictable. Learn Them: Emotions like fear, anger, and sadness have clear triggers and behaviours. Understanding them helps you manage client reactions and build trust.
Trust Grows When You Notice Feelings: Ignoring emotions breaks rapport. Attunement—"I sense something’s off, shall we pause?" - strengthens relationships.
Mirror, Don’t Flatten, Emotions: During tough conversations, match emotional intensity at 80%. It shows empathy and helps clients feel heard.
Tailor Your Language to How Clients Think: Segment clients by thinking style: Logical thinkers want data; emotional thinkers want to feel safe. Their language gives them away.
Self-Reflection Is a Superpower: Build 10 minutes post-meeting to ask: What went well? What could I improve? What actions will I take? Continuous improvement starts here.
Fee Resistance Is an Emotional Cue: Be assertive and empathic. “Expensive compared to what?” reframes the conversation around value, not cost. Empathise, but don’t apologise.
Great Phrases
“When we pay careful attention to the emotions of others, trust grows.”
“AI cannot replicate the human connection.”
“It’s not just about tailoring advice -it’s about tailoring the conversation.”
“Pay attention to people’s words to understand if they are more logical or more emotional thinkers.”
“Segment clients by communication needs.”
“People like people who are like themselves.”
“Compassion fatigue can affect your performance.”
“Be assertive and stand your ground in fee discussions.”
Resources
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In this deeply human conversation, Jeremy Askew and Suzan Issa from Town Close Financial Planning join us to share their heartfelt philosophy: "Serve, don’t sell." Together, they explore what it truly means to create value for clients, by listening deeply, shifting mindsets, and focusing on what really matters. From bereavement to generational transitions, Jeremy and Suzan walk us through how they meet clients at life’s most pivotal moments and help them navigate not just their money, but their meaning.
We discuss how financial wellbeing is more about how it feels than what’s in the bank account, why "money dysmorphia" is on the rise, and how authentic relationships, not just technical expertise, build lasting trust. Suzan also shares their inward-facing work with the team: creating a 'no-blame, no-shame' culture where staff are encouraged to grow as humans, not just professionals.
From a widow asking how to spend money once meant for two, to five-generation family engagements, to quiet reflections on what clients don’t say, this episode shows how powerful advice becomes when it is rooted in presence, empathy, and shared humanity.
Top 8 Takeaways
Great Phrases
“The money is often a cover story. The real work is a change in mindset.”
“You know when you’ve been truly listened to. And so do your clients.”
“Serve, don’t sell.”
“If you command someone’s time, you have a place in their heart.”
“It’s not about the pot of money. It’s about the dream it enables.”
“Qualifications get you to the front door. They don’t get you through it.”
“We seek first to understand. That’s where the value lives.”
“We’re not afraid to say: this isn’t the right fit.”
“Money dysmorphia: when someone’s perception of their financial reality is emotionally distorted.
”“Financial wellbeing is only wellbeing if it feels good to you.”
Resources:
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Summary:
In this deeply human episode of Beyond the Numbers, Scott Stevens is joined by Brian Portnoy, author of The Geometry of Wealth and co-founder of Shaping Wealth, to explore what it truly means to live a meaningful financial life.
Brian challenges traditional norms in financial advice by asking a powerful question: What if true wealth isn't about getting more, but about funding a life that actually matters to you? He introduces the concept of “funded contentment” - the ability to underwrite a life that is meaningful, and unpacks how advisers can use this idea to transform their client relationships.
Drawing on behavioural finance, storytelling, and coaching psychology, Brian explains why most clients don’t need more information, they need empathy, clarity, and confidence. This conversation is a masterclass in how to show up not just as a technician, but as a guide through life’s uncertainties. If you’re ready to grow your practice by going deeper with your clients, this episode is your roadmap.
Top 10 Takeaways
Great Phrases
“True wealth is the ability to underwrite a life that is meaningful to you.”, . “Clients would rather talk about death than money. It’s an emotional lightning rod.”, “Being rich is the pursuit of more. Being wealthy is something deeper.” “Empathy is not a soft skill. It’s a power skill.”.
Resources (linked)
Brian's books:
https://www.shapingwealth.com/
Series of available programmes and coaching sessions: https://www.shapingwealth.com/experiences
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In this episode of Beyond the Numbers, Scott Stevens sits down with Claire Trott, Divisional Director of Retirement and Holistic Planning at SJP and Director of Technical Connection. Widely recognised as one of the UK’s leading experts on pensions and retirement planning, Claire has spent years simplifying the complexities of SIPPs, tax planning, and regulatory changes. She is a trusted voice in both national and trade press, providing clear, insightful commentary on some of the most pressing issues in retirement planning today. In this candid and thought-provoking conversation, Claire shares her journey into financial services and the passion that drives her to help clients navigate complex pension decisions. She discusses the true value of financial advice - building confidence and clarity for clients, and why cutting through technical jargon is essential. Her approach centres on making financial concepts accessible without oversimplifying, always tailoring explanations to each client’s level of understanding. The discussion covers everything from the power of cash flow modelling and the importance of human connection, to the latest pension legislation changes and the fine balance between regulatory compliance and client trust. Packed with valuable insights and practical advice, Claire’s expertise offers a masterclass for advisers looking to enhance their approach and better support their clients.
Key Takeaways:
Great phrases:
Resources:
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What do entrepreneurs really need from a financial adviser?
In this episode of Beyond the Numbers, we’re joined by Alan Smith - CEO of Capital Asset Management, co-host of TRAP: The Real Adviser Podcast, and host of Bulletproof Entrepreneur - to explore what it truly means to deliver advice that resonates with business owners.
Alan shares how he positions financial advice not just as a service, but as a strategic relationship - one that begins with a simple 15-minute “coffee call” and unfolds into a human-first onboarding journey built on trust, clarity, and collaboration.
We talk about:
Why most entrepreneurs don’t need more information. The need the right questions.
If you're curious how content, clarity, and process can elevate the client experience, and how great advice helps entrepreneurs shift from working in their business to intentionally designing a life beyond it, this episode is packed with insights on how to articulate your value in a way that truly connects.
Top Takeaways
Entrepreneurs face complex, often conflicting priorities. Your role is to simplify, clarify, and create a strategic path forward.
Great phrases
Resources:
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What if the true value of financial advice wasn’t in the numbers, the spreadsheets, or the perfect retirement portfolio… but in the way your client feels about their life right now? When you focus on the person, not just the plan, everything changes.
Alongside John Dashfield - coach, author, and a leading voice in client-centred financial advice - we explore what happens when advisers stop being product-pushers and start being life-changers. The biggest shift in advice begins with how you see yourself.
In our deep dive into the real role of the modern adviser, we explore practical strategies and deeper human truths. We unpack how to ask better questions, how to build trust, and why technical skills aren’t enough in a world where advice is increasingly about connection, communication, and changing lives.
Top 10 Takeaways
Great phrases:
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In this episode of Beyond the Numbers, Scott Stevens sits down with Neil Parker. Neil is on a mission to revolutionise financial planning, shifting the focus from products and portfolios to people and purpose. As the Founder and CEO of PlanHappy, he has pioneered a business-in-a-box system designed to help advisers deliver clarity, confidence, and consistency to their clients.
In this thought-provoking conversation, Neil traces the evolution of the profession - from product sales to financial advice, and from financial planning to true lifestyle-centred advice. He argues that the greatest value advisers can offer isn’t just technical expertise, but the ability to guide clients in understanding what money really means to them. At times refreshingly contrarian, Neil challenges conventional wisdom on investment risk, client engagement, and the role of technology, offering practical, game-changing insights for advisers who want to build deeper, more trusted relationships.
From mastering the power of first impressions to striking the right balance between human connection and digital efficiency, Neil shares his unique perspective on what it takes to thrive in modern financial planning. Whether you’re looking to deepen client relationships, articulate your value more effectively, or rethink traditional approaches, this conversation will challenge your thinking and equip you with fresh, practical strategies to elevate your advice.
Key Takeaways
Great phrases
Resources:
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In this first in the series episode of Beyond the Numbers, Scott Stevens is joined by Vince Tiseo. Based in the United States, Vince heads up the Goldman Sach’s advisory consultancy service, helping US advice firms get better.
He’s a seasoned strategist with a passion for leadership, client experience, and delivering real, tangible value. With a career that spans boardrooms and battlefields, Vince brings a unique blend of discipline and insight to the world of financial advice. This conversation goes far beyond spreadsheets and into the psychology of what clients truly value in their advisers. From cultural nuances between the U.S. and U.K. to the universal challenges all advisers face - attracting, serving, and retaining clients in an era of rising expectations.
Vince offers real-world advice grounded in research and experience.
You’ll hear:
Whether you're new to advice or leading a multi-adviser firm, this is a masterclass in staying relevant, valuable, and indispensable. Tune in and start making the incremental shifts that lead to extraordinary results.
Key Takeaways
Great phrases
Resources:
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