Is Financial Planning Dying?

That’s what I asked Tom Hegarty in the latest episode of In The Know - a follow-up to the post that sparked so much debate.

We covered:

📉 Adviser numbers – real growth, or just a pause before the cliff edge?

🔁 Why firms keep hiring experience but won’t back new talent

🧱 The power of apprenticeships and why more firms must engage

💬 How to shift short-term mindsets in firm leadership

🪄 And Tom’s magic wand moment

Do you agree with Tom? Are you as optimistic or is this just the beginning of the end?

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The Recruitment Industry’s Biggest Lie - And Why Clients Keep Falling for It

Recruitment has been running on fumes for years. The contingent model dominates, yet it delivers an 80% chance of wasted time.

Louise Archer and I dug into why the industry clings to it, despite better alternatives. 

Some key takeaways:

• Retained search isn’t just for execs in pinstripe suits—it’s a better way to recruit across the board.
• Clients often think contingent is faster and cheaper, but the reality? It’s slow, inefficient, and costs more in the long run.
• The biggest issue? A lack of education. Louise shared a story about a senior HR leader who spent 15 years rejecting retained search—until she finally had it explained properly. Now, she’s one of their top retained billers.
• AI will eat low-level, high-volume hiring. For recruiters to survive, they need to move up the value chain—retained search is the future.

Thanks to Louise for a great conversation!

So, is it time to stop treating recruitment like a gamble? 

#Recruitment #RetainedSearch #TalentAcquisition #Hiring

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It was a privilege to host Jeff Lange, Group CEO of TFAS Enterprises, on the podcast. Jeff shared fascinating insights into the evolving financial advice sector, the role of technology, and the future of client engagement. Here are the key takeaways from our conversation:

💻 Remote advice is thriving

Face-to-face isn’t the only way. Remote advice, driven by trust and tech, is now the choice for even high-net-worth clients.

🌍 Bridging the advice gap

Streamlined processes and digital tools are making advice accessible to clients at all asset levels.

🤖 AI in action

From automating meeting summaries to compliance checks, AI is revolutionising how advice is delivered.

🔄 Future-proofing with flexibility

Combining traditional face-to-face advice with digital services ensures no client is left behind.

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The Trilogy Nobody Thought Would Happen

“All good things must come to an end”—and so does the final episode of our podcast series with the brilliant Dave Robinson.

This time, we cover plenty of ground, including:

1️⃣ Regrets on LinkedIn?

Dave’s outspoken views have sparked debates, drawn praise, and even got him blocked! But does he regret any of it? His answer (and reasoning) is refreshingly honest.

2️⃣ Thoughts on the CII

Dave doesn’t hold back as we discuss the role of professional bodies and how the financial advice sector could raise its standards.

3️⃣ The Case for Internal Succession

Our main focus: Why internal succession is the key to long-term sustainability for firms, and how to navigate this complex process effectively.

📘 Valuable Resource: Dave is generously sharing his Comprehensive Guide to Internal Succession, a must-read for any Principal planning their next steps.

A huge thank you to Dave for his time, insights, and willingness to answer any question I threw at him.

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"Talking with Archana was genuinely inspiring and thought-provoking. Her insights brought a fresh perspective on what leadership truly means, especially in today’s rapidly changing world." - James Walker

In this episode, we unpacked:

1. Redefining Leadership in a Post-Pandemic World: Archana shared how the role of leadership has transformed – it's no longer just about guiding teams but about creating environments where people feel genuinely connected and purposeful.
2. Belonging vs. Fitting In: A standout moment was our discussion on the importance of belonging. Archana highlighted that belonging is about being valued for who you truly are, not just for the parts that ‘fit’ the mould. This shift is something every leader should consider as they cultivate their team culture.
3. Boundaries in a Hybrid Work Environment: Navigating remote work has blurred boundaries between professional and personal life. Archana's insights on balancing these demands underscore the evolving responsibilities of leaders to support holistic well-being.

Archana also shared insights from her upcoming book, The Through Line, which delves deeper into how storytelling, curiosity, and openness can transform both leadership and personal growth. Her reflections offer essential guidance for leaders committed to building meaningful connections.

Tune in to explore these themes and more in what was a truly fascinating conversation.

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🚨 Alert: "Businesses must start transitioning to be data-led, or they risk becoming irrelevant. Those who fail to integrate data into their operations will fall behind as the industry evolves. It’s not just about compliance or efficiency anymore – it’s about survival."

In this insightful episode, I sit down with Poppy Achilles to discuss three critical pillars for the future of UK financial planning:

1. Data – Why it’s the foundation of any business and the importance of data quality in driving client experience, operations, and decision-making.
2. Client Experience – The growing demand for digital-first, seamless interactions, especially as wealth transfers to a new generation of tech-savvy clients.
3. AI – How AI can transform the industry, but only when supported by clean, structured data.

If you're a business leader thinking about how to stay ahead in the financial services industry, this episode is a must-listen!

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It was an absolute pleasure to sit down with Carla Brown, Managing Director of Oakmere and President of the PFS, to discuss some truly important and sobering topics.

Carla shared her personal journey into financial services, highlighting the critical gaps in financial education that persist, particularly in schools. We touched on the need for early intervention and education to help the next generation avoid financial pitfalls and grow financially literate.

One of the most eye-opening discussions was on financial abuse—a topic that hits close to home for Carla. She shared how a close friend experienced this in an abusive relationship, emphasising the subtle warning signs that can often be missed. It's a reminder to all of us that financial control is a form of abuse and something we need to be more vigilant about.

We also discussed Carla’s role with the PFS, where she is focused on building stronger collaboration within the profession and working closely with the FCA to ensure the voice of financial advisers is heard in key policy decisions.

Find out who inspired Carla in her journey and what she would do if she had a magic wand!?!

This episode is a must-listen for every financial planner.

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Join me for an illuminating conversation with the brilliant Brendan Frazier, Chief Behavioural Officer at RFG and host of the Human Side of Money podcast.

This episode is packed with valuable insights for financial planners, and anyone interested in the human side of financial advice!

You don’t want to miss this!

Key topics discussed:

🌟 The Human Element in Finance: Brendan shares his passion for integrating psychology and human behaviour into financial planning.

🚀 Helping Clients Take Action: Practical strategies to bridge the gap between knowing what to do and actually doing it, helping clients follow through on their financial plans.

💡 Building Trust: Effective strategies for financial advisers to establish and maintain trust with clients.

📈 Client Reviews Redefined: Why and how financial advisers should rethink their client review process to add more value.

✨ Magic Wand: Discover what Brendan would wish for if he could change one thing.

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In another Ask The Actuary special, Kieran Mistry shares his actuarial journey with us, from Deloitte to Hymans and finally, the award-winning Bulk Purchase Annuity (BPA) insurer, Standard Life in January 2022 – the last 2.5 years have been very busy in the BPA market!

Keiran describes the difference between being an actuary advising the trustee side of a BPA deal to being an actuary acting for the insurer, before offering some sage advice to nearly/newly-qualified actuaries, including:

“…Look for opportunities to grow and learn. If you're learning, I have a view that things will work out if you've got an actuarial badge and you keep looking to grow and learn…”

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🎙️ Get ready for a special Ask the Actuary episode of BWD’s In The Know podcast! This time, we're joined by Adrienne (Ostroff) Lieberthal – the powerhouse CEO and Founder of Athena Actuarial Consulting and co-founder of NAWA (Network of Actuarial Women and Allies), boasting over 3,000 followers across the US.

🚀 Tune in to hear Adrienne's inspiring journey from her days as a college athlete in Philadelphia to conquering the actuarial world. Discover how she leveraged her competitive edge to ace those tough exams and land her first roles in the field.

🎉 Life took a thrilling turn for Adrienne in December 2020. Within just six days, she left a stable job, launched Athena, and got engaged! Fast forward to today: Athena has 3 business partners, 25 employees, and $3 million in annual revenue – all while staying true to its core values.

💡 "I felt like there was a way to run a professional services firm that puts people at the center…when those people feel better, they do better work. They are more innovative and creative when engaged…"

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