Conversations That Matter

What happens to a client relationship when one partner is no longer there?

In Episode 4 of Conversations That Matter, Alex Funk is joined by Gillian Hepburn from Vanguard to explore why advisers need to build meaningful relationships with both people in a household, not just the person they know best.

They discuss why surviving partners often leave their adviser, the disconnect between how advisers think they are engaging clients and how clients actually feel, and what firms can do differently.

Gillian also shares practical ideas for better engaging female clients, understanding different priorities within a household, and preparing for difficult conversations before they become urgent.

And, perhaps most unexpectedly, why one adviser keeps a miniature coffin on the table during client meetings.

A practical conversation about relationships, trust, vulnerability and what it really means to advise the whole household.

In episode 3 of Conversations That Matter, Melissa Kidd, Director of Motem, joins host Alex Funk to explore how advisers can communicate value before discussing fees. They discuss the importance of asking better questions, understanding what clients really want and creating more meaningful first meetings.

A practical conversation about the human side of financial advice.

https://motem.co.uk/

Sasha Dickson PCC, Founder of Park Street, joins us to explore what happens when markets fall, emotions take over, and clients feel the need to act. Drawing on her experience in financial markets and performance psychology, Sasha shares practical insights to help financial advisers navigate difficult client conversations, manage emotional responses, and bring the focus back to long-term goals.

Phil Bray, founder of The Yardstick Agency, shares practical strategies to help financial advisers improve their visibility, build trust, and stay discoverable in an AI-driven world.

Conversations That Matter is a podcast for financial advisers who want to spend less time on administration and more time delivering meaningful advice to their clients.In our pilot episode, we introduce the vision behind the podcast and explore why the best outcomes in financial advice begin with better conversations. Join us as we speak with industry leaders, experts, and practitioners who are shaping the future of advice, sharing practical insights, strategies, and real-world experiences that help advisers grow stronger businesses and deliver greater value to their clients.Whether you're looking for fresh perspectives, actionable ideas, or inspiration from those leading the profession, Conversations That Matter is your place for discussions that truly make a difference.