Between Meetings with Matt Heine

Matt Heine welcomes Kon Costas, Managing Director of The Principals' Community, for a wide-ranging chat on the future of financial advice. With decades of leadership experience across Westpac, BT and now a national self-licensed adviser network, Kon offers powerful insights on what makes businesses grow, merge successfully, and remain resilient. They discuss trusted leadership, why self-licensing is rising, and how cultural alignment is key to any successful M&A deal. Kon also shares how his team supports 135 advice firms and 1,300+ advisers through governance, CPD and peer-driven growth. A must-listen for anyone navigating change or thinking about the next evolution of advice. 00:01:12 – Entering financial services Kon Costas shares how his career began in banking with Westpac in 1989, eventually transitioning into financial advice and later leadership and licensee roles. 00:03:13 – Reflecting on industry change Kon discusses the evolution of financial planning, the Royal Commission, and the ongoing challenge of adviser shortages despite increased professionalism. 00:05:07 – Lessons in change management Kon reflects on his experience navigating industry change, emphasising transparency, trust, and leading from the front during both tough and growth periods. 00:07:06 – The Principals' Community Now Managing Director of The Principals' Community, Kon explains its mission to support successful self-licensed practices through governance, education, and scale. 00:11:38 – The rise of self-licensing Kon explores trends in self-licensing, highlighting flexibility, control, and the importance of capability—while cautioning that cost should not be the primary driver. 00:21:45 – Business performance and growth He shares key data points from member firms, such as average client load (105 per adviser), profitability benchmarks, and the push for greater efficiency and organic growth. 00:23:47 – M&A trends and traps Kon unpacks the current M&A landscape, warning against rushed deals and stressing the need for cultural alignment, thorough due diligence, and clear expectations. 00:32:38 – Building the future of advice He calls for industry-wide collaboration to attract and train the next generation of advisers, boost the profession’s reputation, and increase the reach of quality advice. 00:36:24 – Looking ahead Kon closes with optimism, encouraging advisers to embrace the abundant opportunities ahead, especially with technology enabling broader client reach.

In our milestone 100th episode, Matt Heine interviews his father and founder of Netwealth, Michael Heine, in a rare and wide-ranging conversation spanning decades of business lessons and life experience. Michael recounts how his father arrived in Australia as a stateless prisoner of war with nothing and built a global trading empire. From trading and media to funds management and eventually founding Netwealth, Michael’s journey is packed with high-risk plays, hard-won insights, and moments of extraordinary resilience. This is a deeply personal and professional story about legacy, timing, pivoting when needed, and backing yourself—even when no one else will. A must-listen for founders, advisers, and entrepreneurs alike. 00:01:12 – Celebrating 100 episodesMatt Heine reflects on launching Between Meetings eight years ago and introduces his father, Michael Heine, as the special guest for this milestone 100th episode. 00:02:25 – A family legacy of resilienceMichael shares the remarkable story of his father Walter, a Jewish refugee from Nazi Germany who built Australia’s largest trading company after arriving as a prisoner of war with no money or contacts. 00:08:58 – Business at the dinner tableMichael recalls growing up in a household where business was ever-present. Walter lived for his work, and conversations often centred on deals, strategy, and growth. 00:12:57 – Dropping out of university and joining the businessMichael talks about not finishing his degree, starting work with his father, and quickly learning the value of real-world experience over theory. 00:17:12 – Chasing recurring revenueAfter years in the trading business, Michael explains why he sought businesses with consistent income streams, which eventually led to the founding of Netwealth. 00:24:45 – Selling Heine ManagementMichael details the tough decision to sell the business in 1999, the challenges of listed property trusts, and how the sale freed him to pursue new opportunities. 00:30:48 – The birth of NetwealthMichael discusses “retiring” for two weeks before launching Netwealth. He describes the early planning, modest goals, and lessons from past ventures that shaped the platform’s strategy. 00:38:15 – Building tech from the ground upHe recounts early tech partnerships and why they chose to build their own front-end, emphasising the importance of owning the client experience and data. 00:43:12 – $25 million to first $1B FUAMichael shares the grit it took to reach Netwealth’s first billion dollars in funds under administration. Despite early losses, they stayed focused on long-term vision and strong governance. 00:45:40 – Scaling a business the right wayHe reflects on the complexities of scaling, highlighting the need to pair creative leadership with strong financial oversight, and to evolve the team and systems as the company grows. 00:47:49 – The future of technologyMichael shares his excitement for AI and how he sees it transforming business efficiency. He encourages embracing technological change, not fearing it. 00:50:04 – Beyond NetwealthMichael touches on his continuing involvement in the business and his passion for strategic thinking, admitting that retirement never quite suited him.

Listen to Dan Solin, President at Solin Strategic LLC and Evidence Based Advisor Marketing, as he shares his journey from law to financial advice, revealing how his legal background shaped a preventative, client-first mindset. In this episode, Dan unpacks the power of simplicity in investing, advocating for low-cost, transparent strategies that cut through industry complexity. He introduces the neuroscience-informed “Solin process” to build trust and engagement and explains why listening—not talking—is the true competitive edge for advisers. He explores how AI and avatars can scale personalisation and content delivery, critiques outdated asset-based fees, and champions fairer, fixed models. Dan concludes by affirming that while technology will transform the industry, the human element remains essential in delivering meaningful, emotionally intelligent financial advice in Australia’s evolving landscape. 00:01:35 – Dan’s background Dan began his career as a lawyer before shifting into financial advising. He explains how his legal background influenced his focus on prevention over reaction, leading him to help clients make  better investment decisions before problems arise. 00:03:01 – Writing and evidence-based investing Dan discusses his books on evidence-based investing, explaining how the industry often overcomplicates what should be a straightforward discipline. His philosophy centres around simplicity, low-cost solutions, and the importance of transparency. 00:05:09 – The Solin process He introduces the “Solin process,” a neuroscience-informed approach to client engagement that focuses on asking open-ended questions. This process helps advisors convert prospects into clients by building trust and credibility. 00:08:08 – Neuroscience and listening Referencing studies from Harvard, Dan explains that listening creates pleasurable brain responses in clients. In contrast, dominating the conversation often leads to disengagement. Listening, he argues, is the true competitive edge in advisery services. 00:15:00 – Leveraging technology Dan explains how advisors can use AI and digital avatars to scale their outreach while maintaining  personalisation. These tools are especially effective for connecting with younger clients and  enhancing marketing efforts. 00:18:32 – Investment simplicity Dan challenges the idea that complex strategies are better. He advocates for evidence-based investing and the use of index funds, stressing that clear communication and low-cost solutions often yield better outcomes for clients. 00:22:10 – Rethinking fee structures Dan critiques asset-based fees, calling them outdated and often misaligned with the actual work advisors perform. He recommends more transparent, service-based or fixed-fee models that reflect real value delivered. 00:24:38 – The role of advisers in a tech-enabled future While AI will take over many routine functions, Dan believes the human element will remain essential. Advisers should focus on addressing complex emotional and financial needs, while tech  handles repetitive processes. 00:27:44 – Using avatars to scale content Dan shares how he uses avatars to turn written content into hundreds of video clips. This allows him to scale his marketing and provide 24/7 access to resources without additional workload. 00:31:51 – Final reflections Dan concludes by affirming his belief in the integrity of most advisors and their willingness to evolve. By adopting better communication strategies and new technologies, the industry can deliver more effective and ethical service.

Join Matt Heine as he sits down with Andrew Inwood, Global CEO of CoreData, to explore the dynamic world of financial services. In this episode, Andrew delves into the critical role of financial literacy and the profound impact of intergenerational wealth transfer. He discusses the evolving responsibilities of financial planners and how technology and data are reshaping the industry. Andrew provides valuable insights into the challenges and opportunities facing financial services today, emphasising the importance of scalable solutions and strong client relationships. Listen in order to gain a deeper understanding of the future of financial planning and the strategies that can drive success.

Hear Clayton Daniel, CEO of Ensombl, as he discusses the remarkable evolution of Ensombl from a small team to a thriving community of over 10,000 advice professionals.  Clayton shares valuable insights on how Ensombl has grown in size and sophistication, the challenges and successes they've faced, and their unwavering mission to drive the positive evolution of financial advice. He delves into the importance of creating an agile workplace, leveraging AI to enhance efficiency, and the pivotal role of community in professional development. Clayton also talks about the significance of moderation in maintaining a healthy community and the profound impact of virtual PD days on continuous professional development, ensuring that advisers stay ahead in their field.

Listen to Brett Joffe and Justin Joffe, co-founders of Flux Finance, a platform revolutionising financial literacy for young adults in Australia, relate their journey from struggling with their initial podcast episodes to building a community of over 450,000 members. Brett and Justin share how Flux combines education, gamification, and money tools to make financial topics engaging and accessible to the next generation and the Emerging Affluent (young professionals). They discuss their unique approach to creating financial content that is culturally relevant, co-branding opportunities for financial advisers that can help them build relationships in a scalable and cost-effective way, and their mission to improve financial wellbeing for individuals and employees by partnering with large enterprises to positively impact staff productivity and retention.

This episode looks back at some of the most incisive moments from Matt’s conversations in 2024, with an array of impressive guests from diverse fields who share their experiences, insights, and key learnings for financial advisers. Listen to the full episodes from which these clips are taken: Ep 94: Embracing play at work to innovate and collaborate – Tane Hunter & Dara Simkin Ep 93: Keeping wealth and succession in the family – Philip Pryor Ep 92: Optimising advice firms for business efficiency – Sue Viskovic Ep 91: Growing the licensee of the future – Hugh Humphrey Ep 90: Building bonds in the financial sector – Danielle Press Ep 89: Sharpening advice firms for a competitive edge – Dean Lombardo Ep 88: Expanding horizons with alternative assets – Lawrence Calcano Ep 87: Partnering with purpose to create a better world – Jean Oelwang Ep 86: Scientifically revealing client preferences for personalised advice - Shachar Kariv PhD & Bernard Del Rey Ep 85: Leadership lessons from Facebook’s former CEO - Stephen Scheeler

Hear Tane Hunter and Dara Simkin discuss their unique career paths and collaboration on Future Crunch, a thought-leadership and research company that explores the frontiers of science and technology, and shares stories of human progress. Tane, a scientist with expertise in biology and technology, and Dara, a marketing and executive coaching professional, share their insights on the importance of play and storytelling in business. They explore the balance between technology and human interaction, emphasizing intelligent augmentation over artificial intelligence. The conversation delves into the challenges of rapid technological changes, cognitive flexibility, and the role of AI in various industries. Tane and Dara provide practical examples of integrating play and improvisation into business practices to foster creativity and innovation. They also highlight the significance of adaptability and the adaptability quotient (AQ) in navigating the evolving business landscape.

Listen to Philip Pryor, Founder & CEO at Family Business Central, talk through his career transition from psychology and large corporates to family businesses, finding greater fulfilment and leading to the founding of Family Business Central. Phil notes that the family enterprise market in Australia is less mature than the US and Europe, with fewer multi-generational families and a lack of understanding about family offices. He provides insights and examples of the emotional and logistical challenges families face when selling a business and highlights why fairness in family enterprises doesn't always mean equality. Phil outlines the importance of preparing the next generation through education, financial literacy, and involvement in family business activities to ensure long-term success. Lastly, he mentions that he is writing a book, titled "Risking It All," to help families in business navigate issues like communication, conflict management, and succession planning.

Hear Sue Viskovic, General Manager, Consulting at VBP, trace her career in financial services, and discuss how she started Elixir Consulting (now part of VBP) to provide business coaching to advice firms. Sue recounts the challenges when advice businesses moved from commissions to fee-based models. She emphasizes the need for advisers to understand the intricacies of running a business, thorough business planning and being well-capitalized. Sue predicts that scalability will be crucial for advice businesses and outlines how practice management roles, technology (especially AI, data and CRM systems), and outsourcing to countries like the Philippines, can significantly reduce costs and improve efficiency. Lastly, Sue mentions how VBP helps firms looking to improve their operations through consulting, coaching, and outsourcing services.