Ensombl Advice Australia

Being a Financial Advisor is not all that different to being a cop, according to Shane Black of Pearl Financial that is. As an ex police officer, Shane uses behavioural psychology to help clients get in tune with what’s actually important to them, rather than what they think should be important to them. He’s a ‘Masters of Applied Finance’ graduate who switched from law enforcement to Financial Advice in 2012 and has been helping his client’s kick their biggest financial and lifestyle goals ever since. When he’s not working with clients or spending time with his young son William, you can find him cracking plenty of (dad) jokes in the XY Facebook Group (www.facebook.com/groups/XYAdviser). Here’s the nuggets of FP gold from this episode: 5:32 – Why Shane re-branded to his business four years ago 8:23 – What Shane’s work hours looked like before his son was born to now and how he’s adjusted his workflows 10:21 – Virtual outsourcing and the first task Shane gave to a virtual assistant 17:15 – Where Shane find clients and his referral strategy 23:02 – What is Shane working on in his business now? Hint: the key theme is content 29:45 – What Shane does really well as an advisor, and what he wants to be really good at next 39:15 – Shane’s mission, and why he enjoys working with professionals and business people Show Notes: Shane Black on LinkedIn - www.linkedin.com/in/financial-planner-sydney/ Pearl Financial - www.pearlfinancial.com.au XY Adviser Online Training Platform - https://www.xyadviser.com General Disclaimer - https://www.xyadviser.com/disclaimer/ This podcast is proudly supported by Netwealth (www.netwealth.com.au), an ASX listed company ranked #1 for overall platform functionality and user satisfaction by Investment Trends for the past three years. Netwealth understands that the Financial Advice landscape is changing and is providing market leading technology to help you explore new perspectives and realise new efficiencies. Through excellent customer service and expertise, Netwealth are working with XY Advisers to innovate and drive Financial Advice forward.

With marketing being the single biggest topic of discussion in the XY Community (www.facebook.com/groups/XYAdviser), we’re kicking off a brand-new series within the XY Podcast focused entirely on, yep you guessed it - marketing. Tailored for Financial Advisors but applicable to all other industry professionals, these episodes are going to give you practical examples and step by step processes with a look into how the most successful advisors are nailing this space. First cab off the rank is none other than Ben Nash (LinkedIn:/benjaminjnash/) - Founder and Adviser of Pivot Wealth (www.pivotwealth.com.au) and Co-Founder of XY Adviser. Aside from a very strong beard game, Ben has built his advice business from scratch using a strategic and unique marketing strategy. This strategy evolved from Ben’s desire to never rely on anyone else to find clients, and we can confidently say he is nailing it. This episode is a deep dive into the exact process Ben used to market his business and attract clients from day one. You’ll hear about the coaches, programs and mentors Ben has leveraged in building his business, why a support network has been a vital part of his success, how he promoted his live workshops and the impact they had on his audience, Ben’s total game changer when it comes to explaining his fees to prospective clients and why incremental improvements trumps trying to ‘jump the great wall’ every time. Show Notes: Get Unstuck book by Ben Nash - http://bit.ly/get-unstuck-book Pivot Wealth - www.pivotwealth.com.au Steve Salvia - www.blackwing.com.au The three R's Worksheet - http://bit.ly/RRR-worksheet Simon Bowen - www.modelsmethod.com XY Adviser Online Training Platform - https://www.xyadviser.com General Disclaimer - https://www.xyadviser.com/disclaimer/ This podcast is proudly supported by Netwealth (www.netwealth.com.au), an ASX listed company ranked #1 for overall platform functionality and user satisfaction by Investment Trends for the past three years. Netwealth understands that the Financial Advice landscape is changing and is providing market leading technology to help you explore new perspectives and realise new efficiencies. Through excellent customer service and expertise, Netwealth are working with XY Advisers to innovate and drive Financial Advice forward.

Do you think Superannuation companies are taking advantage of Australians by having them unwittingly pay away their retirement funds in super fees? Chris Brycki thinks so. Chris Brycki (LinkedIn: /in/brycki/ ) is the Founder and CEO of Stockspot (https://www.stockspot.com.au) – an online investment robo-advice company with a mission to help more Australians access expert investment advice and portfolio management. He’s also on a mission to do away with high fees, confusing jargon and lack of transparency which he believes is giving Financial Services a bad reputation. In this episode, Chris sits down with Clayton and Ray from XY Adviser to discuss Stockspot’s annual ‘Fat Cat’ Report, why Chris believes super companies are experiencing diseconomies of scale, why Chris started a robo-advice company and whether it can be integrated with traditional Financial Advice and why you need an ‘edge’ when making an investment decision. XY Adviser Online Training Platform - www.xyadviser.com General Disclaimer - www.xyadviser.com/disclaimer/ This podcast is proudly supported by Netwealth (www.netwealth.com.au), an ASX listed company ranked #1 for overall platform functionality and user satisfaction by Investment Trends for the past three years. Netwealth understands that the Financial Advice landscape is changing and is providing market leading technology to help you explore new perspectives and realise new efficiencies. Through excellent customer service and expertise, netwealth are working with XY Advisers to innovate and drive Financial Advice forward.

As a Financial Advisor, you know you have the skills to implement strategies and help your clients achieve what they want in life, but how’s your sales skills? Do you tailor your communication methods to suit individual clients and provide a great experience? How do you demonstrate your worth as an advisor and overcome any objections? Davina Poletto (LinkedIn:/davinapoletto/) is the Customer Success Coach from SalesITV (www.salesitv.com.au) with 20 years’ combined experience in funds management with a brief period as a Financial Advisor. Having always had a passion for sales and from her experience in Financial Services, Davina believes somewhere along the way sales has become a dirty word when it really doesn’t have to be. In this episode, Adrian and Davina discuss the negative impact excessive administration and compliance requirements has on delivering great advice, why advisors need a solid support system to deliver compliant advice, why sales skills are an integral part of the advice process and the outcome of selling ethically versus selling in a pushy or aggressive manner. XY Adviser Online Training Platform - www.xyadviser.com General Disclaimer - www.xyadviser.com/disclaimer/ This podcast is proudly supported by netwealth (www.netwealth.com.au), an ASX listed company ranked #1 for overall platform functionality and user satisfaction by Investment Trends for the past three years. netwealth understands that the Financial Advice landscape is changing and is providing market leading technology to help you explore new perspectives and realise new efficiencies. Through excellent customer service and expertise, netwealth are working with XY Advisers to innovate and drive Financial Advice forward.

One thing we know about the XY Community is they love hearing from other Financial Advisors and listening to what they’ve been up to, and one very interesting Advisor who is well worth hearing from is the ‘grandad’ of XY Adviser – Dean Holmes (LinkedIn:/mrdeanholmes/). Dean is the Co-Founder and Wealth Advisor at Absolute Wealth Advisors (www.absolutewealthadvisors.com.au). He also supports four other innovative Financial Advice businesses under his AFSL The Wealth Network (www.wealthnetwork.net.au). When it comes to taking on new advisors under his license ‘wing’, Dean says choosing the right people is crucial; there must be an alignment of vision and an alignment of values between both parties because the decisions you make about people in the front end of your world ultimately affect the decisions you make within your businesses later on. In this episode you’ll learn how to find the right people to join your organisation, the benefit of incorporating a business coaching program into your organisation (and the one Dean uses), the importance of building trust with prospective clients and the different ways Dean has watched advisors in his network do this and the outcome Dean and Clayton would like to see from the Royal Commission. XY Adviser Online Training Platform - https://www.xyadviser.com General Disclaimer - https://www.xyadviser.com/disclaimer/ This podcast is proudly supported by Netwealth (www.netwealth.com.au), an ASX listed company ranked #1 for overall platform functionality and user satisfaction by Investment Trends for the past three years. Netwealth understands that the Financial Advice landscape is changing and is providing market leading technology to help you explore new perspectives and realise new efficiencies. Through excellent customer service and expertise, Netwealth are working with XY Advisers to innovate and drive Financial Advice forward.

Imagine having access to a proven financial coaching strategy designed to help millennial clients smash their financial and lifestyle goals and become the best version of themselves. Now imagine learning this strategy from the #1 Advice firm for millennials - Wealth Enhancers (www.wealthenhancers.community). Finn Kelly (@TheFinnKelly) is the Wealth Enhancers co-founder, Young Presidents and Entrepreneurs Organisations Forum Facilitator, Speaker and Millennial Money Expert who built a niche business model which didn’t yet exist in Financial Services. Aside from providing a highly successful financial coaching service to high performing millennials, Wealth Enhancers have also built a strong and reputable brand which has become well renowned not only in the finance industry but with consumers seeking advice. In this episode, Finn explains the key differences between a Financial Adviser and a Financial Coach, how Wealth Enhancers built a different view of Financial Advice for a generation who traditionally haven’t sought advice, the four elements you need in your offering to help millennials build financial wealth and how Financial Advisers can work together to raise the collective consciousness and provide great advice to those who really need it. XY Adviser Online Training Platform - https://www.xyadviser.com General Disclaimer - https://www.xyadviser.com/disclaimer/ This podcast is proudly supported by netwealth (www.netwealth.com.au), an ASX listed company ranked #1 for overall platform functionality and user satisfaction by Investment Trends for the past three years. netwealth understands that the Financial Advice landscape is changing and is providing market leading technology to help you explore new perspectives and realise new efficiencies. Through excellent customer service and expertise, netwealth are working with XY Advisers to innovate and drive Financial Advice forward.

Imagine being part of a career advocacy program specifically designed to help female financial advisers obtain guidance, advice and support from other experienced and successful advisers to help them achieve their full potential. Allison Macfarlane (LinkedIn: allisonmacfarlane/) is the Distribution Manager from Centuria (www.centuria.com.au) who has a wealth of experience working closely with Financial Advisers and is passionate about supporting women in Financial Services through the Financial Executive Women Association (www.executivewomeninfinance.com.au/). In this episode, Allison and Ray discuss why we’re seeing more females start a career in Financial Services than ever before and why the current regulatory framework needs to change to reach the 80% of consumers who would benefit from sound financial advice. Allison also explains how Centuria’s unlisted and listed property funds work, the types of Advisers suited to this model of specialist investing and the licensing requirements you need to be aware of. XY Adviser Online Training Platform - https://www.xyadviser.com General Disclaimer - https://www.xyadviser.com/disclaimer/ This podcast is proudly supported by Netwealth (www.netwealth.com.au), an ASX listed company ranked #1 for overall platform functionality and user satisfaction by Investment Trends for the past three years. Netwealth understands that the Financial Advice landscape is changing and is providing market leading technology to help you explore new perspectives and realise new efficiencies. Through excellent customer service and expertise, Netwealth are working with XY Advisers to innovate and drive Financial Advice forward.

Are you a Financial Adviser looking for ways to engage more people with their money? Learn from a business strategist, innovator and financial adviser who has created a platform giving more people access to great financial support to make better financial decisions. Gavin Glozier (@GGlozier) is the Director & Co-Founder of Your Wealth Hub (YWH) (www.yourwealthhub.com.au) who works with progressive employers to deliver financial wellness programs to employees designed to alleviate financial stress around money and improve workplace morale and productivity. In this episode, Gavin explains how YWH is able to go into a workplace and give employees a safe space to discuss their financial problems, how Financial Advisers can leverage the power of education to help more people start engaging with their money, how Gavin runs four businesses while working remotely from Bali for part of the year and whether Gavin believes legislation will get re-written to de-couple financial advice from products post Royal Commission. XY Adviser Online Training Platform - https://www.xyadviser.com General Disclaimer - https://www.xyadviser.com/disclaimer/ This podcast is proudly supported by Netwealth (www.netwealth.com.au), an ASX listed company ranked #1 for overall platform functionality and user satisfaction by Investment Trends for the past three years. Netwealth understands that the Financial Advice landscape is changing and is providing market leading technology to help you explore new perspectives and realise new efficiencies. Through excellent customer service and expertise, Netwealth are working with XY Advisers to innovate and drive Financial Advice forward.

When it comes to vertical integration and regulatory requirements in the advice industry, there’s no one more qualified to give us the 101 then Claire Wivell Plater (@ClaireWivPlat) of The Fold Legal (www.thefoldlegal.com.au). In this insightful episode with Ray and Adrian of XY Adviser, Claire discusses whether the industry has an issue with ‘vertical integration’ or rather a ‘conflict of interest’. She also explains what Target Market Determination is and how it will help advisers provide more appropriate advice as well as the key to managing the potential issues that arise with in-house products. If the words compliance, best interest duty or vertical integration have ever made your ears prick up, this is the episode you want to listen to. XY Adviser Online Training Platform - https://www.xyadviser.com  General Disclaimer - https://www.xyadviser.com/disclaimer/   This podcast is proudly supported by Netwealth (www.netwealth.com.au), an ASX listed company ranked #1 for overall platform functionality and user satisfaction by Investment Trends for the past three years. Netwealth understands that the Financial Advice landscape is changing and is providing market leading technology to help you explore new perspectives and realise new efficiencies. Through excellent customer service and expertise, Netwealth are working with XY Advisers to innovate and drive Financial Advice forward.

Stella Norberti (LinkedIn: /stellanorberti/) is the gung-ho adviser and part owner of Absolute Wealth Advisors (AWA: www.absolutewealthadvisors.com.au/ )who juggles a family of three kids and holds the unofficial record for the loudest keyboard tapping (according to Ben). Stella started out providing great customer service to clients nine years ago as a CSO and is now providing great strategic advice to families and individuals, and loving it! In this episode, Ben and Adrian find out what work-life balance looks like for Stella, how the AWA team structure their upfront and ongoing services, how they shift their advice process to cater for both younger and older clients, the benefits of mapping out client reviews a year in advance and how AWA is leveraging videos to train staff and educate clients. XY Adviser Online Training Platform - https://www.xyadviser.com General Disclaimer - https://www.xyadviser.com/disclaimer/ This podcast has been brought to you by Zurich Life & Investments (www.zurich.com.au), one of the last true independent life insurers in Australia. Zurich has always believed in the value of advice and the professionals who provide it. They continue to invest in programs such as this one that are designed to strengthen the health and reputation of the advice profession. We are proud to partner with Zurich to help shape the future direction of advice and make it more accessible to more Australians.