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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
The True Value of Advice Is Experiential: Financial advice isn’t just about numbers or future plans — it’s about helping clients experience a better life now through clarity, confidence, and peace of mind.The Adviser’s Role Is Evolving: As AI automates technical tasks, the real differentiator will be the human side of advice: communication, emotional intelligence, and presence.Technical Skills Are Table Stakes - Human Skills Are the Advantage: Exams focus on the technical, but true impact comes from mastering human skills: listening, curiosity, empathy, and asking powerful questions.State of Mind Drives Client Relationships: The adviser’s mindset and level of self-orientation dramatically impact trust. Clients can sense when you’re in “sales mode” vs. being fully present.Advice That Sticks Requires Emotional Connection: Most advice isn’t implemented. To change that, advisers must engage the emotional drivers behind a client’s goals - the “why” behind the numbers.Ask Better Questions, Listen Longer: Questions like “Tell me what’s on your mind?” or “What would that do for you?” open the door to meaningful conversations. Don’t rush to fix - stay curious.The Goal Behind the Goal Is What Matters: Surface goals (e.g. “put my kids through university”) point to deeper values (e.g. legacy, love, security). That’s where lasting motivation and action come from.Trust Is About Being, Not Just Doing: It’s not just about being competent - it’s about being present, grounded, and trustworthy in how you show up.Start Small to Build Momentum: Asking too much too soon leads to inaction. Start with doable steps and co-create wins with your clients.You Can’t Coach Others Until You Coach Yourself: Advisers need to be their own best client. Know your value. Invest in your own growth. The deeper your understanding of self, the greater your impact on others.Great phrases:
“Create a transformational rather than a transactional experience for your clients.”“The goal is to understand the person, not just the plan.”“Great advisers don’t listen to respond. They listen to understand.”“Silence is not awkward. It’s powerful.”“The biggest shift is how you see yourself as an adviser.”The big 4: “Why are you here? Where are you now? Where are you going? What could stop you?”Hosted on Acast. See acast.com/privacy for more information.
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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
Real value lies in coaching, not Transactions - Advisers must go beyond product recommendations and focus on delivering meaningful human outcomes.Help clients understand their own Vision - The goal is to guide clients in defining what they truly want their life to look like.Do not align yourself with Investment Returns.Conversations over Products - Avoid technical product discussions; instead, use stories and metaphors to keep the focus on clients’ goals.Curiosity uncovers the Human Story - Asking ‘why’ repeatedly helps get to the real motivations behind financial decisions.Investment Risk = Volatility x Human Behaviour - The key to risk management is preventing clients from making emotionally driven mistakes.The first meeting should be an Experience, not a Transaction - Clients should leave knowing more about themselves, not just their finances.Technology supports, but doesn’t replace Human Connection - Use tech where helpful, but keep it out of client meetings to maintain engagement.Great phrases
“Show them something about themselves that they didn’t already know when they walked in.”“Clients measure you on trust. How you make them feel.”If you wouldn’t say it to Dave down the pub, don’t say it to a client” the power of simple communication.“What you make of it is how you approach it. If you approach with a technical mind, you’ll get technical solutions. If you come with curiosity, looking to get at the human story underneath, that’s what you’ll get” talking about initial client engagement.“The stream is income flowing to build the reservoir. The reservoir is what you draw on when you need to generate income”. Use the ‘Stream and the Reservoir’ analogy when talking about financial planning.Resources:
Access Plan Happy: Software & Training for Financial PlannersRisky Business: Risky Business - PlanHappyI, Robot: I, Robot - PlanHappyHosted on Acast. See acast.com/privacy for more information.
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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:
The #1 reason clients fire their adviser – and importantly, how to avoid itSimple, actionable changes to enhance your client experienceWhy transparency and communication are your competitive edgeHow to differentiate your service in a crowded marketThe power of client charters, onboarding tips, and becoming the trusted ‘family adviser’Why getting 1% better matters more than you thinkWhether 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
Delivering true value starts with the client – determine what they are looking for.Work out how you can spend more time with clients.Clients expect competence as a given. They choose advisers based on trust, clarity, empathy, and how the relationship makes them feel – qualitative factors.Clients demand an experience with their wealth and transparency. They want to know what they are paying for.Don’t create your Client Charter in a vacuum and intelligently use it with clients.The power of clear messaging – be ‘benefits’ rich and ‘features’ poor.Don’t assume client needs are static. They change along the way.Engineer additional ways to create an experience around clients’ wealth.Answer ‘Why you?’ with clear messaging and proper packaging.Great phrases
“Treat everyone fairly but not equally.”To clients: “ What’s important to you from a service perspective?”“You shouldn’t be Mum or Dad’s adviser. You should be the ‘family adviser’.”To clients: “What does legacy mean to you?”Resources:
(22) Vincent Tiseo, CFA | LinkedInHosted on Acast. See acast.com/privacy for more information.
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In a world of rising costs and fee pressure, advice has never been more essential, or more scrutinised. Beyond the Numbers helps Advisers clearly, confidently, and consistently articulate their value. Each episode delivers expert insights and practical tips to boost client conversations, build trust, and show the real worth of advice. This isn’t just storytelling, it’s a toolkit for today’s Adviser.
Hosted on Acast. See acast.com/privacy for more information.
