Beyond the numbers: Articulating the true value of financial advice

About Beyond the numbers: Articulating the true value of financial advice

In a world where the rising cost of living meets relentless pressure on fees, financial advisers are facing a challenge like never before. People are re-evaluating every pound spent, looking harder at where true value lies. Yet, for those seeking security, stability, and growth in their financial lives, the right advice has never been more essential. That’s why we're launching this series. A podcast series designed for advisers to help them better articulate their value. This series isn’t just about storytelling; it’s about building a toolkit. Hosted on Acast. See acast.com/privacy (https://acast.com/privacy) for more information.

Publisher

Scott Stevens

Category

business · business · business

Language

en

Explicit

No

First episode

6 Apr 2025

Latest episode

10 Jul 2025

Latest episodes

11 episodes in the feed.

1. 

   10 Jul 2025

   "They have enough. So why don’t they feel it?”

   Financial coach Simonne Gnessen discusses with the host how financial advisors deepen client impact by shifting from advice-giving to life-guiding, creating transformative conversations in this interview.

2. 

   4 Jun 2025

   “What Would Make This a Valuable Use of Your Time?”

   Host interviews Melissa Kidd, communications expert and founder of Motem, who shares tools for financial advisors to listen deeply, ask better questions, and understand the emotional side of money.

3. 

   28 May 2025

   The Pracademic’s Playbook: Emotional Intelligence for Modern Advisers

   James Woodfall discusses emotional intelligence as a key skill for financial advisors to connect with clients, improve outcomes, and future-proof their role in an AI-driven world, in an interview with Scott.

4. 

   21 May 2025

   Money Made Human: Mindset, Meaning & the Real Value of Advice

   In this deeply human conversation, Jeremy Askew and Suzan Issa from Town Close Financial Planning join us to share their heartfelt philosophy: "Serve, don’t sell." Together, they explore what it truly means to create value for clients, by listening deeply, shifting mindsets, and focusing on what really matters. From bereavement to generational transitions, Jeremy and Suzan walk us through how they meet clients at life’s most pivotal moments and help them navigate not just their money, but their meaning. We discuss how financial wellbeing is more about how it feels than what’s in the bank account, why "money dysmorphia" is on the rise, and how authentic relationships, not just technical expertise, build lasting trust. Suzan also shares their inward-facing work with the team: creating a 'no-blame, no-shame' culture where staff are encouraged to grow as humans, not just professionals. From a widow asking how to spend money once meant for two, to five-generation family engagements, to quiet reflections on what clients don’t say, this episode shows how powerful advice becomes when it is rooted in presence, empathy, and shared humanity. Top 8 Takeaways Mindset Drives Financial Wellbeing: The real transformation is emotional, not numerical. Helping clients feel secure is often more powerful than proving they are secure. “Money Made Human” is a Philosophy, Not a Slogan: Advice should feel human, relational, and grounded in empathy. Clients remember how you made them feel, not what you explained. Listening is the Real Differentiator: The deepest value comes from truly hearing clients, especially what goes unsaid. Silence often holds the biggest clues. Financial Planning is a Process of Unburdening: The first time clients speak about childhood scarcity, retirement fear, or grief is often in a planning meeting. That space alone is healing. Start Simple: “How can I help?”: Then go deeper, by asking “Why is that important to you?” something you might ask multiple times to reveal the truth. “Serve Not Sell” as a Cultural Ethos: Jeremy and Issa only work with people who want help and are willing to be helped. Fit and authenticity matter more than any sales pitch. Culture Starts From Within: Suzan’s team-building focuses on self-awareness, vulnerability, and alignment between how advisers live and how they advise. “We’re creating the lives we advise clients to have.” Great Phrases “The money is often a cover story. The real work is a change in mindset.” “You know when you’ve been truly listened to. And so do your clients.” “Serve, don’t sell.” “If you command someone’s time, you have a place in their heart.” “It’s not about the pot of money. It’s about the dream it enables.” “Qualifications get you to the front door. They don’t get you through it.” “We seek first to understand. That’s where the value lives.” “We’re not afraid to say: this isn’t the right fit.” “Money dysmorphia: when someone’s perception of their financial reality is emotionally distorted. ”“Financial wellbeing is only wellbeing if it feels good to you.” Resources: Town Close Financial Planning (https://www.townclose.money/) Bereavement Support ( https://www.townclose.money/services/bereavement-support) Subscribe to 'Boring but Effective newsletter (https://short-link.me/ZOXP) Hosted on Acast. See acast.com/privacy (https://acast.com/privacy) for more information.

5. 

   14 May 2025

   Funded Contentment: Coaching Clients Toward a Life of Meaning

   Summary: In this deeply human episode of Beyond the Numbers, Scott Stevens is joined by Brian Portnoy, author of The Geometry of Wealth and co-founder of Shaping Wealth, to explore what it truly means to live a meaningful financial life. Brian challenges traditional norms in financial advice by asking a powerful question: What if true wealth isn't about getting more, but about funding a life that actually matters to you? He introduces the concept of “funded contentment” - the ability to underwrite a life that is meaningful, and unpacks how advisers can use this idea to transform their client relationships. Drawing on behavioural finance, storytelling, and coaching psychology, Brian explains why most clients don’t need more information, they need empathy, clarity, and confidence. This conversation is a masterclass in how to show up not just as a technician, but as a guide through life’s uncertainties. If you’re ready to grow your practice by going deeper with your clients, this episode is your roadmap. Top 10 Takeaways True Wealth Is Funded Contentment: Wealth isn’t about being rich. It’s about aligning your money with a life of meaning, purpose, and connection. The Adviser’s Role: From Expert to Guide: Great advisers are not just mechanics. They're co-pilots helping clients navigate the messy middle between money and meaning. Advice That Sticks Begins with Empathy: Human-first advice starts with self-awareness. Advisers must do their own inner work to show up fully for others. Clarity Is the Antidote to Chaos: Amid life’s uncertainty, clients crave clarity. A well-crafted plan becomes their stable foundation. Navigating the Paradox of Choice: More options don’t mean better outcomes. Advisers create value by narrowing the field, then co-creating a path forward. Planning Is the Bridge Between Goals and Purpose: Portfolios serve plans. Plans serve lives. The real work lies in helping clients live intentionally, not just retire comfortably. Clients Don’t Want More. They Want Enough: The pursuit of “more” never ends. Advisers who guide clients toward “enough” foster peace of mind and better decisions. Money Is Emotional. Start There: Money is a lightning rod for fear, hope, shame, and pride. Advisers who engage these emotions can build lasting trust. Stories Shape Our Financial Lives: We are storytellers, not calculators. Understanding a client’s money story unlocks motivation and meaning. Permission to Go Deep Starts with You: Most clients are ready for real conversations. It's advisers who need permission to move beyond the numbers. Great Phrases “True wealth is the ability to underwrite a life that is meaningful to you.”, . “Clients would rather talk about death than money. It’s an emotional lightning rod.”, “Being rich is the pursuit of more. Being wealthy is something deeper.” “Empathy is not a soft skill. It’s a power skill.”. Resources (linked) Brian's books: The Geometry of Wealth (https://rb.gy/ag4m0v) How I Invest My Money (https://www.shapingwealth.com/experiences) https://www.shapingwealth.com/ (https://www.shapingwealth.com/) Series of available programmes and coaching sessions: https://www.shapingwealth.com/experiences (https://www.shapingwealth.com/experiences) Hosted on Acast. See acast.com/privacy (https://acast.com/privacy) for more information.

6. 

   6 May 2025

   From Complexity to Clarity: The Role of Advisers in Retirement Planning.

   In this episode of Beyond the Numbers, Scott Stevens sits down with Claire Trott, Divisional Director of Retirement and Holistic Planning at SJP and Director of Technical Connection. Widely recognised as one of the UK’s leading experts on pensions and retirement planning, Claire has spent years simplifying the complexities of SIPPs, tax planning, and regulatory changes. She is a trusted voice in both national and trade press, providing clear, insightful commentary on some of the most pressing issues in retirement planning today. In this candid and thought-provoking conversation, Claire shares her journey into financial services and the passion that drives her to help clients navigate complex pension decisions. She discusses the true value of financial advice - building confidence and clarity for clients, and why cutting through technical jargon is essential. Her approach centres on making financial concepts accessible without oversimplifying, always tailoring explanations to each client’s level of understanding. The discussion covers everything from the power of cash flow modelling and the importance of human connection, to the latest pension legislation changes and the fine balance between regulatory compliance and client trust. Packed with valuable insights and practical advice, Claire’s expertise offers a masterclass for advisers looking to enhance their approach and better support their clients. Key Takeaways: The value of advice is giving clients confidence that they are going to get there, clearly explaining how. De-bunk technical jargon - explain key concepts simply (without dumbing down), tailoring language to fit the client’s level of understanding. It is not about showing off knowledge - it’s about building client confidence in their financial future and providing peace of mind. Cashflow modelling is a powerful, visual tool that should be used to help clients understand their financial trajectory. Always check for understanding after explaining something complex. Walk clients through the value you have added, particularly when optimising tax. The emotional support advisers provide is worth so much more than money. Great phrases: “The less tax you pay, the longer your money will last”. “Once it’s gone, it’s gone forever” in reference to annual tax allowances. “Be proactive with clients, rather than reactive”. Engage clients with conversation starters. “We have over 50 specialists” in reference to the team that sits behind Technical Connection. “We have experts that shape Policy”. Resources: Access Techlink: Techlink Professional - Knowledge Home (https://sjp.techlink.co.uk/user/knowledge/?df) Tax Health Check: Tax Health Check (https://sjpwealth.sharepoint.com/sites/businessowners/SitePages/Products-And-Tools-For-Business-Owners-Tax-Health-Check.aspx) Pensions learning on the House App SJP | Search (https://house.sjp.co.uk/search?name=pensions&show_hidden=false) Navigating annuities and Inheritance Tax https://www.moneymarketing.co.uk/news/claire-trott-navigating-annuities-and-inheritance-tax/ (https://www.moneymarketing.co.uk/news/claire-trott-navigating-annuities-and-inheritance-tax/) Hosted on Acast. See acast.com/privacy (https://acast.com/privacy) for more information.

7. 

   6 May 2025

   Advising Entrepreneurs: Process, Purpose, and the Power of Content

   What do entrepreneurs really need from a financial adviser? In this episode of Beyond the Numbers, we’re joined by Alan Smith - CEO of Capital Asset Management, co-host of TRAP: The Real Adviser Podcast, and host of Bulletproof Entrepreneur - to explore what it truly means to deliver advice that resonates with business owners. Alan shares how he positions financial advice not just as a service, but as a strategic relationship - one that begins with a simple 15-minute “coffee call” and unfolds into a human-first onboarding journey built on trust, clarity, and collaboration. We talk about: Why most entrepreneurs don’t need more information. The need the right questions. The value of content in attracting the right clients and repelling the wrong ones His “3 Ps” framework The inspiration behind Bulletproof Entrepreneur and the client stories that stick How to help clients discover their “number” - and why it changes everything. If you're curious how content, clarity, and process can elevate the client experience, and how great advice helps entrepreneurs shift from working in their business to intentionally designing a life beyond it, this episode is packed with insights on how to articulate your value in a way that truly connects. Top Takeaways Advice Starts with Understanding, Not Numbers It’s not about products or projections - it’s about asking better questions, listening deeply, and uncovering what really matters. Entrepreneurs Don’t Need More Information. They Need Clarity Entrepreneurs face complex, often conflicting priorities. Your role is to simplify, clarify, and create a strategic path forward. The Power of Niche Positioning Advisers who specialise in a well-defined niche, like entrepreneurs, are better equipped to solve real problems and communicate their value effectively. Content Is a Magnet Thoughtful content - podcasts, blogs, social media - attracts aligned clients and naturally filters out poor fits. The 15-Minute Coffee Call Is a Game-Changer A short, no-pressure conversation builds trust, sets expectations, and ensures alignment before moving forward. Process Builds Confidence Alan’s onboarding journey - from Discovery to Blueprint to Welcome - creates clarity and connection from day one. Help Clients Discover Their ‘Number’ Many entrepreneurs reinvest everything into their business. Helping them define their number gives purpose and direction to the plan. Begin with the End in Mind Entrepreneurs don’t always sell, but they want options. Advisers who help them think about legacy, freedom, and life after exit add deep value. Great phrases “The value of financial advice is experiential.” “Most entrepreneurs don’t sell their business, but all of them want options.” “The portfolio is in service to the plan.” “Everyone should have 3 great client stories.” Hosted on Acast. See acast.com/privacy (https://acast.com/privacy) for more information.

8. 

   22 Apr 2025

   Love More, Judge Less, and Go Deep

   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 (https://acast.com/privacy) for more information.

9. 

   8 Apr 2025

   From Products to Purpose: Rethinking Financial Advice

   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 Planners (https://planhappy.co.uk/) Risky Business: Risky Business - PlanHappy (https://planhappy.co.uk/insights/risky-business/) I, Robot: I, Robot - PlanHappy (https://planhappy.co.uk/insights/i-robot/) Hosted on Acast. See acast.com/privacy (https://acast.com/privacy) for more information.

10. 

    7 Apr 2025

    What Clients Really Value (and Why Advisers Get Fired)

    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 it Simple, actionable changes to enhance your client experience Why transparency and communication are your competitive edge How to differentiate your service in a crowded market The power of client charters, onboarding tips, and becoming the trusted ‘family adviser’ Why getting 1% better matters more than you think Whether 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 | LinkedIn (https://www.linkedin.com/in/vincent-tiseo-cfa-6a22a86/) Hosted on Acast. See acast.com/privacy (https://acast.com/privacy) for more information.

11. 

    6 Apr 2025

    Beyond the Numbers - Articulating the True Value of Financial Advice

    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 (https://acast.com/privacy) for more information.

Who has been a guest on Beyond the numbers: Articulating the true value of financial advice

Names identified in recent episode analyses. Showing up to five guests.

• Simonne Gnessen
• Melissa Kidd
• James Woodfall

Podcast Authority Score: 11 / 100

A composite of feed quality, social presence, YouTube performance and engagement. Read the methodology.

Quality

22

Social presence

0

YouTube

0

Engagement

0