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Published by Abraham Okusanya
The Adviser 3.0 Podcast is hosted by Abraham Okusanya. Get ready for his signature raw honesty, critical analysis and no-holds-barred insight at the intersection of retirement, investing and fintech.
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Victoria Hicks knows what a bad exit feels like! She sold her chartered financial planning firm in 2018, watched the culture collapse within weeks of completion, and spent the years that followed working out why so many sales go wrong. Today, as Founder and CEO of Melo, she's done over 100 transactions and helps firms grow, sell, and build with the end in mind. In this episode, Abraham sits down with Victoria to explore the real barriers to growth in financial planning firms, from owner mindset and the advisor-to-leader transition, to the financial reporting gaps that leave businesses exposed. Victoria also digs into what buyers actually look for, why internal exits are underused, and how Project Exit is opening up the M&A market for privately owned firms.
Matt Pitcher and Abraham Okusanya are back on the SoapBox, joined this time by Caroline Hawkesley, Managing Director of Craven Street Wealth. They open on the tax question no adviser can escape. With a new government expected under Andy Burnham and a £4.7bn hole in the defence budget, the speculation cycle is already grinding client decisions to a halt. Abraham makes the case that wealth taxes are a fantasy that never raise what politicians hope, picking apart Gary Stevenson's Channel 4 turn and siding with Dan Neidle's numbers. Caroline flips the debate to the other side of the ledger: means-testing the state pension, charging for GP visits, and whether we are asking the wrong question entirely. Then to platform cash. The FCA wants platforms to disclose the interest they take on client money more prominently. Abraham, who runs a platform himself, argues disclosure dodges the real issue and that the practice should simply be banned. Why should a platform take a cut of interest on cash when it cannot on equities, bonds or property? The final stretch looks a decade ahead. With half the advice profession heading for retirement, who is building the next generation, and what does a financial planner even look like in the AI-driven 2030s? Caroline argues the profession is not looking far enough forward. And no SoapBox is complete without a trip to the "Shoe Box." This week it is Neil Woodford, still refusing to go quietly, and Terry Smith, who turned over half his portfolio in six months then wrote a 17-page letter blaming the index for his own underperformance. Blunt, opinionated and built for advisers who want the arguments and the evidence in one place.
Nick Hutchings is a Chartered Financial Planner, Accredited SOLLA adviser, and Founder of Rockwealth Reading. He accidentally niched into retirement planning, runs his own podcast The Retirement Lounge, and recently appeared on the Martin Lewis show. In this conversation with Abraham Okusanya, Nick is refreshingly honest about the fixed fees model, what it really takes to go solo, and why the care fees world is rife with conflicts of interest most advisers won't talk about. He makes the case for deferred care fees annuities, explains why he places 50% of his clients into them while the industry average sits in single digits, and reflects on the personal moments that shaped his approach to retirement planning.
Recorded live at Adviser 3.0 2026, this is the fourth and final Sunset Studio Session. Nicki Hinton-Jones, CIO at Timeline, sits down with Gary Paulin, Chief Investment Strategist, International at Northern Trust Asset Management, for a conversation that starts with a warning: every major move of Gary's career has landed on a market top, from the Russian debt crisis to 9/11 to the GFC. But the real story is what that has taught him about reading risk. Gary makes the case that AI is a structural shift, not a bubble, walking through the five classic bubble signals (concentration, overspending, lack of ROI, circular financing, leverage and euphoria) and explaining why none of them stack up the way they did in 2000. He unpacks why the Magnificent Seven behave more like conglomerates than companies, why AI could be the disinflationary force that lets central banks run the economy hotter, and why the most contrarian call in markets right now might be a dovish Fed under Kevin Walsh. Nicki and Gary also get into the psychology of investing, the amygdala's role in bad decisions, and why avoiding pessimists might be the single best investment strategy available to advisers and clients alike.
Some conversations on SoapBox are uncomfortable. This is one of them. Abraham Okusanya and Matt Pitcher are joined by Lauren Turner, Head of Financial Planning and Chartered Financial Planner at TFP Financial Planning, to work through three topics that every adviser should be thinking about right now. First: has the SpaceX IPO broken indexing? The media says yes. The data says otherwise. Abraham makes the case that the panic doesn't survive contact with evidence, and that for Mrs. Miggins in a balanced portfolio, the numbers involved are smaller than anyone is letting on. Then: pension IHT. Lauren and Matt are seeing it first-hand. Families weighing up whether to pursue life-prolonging treatment based on where the April cliff edge falls. Clients facing the prospect of 80% of a pension fund disappearing on death. Abraham takes the unpopular view that the overall direction is right -- even if the double taxation is indefensible. Finally: deepfakes. Matt brings the numbers, and they are staggering. In the UK, investment fraud is the single largest category of deepfake losses. AI-generated video calls are convincing people who know each other. The question is what advisers do about it, and whether the answer involves going back to basics.
For years, financial advisers have been told that empathy is their ultimate competitive advantage, the moat that no algorithm can cross. But what if that assumption is the most dangerous bet in the profession? Recorded live at the Adviser 3.0 2026 conference, this special live edition of SoapBox takes Dan Haylett's viral LinkedIn article, The Empathy Delusion, as its starting point and tears into one of the most urgent questions facing the advice profession today. Host Matt Pitcher is joined by Sarah Roughsedge, Chartered Financial Planner and Founder of Eva Wealth Management for Women, and Dan Haylett, Director of TFP Financial Planning and Founder of Humans vs Retirement, for a debate that is equal parts sobering and energising. The numbers they share are hard to ignore: 28 million UK adults now use AI for money management and financial questions, making it the single biggest use of AI in this country. Sixteen million have sought specific financial advice from an AI. And research increasingly shows that people feel less judged, less ashamed, and more comfortable talking about money with AI than with a human adviser. So where does that leave us? The panel confronts the fee compression question head-on, debates whether the future belongs to advisers serving fifty ultra-high-net-worth clients or thousands through AI-augmented subscription models, and explores what skills the next generation of planners actually needs. Psychology. Coaching. Prompt engineering. The ability to challenge, not just affirm. And they land on something quietly radical: being clever may now be the least valuable thing an adviser can bring to the table. Pascal's Wager, a Blockbuster Kodak warning for the profession, and one unforgettable story about a client who would rather discuss her sex life than her finances. This one does not pull its punches. Read Dan's article that inspired this session: https://www.linkedin.com/pulse/empathy-delusion-why-many-financial-advisors-may-making-dan-haylett--nedne/
What does it actually take to build a financial planning firm that lasts, not just one that sells? Keith Butten, CFP Certified Financial Planner and co-founder of boosst, has spent four decades finding out. In this episode, Abraham sits down with Keith to explore the philosophy behind one of the UK's most distinctive lifestyle financial planning businesses, from scrapping self-employed advisers and building from a blank piece of paper, to a fee model designed around service levels and client selection rather than volume. Keith shares how boosst runs at 45% pre-tax profit margins, why he believes "fans" are a better metric than AUM, and the thinking behind their Bright to Boost talent development programme. He also makes a candid case for the Employee Ownership Trust over consolidation, explaining why he and Josh chose to build an infinite business rather than cash out.
What does it mean to protect your clients' wealth in a world where governments are spending without restraint? This session from the Adviser 3.0 2026 conference puts two of the most compelling voices in alternative assets on stage together -- and lets them argue it out. Dan Parkinson, the Bitcoin IFA, traces his conviction to Lebanon, where he watched a currency lose 99.9% of its purchasing power in three years. Thomas Holl, Portfolio Manager at BlackRock responsible for several of the firm's gold strategies, came to his view more quietly: two decades of watching what governments actually do with money, not what they promise. Both arrived at the same destination by different routes -- the conviction that holding cash or nominal bonds amounts to a slow-motion loss of purchasing power, and that something else is needed. Moderator Laurentius van den Worm, Head of Investment Strategy at Timeline, keeps the debate honest. He pushes both guests on valuation (how do you price an asset with no cash flows?), regulatory risk (gold was banned before; could it happen again?), and the practical question every adviser in the room is asking: how do I actually get this into a client's portfolio? Dan makes the case for Bitcoin as a hedge against money printing, pointing to the relationship between Fed balance sheet expansion and Bitcoin returns, a four-year cycle with a 99.8% success rate over any holding period, and the argument that at roughly five percent global adoption, we are still in the early adopter phase. Thomas positions gold as a zero coupon inflation-protected perpetual bond with zero issuer risk -- and explains why central bank buying doubled after 2022. They don't agree on everything. But on the things that matter most to advisers thinking about portfolio construction in an era of fiscal excess, they're closer than the title suggests.
Olivia Maynard is Managing Director at TFP Financial Planning in Essex. In this episode, she shares how she went from school leaver to MD without ever planning it that way, why she stepped away from financial planning into operations, and how she has built a culture where no one is confined to a job box. Olivia talks about the "breath moment" - that exhale when a client finally lets go of years of financial anxiety - and why it still drives everything TFP does. She opens up about her first pregnancy during Covid, severe pre-eclampsia, an emergency delivery at 30 weeks, and how that experience shaped both her resilience and her thinking on boundaries in the workplace. The conversation also covers how TFP approaches team structure, the death of the brilliant jerk, disagree and commit, and where she thinks the industry is heading as technology reshapes every role from paraplanner to administrator.
Three CEOs. One stage. The biggest questions facing adviser businesses right now. Recorded live at Adviser 3.0 2026, this is the first of our Sunset Studio Sessions — a series of four panel conversations captured on stage at our flagship annual conference. The Sunset Studio stage is sponsored by Northern Trust Asset Management. Philippa Mather of Paradigm Norton, Jo French of Attivo, and Alan Smith of Capital Asset Management join Ed Carey, CCO at Timeline, for an honest, wide-ranging conversation covering the topics that will define adviser businesses over the next few years. On AI, the panel cuts through the noise. Joe explains why Ativo built its own LLMs from the ground up rather than reaching for off-the-shelf tools. Alan argues the industry is still in "Blockbuster got an app" territory and challenges firms to think about what AI-native looks like from first principles. Philippa pushes back on short-term hype cycles and makes the case that people, not technology, remain the real driver of business performance. On growth, the discussion gets uncomfortable. The data says most adviser firms aren't growing in any meaningful way once market returns are stripped out. The panel explores why, what a scientific approach to referrals actually looks like, and why organic growth is a skill that has to be deliberately built. The conversation closes on talent and culture: how to attract the next generation, why weekly one-to-ones beat most management interventions, and what a genuinely high-performance firm looks and feels like in practice.
A career built without a degree, a partnership earned without shortcuts, and a profession that risks losing its soul to consolidation. In this episode of Adviser 3.0, Kate Phillips is joined by Tara Maynard, Partner and Chartered Financial Adviser at PM+M, for an honest conversation about doing it your way in financial planning. Tara shares how financial circumstances steered her away from university and into an accountancy apprenticeship at 18, and how a chance secondment to the financial planning team changed everything. She opens up about studying for her qualifications in half-hour windows around two young children, navigating imposter syndrome on the road to partnership, and what it really means to belong somewhere you love. They also get into the bigger picture: why independent ownership matters for clients and advisers alike, what gets lost when firms are bought and sold, and Tara's passion for grassroots community work through PM+M's Positive Impact programme. Topics covered: The apprenticeship path and why it worked Studying for exams with two young children Imposter syndrome and building quiet confidence The culture that made partnership possible Independent ownership vs consolidation Community, charity and the Positive Impact programme Listen on Spotify, Apple Podcasts or watch on YouTube.
The triple lock is costing us 7% of GDP by 2070. Advisers are overpaid, or are they? And your money personality was probably set before you turned 10. In this episode of SoapBox, Matt Pitcher and Abraham Okusanya are joined by Sarah Roughsedge, founder of Eva Wealth and author of Smart Money, Strong Women, for a wide-ranging conversation that pulls no punches. They dig into the Tony Blair Institute's radical proposal to scrap the state pension as we know it, replacing it with a flexible Lifespan Fund, and whether that is bold policy or political fantasy. Then the debate turns closer to home: are financial advisers actually overpaid? Matt and Abraham put themselves in the dock, and the answer is more nuanced than you might expect. From Ferrari-driving advisers to the growing wave of breakaway firms leaving the big consolidators, this one gets spicy. Sarah then walks us through the ideas behind her book, five money archetypes that shape how we think, feel, and act around money, and why understanding yours might be the most important financial move you ever make. We close with a bright note from Abraham: UK investors are finally coming back to the equity markets after the longest selling streak Calastone has ever recorded. Topics covered: The triple lock, the Lifespan Fund and the fairness problem with state pension Are advisers worth £100k a year? Breakaway firms and the entrepreneurial case for going independent Smart Money, Strong Women: the 5 money archetypes and why they matter UK investors return to equities Listen on Spotify, Apple Podcasts or watch on YouTube.
Ed Dymott, CEO of Benchmark Capital, joins Abraham Okusanya to challenge the logic behind a decade of advice firm consolidation. The old playbook of buying IFA practices cheap and selling the whole thing at a premium was never as clever as it looked, and the cracks are showing. Ed and Abraham dig into the breakaway adviser trend, why planners are leaving consolidators and private banks alike to build their own businesses, the role of AI as a copilot rather than a replacement, and what the profession looks like when it finally grows up and sits alongside law and accountancy. A candid, wide-ranging conversation with one of the most influential operators in UK financial planning infrastructure.
What does it mean to own "the whole market" when parts of it make you uncomfortable? Dominic Thomas, founder and principal of Solomon's IFA, joins Abraham to challenge some of the orthodoxies of financial planning. A fee-based adviser since 1999 -- more than a decade before RDR made it fashionable -- Dominic has built a tight, intentional family firm in Cobham with ethics and relationships at its core. In this conversation, Dominic and Abraham go head to head on index investing and capital concentration, the discomfort of owning companies you disagree with, wealth inequality and whether capitalism is working, US political dominance and what it means for portfolio allocation, the role of AI in advice, and how to help clients define "enough." Honest, wide-ranging and genuinely provocative.
What if retirement is not the reward you think it is? In this episode, Dan Haylett joins the show to challenge one of the biggest assumptions in financial planning. That retirement is a destination. A number. A finish line. Drawing on his work with clients and insights from his book, Dan explains why so many people reach retirement only to feel lost, lacking purpose, and unsure what comes next. This conversation goes beyond money. It explores identity, structure, meaning, and the real role of financial planners in helping clients navigate the second half of life. If you work in financial advice or are planning your own future, this episode will change how you think about retirement. We cover: Why retirement is often a letdown after years of planning The problem with focusing only on “the number” Why retirement is a human problem, not a maths problem How to help clients find purpose beyond work The future of financial planning and why it must evolve Connect with Dan: https://www.humansvsretirement.com/
Matt Pitcher and Abraham Okusanya are back on the Soapbox with no guest, no filter, just two advisers getting into the numbers that matter. This episode they dig into the Dimson, Marsh & Staunton Global Investment Returns Yearbook 2026 and the Bessembinder paper, and the findings are uncomfortable. In 1900, railroads made up 63% of the US market. Today, less than 1%. Yet they still outperformed. 59% of individual stocks will lose you money over their lifetime. The median stock return is negative. And yet the market has created $91 trillion of wealth. The case for buying the haystack has never been stronger or more ignored. Then Matt takes on the great wealth destroyers: active managers quietly costing clients half a million pounds, lifestyling in pension schemes that should have died with the annuity era, risk profiling tools nudging clients into less equity than they need, and the £2.2 trillion sitting dead in UK bank accounts shrinking in real terms while advisers watch on. Blunt, data-heavy, and genuinely useful for any adviser who wants the arguments and the evidence in one place. Resources mentioned: Bessembinder Paper: https://papers.ssrn.com/sol3/papers.cfm?abstract_id=6438198 DMS Yearbook 2026 Summary: https://www.ubs.com/global/en/investment-bank/insights-and-data/articles/global-investment-returns-yearbook-2026.html FCA Trail Commission Review: https://citywire.com/new-model-adviser/news/fca-to-review-674m-adviser-trail-commissions/a2486582 📩 Review and screenshot it to Abraham on LinkedIn for a free copy of Nick Murray's This Time Is Different
Chris Palmer’s career didn’t start in financial services, and it nearly didn’t happen at all. From the Navy to banking during the financial crisis, Chris worked his way into financial advice before making a move that would define his career: buying into the firm he joined. In this episode, Chris shares his journey from employee to owner, the realities of equity and progression, and what it takes to build a business that lasts. We also explore the challenges facing independent firms today, the pressure of regulation, and why true independence still matters in financial advice. A must-listen for advisers thinking about ownership, succession and long-term career progression.
In this episode, we’re joined by Brian Hill, founder of Pathfinders and author of Everyone Exits: You’re Either Bought Out, Pushed Out, or Wheeled Out® Brian shares what really happens when financial planning firms go to market and why many advisers are not prepared to sell. We explore valuation, buyer behaviour, and the most common mistakes that reduce deal value. The conversation covers the gap between confidence and competence, the impact of unprofitable client segments, and why exit planning should start far earlier than most firms expect. A must-listen for advisers thinking about succession, growth, or selling their business.
In this episode, David Gibson, Managing Director of Gibson Financial Planning, joins the podcast to discuss how mindset, values and purpose influence the growth of a financial planning business. David shares how his firm evolved from a transactional advice model to a relationship-led financial planning practice built around long-term client work. Today the majority of the firm’s revenue comes from existing clients and ongoing relationships. The conversation explores the self-limiting beliefs that often hold advisers back , particularly the fear that growing a business means sacrificing lifestyle, family or personal wellbeing. David explains how confronting those beliefs reshaped his thinking and reignited his ambition for the firm. We also dive into one of the most challenging aspects of advice: helping clients move from saving and accumulating wealth to actually enjoying it. For advisers thinking about growth, impact and what financial planning is really about, this episode offers a thoughtful perspective on the role mindset plays in building both a successful firm and a meaningful career.
You Built It. Can You Afford to Sell It? In Episode 126, Louise Jeffreys joins the show to discuss M&A, valuations and the market forces reshaping financial planning. We explore what firms are actually selling for, how buyers assess value, and why succession should begin years before an exit is agreed. Louise explains the difference between buy-side and sell-side models, the role of private equity in consolidation, and the importance of cultural fit over headline price. We also discuss the emotional side of selling, the risks that derail transactions, and what the next phase of the advice profession may look like. If you are building a firm today, this is a conversation about the future.
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Apple Podcasts rankings via the Mato Topic Intelligence Platform.
Observed September 19, 2026. Cached outside the daily freshness window; the positions keep the date they were taken on.
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