What was your approach within that first year that gave you success that you could educate a mortgage advisor con- considering making that transition into financial planning in perhaps St. James' Place?

Well, I would say the first six months, especially, out of that first year was learning all the systems and the processes.

And because obviously I was so used to just doing the mortgages, now I had all these other areas of advice, okay, to, to look after clients with.

And it was learning the meeting structure and f- and it was gaining the confidence to conduct those meetings.

So it was just confidence in, um, the structure of a first meeting, making sure I was confident going through our terms of business and relaying that and looking at the life plan and answering, asking the client the right questions.

Um, that was really important.

Also, I felt as a business owner, I really needed to understand every area of the business.

[laughs] Tell me a little bit about that and why you won it.