Mark Rockliffe and Chris Larkin on the 70% Confidence Gap Costing Financial Planners Business

Love it.

Yeah.

The advisor advantage diagnostic tool that we put out on the podcast last episode, that was filled out by a few people who listened to the podcast episode.

What did that teach you, Chris? What did that diagnostic teach you? It was really interesting,

actually, Sam.

So, I mean, one of the things was, I'll share with you some of the data, and I think we may be able to share some of it with your viewers and listeners, but there was a really tight correlation, actually, in most areas between between the respondents from your podcast webinar who came back and sort of gave us a profile through that diagnostic that's really similar to what we have seen across all our years of asking advisors What do you do? How do you do it, et cetera? Okay, so that was quite a tight correlation.

There were a few areas, though, where it was distinctly different, right? And I thought that was interesting.

I don't know if it says something about your listener group, you know, maybe something you've driven in them, Sam, or not, because one of the things that we feel is important, actually, and I know you do too, Mark, is... really focusing on client meetings and protecting time before and after.

We often call it bookending, right? You know, protected time for preparation, both mental as well as physical, and then reflection, actions, follow-up afterwards.

Interestingly, your listeners, if we can call them that, and your viewers, are 48% up on our industry averages, Big Rock have seen in doing that.

Right.

Okay.

So maybe they're a more thoughtful, you know, reflective and perhaps even professional group.

Maybe that says something about people who

listen to podcasts.

Yeah, maybe.

Yeah, maybe it might be a correlation right there.

One thing's for sure is that, again, when you're able, as I have been, to step outside that process, the financial playing role, and just think about what does it look like to engage your very best people.

When we talked about modelling the behaviour, your very best people do what you say.

Exactly.

They actually do prep properly.

They don't rush in from one meeting to another.

Absolutely not.

And therefore, I think they're more, there's a phrase we use in our business about, I think to be really successful in the financial planning role, and by the way, success for me is not the financial metric, but genuinely where you are helping people navigate and enjoy their wealth.

That's the definition for me.