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Sometimes the best advice only reveals itself halfway through the conversation. Michael Khouri begins with a phrase that has stayed with him since he was a teenager - and one he now passes on to his own children: “Show me your friends and I’ll show you your future.” File-Michael Khouri For Michael, it started as a warning about the people you surround yourself with. Over time, though, the idea became much broader. Friends shape your habits. Peers shape your ambitions. Mentors expose your blind spots. And the people around you can quietly determine what you come to see as normal, achievable or worth striving for. That philosophy has followed Michael into business. Rather than pretending to have all the answers, he deliberately seeks out people who are better than him at the things he struggles with - and simply asks for help. That willingness eventually led him to engage a business coach, challenge what he was charging, have deeper conversations with clients and build a more sustainable practice. File-Michael Khouri But then Ben asks about the clients Michael chooses to work with, and Michael realises there's another piece of advice that might trump the first: “Work with clients that give you energy, not those that suck your energy.” File-Michael Khouri It immediately changed the way he thought about his client base. Some of the people draining him most were actually among his biggest clients - not because they'd done anything wrong, but because the relationship simply wasn't the right fit. Once Michael started paying attention to that energy, he became far more deliberate about who he worked with, creating better relationships for both adviser and client. The two ideas ultimately aren't that different. Choose the people around you carefully. Find mentors who challenge you. Spend time with peers who are heading somewhere you want to go. Work with clients you genuinely enjoy helping. And don't be too embarrassed to ask someone, “You're doing this really well - how can I do it better?” Because whether it's your friends, mentors, peers or clients, the people you surround yourself with have a funny way of becoming your future. Connect with Michael here - https://www.linkedin.com/in/khourimichael/ Professionals 4 Change - https://www.p4c.au/ Michael's Podcast - https://www.sharingmorethanthesheets.com.au/

Sometimes the advice that changes you doesn't sound like advice at all. Early in his career, Nathan Fradley was young, successful and trying to find his place inside a high-performing banking culture where everyone seemed to dress the same, live in the same places and follow the same script. During drinks with a mentor, Nathan finally asked the question sitting in the back of his mind: Do you think I'm weird? The response stuck with him: "You're not weird, you're endearing." For Nathan, it became permission to stop performing somebody else's version of professional and start leaning into who he actually was. Not for the sake of standing out, but because authenticity turned out to be far more sustainable than constantly trying to fit the mould. That shift eventually influenced the way he dressed, communicated, built his business and even chose the clients he wanted to help. In this episode, Nathan talks with Ben and Fraser about authenticity in a world obsessed with personal branding, and why the best career strategy might simply be making it easier for the right people to recognise you. His advice to young advisers is to talk openly about the things they genuinely care about, because capability can be taught—but culture and fit are much harder to manufacture. The conversation also gets into the complicated gap between who we think we are and how other people perceive us. Nathan reflects on being described by colleagues as "wise"—a word he would never have chosen for himself—and why building a public profile inevitably means accepting that people will form their own version of you. The goal isn't to control every perception. It's to make sure there's enough of the real you out there that the picture remains recognisable. There's a deeper thread too. Nathan works with people going through divorce, aged care, estate disputes and other moments where confidence can disappear overnight. Often they arrive believing they're "bad with money" or incapable of handling what comes next. His job isn't necessarily to give them a new identity, but to help uncover the one that was already there—giving them enough evidence to realise, for themselves, actually, I can do this. From turtles and heavy-metal shirts to ethics, empathy and keeping financial advice simple, it's a conversation about the strange freedom that comes from no longer trying to look "normal". Because sometimes the thing you've spent years trying to hide is exactly the thing that helps the right people connect with you. Connect with Nathan here - https://au.linkedin.com/in/nathanfradley Natha's Website - https://www.nathanfradley.com.au/

What if the thing that makes someone great at financial advice has less to do with numbers—and more to do with how safe people feel sitting across the table from them? When Amanda Balcombe first entered financial planning, her boss gave her a piece of advice that would shape not only that career, but the one that came after it: "Financial planning is all about relationships." At the time, Amanda expected the job to be about strategy, numbers and technical knowledge. What she quickly discovered was that none of those things mattered if a client didn't trust you enough to open up. Building rapport, asking better questions and making people feel seen became the real foundation of her work—and eventually one of the skills she carried into a completely new chapter. In this episode, Amanda reflects on the shift from high-performing financial adviser to health and mental fitness coach, and the burnout experience that forced her to ask a much bigger question: what do I actually want the next part of my working life to look like? Her answer led her back to something she'd always cared about—helping people change their lives—but through stress, wellbeing and behaviour rather than money. The conversation goes deep into what burnout actually looks like. Perfectionism. People pleasing. High achievement. Negative self-talk. The belief that you always need to keep pushing. Amanda explains why burnout often creeps up slowly, why recovery has to happen before you hit breaking point, and how small "micro recovery" breaks throughout the day can rebuild the bandwidth we need to be present with the people around us. There's also a refreshing rejection of all-or-nothing thinking. The wheels will fall off. Habits will slip. Life will interrupt the plan. The goal isn't perfection—it's learning to reset faster, respond with a little more self-compassion, and keep moving. Small shifts compound, whether you're talking about money, health or the person you're trying to become. Amanda leaves the conversation with another piece of advice that neatly brings everything full circle: "Be interested, not interesting." Make it about the person in front of you. Listen. Connect. And remember that while stress and pressure aren't going anywhere, we have far more control over how we respond to them than we sometimes realise. Connect with Amanda - https://www.linkedin.com/in/amanda-balcombe-2b0179102/

What if becoming a better adviser had less to do with knowing more—and more to do with listening better? For Lee Forde, one of the earliest lessons that stuck was also one of the simplest: "You've got one mouth and two ears, so use them in that ratio." It's a philosophy that has shaped the way Lee works with clients, colleagues and the profession more broadly. Listen first. Ask questions. Learn from people who know more than you. And don't assume that because you've got an answer, it's necessarily the answer the person in front of you needs. In this episode, Lee reflects on the mentor who taught him that lesson the hard way by asking him to sell a VHS player—only to stop him halfway through and point out that he'd explained every feature without once asking what the customer actually wanted. Decades later, Lee still uses the same principle with clients: understand what matters to them, explain things in their language, then ask them to tell it back to you in their own words. That commitment to being understood runs through the whole conversation. Lee talks about serving clients who aren't comfortable with technology, working with people for whom English isn't their first language, drawing pictures when words aren't enough, and why efficiency is meaningless if it leaves the person you're supposed to be helping behind. There's also a deeply personal thread about empathy. Lee shares how raising a non-verbal son with autism has changed the way he thinks about communication, patience and understanding—and why sometimes the biggest mistake professionals make is expecting everyone else to communicate, learn or process information the same way they do. From active listening and old-school client service to digital exclusion, specialisation and knowing when to ask someone else for help, Lee's message is refreshingly uncomplicated: do what you're good at, seek help with what you're not, and always put the client first. Because after all these years, helping someone who's stuck still gives him goosebumps—and as long as that keeps happening, he knows he's in the right profession. Connect with Lee here - https://www.linkedin.com/in/fordefinancialplanning/ 1 Plan Website - https://www.1planfp.com.au/

What if the most important part of a conversation is the thing nobody is actually saying? For Fran Hoo, that question came from her husband—and it's advice she admits she didn't particularly want to hear at the time: "What are they not saying?" It's a deceptively simple question, but it captures a lot of what has shaped Fran's career. From risk and compliance to consulting, governance, innovation and now the rapidly changing world of AI, she's built a reputation for finding a way forward rather than simply explaining why something can't be done. In this episode, Fran explores why risk and governance shouldn't be the people who say no, but the people who help make ambitious ideas possible. Her approach is less about putting technology in charge and more about starting with the human problem: what are we actually trying to achieve, does technology solve it, and—most importantly—will it actually help? That philosophy becomes particularly interesting when the conversation turns to AI. Fran talks about why she deliberately thinks about the "dark side" of technology, the dangers of allowing technology to define our behaviour, and why the best solutions are often the ones designed around the specific needs of the people using them rather than whatever happens to be fashionable. There's also a surprisingly personal thread running through the conversation: why she trusts her gut, how growing up with constraints taught her to work things through rather than wait for the perfect solution, and the importance of remembering that your job is a small part of your career, and your career is a small part of your life. And perhaps the most useful advice Fran leaves us with isn't about AI at all. Don't try to plan the next twenty years. Think about the next five. Things will change, and that's not a problem—it's the point. A thoughtful conversation about curiosity, trust, technology and the value of asking the question hiding underneath the question. Connect with Fran - https://www.linkedin.com/in/francine-hoo-7a054b4a/

What if the worst thing that could happen is... a bruised ego? For Jacinda Patty, one of the most useful pieces of advice she's received came from a client with a wonderfully blunt way of cutting through overthinking: "If no one dies and no one goes to prison, just do it." It's become something of a personal mantra for Jacinda as she continues to push herself into uncomfortable territory—from launching her first Command Your Presence event to saying the things she thinks need to be said, even when there's a chance they won't land exactly as intended. In this episode, Jacinda—coach, performer and founder of Command Your Presence—explores why sometimes the biggest thing holding us back isn't failure, it's our ego. She talks about using the phrase as a "pattern interrupt" when clients, friends or even she herself get caught in a spiral, and why a quick reality check can be enough to change direction. But there's another piece of advice from much earlier in Jacinda's life that may explain where all of this comes from. At 18, a dance school director told her, "I might as well be looking at that white wall because it's more interesting than your face." Brutal? Absolutely. Useful? As it turned out, enormously. It taught Jacinda that technical ability isn't enough—you have to connect with the person watching. From there, the conversation moves into the art of presence: why preparation matters, why great presenters don't just deliver information but create a feeling, and how to recognise whether someone actually wants your advice before launching into it. Jacinda's three Ps—be prepared, be personal, be present—might sound simple, but they're at the heart of how she helps people move from merely presenting to genuinely connecting. And there's plenty of Jacinda along the way: "shock, surprise and delight", the difference between performing at an audience and feeding off it, why sometimes your friends don't want your advice—they just want to vent—and the importance of knowing when to stop talking and simply ask, "How can I help?" A lively conversation about ego, courage, communication and the wonderfully liberating realisation that sometimes... you just need to get over yourself and give it a go. Connect with Jacinda here - https://au.linkedin.com/in/jacinda-patty-a22aa388

For Irish adviser and second-generation business owner Mark Hedderman, the best advice he ever received came from his father: Look after the people and the money will look after itself. In this episode, Mark explains how that simple philosophy has shaped a family business that's redefining what financial advice can be. Rather than focusing solely on investment returns, his team has built a model around wealth care—combining financial, health and social wellbeing to help clients live richer lives, not just accumulate greater wealth. The conversation explores why the strongest client relationships aren't built through constant selling, but through listening, trust and genuine care. Mark shares why his firm deliberately works with fewer clients, gives people time to make decisions, and believes the greatest measure of success isn't assets under management—it's the quality of the lives their clients lead. Along the way, he discusses helping families prepare for difficult conversations before a crisis occurs, why financial advisers should think more like "professional best friends" than product experts, what he's learned from advisers around the world, and why AI may transform technical advice—but will never replace genuine human connection. Part philosophy, part blueprint for the future of advice, this is a conversation about putting people before products—and discovering that, in the long run, that's the most valuable investment of all. Connect with Mark here - https://www.linkedin.com/in/mark-hedderman-cfp%C2%AE-85278645/

What if the biggest business mistakes aren't the ones you make—but the ones you make trying to solve somebody else's problems? For Peter Worn, one piece of advice from his father has quietly shaped every major decision he's made over the past decade: Don't ever do anything for someone else's reasons. In this episode, Peter—co-founder of Finura, board director and one of the advice profession's most thoughtful commentators—explains why that simple principle has helped him navigate partnerships, commercial decisions and the constant pressure to chase opportunities that look exciting but don't align with his values. Because the hardest decisions in business often aren't about saying yes—they're about knowing when to say no. The conversation ranges from building businesses with purpose to leading teams through uncertainty, but it keeps returning to one central theme: clarity. Knowing what matters. Choosing long-term relationships over short-term wins. And recognising that the strongest partnerships are built on shared values—not just shared revenue. Along the way, Peter reflects on the lessons of watching his father's business rise and fall, why starting a business is as much a mental challenge as a commercial one, the surprising value of coaches who tell you what you don't want to hear, and the stoic mindset that has carried him through anxiety, setbacks and uncertainty: nothing is ever as good—or as bad—as it seems. Part philosophy, part business masterclass, this is a conversation about making decisions you can live with—even when the outcome is uncertain. Because when your reasons are clear, everything else becomes much easier to navigate. Connect with Peter here - https://www.linkedin.com/in/peterworn/

What if the feeling you're trying hardest to avoid is actually pointing you in the right direction? When Adele Martin found herself trapped in a business that looked perfect on paper but felt completely wrong, her coach gave her a piece of advice that seemed almost reckless: hand in your notice before you have a plan. It was terrifying. It was uncomfortable. And it changed everything. Fear means go. In this episode, Adele—former financial planner, founder of the Financial Adviser Scale Squad and business coach—shares why some of the biggest breakthroughs in life happen the moment you stop waiting for certainty. From launching her own business to helping hundreds of advisers grow theirs, she's learned that momentum almost always comes before confidence. The conversation is packed with practical wisdom, but it's the mindset behind it that stands out. Why coaches ask questions instead of giving answers. Why perfection is the enemy of progress. Why the goals that matter most are the ones that fit your version of success—not someone else's highlight reel. And why the best investment you can ever make isn't in a new CRM or marketing strategy, but in understanding yourself. There are plenty of memorable detours too: the university lecturer who told her she'd never succeed in finance, the business lessons learned while raising young children during lockdown, and the simple habit that keeps her clients moving forward every week—celebrate the wins before you focus on what's broken. Whether you're building a business, changing careers or standing on the edge of a decision that feels bigger than you, Adele's message is a powerful one: if it scares you because it matters, that's probably your cue to take the first step. Connect with Adele here - https://www.linkedin.com/in/adelemartin/

What if every birthday wasn't a reminder that time is running out... but proof that you've been lucky enough to keep living? For Trish Gregory, that perspective came from two moments she'd never forget: losing a young cousin far too soon, and listening to her grandmother explain that growing old isn't something to fear—it's something many people never get the chance to experience. Since then, she's worn every new wrinkle and every birthday as a badge of honour. Growing older is a privilege. In this episode, Trish—financial adviser, insurance specialist and passionate advocate for women in advice—shares how that mindset has shaped everything from her career decisions to the way she raises her children. It's a conversation about perspective, values and learning to zoom out when life feels overwhelming. Because today's problems often become tomorrow's stories. She reflects on why finding an employer that shares your values matters more than chasing the perfect job, how niching into insurance allowed her to have a deeper impact on clients, and why some of the best financial advice has very little to do with investments at all. It's about helping people protect the lives they've worked so hard to build. There's also a brilliant discussion about showing up—for your profession, for your community, and for the people coming after you. From taking a baby to industry conferences, to helping create scholarships for women in advice, to encouraging newcomers to simply walk into the room and start a conversation, Trish makes a compelling case that careers are built one connection at a time. Warm, generous and quietly inspiring, it's a reminder that success isn't just measured by what you accumulate—it's measured by the people you help, the perspective you gain, and the privilege of getting another year to do both. Connect with Trish here - https://www.linkedin.com/in/trish-gregory-finance/

It's only four words. But they might be the hardest question you'll ever answer. When a psychologist asked Wendy Smith, "What do you want?", she spent two sessions explaining everything she didn't want before realising she couldn't answer the question at all. That moment quietly changed the direction of her life—and decades later, it's still the question she comes back to whenever life starts feeling noisy. A self-confessed self-help junkie, life coach and lifelong student of personal growth, Wendy has walked on fire, jumped out of planes, journaled her way through reinvention, and learned that none of it matters unless you're chasing a life that actually feels like your own. This conversation explores what happens when you stop measuring yourself against everyone else's definition of success. Wendy shares why tiny steps beat dramatic transformations, why being wrong has become one of her favourite feelings, and how celebrating your wins—rather than rushing straight to the next goal—can completely change your relationship with yourself. There are some wonderfully honest moments too: the failed coaching launch that left her questioning everything, the whiteboard that helps her stay focused on what matters, why she believes we never truly "arrive," and the surprising freedom that comes from asking yourself one simple question at the end of the day: Do I like myself today? It's a conversation about self-trust, self-compassion, and tuning out the endless advice telling you who you should be. Because once you know what you want, life has a funny way of becoming a little less complicated. Connect with Wendy here: https://linktr.ee/itswendysmith

What if the breakthrough you're looking for has nothing to do with your industry? Andrew Braun has spent a career collecting ideas from unexpected places. A law degree led to the internet boom. Startups taught him to embrace uncertainty. Art galleries, travel, business books and technology all became ingredients in the same philosophy: Always be connecting the dots. In this episode, the former Netwealth executive explains why curiosity has been the single biggest driver of his career, and why the best innovators aren't necessarily experts—they're people who notice patterns everyone else misses. Steve Jobs learning calligraphy. A Paralympian inspired by a cheetah's stride. A financial services business borrowing ideas from software companies. The common thread is always the same: look wider. The conversation wanders through AI, branding, startup culture and the future of advice, but it keeps circling back to one deceptively simple question: are you solving the problem your customer actually has, or the one you assume they have? Andrew argues the answer usually isn't found in another conference or another piece of software—it's found by listening better, thinking longer, and being curious enough to explore outside your own bubble. Whether it's building a stronger brand, embracing new technology or simply figuring out what's next in your own career, Andrew's advice is refreshingly timeless: the more dots you collect, the more interesting the picture becomes. Connect with Andrew - https://www.linkedin.com/in/andrewbraun/

What if the biggest opportunities in your career aren't the ones you discover — they're the ones you create? In this episode, Clayton Daniel — entrepreneur, former financial planner, technology founder, CEO of CPDCheck and Co-Founder of Ensombl — joins Ben and Fraser to unpack the books, mentors, and mindset shifts that transformed him from aspiring musician into one of advice's most forward-thinking technology leaders. Clayton reflects on the entrepreneurial philosophy that has shaped his career: don't wait for permission, don't wait for perfect conditions, and don't rely on someone else to open the door. Make your own rain. Along the way: why reading Rich Dad Poor Dad and Richard Branson's autobiography changed the trajectory of his life, the mentor who taught him that leadership is about reducing stress in others, why governance and discipline become more important as businesses mature, and the surprising networking lesson that began with a lost wallet in an airport lounge. Plus, why AI is redefining what it means to be valuable at work, why tomorrow's businesses will all be technology businesses, how founders should think about automation before hiring, and the client acquisition lesson every business owner needs to hear: don't wait for referrals—build a system that creates its own opportunities. A masterclass in creating your own momentum, embracing technology without losing your humanity, and building the future instead of waiting for it. Connect and reach out to Clayton - https://www.linkedin.com/in/claytondaniel1/

What if the most valuable lesson you can learn is that nobody is coming to rescue you? In this episode, Mark "Stubbo" Stubbings — financial services leader, long-time industry advocate, former executive, and one of the profession's most respected relationship-builders — joins Ben and Fraser to reflect on a career shaped by self-reliance, adaptability, and an unwavering focus on people. From being sent home alone through a blizzard as a child, to rebuilding his professional network from scratch after moving countries, Mark shares the lessons that taught him to back himself, embrace change, and keep moving forward when the path isn't obvious. Along the way: the surprising sales lessons learned door-knocking for life insurance in the 1980s, why rapport beats expertise in the first conversation, how observing what's important to someone can instantly defuse tension, and the networking mistake almost everyone makes when starting over in a new career or country. Plus, what decades of building teams taught him about character, why "nobleness of purpose" matters more than technical skill, the danger of fighting inevitable change, and the professional lesson that helped him navigate everything from compliance reform to industry transformation: adapt, learn, and keep evolving. A masterclass in self-reliance, relationship-building, and putting the client at the centre of every decision. Connect and reach out to Mark - https://www.linkedin.com/in/mark-stubbings-77161bb/

What if the fastest way to get what you want is to stop worrying about whether you're right? In this episode, David Hunt — founder of Hunt & Hook, governance and strategy specialist, former paraplanner, licensee executive, and long-time financial services leader — joins Ben and Fraser to explore the deceptively simple question that has shaped both his career and personal life: Do you want to be right, or do you want an outcome? David unpacks why the need to be right can derail relationships, stall progress, and turn small problems into big ones. From client complaints and workplace conflict to friendships and family dynamics, he explains why stepping back, focusing on the outcome, and letting go of ego often leads to better decisions. Along the way: the mentor who taught him that listening is often more valuable than speaking, why the most important email is sometimes the one you don't send, how business owners consistently undervalue their own expertise, and the lesson every founder learns after losing a pitch they thought they had won. Plus, growing up as the middle child between two sisters, the harsh business failure that reshaped his career, why learning, unlearning, and relearning may be the defining skill of the AI era, and the simple networking truth that most experienced professionals genuinely want to help — if you're willing to ask. A masterclass in replacing ego with progress, and certainty with curiosity. Connect and reach out to David - https://www.linkedin.com/in/david-hunt-gaicd/