Adviser 3.0: The Podcast

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=6438198DMS Yearbook 2026 Summary: https://www.ubs.com/global/en/investment-bank/insights-and-data/articles/global-investment-returns-yearbook-2026.htmlFCA 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.

Philippa Hann, CEO of Paradigm Norton and B Corp leader with legal and advisory chops. She discusses AI’s real limits and risks, the future of entry-level roles, prompt engineering as a new skill, and the rise of AI-enabled scams. Short takes on protecting new professionals, professional standards, and how human judgment still shapes trust in financial services.

What does it look like to build a financial planning firm that is not designed to be sold?In this episode, Abraham sits down with Andy Hounsell, Managing Director of Beyond Finance, to explore stewardship over ownership, leadership beyond control, and why succession should start far earlier than most advisers think.Since taking over the business in 2015, Andy has reshaped the firm around long-term responsibility rather than short-term valuation. A significant proportion of profits are committed to a charitable trust. An employee share scheme allows the team to participate in dividends. And the ownership structure is being designed to ensure the firm transcends its founder.This is a conversation about:Designing a firm to outlast youMoving from manager to multiplierTaking risks to unlock real growthSharing equity and responsibility with your teamPlanning for generations rather than an exitIf you are building a business you want to endure, not simply monetise, this episode will challenge how you think about leadership, ownership and scale.

In Episode 124 of Adviser 3.0, we are joined by Ian Dempsey to explore what it really takes to build a modern advice business.From going independent and finding his voice, to using content with intent rather than chasing followers, Ian shares a grounded perspective on growth, credibility, and control. He explains why independence brings responsibility, why audience size is often misunderstood, and why behavioural coaching has become a core part of how he adds value to clients.This is a practical conversation for advisers thinking seriously about independence, visibility, and how to build a business that lasts without losing focus on what matters.

In this episode of Adviser 3.0 The Podcast, Abraham is joined by Ashton Chritchlow, Managing Director and owner of IFC Max, to unpack one of the rarest outcomes in financial advice: internal succession that genuinely works.Ashton shares his full journey, from joining the firm in 2008 with no industry experience, to remortgaging his home to buy equity, taking on the role of Managing Director, and completing a successful management buyout.The conversation explores what separates employees from owners, why most succession plans fail, and what founders must do if they want their firm to outlive them. This is a practical, honest discussion about leadership, accountability, legacy, and the long game of ownership in financial advice.A must listen for founders thinking about succession, advisers aiming for ownership, and firms navigating growth without losing independence.

Sasha Wakefield, founder of The Paraplanner Project and nearly two decades in financial services, built an outsourced paraplanning business focused on collaboration and trust. She discusses scaling remote teams, leadership challenges that stall or enable growth, maintaining service and culture during life changes, lingering stigma around outsourcing, and adapting firms to AI and changing roles.