# Tristan Scifo

https://www.youtube.com/watch?v=FIoG1nN9F_k
Translation: zh-CN

[00:08] Hello, today we have Tristan Schifos from Purpose Advisory talking to us about financial planning skills. Welcome, Tristan.
  你好，今天我们请到了 Purpose Advisory 的 Tristan Schifos 来和我们谈谈财务规划技能。欢迎你，Tristan。

[00:17] Thanks for inviting me in. It's nice to be here.
  谢谢邀请我来。很高兴来到这里。

[00:20] Yes, so tell us a bit about what you do at your work.
  是的，那么请给我们讲讲你在工作中都做些什么。

[00:24] So we're financial advisors, but we probably do a slightly different version of advice.
  我们是财务顾问，但我们提供的建议可能略有不同。

[00:28] We've since the beginning of our business in February 2018 intended to be 50% financial advisors and 50% life coaches.
  自2018年2月公司成立以来，我们就计划成为50%的财务顾问和50%的生活教练。

[00:34] So we bring those two similar but different skill sets together, and we've created a hybrid form of consultation which doesn't just focus on someone's financial life.
  所以我们将这两种相似但不同的技能结合起来，创造了一种混合式的咨询形式，它不仅仅关注一个人的财务生活。

[00:44] It takes a first look at their whole life, and I mean relationships, career, health, finances, all the bits in between, and then build a life plan which then is followed by a wealth plan in order to execute the strategy and to achieve.
  它首先审视他们的整个生活，我的意思是人际关系、事业、健康、财务，以及介于两者之间的所有方面，然后制定一个生活计划，接着是一个财富计划，以执行战略并实现目标。

[01:02] the goals
  目标

[01:04] that's very interesting that's what i
  这很有趣，这就是我

[01:06] how i usually start my students to think
  我通常如何开始让我的学生思考

[01:09] a bit broader not just about money so
  更广泛一些，不仅仅是关于金钱，所以

[01:12] that's exactly what you do and
  这正是你所做的，而且

[01:14] that's very good and
  这非常好，而且

[01:16] what inspires you to do it this way
  是什么激励你这样做的？

[01:19] yeah it's a great question it always
  是的，这是一个很好的问题，它总是

[01:20] starts with a story i'm a big believer
  以一个故事开始，我坚信

[01:22] that anyone that gets into this industry
  任何进入这个行业的人

[01:23] and succeeds and stays with it is only
  并且成功并坚持下来，仅仅是因为

[01:27] because they have their own personal
  他们有自己的个人

[01:28] story of
  故事

[01:29] what they were looking for what they
  他们在寻找什么，他们

[01:31] received and then what they're wanting
  收到了什么，然后他们想要

[01:32] to give so i grew up in a
  付出，所以我成长在一个

[01:35] loving family with not much financial
  充满爱的家庭，但没有多少财务

[01:37] acumen i wasn't given much guidance at
  敏锐度，我几乎没有得到任何指导

[01:40] all what i was given was
  我得到的是

[01:42] a generous example especially from my
  一个慷慨的榜样，尤其是来自我的

[01:44] mum she's one of those people who just
  妈妈，她是那种总是付出的人

[01:46] give and give and give financially with
  付出，付出，付出，在金钱上，用

[01:47] her time with everything that she has
  她的时间，用她拥有的一切

[01:49] and i was a great recipient of that i've
  我得到了很多，我

[01:51] been very generously given to and in
  得到了非常慷慨的给予，并且在

[01:53] seeing that example i was also quite
  看到那个榜样后，我也相当

[01:54] generous so i gave a large portion of my
  慷慨，所以我把我很大一部分的

[01:56] money to causes i felt passionate about
  钱捐给了我热衷的事业

[01:58] but then in my university studies i went
  但后来在我的大学学习期间，我去了

[02:00] abroad and came back it was a great year
  国外，然后回来了，那是一段很棒的时光

[02:02] of study.
  学习的。

[02:04] in my third year and when I came back I came back with a thousand dollars of debt.
  在我大三那年，当我回来时，我背负了一千美元的债务。

[02:08] and for the first time in my life I went from positive to negative.
  我一生中第一次从盈余变为赤字。

[02:10] and then three and a half years later I still was carrying debt.
  然后三年半后，我仍然背负着债务。

[02:14] only two and a half thousand on my credit card but it just never left.
  信用卡上只有两千五百美元，但它从未消失。

[02:17] I never had been sat down by someone to be talked to about how to manage debt.
  我从未被任何人坐下来谈论过如何管理债务。

[02:20] I thought I was smart enough to manage it myself but obviously I wasn't.
  我以为我足够聪明可以自己管理，但显然我不是。

[02:26] and without the right foundation the education the support and accountability I was flailing.
  没有正确的根基、教育、支持和问责制，我举步维艰。

[02:30] I wasn't building wealth.
  我没有积累财富。

[02:32] I was still giving a lot of my money but not in a wise way.
  我仍然花了很多钱，但不是明智的方式。

[02:33] I wasn't mindful of growing wealth for the purposes and passions I only had I had myself.
  我没有意识到为我拥有的目标和热情积累财富，我只有我自己。

[02:39] and um and then I met my wife.
  然后我遇到了我的妻子。

[02:42] and obviously I got challenged with new possibilities and new responsibilities.
  显然，我面临着新的可能性和新的责任。

[02:46] and that's when I actually changed careers to becoming a financial advisor.
  那时我才真正转行成为一名财务顾问。

[02:51] to be honest I didn't really know what it was when I shifted.
  说实话，当我转行时，我并不知道那是什么。

[02:54] but I knew it was a chance to work with individuals and to help them live their best lives which I knew already I wanted to do.
  但我知道这是一个与个人合作并帮助他们过上最好的生活的机会，而这正是我一直想做的。

[03:00] the financial acumen the skill sets um
  财务敏锐度、技能组合等等

[03:04] they came in my training year and i realized what i was learning was not how to help people it was actually how to help myself.
  在我培训的那一年，他们来了，我意识到我所学的不是如何帮助别人，而是如何帮助自己。

[03:10] and it took me a while to catch that but i was very privileged to have a whole year training experience not like at uni.
  我花了一段时间才意识到这一点，但我很幸运能有为期一年的培训经历，这不像在大学里。

[03:16] it was actually very much on the job.
  实际上，这很大程度上是在工作中进行的。

[03:19] there was a three month academy experience where we pretty much got grilled and challenged on financial details but also on what's our life purpose our passion our 10-year life plan our business plan all the soft things that you rarely get challenged to create but is so useful if you can.
  有为期三个月的学院经历，我们几乎被严厉质询和挑战财务细节，但也关于我们的生活目标、热情、十年人生规划、商业计划，所有那些你很少被挑战去创造但如果你能做到就非常有用的软性东西。

[03:31] and then the next nine months i was responsible for starting my own business from scratch from beginning to end from prospecting right through to creating an advice document right through to implementing it for the client.
  然后接下来的九个月，我负责从零开始创办自己的企业，从头到尾，从寻找潜在客户到创建咨询文件，再到为客户实施。

[03:43] we have to do everything it was very overwhelming it drained a lot of my time.
  我们必须做所有事情，这非常令人不知所措，耗费了我大量时间。

[03:46] my wife was very upset with me for that year because she rarely saw me wish i did that a little bit better but what i learned from that was.
  我妻子那一年对我非常生气，因为她很少见到我，我希望我能做得更好一点，但从中学到的东西是。

[03:54] firstly this has changed my life it's really made me a better person more capable of caring for my family but it's also given me a taste of a skill set i can.
  首先，这改变了我的生活，它真的让我成为一个更好的人，更有能力照顾我的家人，但它也让我尝到了我所能掌握的一套技能。

[04:05] offer to people and that was the i guess the entry into realizing i've got something to offer and if i can help solve even just simple problems for people around their budgeting around you know wanting to get a home that they don't feel they can possibly get such a big daunting task for a lot of people is the idea of getting a home or even as simple as not being able to talk properly in their marriage or in their relationship about finances you know it's often a topic a lot of contention um if i can help people in those areas then what it does is it opens up a whole new layer of trust where they're ready and willing to receive more than just some practical tips they're ready for in my belief they're ready for seeing an example of a different way to live which helps take them to the next level and they're ultimately ready to be coached and guided to living their best life which is what we're really all about excellent
  提供给人们，这就是我猜想的切入点，意识到我有一些东西可以提供，如果我能帮助人们解决即使是简单的预算问题，你知道，想要买房但又觉得不可能实现，这对很多人来说是一个艰巨的任务，那就是买房的想法，或者甚至像在婚姻或关系中无法好好谈论财务问题一样简单，你知道，这常常是一个引起很多争议的话题，嗯，如果我能在这些方面帮助人们，那么它就会打开一个全新的信任层面，他们愿意接受的不仅仅是一些实用的技巧，他们已经准备好，我相信，他们已经准备好看到一种不同的生活方式的榜样，这有助于将他们提升到下一个层次，他们最终准备好接受指导和引导，过上最好的生活，这正是我们所追求的，太棒了。

[04:57] so what does success means to you in this in financial medicine advisors
  那么，在财务医学顾问这个领域，成功对你意味着什么？

[05:04] yeah that's a challenging question
  是的，这是一个具有挑战性的问题。

[05:05] Success isn't a term I think about too much to be honest.
  成功不是一个我经常考虑的词，老实说。

[05:08] I think a lot about what fulfillment would look like.
  我经常思考什么才是充实的生活。

[05:13] Which is a slightly different term.
  这是一个稍微不同的说法。

[05:15] But if I had to answer, what does success look like to me?
  但如果我必须回答，对我来说，成功是什么样的？

[05:20] It would be a business which achieves what I wanted to achieve for my family, for my community, and for the world.
  那将是一个能够实现我为我的家庭、我的社区以及我的世界所追求的目标的企业。

[05:29] And for my family, I really want to build a business that enables me to be integrated and involved and well connected with my wife and my kids.
  对于我的家庭，我真心想建立一个能让我与我的妻子和孩子们紧密联系、积极参与并保持良好关系的事业。

[05:38] We've only got one little one at the moment, she's 12 months old and she's adorable.
  我们目前只有一个小宝贝，她12个月大，非常可爱。

[05:41] But we plan to have more, and I would love to be a teacher, a homeschooler for my kids, right, at least in primary school.
  但我们计划要更多孩子，我希望能成为我孩子们的老师，在家上学的老师，至少在小学阶段是这样。

[05:49] And I would like to build the business such that it enables me, empowers me to do that financially and timelines.
  我想建立这样的企业，让我在经济上和时间上都能做到这一点，赋予我这样的能力。

[05:55] I'd also like to know that I'm impacting my community directly.
  我也希望知道我正在直接影响我的社区。

[05:56] And that is both through the one-to-one interactions with our clients, helping them live better lives, helping them have more flexible, fulfilling lives.
  这既是通过与客户的一对一互动，帮助他们过上更好的生活，帮助他们拥有更灵活、更充实的生活。

[06:05] But also being an active part in
  但也积极参与其中

[06:07] employing members of our community and overall increasing I guess the education of finance around our community and then finally I do hope to leave a legacy.
  雇佣我们社区的成员，并总体上提高我们社区的金融教育水平，最后我希望留下遗产。

[06:13] So success would look like creating a system and a whole bunch of tools which are more user-friendly, more accessible, um really empowering so that anyone around the world whether they met me or not, whether they pay us or not can utilize these tools to do better with their finances and to live a better life.
  所以，成功将是创建一个系统和一整套工具，这些工具更加用户友好，更加易于访问，真正赋能，以便世界上任何一个人，无论他们是否见过我，无论他们是否付钱给我们，都可以利用这些工具来改善他们的财务状况，过上更好的生活。

[06:35] That's awesome. Um, that's why you're here I suppose.
  太棒了。嗯，我想这就是你来的原因。

[06:37] Yes, that's right. And tell us, what do you see in clients? What are the common mistakes or misconceptions that they have?
  是的，没错。请告诉我们，你在客户身上看到了什么？他们有哪些常见的错误或误解？

[06:48] Yeah, there's many mistakes, but it's not the right way to think about it.
  是的，有很多错误，但这不是思考它的正确方式。

[06:51] I think most people don't know what they want.
  我认为大多数人不知道自己想要什么。

[06:56] And a mistake requires a benchmark, you know, if you've done something the wrong way, you need to know what the right way is.
  而错误需要一个基准，你知道，如果你做错了某事，你需要知道正确的方法是什么。

[07:02] And without knowing what we really want and being clear on that, it's hard to know what's a mistake.
  而且，如果我们不清楚自己真正想要什么，就很难知道什么是错误。

[07:05] You might take a
  你可能会采取一个

[07:08] course of action you might even lose money but it might not be the wrong thing
  行动方案你甚至可能会赔钱，但这可能不是错误的事情

[07:12] if you're aiming for a certain goal so i would say the greatest misconception is that it's black and white that there's a clear this is the right thing and this is the wrong thing
  如果你有一个特定的目标，那么我会说最大的误解是事情非黑即白，有明确的对与错

[07:23] we all know that our lives are different and complex but i think deep down in our hearts both men and women feel a lot of pressure to meet certain expectations from family community meet their own personal expectations to feel significant to feel like they're doing something or providing and these internal expectations tend to become the yardstick by which we measure our activity
  我们都知道我们的生活是不同且复杂的，但我认为在内心深处，男人和女人都感到很大的压力，需要满足来自家庭、社区的某些期望，满足他们自己个人的期望，感到自己很重要，感到自己在做一些事情或有所贡献，而这些内在的期望往往成为我们衡量自己活动的标尺

[07:46] but sadly we're not aware of what those expectations are they're very subconscious and so many people many of the clients that we see when they come in they they tell us what they feel is not working or what they're frustrated about but they're not really sure exactly what they actually want or how to get there
  但可悲的是，我们并没有意识到那些期望是什么，它们非常潜意识，所以很多人，我们看到的许多客户，当他们来找我们时，他们会告诉我们他们觉得什么行不通，或者他们对什么感到沮丧，但他们并不真正确定自己到底想要什么，或者如何才能得到

[08:03] so the how to get their part we often say is easy if we can get crystal clear on who you
  所以，关于如何到达那里的部分，我们经常说这很容易，如果我们能清楚地知道你是谁

[08:09] are what makes you tick what your beliefs are and what you really want.
  是什么让你动心，你的信念是什么，你真正想要什么。

[08:12] then we can build a strategy you know if you're not interested to learn the technical side of finance we can do a lot of it for you.
  然后我们可以制定一个策略，你知道，如果你不感兴趣学习金融技术方面的东西，我们可以为你做很多。

[08:17] we will educate you we're gonna we're gonna put the pressure on you to have to come up with some of the answers because they're not as hard as you think.
  我们会教育你，我们会给你压力，让你不得不找出一些答案，因为它们并不像你想象的那么难。

[08:23] but what we're gonna focus on up front and where i think the biggest misconception is is that people think they already know what they need.
  但我们首先要关注的是，我认为最大的误解是，人们认为他们已经知道自己需要什么了。

[08:30] and you can dig layer upon layer it's like that idea of how many times do you need to ask why before you get to the bottom of something.
  你可以一层一层地挖掘，就像那个想法一样，在弄清楚事情的真相之前，你需要问多少次为什么。

[08:35] if you ask why another time there's always going to be more that comes out.
  如果你再问一次为什么，总会有更多东西浮现出来。

[08:38] and we definitely front end our interactions with clients with that process of asking why and discovering who they are and what really makes them tick.
  我们肯定会在与客户的互动中，通过问为什么以及发现他们是谁以及是什么让他们真正动心的过程来开始。

[08:48] to an extent that most clients wouldn't be comfortable with in in most environments and wouldn't be expecting.
  在大多数客户在大多数环境中都会感到不舒服并且不会预料到的程度上。

[08:52] so they come to us thinking they're going to get a solution.
  所以他们来找我们，认为他们会得到一个解决方案。

[08:55] they're open-minded to probably getting guided on a path that doesn't feel comfortable for them but most of them after a few sessions are really surprised.
  他们思想开放，可能会被引导到一个让他们感到不舒服的道路上，但大多数人在几次会谈后都会感到非常惊讶。

[09:04] like well i was not expecting to go on that road and i'm glad that i did because you know what i can see.
  就像，嗯，我没想到会走上那条路，但我很高兴我走了，因为你知道我能看到什么。

[09:10] things way clearer and as a result I feel so much more confident.
  事情变得清晰多了，因此我感到更加自信。

[09:13] and I still haven't got my goal but at least I know what I'm going for and I've got a sense of belief that I can do it.
  我还没有达到我的目标，但至少我知道我在追求什么，并且我有信心能够做到。

[09:19] me and my my spouse as a team that's very interesting.
  我和我的配偶作为一个团队，这非常有趣。

[09:24] when he had a jet we talked about personality differences or models that you use in your framework to discuss with clients.
  当他有了喷气机时，我们谈论了您在框架中用于与客户讨论的个性差异或模型。

[09:32] can you talk a little bit more about that.
  您能多谈谈那方面吗？

[09:36] yeah so this is quite cutting edge stuff as far as we're aware.
  是的，据我们所知，这是相当前沿的东西。

[09:40] we don't know of any other practices that integrate personality the way that we do.
  据我们所知，没有其他实践像我们这样整合个性。

[09:45] which is frustrating because I I want to I want to connect with and collaborate with as many people as possible on this.
  这令人沮丧，因为我想与尽可能多的人就此建立联系和合作。

[09:49] but my business partner and I are very passionate about the topic of personality.
  但我的商业伙伴和我对个性这个话题充满热情。

[09:52] it's another frustration point for our spouses who have to put up with the conversation all the time.
  这对我们的配偶来说是另一个令人沮丧的点，他们不得不一直忍受这个话题。

[09:59] but we've both found it to be so useful for understanding our own preferences and biases.
  但我们都发现它对于理解我们自己的偏好和偏见非常有帮助。

[10:04] in the last six months in particular we've moved from personality being a passion on the side that we'll sort of chat about behind the
  尤其是在过去的六个月里，我们已经从将个性视为一种业余爱好，我们会在背后闲聊，

[10:11] scenes comparing our view of certain clients and just getting a better understanding of how personality works.
  场景比较我们对某些客户的看法，并更好地理解个性是如何运作的。

[10:16] to now a point where we've begun integrating it into the process.
  到现在我们已经开始将其整合到流程中。

[10:21] so we're actually at a point where i think quite soon we're going to have all of our clients who want to work with us.
  所以我们实际上已经到了一个我认为很快我们所有的客户都将与我们合作的地步。

[10:27] we'll have to go through a personality typing process which we'll provide for them.
  我们将不得不经历一个我们将为他们提供的个性类型测试过程。

[10:30] we've been doing individual personality typing for clients and friends for about six months now.
  我们现在已经为客户和朋友进行了大约六个月的个人性格类型测试。

[10:36] but we're probably about to make that mainstream.
  但我们可能很快就会将其主流化。

[10:38] because we're finding that the the outcomes the the points that we come to conclude after the personality process from our point of view give us so much more of an understanding of how to work with them.
  因为我们发现，从我们的角度来看，在性格测试过程之后，我们得出的结果和结论，让我们对如何与他们合作有了更深入的了解。

[10:51] and what types of strategies or approaches are going to best work.
  以及哪种策略或方法最有效。

[10:53] but then more importantly because we're all about empowerment as i said before.
  但更重要的是，因为正如我之前所说，我们一切都以赋权为中心。

[10:57] we we don't want to just solve someone's problem.
  我们不想仅仅解决某人的问题。

[10:59] we want to help them get clear on what they need and then help them to work out how to do it.
  我们希望帮助他们弄清楚他们需要什么，然后帮助他们弄清楚如何去做。

[11:03] i don't want to be you know the the parent who keeps their child as a five-year-old for the rest of their life and babies them.
  我不想成为，你知道的，那个让孩子一生都像五岁一样被溺爱的父母。

[11:08] i want to really see our
  我真的想看到我们的

[11:12] clients grow to become mature fully fledged financial managers of their future.
  客户成长为成熟的、羽翼丰满的未来财务管理者。

[11:16] and to do that we need to empower them to see what makes them tick and for them to know what strategies will work.
  要做到这一点，我们需要赋能他们，让他们了解是什么驱动着他们，并让他们知道哪些策略会奏效。

[11:22] because budgeting is a great example.
  因为预算是一个很好的例子。

[11:24] there's so many ways to build a budget and most people hate the whole experience.
  有很多种方法来制定预算，而大多数人讨厌整个过程。

[11:28] there's a very select few people who just love it and they'll sit on their spreadsheet four hours a night i include it.
  有极少数人非常喜欢它，他们会花四个小时在电子表格上，我包括在内。

[11:34] i'm glad we got someone in the room i'm probably in that category too but don't tell anyone.
  我很高兴我们这里有人，我可能也属于那一类，但不要告诉任何人。

[11:40] but for the majority and even those there's some ways that will work very well and some ways it just won't work.
  但对于大多数人，甚至那些人来说，有些方法会非常有效，有些方法则根本无效。

[11:46] and we have to be able to flex and adjust and as an advisor you can't be responsible for coming up with every detail of what's going to work for a client at the end of the day.
  我们必须能够灵活调整，作为一名顾问，你不能负责为客户制定出最终有效的每一个细节。

[11:54] i i'd like to come back to you are the ceo of your world and you can outsource you know a board of director role to me or a cfo or a consultant external consultant depending on how close our relationship is.
  我我想回到你身上，你是你世界的首席执行官，你可以将董事会成员的角色外包给我，或者首席财务官，或者外部顾问，这取决于我们关系的亲密程度。

[12:05] but you're still the boss and you're still responsible yes.
  但你仍然是老板，你仍然负有责任，是的。

[12:09] the vision has to be true and authentic otherwise it doesn't nothing works right.
  愿景必须真实且真诚，否则一切都无法正常运作。

[12:14] Yeah, that's right.
  是的，没错。

[12:16] And one last question.
  还有一个问题。

[12:19] What can you tell us students what they need to learn?
  你们能告诉我们学生需要学习什么吗？

[12:23] What are the main skills that they should add to technical knowledge to do well in this field?
  他们应该在技术知识之外增加哪些主要技能才能在这个领域做得好？

[12:32] There's many.
  有很多。

[12:32] The way that I approach this industry is broader than most, I'll acknowledge that.
  我进入这个行业的方式比大多数人都更广泛，我承认这一点。

[12:37] I would like to hope that what we do is an example of what can be possible.
  我希望我们所做的事情能成为可能性的典范。

[12:40] And I would also like to hope that a lot of students in your course are listening to this and going, 'Hey, that's the sort of advisor I want to be, not just a specialist in one specific area.
  我也希望你们课程中的许多学生正在听这段话，并且想‘嘿，我想成为这样的顾问，而不仅仅是一个特定领域的专家。’

[12:51] It's a great thing to be, but a generalist and a specialist who's so effective at the generalist that they can be the most impactful personality to change someone's life.
  成为一名通才并在此基础上成为一名专家，并且如此有效地成为一名通才，以至于他们可以成为改变他人生命中最具影响力的人物，这是一件很棒的事情。

[13:01] You know, perhaps in the whole of the 30s of one of our clients, I would love to know that we could be that pivotal like impact or catalyst that sends their life from whatever trajectory was on to a
  你知道，也许在我们一位客户的整个30年里，我希望知道我们可以成为那种关键的影响或催化剂，将他们的生活从任何既定的轨迹引向一个

[13:15] whole new trajectory and i believe that advisors get that ability more than almost any other skill set i guess.
  全新的轨迹，我相信顾问比几乎任何其他技能都更能获得这种能力。

[13:21] doctors also have a deep trust with their clients but they get four minutes to have their chat.
  医生也与客户建立了深厚的信任，但他们只有四分钟的谈话时间。

[13:24] psychologists definitely get a lot of depth with their clients but it's only certain context.
  心理学家肯定与客户有很深的交流，但这只在特定情况下。

[13:28] you really have to chat and there's so much to cover i think you get bogged down in a lot of the past and that sort of thing.
  你真的需要聊天，而且有很多事情要谈，我认为你会陷入很多过去的事情和类似的事情中。

[13:35] it's hard to be able to be pragmatic and future focused as a psychologist whereas a financial advisor i think unrivaled it sits in the gap between the two.
  作为一名心理学家，很难做到务实和着眼未来，而我认为财务顾问无与伦比，它介于两者之间。

[13:43] they're they're both the technical specialists but also the generalist that really is like a life coach and a specialist together.
  他们既是技术专家，也是通才，就像生活教练和专家一样。

[13:49] and so what soft skills i would say from my point of view the main things are authenticity you know you mentioned it before and that begins with going on your own journey.
  所以，从我的角度来看，软技能主要是真实性，你知道你之前提到过，这始于走自己的路。

[13:59] what i have to offer is limited by what i've already been through i can learn from reading and experiencing and i can relay that to a client but it's always going to have a limited impact.
  我能提供的东西受限于我所经历过的，我可以从阅读和体验中学习，并将其传达给客户，但这总会产生有限的影响。

[14:08] whereas when i live something out and i share from my experience and i open up my wallet and i show them what i do when i open up my bank accounts and i show them.
  而当我亲身经历并分享我的经验时，我打开我的钱包向他们展示我所做的，当我打开我的银行账户向他们展示时。

[14:16] what i do which i do with my clients not to show off it's not all pretty you know.
  我与客户所做的事情并非为了炫耀，并非一切都那么完美，你知道的。

[14:19] some parts are great some parts are average but i'm transparent with my clients and i say this is the journey i'm on.
  有些部分很棒，有些部分一般，但我对我的客户是坦诚的，我说这是我正在走的旅程。

[14:24] this is how i've learned to do it i want to inspire you it's possible for you to then you have a human connection with your clients and it's not just you know like being a replaceable robot.
  这就是我学会如何做的，我想激励你，你也可以做到，这样你就能与你的客户建立人际联系，而不仅仅是你知道的，像一个可替代的机器人。

[14:33] sadly a lot of advisors believe that our industry will be replaced because all they have is a technical skill set.
  可悲的是，许多顾问认为我们的行业将被取代，因为他们所拥有的只是一套技术技能。

[14:39] no what what clients want is a human they want a relationship that's going to change their life.
  不，客户想要的是人，他们想要一段能改变他们生活的关系。

[14:43] so what are the skills that make relationships thrive it's learning how to do intimacy well is being aware of your emotions yeah what makes them tick and how to connect with others is having empathy along with that.
  那么，什么技能能让关系蓬勃发展呢？就是学会如何很好地处理亲密关系，了解你的情绪，是的，是什么让他们兴奋，以及如何与他人建立联系，就是拥有同理心。

[14:54] it's about obviously being well time managed and and being effective in your communication um but on top of that i would say um the the main thing is interacting with people and learning how to how to take them to the next level on a personal level.
  显然，这关乎良好的时间管理和有效的沟通，嗯，但除此之外，我想说，嗯，最主要的是与人互动，并学习如何在个人层面上将他们提升到新的水平。

[15:09] and if if you're wanting to be an advisor and you don't know where to practice because you know it's hard to have that sort of opportunity where someone trusts you that much i would start with people in your world.
  如果你想成为一名顾问，但不知道在哪里练习，因为你知道很难获得那种别人如此信任你的机会，我会从你身边的人开始。

[15:18] you know even just your friends as a peer you're not you're not coaching someone but you can ask yourself what influence do i have my friends to at what part of my life do i probably have something to offer you know you might be really great at health because you're passionate about health and maybe one of your friends is struggling you know how do i act as a role model and an influencer to them and if you can start thinking about those contexts as a place to grow and learn then what you've done is you've gone from segregating your work life and your personal life to them being you know what i'm an advisor i'm a coach i'm an inspirer no matter what context i'm in i'm the same person i've got that on authenticity and so you'll always bring more impact wherever you go it's a scary and challenging road but i i believe it is the road to fulfillment and i think it's the best way to do advice next time it's very inspiring to hear someone that has a very comprehensive life approach and best of luck with uh creating so many more loving and
  你知道，即使只是你的朋友，作为同伴，你不是在指导别人，但你可以问自己，我对我的朋友有什么影响？在我生活的哪个部分我可能有所贡献？你知道，你可能非常擅长健康，因为你对健康充满热情，也许你的一个朋友正在挣扎，你知道我如何成为他们的榜样和影响者？如果你能开始将这些情境视为成长和学习的地方，那么你就已经从区分你的工作生活和个人生活，转变为你知道，我是一名顾问，我是一名教练，我是一名激励者，无论我在什么情境下，我都是同一个人，我拥有那种真实性，所以无论你走到哪里，你都会带来更大的影响力。这是一条可怕且充满挑战的道路，但我相信这是通往充实之路，我认为这是提供建议的最佳方式，下次吧。听到一个人拥有非常全面的生活方式，这非常鼓舞人心，祝你在创造更多充满爱和

[16:21] Financially abled families.
  经济能力强的家庭。

[16:23] Thank you very much.
  非常感谢。

[16:25] Thank you for talking to us.
  感谢您与我们交谈。

[16:25] Great privilege.
  非常荣幸。

[16:45] Sally.
  萨莉。

[16:46] Peter.
  彼得。

[16:46] So great to meet you in the flesh.
  很高兴能与您本人见面。

[16:48] Thanks for making in today.
  感谢您今天到来。

[16:50] Have you been today?
  今天过得怎么样？

[16:51] Oh yeah, I mean pretty good, yeah.
  哦，是的，我的意思是，挺好的，是的。

[16:53] We're excited to hear all about what you do.
  我们很期待听到您所做的一切。

[16:55] Oh, great.
  哦，太好了。

[16:55] Look, not everyone's excited.
  看，不是每个人都感到兴奋。

[16:57] It's glad to hear that.
  很高兴听到这个。

[16:57] Um, and how about yourself, Peter?
  嗯，彼得，你呢？

[16:59] Yeah, yes.
  是的，是的。

[16:59] I'm really interested to see what comes out of this.
  我真的很想看看这会产生什么结果。

[17:02] Yeah, okay.
  是的，好的。

[17:02] Well, look, I know that you, um, Peter was your friend, actually.
  嗯，看，我知道你，嗯，彼得实际上是你的朋友。

[17:07] Um, Alfred who referred you.
  嗯，阿尔弗雷德推荐了你。

[17:09] So I'm glad that he was able to share a few things about what we did.
  所以我很高兴他能分享一些关于我们所做的事情。

[17:14] My hope today is to let you know a bit about how we operate.
  我今天的希望是让您了解我们的一些运作方式。

[17:16] But most importantly, this is your time today.
  但最重要的是，今天这是您宝贵的时间。

[17:18] We want to go a little bit deeper, I guess, than our
  我想我们想比我们更深入一点

[17:22] previous conversation into your current situation we're going to be looking at your current income situation your assets and investments.
  将之前的对话融入您目前的状况，我们将审视您目前的收入状况、您的资产和投资。

[17:30] we'll do a bit on the budget as well um not the most um enjoyable of all topics but i i got a sense from you know the pre-work that you did that that's probably an area of stress and i'd love to help bring some clarity for that today.
  我们也会稍微谈谈预算，嗯，这不是最令人愉快的话题，但我从您做的预备工作中感觉到，这可能是一个压力很大的领域，我很想在今天帮助您理清一些思路。

[17:41] um it's an amazing thing to get clarity you know clarity tends to lead to confidence and i would love to know that you guys could walk out of today feeling more confident about your financial situation.
  嗯，获得清晰的思路是一件很棒的事情，您知道，清晰的思路往往会带来信心，我希望您今天离开时能对自己的财务状况感到更加自信。

[17:50] and as well as that uh if at any point throughout this conversation you've got questions i really want you just pose them to me.
  同样，如果在整个对话过程中您有任何问题，我真的希望您直接提问。

[17:55] you know some people are quite willing to dive in and ask questions and other people are probably more i guess agreeable and wouldn't feel comfortable but if there's something that matters to you i really want to say this is your time so pose it to me.
  您知道，有些人很乐意深入提问，而有些人可能更随和，不太愿意提问，但如果有什么对您很重要，我真的想说这是您的时间，所以请提问。

[18:05] if i can answer it on the spot i will if i can't because you know we need to do more research or there's some limits to what advice we can offer um we'll we'll let you know but we'll definitely help you how we can is that fair enough that sounds really good cool yeah great so i've got a bit of an agenda today but it's also quite
  如果我能当场回答，我会回答；如果我不能，因为您知道我们需要做更多研究，或者我们提供的建议有限，嗯，我们会告诉您，但我们一定会尽力帮助您，这样可以吗？听起来很不错，太好了，是的，很棒，我今天有一个议程，但它也很...

[18:24] Flexible, so I'll be taking some notes as we go.
  灵活，所以我们会边走边做笔记。

[18:28] Um, so just so you know, if I'm doing this, it's probably just so I can capture things both for posterity's sake.
  嗯，所以只是让你知道，如果我这样做，那可能只是为了记录事情，既为了留存，

[18:31] But any of our records you're able to access as well.
  也为了我们你能访问的任何记录。

[18:32] So if after this meeting, if you wanted to double check things, you're always welcome to ask and we can send you a record of our meeting.
  所以如果会议结束后，你想仔细核对事情，随时都可以提问，我们可以给你发送会议记录。

[18:39] The first thing I want to start with is just really get a sense of what will make this meeting as valuable as possible for you.
  我想开始说的第一件事是，真正了解什么能让这次会议对你来说尽可能有价值。

[18:44] So whichever you want to start, what's, what's probably the main thing you want to get out of today?
  所以你想从哪个开始，你今天最想得到的是什么？

[18:51] Well, I think I related to what you said about clarity because we've, you know, had some kind of major changes in the past year.
  嗯，我想我与你说的关于清晰度有关，因为你知道，在过去一年里我们经历了一些重大的变化。

[18:58] We've recently bought our first house and we're, you know, we have some ideas for the future.
  我们最近买了第一套房子，你知道，我们对未来有一些想法。

[19:06] But readjusting our budgets to, I guess, reflect, you know, the new mortgage situation has been, um, yeah, like a bit of a, bit of a blind side.
  但调整我们的预算，我想，反映出，你知道，新的抵押贷款状况，嗯，是的，有点出乎意料。

[19:16] We're still living paycheck to paycheck, which isn't really in line with where certainly I wanted to be at this point.
  我们仍然是月光族，这与我此刻想要达到的目标确实不符。

[19:20] What about you?
  你呢？

[19:22] Yeah, yeah, it's an
  是的，是的，这是

[19:24] adjustment period i think yeah.
  调整期，我想是的。

[19:26] definitely i think yeah we really do we.
  当然，我想是的，我们确实如此。

[19:28] you know we just want to get ahead of um.
  你知道，我们只是想领先于...

[19:31] at all in a way and figure out how we.
  以任何方式，并弄清楚我们如何...

[19:34] can make the situation better okay no i.
  能让情况好转，好的，不，我...

[19:36] hear that um it was.
  听到那个，嗯，那是...

[19:38] march this year that you purchased the.
  今年三月你买了...

[19:39] property is that right it was yes yeah.
  房产，是吗？是的，是的。

[19:41] cool how is it how do you find the home.
  太棒了，怎么样？你觉得这个家怎么样？

[19:43] yeah it's nice living in your own home.
  是的，住在自己的家里感觉很好。

[19:45] it's really good to have your own four.
  拥有自己的四面墙和一个屋顶真的很好。

[19:47] walls and a roof yeah so we're pro.
  是的，所以我们支持。

[19:49] we like that but yeah the the budget.
  我们喜欢那样，但是的，预算...

[19:51] situation has you know changed quite.
  情况你知道，已经发生了很大的变化。

[19:53] drastically so that's that's interesting.
  剧烈，所以这很有趣。

[19:56] yeah okay look i'm hearing quite.
  是的，好的，听着，我听到...

[19:58] consistently between the two of you.
  你们两人之间一直...

[19:59] there's a fair amount of stress when it.
  在预算方面有相当大的压力。

[20:00] comes to the budget.
  关于预算。

[20:02] um.
  嗯。

[20:03] can you talk to me what's going on there.
  你能跟我谈谈那里发生了什么吗？

[20:05] like how much uh focus have you been.
  比如在过去的几个月里，你有多么...

[20:07] putting on this in the past few months.
  关注这件事。

[20:08] since you moved into the house.
  自从你搬进房子以来。

[20:10] i mean it's something that i've talked.
  我的意思是，我谈论过这件事...

[20:11] about um quite a bit with i have quite a.
  很多，我和我...

[20:14] good relationship with um some mentors.
  关系很好的导师们谈过...

[20:17] at work who've been you know trying to i.
  在工作中，他们你知道，一直在试图...

[20:19] guess like guide me.
  我猜是指导我。

[20:21] in this but.
  在这方面，但是...

[20:23] i really just felt like you know i.
  我真的觉得，你知道，我...

[20:25] needed to

[20:26] have like more of a focus rather than

[20:28] just like an informal conversation over

[20:29] coffee you know like kind of consult

[20:31] with somebody who can really give me i

[20:34] guess the best guidance when it comes to

[20:35] budgeting

[20:36] okay about you yeah i guess that's why

[20:38] my mate alfred um suggested this service

[20:40] because it really you know sounded like

[20:42] um what we need at this point in our

[20:44] life

[20:46] i'm glad you're here look we'll

[20:47] definitely focus today i think primarily

[20:49] on that there's a lot of other areas i

[20:50] want to touch on as well um but it

[20:53] sounds like if we could bring more

[20:54] clarity to your budgeting and hopefully

[20:56] come up with an amount of money that you

[20:58] could theoretically save

[20:59] and then find a way to do it that will

[21:00] make this time valuable is that fair

[21:03] absolutely okay cool well just really

[21:04] quickly before we dive in i want to show

[21:06] you how we work

[21:07] so this is a simple visual model of what

[21:10] we do

[21:11] and we'll walk through most of this

[21:12] today as you can see in the first stage

[21:14] step one getting to peace of mind

[21:16] there's like that that flame and the

[21:17] smog and sometimes you got you know

[21:19] fires in your life um what's going on in

[21:22] the budgeting situation i don't know

[21:23] what's causing the issue just yet we'll

[21:25] dig into that but there's got to be

[21:26] something that's causing the fire um but

[21:29] that's not the only issue the smoke is

[21:31] often where the frustration comes not

[21:32] being able to see what's going on

[21:34] feeling like you're not getting ahead

[21:35] and not knowing how much you can save is

[21:37] also another frustration especially like

[21:39] you know i've seen from your numbers

[21:40] that you're putting a lot of time at

[21:41] work and you're both earning good income

[21:43] so you would probably hope and expect

[21:45] that you can be moving ahead right

[21:47] and it's very frustrating to not feel

[21:48] like you are so that smoke typically

[21:50] makes it very hard to plan

[21:53] because the step two in the process is

[21:55] to come up with a whole of life plan

[21:57] and what we find with our clients is you

[21:58] can't get there until you clear up the

[22:00] haze so that's again my hope today and

[22:04] maybe we can touch on some of your goals

[22:06] and your plans for the long-term future

[22:08] because once we have a much clearer

[22:10] picture of what matters to you most and

[22:12] where you want to be that's when we can

[22:13] finally get around to this step three

[22:16] in this case it's a cute little yellow

[22:18] porsche

[22:19] but the point is it's a vehicle that

[22:20] gets you there it's your wealth creation

[22:22] strategy and that's the last step it's

[22:24] actually the easiest part a lot of

[22:26] people come to us because we're the

[22:27] financial guy but what we believe is the

[22:29] hardest two steps is step one and step

[22:31] two and we wanna make sure we build that

[22:33] life plan with you before we get down to

[22:35] the details of how we're gonna do it is

[22:38] that is that clear

[22:39] yeah

[22:40] any questions on that before we go in

[22:45] no i mean

[22:46] yeah i'd never really thought about it

[22:47] in terms of a wealth plan but i'd be

[22:50] interested to hear more about that

[22:52] cool we'll definitely make sure we cover

[22:53] that today all right let's get into it

[23:04] [Music]

[23:10] it's great to meet you guys um tristan's

[23:12] my name um it was uh uh sorry it was

[23:16] peter and sally is that right um hey how

[23:18] was it getting in today you managed to

[23:20] find parking out on the street i know it

[23:21] can be a bit challenging parking down

[23:22] there

[23:24] yeah it's all right you know traffic was

[23:27] bad as usual but sydney you know yeah

[23:30] traffic man it's the bane of my

[23:32] existence that's why i live just down

[23:34] the road i kept it really simple

[23:36] really easy um oh good so um yeah life's

[23:39] doing pretty well i imagine things are

[23:41] pretty alright for you guys

[23:43] well we just bought our first home

[23:44] earlier this year um

[23:46] and it's you know like transitioning

[23:49] from renting to a mortgage it's it's

[23:50] been a bit of an adjustment hasn't it

[23:52] yeah i can imagine it's difficult to do

[23:54] that sort of thing for sure uh you know

[23:55] we see a lot of clients that go through

[23:57] that transition and um we we have a lot

[23:59] to help them with because it's such an

[24:01] overwhelming kind of experience you know

[24:03] do you feel the same it's kind of

[24:05] overwhelming experience

[24:07] um yeah yeah i guess so um i mean you

[24:10] know it takes some getting used to the

[24:12] yeah it takes getting used to it yeah

[24:14] yeah yeah definitely yeah okay well good

[24:17] it's good to know a bit of you know how

[24:18] you're feeling in life at the moment so

[24:20] um maybe tell me what what what brings

[24:22] you here today what do you want what

[24:24] kind of what can we do to help

[24:26] um i guess um i guess we're just sort of

[24:28] trying to get ahead of the game i

[24:30] suppose and um we lived sort of paycheck

[24:33] to paycheck um so yeah that's been an

[24:36] adjustment you know especially with um

[24:39] none of our budgets really working the

[24:40] same way as they did when we were

[24:41] renting out in ashfield and now with the

[24:44] new the new place um

[24:46] yeah it's um it's been an adjustment and

[24:48] it's also been

[24:50] yeah just a new territory for us

[24:53] so what was that what you're wanting

[24:54] then like what's the main thing that you

[24:56] want

[24:58] i mean what would you say babe like

[25:00] um i guess i think

[25:02] you know

[25:03] we want a bit more clarity of how um you

[25:06] know all of this is going to play out in

[25:07] the next couple of years so just trying

[25:09] to figure out you know where we're at

[25:11] and um how we how we can get to where we

[25:14] want to be into a more comfortable kind

[25:16] of stage i guess yeah okay all right you

[25:18] feel uncomfortable is that what you're

[25:19] saying

[25:21] not in our current situation it's um

[25:24] it's odd you know because um i mean

[25:27] homeownership it's the dream but

[25:29] yeah it's just been um

[25:31] yeah very very discomforting this past

[25:33] year like that and that too yeah okay

[25:36] yeah

[25:38] all right

[25:39] well um

[25:40] i've got an idea of what we'll do um let

[25:43] me show you something this is um this is

[25:44] how we work this is kind of like our

[25:46] model for doing things so

[25:47] you see here this is like a diagram of

[25:49] what we see a lot of clients go through

[25:52] we want to get you obviously through

[25:54] every step um step one is getting peace

[25:56] of mind step two is designing a life

[25:58] plan and step three is designing a

[25:59] wealth plan and we found that works so

[26:01] well with every client we interact with

[26:03] it's um it's a real killer of a model

[26:07] so that's what we want to help you with

[26:08] today and hopefully beyond today as well

[26:10] you know i'd hope we get the chance to

[26:11] work together that'd be nice

[26:14] um so

[26:15] i guess to start with the first point i

[26:16] want to get a better sense of you know

[26:18] what um

[26:19] what your life is like at the moment in

[26:21] detail you know we talked a bit about

[26:22] the pleasantries just now but we want to

[26:24] go into like the in detail like what's

[26:26] really going on and how you're feeling

[26:27] about it is that okay

[26:29] yeah that sounds good yeah okay all

[26:31] right well then let's dive in

[26:40] [Music]

[26:46] guys thanks for putting so much time and

[26:48] energy into the pre-work for the session

[26:49] i know that it takes quite a while to

[26:51] think through those questions about

[26:53] life purpose and your goals

[26:56] and bits about your belief sets and

[26:58] personality and even your vision for the

[26:59] future we're going to spend a fair

[27:01] amount of time with each of you getting

[27:03] more clear on what they are and if you

[27:04] remember the vision is that we want to

[27:06] build a life plan

[27:08] so that we can build a wealth plan and

[27:10] the life plan is really about you it's

[27:11] not about my ideas or other people's

[27:13] ideas we want to integrate what you know

[27:15] what you're inspired by but i'm most

[27:17] interested in finding out what matters

[27:18] to you guys so um i'll be sort of

[27:20] reading from some of the pre-work you've

[27:22] done and then also so getting your input

[27:24] and building on it and then at the end

[27:25] of today this is your document the one

[27:28] that we've we've started and you've had

[27:29] a look at so you'll be able to run with

[27:31] it and and keep it can i ask do either

[27:33] of you you know once a year or maybe

[27:35] every now and then sit down and plan for

[27:37] the year ahead

[27:38] not really not as much as we should yeah

[27:41] okay

[27:42] look it's it's not a an easy thing to do

[27:46] like

[27:46] like with the budget like with marriage

[27:49] to be honest

[27:50] these are things you don't get taught

[27:52] officially some people had an example

[27:54] from parents

[27:55] i was lucky enough to not have a family

[27:58] example but i had a mentor who forced me

[28:00] to sit down and do it and i didn't do it

[28:03] very well and so he sat down with me and

[28:04] pointed out how it could be done better

[28:06] and then he kept touching me for a few

[28:07] years and every year he'd check in on

[28:09] how it was and i'm so glad that he did

[28:11] that i was when i was 17.

[28:12] so what our encouragement is is not just

[28:14] to make this a one-off experience but to

[28:16] make this the beginning of a new habit

[28:18] you guys can keep and run with the rest

[28:20] of your life because i guarantee you it

[28:21] will change things for you

[28:23] you'll change things the first time and

[28:24] then the second time and then every time

[28:25] you do it thereafter

[28:27] so at the end of today we'll talk about

[28:29] when and how you'll fit that in your

[28:30] calendar but for now i want to get

[28:32] things started so first question was

[28:34] about your life purpose life mission

[28:36] statement

[28:37] who wants to go first and share what you

[28:39] came up with

[28:40] um i think you know we we just want to

[28:43] become a little bit more stable and i

[28:45] don't i don't really want to um you know

[28:47] work as much as i do at the moment so i

[28:49] think you know getting to a point where

[28:51] we can be more comfortable with um what

[28:54] we have and um

[28:55] um

[28:56] yeah just you know not have this intense

[28:58] focus on work um and you know have the

[29:01] finances to do that i think that would

[29:02] be good okay

[29:04] so

[29:05] you want to get rid of a bit of the

[29:06] stress and not feel you're having to

[29:08] spend as much time as a work um great

[29:10] sally so um what is what is your life

[29:12] purpose

[29:14] well i mean that's a big question um

[29:18] i mean we'd love to be able to like live

[29:20] a bit more comfortably in the

[29:23] medium to long term but i think you know

[29:26] something that i've really

[29:28] that has really kind of gotten to the

[29:30] core of what i want our life to look

[29:32] like is

[29:33] you know i see i see pete's parents

[29:36] and

[29:37] they were able to retire at 60 and

[29:40] just getting to see

[29:42] you know they get to they get to travel

[29:44] so much they're really involved in the

[29:46] community they get to you know pete's

[29:49] mom is um you know she is

[29:51] leading like this pottery workshop that

[29:54] i just think is like a beautiful kind of

[29:56] creative passion and they get to really

[29:58] enjoy their grandkids as well you know

[30:00] our nieces and nephews and

[30:02] i know i want that for us but our

[30:04] situation seems so different to theirs

[30:07] that you know it can kind of seem like a

[30:08] pipe dream but i guess you're here to

[30:10] tell me whether it can be

[30:12] well no i'm not so i i'm really glad

[30:14] that you're willing to share that um

[30:16] what i'm most interested in today is

[30:18] what you want and what do you see the

[30:20] reality of the finances and all the

[30:23] stuff between now and then we don't know

[30:25] none of the three of us know you know i

[30:26] would hope that you guys have a

[30:28] confidence that it's doable but i've

[30:30] come to the conclusion that the best way

[30:33] we can get there or to maximize our

[30:34] probability of getting there is to at

[30:36] least explore it and see what it would

[30:38] look like

[30:39] because there's stuff in each of our

[30:40] hearts which we desire and in my own

[30:43] experience i have held back from really

[30:46] pursuing my dreams and desires because

[30:48] probably the fear of failure

[30:50] i failed my first subject in university

[30:52] in my first year and prior to that i

[30:55] feared failure like nothing else it was

[30:58] actually one of the best things that

[30:58] ever happened to me because i had to

[31:00] confront why why did it happen and what

[31:02] does that mean about me am i really the

[31:05] miserable failure that that that test

[31:07] represented to me and obviously not

[31:09] since then i've really started to shift

[31:11] my perspective and i've challenged any

[31:12] time i've had that fear of can i achieve

[31:14] my dreams i'm like well why not give it

[31:15] a crack

[31:16] so i'm interested you know you talked

[31:18] about this image of um pete's

[31:20] grandparents parents parents um

[31:23] and it's more creative life

[31:25] um what what's important to you about

[31:27] that picture why does that resonate for

[31:28] you

[31:29] i mean

[31:30] i i've always been a sporty person but i

[31:34] think that getting to

[31:36] maybe not so much the creative life but

[31:38] getting to have more of an impact in the

[31:41] community i just don't have the time to

[31:43] do

[31:44] what i would have done in high school

[31:46] you know i coached my little sister's

[31:47] netball team and being involved in the

[31:49] community in that way i guess having

[31:52] that creative purpose of like guiding

[31:54] you know these girls who are coming up

[31:56] and you know really sort of imbuing them

[31:57] with that confidence was

[31:59] so incredibly important to me but it's

[32:01] just you know kind of become a sideline

[32:03] and then retreated further into the

[32:05] background you know because

[32:07] work and our mortgage and our marriage

[32:09] has come first since then and

[32:11] i'd really i think

[32:13] i focused on being able to regain that

[32:16] in the future but i'd like the future to

[32:17] be sooner than i had originally intended

[32:20] i hear

[32:22] yeah look i have that frustration as

[32:24] well okay so what i heard from you is

[32:26] you would like to

[32:28] be able to have more of a creative

[32:29] environment and bring in your passion

[32:31] for sports um and be able to do that

[32:33] together i got a strong sense of we

[32:35] there's a real sense of team in the way

[32:37] you talk about the future

[32:39] and i guess to be able to transcend

[32:41] beyond the

[32:42] the limitations of your current work

[32:45] life balance is that fair to say i think

[32:46] so yeah okay look that's a pretty good

[32:48] first draft you know this life purpose

[32:50] thing um i've rewritten mine over 100

[32:53] times to be honest and every time i'm

[32:55] asked to do this i start from scratch i

[32:57] don't copy what i had before i just sort

[32:59] of dig in the well and see what comes

[33:01] out so i'll encourage you to treat that

[33:03] as like

[33:04] the first layer and the next time we do

[33:06] this you'll just go a little bit clearer

[33:08] a little bit deeper is that cool yeah

[33:10] great so let's give you a go

[33:21] [Music]

[33:26] hey guys good to see you again

[33:28] how are you each feeling today i mean

[33:31] the last couple of sessions have been

[33:32] really good talking about you know our

[33:34] goals and um

[33:35] yeah you know the different strategies

[33:37] for achieving them so i'm really

[33:39] you've said that we're going to get like

[33:40] a little bit more detailed yes a little

[33:41] bit more concrete today yeah i've been

[33:43] really looking forward to this yeah good

[33:44] been really eye opening so yeah we're

[33:46] really looking forward to what's coming

[33:48] out of this one i'm so glad to hear that

[33:50] and all that hard work we've done is

[33:53] going to really come alive today

[33:55] because we've got a clear map of what we

[33:56] want to do if you remember when we did

[33:58] the life planning session we came up

[34:00] with a whole list of milestones things

[34:01] that we want to achieve and you're both

[34:04] like surprised in how how much clarity

[34:06] you got we even had like a total amount

[34:08] of savings you're going to have to build

[34:10] up in the next 10 years so that's going

[34:11] to be used today to work out with your

[34:14] investments with your superannuation and

[34:16] then also with your risk so protecting

[34:18] for risk like insurances and estate

[34:20] planning what do we need to do to get

[34:22] there right that's the point today if at

[34:24] any point as we go along your questions

[34:25] or things don't make sense please ask

[34:27] i will probably go a little bit faster

[34:29] through it but i'm relying on you to say

[34:31] hey if that like doesn't make sense i

[34:33] need to know right

[34:35] um so

[34:36] let's start with the estate planning

[34:38] conversation um i remember the first

[34:39] time we met up we talked about wills and

[34:41] you both said you hadn't really thought

[34:43] about it but now that you're married it

[34:44] makes sense you know

[34:45] i think you'd mention that your

[34:48] uncle had gone through uh a well had

[34:50] passed away and you had to get involved

[34:52] in assisting with doing the estate right

[34:54] um did you manage to have a chat with

[34:57] anyone in your family and and then as a

[34:58] result think about doing a will for

[35:00] yourself

[35:01] it was it was a real struggle both like

[35:03] pitching in and helping but also seeing

[35:05] you know my aunt and um and

[35:07] my uncle's step kids after after he

[35:09] passed away and you know everything they

[35:11] went through trying to get you know

[35:13] things in order and get access to the

[35:14] accounts and stuff and i just really

[35:16] rather avoid that if i possibly can

[35:19] yeah definitely well i i mentioned when

[35:22] we first met that we could put you in

[35:23] touch with a professional who can help

[35:26] there's two ways to do it really you can

[35:28] diy it's possible

[35:29] it's much cheaper you know it's only

[35:31] about 30 or 40 bucks and you can either

[35:33] do it online or in paper you will need a

[35:35] physical printout at the end of the day

[35:37] but

[35:38] the catch with the cheaper price tag is

[35:41] most people don't finish it they don't

[35:43] follow it through and they never feel

[35:45] really confident that it's done right so

[35:47] what us and the team have always tried

[35:49] to focus on is finding the right

[35:50] professionals who charge i think a fair

[35:52] price but who you know from the very

[35:54] first time you call them or email them

[35:55] that they're going to guide you along

[35:57] just like we're guiding you through this

[35:58] financial map they'll help you to get

[35:59] the will sorted out

[36:01] so would you be motivated if i put you

[36:03] in touch with one of our professionals

[36:05] to get them involved and help out

[36:07] i think so i think um you know

[36:10] the way that you put it that you know a

[36:12] lot of people don't end up finishing

[36:14] these things that's really concerning

[36:15] after after what happened with my aunt

[36:17] i'd rather not so yes thank you i think

[36:19] it would be really good to be put in

[36:20] touch with your colleagues okay that's

[36:22] great um pete just checking in do you

[36:24] feel the same way you're motivated to

[36:25] work with a solicitor for this yeah

[36:27] absolutely i mean i know that you're a

[36:28] bit uncomfortable with it but i've

[36:29] already looked up some of the people

[36:31] that you suggested and reached out to

[36:33] one of them so yeah i'm hoping that we

[36:35] can get started on this soon okay great

[36:38] well let's move on to the next step so

[36:40] getting that estate plan is important as

[36:42] like a bottom catcher

[36:44] but

[36:45] one of the main assets that you'll be

[36:46] distributing if you ever were to pass

[36:48] away um not just your super not just the

[36:50] cash you have a bank but would probably

[36:52] be the insurances that you have in place

[36:54] now we're going to start by looking at

[36:56] the four main personal insurances we did

[36:59] mention this in our first meeting and

[37:00] i've shown you this diagram once before

[37:03] so that's the the four main insurances

[37:05] that we've discussed did you have any

[37:07] questions about either the covers what

[37:09] they're for or how they work i mean i

[37:11] think you've you've given us a lot of

[37:12] detail to go away with so if i think of

[37:15] anything i'll ask but um not not right

[37:17] now i think i've got enough information

[37:18] to go on cool well we're going to dive a

[37:21] little bit deeper now and work out how

[37:23] much you need for each of these so i've

[37:24] got a tool that will work through i'm

[37:26] going to ask you a handful of questions

[37:27] and i'll be explaining to you each step

[37:29] along the way

[37:30] what are the main terms so we know

[37:31] what's going on

[37:41] [Music]

[37:46] okay today is all about taking action

[37:48] hang on a sec

[37:54] um sorry so yeah today's all about

[37:56] taking action for you guys um obviously

[37:58] we spent a lot of time with all the the

[38:00] planning and the life stuff you know all

[38:01] that sort of soft stuff um we're going

[38:03] to get much more practical now we're

[38:04] going to get like our sleeves rolled up

[38:06] you know that sort of thing so um oh gee

[38:08] this person keeps calling me that's so

[38:09] interesting um where was i

[38:12] oh yeah that's right

[38:14] the sorry the planning the planning yeah

[38:16] i'm sorry sorry a bit distracted today

[38:18] um

[38:20] so let's um

[38:21] let's start with um your your wills i

[38:24] remember i asked you the first time when

[38:25] we caught up had you got wheels sorted

[38:27] out and neither have you done it um you

[38:29] probably haven't done that just yet have

[38:30] you

[38:32] i've started on mine yeah oh really yeah

[38:34] you mean you actually got the will

[38:35] kitten because i know you said you

[38:36] wanted to do it yourself you didn't want

[38:38] to waste money on your solicitor you

[38:39] wanted to just do no i actually got in

[38:41] touch with the solicitor that you

[38:42] recommended and um yeah i'm really

[38:44] surprised it's good great

[38:47] okay so but you haven't finished it yet

[38:48] no no okay so when you're gonna finish

[38:50] it uh i think in the next couple of

[38:52] weeks yeah okay all right

[38:54] i'm just gonna put this away i'm sorry

[38:56] um yeah um and then how about you have

[38:58] you done it yet um not as yet no i still

[39:01] had some questions okay all right well

[39:03] good well let's move on um okay let's do

[39:06] the insurance

[39:07] so um

[39:08] you guys understand a bit about

[39:09] insurance now we've covered a lot but

[39:13] i'm going to show you this image it's

[39:14] important you know how insurance works

[39:16] so that image kind of explains most of

[39:18] it

[39:19] you guys get that right you know what

[39:21] the four types of cover are and how it

[39:22] all works yeah i actually already have

[39:24] income protection and

[39:26] the life insurance and i also have

[39:28] trauma insurance okay well i looked at

[39:30] the ones you have and um look it's a bit

[39:32] complex but they're not the best types

[39:34] of cover um they're actually there

[39:36] within the industry fund well there's

[39:38] two types of insurance you got like

[39:39] industry fund insurance and you got like

[39:41] the the proper insurance that are done

[39:42] by that you know like the big companies

[39:44] that you see in the city you know those

[39:45] tall buildings with like towel and um

[39:48] yeah yeah yeah they're like the

[39:50] the premium insurers and if you have an

[39:53] injury fund then um the insurance in

[39:55] there just probably won't cut it so

[39:57] you're saying then the insurances that i

[39:59] have at the moment are no good well i'm

[40:00] not saying that no i i'm not like

[40:02] recommending that they're not right but

[40:03] i just think we should probably look at

[40:05] the premium covers

[40:06] as an option and then see which one's

[40:08] going to work and we can do that

[40:09] research for you if that's okay

[40:11] yeah okay

[40:12] cool um so um

[40:14] yeah we're going to ask you some

[40:15] questions about what you need with your

[40:17] insurances

[40:18] okay so look i know i know that was like

[40:20] a really long conversation around

[40:22] insurances but i think it's worth

[40:24] pressing through and making sure we do

[40:26] the investment part as well right you

[40:27] guys are good for that yeah both of you

[40:29] yeah okay

[40:30] all right so um i'm going to ask you

[40:32] some questions and based off how you

[40:34] answer the questions we're going to come

[40:35] up with the right

[40:36] investment style for you all right so

[40:40] in your case uh uh let's let's go to you

[40:42] peter

[40:44] do you

[40:45] want to take on high-risk investments or

[40:47] low-risk investments i think it's really

[40:48] about the payoff so if if you tell me

[40:51] that the low risk investments won't pay

[40:53] off then i think i'm more willing to go

[40:55] for a higher risk investment so yeah

[40:58] because you've got 30 years until you're

[41:00] going to reach retirement age that's a

[41:02] long time and your investment is going

[41:03] to go up and down in that time but you

[41:05] may as well just go for the high risk

[41:06] down well you know because markets

[41:09] like

[41:10] investment markets um can lead stock

[41:12] prices up and you know about stock

[41:14] prices right

[41:16] yeah yeah like stock prices like yo-yo

[41:17] they're up and down quite a lot so um

[41:20] okay from all those questions i've asked

[41:21] you both i think it's it's near enough

[41:24] that you both fit into the higher risk

[41:26] profile

[41:27] and you guys would agree right it's

[41:29] probably going to be best for you

[41:30] for our investment choice uh

[41:32] i mean i i think so i'd be willing to

[41:34] hear more okay all right well look when

[41:37] we present our advice back to you we can

[41:39] explain it a lot more detail i just

[41:40] wanted to get a sense today before we do

[41:42] our research you know work out what's

[41:43] going to be best because we do a lot of

[41:44] like in-depth research we compare all

[41:46] the markets and then we'll present that

[41:47] to you and don't feel like you need to

[41:49] make a decision today we're going to

[41:50] have that chance later on

[41:52] so i think that that covers that

[42:02] [Music]

[42:08] so thanks for bringing your laptop

[42:09] that's really helpful today i wanted to

[42:10] be able to look at the document together

[42:13] with you guys looking on your side and

[42:15] i'll also be looking here the main point

[42:18] of this is to make it clear for you what

[42:20] we're recommending and why we're

[42:21] recommending it and then also make clear

[42:23] all of the product details so there's a

[42:25] lot of documents i know i put as

[42:26] attachments um and we want to make sure

[42:28] we're clear on what's in them but also

[42:30] be clear on all the fees and all the

[42:32] implications of what we're doing because

[42:33] don't forget this whole process we've

[42:35] been through of identifying your goals

[42:37] and then coming up with a strategy to

[42:38] achieve them

[42:39] has to revert back to why are we doing

[42:42] it and will this help us achieve our

[42:43] goals right

[42:44] as as always if you've got any questions

[42:47] just throw them at me and um slow me

[42:49] down and we'll do that i guess if i

[42:50] could jump in there

[42:52] i noticed while going through them that

[42:54] the advice about the super funds um i

[42:57] think if i understand it correctly

[42:59] i'm supposed to put it in two different

[43:01] super funds um could you talk a bit a

[43:04] little bit about that as to why i

[43:06] wouldn't just be moving it into one i

[43:08] was unclear on that as well yeah okay

[43:10] for sure um so what i might do is pause

[43:13] that question for just a sec i'll do the

[43:15] executive summary and then we'll dive

[43:17] straight into that is that right yeah

[43:18] sure cool so the main objective here was

[43:22] now that we've got a budget that works

[43:24] and you've told me you've already

[43:24] started saving you've got 50 bucks every

[43:26] week going into your site account right

[43:28] so one of the main things was making

[43:30] sure we can do the best possible with

[43:32] that money right

[43:34] aiming to build towards getting you guys

[43:36] a new home in about three years and you

[43:38] want to provide for family and then you

[43:39] had some travel goals that you wanted to

[43:41] achieve

[43:42] so that's probably the most exciting

[43:43] part of what you guys are now taking

[43:45] steps towards and you've already done

[43:46] the heavy lifting of setting aside that

[43:48] regular transaction so well done

[43:51] on the other points there was a few

[43:52] areas that we brought up so one of them

[43:54] was the super and then also the

[43:55] insurances now as it turns out for your

[43:58] say peter you had some insurance inside

[44:01] your super already but because of

[44:03] remember we had that health conversation

[44:05] around some of your medical history and

[44:07] some of the incidents you've had in the

[44:08] past yes because if we go to a new

[44:11] insurer today and apply for a new set of

[44:14] cover

[44:15] we're expecting that you're going to get

[44:16] a whole set of exclusions and probably

[44:19] even some additional prices so some

[44:21] loadings that's what they call them

[44:23] and that cover won't be as useful as

[44:25] your current cover

[44:27] even though we need more we're going to

[44:29] have to retain both insurances

[44:32] keep the current and get the new ones

[44:34] right as a result we need to keep the

[44:36] super fund that is holding those covers

[44:38] for now so i wish we didn't have to do

[44:40] it obviously we're going to keep a

[44:42] minimal balance in that super fund and

[44:44] then we'll have another super account

[44:46] that will be able to fund the other

[44:47] insurances

[44:49] but it's just the price to pay given

[44:51] your health situation

[44:52] does that make sense yeah that makes a

[44:54] lot more sense yeah so in your sake in

[44:56] your case um you already have two super

[44:58] funds and we're going down to one so

[45:00] that's the sort of outcome we want we're

[45:01] going to be you know cutting back on

[45:02] some of the fees you might have did you

[45:04] get to see the fee comparison page of

[45:05] the products that we looked at

[45:07] in both cases your overall fees are less

[45:09] than what they used to be from a super

[45:11] point of view so that's good and we've

[45:13] also invested well recommended that

[45:15] you'll invest in line with your risk

[45:17] profile and um i know when we chatted

[45:20] about investments you were both

[45:21] interested in ethical investments in

[45:23] particular you were quite keen on

[45:24] sustainability yeah that's right right

[45:26] and then you'd mentioned that there was

[45:27] a few companies and categories you

[45:29] didn't want to invest in so you had some

[45:30] negative screen categories so we've

[45:32] incorporated that in our recommendations

[45:34] so when we go through them i'll outline

[45:36] what are the investments we've chosen

[45:39] and then i'll leave it up to you as to

[45:40] how much you want to ask because i could

[45:42] spend the next three hours explaining to

[45:43] you about this stuff it's a passion of

[45:45] mine in ethical investing and i know

[45:47] it's of interest for you as well but

[45:48] it's just a matter of you know what

[45:49] you're most interested at for now what

[45:51] we find with our clients is after we've

[45:53] got everything set up the first time

[45:55] it makes enough sense

[45:57] there's i guess a minimal understanding

[45:59] of what's really going on it's only when

[46:01] we meet up regularly in our progress

[46:02] meetings from now on at least once a

[46:04] year and then sometimes mid-year that

[46:06] you start to get a deeper and deeper

[46:08] understandings of the investments

[46:09] but i'm going to throw it on you if you

[46:11] guys are keen to learn more now then i'm

[46:13] here for you right

[46:15] okay so let's have a quick look at the

[46:16] products

[46:25] [Music]

[46:31] hey guys it's so lovely to see you again

[46:33] it's great to see you tristan yeah um

[46:35] how was the the first start of this year

[46:37] been i mean it's been a good year so far

[46:39] like i've had a raise at work yeah we

[46:42] talked about that yes a few months ago

[46:44] yeah congratulations it's i'm sure

[46:46] you've taken on the new responsibilities

[46:48] now

[46:48] yes i'm i'm managing a team of five

[46:51] which um

[46:52] yeah has been certainly an adjustment

[46:54] but um not as stressful as i would have

[46:56] thought honestly you know with this um i

[46:58] guess with this like plan ahead that

[47:00] we've been working on with you um it's

[47:03] kind of let me

[47:04] put more of my emotional energy into my

[47:06] work which has um yeah worked out well

[47:08] on the home front for us right well i'd

[47:10] love to hear how are the conversations

[47:12] going between the two of you i remember

[47:13] the first time we met you'd mention that

[47:15] budgeting was the stressor but when we

[47:17] dug deeper it was actually that it

[47:19] wasn't you weren't able to sort of

[47:21] connect in your money conversations

[47:23] there's a lot of stress that you're each

[47:24] feeling um 12 months on how are things

[47:27] doing for you now when you talk about

[47:28] money i feel like there's definitely

[47:30] less stress i feel like

[47:32] things are sort of

[47:34] falling in place a little bit better

[47:35] right

[47:37] it's easier honestly to talk about money

[47:39] now that we have more of the baseline

[47:42] knowledge that we would need before we

[47:43] were a little bit mismatched in um in

[47:45] where we were coming from on this and it

[47:47] made it

[47:48] i guess just a drag to have to talk to

[47:50] each other about money but um yeah now

[47:52] we can have like pretty productive

[47:54] conversations and yeah it's been just a

[47:57] whole lot better cool

[47:59] when we did put the the plan out there

[48:02] we suggested a few i guess regular touch

[48:04] points um remember there was the the

[48:07] weekly check-in like just the

[48:08] five-minute weekly check-in then the

[48:10] monthly sort of budgeting sit down and

[48:12] see how we've done um and we used that

[48:15] app money brilliant to get you set up

[48:16] with things and then we also suggested

[48:19] that you know whenever there was a major

[48:20] shift like when we talked through your

[48:22] raise what what do we do with the extra

[48:24] that there were the times that we would

[48:26] uh re-look at the budget really

[48:29] i'm most interested in that first weekly

[48:31] check-in do you think that's become a

[48:33] part of your habit now you have that

[48:35] regular touch point every week

[48:37] it's been nice honestly yeah yeah we um

[48:39] it's usually on friday morning i go into

[48:41] work a little bit later that day so we

[48:43] yeah touch base over coffee and it's um

[48:45] it's been yeah it's a nice little part

[48:47] of our routine now i think wow i'm

[48:49] stoked to hear that congrats guys look

[48:51] that's i think where all the heavy

[48:53] lifting is done it's creating that space

[48:54] in your lives to to just keep the

[48:56] conversa the communication channels open

[48:59] um great well before we get into the

[49:01] detail of tracking your progress really

[49:03] looking at your goals and then seeing

[49:04] where all your investments and

[49:06] insurances are at which we're just going

[49:07] to make sure we cover up on today i

[49:09] wanted to recap what our services are

[49:12] what they've been for the year how much

[49:13] you paid and then also what it's going

[49:14] to look like moving forward because

[49:16] we're never under the assumption or

[49:18] impression that you are stuck with us

[49:20] forever we're here to help you and your

[49:23] empower you every step of the way but

[49:24] only as long as you're engaged wanting

[49:26] it and needing it

[49:27] our hope is that obviously you're able

[49:29] to do this all by yourself but we know

[49:31] and believe that we're always going to

[49:32] have something to offer to help so

[49:35] firstly let's just recap on the package

[49:37] you guys signed up for

[49:38] you know we we finished our initial

[49:40] advice process went for a few months if

[49:42] you remember and then we set you up on

[49:44] the

[49:45] financial essentials package um and

[49:47] we've had a couple of times to catch up

[49:49] this year which has been great and i

[49:50] know we had to talk a little bit about

[49:51] your insurances last month you know

[49:53] before they reset we needed to make sure

[49:55] the payment details were right so

[49:57] you get access to us anytime throughout

[49:59] the year and i'm glad that you felt

[50:00] comfortable to use that but i want to

[50:02] throw it back on you and say there's

[50:03] more you know once you're on our team

[50:05] you're with us for whatever you need so

[50:07] just make sure you don't hesitate to

[50:09] contact me okay you've got the link so

[50:11] you can book with us anytime online and

[50:13] we can have that 20 minute chat like

[50:14] what we did around your salary

[50:16] and as well as that you've got access to

[50:18] this meeting so once a year we'll do the

[50:19] progress meeting

[50:21] i noticed in our backend portal that

[50:23] neither of you have logged into your

[50:26] online wealth access just yet

[50:28] if you can recall when we first got

[50:30] everything set up

[50:31] we mentioned that all of your

[50:33] information and your live feed of your

[50:35] financials were available in a portal

[50:37] and we set you up with access codes i'd

[50:40] encourage you tonight or at least in the

[50:41] next few days to relog into that and

[50:44] just check in with it it's obviously not

[50:46] something you have to do but it's a

[50:48] really great place when you need to take

[50:50] stock of where your finances are to have

[50:51] it all in the one

[50:52] place um

[50:54] did you both have the login details or

[50:56] passwords for that

[50:57] or do you want me to send through a a

[50:59] new set of them oh that might be good to

[51:01] send that honestly might be a good idea

[51:03] cool i'll do that we'll make sure in our

[51:04] follow-up meeting from today that we'll

[51:06] send that through

[51:08] and then the last thing i wanted to

[51:09] touch on was

[51:10] we do have a lot of coaching sessions

[51:12] that we offer

[51:13] when we first met up we mentioned that

[51:16] the property coaching session might be

[51:17] quite useful for you and it wasn't for

[51:19] straight away because you just bought

[51:20] your house last year but i know you

[51:22] mentioned you were interested in taking

[51:24] on maybe an investment property you are

[51:26] looking to upsize your home in the next

[51:27] few years but i know in particular peter

[51:29] you are motivated to look at a

[51:30] renovation and there was that

[51:32] opportunity that came up yeah yeah there

[51:33] was a development that was really into i

[51:36] i think it will probably a good time to

[51:37] consider whether you want to sit down

[51:40] and work out a strategy for your

[51:41] investments in property

[51:43] does that resonate do you think that's

[51:44] something to be looking at at this point

[51:46] absolutely yeah i think so yeah okay

[51:48] good well we'll still work through all

[51:50] the content we had today um but maybe

[51:52] we'll look to line that up in the next

[51:54] few months and given that you're on our

[51:56] essentials package you actually get 50

[51:57] off all that coaching session so that's

[51:59] just another value add for you

[52:02] so they're all the main benefits you've

[52:03] had in the last year and assuming that

[52:06] um you're still interested to move

[52:07] forward you'd be able to get all that um

[52:10] same access in the next 12 months and

[52:12] the price would remain the same we

[52:13] haven't increased it um so i just wanted

[52:15] to check firstly how have you found the

[52:17] service has it been useful for you in

[52:19] the last 12 months oh absolutely i mean

[52:21] um you know just having someone to guide

[52:24] us through this process and you know you

[52:26] you've been so helpful with all of our

[52:28] questions and you know having to

[52:31] book the extra sessions you know i

[52:33] really felt very welcomed here and

[52:36] yeah your the

[52:37] service has just been fantastic i'm glad

[52:40] i'll make sure i tell my team

[52:42] um

[52:43] i just want to check in the next 12

[52:45] months is this a service you think is

[52:46] right for you it's still worth

[52:47] continuing on

[52:49] i think so i mean you know with

[52:51] considering starting a family and with

[52:53] our investment property i think we're

[52:54] going to need to continue with the

[52:56] service and i'm honestly pretty excited

[52:58] about that yeah good well i'm really

[52:59] glad because i think there's still more

[53:01] for us to achieve together so we'll send

[53:03] you documents tonight just to formalize

[53:05] what we just discussed it'll just

[53:06] outline the price you paid in the last

[53:08] 12 months and what you've got for it and

[53:09] then it will just be a really simple do

[53:11] you want to continue or not so i'm glad

[53:13] to know that we're going forward

[53:14] so let's move into the rest of the

[53:16] progress meeting