Title: From 17 Clients to £500M AUM: How Marc Norris Built a Thriving Financial Planning Firm

In this episode of Financial Planner Life, Sam Oakes is joined by Marc Norris, founder of Twelve Wealth Management, to explore how he went from estate agency to building a financial advice business with over £500 million under management.

Marc shares his journey from day one of the St. James’s Place Academy, through the early years of client acquisition, to leading a team of 38 advisers and staff, with big plans to triple the size of the business in the next five years.

🔥 What you'll learn in this episode:

• How Marc used his estate agency background to win early clients
• The role the SJP Academy played in helping him build the foundations
• Why mortgages were a strategic way to keep cash flow going and build trust
• How he built powerful introducer relationships, especially with accountants
• How he supports an accountancy firm with 8,000 clients through education and webinars
• Why relationship-building still beats technical knowledge in the early years
• How he plans to scale towards £1 billion AUM with a long-term mindset

💬 Marc’s story is a real-world example of what it takes to grow a successful advice business from the ground up and it’s packed with practical insights for anyone building a career in financial planning.

Be sure to follow Financial Planner life on YouTube for extra content about career development within Financial Planning.

Reach out to [email protected] in regards to sponsorship, partnerships, videography or podcast production.

Want to appear on the Financial Planner Life podcast? Drop Sam a message.

In this episode of Financial Planner Life, Sam Oakes talks with Neil Whiteside, a financial planner at First Equitable, about his winding, risk‑reward career journey from starting as a cashier in banking to embracing financial planning, taking a pay cut for growth as a trainee Financial Planner, and ultimately choosing a role that lets him help build a business rather than just sustain one.

Neil shares:

• How his early roles in banking taught him core skills (customer service, fact‑finding, relationship building).
• The tough choice to leave a secure management path to pursue financial planning.
• What it took to get back to his previous income after stepping into a trainee adviser role. 
• How specialisation (e.g., working with hospital doctors and understanding complex pension schemes) boosted his confidence and client value.
• His transition from corporate structures to smaller firms, where influence, autonomy, and entrepreneurial energy matter.
• Why protection advice is undervalued and the power it has to transform clients’ lives.
• How voluntary work and governance roles are shaping his long‑term vision - including non‑executive director aspirations.

This episode offers honest career reflections and tactical lessons for aspiring and established advisors alike.

Be sure to follow Financial Planner life on YouTube for extra content about career development within Financial Planning.

Reach out to [email protected] in regards to sponsorship, partnerships, videography or podcast production.

Want to appear on the Financial Planner Life podcast? Drop Sam a message.

In this episode of Financial Planner Life, Sam Oakes speaks with Tammy Salmon and Emma Layton of Salmon Financial Planning, a partner practice of St. James’s Place in Bishop’s Stortford.

We hear how Emma transitioned from redundancy to a qualified financial planner through the St. James’s Place Financial Adviser Academy, supported by Tammy’s mentorship. Tammy shares her 20-year journey in financial services and why creating a flexible, values-led business was essential for her success and her team’s.

Together, they explore:

• Why women leave financial services mid-career
• The power of local, relationship-led client acquisition
• From mortgage adviser to business owner
• Why visibility of women in leadership matters
• How motherhood and financial planning can thrive side-by-side

If you’re considering a career in financial planning or want to build a more inclusive practice, this episode is for you.

00:00 - Intro to Tammy & Emma’s Story
01:45 - Why So Few Women Become Financial Advisers
04:30 - Tammy’s Journey from Mortgage to Financial Advice
07:50 - Emma’s Career Change & Entry via SJP Academy
11:10 - The Role of Mentorship in Career Progression
14:30 - Creating a Flexible, Family-First Advice Firm
18:15 - Visibility of Women in Leadership Roles
22:00 - Local Marketing & The Bishop’s Stortford Mummies
25:45 - Authenticity Over Aggression in Sales
29:00 - Work-Life Balance and Setting Boundaries
32:10 - Advice for Women Entering Financial Planning
35:20 - Who the SJP Academy is Right For
37:45 - Legacy, Purpose & Final Reflections
40:00 - Wrap Up & How to Connect

Be sure to follow Financial Planner life on YouTube for extra content about career development within Financial Planning.

Reach out to [email protected] in regards to sponsorship, partnerships, videography or podcast production.

Want to appear on the Financial Planner Life podcast? Drop Sam a message.

This week on the Financial Planner Life podcast, Sam Oakes sits down with Rosie Hooper, Chartered Fellow and Financial Planner at Quilter Cheviot. Rosie shares her inspiring 26-year journey from her early days in bank management, through corporate employee benefits, to becoming a highly respected private client planner.

Rosie talks candidly about how growing up in a household where money was tight shaped her relationship with finances and fuelled her passion for planning. She opens up about the emotional depth of her client work, why she proudly calls herself a "financial planner" rather than an advisor, and how truly understanding her clients’ lives, not just their portfolios, makes all the difference.

In this episode, you’ll learn:

• The mindset shift from corporate benefits to private client advice, and how the two worlds are more connected than you think
• How to create a referral engine by delivering a first-class, emotionally resonant client experience
• The power of coaching and mentorship in developing new talent (and why "menchoring" might be the secret sauce)
• Why confidence is just as important as competence, and how Rosie helps emerging planners build both
• How AI is enhancing client service at Quilter Cheviot while preserving the all-important human touch
• Rosie's two "magic wand" wishes for the future of the financial planning profession

Plus, hear about the "health and wealth seesaw” she uses to help clients balance financial goals with living a fulfilling, healthy life. Discover how this approach, alongside her deep client relationships, has earned her the nickname Rosie Poppins.

Whether you're new to financial planning or a seasoned pro, this episode is packed with insight, honesty, and practical wisdom for building a client-focused, referral-based business.

Be sure to follow Financial Planner life on YouTube for extra content about career development within Financial Planning.

Reach out to [email protected] in regards to sponsorship, partnerships, videography or podcast production.

Want to appear on the Financial Planner Life podcast? Drop Sam a message.

This week on the Financial Planner Life podcast, Sam Oakes speaks with James Westpfel, a financial planner at Foster Denovo, who shares his career journey from self-employed to employed and how going hyper-local helped him build a thriving client base from scratch.

After 22 years working in a building society, James made the leap into self-employment. With no client book and no lead funnel, he turned to his local community for opportunity. His strategy? Show up in person, build trust and offer financial guidance where people needed it most.

By setting up a weekly financial advice clinic in a local community library, James became a familiar, approachable presence. That hyper-local client strategy helped him win over 40 clients organically, through word of mouth and relationships built face-to-face.

In this episode, James opens up about:
✅ His transition from redundancy to retraining as a financial planner
✅ The highs and lows of being a self-employed financial planner
✅ How he used a hyper-local strategy to win clients and build trust
✅ Why he moved to an employed role at Foster Denovo
✅ How structure and support have helped him thrive, managing a book of 170 clients
✅ What financial planners should consider when choosing between self-employed and employed paths

If you're exploring a financial planner career, looking for new ways to connect with clients, or considering the realities of self-employed vs employed advice, this episode is packed with insight and real-world experience.

00:00 – Intro: Why finding clients is the hardest part  
00:30 – Redundancy after 22 years in banking  
01:45 – From cashier to branch manager: James’ early career  
04:00 – The reality of high street banking and community connection  
06:20 – Is banking still a good route into financial planning?  
08:00 – Retraining at 42: Overcoming fears and starting again  
09:40 – Finding opportunities after qualification  
10:20 – Choosing the self-employed route in financial advice  
11:30 – The biggest challenge: confidence and standing out  
12:40 – The hyper-local idea that changed everything  
14:00 – Setting up a financial advice clinic in a community library  
16:00 – Becoming “The Library Guy” and winning 40+ clients  
18:10 – Why James works with clients of all wealth levels  
19:40 – Building a referral network with care and integrity  
22:00 – Hyper-local visibility: how trust builds trust  
24:00 – Connecting with local businesses and schools  
26:30 – From library pop-ups to career opportunities  
27:20 – Why James chose to join Foster Denovo  
29:00 – Managing 170 clients: structure, support, and growth  
30:30 – Balancing work, family, and purpose  
32:00 – Keeping the community work alive at Foster Denovo  
34:00 – Advice for planners considering employed vs self-employed  
36:00 – Final thoughts: trust, career clarity, and client care  

Be sure to follow Financial Planner life on YouTube for extra content about career development within Financial Planning.

Reach out to [email protected] in regards to sponsorship, partnerships, videography or podcast production.

Want to appear on the Financial Planner Life podcast? Drop Sam a message.

In this episode of the Financial Planner Life podcast, Kanishk Swarup shares his incredible journey from high-stakes equity derivatives trading at JP Morgan and Credit Suisse to launching his own financial planning practice through the St. James’s Place Academy.

We explore what it’s really like to work on a trading floor, the burnout behind big bonuses, and the unexpected truth: even successful finance professionals often have no financial plan.

Kanishk opens up about growing up in a small town in India, landing a scholarship at LSE, navigating culture shock in the UK, and building a life from scratch — all leading to a career defined by purpose over pressure.

He now runs Compound Wealth Planning, a thriving partner practice with £70 million in assets under management.

🧠 What You’ll Learn in This Episode:

• The harsh truths behind trading at global investment banks
• Why burnout pushed Kanishk to rethink his career trajectory
• How helping colleagues with their bonuses sparked a career shift
• What made the St. James’s Place Academy the perfect next step
• The mindset it takes to build a successful planning business from zero
• Why lifestyle creep is the hidden enemy of financial freedom
• How Kanishk defines success today — and why it’s not about the money

✨ Who This Episode is For:

• Career changers curious about financial planning
• Professionals in high-stress finance roles questioning their path
• Aspiring planners interested in the St. James’s Place Academy
• Financial services leaders looking to attract new talent
• Anyone who believes in the power of long-term thinking and purpose-driven work

🔗 Resources & Mentions:

• Learn more about St. James’s Place Academy
  
  
• Follow Kanishk Swarup on LinkedIn
  
  
• Check out Compound Wealth Planning 
• Connect with Sam Oakes on LinkedIn

Be sure to follow Financial Planner life on YouTube for extra content about career development within Financial Planning.

Reach out to [email protected] in regards to sponsorship, partnerships, videography or podcast production.

Want to appear on the Financial Planner Life podcast? Drop Sam a message.

In this episode of Financial Planner Life, host Sam Oakes sits down with Andrew Spence, Co-Founder of Aspen, to challenge the industry’s most controversial questions - what we call the Marmite topics of financial planning.

Aspen was born out of something deeper than disruption. After a personal health crisis led Andrew to reflect on the impact of his work, he decided to build a model portfolio service that put purpose, clarity & client outcomes first.

Now, he’s leading the charge on topics that divide financial services professionals daily.

🚨 Here’s what we cover:

• Is evidence-based investing just clever branding - or genuinely better for clients?
• Why most risk profiling tools are broken & unhelpful
• Should financial planners choose sides in the active vs passive debate?
• The rise of Bitcoin, the return of gold, & the role of private equity in portfolios
• How Aspen uses tech that actually works for financial planners & their clients
• Why first-principles thinking beats copy-paste product design

Andrew shares why financial planners need to stop overcomplicating things & start designing investment experiences that genuinely serve the people behind the portfolios.

This is a must-watch for:
✔️ Financial planners seeking clarity in the chaos
✔️ Firms looking to improve their MPS offering
✔️ Advisers questioning the one-size-fits-all model
✔️ Anyone ready to rethink what investment management should look like

📩 Learn more about Aspen or book a discovery session. 
🔗 Follow Sam Oakes & Financial Planner Life on LinkedIn

00:00 - Intro: From engineering to investment management  

00:34 - Andrew's early career & first role in wealth management  

02:45 - A personal health crisis & the search for purpose  

04:44 - Is finance a noble profession?  

05:39 - Why start an MPS business in a saturated market?  

08:06 - How engineering logic shaped Aspen's investment approach  

09:33 - Building intuitive tech for financial planners  

11:05 - Starting from scratch: Aspen’s early days & growth  

13:28 - Early supporters & the power of trust in MPS  

14:41 - Social proof & buying decisions in financial planning  

16:17 - Could AI avatars replace financial advisers?  

18:21 - Active vs Passive - is the debate pointless?  

22:34 - Is evidence-based investing just marketing?  

25:16 - Why risk profiling is broken  

29:01 - Should Bitcoin or gold be in portfolios?  

32:44 - Is private equity too complex for clients?  

34:43 - Andrew’s approach to LinkedIn & thought leadership  

37:04 - Sam’s take: Building trust & visibility on LinkedIn  

41:04 - Why YouTube is a goldmine for financial planners  

42:37 - Sam’s full breakdown of a video-first marketing setup  

45:19 - Turning content into conversations & conversions  

46:32 - Engagement matters: Don’t post & ghost  

48:24 - What’s next for wealth management & MPS?  

50:01 - Final reflections & how to connect with Aspen  

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Be sure to follow Financial Planner life on YouTube for extra content about career development within Financial Planning.

Reach out to [email protected] in regards to sponsorship, partnerships, videography or podcast production.

Want to appear on the Financial Planner Life podcast? Drop Sam a message.

Karen Berisford, Chartered Financial Planner and Fellow of the PFS, left a prestigious investment role at JP Morgan to build a client-first advice practice with St. James’s Place. She prioritised trust, time control, and service over scale-at-all-costs.

In this episode of the Financial Planner Life podcast, Karen shares how she grew to £150M AUM without relying on social media or paid marketing. Instead, she focused on referrals and long-term, values-led growth.

You’ll learn:

• How to transition from investments to advice
• The fear and reward of becoming client-facing
• Turning one ex-colleague’s “yes” into a thriving network
• Why trust, consistency, and integrity beat any sales pitch
• The realities of flexible working when you run your own practice
• How the Women Returners Network helped her hire two standout advisers
• The compounding effect of delegation, leadership, and support
• The key benefits of the SJP partnership model
• Why building optionality starts long before a sale

If you’re serious about building a meaningful career in financial planning, this is your blueprint.

🎧 Listen now, subscribe, and share the one insight you’ll put into action this week.

Be sure to follow Financial Planner life on YouTube for extra content about career development within Financial Planning.

Reach out to [email protected] in regards to sponsorship, partnerships, videography or podcast production.

Want to appear on the Financial Planner Life podcast? Drop Sam a message.

Is This the Best IFA Network? 

Sam Oakes Meets Sam Wallis – New Leaf Distribution Visit: 

reach out to new leaf - click here 

Welcome back to the Financial Planner Life Podcast, where we explore what it really takes to build a meaningful and rewarding career in financial planning.

This week, host Sam Oakes speaks with Sam Wallis, Managing Director of New Leaf Distribution, to unpack how this IFA network is giving self-employed advisers true branding freedom, community support, and the tools they need to thrive.

If you’re wondering “Is this the best IFA network?” — this episode might help you decide.

New Leaf currently supports around 350 advisers across mortgages, protection, and financial advice. Whether you're a newly qualified adviser, a mortgage professional looking to futureproof your business, or a registered individual stuck in an outdated setup, this could be your next move.

👉 Interested in joining New Leaf Distribution?
Visit: https://newleafdistribution.co.uk

🔑 What we cover in this episode:

Building your brand as a self-employed IFA

What it's like being an appointed representative under New Leaf

The importance of community, mentorship and real development

Why some advisers are leaving other networks for New Leaf Distribution

AI tools, paraplanning support and pre-approval compliance

Attracting new talent into the profession

The rise of mortgage advisers transitioning into financial planning

What makes a truly supportive IFA network in 2025

👤 About Sam Wallis

Sam Wallis is the Managing Director at New Leaf Distribution, a progressive IFA network focused on empowering advisers to build their own businesses and brands, with the right infrastructure and support behind them. His vision is to combine branding freedom with a strong compliance framework, mentoring and community.

🔗 Learn more at: https://newleafdistribution.co.uk

Be sure to follow Financial Planner life on YouTube for extra content about career development within Financial Planning.

Reach out to [email protected] in regards to sponsorship, partnerships, videography or podcast production.

Want to appear on the Financial Planner Life podcast? Drop Sam a message.

In this episode of the Financial Planner Life podcast, Sam Oakes sits down with Hannah Witty, Chartered Financial Planner at Foster Denovo, to explore her inspiring journey into financial planning. From working on superyachts to becoming one of the earliest Chartered female planners in the UK, Hannah shares the personal and professional hurdles she faced as a woman, a mother, and a leader in a male-dominated industry.

We talk about her career beginnings, the impact of becoming a mother, navigating flexibility as an employed adviser, and the emotional realities of returning to work. Hannah also offers insight into what it's like working at Foster Denovo post-acquisition, as well as the importance of workplace culture, flexibility, and recognition.

Her story is a powerful reminder that you can excel as both a parent and a financial professional. She’s living proof that success isn’t just about titles, it’s about happiness, purpose, and support.

This episode is a must-listen for:

• Women considering a career in financial planning
• Working parents seeking flexibility
• Firms striving to build inclusive and supportive cultures
• Anyone who believes in the power of mentorship and representation

Be sure to follow Financial Planner life on YouTube for extra content about career development within Financial Planning.

Reach out to [email protected] in regards to sponsorship, partnerships, videography or podcast production.

Want to appear on the Financial Planner Life podcast? Drop Sam a message.

🎥 Financial Planner Life Golf Day | Game 1: Vikash Kanani vs Paul Taylor
Real Golf. Real Financial Planners, Real Finanical Planning Career advice.

Watch this episode on YouTube or Spotify - here

Welcome to the first ever Financial Planner Life Golf Day, where the fairway becomes a forum for honest, unfiltered career advice in financial planning.

🏌️‍♂️ The Match:
It’s Vikash Kanani (MD, Chatsworth Wealth) vs Paul “The Power” Taylor (Chartered Planner & Coach) in a competitive 9-hole matchplay at Mappley Golf Course, Nottingham.

🎒 Caddies:
• Paul Bradley (Founder, Chiltern Hills FP)
• Jay Dhaliwal (Chartered Planner & Young Achiever of the Year 2023)

🎤 Featuring appearances and insights from:
• Mike Yuille (financial planner and straight-talking realist)
• Carla Brown (President of the PFS & Director at Oakmere Wealth)
• Guy Skinner (Founder, Citygate – the “4-week career starter”!)
• Your host, Sam Oakes, bringing the banter and asking the real questions

⸻

✅ Topics we cover on the course:

• Starting your career in financial planning with zero clients
• The truth about referrals (and how to ask for them properly)
• Niche marketing, cashflow struggles, and what no one tells you about year one
• How AI is reshaping advice and speeding up training
• Imposter syndrome and gaining confidence as a new planner
• Managing time, energy, and avoiding “playing office”
• The power of mentorship, and the case for being a human first planner

🔑 Quote of the Day:
“AI lets you be more human. And that’s where the real value in advice lives.” – Vikash Kanani

⸻

🏆 But who won the match?
Let’s just say it came down to the final green. One clutch putt. One celebration. And one loser with their head in their hands.

You’ll have to watch to find out.

Be sure to follow Financial Planner life on YouTube for extra content about career development within Financial Planning.

Reach out to [email protected] in regards to sponsorship, partnerships, videography or podcast production.

Want to appear on the Financial Planner Life podcast? Drop Sam a message.