Raymond Pirrie on Selling an Advice Firm, Preparing for Change and Life After an Acquisition

Is emotional intelligence the real differentiator in financial advice?

What makes a great financial adviser? For years, the focus has been on technical expertise. But as the industry evolves, that may no longer be enough on its own. In this episode of Foster Denovo Talks, Helena is joined by Emma Boardwell, founder of Emotional Finance, to explore how emotional intelligence, trust and human connection are becoming the true differentiators in financial advice. Drawing on her background as a psychotherapist, Emma shares why the profession often overlooks relational skills, how this impacts client outcomes, and what advisers can do to build stronger, more effective relationships. They unpack her framework built around trust, connection and collaboration, and discuss how advisers can move away from interrogation-style conversations towards something far more client-led. The conversation also explores the risks of becoming either too technical or too therapeutic, and how finding the right balance is key to delivering real value. In this episode: * Why technical expertise alone is no longer enough * How to build trust intentionally rather than assuming it * The difference between knowing a client and making them feel known * Why many advisers struggle with emotional conversations * How to balance professionalism without becoming a therapist * What emotional intelligence looks like in practice

AI in financial advice | why it won’t drive growth on its own

AI is rapidly becoming part of the conversation across financial advice but turning it into something that genuinely supports growth is another challenge entirely.  In this episode of Foster Denovo Talks, Helena sits down with Gary Abela to explore how firms should be thinking about AI in a more practical and strategic way.  Drawing on his experience across both financial services and technology, Gary shares why AI should not be treated as a standalone solution, where firms are going wrong, and what a more effective approach looks like.  They also explore how stepping outside the industry shaped Gary’s perspective, and whether the current pace of AI adoption could be leading towards a bubble.  In this episode:  * Why AI should support strategy, not replace it  * Where firms are falling short with AI adoption  * The link between AI, efficiency and growth  * How different experiences shape better decision making  * Whether the industry is heading towards an AI bubble

Seb Balrow on Becoming a Financial Adviser at 23 and Building a Self-Employed Practice

In this episode of Foster Denovo Talks, Helena is joined by Seb Balrow, who shares how he went from cold calling straight out of university to becoming a self-employed financial adviser at just 23.  Seb talks about resilience, rejection and deliberately putting himself in uncomfortable situations to accelerate his growth. He reflects on qualifying while working full time, managing imposter syndrome in early client meetings and adjusting to a more complex proposition after joining Foster Denovo.  He also opens up about the influence of his grandfather, whose work ethic shaped his mindset around ambition and responsibility.  🎧 In this episode:  • From university to cold calling 100 people a day   • Qualifying within eight months while working full time  • Advising clients at 23 and overcoming imposter syndrome  • Why he chose Foster Denovo and what he looked for in a firm   • Adjusting to high net worth clients and a new proposition   • Advice for young people considering financial planning

Daniella Humble on Building a People First Culture and Scaling Growth the Right Way

In this episode of Foster Denovo Talks, Patrick Horwood is joined by Daniella Humble, our People and Culture Manager.  From starting her career at the Wimbledon Championships to leading People and Culture during a period of rapid growth and acquisitions, Daniella shares how Foster Denovo has built a culture that puts people at the centre of everything.  She talks about rebranding HR to People and Culture, achieving Investors in People Platinum status, embedding a six-pillar strategy and ensuring culture remains strong as the business scales.  🎧 In this episode:  • How Daniella moved from Wimbledon into HR  • Why she fell into HR and why she stayed  • The evolution from HR to People and Culture   • Leading through Covid and rapid legislative change  • Supporting acquisitions and cultural integration   • Achieving Investors in People Platinum   • The six pillar People and Culture strategy   • How Foster Denovo develops and retains talent  • Why culture must evolve as businesses grow

Raymond Pirrie on Selling an Advice Firm, Preparing for Change and Life After an Acquisition

In this episode of Foster Denovo Talks, Helena is joined by Raymond Pirrie, founder of Rosemount Asset Management and now part of Foster Denovo, who shares an honest and practical account of what it really takes to prepare a business for sale.  Raymond talks through his journey from founding Rosemount in 2010, to spending several years preparing the firm for acquisition, to becoming part of Foster Denovo. He shares the lessons he learned along the way, the mistakes others should avoid and why culture, values and people matter just as much as numbers.  This episode is essential listening for advisers and firm owners who are thinking about selling their business, whether that decision is months or years away.  🎧 In this episode:  • Founding Rosemount Asset Management  • Why Raymond started thinking about selling years in advance  • Preparing a firm properly for sale  • The realities of due diligence for small firms  • Choosing the right buyer and avoiding red flags  • Independent versus restricted advice  • What life looks like after an acquisition  • Advice for firm owners considering their next step