Julian Gilbert: How We Did £1.5M Revenue With 3 Planners & 7 Support Staff


In this video, I interviewed Julian Gilbert, MD of financial planning firm Wealth Matters about his business and how the firm made the New Model Adviser Top 10 Profitable Planning Firms with a turnover of £1.5M in 2013! What’s more, this feat was achieved with 3 financial planners and 7 support staff! You might assume that Wealth Matters must be serving  very High Networth clients but their typical client has £100K – £500K invested asset!

Julian puts their success down a number of factors, most importantly the team’s focus on sales (yes, that dirty word) but doing so in an ethical way and his background in sales management came very handy. He also talked about the importance of delegation and the role his team of paraplanners and administrators in supporting the planners. ‘There is no way we (the planners) could go out and do £300K- £500Kpa each, if we were coming back to sit down and write our own reports!’

We also talked about his thoughts on enterprise value of financial planning businesses, his ideal exit from the business and his proudest business achievement till date! Oh, and why he doesn’t like the host BBC Moneybox programme, Paul Lewis!


NB! The extended version of the interview will be available in the podcast section of the site and  on iTunes in a few days.)



Abraham Okusanya
Abraham is the founder of FinalytiQ, a research consultancy for platforms, asset managers, and advisory firms. Recognised as one of the country’s leading experts in retirement income, platforms and investment propositions, Abraham has authored several papers on these subjects and delivered talks to the Personal Finance Society, The FCA and several conferences across the country.

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