The Financial Services Show by Terry Blackburn

Terry Blackburn
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The Financial Services Show with Terry Blackburn is the podcast for ambitious financial services professionals who want to grow faster, sell better, use technology smarter and stay ahead of where the industry is going. Hosted by Terry Blackburn, entrepreneur, author, speaker and founder of The Wealthy Advisers Club, this show brings together leading voices from across the financial services industry to share real stories, practical strategies and honest conversations about what is working right now. This podcast is built for mortgage brokers, protection advisers, life insurance brokers, financial advisers, estate planners, wealth managers, firm owners, sales leaders, marketers and ambitious professionals who want to progress in the industry. Each episode explores the key areas that help financial services professionals grow: Sales. Marketing. AI. Efficiency. Lead generation. Business growth. Leadership. Recruitment. Personal branding. Client conversations. Wealth creation. The future of financial services. You will hear solo episodes from Terry sharing lessons from over 17 years in financial services, including building and exiting multimillion pound brokerages, recruiting and training hundreds of advisers, scaling sales teams, generating millions in commission and learning first-hand what separates average firms from exceptional ones. You will also hear conversations with high calibre guests from across the industry, including advisers, brokers, founders, business owners, lenders, providers, estate planning experts, wealth experts, marketers, technology leaders and entrepreneurs. The goal is simple: to give you useful, honest and practical insight that helps you improve your performance, generate more opportunities, increase conversions, build better systems, embrace AI, lead stronger teams and create a more successful financial services business. This is not another generic business podcast. The Financial Services Show is focused on the real conversations that matter in this industry: How do you generate more leads without relying on one source? How do you improve sales without becoming pushy? How will AI change the financial services industry over the next one, three and five years? Why do some advisers struggle to make £50,000 while others make £500,000? What does it really take to scale a brokerage? How do you build a personal brand that creates trust? How do you recruit, train and retain high performers? What are the biggest mistakes financial services firms make when trying to grow? How do you use systems, automation and efficiency to save time and increase profit? What does the future adviser, broker or financial services business need to look like? Terry’s mission with this podcast is to give back to the industry by sharing the lessons, stories, frameworks and conversations that can help raise standards across financial services. The show links closely with The Wealthy Advisers Club, one of the UK’s leading communities for ambitious mortgage brokers, protection advisers and financial services professionals. Inside the community, members access weekly live training, on-demand courses, sales frameworks, lead generation strategies, AI tools, business systems, networking opportunities and events designed to help them grow. If you are serious about improving your sales, generating more leads, using AI, becoming more efficient, scaling your business and building long-term success in financial services, this podcast is for you. New episodes every week. Follow The Financial Services Show with Terry Blackburn on Apple Podcasts, Spotify and YouTube.

Episodes

  1. 4d ago

    Twenty7tec CEO James Tucker Reveals Who's Really at Risk... Will AI Replace Mortgage Advisers?

    🦁 JOIN 2,300+ UK ADVISERS INSIDE THE WEALTHY ADVISERS CLUB — FREE: https://www.skool.com/the-wealthy-advisers-club/about Will AI replace mortgage advisers? Twenty7tec CEO James Tucker believes some advisers are genuinely at risk — but others could benefit enormously. Terry Blackburn sits down with James Tucker, Founder & CEO of Twenty7tec, one of the UK's leading mortgage technology businesses, for an honest conversation about AI, technology and what the mortgage advice industry could look like over the next five years. James explains why there is a huge difference between being a transactional broker and becoming a true adviser, why the traditional mortgage advice process needs to change, and what businesses need to do now if they want to remain competitive. They also discuss why personal branding could become even MORE important as AI grows, the enormous opportunity hiding inside existing client banks, and why the firms that embrace technology without losing the human relationship could be the biggest winners. Chapters 00:00 Intro 02:41 Will AI Replace Mortgage Advisers? 05:53 The Difference Between A Broker & An Adviser 06:30 How Twenty7tec Was Built 11:18 The Biggest Opportunities In Mortgage Technology 12:59 Why The Advice Process Is Broken 15:13 The Wealthy Advisers Club 16:52 The Firms That Will Win Over The Next 5 Years 19:12 Why Marketing Will Become Even More Important 23:52 Why Mortgage Onboarding Needs To Change 29:39 What Financial Services Could Look Like In 5 Years 32:00 Why Advisers Need To Be Visible Online 33:54 What James Would Do If He Started Again 36:31 What's Next For Twenty7tec? 39:15 The Huge Client Retention Opportunity 43:41 Final Thoughts In this episode: ◼ Why transactional mortgage brokers could be at risk from AI ◼ Why true advisers could become MORE valuable ◼ Why the current mortgage advice journey is backwards ◼ How technology could radically improve client onboarding ◼ What the best advice firms will do differently over the next five years ◼ Why AI-generated content makes personal branding even more important ◼ Why people buy people ◼ Why advisers are leaving fortunes sitting inside their CRM ◼ How better client retention could reduce the constant need for new leads ◼ What James would do differently if he started a technology company today Terry Blackburn & The Financial Services Show: 🦁 Join The Wealthy Advisers Club: https://www.skool.com/the-wealthy-advisers-club/about ◼ Instagram: https://www.instagram.com/terry_blackburn_official/ ◼ Facebook: https://www.facebook.com/TerryBlackburnProperty/ ◼ LinkedIn: https://www.linkedin.com/in/terry-blackburn-property/ ◼ Follow The Financial Services Show on Instagram: https://www.instagram.com/the_financial_services_show/ ◼ Terry's website: https://terry-blackburn.co.uk/ ◼ Listen on Apple Podcasts: https://podcasts.apple.com/gb/podcast/the-financial-services-show-by-terry-blackburn/id6797192316 About The Financial Services Show Hosted by Terry Blackburn, entrepreneur, author and founder of The Wealthy Advisers Club. The Financial Services Show brings together leading advisers, founders, CEOs, entrepreneurs and industry experts for honest conversations about sales, marketing, AI, technology, lead generation, business growth, efficiency and the future of financial services. 🎧 If this episode helped you, send it to one person in financial services who needs to hear it. 🦁 JOIN 2,300+ UK ADVISERS INSIDE THE WEALTHY ADVISERS CLUB — FREE: https://www.skool.com/the-wealthy-advisers-club/about

    Twenty7tec CEO James Tucker Reveals Who's Really at Risk... Will AI Replace Mortgage Advisers?

  2. Aug 18

    Will AI Replace Mortgage Brokers in 2 years? Jammjar CEO Karl Griffin Reveals What's Coming...

    " Will AI Replace Mortgage Brokers in 2 years? Jammjar CEO Karl Griffin Reveals What's Coming... Terry Blackburn sits down with Karl Griffin, founder and CEO of Jammjar, for one of the most important conversations about the future of mortgage broking. Karl delivers an unflinching assessment of what's coming and explains why most brokers are watching the wrong horizon while their industry transforms beneath them. The Competition You're Not Seeing Yet Karl opens with a sobering reality check: AI replacement isn't some distant future threat. It's happening now, quietly, and when brokers look back, they'll realize the transformation started while they were still asking when it would begin. The FCA Mills Review explicitly states that AI will deliver continuous advice, and whoever owns the customer relationship at the point they need advice will win. Major lenders are preparing to step out of the direct channel, and they're going to remember the experience customers had with their broker last time a deal renewed. The timeline? Karl suggests brokers have less than two years, measured in mortgage renewal cycles. If your customers perceive that your value is finding the best rates and deals, you're getting one more transaction with them before the AI revolution makes you irrelevant. That next interaction is your last chance to demonstrate why they should return to you instead of choosing the convenient three click mortgage from a digitally native competitor. The Three Types of Businesses That Will Survive Karl predicts a dramatic consolidation with three distinct survivor categories. First, the Walmart style mortgage factories operating at unprecedented scale with AI salespeople handling straightforward transactions 24/7. Second, boutique advisors providing exceptional white glove service, but critically, doing it at scale that would be impossible without AI assistance. The soft fatty middle, brokers who are neither highly transactional nor distinctly value additive, will be competed away entirely. The boutique model represents the most exciting opportunity because AI finally makes high touch, high volume service economically viable without charging extortionate fees. Previously, personal service was reserved for high net worth clients who could afford to pay for it. Now, advisors can provide that experience at scale, leveling the playing field and creating genuine differentiation. What Traditional CRMs Are Missing Karl declares traditional mortgage CRMs already dead. The moment CRM technology became capable of feeding itself with data, updating automatically, and maintaining complete records without manual input, any system requiring brokers to spend hours typing information became obsolete. He describes the absurdity of mortgage professionals blocking out diary time for admin and research when they should exclusively focus on speaking to customers and doing sales. Jammjar was built to solve this problem obsessively. The system maintains itself by reading emails, processing documents, and extracting information from conversations. When brokers interact with clients, the CRM pops up and says it already knows everything, then provides next steps and tips for progressing the deal. One Jammjar user reduced their average time from initial fact find to mortgage application submission from 31 days down to less than five days. The 15 Hour Per Week Problem When Karl measures time spent at the desk doing admin across various mortgage businesses, the number consistently lands around 15 hours per person per week. This represents low value, repetitive work like copying information between systems, chasing documents, updating records, and maintaining databases. From the customer perspective, this creates frustrating delays where they wait weeks between contacts while their application sits in limbo. The businesses Karl works with have dramatically different structures. Some pass customers through three sets of hands early in the process, with appointment callers doing fact finds, advisors reviewing and requesting documents, and admin staff chasing completion. Others have brokers running the entire process end to end across a dozen cases simultaneously in a reactive, unpredictable manner. Regardless of structure, the admin burden is crushing productivity and creating suboptimal customer experiences. Could One Broker Outperform Five Traditional Advisors? Karl answers definitively: yes. One broker with the right AI tools, systematically outsourcing admin to intelligent technology, will absolutely outperform five traditional brokers still carrying the weight of manual processes. The AI equipped broker becomes completely unencumbered, creating time and space to over index on personal touch, spend time on complex issues, ensure messages land with customers, and collaborate with lenders to make difficult deals happen. The other five brokers doing things the old way simply cannot compete. They're trapped in the doom...

    Will AI Replace Mortgage Brokers in 2 years? Jammjar CEO Karl Griffin Reveals What's Coming...

  3. Aug 11

    Will A.I Kill Financial Services? How to Protect Your Business against it + My 1-5yr Predictions!

    Will A.I Kill Financial Services? How to Protect your Business against it + my 1-5yr predictions! Terry Blackburn tackles the biggest question facing financial services professionals today: Will AI destroy our industry, or is there opportunity in the disruption? In this essential episode, Terry shares his bold predictions for what will happen to mortgage brokers, protection advisors, financial planners, and estate planners over the next one, three, and five years. Two Game-Changing Perspectives on AI Terry opens by sharing two powerful insights from world-class entrepreneurs that completely shifted his thinking. Stephen Bartlett revealed his biggest regret: not jumping into the dot-com bubble when the internet first emerged. Bartlett believes we're currently in another one of those transformational moments with AI, and contrary to what most people think, it's absolutely not too late to get involved. The percentage of people actually using AI effectively remains incredibly small, meaning the opportunity window is still wide open. Tony Robbins provided the second perspective during a talk in Las Vegas, drawing parallels between AI and previous technological revolutions like the agricultural and industrial transformations. While jobs will undoubtedly be lost, new jobs will be created, just as they were when tractors replaced farm workers and cars replaced horse-drawn carriages. The critical difference with AI is the timeline: the transition will happen much faster, with 2026 and 2027 predicted to be the years of massive shift. What's Actually Going to Happen to Financial Services Terry predicts that basic, vanilla mortgage cases will gradually shift toward robo-advice and AI-driven execution-only services. First-time buyers with straightforward employment seeking standard new build mortgages from high street lenders represent the type of business most vulnerable to automation. Major banks and large brokerages with significant lead volume may adopt AI salespeople to handle these simple transactions, potentially within the next three to ten years. However, Terry is emphatic that protection is protected. Selling life insurance, critical illness cover, income protection, and comprehensive family protection packages requires emotional conversations that robots simply cannot replicate. Drawing from his experience building one of the UK's largest protection firms, processing over 1,000 life policies monthly, Terry explains why the emotional intelligence, tonality, cadence, pauses, timing, body language, and facial expressions required to sell protection properly cannot be automated. You must ask hard questions that draw out emotion and create relatable conversations that help clients understand the true value of protecting their families. The Types of Business That Remain Safe Estate planning is similarly protected because conversations about wills, lasting powers of attorney, property trusts, and asset protection involve deeply personal decisions about death, family, and legacy. Terry cannot envision clients having these sensitive conversations with robots, at least not in the foreseeable future for current generations. Specialist lending including bridging loans, commercial mortgages, large portfolio deals, and complex cases involving multiple titles, adverse credit, business owners, SPVs, offshore accounts, and structured income all require human expertise. The more complex either the client situation or the lending solution becomes, the more essential human involvement remains. Wealth management and financial planning also maintain strong protection against AI disruption. While a robot could theoretically manage investment portfolios and demonstrate historical performance, Terry questions whether clients would genuinely be comfortable handing over hundreds of thousands of pounds to fully automated systems without human oversight and relationship management. The Personal Brand Advantage in an AI World One of Terry's most powerful predictions centers on content creation and personal branding. AI already makes it incredibly easy to generate basic social media content, and this capability will only improve. Terry's own advisor content AI system, included with Wealthy Advisers Club premium membership, can produce approximately 80% of content automatically. The challenge is that when everyone uses AI to pump out similar generic content, clients will tune it out. The solution is building an authentic personal brand. You are one of one. There is nobody else exactly like you, and AI cannot replicate your unique personality, experiences, and perspective. People buy from people they like and trust, and they gravitate toward those who are similar to them. Terry uses examples like Kylie Jenner building a makeup empire, The Rock becoming a billionaire with his tequila brand, and Conor McGregor selling his whiskey company for hundreds of millions, all through the power of personal brand. While these represent...

    Will A.I Kill Financial Services? How to Protect Your Business against it + My 1-5yr Predictions!

  4. Aug 4

    £3K Premium Every Month & 92% Persistency for 4yrs: The Olly Lodge Protection Playbook

    £3K Premium Every Month & 92% Persistency for 4yrs: The Olly Lodge Protection Playbook Terry Blackburn sits down with one of the UK's top protection advisors, Olly Lodge, who has consistently written £3,000+ in monthly premium for nearly four years while maintaining an exceptional 92 to 94% persistency rate. This episode unpacks the exact strategies, mindset, and systems behind Olly's remarkable success in protection only sales. What You'll Discover: Olly reveals his lean business structure, operating with just two admin staff and a mortgage desk partner while generating substantial protection business. He shares how he transitioned from working 78 hour weeks doing his own admin to building an efficient team that allows him to focus on what he does best: advising clients and generating leads. Lead Generation That Actually Works From sponsoring local sports teams to maintaining a powerful presence in Halifax, Olly discusses his multi channel approach to generating consistent leads. He explains why he moved away from certain lead sources, how he leverages his existing client bank, and why he still actively prospects every single day despite his established position in the market. The Questions That Close Sales Learn the critical qualifying questions Olly asks at the very beginning of conversations to avoid wasting time and ensure he can provide the best solutions. He shares his approach to discussing net income, workplace benefits, and helping clients understand what would really happen if they couldn't work. His method of making protection relevant by comparing it to everyday expenses like takeaways and Sky bills is particularly powerful. Product Knowledge as a Competitive Advantage Olly emphasizes why deep product knowledge separates top performers from average advisors. He explains how he educates clients on the differences between providers, coverage levels, and why certain plans cost more than others. This knowledge builds trust and helps clients understand the value of what they're purchasing. Maintaining Exceptional Persistency With nine claims currently in progress, Olly walks through his approach to client aftercare and why he messages clients once or twice a week during the claims process, even though he doesn't get paid for it. He shares how qualifying clients properly from the start, ensuring affordability, and making them understand the need all contribute to industry leading persistency rates. Overcoming Price Objections Discover how Olly handles budget conversations by getting clients to examine what they currently spend on things they consider luxuries versus protecting their family's financial security. His average client premium sits between £100 and £200 per month, but it wasn't always that way. He shares how starting with smaller premiums and doing the right thing consistently led to working with higher value clients over time. The Reality of Building a Protection Business Olly doesn't sugarcoat the journey. After 17 years in the industry, he discusses the importance of thick skin, dealing with rejection, and why the money should always be secondary to doing right by clients. He shares stories of clients who thought they couldn't afford protection but were spending hundreds on takeaways and subscriptions. Structuring Your Week for Maximum Productivity From his early days of dedicated Monday call sessions to his current approach of prospecting a little bit every day, Olly explains how his time management has evolved. He books appointments primarily on Tuesday, Wednesday, and Thursday while staying constantly active with outbound activity throughout the week. The Two Things Every Protection Advisor Must Master When asked for his number one piece of advice, Olly emphasizes two critical skills: not being scared to speak to anyone and having exceptional product knowledge. He shares why fear of rejection holds so many advisors back and how getting comfortable with hearing no is essential for long term success. Why It's Protection, Not Insurance Olly explains his philosophy of never calling it insurance because of the negative connotations around that word. Instead, he focuses on what it does: protects families, protects income, protects homes. This simple reframing changes how clients perceive and value what he offers. This episode is essential listening for any protection advisor who wants to scale their business while maintaining quality and integrity. Olly's track record speaks for itself, and his willingness to share exactly what's working makes this one of the most valuable protection focused episodes available." If you love this type content, join the wealthy advisers club community for more from Terry & Olly. Over 200 CPD-accredited training sessions covering sales leads, AI efficiency, and more discount on products and services and access to free software. Click the link to join for free. https://www.skool.com/the-wealthy-advisers-club/about

    £3K Premium Every Month & 92% Persistency for 4yrs: The Olly Lodge Protection Playbook
  • 4 Episodes

About

The Financial Services Show with Terry Blackburn is the podcast for ambitious financial services professionals who want to grow faster, sell better, use technology smarter and stay ahead of where the industry is going. Hosted by Terry Blackburn, entrepreneur, author, speaker and founder of The Wealthy Advisers Club, this show brings together leading voices from across the financial services industry to share real stories, practical strategies and honest conversations about what is working right now. This podcast is built for mortgage brokers, protection advisers, life insurance brokers, financial advisers, estate planners, wealth managers, firm owners, sales leaders, marketers and ambitious professionals who want to progress in the industry. Each episode explores the key areas that help financial services professionals grow: Sales. Marketing. AI. Efficiency. Lead generation. Business growth. Leadership. Recruitment. Personal branding. Client conversations. Wealth creation. The future of financial services. You will hear solo episodes from Terry sharing lessons from over 17 years in financial services, including building and exiting multimillion pound brokerages, recruiting and training hundreds of advisers, scaling sales teams, generating millions in commission and learning first-hand what separates average firms from exceptional ones. You will also hear conversations with high calibre guests from across the industry, including advisers, brokers, founders, business owners, lenders, providers, estate planning experts, wealth experts, marketers, technology leaders and entrepreneurs. The goal is simple: to give you useful, honest and practical insight that helps you improve your performance, generate more opportunities, increase conversions, build better systems, embrace AI, lead stronger teams and create a more successful financial services business. This is not another generic business podcast. The Financial Services Show is focused on the real conversations that matter in this industry: How do you generate more leads without relying on one source? How do you improve sales without becoming pushy? How will AI change the financial services industry over the next one, three and five years? Why do some advisers struggle to make £50,000 while others make £500,000? What does it really take to scale a brokerage? How do you build a personal brand that creates trust? How do you recruit, train and retain high performers? What are the biggest mistakes financial services firms make when trying to grow? How do you use systems, automation and efficiency to save time and increase profit? What does the future adviser, broker or financial services business need to look like? Terry’s mission with this podcast is to give back to the industry by sharing the lessons, stories, frameworks and conversations that can help raise standards across financial services. The show links closely with The Wealthy Advisers Club, one of the UK’s leading communities for ambitious mortgage brokers, protection advisers and financial services professionals. Inside the community, members access weekly live training, on-demand courses, sales frameworks, lead generation strategies, AI tools, business systems, networking opportunities and events designed to help them grow. If you are serious about improving your sales, generating more leads, using AI, becoming more efficient, scaling your business and building long-term success in financial services, this podcast is for you. New episodes every week. Follow The Financial Services Show with Terry Blackburn on Apple Podcasts, Spotify and YouTube.

Information

  • Creator
    Terry Blackburn
  • Years Active
    2026
  • Episodes
    4
  • Rating
    Explicit