Between Meetings with Matt Heine

In this podcast series Matt Heine, CEO & Managing Director of Netwealth, chats to industry professionals and thought leaders on what opportunities and challenges they see for financial advisers and the wealth industry as a whole. Together they explore latest technologies, business models, changing demographic patterns and general trends in the industry. This series is designed for wealth professionals who are interested in seeing their business and the industry in a different light.

Ep 102: Simplifying technology and processes to scale firms-Danni Le Grande 08/26/2025

Ep 102: Simplifying technology and processes to scale firms-Danni Le Grande Matt Heine chats with Danni Le Grande, Head of IFA Consulting at Finura Group, one of Australia’s leading technology consultants for advice firms. With a career spanning licensees, funds management, advice practices, and tech consulting, Danni explains why tech fatigue is real, and how firms can simplify processes to drive better outcomes for clients and teams. They unpack why most tech change fails, the importance of people-first adoption, and how firms can turn technology from a cost into a strategic enabler. Danni also shares insights on data governance, AI in advice, and how the best firms are navigating the shift to independent, scalable business models. Essential listening for advice firms facing growth and efficiency challenges. Episode summary 00:01:05 - Danni’s career journey Danni shares her 25-year journey across licensees, funds management, advice firms, and now technology consulting at Finura Group. 00:03:20 - Evolution of tech conversations in advice Reflecting on how advice firms have shifted from Excel sheets and manual processes to navigating complex tech ecosystems. 00:05:15 - Why most tech change fails Danni explains why choosing technology is easy, but implementing it meaningfully requires empathy, people-first change management, and simplifying workflows. 00:08:45 - From institutional alignment to independence How the shift to self-licensing has changed technology conversations, with firms now needing to own their tech and process decisions. 00:12:30 - Common inefficiencies and tech ‘health checks’ The discovery process Danni’s team uses to identify inefficiencies, strip back complexity, and create tailored tech roadmaps. 00:16:50 - Data governance and managing silos Danni highlights the critical need for firms to understand where their data sits, how it’s managed, and why silos can become major risks. 00:21:40 - AI’s real-world applications in advice Why Danni remains conservative on AI, believing firms need to focus on solving real bottlenecks first—such as file notes, onboarding, and client communication. 00:27:10 - Scaling to 180 clients per adviser Discussing the “Road to 200” strategy and how technology, efficient workflows, and advisory team growth are all key to scaling advice delivery. 00:30:45 - Personal insights and cybersecurity awareness Danni shares her passion for social engineering awareness in advice firms, recommending resources like the Darknet Diaries podcast. /episode/index/show/netwealth/id/37944100

Ep 101: Supercharging self-licensed firms - Kon Costas 07/07/2025

Ep 101: Supercharging self-licensed firms - Kon Costas Matt Heine welcomes Kon Costas, Managing Director of The Principals' Community, for a wide-ranging chat on the future of financial advice. With decades of leadership experience across Westpac, BT and now a national self-licensed adviser network, Kon offers powerful insights on what makes businesses grow, merge successfully, and remain resilient. They discuss trusted leadership, why self-licensing is rising, and how cultural alignment is key to any successful M&A deal. Kon also shares how his team supports 135 advice firms and 1,300+ advisers through governance, CPD and peer-driven growth. A must-listen for anyone navigating change or thinking about the next evolution of advice. 00:01:12 – Entering financial services Kon Costas shares how his career began in banking with Westpac in 1989, eventually transitioning into financial advice and later leadership and licensee roles. 00:03:13 – Reflecting on industry change Kon discusses the evolution of financial planning, the Royal Commission, and the ongoing challenge of adviser shortages despite increased professionalism. 00:05:07 – Lessons in change management Kon reflects on his experience navigating industry change, emphasising transparency, trust, and leading from the front during both tough and growth periods. 00:07:06 – The Principals' Community Now Managing Director of The Principals' Community, Kon explains its mission to support successful self-licensed practices through governance, education, and scale. 00:11:38 – The rise of self-licensing Kon explores trends in self-licensing, highlighting flexibility, control, and the importance of capability—while cautioning that cost should not be the primary driver. 00:21:45 – Business performance and growth He shares key data points from member firms, such as average client load (105 per adviser), profitability benchmarks, and the push for greater efficiency and organic growth. 00:23:47 – M&A trends and traps Kon unpacks the current M&A landscape, warning against rushed deals and stressing the need for cultural alignment, thorough due diligence, and clear expectations. 00:32:38 – Building the future of advice He calls for industry-wide collaboration to attract and train the next generation of advisers, boost the profession’s reputation, and increase the reach of quality advice. 00:36:24 – Looking ahead Kon closes with optimism, encouraging advisers to embrace the abundant opportunities ahead, especially with technology enabling broader client reach. /episode/index/show/netwealth/id/37302035

Ep 100: Crafting a 25-year overnight success - Michael Heine 07/01/2025

Ep 100: Crafting a 25-year overnight success - Michael Heine In our milestone 100th episode, Matt Heine interviews his father and founder of Netwealth, Michael Heine, in a rare and wide-ranging conversation spanning decades of business lessons and life experience. Michael recounts how his father arrived in Australia as a stateless prisoner of war with nothing and built a global trading empire. From trading and media to funds management and eventually founding Netwealth, Michael’s journey is packed with high-risk plays, hard-won insights, and moments of extraordinary resilience. This is a deeply personal and professional story about legacy, timing, pivoting when needed, and backing yourself—even when no one else will. A must-listen for founders, advisers, and entrepreneurs alike. 00:01:12 – Celebrating 100 episodesMatt Heine reflects on launching Between Meetings eight years ago and introduces his father, Michael Heine, as the special guest for this milestone 100th episode. 00:02:25 – A family legacy of resilienceMichael shares the remarkable story of his father Walter, a Jewish refugee from Nazi Germany who built Australia’s largest trading company after arriving as a prisoner of war with no money or contacts. 00:08:58 – Business at the dinner tableMichael recalls growing up in a household where business was ever-present. Walter lived for his work, and conversations often centred on deals, strategy, and growth. 00:12:57 – Dropping out of university and joining the businessMichael talks about not finishing his degree, starting work with his father, and quickly learning the value of real-world experience over theory. 00:17:12 – Chasing recurring revenueAfter years in the trading business, Michael explains why he sought businesses with consistent income streams, which eventually led to the founding of Netwealth. 00:24:45 – Selling Heine ManagementMichael details the tough decision to sell the business in 1999, the challenges of listed property trusts, and how the sale freed him to pursue new opportunities. 00:30:48 – The birth of NetwealthMichael discusses “retiring” for two weeks before launching Netwealth. He describes the early planning, modest goals, and lessons from past ventures that shaped the platform’s strategy. 00:38:15 – Building tech from the ground upHe recounts early tech partnerships and why they chose to build their own front-end, emphasising the importance of owning the client experience and data. 00:43:12 – $25 million to first $1B FUAMichael shares the grit it took to reach Netwealth’s first billion dollars in funds under administration. Despite early losses, they stayed focused on long-term vision and strong governance. 00:45:40 – Scaling a business the right wayHe reflects on the complexities of scaling, highlighting the need to pair creative leadership with strong financial oversight, and to evolve the team and systems as the company grows. 00:47:49 – The future of technologyMichael shares his excitement for AI and how he sees it transforming business efficiency. He encourages embracing technological change, not fearing it. 00:50:04 – Beyond NetwealthMichael touches on his continuing involvement in the business and his passion for strategic thinking, admitting that retirement never quite suited him. /episode/index/show/netwealth/id/37232120

Ep 99: Scaling advice with AI and avatars - Dan Solin 05/26/2025

Ep 99: Scaling advice with AI and avatars - Dan Solin Listen to Dan Solin, President at Solin Strategic LLC and Evidence Based Advisor Marketing, as he shares his journey from law to financial advice, revealing how his legal background shaped a preventative, client-first mindset. In this episode, Dan unpacks the power of simplicity in investing, advocating for low-cost, transparent strategies that cut through industry complexity. He introduces the neuroscience-informed “Solin process” to build trust and engagement and explains why listening—not talking—is the true competitive edge for advisers. He explores how AI and avatars can scale personalisation and content delivery, critiques outdated asset-based fees, and champions fairer, fixed models. Dan concludes by affirming that while technology will transform the industry, the human element remains essential in delivering meaningful, emotionally intelligent financial advice in Australia’s evolving landscape. 00:01:35 – Dan’s background Dan began his career as a lawyer before shifting into financial advising. He explains how his legal background influenced his focus on prevention over reaction, leading him to help clients make better investment decisions before problems arise. 00:03:01 – Writing and evidence-based investing Dan discusses his books on evidence-based investing, explaining how the industry often overcomplicates what should be a straightforward discipline. His philosophy centres around simplicity, low-cost solutions, and the importance of transparency. 00:05:09 – The Solin process He introduces the “Solin process,” a neuroscience-informed approach to client engagement that focuses on asking open-ended questions. This process helps advisors convert prospects into clients by building trust and credibility. 00:08:08 – Neuroscience and listening Referencing studies from Harvard, Dan explains that listening creates pleasurable brain responses in clients. In contrast, dominating the conversation often leads to disengagement. Listening, he argues, is the true competitive edge in advisery services. 00:15:00 – Leveraging technology Dan explains how advisors can use AI and digital avatars to scale their outreach while maintaining personalisation. These tools are especially effective for connecting with younger clients and enhancing marketing efforts. 00:18:32 – Investment simplicity Dan challenges the idea that complex strategies are better. He advocates for evidence-based investing and the use of index funds, stressing that clear communication and low-cost solutions often yield better outcomes for clients. 00:22:10 – Rethinking fee structures Dan critiques asset-based fees, calling them outdated and often misaligned with the actual work advisors perform. He recommends more transparent, service-based or fixed-fee models that reflect real value delivered. 00:24:38 – The role of advisers in a tech-enabled future While AI will take over many routine functions, Dan believes the human element will remain essential. Advisers should focus on addressing complex emotional and financial needs, while tech handles repetitive processes. 00:27:44 – Using avatars to scale content Dan shares how he uses avatars to turn written content into hundreds of video clips. This allows him to scale his marketing and provide 24/7 access to resources without additional workload. 00:31:51 – Final reflections Dan concludes by affirming his belief in the integrity of most advisors and their willingness to evolve. By adopting better communication strategies and new technologies, the industry can deliver more effective and ethical service. /episode/index/show/netwealth/id/36710795