#65 Johan Oosthuizen – Transcript

Louis van der Merwe
Welcome to another episode of Financial Planners, South Africa. Today in the studio I have with me Johan Oosthuizen. Johan is a good friend, and has also been my coach for the last couple of months. Johan, thank you so much for joining me today to unpack the last 40 years in financial services. What a milestone.

Johan Oosthuizen
Thank you, Louis. It’s really an honor and a pleasure to join to join you today on the podcast.

Louis van der Merwe
Now I know that role hasn’t always been the role of a coach, it included being a financial planner and engaged with clients. Tell us that story of how you got into financial services? Because it is quite a unique one, I think,

Johan Oosthuizen
Well, I think the shock for many people will be that we started with 40 years ago, there was no one called a financial planner, you were insurance agent, and then you become a financial advisor. And that’s how it evolved over the years. So yeah, I got into the industry, I think like many people by accident, I was training in a gym, and I was asking one of the people in the gym to help me and that guy was a manager at one of the largest insurance companies in South Africa. And he, like we all know, recruited me by telling me all these beautiful stories about John, you’re gonna make 10 cents and my buckets of money. And that immediately interested me a lot. So that’s how I ended up in the industry started as an insurance agent in 1983. In the beginning of the year,

Louis van der Merwe
this is a theme that often comes up that kind of monetary, carrot, I would say when people say Oh, this could this could really be a lucrative career. I mean, even myself, I interviewed for a position at one of the insurance companies, I wouldn’t mention them. And the interviewer said to me, I’ll guarantee that you will make more money than your dad is making in the first year. And so that’s I just didn’t believe the story that they told me because I couldn’t think that it would be based on fact was that your experience? Was it a very lucrative career During that lifetime.

Johan Oosthuizen
Your it was a very lucrative career for the people who made a success in the career. But you and I also know because you’ve also been in a career for many years up to now, it’s not the easiest thing to sit with people and convince them to do business with you and buy insurance or doing investment. So the fall outright. And I know the figures even after 40 years is exactly the same that what it was 40 years ago. Meaning that I would say 10% of the people who start in this industry, at the end end up making the career 1020 3040 years in the industry. I think the first 80% are out of the industry within the first few years. So you’re it’s not an easy industry. And in the beginning the support was not that great. I mean, there were only two basic, and they call it Training courses of two weeks. The first one was compulsory, you had to attend that. The second one you put made up your mind to do it. And 99% of the people don’t go to the second core. So everyone had a two week training and that was how we started in the industry.

Louis van der Merwe
It’s fascinating that it hasn’t really changed. We haven’t made it easier for advisors or agents are planners to stick it out.

Johan Oosthuizen
You’re I mean, it’s such an unbelievable industry itself for the people and like yourself who’s been in the industry, I believe there’s no other industry that can give you the satisfaction that you can get in this industry. And I would think if I was a employee, I would like to get people to come to work for me, I would like to make it as easy as possible for them to join the industry. And if you just can imagine, what is the cost for these companies, recruiting people, and 80% of them aren’t there after two years, it must be rearranged us thinking about the cost. So you’re I can’t understand the business model of the industry. That just doesn’t make sense for me. But you’re you’re right, it doesn’t change in 40 years.

Louis van der Merwe
And this is something that they debated at this year’s FBI convention at length, partly because the advisors doesn’t reflect the South African communities, but also partly because of this big drop out. And no one seemed to have a solution other than changing the remuneration model saying, if we’re based on on sales, you’re setting these guys up for failure,

Johan Oosthuizen
Louis, but even if you look at the model, they appointed these people, and they still might don’t make it. So I always questioned, but can’t you make up your mind? I mean, you assess the people for 40 years, exactly the same way, they still not making it, shouldn’t you say to yourself, but there’s something wrong with how we recruit people. And that was one of the things that I discovered when I stumbled through the Gallup stuff. And they did the research on 250,000 salespeople. And I read that book in 2002. And I went back to the training department of this large insurance company. And I present to them what I’ve learned out of the book, and they said to me, you’re on, we’re not going to do that. We still going to keep on doing what we are doing. You’re the results are still the same. But I know why the people aren’t making it in the industry, because we assist them on on the competency. Do they have the qualifications? Maybe they’ve got a little bit of experience. Maybe they’ve been a salesman at a car company or selling something else. So that’s what that’s the benchmark. And I don’t say you shouldn’t use that. But the missing link out of the Gallup research is you also have to assess, will this individual laugh during the work? Do they get up in the morning with a twinkle in their voice and energy to go to work. And that’s what they don’t assess all the successful people in any industry will tell you that they love what they are doing. That’s why they are still doing it.

Louis van der Merwe
You want is this the same as a passion for what you’re doing?

Johan Oosthuizen
You’re, I think a passion is the starting point. But how many people can really identify the passion. So it’s not a passion to suck? I love to work with people that that’s too broad, you have to narrow it down to say, Okay, what is it that you really love doing and helping people. And in this industry, you can pinpoint that exactly. And I know the successful people in the industry will say to you, I love working with a specific kind of individual. I myself said to me in the industry, I don’t work with lawyers, I don’t work with engineers. Because I’m not an analytical person. I don’t like to analyze stuff. So I bypassed those people. And I quickly realized, this is the type of individual that I would like to work with. We immediately bond, we talk the same language. And it was just so much easier doing it like that. But it starts with what you said, you have to know yourself very well, to find out what is your passions, what make you get up in the morning, where’s the energy coming from? And that, in my mind, is the missing link in the industry?

Louis van der Merwe
This is fascinating. And I’d like to explore a little bit this idea of having a niche target market and saying, Okay, these are people that I’m actively going to exclude like you were saying, engineers, attorneys, people that are by nature analytical, does that mean you would turn away that business? Or is it really just the focus area is gaining clients that are less analytical?

Johan Oosthuizen
I turned away those clients for me, it was easy to say that him you know what, John, with all the respect, and it’s not that I don’t want to work with you, but you’re going to irritate me, and I’m going to irritate you. So we’re not going to have a great relationship. I would rather refer you to someone else who’s got the mindset like you as an engineer, and people respect you and you say that to them. What what is the problem in the industry in the beginning the business model, you don’t get any He fixed income or salary. So three weeks down the month and you know, the income is not there, what you start? Do, you start looking for anyone that’s looking for a policy and you’re trying to sell them a policy. So the business model is forcing the people having the wrong habits. At the end of the day.

Louis van der Merwe
Someone once said, they work with anyone that fogs the mirror. So as long as you’re alive, you can be acquired. Yeah, I mean, this does speak to that kind of abundance mindset, working on knowing what you’re good at knowing who you’ll be serving and actively having people knocking on your door, I can completely understand if there is no one. No alternative. You you take what you get.

Johan Oosthuizen
Yeah, yeah. And there’s an easy way to get those people because people in the beginning say, Okay, where do I’m gonna get my potential clients? If you’re a golfer, go and look for the people on the golf course. I was a very keen athlete, and I trained in the gym every day. So in the beginning, lots of my clients start there, having a conversation around the coffee table, talk to the people in the gym, what do you do? What do you do, and that’s how you end up having the right people in your business. At the end of the day, you and I know that there are many financial planners say, five or 10 years down the line, they look at their client base, and they say to themselves, you know what, 70% of the people that is in my existing client base, I don’t really want to work with them. Maybe I’m not even having contact with him over the last two or three years. So How cruel is that to the client, not getting the service that they deserve? Because you don’t really want to work with him, but you’ve made them your client in the beginning.

Louis van der Merwe
And that is the tension that you put on yourself saying, Oh, this is someone I should service or have to service but yet, I don’t enjoy it. I don’t like them. How do we start changing that

Johan Oosthuizen
we start changing that by starting with ourselves, the individual, the potential financial planner in the industry, have to know him or her so well, that they can turn away business and they can say to people, you know what, this is not going to be a right fit, you’re going to fit better working with Louis and not with Johan. So it all starts with yourself. And that’s the one thing that we know people, if they really are honest with themselves, don’t know who they are.

Louis van der Merwe
That’s so true. And I mean, even with my approach, where I’ve started changing, saying I’m primarily work with with our clients going through this major life transition, it has meant that I can focus my skills and my expertise around serving that client base. But what you’re saying is that it starts with yourself, it starts with doing that kind of inner work. What would that process look like? I mean, let’s say someone engaged you, as the coach, how would you discover those unique talents and strengths? Well, first

Johan Oosthuizen
of all I was I will just have a normal conversation with this individual and see if I can pick up some of these talents and strengths that they have. We know that people who likes to communicate will talk a lot, we know that the analytical people will always analyze the information that I sent through through them. So we’ll just have a normal conversation and see if I can pick up on some of these things. I want to look the client in the eye, I want to smell their breath, I want to pick up are there any energy between the two of us if there’s a good vibe, and there’s good energy, already, that’s a good sign for me. And then I will motivate them to go and do a simple assessment. It’s not going to cost them on a lake, even if they don’t work with me afterwards is going to add value to that individual. They can use the report they can take the information moving on in a career or in your personal life. There’s no strings attached. I just motivate the people and the way that I work as a coach for me that’s that’s a sign if someone go and do the assessment. For me, that’s a sign that they are committed than they, they would like to do something if they don’t do the assessment. For me, it’s also a sign that they’re not really committed to work and do something

Louis van der Merwe
when you aren’t just from my experience. The want to say the sales approach that you follow is one that is very patient and one that is very supportive and saying well, when when the client is ready, they will come back. How did you cultivate something like that? Because that’s probably not something that comes from by default,

Johan Oosthuizen
Louis. The reality is that everything that we do in our lives, we are busy selling you were selling yourself to your beautiful wife to marry you. We are always selling so there’s such a bad stigma around selling and I can understand it because 90% of the people out there calling themselves salespeople or what a If you don’t have a lot of training, you’re they are what we say those sleazy salespeople, and I agree 100% with it. But if you really start looking at the role of a professional salesperson, I write them as same as a lawyer and an accountant, an engineer and a doctor, because they are real professionals. So how did I get to that point? If you go into my study, and you know that I’m a fund reader, you will see this 300 books, that that’s only about sales, I made a point of it do read a book on sales every month for the last 40 years. And people say to me, but you’re on you’re crazy. Why do you do that? So I’m gonna think I’m crazy, because out of all those books, what I’ve picked up, and I’ve learned over the years, there’s one thing that you will find in one book that you will not find in any other book, and I’m looking for that one thing, that 10% that I’m going to get out of this one book, and you’re over 30 years reading 300 books on sales. If I just take the 1% or 10%, I can write three new books on sales. So you’re, it’s a deliberate focus of me to learn and read about these things and to improve and, and make myself a better individual out there. Because it’s not just about your occupation, it’s about the life.

Louis van der Merwe
And as you said, this is one of your unique strengths and talents that learner that ability. So this this speaks to me when when I hear all these books, I’m curious, what’s your what’s your favorite or what what is the sales book that has made the biggest impact on your life.

Johan Oosthuizen
The sales book that made the biggest impact on my life was a guy from America. And he was a unbelievable financial planner, in the early 30s, and 40s. How to more now that was Tom Hopkins how to master the art of selling is one of the books that you’re I’ve got about 10 books out of all 300 books that I read every December are read the same 10 sales book every December. So your there are a few books that that really made an impact in your we can share it with the listeners via link, you can still buy some of these books, they are in reprint. But that was the salesman in the financial services industry, that made a huge impact in me and the model that I’ve built over the years, I would say 50% of my model today came out of that one book.

Louis van der Merwe
That’s fascinating. And I mean, you are new for you reading those same thing books every December. What’s your intention behind that? Is it just a refresher? Or are you looking for things that you’ve missed previously, share with us the rationale behind that.

Johan Oosthuizen
I’m not looking for things that I’ve missed. But I realized everything every time that I read the book, I’ve missed something. I think we are in a specific mindset when we read a book and some things just don’t jump out to you and you can relate to it and you take it and you implement it. So you’re the goal is to go and look for those things that I’ve missed over the other years reading the same book. And funny enough, every time there’s something new that jumped out to me and I make a note of it, and say, but this is cool. Let’s see how I can implement it and fine tune the model and what I do with my clients, so you’re I’m looking for new stuff every time when I read the same book.

Louis van der Merwe
I recall one of my previous guests on the show Dr. Moira summers, saying that every December, she reads essentialism, which is a book that helps her to focus and remind her to hone in on the things that really matter. And you know, she’s also a mutual acquaintance with the two of us and you’ve kind of been very instrumental in sharing the work that Susan Bradley and the transition as the Institute does. How did that happen? Can you share with us a little bit that story because Maria hit upon was also a guest and and I know the two of you have been working together for for many years,

Johan Oosthuizen
your Louis, as you’re aware of I’ve left the industry 12 years ago in 2011. And decided that I’m going to start something new become a full time coach. And the Gallup information was always something that made an impact on me. So I went for my first training as a Gallup coach. And in 2017, Gallup invited me over to the states to the yearly conference for the coaches all over the world to be a speaker they and sitting around the table. You know how it goes at this conference, the people start to talk and I’ve met a lady there. I know that you’ve also met her Marine, and we started to talk and marine said to me, do you know about the sudden money Institute? And I said, No, never. Tell me more and She told me about the southern money Institute and Susan Bradley, that was a that’s a close friend there. And it’s something ring in my head. And I said, I must go and look at this and make this something and do my research. And I did my research on the southern money Institute. And I realized that Moira was part of the organization, she was on the board. And I came back and made up and was my client at that stage. And I said to her aid, I’ve been working with you now for seven years. And this is the last little puzzle that we are looking for building the picture for your future. But I also said to Maria, I’m not going to force you, I’m going to give you the information, do your own research, and you make the decision if you want to do this. So you’re Marie, it made the decision. And she started with the training in the beginning of 2018. And I know that you’re so that the training, so you’re, you’re unmarried, or one of only three people in South Africa, that the training from the sudden money Institute, I think it’s an unbelievable advance CFP qualification. And I wish many other people would also like and do the training and get the qualification.

Louis van der Merwe
It does seem like it’s gaining momentum. I mean, there’s quite a few South Africans that are enrolling into this and saying, I’m looking for something, something more, because the traditional financial planning is not working with my clients when they go through these life transitions. I’d love to hear your take on on how you’ve become this visionary, like how do you cultivate the skill of thinking ahead? 10 or 20 or 30 years, like you mentioned with Maria, this is the piece of the puzzle that we still need,

Johan Oosthuizen
Louis? Like I said, right, in the beginning, you have to know yourself very well. I think I know myself very well. And if you go into my Gallup, Clifton Strengths Assessment, the talent theme of futuristic is in my top five, strategic as they’re also in the top five maximizers there, meaning that I would like to do things in an excellent way. So you’re, I think it’s that combination, strategic futurist, futuristic, and Maximizer. That’s just how my mind operates. I look at stuff and I see the picture and I look into the future. And you’re, that’s where I talk to other people. And they say to me, but you aren’t, what are you talking about? Are you crazy, we don’t see what you’re seeing. I said, okay, it will happen. And your thing starts happening now in the industry. I said, Exactly, this is going to happen 10 years ago, and now the things are starting to play out. So you already have a vision for the future, what’s going to happen? I think there’s there’s a lot of disruption is going to happen in the industry for good reason. And I promote that, and I’m always positive about that. But it’s an exciting time in the industry, I think the next 10 years is going to be very, very exciting. You really

Louis van der Merwe
have this gift of kind of igniting that flame and getting someone excited for the future. But when we look at someone successful, I think it’s just natural to say, oh, I want to do what they do, instead of kind of like you’re saying is go inward and figure out what you’re good at and then apply that. Why is that become the default? You know, I want to copy that person I want to I want to do that. Is it just because it’s easier?

Johan Oosthuizen
I think it’s the way that we brought up, Louis, we’re always looking at other people that is so called successful and we want to do to copy them. That’s the way that we are brought up. And the Gallup research will point out to you, there’s a there’s a different strategy, start with yourself. You’re looking at Louis and look at all the other successful people and take some of the stuff that they do. But don’t copy someone 100% In fact, it’s impossible to do that. You and I are unique individuals on our own, there is no one with what you’ve got to offer the world out there. I always say to the financial planners, when I talk to them, I asked them the question, what is your competitive advantage in the industry and all the hands go up and they say you’re on I’ve got 20 years of experience. I’ve got my CFP qualification. I’ve got 2000 clients, all those answers that everyone will say and I say you know what, you’re all wrong. That is not your competitive advantage. Why? There’s many other people in the industry you can say exactly the same. Your competitive advantage is your uniqueness. There is no one like you go and find out what is your uniqueness, your fingerprint and focus on that, and offer that to the world. That’s what everyone should do, I believe,

Louis van der Merwe
it seems like that uniqueness has been suppressed. Somehow, we see that in our client base when we talk about to our clients about their strengths and what they’re good at, and their natural talents. And very few seem to be able to identify that and particularly, women going through major life transitions, it feels like they often feel that they don’t have anything to offer. So how does confidence play a role in starting that journey to discover your your strengths?

Johan Oosthuizen
Lewis, again, if we look the way that we brought up, since we were little, everyone, your parents, your colleagues, the teacher in school, was mainly focusing on those things that you struggle with. And they call it a weakness. And they, they convince you that there’s something wrong with you, and they want you to fix that weakness. But no one compliment you on those things that you like to do, and where you are the best in. So eventually, you end up thinking that there’s something wrong with you thinking that you’ve got nothing to offer. So how do you get that confidence, it should start when you are little parents have a huge responsibility to look at the kids in a different way to look at your son. And you can pick up this competition, talent they and to motivate them to be more competitive. And do things like that to look at your little goal and see there’s a lot of empathy and motivated to be more like that. It’s a different mindset. And we don’t ask that mindset. And that’s what I pick up like you with all the people that I talk with the Self confidence is very low, they don’t think they’re good enough, they don’t think that they can offer anything to the world. But once they start to realize how unique they are, and what they can really offer the world, the lights come on. And it’s a different individual that sits in front of you.

Louis van der Merwe
Johanna was listening to a podcast over the last week, where an international musician is a drummer for quite a big rock band said that at the age of 11, for Christmas gift, he got a drum set. And you know, for if for any parents that have had noisy toys, or if my parents included listening to, to this be bagging the drums, you almost expect that someone would come and say, Oh, you need to stop there do you need to quiet down. But what happened to this guy is that every family member, there was about 20 of them at this Christmas dinner, came into the room while he was playing drums and they said great, this is such an awesome job, keep it up. We love what you’re doing every single one of them. And for that guy at the age of 11, he made a decision saying, Wow, I want to be a musician. And I don’t think we often realize how these positive moments or these positive impacts can almost set someone on a path for the rest of that life. I mean, this child decided that at the age of 11. And I love what you’re saying is that kind of leaned towards those strengths. How do you become confident enough in yourself to be able to identify strength with someone else, I mean, even you, your children, I guess it’s it’s easy to be critical.

Johan Oosthuizen
It’s easy to be critical. That’s why I’ve said everything starts with yourself Louie. If you really know who you are, you become more confident, you realize that there’s nothing wrong with you. In fact that we don’t have a weakness, it’s just a lesser strength. So your the, the bottom line is start with yourself. And that will branch out to your immediate family that’s very close to you. And that can be your, your partner, or your children. And it branched out to the colleagues in your work, and from there to your clients. And that’s what I say to the financial planners just look at the impact that you can have. If you start to realize these things, think about the impact that you’re going to have with your immediate family, with your own colleagues, your team members that with you in the organization. And think about the impact that you can have with your clients, you’ve got 300 250 clients. It’s a huge impact that you can have starting to think in a different way focusing on your on your strengths, and manage around those things that are laser strength, supportive. This

Louis van der Merwe
is the kind of multi dimensional aspect of strengths. You’re not just good at one thing but there’s oftentimes multiple strings at play. As you start identifying these I know you’ve talked about the assessment, but how do you train yourself to say Oh, well, these are my strengths that are that are coming out? Is it just that intentionality of analyze when you’ve had a good a good result and figure out What What contributed to that

Johan Oosthuizen
is an easy exercise that you can do on a piece of paper, Louis, you look over a week and you start to record yourself and see what are you doing every hour? And you ask the question, how do I feel? Do I have a lot of energy? Or do I have a low level of energy? And those things where you have a high level of energy, you should start thinking about what is happening here? Why do I have all this energy? Doing this specific task? Am I busy analyzing stuff? Do I have a great conversation with the other colleague, what is happening when I have this lot of energy, that is a sign that maybe that could be a strength or talent. But we don’t do that we don’t sit down and reflect back on what is happening every day with us, we are so busy in this rat race moving from point A to point B. And we don’t do that. But you can just like John Maxwell said, 15 minutes every evening before you go to bed. Just reflect back on what happened to die, the positive and the negative. And that’s how you can pick up that maybe that could be a talent. And you can develop that talent to a strength. And that will have a huge impact not just for yourself. But for the rest of the world.

Louis van der Merwe
I love this, Johan, and can you share with us some of the habits that you’ve acquired over the years? And I know, this is ironic, because we just need to focus on your own strengths. But I’d love to hear what are the things that you’ve kind of created your day around maybe your morning routine or your evening routine? I know this is something that people love to hear about and including myself. Do you do that, like what John Maxwell said about reflecting on your day?

Johan Oosthuizen
I’ve got a simple rule. And I teach all my clients as rule, it’s not you on that. So clever. I’ve learned out of all the books and stuff that I’ve read, like call it the five hour rule every week, I call it your Power Hour, start implementing for yourself and power hour every day. In that way you focus on yourself. You read about information and you look at video clips or you listen to podcasts, discover your that personal development stuff. Now we’re our immediately will people say but you and I haven’t got an hour, as a beginner deaf to start with an hour. Start with 15 minutes. And there’s no one that I speak to that say to me, but I haven’t got 15 minutes, okay, start with 15 minutes. But it’s the consistency, that’s the most important thing. It’s like going to the gym, Louis, it will not help if I go once a month and I train for six hours in the in that session, rather guys three times a week, for 20 minutes. It’s the consistency, it’s compound interest over time. And that’s the one habit of thought that I always teach to all my clients get that power hour, you will not believe what that power hour will do for you over 510 2030 years. In fact, the research will point out if you spend an hour every day, Monday to Friday, on one specific topic, you will have the same knowledge than anyone doing a degree in that specific topic, one hour a day. And I still do that today after 40 years.

Louis van der Merwe
So what does that hour look like for you now after 40 years? What would be the kind of content that you would consume at this level? Is it things that have just popped up on your path? Or is there any specific theme? Or how do you filter out because there’s a lot out there you can spend 24 hours just watching videos and podcasts? How do you filter out the content that’s relevant to you at this stage,

Johan Oosthuizen
I’ve got a huge network of people that I talk to on a regular basis and one of our friends recommend this book to me over the week. In fact 24 hours I got the book I’ve already read off of the book

Louis van der Merwe
for those that see this thank you very much

Johan Oosthuizen
for recommending this book. So to answer your question

Louis van der Merwe
or to return title for us Johann is listening ancient

Johan Oosthuizen
people say to me on read this book, go look at that. So that our that’s how I get to all these different things. And it’s not just personal development or, or work related stuff over the years. It’s definitely not there. But that’s a huge resource for me to tap into other people who also are found readers and personal development. What do you read at this stage? What can you recommend and and you’re that’s how I get those stuff. The other way that I read a book in many of these books, they will mention some other people in the book successful people and then I look at that name and I start doing More research on that name in the book. And in that way, I also discovered many unbelievable things. Why do people write a book they successful, that’s why they write down they’ve 40 years experience in 300 pages. If you can read that book in a month, it saves you 39 years. I love

Louis van der Merwe
that way of thinking about it that someone’s condensed the experience into something that you can digest and save you all of that time, or at least give you another perspective on that topic. So do you go broad when there’s topics? Or do you decide and really go deep in that topic and want to know everything about that?

Johan Oosthuizen
You’re like on sales and successful people in sales, and specifically in the sales industry that we are in the financial services industry. I do my research. I even contacted people if they still alive, and I have a conversation with him. I mean, Dr. Donald Clifton, you start the strength finder movement. In my visit at Gallup, in 2007, I went to the University where he studied, and he was the dean there at the faculty, I met some people that were youngsters when he was there, this old people like me now and I had a conversation with him. So you’re I make the effort of, of going deep and wide in a specific topic that interests me. I want to know everything.

Louis van der Merwe
This is wonderful. And it really I mean, I’ve experienced that when I’m looking for something on a specific topic, instead of me wasting my time. I should just go to your hand. I learned that over and over again.

Johan Oosthuizen
Thank you for the compliment, Louis.

Louis van der Merwe
So you want what what is the future look like for this financial planning industry. And there you are gifted with the ability to kind of have accumulate your knowledge, but also use that to project what you think the future could be. And we won’t hold you to this, but I’d love for you to explore and and share with us what you think this could be moving into?

Johan Oosthuizen
Shall I start with a bad news first? Yes. Now. The bad news for the industry is gentleman, the woman is going to infiltrate this industry on a massive scale. I think this is the perfect industry. For women and officers we’re close button. And there’s only one or two that you and I know of because they are few and in between in this industry. But I want to say that in the next 10 years, 50% of the people in this industry is going to be women. And it’s beautiful. It’s great for the industry. So that’s the first thing that I would say that’s definitely going to happen. So can we

Louis van der Merwe
can we can we pause there? Yes. Why are you saying that?

Johan Oosthuizen
There are unbelievable individuals, women out there in the workforce and in the world, that we don’t recognize unbelievable people, because they are unique. I’ve seen it when they do the assessment. And you and I know about the command talent and the self assurance talent. We know, we know, women were that Delon. And it’s beautiful to see how it plays out in the industry. And I think the other reason is, and that sorry, guys, is just how we are made made up, we don’t have that soft empathy, beautiful traits that women just, they just have it. And that’s the competitive advantage, I would say in the industry. And they should come and see it in the industry and use it to their benefit. Because they are many individuals, women individuals in the world, because of what’s going on in the world, single parents, many women would love to rather talk to another women go through exactly the same thing. So yeah, that’s the first thing but I don’t say it in a negative way. Guys, we also can offer something that the woman can’t off. So there’s, there’s a place for us as well. But we’re gonna have to change our mind from graphs and figures. And it’s all about the money to a bigger picture. And when I say the bigger picture is you’re going to have to look at your client and look at the well being of the client, the whole picture of wellbeing, not just financial well being all the other areas of wellbeing. So that’s how I see the industry is going to change. I think we’re also going to change the name from financial planner to something else. I don’t know what it will be. But if you look back in history, as I’ve said to you, I started as an insurance agent, no one calls you to die insurance agents, so the name is going to change. And the reality is there’s occupations today in the world that 10 years and 15 years ago we never thought of that’s going to be your occupation. So your, I think the name financial planners also going to change to something else, maybe a well being bolder, or whatever. And that’s also positive as long as we, we evolved, and we grow and we get a better industry at the end of the day. So your do things, women is going to enter the industry in a massive way. But for the men, if you start to change your mind and looking at the bigger picture, looking at the full picture of wellbeing for your client, you’re also going to have unbelievable autonomy in the industry,

Louis van der Merwe
you and I think we share this passion. And what’s interesting is, do you think clients approach this, knowing what they need?

Johan Oosthuizen
No clients don’t know what they need. They clueless, we are the so called expert. And it’s up to us to make sure that we provide that expertise and value to our clients. Think about yourself, if you walk into any shop and you want to buy something, you are not the expert, you clueless, you’re you’ve got some information, maybe you’ve Googled something on the internet. And you’ve made up your mind that you’re you’ve got idea to buy this vehicle, but you go into the dealership to talk to the expert, and get that final information that only the expert can offer you. And that’s why I say guys, women, in this industry, if you are an expert, and you qualify yourself to be in that class, you will always have work. In fact, you’re gonna have more work than what you have at this stage. Your clients aren’t experts, you are the expert, and you’re gonna have to provide an expert way to your client,

Louis van der Merwe
you want somehow I think this is already playing out. I mean, if I just reflect on the three practices that I look up to, they’re all run by woman. And it’s not a coincidence. So maybe the future is already here, maybe maybe this is not something we just maybe it’s it’s just an evenly distributed,

Johan Oosthuizen
you’re doing that. The other positive thing is those women with our strong leadership skills, they also recognize that they need the gentleman as well. There’s a reason for men and women in life, we need to start to work together. And that’s the other thing that I see in the industry, starting to happen, people start to work together. I mean, in my days, the three biggest insurance companies in South Africa 40 years ago, it was like wall, you don’t talk to those people. And we know what we talk about the blue, the blue company and the green company, we don’t talk to each other. It was just you don’t go there. Why don’t we collaborate more, and start working together? Guys goals working together, companies start working together. That’s where the power lies, focus on your own strength and get some other people that you can collaborate with, and work together and offer your client that aha experience that no one else can offer them who’s trying to do everything they know you can’t do everything working together

Louis van der Merwe
to your hand, as we kind of get to the end of this show. Let’s say there’s a 40 year old male listening to this, that’s been a financial planner for the last 1520 years that saying, I want to start working on these skills. I want to start working on doing more for my clients. What what nugget would you leave for them? Or what kind of inspiration would you leave for them?

Johan Oosthuizen
Well, the first thing is you must have that open mindset. It’s a decision at the end of the day, and go and try it at least for three months. If it doesn’t work for you after three months, then you can go back to the old way of doing it. But at least go and try it. You’ve got nothing to lose. And people are scared to do that. I think they all in a comfort zone. They don’t want to try stuff. I mean, I’m also in my 60s and I try stuff I tried to use the technology, y’all I’m not the expert, but at least on trying. What do you have to lose? That’s the first thing ever open mind and try stuff. You’ve got nothing to lose

Louis van der Merwe
and love that curiosity and approach to say, hey, what’s the worst that can happen? You know, if you disrupt yourself, then no one else will have that opportunity. And you might just be surprised.

Johan Oosthuizen
I mean, I’m a typical example. 12 years ago, people say to me, but you’re on you’re crazy to live the industry of the 27 years you’ve been unbelievable successful. I said no, I’m going to try it now. 12 years later, looking back. So that was an unbelievable, great decision. Because if I didn’t do that, I would have never experienced what I’ve experienced over the last 12 years. I would have never ended up in the States. No, Governor try it. What do you If you lose love in the moment, go for it, you’ve got nothing to lose.

Louis van der Merwe
And I think there’s a better way to end this conversation, I want to thank you very much for your passion and your wisdom, and the work that you do by creating the platform to improve the service and the experience and the delivery of that to financial planners. I case across the globe.

Johan Oosthuizen
Now, Louis, I also want to thank you, out of my heart for you providing the opportunity and the platform that you are doing. I know that you also put in a lot of energy, and all the other knowledge that you’ve acquired over the years into the industry back to the youngsters, you and I know that money can’t buy that tinkle in the eye when you people, the penny drops for them. And that’s what it’s all about. Give back. You’ve got nothing to lose by doing that. There’s no money that can pay for that. What a privilege if you can get into that position where you can buy back. So I want to commend you, I want to salute you, thank you for your effort, helping the industry tackle this together.

Louis van der Merwe
Thank you Johan, Thank you.