This podcast explores the complex relationship between being authentic and the subsequent impact on personal and professional life, drawing parallels with a study on zebras to metaphorize standing out and its effects. It features Nicola Shirley, a mortgage advisor from Vega Lend, who discusses her approach to handling leads, fostering meaningful client relationships, and the pivotal role of trust and authenticity in her profession. Shirley offers insights into the intricacies of client communications, the challenges and shifts within the lending industry, and the importance of insurance. She also reflects on the evolution of client referrals, provides advice for industry newcomers, and emphasises the significance of balancing professional service with personal connection. Guest Details: https://vegalend.co.nz/nicola-shirley 00:00 Introduction 00:39 Exploring the Impact of Authenticity on Business and Personal Connections 00:46 Navigating the Complex World of Leads and Referrals 04:10 The Art of Building Meaningful Client Relationships 05:01 Navigating Client Expectations and the Importance of Trust 07:03 The Delicate Balance of Knowledge, Ego, and Client Service 12:59 The Intricacies of Financial Advising and Building Trust 17:14 Understanding the Banking System and Navigating Financial Uncertainties 20:59 Navigating the Changing Landscape of Financial Advisory 22:15 The Shift to Modern Financial Practices 23:18 Client Relationships and the Importance of Regular Check-Ins 24:25 Adapting to the Evolving World of Lending 28:50 The Power of Networking and Authentic Relationships 33:58 Referrals: The High Bar of Trust and Authenticity 42:52 The Critical Role of Insurance in Financial Planning 46:51 Concluding Thoughts on the Financial Advisory Profession