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Ep. 11 – Building a partnership practice in a tied environment and valuable lessons from the Financial Planner of the Year Competition with Henri le Grange

From the moment I met Henri le Grange, CFP® I was intrigued by the way they are building their practice, especially because it is inside a tied environment (not a franchise!) with a large well-known life assurance company.

In 2018 Henri entered the prestigious Financial Planner of the Year Competition and was one of the top five finalists.  We speak in depth about the competition, the lessons he learned and how they are using these lessons to better the practice.

A specific aspect that stood out is how they are building the practice around the practice itself and not around Henri or one of the other partners.  They extensively use Xplan in their business and we get Henri to share more about why they are using Xplan and the extent to which this is benefiting their practice.

Being situated in Kimberley, it was interesting to talk about how they get 95% of their clients, who sometimes have to drive 140 km, to have their meetings at the practice’s office instead of going to see clients at their place of business or home.  Their approach to getting quality referrals instead of quantity is also interesting.

We end off the interview with Henri sharing some real pearls of wisdom.  Enjoy the episode!

Listen here:


  • Francois du Toit, CFP®

    Francois du Toit, CFP® holds a B. Com degree in Risk Management as well as the Post-Graduate Diploma in Financial Planning. He is an avid miniature figure painter with a passion for helping others succeed and for professionalising the Financial Services Industry. He holds the certification of CERTIFIED FINANCIAL PLANNER® or CFP® in good standing with the Financial Planning Institute of Southern Africa as well as being a registered Tax Practitioner with them and SARS. Francois offers a unique and powerful proposition to businesses employing Financial Advisers and Broker Consultants that leads to significant improvement in production and reduced advice risk. His practical experience, success, technical knowledge and understanding the challenges and opportunities in this field, ensure immediate practical application in the target market. Francois has designed and created very successful online courses for the Financial Planning Institute and has trained hundreds of financial planners, advisers and other trainers for among others Old Mutual, PPS, Liberty, Iress and atWork. His ability to answer questions that relate to practical on-the-ground issues is what sets him apart from traditional trainers who may not have been in practice.

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