Taxbriefs Commentary Library

The secret of keeping your clients in 2013

Danby Bloch, 10 Jan 2013


 

Any day now, a journalist will write a story asking: “What’s the fastest way to increase your net income this year? Sack your financial adviser and do your own investment.” And in the short term, the case will be made to look persuasive – however disastrous it might be for clients in the longer term.

The fact is that most firms will have to face the challenge of explaining to clients how the very real costs of advice are more than matched by its very valuable benefits. Adviser charging makes the costs of advice more salient and also easier to avoid, as clients start browsing the internet and using the many tools intended to help them make decisions.

Chances are that advisers will be picking up the pieces a few years down the line.

So how can advisers ward off the danger of journalists’ stories and make clients understand the value they are getting? Here are three tips for the new year:

  • Get your proposition right and don’t be afraid to adjust it in the light of experience and client reactions.
  • Make sure that your tax and financial planning ideas are worthwhile, relevant and solve today’s problems – so keep up to date with new ideas.
  • Make sure that your newsletters, e-bulletins, website and booklets on key subjects like estate planning and preparing for retirement are compelling and suitable. A great deal of the answer is better, clearer and more frequent communications which explain the key issues and the benefits of using your services.

Taxbriefs is the expert in client communications - if you are looking for assistance in this area why not give our team a call today on 020 7970 4142.

 


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Danby Bloch

Editorial Director, Taxbriefs

Danby Bloch is the editorial director of Taxbriefs, chairman of city-based IFAs, Helm Godfrey and director of Nucleus, an independent wrap provider.

Over a period of more than 40 years, Danby has established himself as one of the industry's leading thinkers and  is a respected author, lecturer and trainer on tax and financial planning.

 

 

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