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Five things I've learned - IFA Harry Frapple

30 July 2019

Adviser Harry Frapple of Nexus IFA on being open and honest about market performance, and building longevity into a client bank...

Writing in journal

1 Be transparent

When having an initial meeting with a prospective client or conducting a review with an existing one, always be honest and open about how the markets are performing and how their portfolio has done against the backdrop. Be as specific as you can. This will help you to build a stronger relationship with your clients, fostering trust and respect.

2 Keep your knowledge up

One of the biggest lessons I have learnt is to keep your knowledge up to scratch. This could take all sorts of formats from attending CPD days run by providers or simply regularly reading articles in a range of financial publications.

In such a fast-paced environment, it is easy to fall behind on what is happening in the world. Keeping up will ensure you are well placed to provide knowledge and insight, so you can give better advice to your clients.

3 Treat clients like celebrities

I'm pretty sure none of us can count Madonna as a client, so what do I mean by this? Whether a client has £10,000 or £1 million with you, they should all feel important. Not everyone starts off with £1 million so your smallest clients could, given time, become your most valuable.

4 Build longevity in your client bank

With a hefty UK pension deficit and scores of people reaching retirement age with insufficient private savings, the need for sound retirement planning is becoming more acute than ever.

Where clients can afford to, paying into a pension for a child or grandchild is going to help build wealth for the younger generation in their later years. Doing this will help you to build longevity into your client bank. It is important to me to get this message across to as many people as possible.

5 Take each day as it comes

In the financial services sector no two days are the same. Always do your best to tackle the challenges you may be faced with. Then take a step back to breathe and evaluate how you have done.