Refining the process

Where is the next client coming from? Is this something that just happens through luck, or is it something that the adviser takes an active part in? Of course, most successful advisers take an active role in where their new business is going to come from as the other option is surely a recipe for disaster. But things have changed. For once this alteration is positive and, in the last two years or so, there has developed a ready supply of new business for any registered adviser who wants it. What is more, this new business is available in the postcode area of the adviser’s choice, you cho...