Same game, new rules: what advisers can learn from the art of sales

The dynamic between adviser and client has fundamentally changed. Previously, the client viewed the adviser as a valuable free resource, whose fee was magically hidden away from sight – what you can’t see can’t hurt you. Now, the fee is upfront – distastefully conspicuous and ugly; the elephant in the room. There is no going back and only one route forwards. Advisers must learn the art of sales. No longer can they just rely on their advice and technical prowess – it is all for nothing if they cannot close the business in the first place. This shift will not be comfortable but, quite fran...