Colin Thomas, business consultancy manager at Prudential, explains how to make the most of your greatest asset via resourceful client segmentation.
We are now just over five months into the post-Retail Distribution Review (RDR) world. What have we learned so far? In a nutshell, as expected, adviser numbers have fallen somewhat, the Financial Conduct Authority (FCA) is officially up and running and the case for advisers to make the most of one of their greatest assets has never been stronger. What is this asset? Your interaction with existing clients. There are two types of client: those who understand, appreciate and value what you offer, and are, therefore, prepared to pay you, and those who do not immediately see your value. ...
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