Talking shop: How to attract business owners as clients

Few advisers would disagree that business owners tend to make both stimulating and lucrative clients. With these clients on their books, advisers have the opportunity to advise across a much wider sweep of services, including key person and partnership assurance, as well as pensions and wealth management. In addition, business owners can open numerous doors to advising employees and referrals among other professional contacts - a dynamic Roland Oliver, director of Oliver Asset Management, refers to as the "virtuous circle". With all of these benefits, it is no surprise that competi...