Lifestyle financial planning is still relatively niche in the UK, so how do you get clients to pay for something they've never heard of? Smart Financial managing director Steve Martin reveals his secrets.
"There's no value in advice without the financial planning process, and why would I want to do anything without providing value?" Martin (pictured) told delegates at product provider-free financial planning conference BACK2Y. The question is, how do you convince clients of this value? Martin quotes his famous namesake comedian Steve Martin - "Be so good they can't ignore you". Martin learned to value his service the hard way. "I had an experience some years ago when I gave away a great deal of intellectual property in the hope of stuffing someone for £40,000 worth of commission - i...
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