Considering just how your clients make decisions could help engage them with the advice process, thereby ensuring better outcomes and avoiding potential "regret risk" years down the line, argues Gill Cardy.
"Should we spend time asking (or working out) HOW our clients make decisions?" writes the financial services consultant and former managing director of trade association the IFA Centre in a blog post on the subject. "And could clients AND their advisers benefit from all the necessary disclosures and risk warnings delivered in a personalised format, tailored to help that individual make a good decision, one more likely to withstand the scrutiny of 20:20 hindsight?" The regulator has certainly ramped up its focus on how behavioural factors influence clients. The Financial Conduct Author...
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