Fact-find interviews 'to get psychological'

Andy Gadd, head of research at the company, says the questions form the basis of holistic planning, a growing trend in the US, which involves advisers asking not only about a client’s financial plans but also about their hopes and values. He says advances in technology will free up time for IFAs to focus on this “more human side” of financial planning and adds the emergence of wraps and fund supermarkets in the UK could require advisers to learn the skills required for holistic advice. “There is continuing pressure for financial advisers to evolve from their historic role as product sales...