Shhhh! Silence on products 'could boost sales by 80%'

Sullivan told delegates at the Institute of Financial Planning (IFP) conference last week that the RDR will eliminate "mediocre" and "bad" advisers, leaving just "good" advisers to profit. Good advisers compete on the level of asking questions, according to Sullivan, and succeed by disqualifying clients they can not work with early on and listening deeply to suitable potential clients to win them over. Advisers who spend client meetings asking questions which make the client feel "profoundly understood", instead of talking about products, end up profiting more, said Sullivan. "Not ...