How to deal with a know-it-all

A client walks in your door and excitedly tells you about a great investment opportunity he is keen to take a punt on. What do you do? It is a situation all too familiar to Mel Kenny, a director and Chartered Financial Planner at Radcliffe & Newlands. Kenny believes it is crucial to assess the nature of the client in the initial meetings, and to gauge whether they might be more suited to investing direct. “There are different types of clients out there, from people who haven’t got a clue, to the DIY-ers who don’t really want advice,” he says. “Below that, you’ve got people who want...