Mid 60% of clients 'most difficult to service'

Shelton, of Stoke Bishop Associates, told delegates at the Adviser Home Business Development event on Thursday that this middle section of clients is difficult to serve because it is the most wide-ranging in terms of needs and value to the business. "This has led to many advisers being reactive rather than proactive with this valuable section of this client base," he said.  However, he argued advisers can easily change their approach. The first step would be to profile clients according to their value. Shelton argued that, once this is done, an adviser should create a three-tier fr...