Advisers urged to be 'less overconfident' and ask more questions

Speaking at the Chartered Institute for Securities and Investments (CISI) Financial Planning Conference 2024, Smart financial planning CEO Steve Martin and Saltus partner Damien Rylett spoke on how advisers can improve their business and what behaviours they need to consider. Rylett urged advisers need to ask more questions in client meetings. "Make your encompassing focus the other person and what they have to say," he suggested. "The more you know about someone, the more power you have." He stated that many people hold back from asking questions because they are "egocentric" and ...