Advisers must look beyond products and embrace behavioural coaching, flexible strategies and evolving client goals if they are to meet modern retirement needs, according to RBC Brewin Dolphin head of intermediary sales Ian Kloss.
Speaking on Wednesday (1 May) at Defaqto's Unlocking Retirement Strategies conference, Kloss told delegates that the greatest shift in advice will be moving from products to service. "You need to show your value through client-led, service-led and goal-driven strategies," he said. Kloss warned that adviser numbers may fall significantly by 2035 amid regulatory scrutiny and consolidation. IFA Billy Burrows urged advisers to focus equally on behaviour and technical planning. He championed the familiar "three-pot" approach – cash, risk-rated and growth funds – for managing client psyc...
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