As part of his Thoughts on… series, business consultant Steve Billingham assesses the role luck can play in an adviser's success, and examines ways they can get ‘luckier'…
In the current climate there seems to be a huge gulf between those advisers seeing their business revenue, client numbers and profitability grow, and those struggling to attract new clients and pay the bills. One adviser I spoke to recently (who fell into the latter group) explained that prospective clients were "being very cautious" and that the "economic climate" - or market "volatility" - was responsible for the lack of meaningful enquiries. All of which was a perfectly reasonable view to take. What was clear to me, however, was this adviser had not taken the trouble to really list...
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