Steve Billingham: Thoughts on…luck

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...