Foster Denovo: Why client trust should be advisers' first goal

The theme of trust within our sector is one that interests me greatly. Evidence exists that, if a practitioner develops truly deep and long lasting trusted relationships with their clients, those clients are likely to engage fully and take more advice. And because the relationship is deep and personal, the cost of the advice is less of an issue. Done well, the adviser then finds themselves in the enviable position of having clients who proactively advocate on their behalf. When it comes to trust, many think that it is a subconscious human process, and fail to appreciate that there is ...