Too often we get caught up in the technical, rather than the emotional drivers of client decision making, writes Lawrence Cook. As advisers return to face-to-face meetings are they asking the right questions?
As we emerge cautiously and stutteringly from the Covid inspired restrictions, many advisers will be looking forward to seeing more of their clients face to face. Some have started already while others are taking their time. Either way, it is likely there will be far more meetings in person with clients than there has been for many months. I was recently talking to Damien Rylett, director of the Financial Planning Training Academy. Having already successfully built up his own financial planning business and contributing to financial planning training, I thought it might be worth a cha...
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