Lawrence Cook: Setting the tone for post-Covid face-to-face meetings

Client engagement

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Lawrence Cook: "In any profession we expect its practitioners to be qualified, competent, honest and able to deliver their service. These are hygiene factors; we expect them, but we don't really want to hear the doctor talk about his qualifications - we just want the achy shoulder to go away so we can get back to playing golf as badly as before."
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Lawrence Cook: "In any profession we expect its practitioners to be qualified, competent, honest and able to deliver their service. These are hygiene factors; we expect them, but we don't really want to hear the doctor talk about his qualifications - we just want the achy shoulder to go away so we can get back to playing golf as badly as before."

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...

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