As IFAs prepare their businesses for RDR, Maria Merricks finds out how to attract wealthy clients and hold onto them.
Arguably the biggest challenge for IFAs setting up new businesses or smaller firms looking to expand is getting the first high-net-worth (HNW) clients through the door. Although attracting wealthy clients is no mean feat, advisers who have been successful say perseverance pays off. But how have they managed it? Step one: Define your ideal client and client proposition This might sound obvious, but clearly identifying your target client makes them easier to find. Advisers worried about alienating prospects by choosing a particular niche should not be concerned, according to Martin Bamf...
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