Being a motivator and a people person is more important than having outstanding technical skill as a financial adviser, believes Yellowtail Financial Planning founder Dennis Hall.
Convincing somebody to take action that may reduce their quality of life today with a view to improving it tomorrow is an "incredible skill and an incredible quality", he explains.
Hall is the latest Adviser Champion to appear in Professional Adviser's new series of videos, which has most recently featured Nucleus's David Ferguson, PA's current Personality of the Year Vito Faircloth and SIFA's Ian Muirhead.
Hall, whose firm Yellowtail Financial Planning won Professional Adviser's Adviser Firm of the Year accolade for 2017, goes on to suggest technical excellence is an overrated skill for a financial adviser and that the regulator, professional bodies and the industry as a whole can "bang on about it a bit too much".
"We need to be technically competent," he continues, "but I think the guy who's sitting in front of a consumer needs to be able to tone down a lot of what he or she has learned and be able to talk to people in a way that's going to motivate them to make a change."
You can find out more of Hall's thoughts on different aspects of the world of financial advice - including why, as the head of the FCA for a day, he would turn himself in - by clicking on the video at the top of this page.
Professional Adviser's Adviser Champions series of video interviews offers insight into how figures from inside and around the world of financial advice see such issues as attracting new talent to the sector, the impact of regulation, the dangers of jargon and the challenges posed and opportunities offered by robo-advice.
To see the full set of Adviser Champions interviews to date, please click here
If you would like to put your own or a colleague's name forward for consideration to take part in the series, please do email Julian Marr
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