A growing market

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Advisers are often advised to hone down their client base and focus solely on high net worth clients, but, in doing so, are they missing the chance to tap into a potentially lucrative market?

MANY advisers are, we are told, increasingly segmenting their client bases and focussing exclusively on high net worth clients. Some might call this a risky strategy whilst others might suggest it makes sound commercial sense. The flip side of the coin of course is that there is a growing mass affluent market that needs serving. So by limiting their client base to the HNW are advisers missing out on a potentially lucrative market? Jim Reeve CEO at Positive Solutions thinks in most cases IFAs are not distancing themselves from the lower end market. "In our experience most IFAs are not ...

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