Articles

“This is your captain speaking …”

To be effective you need to be able to apply that knowledge to your client’s unique situation. The more you can tailor your messaging by building upon what is familiar to them, the more successful you can be.

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By: David Jones
Head of UK & Ireland Advisor Group and Vice President, Dimensional Fund Advisors Ltd.
Dimensional

The difference between vision and strategy and why it matters

So, as you enjoy some well-earned time off, close your eyes and imagine… if you were walking into your business in five years, what are you experiencing?  What clients are you serving?

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By: David Jones
Head of UK & Ireland Advisor Group and Vice President, Dimensional Fund Advisors Ltd.
Dimensional

Getting financial planning clients: The fact that gets overlooked

Most advice on how to find financial planning clients is prescriptive. It tells you what to do or where to look. Yet how helpful is this?

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By: John Dashfield
Financial Business Coach & Author
Client Centred Advisers

The most important client meeting

Throughout a lifetime relationship, a planner might have many interactions with their clients. Still, I would argue that the review meeting stakes the claim as the most important.

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By: David Jones
Head of UK & Ireland Advisor Group and Vice President, Dimensional Fund Advisors Ltd.
Dimensional

The secret to keeping your financial planning clients for life

Creating happy, enthusiastic, loyal financial planning clients for life requires you to do one thing well, and consistently. So, what is that one thing?

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By: John Dashfield
Financial Business Coach & Author
Client Centred Advisers

What I Have Learned Since Finding My Niche

Niche means we receive far more enquiries from professional connections, friends, social media and internet searches amongst others.

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By: Tamsin Caine
Director of Financial Planning
Smart Financial, Smart Divorce

Bringing the Next Generation Into Our Profession

How can we bridge the gap between all the companies searching for talent and all the next generation talent desperate to find a career?

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By: Sarah Elson
Director
Berry & Oak

It’s Critical We Attract New Talent Into Financial Planning

We must address the demographic imbalance created through decades of a lack of focus in nurturing new financial planning talent.

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By: Benjamin Beck
Founder
Financial Adviser Mentorship

Why Succession Planning is Important to Me

We discuss our clients’ goals way before retirement, we should also do it for ourselves. Here is my 10-year succession plan.

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By: Jane Gow
Clear Cut Financial Planning

Building Your Brand – My Journey

Niching and specialising in divorce was the best thing I ever did and the business has grown significantly ever since. Although at first it was very daunting.

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By: Lottie Kent
Founder
True Financial Design Ltd

What It Means to Tell a Good Story About Your Business

You don’t just tell your brand story through websites, brochures and advertisements. It’s done through the spoken word too. Aim to do justice to your brand every time you open your mouth.

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By: Andrew Thorp
Speaker, Consultant, Trainer

Building Deeper Financial Advisory Relationships with Women

Dimensional introduced its Women and Wealth community in 2015 in response to the growing interest in this subject from advisors across the globe. We started by asking a simple question: are the financial planning needs of women different?

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By: David Jones
Head of UK & Ireland Advisor Group and Vice President, Dimensional Fund Advisors Ltd.
Dimensional

The Practice Manager – Why You Need One

Owners of financial planning firms often approach me when considering hiring a Practice Manager for their firm. Over the years, I notice that those hiring for this role for the first time tend to grapple with the same questions …

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By: Dominika Sieradzka
Practice Management Consultant
RIE Solutions

The Six Steps to Selling Your Financial Planning Business

There are things about your business that you don’t know, challenges that lie ahead you cannot foresee. If you are serious about one day selling, you need to start now.

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By: Chris Budd
Chairman
Ovation Finance & The Eternal Business Consultancy

I Used To Dream About Being a Farmer, How Did I Discover Financial Planning?

For me, school was tough! If you told me then that I would be dedicating to a life-long career of learning and pursuit of qualifications, I would have run a mile. But this is the thing about the profession, you do exams because you want to.

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By: Darren Pike
Financial Planner
Clear Cut Financial Planning

Content Marketing

Despite having found his way to success largely by accident, Pete Matthew describes himself as “living proof” that creating content online can lead to great things. Increased turnover, enhanced professional standing and, he believes, it will make you a better adviser.

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By: Pete Matthew
Founder
Meaningful Money

I Love the First Meeting with a Potential Client

I get to meet someone new and find about who they really are; where they are now and what their dreams and aspirations are for the future. I find the stories of other people inspirational. If we can help them live a bigger future going forward, that’s very exciting

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By: Matthew Aitchison
Managing Director
Clear Vision Financial Planning

Speak in Your Ideal Client’s Language

Once you have established your niche and your ideal client, then you need to speak their language, and capture their attention.

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By: Nicola Ellis
Director
Wellington Wealth

The Move to a Full Financial Planning World

For many reasons my recent move from an investment focused role to a full financial planning one was quite simply the biggest decision of my career. I wanted to add more value to clients’ lives rather than just measuring financial returns.

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By: Laura Ripley
Chartered Financial Planner
Handford Aitkenhead & Walker

Financial Changemakers – Talking Gender With Anna Sofat

Our second episode looks at the importance of gender diversity and inclusion in the financial services profession. Our guest Anna Sofat doesn’t hold back.

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By: Gretchen Betts
Managing Director & Financial Planner
Magenta Financial Planning

The Soul Millionaire Journey is Born

The Flight of The Soul Millionaire, Chapter 3. A framework emerges that creates empowered people. What’s more surprising is that the same framework improves how leaders behave, how teams excel and how revenue increases.

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By: David Scarlett
The Soul Millionaire

The Importance of Culture

I’m sure like many, a mix of office and home working will become the reality, more so than before. Indeed, in our London office, we now have team members based in South Wales and North West England – they will likely only be in the office a couple of days every other week.

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By: Tommy Watson
Client Manager
Paradigm Norton Financial Planning Limited

10 Things Every Website needs

In a remote-first world, your website is your real estate, it’s your shopfront, your receptionist, your billboard. The only visible presence you have.

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By: Faith Liversedge
Storyteller
Faith Liversedge

Financial Changemakers – Starting the Conversation About Diversity and Inclusion

Why I’ve launched the Financial Changemakers’ Podcast with Olivia Parnell. Our first episode is with guests Rohan Sivajoti of NextGen Planners and Amira Norris of Nucleus.

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By: Gretchen Betts
Managing Director & Financial Planner
Magenta Financial Planning

You Have a Story. And You’re The Hero

The Flight of The Soul Millionaire, Chapter 2. Now you discover the ageless model, which underpins almost every story of ordinary folk who embark upon extraordinary journeys …

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By: David Scarlett
The Soul Millionaire

From Physics to Financial Planning

Growing up, I didn’t have the classic princess stories or anything like that, I had books about the planets and stars. For my 11th birthday I was taken to toys r us and told I could pick anything I liked, and I picked a telescope.

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By: Jessica Geere
Trainee Financial Planner
Magenta Financial Planning

The Next Generation of Planners

The story about how I ended up in Financial Planning is probably similar to most people in the profession: I got there by accident.

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By: Christopher Abel
Assistant Financial Planner
Mazars

Professional Squash to Professional Services: My Career Change to Financial Planning

A younger version of myself wouldn’t have had the confidence for a planning role nor the maturity or empathy to understand a clients financial worries and fears.

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By: Chris Simpson
Assistant Financial Planner
Mazars

You’re About to See What Transformation Looks Like

Chapter 1. The journey to greater impact – to doing great work – requires transformational thinking and behaviour.

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By: David Scarlett
The Soul Millionaire

Enough about us, what about you?

Conversations about discrimination.

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By: Olivia Parnell
Trainee IFA
Ascot Lloyd

Using real life client scenarios is a powerful training strategy

When I was asked to mentor three future financial planners, I initially found the prospect quite daunting. How would I inspire them?

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By: Pippa Oldfield
Senior Paraplanner & Assistant Manager
Mazars

Verbal PR – how to win clients through storytelling

This article is a follow up to the webinar – How To Win Clients Through Verbal Storytelling.

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By: Andrew Thorp
Speaker, Consultant, Trainer

How Do You Build a Niche?

About five years ago, David Scarlett asked me who I liked working with best and who I felt I did the best job for. I had absolutely no answer for him.

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By: Tamsin Caine
Director of Financial Planning
Smart Financial, Smart Divorce

Why is Marketing a Dirty Word in Financial Advice?

A successful financial adviser shouldn’t need to market themselves. They should be busy enough with Client Referrals. Or so I had been told.

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By: Charlotte Wood
Director
Rosewood Financial Planning

How to Ask Great Questions

The lesson here is clear: when asking questions, first aim for the heart, as this leads you on a pathway to the soul.

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By: Amyr Rocha Lima
Chartered Financial Planner
Holland Hahn & Wills

Clients Request More Information About Staying Safe Online

When asked, clients most wanted to know more about staying safe online rather than market updates or investment.

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By: Sarah Elson
Director
Berry & Oak

The Power of the Back Office

To insource or to outsource is the most important decision to make. This is the efficient beating heart of your firm now and in the future.

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By: Sian Davies Cole
Director
Plan Works

Discover the Power of Independent Thinking

Eight years ago, I was frazzled. I was the person with the answers. I had little time or space to breathe, let alone think!

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By: Rebecca Timmins
Operations Director
Emery Little

There is no end of content to help you become a better Financial Planner

Once I found content that resonated with me, I invested significant time and sometimes money to move forward.

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By: Charlotte Wood
Director
Rosewood Financial Planning

Learnings from juggling busy roles

The Power of Financial Planning is something I feel really passionate about: seeing clients journey from that initial meeting to designing the life that they’ve always wanted.

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By: Sarah Elson
Director
Berry & Oak

The Power of Paraplanning

Paraplanning is definitely now more mainstream but with no specific qualification requirements nor a definitive job description, many tasks can fall under this title.

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By: Sian Davies Cole
Director
Plan Works

Taking control of your ongoing reviews

Customer reviews can creep up on you, with dozens needing completion in a matter of days. As a financial adviser, you have a contractual requirement to provide a full financial review to your client.

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By: Sarah Challenor
Founder & Director
Adviser Outsourcing

Fixing Problems or Enhancing Lives. Where would you rather be?

Shadowing two great financial planners allowed me to see first-hand the key to providing great outcomes is great conversations with clients.

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By: Scott Millar
Financial Planner
First Wealth

How Being Chartered is Just the Beginning, Not the End

A list of ‘nevers’, achieving Chartered Financial Planner status, a year by myself, giving birth and why I created my own online ‘village’ community. It’s coming up to a year that I’ve worked entirely alone.

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By: Charlotte Wood
Director
Rosewood Financial Planning

Producing a Virtual Event for Clients

Ruth Sturkey shares Paradigm Norton’s experience of planning and producing a virtual event for clients. Having all things backed up is key.

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By: Ruth Sturkey
Non-Executive Director, Podcaster & Business Coach

Three Ways to Market and Promote Cashflow

When you’ve seen the benefits of a lifetime cashflow model first hand, it’s a lightbulb moment that immediately convinces you of its power.

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By: Martin Bamford
CEO
Bamford Media Ltd

Reap the Rewards of Cashflow Modelling

Cashflow modelling demonstrates the value you add to a client and you can stress test market movement on a client’s longterm financial plan.

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By: Rob Tedder
Client Cashflow Solutions Manager
i4C Cashflow Modelling Software

Opportunities to Keep Engaging

An annual client Review Meeting acts as our formal client touch point each year to review what has happened and what changes need to be made to inform the future.

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By: Alasdair Walker
Managing Director
Handford, Aitkenhead and Walker Ltd

Slowly but Surely does it

Much has been written about the first meeting with a prospective client. What happens when the prospect decides to proceed?

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By: Damien Rylett
CEO
Brunel Capital Partners

The Power of Process

Systemise 90% of what you do ensuring that you have the time to customise the remaining 10% that truly matters.

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By: Dominika Sieradzka
Practice Management Consultant
RIE Solutions

Life as a Young Financial Adviser

Authenticity is the most important thing of all. Showing up as yourself, doing the very best job you can do, is a quality we can all respect at any stage of life.

Read more…

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By: Scott Millar
Financial Planner
First Wealth

The Value of Financial Planning in Removing Mental Barriers

Understand and accept that money is not the end-game, but a mere medium used to ultimately help clients and loved ones towards a better quality of life.

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By: Ricky Chan
Director
IFS Wealth & Pensions

Those with Less Assets Can Actually Have More to Gain

Clare Farrell, managing director at Northfield Wealth talks to Natalie Holt about building a business to give advice and support to as many people as possible.

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By: Natalie Holt
Content editor
Nucleus Financial Group

Shift Your Mindset from the Constraints of Today

Replace ‘Vision, Mission, Objectives, Strategy, Tactics’ with ‘Purpose’.

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By: Steve Lewis
Business Partner & Executive Coach
The Retirement Practice Ltd

Tools and Apps Financial Advisers Can’t Live Without

It goes without saying that we’re all now more dependent on digital technologies than ever.

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By: Faith Liversedge
Storyteller
Faith Liversedge

Rethink Your Leadership to Thrive in The ‘New Normal’

It’s time to rethink your leadership style; not just yours but the leadership you need to develop and nurture in your team.

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By: David Scarlett
The Soul Millionaire

Make Your Goal Setting More Successful

How being more aware of your values and less focused on the goal itself can just create a far better life.

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By: Steve Lewis
Business Partner & Executive Coach
The Retirement Practice Ltd

Launch Your Own Podcast and Reap the Rewards

Lockdown life appears to have spawned a plethora of podcasts. As a tactic for creating a pillar piece of content, raising your profile in the local community, and expanding your network of professional connections, podcasting has relatively few equals.

Read more…

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By: Martin Bamford
CEO
Bamford Media Ltd

Using Lockdown to Maximum Business Effect

Nick Platt, managing director at Henwood Court Financial Planning talks to Natalie Holt about the opportunities offered by remote working.

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By: Natalie Holt
Content editor
Nucleus Financial Group

Video Meetings Just Changed Your World

Respected journalist, the publisher of Inside Information and the godfather of US Financial Planning, Bob Veres, wrote about four years ago that the biggest disruptor in financial services might just be video conferencing technology.

Read more…

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By: Brett Davidson
Founder
FP Advance

Financial Wellbeing in the Workplace: Links to Resources

Here are links to the resources provided by Jason Butler, The Wealthman in his POWER Webinar on Financial Wellbeing in the Workplace.

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By: Carrie Bendall
Head of Content

Where the Behavioural meets Financial Planning

It’s at times like this, in COVID-19 Age, when financial wellbeing and resilience become increasingly important. This is Natalie Holt in conversation with Hayley Tink, Smith & Pinching.

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By: Natalie Holt
Content editor
Nucleus Financial Group

Using Principles of Financial Wellbeing to Interact with Clients

We are in unprecedented times. Your clients want to hear from you more than ever and not necessarily about their investments.

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By: Chris Budd
Chairman
Ovation Finance & The Eternal Business Consultancy

A New Entry into the Financial Lexicon: ‘Financial Wellbeing’

I confess, when I started to write this article, I wondered whether ‘financial wellbeing’ was just some new buzz phrase or a phrase worth using.

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By: Ruth Sturkey
Non-Executive Director, Podcaster & Business Coach

Top 10 tips in times of market chaos

Learnings from over a decade of working with Financial Planners and talking to their clients. Some thoughts for coaching clients and deeper client conversations.

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By: Carrie Bendall
Head of Content

The Meaning of Financial Wellbeing

The term ‘Financial Wellbeing’ is very subjective and can be defined differently by each person who uses it. The new Initiative of Financial Wellbeing has defined it as “the study and application of how money can make us happy” and I support that, but ‘well-being’ is derived from other things too.

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By: Julie Lord
Chief Executive
Magenta Financial Planning

Top 10 Tips for Using a Financial Coaching Approach

Here are Jan Bowen-Nielsen and Chris Budd’s top 10 tips for using a coaching approach to increase client engagement.

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By: Chris Budd
Chairman
Ovation Finance & The Eternal Business Consultancy

Coaching books for Financial Planners

In the questions and comments raised by some of the 2,000 or so people attending the two PFS Power webinars with Chris Budd and Jan Bowen-Nielsen, there were quite a few requests for us to recommend books about coaching.

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By: Jan Bowen-Nielsen
Coach and Trainer of Coaches
Quiver Management Limited

Great Coaching Questions

During the PFS Power Coaching Webinars that Jan Bowen-Nielsen and I conducted on 28 January 2020, several people asked, “Can you suggest some great questions?” Here are a few thoughts.

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By: Chris Budd
Chairman
Ovation Finance & The Eternal Business Consultancy

Financial Planning Meeting – First Contact, First Meeting

Since discovering Lifestyle Financial Planning, Tamsin Caine has believed in it. It didn’t make it any easier to master. She is sure lots of other Financial Planners feel the same.

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By: Tamsin Caine
Director of Financial Planning
Smart Financial, Smart Divorce

Clients & the Power of Love

If you don’t feel the love for your clients, why work with them? By Gemma Siddle.

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By: Gemma Siddle
Eldon Financial Planning

Embracing new technology

Technology will be transformational in making Financial Planning more accessible than ever before. By Anthony Villis.

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By: Anthony Villis
Managing Partner
First Wealth

Job Satisfaction, Wellbeing & Genuine Joy

To be certain your business is futureproof, you have to predict the future and put plans in place to meet the demands put upon you indefinitely. By Julie Lord.

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By: Julie Lord
Chief Executive
Magenta Financial Planning

Piercing the Surface

Developing a Financial Planning proposition can seem like a huge undertaking. But if your focus is already on achieving good outcomes for clients, you have the core foundations already in place. By Natalie Wright.

Read more…

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By: Natalie Wright
Partner
Mazars

Bringing Money to Life

Our aim with the the PFS POWER Initiative is to empower and equip our readers to change people’s lives through Financial Planning. For many this means a change in mindset from transactional advice to a more comprehensive, life-focused service. By Ruth Sturkey.

Read more…

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By: Ruth Sturkey
Non-Executive Director, Podcaster & Business Coach

Let’s pretend you are not here

Kevin Deamer makes a point of rehearsing what happens when the time comes for Executors to complete all the necessary paperwork.

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By: Kevin Deamer
Managing Director & Founder
KMD Private Wealth Management

The best service you can give

Aligning yourself with your clients’ best interests is paramount in the provision of the best service you can give. When a desire to help people comes first, the money will follow if you always do the right thing, says Michael Freedman.

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By: Michael Freedman
Partner
BpH Wealth Management

Focus on what you can control

Structuring a Financial Planning business can be difficult. Applying some investment principles can paint an interesting picture. By Duncan Parkes.

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By: Duncan Parkes
Director
Old Mill Financial Planning

Use of coaching

Having recently undertaken a business coaching certification, Alasdair Walker found one of the benefits was an opportunity to reflect on his interaction with clients, particularly in the first meeting. Alasdair talks about a resulting change of approach mixing coaching skills with fact find.

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By: Alasdair Walker
Managing Director
Handford, Aitkenhead and Walker Ltd

Person before problem

Who is talking? Asks Jan Bowen-Nielsen. Have you been in client meetings and found yourself doing most of the talking? You might be keen to share product knowledge, to show your expertise, or you may just want to be liked and to build rapport.

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By: Jan Bowen-Nielsen
Coach and Trainer of Coaches
Quiver Management Limited

Types of Coaching

In financial advice, two types of coaching have been rising in prominence over recent years: ‘pure’ coaching, and financial coaching. Although they share a name, there are differences. Chris Budd explains.

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By: Chris Budd
Chairman
Ovation Finance & The Eternal Business Consultancy

The Power of Niche

Around five years ago, Adam Carolan noticed a trend in his business: an ageing client base dying or losing capacity and a struggle to engage with the Next Generation.

Read more…

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By: Adam Carolan
Managing Director
Xentum

Deepening Relationships

Retirement planning is a core function of the Financial Planning profession. Amyr Rocha-Lima discusses why our job is not just to help clients accumulate resources but to help them as their coach and cheerleader as another life stage begins.

Read more…

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By: Amyr Rocha Lima
Chartered Financial Planner
Holland Hahn & Wills

Annual Planning Meetings

You’ve taken on a new client, given them a great initial Financial Planning experience, followed up with an Annual Planning Meeting and are wondering what now? By Garry Hale.

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By: Garry Hale
Managing Director
HK Wealth

Draft Planning Meeting

Often meeting number two, the ‘draft’ planning meeting is another time to shine. It’s when life and money come together to show what’s possible.

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By: Steph McDonald
Chartered Financial Planner
HarperLees

The Power of Emotion

Clients tend to seek advice when big life events come along: selling a business, stopping work, a new business, birth of a child, a new house, ill health, divorce. It’s no surprise that people often have heightened emotions that affect their decisions. Anthony Villis explains.

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By: Anthony Villis
Managing Partner
First Wealth

Purposeful Preparation

Prior to a first meeting, setting the right expectations in clients’ minds is vital.

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By: Damien Rylett
CEO
Brunel Capital Partners

The Client Experience is more than a Six Step Process

Broadly speaking, six steps are considered to form the foundation of a Financial Planning process used with clients.

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By: Carrie Bendall
Head of Content

Positioning

What a Financial Planner does and two client stories that illustrate the value of what Financial Planning can achieve.

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By: Julie Lord
Chief Executive
Magenta Financial Planning

Client advisory groups

For Matrix Capital, the idea of establishing a Client Advisory Group emerged from a review undertaken of the business in 2008; about the time of the announcement of the Retail Distribution Review.

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By: Robin Melley
Chartered Financial Planner
Matrix Capital

Financial Planning – Definition and Purpose

The whole Financial Planning process has made me think about what I really want to do. It has helped me confront myself about what I earn, what I spend and what’s left over.

Read more…

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By: Adrian Quick
Director
HarperLees

The Stethoscope and the Importance of Coaching

The stethoscope was a great leap forward for medicine. Find out how the story of it shines a light on Financial Planning.

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By: Chris Budd
Chairman
Ovation Finance & The Eternal Business Consultancy

The Power to Change Lives

Anthony Villis talks about adopting a Lifestyle Financial Planning approach in 2014, and his firm, First Wealth, hasn’t looked back. “It’s brought energy to our business and helped change people’s lives in a positive way.”

Read more…

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By: Anthony Villis
Managing Partner
First Wealth

Client Meetings

The number of client meetings and time taken differs from firm to firm as they adapt a Financial Planning process that works for them. By Carrie Bendall.

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By: Carrie Bendall
Head of Content

Discovery and Planning

Learn about how to structure pre-appointment letters discovery meetings and planning meetings, and the optimum content.

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By: Julie Lord
Chief Executive
Magenta Financial Planning

Marketing

We now have so many marketing tools, techniques and channels at our disposal, how do we know which to use?

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By: Emily Macpherson
Founder
Find Peace of Mind

The Client Experience

There are two sides to the client experience: the actual process clients go through and the outcomes clients receive. Whilst the outcomes of Financial Planning are positive, the Financial Planning process can be initially daunting.

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By: Dennis Hall
CEO
Yellowtail Financial Planning

Lifetime Cash Flow Modelling

Most Financial Planners put lifetime cash flow modelling at the heart of what they do. It’s essential to their work and the advice they give their clients.

Not everyone agrees though this may be because there is still some mystique about what cash flow modelling is. This section explains what cash flow modelling is, the benefits of using it with clients, as well as the drawbacks.

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By: Dennis Hall
CEO
Yellowtail Financial Planning

Financial Planning Process

Many people focus on making money rather than discovering how much they actually need during the course of their lifetime. Imagine how you would feel if you knew you had enough money, not just to do the things you want, but to help others too.

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By: Chris Bowmer
Director
Fortitude

What it Takes to be a Good Financial Planner

“The job of a planner is 95% people skills and 5% technical skills, but you need to know 100% of the 5% technical”. Here are Ten Qualities.

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By: Chris Bowmer
Director
Fortitude

(Why) Don’t all Financial Advisers do it this Way?

Like many people I came to financial advice in mid-life, arguably far too late.

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By: Frank Donlon
Financial Planning Client