Opportunity Diagnosis

We've recently been training some of our newer member firms and have become, to be honest, a little horrified at how many opportunities for business are either overlooked or ignored.

In many cases, the firm concerned helps out the client with their own perceived area of need, and may even complete some kind of FactFind in the process, but fails to look into areas of planning which may actually be more critical than the initial enquiry.  This kind of approach is far from being a rarity within our profession, but it is neverless depressing to see just how much potentially lucrative financial-planning work gets dumped.

Imagine you were a GP.  A patient comes to you with the most appalling case of facial boils you have ever seen.  "I've got a really sore throat" he says, "can you prescribe something?"  "Of course I can," you say, "take this codeine linctus three times a day.  Goodbye!"

Would we not expect the GP to say something at least about the chap's face?  Of course we would - but very often, this is the direct equivalent of the pressing financial needs which we allow to walk out of our door.  We have become an order-taker in such circumstances.

We were scratching our heads and wondering how we could help.  Obviously, we cannot force advisers to do things differently - but we can offer a service which will help you begin to exploit the huge number of opportunities which you may well be inadvertantly ignoring.  We've included a real value-added bolt-on with our ParaPlanner Service.  Click here and scroll to the green box to find out more.