Working towards professionalism

Advisers will need to become truly fee-based if they are to be regarded as professionals, which will help in the quest for highly sought-after referrals

The Holy Grail of financial referrals is often considered to be those provided by professionals. Advisers eager to build their client base are usually grateful to the local accountant or solicitor who deigns to toss them the occasional pensions, investment or life assurance enquiry. Indeed, many aspire to working with professionals in the hope such associations will lead to business. The problem is that it is not the company you keep, but how you play the game. Professionals sometimes view themselves as playing with the straightest of bats, while considering IFAs to be little more than pr...