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Jessica Darnbrough
Brokers who want to grow their businesses in 2013 need to establish themselves as their client’s trusted adviser.
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Speaking to The Adviser, recently-appointed MFAA president Martin Leedham said there are plenty of business opportunities out there for brokers provided they have a good relationship with their clients.
“While some markets may shine brighter than others next year, I don’t see why brokers should look to target one market in particular,” he said. “Instead, brokers should spend time establishing themselves as their clients’ trusted adviser.
“Clients are crying out for it and brokers can do it. In the past, people trusted their bank to give them the right advice and push them down the right path. That trust factor towards the banks is gone now. I don’t believe people have the same level of faith in the banks as they used to. As such, I think there is a real opportunity for brokers to take over as the client’s trusted adviser. They can replace the banks by offering clients the right financial advice.”
Mr Leedham said the best way to become a client’s trusted adviser is to show them excellent service.
In addition, he said it helps if brokers let their clients know that they are licensed, regulated by an industry body and are backed by extensive educational experience.
