Guide to client segmentation
Increasingly advisers will need to segment their clients in order to succeed.
This guide tackles how to break-up your client
Answers supplied by David Shelton, independent consultant and author of The Business of Advice.
IN THIS GUIDE
It is essential to have a basis for segmentation that is practical, that everyone in the business understands and is linked to client value.
The main source of information has to be the fact find, which clearly provides the basis for financial advice and planning but also has the...
The best way to make sure the information you have about your clients is accurate and relevant is through the fact find, according to David...
There are several issues to consider when developing the proposition.
Adviser charging should be directly related to the service proposition and the cost of service delivery.
It is essential that you pay considerable attention to the processes and systems you need to have in place so your clients have a consistent and...
It is very important to regularly review your client book to make sure clients are still in the right segments.