How to move up Google’s charts and keep new clients coming

Not your fault if you work for someone else or are a network member, as anything you might say is likely to be complianced out of existence and date.

Although it’s now rare to hear an adviser claim they ‘don’t even know how to switch on the computer’, a majority would still say they either don’t have the time for, or can’t see the point of ‘all this Twitter stuff’.

I think it’s great and it’s helped me win, and build my, business; but it can lose, as well as win you friends.

Part of the online world are forums where you can find out what the heck everyone else is up to, share ideas and, of course, argue the toss if you’re so inclined. I joined a discussion which caught my eye about the ‘optimum’ number of clients and adviser should have.

The guy who started it was aiming – yes, aiming, for a maximum of 60 or 70 of whom they planned to see one or two a week.

What do you guys do all day? No wonder there’s an advice gap.

My reaction: What do you guys do all day? No wonder there’s an advice gap! If all 20,000 of us were the same, only 3 per cent of the population would get advice. I have over 250, and (due to that online, social media stuff, see above) get a couple of new enquiries each week.

Their reaction (because most seemed to agree with 60-clients-see-two-a week man): You must be giving your clients a rubbish service. And how do you fit in the school run, golf and boxed-set viewing?

Looking after a reasonable (I’d say 250 is reasonable) size of client bank is quite feasible. I’ve always seen eight to 10 per week - that is my good old Allied Dunbar training/indoctrination.

You need a great PA, slick technology and a straightforward proposition, but all are readily available.

Golf and golf clubs (the places not the sticks) bore me to tears, I prefer a bottle of wine to a boxed-set and manage a school run and a non-school run most days.

I also make time to Linkedin and Twitter, blog and be VouchedFor, which has moved me up the Google charts enough to keep new clients coming.

We should remember (now that we can all switch on our computers) that the first thing anyone does if they hear about or are looking for an adviser is to Google them.

I used to be the 27th out of the surprisingly many and various Philip Hanleys and well down the second page; an online afterthought. Now I’m number 1 and Top of the Advisers-called-Philip-Hanley Pops, ranking above the American comedian, Australian triathlete, Nottinghamshire truck driver and Irish gunman (yes, really).

I gave up the online argument as I was in a no-win minority. My conclusion: There’s no right or wrong answer. Have as many clients as you want. We’re all different, all God’s children. Hallelujah. Better check Facebook.

Philip Hanley is director and IFA for Philip James Financial Services