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Why Up To 72% Of Your Financial Planning Client Book Costs MORE To Serve Than It EARNS. - Pillar Client Services
An adviser told Brian McLaughlin he was about to disengage 300 clients because he simply could not service them anymore. He did not want to. He just could not see another option.
Brian McLaughlin is the founder of Pillar Client Services, and he has spent 27 years in financial services, from Prudential through to Rathbones and Octopus. Two and a half years of MBA research took him inside around 250 IFA firms, and what he found was a time problem dressed up as a client problem.
Firms know they carry a tail of clients who cost more to look after than they bring in. Very few can put a number on…
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