IFA Focus

Independent financial advisers (IFAs) are preparing for the retail distribution review (RDR), which will outlaw commission-based sales and make explicit the fees paid for advice.  This will place much greater emphasis on professionalism and the ability to develop relationships.

Clients no longer buy your products - they buy your people
To succeed in this environment means having the right people in place to overcome consumer scepticism and outright distrust.

People who need financial services will want to have confidence and trust in their IFAs before paying for advice.  This means of course being technically qualified - competent and up to speed.

Building winning relationships
But more importantly, it means building professional consultancy relationships in which IFAs develop solutions that meet the specific long-term needs of the client rather than pushing what they have to sell.

As many established and successful IFAs know, this is not about ticking boxes or about gimmicks and tricks.  It’s about genuine relationship based on the common values of trust, honesty and integrity.

At Jo Ouston & Co we specialise in developing communication skills that focus on building trust.   It is by being authentic and resilient that individuals establish trust and gain buy-in for their ideas.

Like to know more? Give us a ring on 020 7821 8299 or see:

• Our recent blog ‘In it for the long haul’
• A fuller piece - Career Brief from Money Marketing
• An earlier blog  'What everybody ought to know about sales'
• Our course Gaining Buy-in

Development and skills courses

Gaining Buy-in is a two-day course designed to help those in technical, sales and consultancy roles (or in internal specialist functions such as Finance, IT or HR) to gain respect for their expertise and develop effective client relationships.

It is one of a range of open courses that develop core communication capabilities and applied skills.