Three financial adviser initiatives: Holborn Assets
By Mark Battersby, 30 Nov 16
In the latest of our series of insights from financial advisers across the world, Keren Bobker, senior partner of Dubai-based Holborn Assets sets out three initiatives she is taking to build the business along best practice lines.
Client satisfaction
Any adviser should know that the key to a good, long term business is to keep your clients satisfied, and this involves knowing how to deal with people so as to produce good investment results.
Unfortunately, the UAE has earned a sorry reputation as a place where sales people operate for their own benefit, and it is important to differentiate oneself from the pure commission chasers. With an expectation that hard disclosure policies will arrive in a few years, along with proper regulation, the days of the shiny suited salesman are numbered.
This is a great opportunity for real advisers to work differently right now, giving solid advice on all suitable topics rather than simply selling products.
I offer my clients a choice of fees or commissions and from the outset I am very open about my charges to service existing investment plans. This approach which is closer to a UK way of providing advice, and the transparency and accountability involved, is much appreciated by clients. They understand that a professional service must be paid for but that in return they will receive much more than just a valuation and the usual request for more money. All my clients receive personalised and in-depth reviews, using professional research tools, and their satisfaction is demonstrated by the friends and colleagues they refer for a similar service.
I see myself as an adviser first and foremost, not a salesperson, but my rather laid back approach of giving the right advice to nice people has enabled me to build up a healthy and well-respected practice.
It may sound unusual in this industry, but I’m very relaxed about chasing up clients on the premise that the odd gentle reminder is sufficient if someone is ready to take the next step, and no one really likes being sold to.
Tags: Holborn Assets
