Citywire printed articles sponsored by:
View the article online at http://citywire.co.uk/new-model-adviser/article/a644172
Adviser Workshop: How to handle referrals from other IFAs
by Jun Merrett on Dec 13, 2012 at 15:03
Bob Hair (pictured), Karen Rayner and Nick Platt describe the ins and outs of handling client referrals from other IFAs.
Executive director and head of financial planning, Turcan Connell
We get referrals from other advisers largely by word of mouth, usually in relation to expert witness work, international pensions and pension transfers.
Referrals often come from IFAs who feel they don’t have adequate resources or experience to look at a particular issue.
When they refer a client to us, we would provide the client with the usual service. We would typically arrange that piece of advice on a transactional basis and keep the adviser informed by copying them into the correspondence.
Respect for referring advisers
It is difficult to alleviate the other adviser’s worry that the client may want to come to us for their full financial planning needs. I think sometimes we don’t get referrals for that reason. But you just shouldn’t [take other advisers’ clients]. If someone refers you for a particular piece of work, you have to respect the relationship between the adviser and client.
The other adviser has to pass on the control to us for the specialism we’re dealing with. The only person who is going to determine the advice I give a client is me: we live in a heavily regulated world and we’re not a gun for hire. But it doesn’t mean we ignore the insight and experience of someone who knows the client better than we do.
The advantages are mostly for the referring adviser, as they can call on us and devolve the responsibility of advice. Most importantly, no-one should be dabbling in things they don’t understand because the scope and breadth of what we [as advisers] have to cover is enormous.
Partner, The Wealth Care Partnership
News sponsored by:
Today's top headlines
Challenged by growing risk aversion?
Challenging financial markets over recent years have resulted in growing risk aversion among British savers and led many to seek safety in cash. Click here for more.
More about this article:
More from us
- Turcan Connell's Bob Hair talks on camera in Edinburgh
- Adviser Profile: Anstee and Rayner march into long term care advice
- Five minute adviser profile: Nick Platt of Henwood Court Financial Planning
- Adviser Workshop: What last-minute checks do you need to make for RDR?
- Adviser Workshop: How to find the right business partner
- Adviser Workshop: How to blow the whistle on wrongdoers
- Adviser Workshop: How to advise clients after a buyout