My travels this month have taken me to advisers with a firm focus on a particular type of client, whether that be rugby players, the elderly, or Antipodeans.
A steady stream from down under
Gary Clayton, of London-based Sable Wealth Management, works with clients mainly from South Africa, Australia and New Zealand.
‘We started working with the younger cash-rich, asset-poor clients who have come to London to work in and around the City,' he says.
'We start a relationship that can support these guys throughout their careers, whatever part of the world that takes them to.'
Sable is a South African firm, which has also has offices in Australia. Clayton, himself a South African, finds the reputation and the identity of the firm create a steady stream of clients.
‘Those who come over from South Africa, Australia and New Zealand naturally mix in similar circles, and as long as we continue to do a good job, people are happy to recommend us as someone to rely on,’ he says.
Small, sporty and bespoke
Richard Taylor of Dorset-based Blue Sky Financial Planning has started working with professional rugby players.
However, Taylor admits this has not all come about intentionally. ‘It fell into my lap, really. I have a friend who's an agent,’ he says.
Taylor feels being part of a smaller firm made him attractive to those individuals. ‘It was an interesting process with tendering. I was up against a couple of national IFAs. We could provide a service that was more bespoke by setting up a trading style that was more related to the sports agency,’ he says.
‘This allowed the agency to give the impression the wealth management service was under the same roof, which was exactly what they wanted. Larger IFAs could not do that.’
Ian Parker, director of Parker Kelly in Liverpool, has been working with the Age UK charity. It started with a local branch and has spread across the North West.
‘Each branch retains a high level of autonomy, so it’s not an automatic entry into all once you pass the test with one,’ he says.
‘But when a relationship is working well, different branches do share things. We now provide seminars for Age UK across the North West, something that brings a real credibility to the Parker Kelly brand.’