Ian Green, Primrose Associates, London
Ian Green moved from speaking to writing following an appearance at the Million Dollar Round Table (MDRT) event in the US.
‘MDRT’s organisers came up to me and asked where my exhibit was but I didn’t have anything to sell! So I decided I’d write a book. I wrote it in a weekend, 37 hours flat out; sat down, wrote, finished it.’
Being a young adviser, Green was somewhat of a novelty and had been invited to speak at several financial services events, including the PFS. As the book, The Financial Adviser: how to be a successful practitioner, drew on what he had heard on the circuit, Green decided not to keep the profits.
‘Some went to a charity set up by Chris Perrott, who had to have dialysis and was an IFA. The book sold for £15 so £5 per book went to the charity.’
The book had a 2,000 print run in the UK. Then Green sold the translation rights to a Korean publisher for £1,000.
‘It was republished in Korea, where it has been massive. It is now in its third edition in the Korean language. They particularly like the timing system which, I hear, is now widely used by advisers in Korea.
‘When I first wrote it, I used a [promotional] quote from a financial adviser who said: “Young, easy to read, the financial services’ Jamie Oliver, Pukka!”