Justin shares ‘specialising’ experience at CISI Conference

The last time I was at the RNLI Lifeboat College in Poole I was faced with 20 people on the quayside and in the water screaming and shouting for help, with blood spurting and limbs flailing.

Thankfully, I was on an advanced five-day first aid course, during my ten-year tenure as crew on Mudeford lifeboat and the screams were from actors roleplaying injuries.

Last week I was back, facing what for some is a more frightening situation – presenting to a room full of my peers.

Who we can deliver the most value to

I was invited to speak at the Chartered Institute of Securities and Investment’s (CISI) regional meeting and to share my experience of working with clients.

Many financial advisers try to be all things to all people. As you know, we have long set out to specialise in helping people planning or already enjoying their retirement. This approach has served us and those we work with well, as our understanding of retirees’ needs and challenges has deepened over the years.

Whilst completely logical to anyone with any experience of business, this isn’t the way many advisers approach their proposition. I shared the lessons I have learnt from years of ‘specialising’ to help them work out how to identify and reach out to the people they feel they are best placed to serve.

After all, that is what we are here for.