Meeting of minds: Developing the adviser/solicitor relationship

Most financial advisers have done occasional business with solicitors, but many complain of only having scratched the surface. Why should this be? First, too many financial advisers regard solicitors simply as a potential source of new clients. They should instead be thinking in terms of working with solicitors to provide complementary advice; the key areas of cross-over for private client solicitors being trusts and estate planning, older clients and matrimonial work. The second point is to appreciate that a referral relationship with a solicitor is likely to be confined to the pr...