Advisers should choose loyal clients over high end 'bloodbath' - L&G

L&G UK and international development managing director Geoff Towers told an audience at the Building Societies Association Conference while there was a “bloodbath” of competition around high net worth clients, continuing a relationship with ordinary customers led to long-term profit. He said: “The industry has to get round to creating enduring relationships. Sometimes the solution is no sale. It is repeat business that will drive the industry forward and create that trust that has been destroyed.” Over time, the cost of advice to an ordinary earner amounted to the routine purchase of ...