Remembering a client’s passions and key motivators also help the adviser client relationship, Mr Gorman told Financial Planning Today Magazine for the latest Client Hunter interview.

He said: “Listen carefully and take note of important points. Always write up meeting notes and key quotes from the client. Pain points and things that are really important.

“For example, a recently retired client with a lifelong passion for dogs spoke at length about her efforts to secure a new pip from a breeder which involved home inspections, an extensive questionnaire and interview. She was obviously quite nervous about the interview, joking about it at our meeting. I made a diary note of this and then send a brief email the day before it was due, wishing her the best of luck.

“Little things like this help the relationship”.

Mr Gorman spoke to Financial Planning Today Magazine about what he has learnt in his career, how to keep clients, how he convinces new clients about the merits of Financial Planning, and the challenges of working as a Financial Planner in Northern Ireland.

Barra Gorman is a Chartered Financial Planner at Foursquare in Belfast and a Fellow of the Personal Finance Society. He is a later life advice specialist and plays an active role in the local Next Gen Planners group, Initiative for Financial Wellbeing and the Financial Planning Ireland Group.

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