In the boom years I used to go to see a client, sign them up to a mortgage and come away. I knew my next deal was around the corner and the proc fees alone were giving me an excellent income.
If I got asked during the meeting about insurance I would make a note and pass on the details to a colleague but that was all.
Now when I see a client it is a different story. I get our fact-find out of my bag and go through every section with my clients.
We discuss the mortgage and I then check their protection and general household insurances. I talk to them about the importance of having a will and give them the telephone number of a low cost will writing firm we use.
We also talk about the lower mortgage payments they will have and I leave them with our latest ISA guide on how to squirrel away some money for a rainy day.
Remembering how important clients are and wanting to do everything for them is the way to succeed in these crazy times.
Now clients are finally getting what the Financial Services Authority wanted us to deliver to consumers when it started to regulate the mortgage market – qualified advisers delivering professional advice backed up with exceptional service.