Widen your range of services

Can you provide more than one service to your client? If so, do so. You will end up with twice the practice.

The specialist risk insurance adviser is almost a thing of the past. First year commissions drop by 50% over two years from 1 July 2016 and there is nothing you can do about that. But you can widen your range of client services to compensate for the imminent drop in income. Don’t be a dodo. Do so now.

Think about how you can do this. The Dover Way tells you how to do this: you can read how in Part 10 here: Creating a fee for service financial planning practice. The key is achieving the nine core competencies, either on your own or more probably through referral arrangements with trusted alliances who understand and respect their terms of engagement.


If you only have a hammer every client looks like a nail.

If you have nine hammers the position is completely different. The possibilities multiply. You will see your client in a better light, through multiple prisms. Your advice will be better for it, and your client will be better off for it.

If you can offer multiple client services your practice will grow faster. It will be safer, more stable, more profitable and more valuable.

Your advice will be more in your client’s best interests and more appropriate to your client. It will be more in your best interests too.

The concepts are not mutually exclusive.

The Dover Group