Starting a conversation with your customers

Welcome to the latest edition of Skipton Insights for Introducers – here to help boost the conversations you’re having with your customers about getting financial advice from Skipton.

This week’s article takes a look at starting those all-important conversations with customers who might need financial advice. More often than not, it’s likely one of your customers might say something which could trigger a conversation about financial advice.

Key themes/areas to listen out for:

‘I’m concerned about inflation or low interest rates’

‘I’ve recently received an inheritance’

‘I feel like I pay a lot in tax’ 

 It might be worth mentioning to your customers that if they have long-term goals, investing their money for at least five years could offer the potential to achieve stronger returns over the long-term. And by making use of things like their ISA allowance, they could pay less tax on their savings.

You should make it clear they’ll need to be comfortable with the risks involved when investing, but sitting down with a financial adviser could help them to make sure their money is positioned in a way that’s right for them.

‘I’ve been thinking about saving more towards retirement’

‘I’m self-employed and would like to save into a pension’

‘I plan to retire in the next few years’ 

 In this instance you could ask your customer a few key questions around their pension set up, such as if they have a pension and what they imagine their retirement to look like.

Stress the importance of having a strong pension and/or retirement plan in place, and that talking to one of our advisers about their options could make all the difference to their future plans.

‘I’m concerned about inheritance tax’

‘I want to leave a stronger legacy behind for my loved ones’

 Get your customers to have a quick think about how much their estate might be worth. If they feel they might have an inheritance tax liability, discuss how planning ahead in good time could help to reduce the tax bill on the money and property they leave behind for loved ones.

It could also be worth adding that the rules around inheritance tax can be complicated, which is why some expert advice could come in really useful.

Referring your customers

Don’t forget, if a customer you recommend decides to act on our advice, you’ll receive your fee from a percentage of the initial charge they pay.

If you spot a customer who you think might need financial advice, simply complete a referral form and email to our dedicated mailbox – [email protected]

For further information, please contact: [email protected]

We offer financial advice to anyone with £20,000 or more to invest, or at least £500 per month or £400 per month for pension related investments. Or have an existing pension (s) with a minimum value of £50,000. We ask that your customers have money they’re able to commit for at least five years.

This communication is intended for Introducers. With investing, your customer’s Capital is at Risk.

Skipton Building Society is a member of the Building Societies Association. Authorised by the Prudential Regulation Authority and regulated by the Financial Conduct Authority and the Prudential Regulation Authority, under registration number 153706, for accepting deposits, advising on and arranging mortgages and providing Restricted financial advice. Principal Office, The Bailey, Skipton, North Yorkshire BD23 1DN. 

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About The Society of Will Writers

The Society of Will Writers is a non-profit making self-regulatory organisation whose primary objectives are the advancement, education and ethical standards within the will writing profession.

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