A longer listen. 

In this interview, Mark Stone, financial planning director at Whitechurch Financial Consultants, talks with Sam Shaw about how his business is adapting to changing client demographics. 

Mark outlines how Whitechurch is training “from the bottom up” in both bringing in younger staff and introducing them to older clients and their families.

“Unless you liaise with, and engage with the beneficiaries [of older clients], then that money could walk out of the office with no hope of getting it back again,” he explains.

Mark also gives his views on managing client expectations in light of pensions freedoms, with the “cake and eat it” mentality of those looking for guaranteed income, a lump sum to beneficiaries, and pensions flexibility. All three is not always possible.

Mark also talks through why he welcomes clients engaging with new cost reporting in light of MiFID II, and what the future holds in terms of tech in financial services.