The AIM High podcast, is hosted by Twink Field, White Marble Marketing CEO and Founder. She regularly invites investment industry experts to talk abou the opportunities and challenges of financial services, the evolution and impact of products, practical investment marketing insights and personal development for careers.

This week Twink is joined by Heather Hopkins from NextWealth and Fergus McCarthy from Standard Life Aberdeen, to discuss the UK advisory market. They bring insight for understanding who your clients are and what journey they’ve been on to get to this point.

Heather Hopkins is a data and research expert specialising in retail investment distribution, and founded NextWealth to help platforms, life companies, asset managers, financial advisers and technology companies see what’s next in wealth. Previously Heather has held positions including the head of Platforum, a market-research firm servicing the UK platform market owned by Centaur Media, and the head of research for Hitwise, an internet data analytics company, working from London and Tokyo.

Fergus McCarthy has more than 20 years' sales experience in the financial services industry, having worked in senior roles at BNY Mellon, Investec Asset Management, Martin Currie and AXA Investment Managers before joining Standard Life Aberdeen as UK Distribution Director. Leading the Regional Accounts team, he discusses utilising the breadth of his industry experience to deliver the Investment and Platform ambitions in the UK Wholesale market.

Themes covered in the podcast include:

  • Helping advisors with customer acquisition
  • Sales and marketing working together to bring the clients voice into the business
  • Understanding the target market
  • Creating consumer ready content
  • Reaching advisors with shrinking sales teams

If you would like more information about market research into the industry, NextWealth and the Personal Finance Society (PFS) have published a comprehensive benchmarking study for financial advice businesses. It covers the profile of financial planners and their firms, the future of financial advice businesses, investment propositions, technology infrastructure and outsourced support.

You can download the free report here