In a fee-for-service world where the cost of advice is rising, many practitioners have struggled with how to demonstrate the value clients are getting from their fees. 

In this episode of the ifa Show, Implemented Portfolios general manager of partnerships and distribution Phil Pilgrim joins host Sarah Kendell to discuss the difference a values-based conversation can make to advisers’ service proposition and client relationships.

Phil reflects on his own experiences as an adviser and how talking to clients about their passions and hopes for the future led to more clarity about what they want to achieve and how to get there. He also touches on the need for advisers to let go of their focus on investment management and the importance of consistency in providing an outstanding client experience.