In this edition of The Advice Show, NMA reporter James Fitzgerald speaks with Foster Denovo’s head of investment research, Declan McAndrew, about why advisers need to broach ESG considerations with clients first before being pushed into action.

In recent weeks, some IFAs have taken to social media to say that as their clients have never asked them about sustainable investing or ESG considerations, then there is no need for them to bring it up.

Indeed, there is no regulatory framework forcing IFAs to ask clients about their sustainable goals, but McAndrew tells Fitzgerald that if advisers just ask the right questions, then they can open up a whole new stream of investment options, and indeed revenue, for themselves and their clients.

He adds that older clients often aren’t fussed about ESG investing, but as their grandchildren and children become more concerned about the environment, then the older demographic will be keener to speak with their IFA about sustainable investing options.