Route maps out market for top-earners

London wealth manager The Route Group has completed a restructuring programme which will see it aiming at the top-earner market.

Route has a team of four IFAs plus a mortgage, tax and property specialist and has introduced a tier of relationship managers. There is a support function of two research and development staff to assist its advisers in giving the best possible solutions to its clients.

The firm, which is an appointed representative of 20Twenty, specialises in clients in London and the South-east earning more than 250,000. It says this is a different market segment from high-net-worth individuals as HNWs tend to have plans to protect their wealth while many high-earners do not.

It aims to cover clients’ total financial needs, including wealth management, tax planning, wills, estate planning, mortgage broking and property services.

Managing director Mark Worrall says IFA firms are wasting money by not looking closely enough at their client base and segmenting it so the advice process matches the needs of the client. He says: “I cannot believe how many IFA firms do not know their client base. It is an expensive way of operating. We looked at the previous client base and chose to service a particular type of client, who has no idea who to turn income into capital.”