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Standard promotes proactivity

Standard Life Bank is encouraging IFAs to be more proactive in their relationship with clients by organising a series of seminars and consultations.

It believes IFAs should help their clients regularly review their investments, mortgage arrangements and other loans.

To help in the process, it has identified 2,000 IFAs who are committed to the idea of proactive sales and who have expressed an interest in the bank.

It plans to engage these IFAs in extensive seminars or even one-to-one consultations to help them take an active role in reviewing clients&#39 finances.

The bank defines proactive IFAs as those who regularly review their clients&#39 circumstances rather than simply calling them up when they have a new product to sell.

Ten account managers are making their way through the bank&#39s IFA list, which is constantly growing as IFAs either approach the bank or are approached by Standard.

How the campaign develops will depend on the response of IFAs.

Standard Life Bank does60 per cent of its business through mortgage brokers.

National sales manager Allan Dring says: “The mortgage is the fundamental platform for the majority of IFA clients&#39 financial needs. We want to help IFAs rearrange their clients&#39 finances to free up assets to invest elsewhere.”

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