Many IFAs will develop longer term client relationships - it is not necessarily a once/twice in a lifetime meeting.
They may prfer this as if they can give some sound pre-retirement advice to someone age (say) 50-55, they get more fee earning opportunities as the client actaully retires, is an active pensioner, perhaps needs care, concerns about inheritance etc. It could be 20-30 years of advice.
This long term relationship means that many can wind gently down to retirement over a decade - not seeking new business but relying upon relationships already formed which gradually fall away.
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