“They look after compliance and your training.
“New Leaf matches my thinking - I've been involved with family businesses and they're a family-run business, they're not corporate.”
How important do you think is it to still see clients in person?
Sharma’s clients are mostly based around Kent and in South East London and said he does around 60 per cent of his business online but still prefers face-to-face for some aspects of the job.
“The wealth side of the business I prefer face-to-face, especially initial meetings because a person has to buy into you and you’ve got to buy into that client” he said.
“With equity release clients I prefer to do those face-to-face because it's the empathetic approach and making sure everything is correct for that client. I'd rather walk away than do something wrong.”
Though Sharma sees the value in some online working, he thinks it is harder to pick up on body language and engage with clients in a natural way.
He said: “Just to speak to somebody and pick up on body language is something we've lost online.
“It is easier to be personable when you’re in front of somebody, when you can look someone in the eye it makes a lot of difference.”
What do you think makes you a good adviser?
Having a personal approach is key to being a good adviser, said Sharma.
“It can be very personal work, especially when you're finding the right solution for clients,” he said.
“I just think how would I feel if I was in that position?
“I'm a great believer in just being part of a person's life.”
Sharma said the work of a financial adviser isn’t transactional and the profession is not ‘reactive’.
“I believe that financial advice is a proactive profession,” he said.
“You might not see the results straight away. A mortgage might be more transactional but it is still part of your future.”
What would be your advice to somebody entering the industry now?
“I would say look to continuously learn - we're in an ever changing environment,” said Sharma.
“Some clients, especially younger clients, feel they can learn everything through the internet but bespoke advice is very important.”
Sharma also said being a good listener is key to the job.
He added: “You have to understand that you're taking your clients on a journey, and you're going to be with them through a lot of their life journey.
“They're going to go through lots of different changes, so you’ve got to be adaptable. It’s all about that human touch.”
If you own your own advice firm and would like to feature in the Coffee Corner interview series, get in touch at tara.o’connor@ft.com
