Unlocking new doors

Unlocking new doors

Charlotte Walters
Name: Charlotte Walters
Job title: Principal of Avail Financial Planning
Previous industry: Mortgage professional
Key transferable skills: Fact-finding, drive, communication
Location: Knightsbridge

Do it yourself 

I was making fast progress as a senior mortgage adviser at Countrywide, then The Mortgage Store, and self-studied to gain my Diploma for Financial Advisers (DipFA). I found it frustrating because clients would ask for financial advice but at that time, there wasn’t anybody to refer the clients to, especially when seeking pension guidance. So, utilising my qualification, I decided to use what I had learned and do it myself, joining SJP in 2018. Initially I worked in a couple of other SJP practices and utilised my varied network of estate agents, solicitors and mortgage advisers to generate my own leads and business. In 2022, I took the plunge and set up my own wealth management practice - Avail Financial Planning. 

A step up 

The factfinding skills you need are the same, but now I’m able to concentrate on helping clients in more exciting and varied areas. Mortgage clients are heavily invested emotionally, and I was too. I didn’t like telling people they’d been declined for a mortgage. Managing expectations is much easier when you’re talking about pensions. I’d never tell someone they’d can’t afford to retire; it might just be later than they’d hoped. I still have the option to do mortgages, but I’ll usually refer them to mortgage advisers, who in turn give me other business opportunities. 

Future proof your business 

There are questions anyone considering the same move should ask themselves. What are your long-term goals? How will you realise the value of your business on exit? Do you want to move away from transactional business and give yourself the chance to create intergenerational wealth plans and build long-term client relationships? I love it when my clients refer me to others. I get a kick out of getting recommendations because it means I’m doing a good job.