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In for a Penny: A Business Adventure by Peter Hargreaves

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Chapter 9: Finding Your Customers

Marketing

Hargreaves Lansdown stands more or less alone in the retailing of investment because we are a marketing-driven business in an industry that is almost entirely sales-driven. In reality, unless you buy your investments on the basis of your own research, anybody you go to see for financial advice will turn out to be some form of salesman, whatever euphemism might be used to describe their job. They will earn their living from placing you in whichever type of investment they regard as their bread and butter and taking a fee or more likely a commission for advising you. Once you have paid for that initial advice, they will not earn anything again from you unless you either choose to change your investments ...

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