What not to do if you want to be more valuable

Speaking to Maja, Ms Payne said advisers first need to ensure they have “the basics right”, noting that everything — even how they greet a client — influences their perceived value.

“There are so many little things, it’s not even the big stuff that needs to be focused on. Sometimes it’s just the little stuff. And the ‘how are you’ is a really good example, because we get on autopilot so much,” Ms Payne said.

Ms Payne also offers her tips to help you exercise your creativity.