In this article, we’ve gathered some insights from someone that has supported hundreds of people transition into advice. Duncan Gregory, Head of Planner Talent Management at Progeny, shares the qualities that matter, the challenges to expect, and the steps that can help paraplanners grow into confident financial planners.
When Duncan interviews aspiring advisers, he looks beyond the technical skillset. In his words, “there’s no one-size-fits-all”, but there are certain qualities that consistently stand out.
The first is a strong work ethic. Duncan puts it simply: “Hard work beats talent when talent doesn’t work hard.”
People who study alongside a full‑time paraplanning role, especially those who go beyond the minimum and push towards chartered, show they can graft.
They demonstrate commitment to the industry, they tend to be disciplined and show determination to better themselves. Duncan says this matters just as much as technical competence.
The second quality is the desire to become an adviser. Not a passing thought, but genuine drive.
The pathway to becoming an adviser isn’t linear and it won’t always feel smooth. As Duncan says, successful planners “stay the course”, adapting and evolving rather than giving up when the path bends unexpectedly.
Then comes resilience and having the ability to recalibrate after setbacks. To not let a “no” derail you, such as a potential client not moving forwards with working with you.
The final thing that Duncan looks for and perhaps the most important thing of all, is the people who are drawn to helping others.
“If helping people sits at your core, that’s what makes a good adviser.”
Technical knowledge can be built. Soft skills can be learned. But the instinct to support people through meaningful decisions is fundamental.
The challenges aspiring advisers should expect
Not every paraplanner has the benefit of working for a firm that encourages progression. Duncan is candid about this:
“Some firms might hesitate to help you transition into an advisory role, as they know how much value you bring to your current position.
If a firm lacks a clear pathway for progression or does not need any new planners for the foreseeable, paraplanners can find themselves stuck – valued, but in limbo.
Talk to your Manager in the first instance as an Academy might be part of the company’s future growth plans. If it isn’t, then the hardest but most necessary step may be leaving to a firm with a genuine
For paraplanners within supportive firms, the next challenge, assuming you meet the selection criteria is shifting from being a technician to being a skilled communicator.
Duncan sees this regularly. Paraplanners have knowledge, but little practice using this in real conversations. They know how to read soft facts on a fact-find and position it in a suitability report but haven’t any experience in knowing which questions to ask to be-able to uncover those incredibly important soft facts.
They’re strong on analysis but haven’t yet learned how to guide clients through the thinking behind the advice.
These aren’t flaws, they’re simply areas that need exposure.”
How paraplanners can prepare themselves
The most valuable preparation isn’t in the theory, it’s far more practical.
Duncan recommends practising in a safe environment before you ever sit in front of a client.
That means role‑plays, a variety of scenarios, playing back conversations, anything that means you get practice that helps you convert technical knowledge into clear, simple language.
Observing meetings is another essential step. Not just one or two. Duncan advises:
“I’d observe a minimum of 25 client meetings in my first 12 months and with multiple advisers if possible.”
This gives aspiring advisers a realistic sense of how different personalities, client types and scenarios shape the conversation.
It also exposes them to questions, patterns and responses they won’t meet in a textbook.
Mentoring is a key ingredient
A planner mentor opens doors to conversations paraplanners don’t normally hear.
The nuances behind a case, the reasoning not written in the fact find, the real human considerations shaping every recommendation.
Mentors help paraplanners see the whole picture, not just the technical elements.
For those struggling with confidence
Duncan meets many paraplanners who want to move into advice but worry they aren’t ready. His message is simple and reassuring:
“You’re not on your own. A lot of people have imposter syndrome.”
Confidence grows from structure, from the right kind of support and with real experience.
Having a clear development programme allows aspiring advisers to grow steadily, safely and at the right pace.
For paraplanners feeling unsure, this structure alone can make all the difference.
Becoming an adviser is not a single leap, it’s a series of small exposures
Duncan’s guidance is clear in that aspiring advisers don’t transform overnight. They grow through repetition, observation, practice and support.
The qualities that matter most have nothing to do with age, background or perfect knowledge.
Instead, they centre on willingness to work hard, the desire to grow, the ability to withstand setbacks and a genuine care for clients.
When all of this comes together and the right support is in place, paraplanners can step into advice not as a gamble, but as a natural progression of everything they already do.
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Founded in 2016, Progeny brings together independent advisory excellence across Chartered Financial Planning, tax, legal and asset management under one integrated model.
Progeny’s multidisciplinary team includes chartered financial planners, corporate lawyers, private client solicitors and tax specialists, working collaboratively to deliver sophisticated solutions aligned to clients’ objectives. By matching clients with the right combination of expertise, the firm supports investors, businesses and family offices in achieving their long-term goals.
Progeny’s Chartered status reflects its commitment to the highest professional standards, technical expertise and ethical conduct.
Progeny is headquartered in Leeds, the UK.
For further information, visit www.theprogenygroup.com.
Progeny Wealth Limited is authorised and regulated by the Financial Conduct Authority (No. 116460). The company’s registered address is 1A Tower Square, Leeds, LS1 4DL.
Main image: financial adviser, three people, vitaly-gariev-g-kAqqIRM78-unsplash
