How to move from paraplanning into advice?

On paper, the move looks simple but in reality, it’s a bigger leap. The pressures change, soft skills matter more, and your day becomes about clients, capacity, and clear decisions.

Why this move is tougher than it looks

You’ll shift from reports to conversations, spending less time drafting and more time in live discussions, handling objections and agreeing next steps. Accountability increases, with your calendar, pipeline and revenue in view. You also move from back office to front of house, where emotional intelligence and pace sit alongside technical depth.

What hiring managers are looking for 

Curiosity and humility

Coachable, willing to try and adjust.

Energy and follow‑through

Momentum through admin, diaries, and handovers.

Client empath

Clean questions, plain English, no jargon.

Commercial sense

Capacity, segmentation, and knowing when to walk away

Bring proof in a way that reads like the job. Share shadowing notes with what you would change next time, two examples of complex ideas you explained simply, and one moment where you calmed a concern and still landed the outcome.

The steps that help most

Qualifications matter: the Level 4 Diploma is the baseline and progress on AF units signals depth. Pair that with structured exposure by sitting in on discovery meetings, annual reviews, and the occasional “bad news” call. Convert suitability into conversation by practising a five‑minute spoken summary with a clear recommendation and risk explanation. Keep a compliance mindset and be ready to show how you evidence suitability under pressure.

Qualifications: Level 4 Diploma as baseline, progress on AF units shows intent.

Structured exposure: Sit in on discovery meetings, annual reviews, and “bad news” calls.

Suitability to conversation: Practise turning a draft report into a five‑minute spoken summary with a recommendation and risk explanation.

Compliance mindset: Clean records. Be ready to show how you evidence suitability.

Networking

Advisers build trust in the room and in the market. Start acting like one now. Attend one local PFS or CISI event each month, arrive with two questions, and follow up with one person. Book two 15‑minute coffees with advisers for first‑90‑day tips. Share something useful before you ask for help, such as a checklist, a cashflow tip, or a client‑friendly explainer you created. Post twice a month on LinkedIn to translate a complex topic for clients.

A simple 60‑day plan you can bring to interview

Month 1: Shadow two first meetings and two reviews, then write five‑bullet debriefs. Practise a two‑minute explanation of your firm’s value. Agree which client segments you will support first.

Month 2: Start to lead parts of meetings: the agenda, a fact‑find recap, fees, and next steps. Run weekly role‑plays on common objections such as fees, risk, timing, and “I need to think about it”. Produce basic MI: meetings booked and held, conversions, and time to recommendation.

Month 1

Shadow two first meetings and two reviews. Write five‑bullet debriefs.

Practise a two‑minute value explanation for your firm’s proposition.

Agree which client segments you will support first.

Month 2

Lead parts of meetings: agenda, fact‑find recap, fees and next steps.

Weekly role‑plays on objections: fees, risk, timing, “I need to think about it”.

Produce basic MI: meetings booked, held, conversions, and time‑to‑recommendation.

Evidence to bring when you ask for a shot

Bring client‑style explainers you wrote, one or two short role‑play clips that show discovery and handling pushback, a couple of mini case studies using Challenge–Action–Result, and mentor notes from advisers who observed you.

Common pitfalls

Waiting for perfection before trying live conversations. Leaning on exams while neglecting listening and pacing. Treating networking as optional. Talking like a report instead of translating.

Waiting for perfection before trying live conversations.

Leaning on exams while neglecting listening and pacing.

Treating networking as optional.

Talking like a report. Translate, do not lecture.

Want a hand making the leap?

We support paraplanners making this move all year. If you want feedback on your plan, warm introductions to hiring managers, or a read on typical first‑year targets in your region, call the team on 0161 973 6900 or send us an email on recruit@exchange-street.co.uk