ValidPath: IFAs prioritising client growth amid industry-wide optimism

• Attracting new clients is a high priority for over two thirds (69%) of IFAs this year  

• Almost a third (31%) will look to partner with other professional services firms to attract and retain more clients in 2026 

• A clear majority (93%) of IFAs feel optimistic about the year ahead 

• Two thirds (66%) are primarily focused on profitable growth  

Press release - 26^th January 2026: ValidPath, the network for independent financial advisers, has today published new research revealing that growth remains firmly on the agenda for Independent Financial Advisers (IFAs) over the next 12 months. The latest findings show that attracting new clients remains a central focus for the advice profession.  

The poll of ValidPath Member firms has found that most (93%) IFAs have an optimistic outlook on the year ahead, with over a quarter (27%) feeling extremely optimistic. This positive outlook mirrors sentiment uncovered in ValidPath’s previous Member survey, conducted in June 2025. Elsewhere, two thirds (66%) of respondents cited profitable growth as their primary focus, while over two thirds (69%) of IFAs see client growth as a high priority this year.  

Half of IFAs (50%) cite the ability to identify, attract and retain clients as a key factor impacting the outlook for their business and the wider advice sector, demonstrating the importance of lead generation.  

When asked how they primarily source new clients, the majority (92%) of IFAs cited referrals from existing clients. This demonstrates the value of strong relationships, reflecting the attitudes of over two thirds (68%) of IFAs who believe that effective client management requires a personal relationship. Elsewhere, referrals from personal connections are the primary source of new clients for 43% of IFAs, closely followed by introducer arrangements with professionals, such as solicitors and accountants (36%).  

Looking ahead, many IFAs plan to adapt their approach to attracting and retaining clients. Almost a third (31%) plan to partner with other professional services firms this year, while a fifth (20%) will host in-person events, and 10% plan to enhance their marketing efforts this year including paid digital advertising, social media campaigns and purchasing leads.  

Commenting on the findings, Tim Riseborough, Group Operations Director at ValidPath said: “It is encouraging to see that so many IFAs are looking to actively grow their businesses and take on new clients this year. At the start of a year which promises much change for the sector, with the FCA’s rollout of a new targeted support and simplified advice regime, alongside wider technology-driven changes, this clear commitment to growth is testament to the strength, resilience and adaptability of IFAs.  

“Modern networks such as ValidPath play a crucial role in helping IFAs realise their growth ambitions, providing Members access to on demand services, market-leading technology and ongoing consultancy. As our research shows, word of mouth and referrals have been key to lead generation and client acquisition for IFAs. As firms look to deliver the level of growth they are planning for 2026 and beyond, it is clear that many are complementing established channels by strengthening professional services partnerships and increasing their focus on proactive marketing activity.”