Warm, experienced and endlessly approachable, Elian Lawrence is the kind of adviser clients stick with for life. With over 37 years in financial services, she brings deep expertise to every meeting, especially when it comes to retirement planning. Elian joined Citrus in 2024 and is known for her thoughtful, straightforward advice and her passion for building long-term client relationships.
We caught up with Ellie to talk about how she got into financial advice, the power of planning ahead, and why she’s always trying to convince clients to enjoy spending their money.
How did you get started in financial services?
I actually didn’t plan to work in financial services, quite the opposite! My dad worked in banking and I was adamant I’d do something different. But at 16, I ended up joining Barclays Bank, then moved to Nationwide on a temporary contract. That “short-term” role turned into a life-long career!
And what led you to become a financial adviser?
It happened quite naturally. I worked in lots of roles at Nationwide, from branch manager to eventually training financial consultants. It was while I was doing this that one of the adviser managers asked me if I’d like to train as a financial adviser. I hadn’t even considered it, but I went for it. That was back in 2004, and by 2005 I was signed off as competent. I haven’t looked back since.
"The first clients I helped as a financial adviser are still with me today. I’ve seen them through every stage of life. That kind of trust means a lot."
What do you enjoy most about your role?
Sitting with people and having a chat. That’s genuinely my favourite bit. I love helping clients understand what they’ve got, what they want to achieve, and how to get there. Sometimes I don’t even end up doing anything, just pointing them in the right direction. Other times, I get to go on the whole journey with someone.
I’ve got clients I’ve been with for nearly 20 years. In fact, the first clients I helped as a financial adviser are still with me today. I’ve seen them through every stage of life. That kind of trust means a lot.
How would you describe your approach with clients?
Very honest. I’ll only ever recommend something I’d suggest to my own family or friends. I’m not pushy, and I’m not salesy. Clients can take as long as they need, it’s their decision, not mine. I just want them to feel comfortable, informed and in control.
Why does retirement planning matter so much to you?
Because so many people don’t realise how important it is until it’s almost too late. I tend to work with clients from around age 45 upwards, when they’ve got a few pensions from different jobs, but no clear plan. I love helping them pull it all together into something that makes sense.
It’s also about mindset. A lot of people struggle with the idea of spending their money in retirement. I’ve had clients who passed away before they ever did the things they’d dreamed of, because they were scared to spend. That really stays with me. Planning well means giving yourself permission to enjoy life.
What’s one thing you wish more people knew about pensions?
That auto-enrolment usually isn’t enough. Workplace pensions are a great start, but if you’re only paying in the minimum, it’s not going to be enough to retire on. I made the same mistake when I was younger. I didn’t join my pension scheme at first because I thought I wouldn’t stay long. That decision probably cost me thousands. Starting early and paying in more really does make a difference.
“Planning well means giving yourself permission to enjoy life.”
Do clients sometimes underestimate how much help an adviser can offer?
Yes, definitely. A lot of people don’t realise the full range of advice we can give. It’s not just pensions and ISAs, it’s long-term care planning, equity release, estate planning, tax allowances, working with other professionals. I’ve built a great network locally, so if a client needs help outside my scope, I can usually introduce them to someone I trust.
How do you stay on top of all the changes in legislation and advice?
We have regular meetings at Citrus, which makes a big difference. We share ideas, talk about ongoing cases and keep each other up-t0-date. We also receive updates and training, and of course we all have to make sure we’re up-to-date with our continuing professional development (CPD) throughout the year. You have to keep learning, the bar for advice is higher than it’s ever been, and rightly so.
And what do you like to do when you’re not working?
I’m a real early bird. I’m usually up at 5am! I like to run, go to the gym and walk the dog. I ran the Eastbourne Half Marathon last year and had been training for the Brighton Half before I picked up an injury. I also love going to the theatre and seeing live comedy. Recent favourites include Moulin Rouge and Josh Widdicombe.
Finally, what’s something your clients might be surprised to learn about you?
That I left home at 16, didn’t follow my parents to Jersey or the Bahamas, and ended up living in a flat above a pub in Bexhill! I think I’ve always been pretty independent, maybe that’s helped me relate to clients who are navigating big life changes. Oh, and I once had dinner with Max Bygraves. He was… memorable!
Quickfire Round
Tea or coffee?
Coffee
Beach holiday or countryside?
Beach
Early bird or night owl?
Early bird
Favourite TV series?
Grease (film) and Happy Valley (TV — “brutal but brilliant”)
Books you’d recommend?
Anything by Lisa Jewell
You can meet more members of the team here.
The value of pensions and investments can fall as well as rise. You may get back less than you invested.
Tax planning is not regulated by the Financial Conduct Authority.
Approver Quilter Financial Services Limited. 27/01/2026
