Unlike independent financial advisers, SJP sells only its own funds through a network of advice firms

Advisers at Britain’s biggest wealth manager, St James’s Place, are encouraged to play down the impact that charges can have on returns to investors, leaked company documents reveal.

Files seen by The Sunday Times show how advisers at SJP are placed under pressure to bring in cash from customers, and how they are briefed to answer concerns about the firm’s charges.

Also revealed in the files is how managers can earn a place at the company’s coveted overseas conferences — and how they are given tips on ways to ensure they do not pay too much tax on the perk.

SJP, which manages £109.3bn of savers’ money, has been criticised for its high charges. In one example, someone who placed £1m with SJP over 20