IFAs and wealth managers come into conflict

A recent article in Professional Adviser saw Barclays Wealth supremo, Mark Kibblewhite, responding to criticism from the IFA community about the levels of client service provided by large wealth management players (such as Barclays).

Of key interest here is the fact that these two entities are even having this debate when a few years back it would have been unthinkable. This says much about the fact that the pressure is on across the advice sphere to deliver a professional proposition and service to clients.

Defaqto has observed the closing of the gap between the retail and private banking sectors in its 2007 and 2008 wrap market reports.

Firstly, retail providers and advisers are aiming to upgrade their propositions to target more profitable business in the form of wealthier individuals. Secondly, private banking operations are being minded to protect existing business and target new business via the identification of ‘would-be’ wealthy individuals.

Hence the two industries are coming into contact more regularly in the contest for ‘holistic’ wealth management business. Watch this space for further conflict between the main players…

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Political parties need to work together to achieve the greater pensions good

A recent consumer survey undertaken by Friends Provident found that two-thirds of Brits have little or no faith in the Government when it comes to pensions. This sentiment comes as no real surprise in the current climate and echoes similar findings from Defaqto’s Retirement Savings & Income Report 2007.

Defaqto asked1 1,065 UK consumers which political party they trusted to solve the pensions problem. Although at the time Labour (25%) were more trusted than the Conservatives (12%) and Liberal Democrats (4%), the resounding result was that 57% trusted none of the political parties to solve the pensions problem. 

Although a particular stance on pension policy could be seen as a vote winner for an individual party it would seem that it is high time for all parties to work together towards improving trust in Government and its prescribed pensions system. Particularly when the long-term commitment required to deliver consistent pension policy is taken into account.

When asked how they would solve the problem of people having inadequate savings for their retirement and relying solely on the basic state pension, one-third of the consumers in Defaqto’s sample felt that it should be compulsory for everyone who works to contribute to a personal pension plan.

This is a sign that consumers have a growing awareness of the fact that serious action needs to be taken, even in the form of compulsory pension contributions which may previously have been viewed as an unpalatable solution.

Perhaps auto-enrolment into Personal Accounts is a stepping stone but the Government will still be under pressure to deliver this initiative on time and provide proof positive to the general public that it is better to save for retirement via this national scheme than rely on state benefits. By working together and putting out consistent messages the parties may have more chance of meeting these objectives.   

1Research carried out for Defaqto by GfK NOP from 30th August to 4th September 2007

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Empires wax and wane but what of their financial centres?

Financial centres rise on the back of the empire that creates them. They also tend to fall as their empire wanes. London hasn’t, however. It straddles time zones; Sterling had become a globally recognised currency and English became the language of commerce.

 As the empire declined, London’s primacy in areas such as insurance, foreign exchange and commodity trading transferred to other areas such as derivatives trading, hedge fund management, wealth fund management, as well as M&A, legal services and compliance.

Simon Culhane, the Securities & Investment Institute’s CEO, was able to cite figures at its recent Annual Conference, identifying London as the world’s premiere financial centre. But the figures had shown some decline on the position the year before. Other financial centres are catching up and reflect the growing financial power of the East; Singapore, for example, being the world’s fastest growing private banking centre.

London’s position is not unassailable so conference delegates might have been pleased to hear the Economic Secretary to the Treasury, Kitty Ussher MP, declare that “for London to remain the world’s leading financial centre, we need to work together” and that she would be “the City’s champion in government”.

A fundamental reason for the City’s rise to global prominence, however, is its traditional independence from government, to the extent that, in the past, while countries might be at war with Great Britain, they still obtained funding from the City. Such activity, while militarily wanting, helped establish the foundation of trust in the City from which we benefit still.

London is now a global phenomenon and while a dialogue with government is welcome, its aims should be to both ensure its independence from government and to retain its competitiveness.

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Increase planning? First, increase standards

London is arguably the world’s premiere financial capital and yet most UK citizens are financially unplanned. There is a lack of buy-in from those outside the square mile. The regulator is attempting to redress this through its Retail Distribution Review by creating a simpler regulatory landscape in which financial advisers will consider the whole of market on behalf of their clients without the conflict of interest arising from which provider will pay them the most commission.This should be reassuring for consumers but could be less so for those who would be financial advisers.

The regulator is also suggesting that there should be a step change in the professional standards and qualifications required of advisers. Those in the industry without the requisite qualifications might prefer to be grand-fathered in to the new regime but this option may not be open to them; the regulator is considering imposing the full entry via examination route.

Is a one-off set of exams imposed on an experienced practitioner the most effective way to raise standards? It is certain to impose strains on their business and home life and as our business is all about relationships this is unlikely to be ideal. Examinations also are not noted for delivering long-term changes in behaviour.

Something that could, however, would be a more rigorous CPD regime where practitioners would be assessed for their weakness and take on an appropriate programme of remedial CPD. This would form part of their business life, open them to new practices, and could promote business opportunities for them. Also, the longer term nature of CPD would be more likely to encourage a more enduring improvement in standards.

The financial advice industry needs to rise to this challenge, however, by delivering rigorous CPD. The pledge signed between the Chartered Insurance Institute, Institute of Financial Planning, Securities & Investment Institute and the Chartered Institute of Bankers in Scotland, to form a single, independent professional standards board for advisers, makes this possible.

By embracing a structured programme of CPD that supplements their skills, behaviour and knowledge, advisers can establish themselves as the trusted professionals they deserve to be, reflected by an increased uptake in the financial planning they offer, from consumers.

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Hedge your bets

The most important reason for including hedge funds within a balanced investment portfolio is to diversify effectively. Perfect in the current market environment but investors will need to prepare themselves for hedge fund casualties as the start-ups which benefitted from the market bull run of 2003-7 find it more difficult to cope with a bear market.So it will be vital for we in the financial services industry to know what we are putting into our clients’ portfolios.

But at a fascinating lecture on hedge funds at the Raymond James Investment Services annual conference recently from Professor Harry Kat of the Cass Business School, we learned that every hedge fund follows its own strategy and that even funds classified by the same strategy tend to produce completely different returns. That is, if we can rely on the returns as presented. Professor Kat went on to say that the data collected in commercial hedge fund databases is not audited or independently verified. His own researchers have to spend time taking out errors to analyse performance effectively.

So, can we be sure what we are putting into client portfolios?It can also be easy to regard hedge funds as an asset class, particularly when APCIMS allocates a 5% weighting to hedge funds in its balanced and growth portfolios. But hedge funds follow particular strategies and it is incumbent on us as advisers to know what the strategy is and how it sits in our portfolios and whether the funds are following that strategy. But poor quality performance data is not all for Professor Kat alluded to the “marketing materials (which) are often highly suggestive, emphasising the good and wonderful while ignoring the less attractive elements of hedge funds”. Caveat emptor!

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The changing face of ethical investment

In the good old days, deciding to invest ethically was simple. All you had to do was to avoid putting your hard earned cash into companies involved with tobacco, alcohol, pornography or armaments and certain pharmaceuticals. Your conscience could be clear if you invested anywhere else.

Gradually the definition of ethical investments has changed from excluding certain funds to only including those investments that pass through the various screening processes put in place by fund managers who wish to describe their funds as ethical.

The link between today’s ethical fund definitions and the original position are the funds which are known loosely as being environmentally-friendly. The are investments that can demonstrate that they are sensitive to the environment and have policies which encourage recycling or that minimise the use of natural resources or have reduced contamination in the way they carry out their business. In fairly recent times the terminology has changed again to “Socially Responsible Investments” and a new breed of ethical investments has appeared.

Taking Centre Stage

These are investments in alternative energy sources and it is these which now appear to have taken centre stage. If you want to invest in socially responsible funds, all you have to do is to select funds that are described by their managers as being socially responsible investments. However, all this means in practice is that the funds meet the fund managers’ screening criteria. Whether the fund meets the widest possible definition of ethical investment, including the carbon footprint of the fund, may not be known.

While anything that encourages responsible investing can only be a good thing, this needs to be balanced by an equal if not greater focus on the market opportunities and skill of the managers in charge of the funds, if investors are to achieve the returns they are looking for.

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Platform providers need transparency of proposition and charging structures, says Defaqto report.

Despite assurances from market players about the transparency of their propositions, some IFAs claim that platforms are too expensive and that they still struggle to understand the concept, according to a report recently published by Defaqto.

The findings from the review of the adviser platform market coincide with the FSA’s feedback on its platform discussion paper. This highlighted concerns over the complexity, cost and training issues relating to the use of platforms.

Defaqto’s report, entitled: ‘Adviser Platforms in the UK 20081 - Stand and Deliver’, includes results from a study of IFAs conducting investment business. The study found that among the reasons given by IFAs for not adopting platforms were that there was not enough awareness of either their functions or of the available products.  Other reasons were that platforms required to be fully understood by clients before they would request them, while some IFAs simply thought that they were too expensive.

Matt Ward, Defaqto’s Principal Consultant for Pensions & Wealth Management, stated that: “Although it is acknowledged that platforms should be seen as a service it does not preclude providers from putting together marketing and support material which clearly defines the capability of a proposition and details the component parts. Clearly, more work needs to be done in getting the ‘platform’ message across to IFAs, and this needs to be followed up with ongoing support.”

Further, Ward comments: “Advisers also need to be in a position to compare and contrast propositions ahead of further adoption considerations for their practice and the fact that this process is not currently a straightforward one does not reflect well on the market.”       

-Ends-

 

Notes to Editors:

1The report ‘Adviser Platforms in the UK 2008- Stand and Deliver is on sale priced £1,200 excluding VAT for a PDF version and £595 (No VAT payable) for a single printed copy. For further information please contact Chris Johnston on 01844 295457, or the Sales Department on Freephone 0808 1000 804 or visit http://www.defaqto.com/

For further information contact:

Defaqto Limited          

Matt Ward, Chris Johnston or Luci Mylward

01844 295 454

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Consumers needn’t be in the dark over key pensions tax incentives

Defaqto don’t give out an award for “Most simple and effective pensions marketing material of the year” but if we did my vote would probably go to Hargreaves Lansdown. Along with their end of tax year call to arms for ISAs, HL ensure that they urge potential and existing clients to take advantage of similar pensions tax advantages.

Without the use of industry jargon HL’s marketing material, sent directly to consumers in HL mailshots or available on the HL website, explains the following terms in a very concise but effective manner: 

  • Annual pension tax allowance
  • Tax relief available to basic/higher rate tax payers on pension contributions
  • Legislative update on tax relief terms

This type of material is to be applauded and is a necessity if more UK consumers are to understand the benefits of pensions when making savings decisions, especially the underpinning advantage of tax relief on pension contributions.Research1 carried out for Defaqto’s Retirement Savings & Income Report 2007 revealed that a meagre 9% of consumers saw that pension savings plans offer good tax incentives suggesting that many are not aware of this USP.Although the research findings show that 31% of consumers do view pension savings plans as important for supporting them when they retire, 20% viewed them as a necessary evil, 16% viewed them as too confusing to worry about while a further 14% felt that pension savings plans are less attractive than other investments like residential property.If the UK is to tackle the pensions savings gap head-on consumers will need to be encouraged to engage with pensions, and other retirement savings methods, and must be made aware that ‘there is something in it for me’. Marketing campaigns which include educational content are certainly a step in the right direction. 1Research conducted on behalf of Defaqto by GfK NOP with a survey sample of 1,000 consumers

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Thinking the unthinkable

 With commentators now beginning to openly discuss the possibility of a collapse of another bank or financial institution, it is perhaps timely to consider what compensation  arrangements are in place for depositors and investors should this happen. For savers, there are only two homes for your money that are 100% safe and these are Northern Rock and National Savings and Investments as these are both owned by the government. For everything else, there are limits to the amount of compensation that is available. Compensation payments are managed under the Financial Services Compensation Scheme (FSCS),  and limits vary for deposits, investments. and insurance claims. Only institutions regulated by the FSA are eligible to be covered by the scheme, which only has £4bn per year to use for this purpose. Claims totalling in excess of £4bn would trigger meetings between the FCSC, the FSA and the Treasury to work out a solution.  As things stand currently, £35,000 of deposits per person per financial institution are covered and this doubles for accounts in joint names. For investment the figure is £48,000 with 100% for the first £30,000 and 90% for the remainder. But  the FSCS will only pay compensation up to the limit of £35,000 per person, per authorised institution. This means that a parent institution could be the authorised entity and depositors will only be eligible for one pay-out, even if they have other accounts in the parent’s subsidiaries.  So, it may be wise to spread your savings and investments across different authorised entities, but you will have to do your own research to find out who owns whom, which companies are authorised under a group registration and which are registered individually.

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Advisers hold the key to platform success, says Defaqto

Providers planning a long-term future in the adviser platform market will need to respond positively to IFAs’ requirements to achieve success, according to Defaqto’s latest report, ‘Adviser Platforms in the UK 20081- Stand and Deliver‘.  The report identifies key areas of focus for those wishing to deliver successful propositions within this ever-changing marketplace.The report suggests that despite experiencing some growth, the platform market is essentially still in its infancy. IFA networks and support groups, which have yet to take a stance on platforms or commit to preferred partners, will need to be the target of platform providers. These providers will need to cite the positive experiences of those who have bought into the concept of platform technology and are conducting business online.

In the report, Defaqto uses feedback from IFAs conducting business in the UK investment market to deliver a qualitative dimension to the findings. This includes an insight into IFA business habits, IFA opinion on pertinent industry issues and IFA perception of service standards within the platform arena. This gives important insights to providers by allowing  a better understanding of the IFA community’s behaviour and needs in this developing market.

Matt Ward, Defaqto’s Principal Consultant for Pensions & Wealth Management, comments: “It would appear from our research that many IFAs are still trialing platform solutions ahead of further commitment to one or two partners. One of the reasons for this would seem to be a confusion surrounding the USPs of each proposition and it is vitally important for providers to ensure that IFA supporters are clear about the capability of the services and systems on offer.

“Everyone who is involved in the market, whether as an active or potential participant, will benefit from understanding more fully how the market is moving and how propositions are developing, as well as finding out what the likely impact of regulatory directives on the platform market will be.”

-Ends-

Notes to Editors:

1The report ‘Adviser Platforms in the UK 20081- Stand and Deliver is on sale priced £1,200 excluding VAT for a PDF version and £595 (No VAT payable) for a single printed copy. For further information please contact Chris Johnston on 01844 295457, or the Sales Department on Freephone 0808 1000 804 or visit http://www.defaqto.com/

 For further information contact:

Defaqto Limited 

Matt Ward, Chris Johnston or Luci Mylward

01844 295 454

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