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Business Development Updates

Selected for you to access the most valuable content we’ve shared with our adviser community. Here you’ll find a depth of insight and resources to help you and your business.

Featured

Smoothing volatility for 20 years, helping you provide clients with peace of mind

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Featured

Adviser Home Technical Briefing

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14 April 2016

How do advisers target clients?

FAMR Adviser Home Report –Man v Machine Mk11

Extract 1 – How do advisers target clients?

It’s said that since RDR advisers only deal with higher net worth clients – as part of our FAMR related adviser research we needed to test this assumption. Here’s our summary findings on this from research covering 120 individual advisers.

What determines client profitability – in terms of their income or wealth? Profit Tipping Points   

Adviser comments on economics driven client targeting

 

We estimate we need to earn £1500 p.a. to break-even on a full service face to face advice case I would like to make £1000 per case, with expenses and tax that equates to a net £500 I retain low net worth clients but some of them now cost me to service and I am beginning to turn away new clients who have less than £100k Minimum earning requirement over a 12 month period is £500 otherwise not viable. That is for our lowest service level I need at least £500-£750 to complete a review and provide advice. These ex clients are now in the advice wilderness and generally speaking only the middle class and wealthy have any access to quality financial advice Minimum net wealth (investable assets) of £250,000 or more At retirement £50,000 but consideration given to relationships with family, or employer, to adviser firm With all the compliance, regulation and management and review procedures it is difficult to offer our services to anyone with less than £50,000. The majority of our clients have relatively low incomes but significant investable wealth - average amount invested is coming close to £500k Investable wealth of £25,000 will only generate £125 per year in on- going advice at 0.5% and that won’t warrant a full annual review, maybe an email review would work One of our clients on £25,000 a year and with no assets aside from his house just received £750,000 from a critical Illness policy we arranged, and we are now investing this money

 

Comments indicating a more rounded approach to client targeting

 

We look both at current levels but also future prospects & family A degree of cross-subsidy within the firm helps to ensure that less well-off clients receive the appropriate service they need to achieve their goals Referrals - possibly the most important aspect of our business and that of thousands of adviser firms. If a client with an income of less than £30,000 and less than £25,000 of investable wealth provides 3 good-quality personal recommendations, then an unprofitable client becomes very profitable overnight! The profitability of a client should not be measured by investable assets; holistic advice includes strategic aspects outside of the investment arena -so the total amount of investable assets can be irrelevant All clients can be profitable; it’s just a matter of scale to meet client demand. A not so valuable client today can be tomorrow’s valuable client or can be related to one. EVERY client is Valuable We can earn money from low value clients even if only as a contribution to fixed costs. I have always taken the view that the low value client may introduce to higher value referrals It is still possible to make profit from less affluent clients if costs can be kept manageable A mortgage and some protection could easily be profitable with low income and capital to invest There are many advisers that deal with lower wealth clients, you can see their income/wealth is irrelevant. There is a place for both the small transactional adviser and the HNW wealth maintenance adviser

What factors determine the clients advisers deal with?

 

Note: respondents were asked to rate these factors as Important, Very Important, Unimportant and Very Unimportant – the figures below have been weighted such that a “Very” response is given a double weighting. As we would expect – Personal Relationship is the strongest factor.

 

 

Do you agree? Please share your views below>>

 

11 April 2016

The Personal Savings Allowance - the impact on advisers

This letter from Deposit Sense gives an excellent summary of the new allowance and the opportunities for financial advisers. Read more>>

You can see more about Deposit Sense and their cash management system here>>

31 March 2016

There's still time to register for an Octopus estate planning workshop

Join an Octopus estate planning workshop today – 50 Venues during April, May and June.

•   Inheritance tax legislation: an overview of the new rules and how they are likely to impact your client base.
•    Expert industry views: invaluable information aimed at helping you to write more estate planning business.
•    Business Property Relief: insight into how investing in unquoted and AIM-listed companies can help your clients to reduce or even eliminate potential inheritance tax liabilities after just two years.
•    Interactive client scenarios: different estate planning solutions based on real-life situations

We know these events are very popular with advisers and places are limited, so get in quick.

Use this link to find your nearest venue. There are refreshments at each event and 2 hours CPD for attending.

If you’d like more information, please email [email protected]  or call 0800 316 2067. 

24 March 2016

Retirement Roadshows and Six Case Studies for you to Download

Accumulation to decumulation – balancing income and capital needs – Book Now

 

To help you help your clients with their retirement decisions – income and capital and the balance between the two – book now to join Defaqto for these valuable events with presentations from Aegon, Architas, Deutche Asset Management and M&G.

Also, 6 solid case studiesin the Adviser Home Resource Section.

1.    The case for hybrid:  simplicity, flexibility, security 
2.    Remaining relevant with relevant life 
3.    Professionals guide to retirement 
4.    DFM proposition on platforms 
5.    The cost and value of adviser investment solutions 
6.    The value of using a capped volatility investment strategy 


09 March 2016

TIME investments - a new partner for Adviser Home

 

 

We’re delighted to announce an exciting new partnership with TIME Investments. 

 

 

   

  TIME provides tax efficient investment solutions – with their original Inheritance Tax service boasting an impressive 20 year track record. 


About TIME
-    £500 million assets under management 
-    7,000 plus investors
-    Winner of Best BPR Investment Manager – 2015 Growth Investor Awards
-    Nationwide sales team
-    More than 50 staff and growing
-    Offer educational support through in house meetings and CPD workshops

“We pride ourselves on offering real transparency around our products, what we invest in and what the risks are. Above all we always keep our clients at the forefront of our mind and their best interests at heart. We’re dedicated to supporting financial advisers, which is why we don’t accept direct investments. Our nationwide sales team are on hand to assist you in identifying solutions for your clients, dealing with technical queries and delivering one-to-one support.” Simon Housden, Sales & Marketing Director at TIME Investments

Based in central London, TIME has a 20 person distribution team that provide national coverage.

If you would like to find out more about TIME and their latest solutions please contact them on 020 7391 4747 or email [email protected]         

02 March 2016

Lifequote Webinars - exclusively for Adviser Home members

Working with LifeQuote for protection business - You concentrate on client advice, and let LifeQuote help with the completion of the application, the keying into the insurer systems, and all the chasing of third parties, including doctors until the case completes.

 

Choice of Webinars- LifeQuote will be running webinars in March exclusively for Adviser Home membersto introduce the protection service and show how easy it is to get set up. If you would like to take advantage of this fantastic opportunity, please click your preferred date below to register.The webinar will last 45 minutes, 35 minute presentation, with 10 minute Q&A.
 
Wednesday 9th March – 10am
Wednesday 16th March – 2pm
 
Thankyou- Sign up with LifeQuote by 31st March 2016 and on your third completed policy, LifeQuote will send you a bonus £75 chequeto say thank you.
 
About LifeQuote- LifeQuote is the protection service of choice for many advisers throughout the UK, from specialist sole traders to the largest Networks and DA firms. LifeQuote is much more than just a Protection portal – it provides administration services for businesses looking to streamline their processes, spend less time on administrative duties and more time advising their clients and creating new sales opportunities.
 
What do advisers say?- “LifeQuote is firmly embedded in my working processes now as both the quoting system and Protection Service save me an incredible amount of time. Not having to spend hours each week chasing GP reports is time invested in growing my client list. Simple, straight forward and with experts on the end of the phone – I definitely recommend it!”

Click hereto see more testimonials

Find out more now- If you want to find out more immediately, please call the LifeQuote Sales Support Team on 01243 791199. Don’t forget to tell LifeQuote you’re an Adviser Home member, to register for the bonus £75 cheque.

Thanks
Adviser Home

25 February 2016

New online tax-planning hub

 

An online hub for your tax-planning needs.

 

 

Welcome to your tax-planning hub from Octopus Investments - equipping you with the tools you'll need to help your clients in 2016. These tax-planning scenarios will give you fresh perspectives on how to tackle the issues your clients face.

Helping Peter's children receive more of his wealth
​Like thousands of people around the UK, 60-year-old Peter is concerned about inheritance tax. His house is worth more than £325,000, so his daughter Emma will have to pay 40% tax on much of his estate when he dies. This includes the Investment Savings Account (ISA) investments he’s been building up over the years.

Discover more about a possible solution for Peter that retains the flexibility of an ISA wrapper without the inheritance tax liabilities.

An ISA that offers inheritance tax exemption
​
With the end of the tax year fast approaching, many of your clients are probably looking to make the most of their ISA allowance. What if they could transfer into an ISA that mitigates their inheritance tax liabilities? 

Find out more about the Octopus AIM Inheritance Tax ISA here – there is no initial fee for advised clients, although an annual management charge and dealing charges will apply.

18 February 2016

Free to you - NEWSBRIEF - up to 1 hour of CPD each month

 Free to you - NEWSBRIEF - Your Monthly Round-Up of Market and Regulatory Developments
 

If you are registered with the Adviser Home CPD Centre then you’ll already have access to this valuable document each month.

Thousands of advisers use NEWSBRIEF as an integral part of their CPD programme. So, if you are not yet registered to gain automatic access, then for this edition only you can download it here>> 

It’s written and edited by John Lappin, well known industry expert commentator, and we think you’ll want to register hereto secure regular access to this valuable resource. 

This month’s issue covers:

•    Pensions and retirement planning 
•    Taxation 
•    Financial services regulation and ethics 
•    Investment principles and risk 

We hope you find it of benefit.
Adviser Home

10 February 2016

Mega - the big ideas shaping all our futures

Take a look at this new publication in association with Pictet Asset Management - focused on the really big global trends. View here>>

29 January 2016

Seeking 5%+ yield? - Income Roadshows

Seeking 5%+ yield? 

The Base Rate of 0.5% was introduced in March 2009, which is the lowest level for 300 years. Based on the Governor of the Bank of England’s latest comments we don’t expect to see this moving any time soon. With this in mind and considering the low interest environment, we know that many advisers are desperately seeking new approaches to regular income generation. Ideally this income will be sourced from a diversified portfolio, within a certain risk and volatility level. So we think you may be interested in this –
 
Income Roadshows – book now 

Seneca Investment Managers are running a series of small seminars throughout the UK in February and March.

Seneca IM CIO, Peter Elston and Steve Jackson, Head of UK Retail will discuss the market outlook for 2016, bond and equity market dynamics and the Seneca IM multi-asset funds. The CF Seneca Diversified Income Fund provides a potential solution to the hunt for regular income, yielding c. 5%, paying income monthly. The fund has been consistent in its income production, having provided an average yield of 5.0% since launch in 2002.

(These events are PFS CPD accredited for up to 1 hour of structured CPD) 

Event info and registration

To attend these events please register on the following link>>

15 January 2016

2016 tax planning workshops - book your place

To kick off the New Year TIME are back on the road with new nationwide, CPD qualifying, tax planning workshops. The events are already underway, with a number of locations still to come around the country, and TIME would love for you to join them. In our recent adviser survey we found that Tax Planning along with Alternative Investments are very near the top of your priority lists. With this in mind, these events look to be very well timed.

The Enterprise Investment Scheme (EIS) landscape has changed rapidly over the last year, with significant changes to the legislation that will affect most EIS providers. This is an opportunity to get up-to-speed with how that impacts you and your clients.

Similarly, the major changes in the Inheritance Tax (IHT) rules and the introduction of a new main residence nil rate band are other important areas that we will be covering to ensure that you have all the information you need for the end of the tax year and beyond.
 

TIME to hear more?

These nationwide workshops cover all the key changes that affect EIS and IHT planning, as well as looking at case study planning opportunities. Spaces are limited so please book now to secure your place. 

Click here to see the full list of events available across the country 

 

“We’ve structured our events as interactive workshops with limited numbers, to deliver the practical and detailed information you need. Previous events have received excellent feedback from advisers.”

Simon Housden, Sales & Marketing Director, TIME Investments

 

 

What these events can offer you

✓

An overview of EIS and BPR and the compelling tax advantages they can offer

✓

A summary of the key changes that now affect EIS and IHT planning

✓

Client scenario case studies demonstrating EIS and BPR in action

✓

Introduction to  tax efficient solutions, including the Time  new asset backed EIS

✓

An understanding of the potential challenges to recommending EIS and BPR, including compliance and due diligence requirements, and how to overcome these

✓

Structured CPD

TIME for your due diligence  

The Martin Churchill Tax Efficient Review for TIME:EIS is now available. Click here to receive your copy of the Martin Churchill review                                           

We’re also delighted to offer you Intelligent Partnership’s independent industry report on dry bulk shipping. The comprehensive report has been designed to inform advisers about the potential risks and benefits in dry bulk shipping investment. Click here to receive your copy of the Intelligent Partnership report

TIME to talk                               

If you’d like to talk to TIME about their tax efficient solutions please call one of the team on 0207 391 4747 or email  at [email protected].

 

07 January 2016

Professional Development - The content you'd like to see

Professional Development – The content you’d like to see

With the new Adviser Home CPD Centre we need to know what you’d like to see to help fulfil your CPD. So, thanks for this feedback, and in order of interest you’ve expressed:

*Note – We asked which areas were interesting or very interesting and these rankings reflect a 2:1 weighting in favour of “very” interested.

Next

We are working with providers to get this content together both on the CPD Centre and via Adviser Homes e comms programme. If any providers reading this think they have useful material please get in touch with us via [email protected] 

If you haven’t yet registered on our CPD Centre please do here>> 

If you haven’t yet told us your own content preferences we are keeping this survey open for a few days so please complete here>>

Or if you have colleagues – including paraplanners who may wish to register or complete our survey would you pass this email to them? Thanks

Thanks, and have a great New Year

 

04 January 2016

FAMR - Adviser Home in the news

Comment and articles from the trade media – focussed on the Adviser Home FAMR consultation:

Professional Adviser>>

FT Adviser>>

10 December 2015

Adviser Home CPD - What extra content would you like?


Whether you use the Adviser Home CPD Centre or not (and 6,500 advisers are already registered with us), we really want to know what extra content you’d like to see on site to help you with your CPD. 

If you haven’t yet registered then you can do so here>> –  it’s free, and it’s easy to use but in any case would you look at this survey – essentially just one question! to influence how we build the content over the next few weeks and months.  Two minutes to complete!

Would you please respond by Monday 14th December? Thanks, your involvement is most appreciated.

03 December 2015

How your website can boost your protection sales

This Protection Blog from Kevin Carr, CEO of the Protection Review, highlights how you can take key links available and listed here to embellish your own website and give your clients a nudge along with some really useful information about their health and risks they could face.

You can also have a look at what LifeQuote have to offer to make the transaction of protection business as easy as possible here>>

26 November 2015

Chance to win an Apple watch

 

Chance to win an Apple Watch, just tell us what you think of BDMs

 

 

 

What do you think of BDMs from providers? Are they important to your business, a mixed bag, an essential source of technical info or an important contact to help smooth problems? Whether you deal with BDMs on the phone, or face to face we value your input.

This study is being undertaken by our partners BWD who will use the resulting report to help providers find and develop the sort of BDMs to really help your own business practice. 

Please spend 5 or 6 minutes on this, you will be entered into a prize draw* to win an Apple Watch ( value £339 ). Click here to take the survey>>

Much appreciated

Adviser Home

* T&Cs - view here>>

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