S&P Dow Jones Indices for financial advisor
By Russell Medcraft CFP Chief Executive Officer Financial Choice Pty Ltd
Corporate authorised representative of Self Managed Super Institute P/L AFSL 292925
EVOLUTION OF THE ADVICE INDUSTRY IN
AUSTRALIA
I STARTED IN JUNE 1982.
THE NUMBER ONE SONG IN THE WORLD WAS
―
PHYSICAL” BY OLIVIA NEWTON JOHN
AND
THE BIGGEST LIFE COMPANY IN AUSTRALIA WAS
1982-
ALL WE HAD TO SELL WAS WHOLE OF LIFE AND
ENDOWMENT SAVINGS AND PROTECTION
PLANS
• Sell 3 per week at $100 per month and earn $60,000 per year.
• Go on a fully paid conference every two years
• Only 5% retention of adviser recruits stay in the industry after 5 years.
• Our target market was young to middle age working men and women
• The Retirement/Investment market was almost non existent because when people retired they put their money in the bank or bought a property.
1985-ADVICE INDUSTRY GREW UP ON THE BACK
OF SUPERANNUATION.
0
5
10
15
20
25
1982 1987 1992 1997 2002 2007 2012 2015
GROWTH OF SUPER
THE ADVICE INDUSTRY
1985- THE BIRTH OF THE
ROLL OVER
MARKET IN
SUPERANNUATION.
• The changes to superannuation gave rise to the Financial Planning profession.
• We started to break termination payments into Pre and Post which gave the incentive for people to preserve their Superannuation to age 55 at least.
• Up front commissions of up to 10% on property trusts
• Approved deposit funds (ADF’s) versus Deferred Annuities and Variable Annuities.
• Commutations of pensions encouraged Public servants to cash in the lump sums and double dip
• The end of Whole of life and endowment policies.
IN 1986 WE HAD THE START OF THE INSURANCE
REVOLUTION-
―BUY TERM INSURANCE INSTEAD OF WHOLE OF LIFE AND
INVEST THE REST‖.
IT WAS A PRODUCT DRIVEN WORLD.
―
PEOPLE GET SOLD INSURANCE THEY DON’T BUY IT.”
• The Life office model was dominated by the Mutuals.
• To compete you either needed scale in distribution or you had to innovate with product changes - the introduction of term insurance.
• Term insurance stripped out the cash component of policies and provided a lot more cover for the same price.
Then we had
the 1987 Stock
Market Crash-
investors panic
Australia crashes 41.8%
United Kingdom 26.45%
United States 22.68%
NZ 60.0%
1988-BT PERFORMED BEST OUT OF THE CRASH
WAS IT GOOD LUCK OR GOOD TIMING?
AMP V NATIONAL MUTUAL V COLONIAL MUTUAL
-CONFERENCE IN THE GREEK ISLANDS.
THE SCALE WAR WAS ON.
TO SELL A PRODUCT YOU NEEDED
DISTRIBUTION.
1992.The start of compulsory
superannuation and the demise of the
personal tax deduction on superannuation.
The adviser market almost halved overnight because without upfront
commission fuelled by tax deductions many advisers believed they couldn’t
make a living.
Trail commission was the value driver not upfront commission.
Between 1992 and 1997 advisers focused on advice and would search for
outperformance by moving fund managers and central sourcing of services.
Investment money was not sticky.
Insurance came into the picture and under pinned advisers income.
If you didn’t perform you were out. BT started having massive outflow of funds
1997 – THE DOMINATION OF THE WRAP
ACCOUNT.
Others soon followed.
The Fund Manager could perform badly but offer other products and clip the ticket as long as you had scale!
FUND MANAGERS COULD SEE THAT FUNDS
UNDER MANAGEMENT WAS NOT THE ONLY
Clients battle with below par returns and frozen funds Advisers question their value proposition
Dealer groups realise that conflicted remuneration is the only thing keeping them alive , makes up 30% of their revenue.
THE DAWN OF FEE FOR SERVICE.
MOVING FROM ADVICE TO JUST THE HIGH NET WORTH
ADVICE TO ALL AUSTRALIANS.
• The Adviser has to deal with FOFA and the abolition of trail commission on
superannuation and the further abolition of commission on insurance under the ―My Super‖ framework.
• Scaled advice responsibility will apply to the advice provider rather than the dealer
• Best interest test requires you to verify the veracity of the clients information
• Safe Harbour provision Section 961 B(2) will require a lot more accurate data collection from the client.
2012 HOW WILL ADVISERS SURVIVE?
• Average age of advisers 57
• Clients moving from managed funds to direct investing in term deposits
THE FUTURE IS HERE NOW –
SOCIAL CONNECTIVITY
We're at an inflection point where work and value creation can reach
"scale" without having to be done by a large, single firm. We can see
today that Social is more than tools, information-enabled efficiency,
products, services, or processes. It is not that we have more ways to
be social. It is that the cumulative difference of all these ways of being
social allows for an entirely new way to scale — through and with
connected individuals.
The improvement in what is possible creates
new economic effects that add up to a new way of doing business.
Organizations that get this are — in essence, creating entirely new
business models.
Today, value creation can now happen through the organizing and
connecting of individuals together.
CONNECT WITH YOUR CLIENTS AND STAY IN TOUCH
IN THE MOBILE DEVICE WORLD.
There are 5 billion mobile devices in the world. Total population of 7 billion people.
In the near future you will be able to video a client interview on Skype and save
the file to the cloud that will become a record of advice and be fully compliant.
2013 WILL BE THE BIGGEST YEAR FOR
FINANCIAL PLANNERS.
• Regulatory Changes will come into force in July 2013
• Investment returns will be low so fees will be under pressure
• Conflicted remuneration
Change your Business Valuation from 2.5 times trail fees
To
8 times net profit before interest and tax
BECOME AN INDEPENDENT FINANCIAL
ADVISER TO PROTECT YOUR BUSINESS-
CLIENTS NEED OUR HELP MORE THAN
EVER-PLENTY OF REASONS TO BE POSITIVE
• Their financial world is in a mess
• $21 billion in unclaimed and inactive superannuation to be auto consolidated
• 1,400,000 million dormant life insurance policy holders
• 33 million superannuation accounts for 9 million workers
• More people than ever before are in financial stress
• Divorce rate all time high-the number one reason is financial stress
• Living longer and running out of money sooner and working longer
• Underinsurance in Australia.
