Regulation

Financial advisory sector expected to shrink 20%

Friday 21st of January 2011

He says advisers must obtain a Level 5 financial advice qualification which will be hard for older workers and those with family and work commitments.

Hassan points out that a lot of older advisers probably didn't even finish secondary school, let alone have any qualifications, making the education requirement daunting for them.

"It's a pity because a lot of those people are very good advisers, but it's one of the consequences of going through the change."

Hassan also believes the dispute resolution process is a catch 22 as it will be a better environment for consumers, but the public perception will probably be more negative because of media exposure around cases.

"It's a bit like after someone yells shark at the beach. It makes it safer because people are watching out for them, but you feel much less keen to go back in the water."

He believes the industry, "which is a relatively young profession", will experience profound change over the next five years.

He says he and his fellow five FPSB committee members will be focusing on the tough issues currently facing the industry including the role of commissions, ensuring clients' needs are placed first and enhancing document transparency.

Hassan believes the largest barrier to establishing trust in investments and the profession today is that many countries, including New Zealand, still use commissions.

He says the FPSB advocates a fee-based system, rather than a commission structure and where commissions are used, they should be appropriately disclosed to the client.

How financial advice is presented to clients is also an area which needs addressing according to Hassan.

He says advisers need to present documentation in plain language to support the advice they are giving.

"For instance, if an adviser tells a client to take shares from one company and place them with a different firm, the reasons for that advice need to be clearly documented. This should be standardised across the industry."

Comments (14)
Simon Rule
I feel for the older investment advisers (at least those that have always operated ethically) that will now be forced out of the industry because some 20 something year old at the ETITO says they have not passed the new “academic standard” for being an AFA. With maturity comes a certain level of empathy and worldly experience that can’t be taught or learnt in a classroom and I might mention a lot of younger advisers in the industry could well do with a dose of!
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13 years ago

RICHARD RENFREW
I am amazed when I read all the comments about the reluctance of some advisers to do the Standard Set requirements. We are putting our PA through the requirements to be an adviser and we know of other advisory firms putting all their admin staff through the Standard Set courses. So, to say some advisers are being forced out of the industry is utter nonsense. They are choosing the easy option. After all, the Securities Commission has given advisers one easy option; sell only insurance and do nothing about educating yourself! Think of this: I met two retired men in their late 50's on the Picton to Wellington ferry. Each of them had sold their businesses for millions of dollars. Neither of these two men had invested their money with a financial adviser and talked mockingly of the failed panel beater who became a financial adviser. They told me that the adviser was involved in Blue Chip and many of the retired people he advised in their community lost their homes. We cannot expect to be respected as professionals while there is no barrier to entry. This is the purpose of the Standard Set requirements. They are not actually daunting but do require an investment in time. I suggest it would be better to have more positive comments and give more encouragement to those studying than building up an expectation that the process is just too difficult for those who have not studied before. After all, how do you eat an elephant? One bite at a time!
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13 years ago

Michael Donovan
Great comments Richard. However, as I fit into the "old bugga" category now, and have effectively moved out of active service (having achieved #1 status many times since entering financial planning in the mid 1980's), would it be feasible to have some "old buggas" remain active in the profession, so long as they aligned with some "younger buggas" who had the inclination toward achieving academic qualities. A JOINT effort, where the academic simply checked-over the "old Bugga's" recommendations and process notes, and even met the client/s and disclosed their joint process. Because clients would love the warm fuzzies of knowing they had a combination of two advisers looking after their money, yet the 'main' client relationship could remain with the "old bugga".! Is not the more perfect result the combination of CFP (Academic)& QBE (Qualified By Experience)?
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13 years ago

Simon Rule
Michael Donovan. I like the sound of that QBE (Qualified By Experience) qualification you mention. Suggest you set up a company in direct competition to ETITO and let the consumer decide themselves which qualifications have more relevance and thus the advisers they want to trust when it comes to advice on financial matters. I think lots of “old buggas” like yourself might find you’ll be in great demand.
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13 years ago

Simon Rule
Hi Colin, The ETITO is simply out to secure as much money as possible from advisers as it can. Remember they were banking on ALL of us opting to become AFA but now with the vast majority of advisers having wisely opted for RFA status instead they need to draw this process out as long as possible for those that choose to sign up for their training courses. For an organisation that is supposed to be all about "education" as you state your comments about their exam practices prove that they are nothing but a business out to make money from advisers. This whole saga called regulation has become all about money and don't think for a second that the consumer is at the forefront of the ETITO's agenda! And no at 40 years you're not an industry fossil, you just have the wisdom to question what advisers are being asked to stomach.
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13 years ago

Kevin Kevin
Colin, a greater than 50% pass mark is fairly common, and is perfectly acceptable when your goal is to establish a high minimum level of knowledge. By not telling you which specific question you got wrong, you are forced to through the entire material again to figure it out. This is consistent with the goal of requiring mastery of the material. It might seem tough, but everyone wants these exams to be tough, right? If they were too easy, what would be the point of them? And it is understandable that answering certain questions wrong results in an (epic) fail. Consider the question, "Is it okay to 'borrow' from a client's account to pay the rent on your office?" Answer that question wrong and an instant fail is understandable.
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13 years ago

Murray Weatherston
To Kimble @ 5.56pm. I don't think you are correct in your last assertion. If you answered your question wrongly, but answered all other questions in that section correctly, you would not fail because you got your single question wrong. Unless of course ETITO has some undisclosed rules as to how they mark the exam!
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13 years ago

Clayton Coplestone
I want to present a very different outlook for the industry than what is commonly being suggested – that is that the NZ financial services industry won’t necessarily shrink through additional Regulatory pressures. This comes from talking with many IFAs in recent years, which have remained fully committed over the past few decades to growing their financial advisory businesses (albeit with varying levels of success). Whilst some are actively looking to retire/wind down their day-to-day involvement, many are unable to attract the interest of willing purchasers, or are unwilling to depart from the financial services industry at this point. I have encountered few IFAs who have expressed a desire to vacate the industry due to perceived future hardships, with many smaller IFAs preferring to relocate to a home office, push through their education requirements, or link up with institutional entities. The feedback that I’m receiving is that the financial services industry firmly remains a relationship activity, with many of the participants enjoying great friendships with their clients. Whilst the Regulatory framework, margin squeeze, and industry demographics will no doubt continue to add pressures, it seems that the NZ financial services industry remains a relatively attractive space to work.
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13 years ago

Kevin Kevin
Thanks Murray, I wasnt trying to say that that was a question that is actually asked or anything. It was just an example of how a single very wrong answer could deservedly lead to an instant fail. If an entire section was made up of simple questions like that, missing three out of six would show a dangerous deficiency in your understanding of the standards.
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13 years ago

John Milner
Guys, there is no "reds under the beds", no "big brother" wanting to control you, no secret agenda to take your money. The NZ government through the securities commission are attempting to lift the confidence of the public in the market. To do so they have started with a minimum standard. I don't think the government is expecting the public to gain confidence over night but this is the starting point on a long journey. A number of you need to look at the big picture and the spirit of the legislation, rather than the minor discomfort you have in your little world sitting the exams. As time goes by we will eventually have advisers with both experience and qualifications but this will take time and has to start somewhere. As for the "old bugga’s”, there are plenty of opportunities to contribute to the industry working with the IFA and ETITO helping to shape the future of our industry rather than dwell on the "good old days".
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13 years ago

Simon Rule
Regulation of the financial services industry has been a joke from day one and all it has demonstrated so far is the following: 1)When there’s a chance to make a quick dollar off an industry there’s always plenty of people waiting in the wings ready to pounce. 2)Making the educational requirements tougher on advisers won’t improve ethics or integrity (the root cause of poor advice to clients in the first place) As someone said the bad apples will simply be educated bad apples! 3)Politicians can be easily hood winked by Government Departments into funding a process that blows its budget and takes 2 years! 4)The end result is not a victory for the consumer at all but a windfall for more bureaucrats.
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13 years ago

W K
I do not think any adviser is against some form of regulation, in fact, no one that I know of is against it. But, so far, none I know is happy the way it is being handled - most incompetently and unprofessionally done. I thought the way to go should have been - let all advisers have a clear understanding of the regulation, that is, without doubt, whether the advisers like it or not, then implement it with a clear dateline. NOT put a dateline, then move the goalpost, then still make changes and modifications to the rules even nearing the dateline (I believe more to come), and that confuses and upsets everyone. I suggest a one-year or two-year licence whereby a few BDMs or peers need to make justifiable recommendations. Without those recommendations, no renewal of licence. Under the current rule, it is hard to get rid of a "cowboy" as long as no clients take action.
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13 years ago

Kevin Kevin
Who Nose, what if your advice is about how to reduce risk, not simply to gain the highest return? You want the adviser to take on the investment risk, and then only share in a portion of the investment gain? Why would they advise you when they could invest their own money and get a better deal? (Paying for the downside but getting all of the upside.) If you make the adviser culpable for a portion of an investment losses, then you tie the investment risk to the advisers risk appetite rather than the clients. That means the adviser will put the money into safer (lower returning, but smaller loss making) investments, which might not be what the investor actually needs. You may think you would like that sort of set up, but you dont really know how much you would have to pay for it. The sort of risk removal you are talking about is quite expensive. The closest you will get is a fulcrum fee as they have in the US. That is where a portion of the advisers fee is variable depending on the performance of the investment, but there you still get charged a base fee. The value of the variable fee can be negative but never more than the base fee. They arent common.
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13 years ago

Austin Fisher
To Who Nose You can be sure that Cash deposits and Gvt bonds will always return a profit but other sectors like property and shares can and do fluctuate - sometimes returning negatively for several years in a row before returning positively again. The long-term investor should be relatively relaxed about these downturns because the eventual upside ride is that much more profitable to these investors. Time and time again you read of the entrepreneurs that made their fortunes by being involved in falling or stagnant markets that everyone else has turned away from. What I am saying is that the investment that returns negatively for a while is not necessarily a failure. In fact, to make a real return on these sectors, you actually *want* the negative periods, so that you can cash in on the eventual upward movement. It also depends greatly on the client's attitude to risk and how long they are investing for. An investor that strongly feels that they want positive returns with no downside ever ever ever, would probably be best directed towards Cash and Govt Bonds. It seems harsh to penalise an Adviser for offering sensible advice and providing access to an investment that does exactly what it says on the tin.
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13 years ago

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