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Advice sector being split into two camps

The range of challenges throughout 2018 has divided advisers into two very distinct groups, says an advice education provider.

According to Mentor Education Group managing director Mark Sinclair, the financial services sector has faced a tsunami of challenges, including the Hayne royal commission, FASEA and the Productivity Commission report.

Mr Sinclair said the challenges have left the advice sector in particular shell shocked and polarised into camps he describes as ‘receptors’ and ‘rejectors’.

“The ‘receptors’ have accepted the new compliance and education reality and are embracing the fourth industrial revolution, that by re-engineering their practices, adapting and applying new technologies, they can ride the crest of the wave to new, exciting commercial opportunities,” Dr Sinclair said.

“The ‘rejectors’, mainly comprise mature age and experienced advisers, that gallantly weathered storm after storm in the past, have decided this current regulatory environment is much too much and have chosen to retire and exit the industry before 2024.”

Dr Sinclair said that while 2018 will end with a sigh of relief there are still hurdles ahead for the many sectors that comprise professional advisory services – but none more so than financial advisers.

“The legacy of the royal commission and new education/professional development requirements will, over the long run, be positive for them (financial advisers) by creating a stronger environment which, over time, will result in improved transparency, governance and business growth/success.”

Adrian Flores

Adrian Flores

Adrian Flores is a deputy editor at Momentum Media, focusing mainly on banking, wealth management and financial services. He has also written for Public Accountant, Accountants Daily and The CEO Magazine.

You can contact him on adrian.flores@momentummedia.com.au.

Comments (15)

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  • Wouldn't mind my money back on the useless Mentor courses I've paid for in the past. Mark Sinclair should just stop talking himself out of business. From what I hear from the people I know only about 30% are considering taking the new requirements with the rest choosing to exit and I doubt that many that do will bother with Mentor education vs. a reputable Uni so I can't see Mentor surviving in the future either.
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  • This Mark Sinclair character is a typical academic by the sound of him. Never heard so much marketing BS and PR polish in my life. He needs to get out to some client facing 'challenges and experience the real world of advice. Not helpful in any way whatsoever comments like this from ivory tower inhabitants. For an "educator" he doesn't sound like he's been educated very well in OUR industry.
    2
  • It’s too easy for the education/membership gangs to call opposers to their mafia tactics and hijacking of this industry “Rejectors”. Fantastic brainwashing job boys. You are missing everything that is wrong with this industry and I’m going to laugh my head off to watch it destroy itself over the years. Your red tape and compliance rubbish has increased the cost of doing business to a point of being unsustainable for everyone. Clients can’t afford it, advisers can’t afford the time or money unless they wish to be chained to the desk and destroy any glimmer of hope for a normal family life.
    Education is not the issue. Never has been. Never will be. The markets and advice knowledge needed is gained not studied for. Your pathetic cash grab and course flogging will,kill this industry and all that remain will be expensive, young, talentless advice givers based on books and compliance.
    Good luck surviving people. You will need it. Something over and above robo advice will come out and destroy this model. It will kill,off your $4000 soa nonsense and multi thousand dollar “fee for service” rort. What a con.
    4
  • Great feedback in these comments.
    Pity that no one listens to any practical client facing persons.
    Only parties listened to are educators and regulators so all we get are education and regulation monitoring.
    No structural change to reduce potential conflict as that would mean a change of the status quo at the top.
    9
  • There is a third category and that's the ripped off group. What happens if you've done the study but the higher education provider made a decision that your qualifications don't meet FASEA's definition of being "relevant" because you got an exemption or didn't study the subject "Financial Plan Construction"
    6
    • This includes myself, with a masters of finance and investment/bachelors/Adv Dip FS/Dip FS all of which meant nothing due to FASEA's conflicted board
      1
    • I reckon the "ripped off" group would comprise at least a third of financial advisers. These are people who completely support the requirement for higher education standards. They have already made the effort and incurred the expense of raising their education beyond that intended by the FASEA enabling legislation. But now their livelihood is being threatened by a course provider extortion racket. The government needs to stop this disgraceful abuse of power and sack the FASEA Board.
      1
      • I reckon it's closer to two-thirds based on information I obtained from my university.

        Please write to your local member and send an email to the relevant minister: The Hon Stuart Robert - stuart.robert.mp@aph.gov.au

        FASEA, our professional associations and licensees have all failed us. We need to go straight to the politicians now. Eventually the mainstream media will wake up to this diabolical situation and it will undermine the good intentions behind FASEA and all of the genuine efforts that have been made to raise our professional standing in the wider public arena.
        2
  • The changes to the industry are not just about advisers who accept change but it is about the regulatory failures of the past. If you wish to change the advice industry then what is being done at present is accelerating this in areas that the protagonists have little understanding of.
    For example only last week we have a Life company advising the market that they have increased losses. The rise in premium levels across this segment will now be substantial and it has nothing to do with commission and everything to do with Group insurance losses from the Industry fund sector that will be horrendous going forward due to no upfront underwriting.
    Thus insurance without advice equals insurance that is unviable to the client and the industry.
    Advisers will now be asking for fees up front or else there will be no advice. The small end of the market will not be able to pay and get no advice. A large number of these people will simply just get to the end of their working life and have nothing, and become fully dependent upon Centrelink which is what the National superannuation system was designed by Keating to replace to a large degree.
    So there will of course be queues at Adviser offices for advice and it will not be cheap.
    ASIC's brilliant idea to milk the industry for fees will see these costs added to the bill for the clients and of course the public servants who thought this up did not realise that it would be all passed on!

    Summary of course a bunch of older advisers will retire but not at the rate people might imagine.
    They will amalgamate their practices with others and retain clients and values.

    All in all the Royal Commission has exposed the rip off of clients by the banks and this is now painful and expensive to fix. The legislative response will be interesting.

    8
    • Or try to retain thieir clients .Clients go to Industry funds with a little help from Bill Shorten . I would be very cautious buying a book now given 1/ the fall in markets and 2/ The reduced profit given the extra compliance and fees .3/ the decreasing drop in multiples .4/ the fasea debacle .
      1
  • It is not a matter of rejection, it is a matter of applicable education standards for financial advisers as opposed to financial planners - two distinctly different financial services providers. The education standards have been based only on financial planning - much of which is not relevant to financial advisers.

    The inordinate amount of time and effort from the financial advising (including stockbroking) firms in responding to consultation has been mainly ignored.

    2
    • Not according to the latest release from FASEA.. If you want to call yourself either then you are, in your terms a "financial planner" IE if you aren't qualified then you can't call yourself either and never should have been. Stockbrokers, life coaches, money coaches or any other variation aren't financial planners/advisers and this is the whole point.
      1
      • If a Money Coach can recommend the same strategies and products as a FASEA qualified and highly regulated Financial Adviser then why would anyone ever waste their time becoming a Financial
        Adviser.

        I’m going to change my title to Money Coach and do exactly what I do now just without wasting 80% of my time on pointless compliance and SOA’s.

        What is even better than not wasting my time on compliance nonsense is that I won’t have to do CPD points, won’t have to pay a dealer group, won’t have to pay professional indemnity insurance and lawyers will find it way harder to sue me when things go wrong.

        Obviously the client is worse off under this structure. But only us INDEPENDENT advisers ever cared about our clients in the first place.
        5
        • Seriously..? If you aren't qualified then you can't give product advice so not sure what your rant is about.. This whole money coach thing isn't a back door into being an unlicensed planner/adviser, at best it will be a face to face version of the "my budgets" of this world except you won't be able to handle client's money.
          -1
          • Accountants, real estate agents, book writers & mortgage brokers have been giving unlicensed product advice with impunity for years. If regulators choose to use excessive force against licensed advisers, and ignore the much more harmful behaviour of unlicensed providers, it implies "money coaches" can do whatever they like.
            3