High DemandHigh Demand Bought Bought

ProductsProducts Minimal ServiceMinimal Service RemoteRemote

Pendulum SwingsPendulum Swings

Transactional Transactional ModelModel

High Value ClientsHigh Value Clients Maximise Maximise RelationshipRelationship Quality ServiceQuality Service Face to FaceFace to Face

Financial Planning Financial Planning ModelModel

Broker

Reactive

Trans

Single Product

Hunter

Proactive Mktng

Clear Propn

Adviser

Ongoing Fin Plan

R’ship &

Service

Farmer/GP

Proactive

Trans

MultiProduct

Migration to Adviser

Migration – Steps 1, 2 & 3

Broker

Reactive

Trans

Single Product

Farmer/GP

Proactive

Trans

MultiProduct

Migration to Adviser – Step 1

• Sell more Products• Campaign ‘Clients’• Skills / Knowledge (MA to FA)• Key Tool – Product Matrix

Survival

Primary Focus – in

crease product mix

Hunter

Proactive Mktng

Clear Propn

Farmer/GP

Proactive

Trans

MultiProduct

Migration to Adviser – Step 2

• Fact –Finding & Segmentation• Define Ideal Client & Develop Proposition• Marketing• Key Tool – Marketing Matrix

Control

Primary Focus – a

ttract ‘Id

eal’ clients

Hunter

Proactive Mktng

Clear Propn

Adviser

Ongoing Fin Plan

R’ship &

Service

Migration to Adviser – Step 3

• FP Skills & Knowledge• Service • ‘Soft Income’ Streams• Key Tool – FP 3 Stage Process

Security

Primary Focus – b

uild ‘Soft Income’

Broker

Reactive

Trans

Single Product

Hunter

Proactive Mktng

Clear Propn

Adviser

Ongoing Fin Plan

R’ship &

Service

Farmer/GP

Proactive

Trans

MultiProduct

Migration to Adviser

Survival

ControlSecurit

y

Value & Equity

Broker

Reactive

Trans

Single Product

Hunter

Proactive Mktng

Clear Propn

Adviser

Ongoing Fin Plan

R’ship &

Service

Farmer/GP

Proactive

Trans

MultiProduct

Migration to Adviser

Survival

ControlSecurit

y

Value – Turnover

£170 £1000

£££

Sole Trader 150 Clients £150,000Key Seller 500 Clients £500,000Business 1000 Clients £1,000,000

Value – Exit & Equity

• Valuation Models– Multiple of Turn-over– Multiple of Income Streams– Multiple of Profitability

• Increase Multiples– Clients (Planner / Manager)– Staff (Client Mgr / Para-planner)– System (Quay)– Product (Multiple purchases)– Distribution (New Clients)– Position & Brand (Identity & Proposition)