OPTIMUM ADVICE E N G A G E – A D V I S E – I M P L E M E N T
- The New Financial Advice Standard
WHO IS REX WOOD
REX WOOD
•MARKETING, M&A, STARTUPS
•IT&T, MEDIA, FINANCIAL SERVICES
•INTERSECTION OF INNOVATION & ENTREPRENEURSHIP
•12 YEARS IN AUSTRALIAN FINANCIAL SERVICES
•BRINGS FIRST HAND EXPERIENCE ADAPTING TO WORLD LEADING LEGISLATION
•THE CHANGE WILL CONTINUE ACROSS UK, EUROPE, ASIA, AMERICAS
•Practices with 2 or more advisers •With current revenue - £80k+ per adviser •Wanting to grow business •Who are ‘client outcome’ focused, and •Open to learning
ADVISERS: We specialise in working with…
To transform their business
“We believe that everyone should have the opportunity to live a fulfilling, empowering and enriching life, free from financial worry.”
“Our purpose is to drive change—to create a new standard for financial advice which leads the market and sets a new benchmark”
NOW!
What market forces?
ECONOMIC • Legislative changes in Financial
Services • Upheaval in revenue generation • Business revenues falling • Business valuations falling • Advisers leaving the sector
SOCIAL • Customer centric • Outcomes not products • Shift in consumer sentiment • Ban on commission • We’re on a change continuum • Bi-partisan support—it won’t be
revoked
CUSTOMERS ARE LOOKING FOR:
• Authenticity • Transparency • Clarity • Trust • Social responsibility • Certainty
TECHNOLOGY Consumers can: •Find, research and buy products •Work out the ‘WHAT’, but not the ‘HOW’
It’s no longer about products-it’s all about implementation
THE CHALLENGE
• 21% of investors claim a good understanding of investment & savings products
• 41% said they couldn’t afford to invest in the stock market
• Those who said they would NOT pay a fee have average of £43,000 investible assets
THE ADVISER RISK
• 69% of advisers expect to lose clients
• Only 19% would be likely to seek advice if paying an hourly rate
• Average anticipated hourly rate – Adviser: £165+ vs Investor: £50-
THE OPPORTUNITY
• 50% say they would use a guidance service
• 75% of the UK’s adult population have LESS than £61,000 in investible assets
• 30% don’t know where to start
• 20% are not confident making investment decisions
•43 million UK adults*
•£440bn investible assets*
•Up to 50% not paying into pension#
What will exist in
the future? * - The Guidance Gap Report - Cass Business School Jan 2013
# - Which? Quarterly Consumer Report – Feb 2013
THE ‘MIDDLE’ MARKET
PROBLEM… How do you engage the market profitably?
Doing more of the same … …is no longer an option
DISCUSSION ANALYSE
SOLUTION
IMPLEMENT
REVENUE
THE OLD ADVICE MODEL
THE CURRENT PRODUCTION LINE HAS REACHED IT’S USE BY DATE
• Product linear • Product focused • Commission orientated • Doesn’t address complexity • Revenue is ‘back loaded’
Financial life is not simple…
It’s very complex and takes time to sort out
reducing debt
investing
cashflow
travel / holidays
retirement
property
saving insurance
structuring finance mortgages
tax
spending
family
pensions
estate planning
LIFE IS FULL OF COMPLEXITY
LINK BETWEEN COMPLEXITY AND SIMPLIFIED SOLUTION
We need to simplify things… not complicate them further
We need an elegant yet simple solution…
ONE THAT INCLUDES EVERYTHING IN THE PROCESS
IT’S TIME TO DO THINGS DIFFERENTLY
“You’ve got to start with the customer experience and work back toward the technology—not the other way around”
WE NEED TO GO RIGHT BACK TO THE BEGINNING… AND COMPLETELY RE-ENGINEER THE PROCESS FROM THE GROUND UP
TURN EVERYTHING ON IT’S HEAD
“Optimum Advice is not about simply tweaking a few things around the edges of an existing business.
It’s about business transformation.
A fundamental and profound shift in the philosophy, methodology and detailed process of running a business that has client outcomes as its core guiding principle.
Anything less and the market will leave you behind.” Rex Wood – Iridium Financial Services
DISCUSSION
REVENUE
DEVELOP
CLIENT STRATEGY
PRESENT STRATEGY
AGREEMENT TO PROCEED
PRODUCT IMPLEMENT
PRODUCT IMPLEMENT
REVENUE
OPTIMUM ADVICE
non-product specific REVENUE
HOLISTIC FOCUS
REVIEW & ADJUST
Then implement stage by stage… making the complex simple
Always with focus on the outcome
Holistic, easy to understand, jargon free
Outcome/goal focused – they’re at the centre
They get a long term financial ‘coach/partner’
40 week implementation program
Ongoing ‘Coach & Mentor Meeting’
FOCUS—increase financial net worth
CLIENT BENEFITS
End-to-end business process & IP
5 Step implementation process
Comprehensive training & education
Ongoing coaching and mentoring
Continually monitor, measure, refine, adjust
Easily generate fee-for-service business
ADVISER/BUSINESS BENEFITS
Lead the market – point of difference
Multiply revenue threshold
Introduce fee based revenue
Grow business value
For existing & new clients
Save time & money – PROVEN process
YOUR RESULTS
THIS IS A GAME
CHANGER
Time to create a point of D I F F E R E N C E
Do you want to lead or follow?
“Innovation distinguishes between a leader and a follower”
Do you want to innovate?
OPTIMUM ADVICE E N G A G E – A D V I S E – I M P L E M E N T
www.iridiumfs.co.uk
020 3011 0255
Contact Iridium Financial Services for a 1 hour Business Audit & Discovery consultation.
www.iridiumfs.co.uk
020 3011 0255
@iridiumfsuk
Iridium Financial Services UK
iridiumfsuk