Advisers are leaving sub £100K client market as costs continue to rise

Pedro Gonçalves
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Advisers are leaving sub £100K client market as costs continue to rise

Advisers are leaving the sub £100K client market as regulatory change and increased insurance costs make it difficult to many in the industry to take on a client with less than £100,000, a survey shows.

The research from Canada Life reveals that the majority of advisers [57%]  cannot afford to take on clients with less than £100,000 in assets. 

When advisers were asked about the minimum threshold required to make it viable to take on a client, only around one in six [16%] said they would take on a client with less than £100,000, down from half of advisers (50%) in 2014. In reality, this means around one third of advisers have left the sub £100K client market in just five years.

The economics of providing advice has fundamentally changed, no doubt an unintended consequence of increased regulation and rising insurance costs"

The survey also shows the financial impacts of regulatory change and increased insurance costs in recent years.

"The economics of providing advice has fundamentally changed, no doubt an unintended consequence of increased regulation and rising insurance costs," Neil Jones, tax and wealth specialist at Canada Life, said.

"In particular, the cost of providing advice has increased. That clearly means some clients will struggle to get advice, as they are effectively priced out of the market. Perhaps this is a bill that we should be prepared to pay as a society, but it's costing both advisers and the wider population dearly.

"If this trend continues it could create a ‘lost generation' of potential clients for whom it's unnatural to just pick up the phone to their adviser, or to create a comprehensive financial plan.

"For advisers, the reality of rising costs makes it necessary - potentially permanently - to shift their focus towards wealthier clients and also to explore different income models."

Some advisers are targeting younger clients a a bid to tackle this income challenge.

Over one in three [35%] are changing marketing strategies to appeal to younger clients, such as increasing their use of social media, adopting social media etc., while a third [33%] are planning to adopt a more technology-based service rather than face-to-face meetings.

 

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