solicitors - why refer?

24
What’s in it for them? What‟s in it for them? Working with the Financial Planning profession A presentation by Basi & Basi Financial Planning

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Page 1: Solicitors - Why Refer?

Whatrsquos in it for them

What‟s in it for them

Working with the Financial Planning profession

A presentation by Basi amp Basi Financial Planning

Whatrsquos in it for them

Who are we

bull A Flying History

ndash 1994 Ady Basi qualifies as Investment Adviser

ndash 2001 Ady Basi creates IFA Stop Limited

ndash 2002 Michael Basi graduates and joins FCE Bank plc

ndash 2006 Michael Basi rejoins family firm

ndash 2010 Nicholas Basi graduates and joins family firm

bull Capacity

ndash Three advisers and one trainee

ndash Administration Staff

bull Focus on personal service to a few clients and their families

Whatrsquos in it for them

Managing Wealth Our Key Skill

bull Wide ranging term ndash what does it mean

1 Ensuring a client‟s financial assets support their life plans

2 Aiming to make investments work hard

3 Working to minimise tax due

4 Protecting succession planning

bull Focus 1 Asset Allocation

ndash Split according to true level of risk client wants to take

bull Focus 2 Fund Selection

ndash Using strategically designed mathematical analysis monitored daily

bull Focus 3 Tax strategies

ndash Don‟t let the tax-tail wag the investment dog

Whatrsquos in it for them

Invested is Invested Balanced is Balanced

The above are net figures and do not take into account any advice fees These begin at 3 of the initial amount and 10 for on-going

service which can be varied to suit the needs of the client accordingly

THE FIGURES REFER TO PAST PERFORMANCE PAST PERFORMANCE IS NOT A RELIABLE INDICATOR OF FUTURE RESULTS

The performance data quoted represents past performance and does not guarantee future results The investment return and principle value

of an investment will fluctuate thus an investorrsquos shares when redeemed may be worth more or less than their original cost Current

performance may be lower or higher than return data quoted herein For information current to the most recent month-end please visit

httpadvisormorningstarcomfamilyinfoasp

Whatrsquos in it for them

Lies Damned Lie and Statistics

bull Our view is that prior growth proves a theory service defines execution

bull Again we focus on client service

ndash Unique Fee-based remuneration model

ndash Disperses income over years of voluntary retention by client

ndash Linked to their investment performance they win we win

bull Client can select service level

ndash Bronze

ndash Silver

ndash Gold

ndash Platinum

Personal adviser access for all clients (Platinum 18 hours per day)

Whatrsquos in it for them

We are Independent - what does it mean

1986

Financial Services Act polarises of financial advice

2005

Financial Services Authority allows depolarisation to increase high-street choice

201213

Retail Distribution Review recategorises bdquoretail investment advisers‟

Independent Tied

Independent Tied Multi-Tied

Independent Restricted

must offer a fee option to be called independent ndash otherwise called lsquowhole of marketrsquo

Whatrsquos in it for them

Retail Distribution Review ndash your 10-second guide

bull Launched by the Financial Services Authority in 2006

bull Aims to improve and modernise how investments are distributed to retail

consumers in the UK

bull Three main goals

1 Improve the clarity with which advisory firms describe their services to

consumers

2 Address the potential for adviser remuneration to distort consumer outcomes

3 Increase the professional standards of investment advisers

bull Firms must be compliant from end of 2012

For source information see wwwfsagovukpagesAboutWhatRDR

Whatrsquos in it for them

0

1000

2000

3000

4000

Jun- 05 Jun- 06 Jun- 07 Jun- 08 Jun- 09 Jun- 10

Change is goodeventuallyldquoWhat does not destroy me makes me strong [Or What doesnt kill you makes you stronger]rdquo -

Friedrich Nietzsche

Independent Financial Advisers understand the headwinds facing the legal

profession

June 2006

Launch of the Retail

Distribution Review

November 2007

Implementation of the EU‟s

Market in Financial

Instruments Directive (MiFID)December 2008

All retail financial services firms

required to demonstrate Treating

Customers Fairly principles

January 2013

Investment firms must be

fully compliant with

RDR policyDecember 2005

FSA proposes principle-

based regulation

April 2009

EC announces plans

to improve investor

protection for packaged

retail investment

products (PRIPs)

December 2013

Minimum capital

adequacy requirement

for personal investment

firms raised to pound20000

The graph above shows non-accurate 5 year FTSE 100 performance with accurately dated regulation changes This graph is purely for

information only and no indication regarding FTSE 100 or investment past present or future performance should be taken from this This

is purely for time-line purposes to indicate regulatory changes

Whatrsquos in it for them

What will it require to be an Independent Financial Adviser post-RDR (Retail

Distribution Review)

bull From January 2013 an bdquoIndependent Financial Adviser‟ must

ndash hold qualifications at a minimum level of QCF Level 4

ndash conduct a fair and comprehensive analysis of the relevant market

when making product recommendations

ndash have sufficient knowledge of all types of bdquoretail investment product‟ that could

give a suitable outcome for a client

ndash select products in line with the bdquoclient‟s best interests‟ rule (COB 211)

ndash NOT accept commission from product providers

ndash operate a product-neutral pricing structure

ndash establish customer agreed remuneration

bull Basi amp Basi Financial Planning Ltd is set to be in place long after 2013

Qualifications and Credit Framework

Whatrsquos in it for them

Maintaining your client relationship Harnessing the full client lifecycleThe graph below shows an example of life cycle of an individual in the UK and the potential opportunities for Independent Financial Advisors

and Solicitors As you can see throughout the life cycle there is continuous overlap between the services we the Independent Financial Advisor

and you the Solicitor can provide to a client at differing life stages and events

Independent Financial AdviserBasi amp Basi Financial Planning activities shown in white solicitorYour activities shown in orange

Clie

nt a

sse

t va

lue

Client age20 30 40 50 60 70 80

Buy first

houseGet

married

Have

family

Move

house

Change

jobs

Receive

inheritance

RETIRE

Family

cover

School fees

planning

Mortgage

repayment advice

Conveyancing

Annual Individual

Savings Account

purchase

Inheritance Tax amp

estate

planning

Review trusts

Spousal

tax-planning

Write Wills

Lump sum

investment

Pension

maximisationcons

olidation

Annual

portfolio

review

Pension

de-riskingIncome

drawdown

Arrange SIPP Annuity purchaseRegular

savings

pension

Set up children‟s

investments amp Child

Trust Funds

Review Wills

Set up trusts

Refinance

Conveyancing

Probate

Review Wills

Review trusts

Long-term care

Equity release

Annual Individual

Savings Account

purchase

Annual Individual

Savings Account

purchase

Annual Individual

Savings Account

purchase

Annual Individual

Savings Account

purchase

Annual Individual

Savings Account

purchase

Annual

portfolio

review

Annual

portfolio

review

Annual

portfolio

review

Annual

portfolio

review

Annual

portfolio

review

Annual

portfolio

review

Whatrsquos in it for them

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

1 Trust amp estate planning

Will writing

Trust creation

amp administration

Probate

Estate disputes

Portfolio construction

Balancing interests

Inheritance

tax planning

Ethical investing

(eg for charities)Remember

The Trustee Act 2000

obliges trustees to review

any investments made

with trust money on a

regular basis and to

obtain proper investment

advice

bull NB Where acting as trustees solicitors should not refer trust work to

businesses in which they have an interest

Independent

Financial

Advisers

Solicitor

Whatrsquos in it for them

2 Medium to High-net worth clients

Trusts amp asset

protection

Estate management

Pre-nuptial agreements

Corporate asset

structuring

Wealth management

Alternative investing

School fees planning

Tax-efficient planning

Pension planning

Insurance

Independent

Financial

Advisers

Solicitor

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

Whatrsquos in it for them

3 Elder care planning

Power of Attorney

Trusts

Will-writing

Equity release guidance

Long-term care insurance

Equity release

product selection

Impaired annuities

Income solutions Remember

Only financial advisers

that hold the CF8 Long-

term Care Insurance

qualification can advise on

long-term care productsIndependent

Financial

Advisers

Solicitor

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

Whatrsquos in it for them

4 Personal injury and divorce settlements

Litigation

Claims settlement

Award assessment

Trust creation amp

administration

Lifetime income planning

Tax planning

Family financial planning

Pension planning

Insurance

Independent

Financial

Advisers

Solicitor

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

Whatrsquos in it for them

5 Corporate amp employer services

Employment law

Corporate structure

Clientsupplier contracts

Intellectual property

Sellinginsolvency

Employer amp group

pensions

Employee benefits amp

share schemes

Workplacedirector

financial planning

Insurance

Remember

From 2012 employers will

be required to enrol all

eligible employees into a

qualifying workplace-based

pension schemeIndependent

Financial

Advisers

Solicitor

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

Whatrsquos in it for them

Using knowledge of our clients to build and enhance our businesses

bull Supports firms aims to both meet regulatory compliance requirements and build better businesses

bull Requires client information to be shared across the business and not kept to one adviserpartner

bull Technology essential to ensure data is up-to-date and easy to interrogate

1 Client

Fact Find

Deep-dive knowledge of

every client

2 Sales Management

Information

A real-time picture of a

business

3 Client

segmentation

Build a business around

genuine client needs

Client Fact Find

0

10

20

30

40

50

60

70

80

Pensions ISAs Bonds Cash Funds Other

Whatrsquos in it for them

1 The Client Fact Find ndash a powerstore of information

Independent Financial Advisers are required to take reasonable steps to ensure that a recommendation is

suitable for a client Before making recommendations or managing investments an advisory firm must

demonstrate that they ldquoknow their clientrdquo by obtaining and documenting the necessary information regarding

bull Clientrsquos financial situation ndash including

- source and extent of regular income

- regular financial commitments

- assets including liquid assets investments and property

bull Clientrsquos investment objectives ndash including

- length of time for investment

- preferences for risk-taking

- risk profile

- purpose of the investment

bull Clientrsquos relevant knowledge and experience ndash including

- familiarity with relevant services transactions and investments

- nature volume and frequency of transactions

- level of education and profession

Taken from FSA Conduct of Business Sourcebook Section 92

Client Fact Find

Whatrsquos in it for them

1 The Client Fact Find - maximising the advice opportunity

Client Fact Find

Client assets

Are these all properly

balanced with a

cohesive strategy

Dependants and spouses

Are all personal and

investment allowances

maximised across the whole

family

Pension arrangements

Are all these optimised in

terms of

performance charging

structure and ease of

management

Risk profile

Is the current portfolio

aligned with the client‟s

stated risk profile and

preferences

Time horizons

Are investment strategies

appropriate to the time left

available for investment

(ongoing review)

Turning a regulatory requirement into a commercial and client advantage

Financial commitments

Are assets and liabilities

being offset as efficiently as

possible

Whatrsquos in it for them

1 The Client Fact Find ndash using it to target solicitor issues

Client Fact Find

Estates

Are there any assets to be

passed onto a dependant family

member How are these

currently protected

Wills

Have wills been written

by the individual and their

partner and are these up-to-

date (eg post-divorce or

birth)

With client approval Independent Financial Advisers can share fact finds with solicitors thereby

providing them with regular and comprehensive client information

Elder care

Does the individual have any

obligation to any older relatives ndash

how are their future needs

managed

Transactions

Does the individual face any

imminent property business

or commercial transactions

Whatrsquos in it for them

2 Management Information (MI)

bull Level of client activity ndash including most recent transactions

bull Client activity by adviserofficewhole business

bull Clients with unused ISA and pension allowances

bull Investment asset allocation by clientadviserwhole business

bull Assets held per provider providerinvestment groupproduct

bull Gross and net asset inflowsoutflows

bull Monthlyquarterlyannual revenues by clientadviseroffice

bull Client bank by ageAUAprofessional profile

bull Transfer activity fromto other advisersproviders

bull Length of client retention

Assets under advice

Assess individual

adviser performance

Leverage client data

across the whole

business

Be alerted to sudden

outflows of business

Identify potential

risks (eg high client

exposure to high

risk assets)

Independent Financial Advisers use software and investment-platform tools to maintain a real-time picture of

Track profitability by

client adviseroffice

0

10

20

30

40

50

60

70

80

Pensions ISAs Bonds Cash Funds Other

Whatrsquos in it for them

3 Client segmentation ndash aiming to improve profitability anticipate future

business direction and give clients what they need

Use the client fact find and

business Management

Information to segment amp

cross-segment clients by

Age

Asset levelprofitability

Transaction frequency

objectivekey concern

Financial behaviour

portfolio complexity

Professional profile

1 Anticipate future needs across the

whole client bank accurately and

position business accordingly

2 Increase retention potential of high-

qualityhigh-value clients and increase

referral of new ones

3 Deploy resources efficiently to each

area of financial planning and each

client type

4 Identify and build key areas of expertise

to build clear proposition culture and

brand

5 Ensure each client pays fairly for the

service they require (ie no cross-

subsidies)

Which in turn allows us to

Anticipate client needs

by life stage

Identify current and future

high net worth clients

Differentiate advice services

marketing

communications

by individual client needs

This enables us to

Whatrsquos in it for them

Segmentation in action

For example client profiling may tell us

that

30 of our clients are professionals in their

30s-50s with fast-accumulating portfolios

10 of our clients are annual ISA buyers

with few other assets with us

40 of our clients are over 60 with

portfolios of pound400000+

Our key client segments are

1 Young accumulators

- Provide tax-efficient growth focused

strategies

- Keep up to date with new investment

opportunities and ideas

- Focus on online servicing

- Address life-stage financial planning

2 High-net-worth retirees

- High touch relationship with focus on

regular face-to-face contact

- Focus on tax and estate-planning

- Income and risk-averse strategies

- Strong potential for client referral ndash

including from family members

3 Transactional investors

- Focus on efficient but low-cost servicing

- Email with investment ideas and stock

market commentary

- Invite for portfolio review and assess

consolidation potentialNB This information is for illustrative purposes only

Whatrsquos in it for them

Other potential joint activities

Client newsletters

bull Budget updates

bull End of tax year ISA and

pension reminders

bull Stock market reviews amp

model portfolios

bull Personalised portfolio

reports and valuations

Client amp prospect seminars

bull Planning for a secure

retirement

bull Managing a divorce

bull Funding old-age care

bull Passing on your estate

bull Asset protection (High Net

worth Individuals)

Workplace

advice

bull Getting the most from your

pension

bull Employee share schemes

bull Life-after-work planning

bull Wealth management for

directors

Whatrsquos in it for them

What‟s in it for you

Together our aim would be to

1 Reinforce long-term high-value high quality client relationships

2 Attract more clients within preferred market segment(s)

3 Improve levels of client referral

4 Increase levels of business from existing clients

5 Maximise efficiency and profitability

6 Build a holistic advice proposition

Transform threats to the legal sector into opportunities - The forthcoming changes are a

welcome reminder of the need to change in a positive manner

Call us on 01277 500053 or email us at advicebasiandbasicouk to discuss the points raised in this slide show further Thank you

Page 2: Solicitors - Why Refer?

Whatrsquos in it for them

Who are we

bull A Flying History

ndash 1994 Ady Basi qualifies as Investment Adviser

ndash 2001 Ady Basi creates IFA Stop Limited

ndash 2002 Michael Basi graduates and joins FCE Bank plc

ndash 2006 Michael Basi rejoins family firm

ndash 2010 Nicholas Basi graduates and joins family firm

bull Capacity

ndash Three advisers and one trainee

ndash Administration Staff

bull Focus on personal service to a few clients and their families

Whatrsquos in it for them

Managing Wealth Our Key Skill

bull Wide ranging term ndash what does it mean

1 Ensuring a client‟s financial assets support their life plans

2 Aiming to make investments work hard

3 Working to minimise tax due

4 Protecting succession planning

bull Focus 1 Asset Allocation

ndash Split according to true level of risk client wants to take

bull Focus 2 Fund Selection

ndash Using strategically designed mathematical analysis monitored daily

bull Focus 3 Tax strategies

ndash Don‟t let the tax-tail wag the investment dog

Whatrsquos in it for them

Invested is Invested Balanced is Balanced

The above are net figures and do not take into account any advice fees These begin at 3 of the initial amount and 10 for on-going

service which can be varied to suit the needs of the client accordingly

THE FIGURES REFER TO PAST PERFORMANCE PAST PERFORMANCE IS NOT A RELIABLE INDICATOR OF FUTURE RESULTS

The performance data quoted represents past performance and does not guarantee future results The investment return and principle value

of an investment will fluctuate thus an investorrsquos shares when redeemed may be worth more or less than their original cost Current

performance may be lower or higher than return data quoted herein For information current to the most recent month-end please visit

httpadvisormorningstarcomfamilyinfoasp

Whatrsquos in it for them

Lies Damned Lie and Statistics

bull Our view is that prior growth proves a theory service defines execution

bull Again we focus on client service

ndash Unique Fee-based remuneration model

ndash Disperses income over years of voluntary retention by client

ndash Linked to their investment performance they win we win

bull Client can select service level

ndash Bronze

ndash Silver

ndash Gold

ndash Platinum

Personal adviser access for all clients (Platinum 18 hours per day)

Whatrsquos in it for them

We are Independent - what does it mean

1986

Financial Services Act polarises of financial advice

2005

Financial Services Authority allows depolarisation to increase high-street choice

201213

Retail Distribution Review recategorises bdquoretail investment advisers‟

Independent Tied

Independent Tied Multi-Tied

Independent Restricted

must offer a fee option to be called independent ndash otherwise called lsquowhole of marketrsquo

Whatrsquos in it for them

Retail Distribution Review ndash your 10-second guide

bull Launched by the Financial Services Authority in 2006

bull Aims to improve and modernise how investments are distributed to retail

consumers in the UK

bull Three main goals

1 Improve the clarity with which advisory firms describe their services to

consumers

2 Address the potential for adviser remuneration to distort consumer outcomes

3 Increase the professional standards of investment advisers

bull Firms must be compliant from end of 2012

For source information see wwwfsagovukpagesAboutWhatRDR

Whatrsquos in it for them

0

1000

2000

3000

4000

Jun- 05 Jun- 06 Jun- 07 Jun- 08 Jun- 09 Jun- 10

Change is goodeventuallyldquoWhat does not destroy me makes me strong [Or What doesnt kill you makes you stronger]rdquo -

Friedrich Nietzsche

Independent Financial Advisers understand the headwinds facing the legal

profession

June 2006

Launch of the Retail

Distribution Review

November 2007

Implementation of the EU‟s

Market in Financial

Instruments Directive (MiFID)December 2008

All retail financial services firms

required to demonstrate Treating

Customers Fairly principles

January 2013

Investment firms must be

fully compliant with

RDR policyDecember 2005

FSA proposes principle-

based regulation

April 2009

EC announces plans

to improve investor

protection for packaged

retail investment

products (PRIPs)

December 2013

Minimum capital

adequacy requirement

for personal investment

firms raised to pound20000

The graph above shows non-accurate 5 year FTSE 100 performance with accurately dated regulation changes This graph is purely for

information only and no indication regarding FTSE 100 or investment past present or future performance should be taken from this This

is purely for time-line purposes to indicate regulatory changes

Whatrsquos in it for them

What will it require to be an Independent Financial Adviser post-RDR (Retail

Distribution Review)

bull From January 2013 an bdquoIndependent Financial Adviser‟ must

ndash hold qualifications at a minimum level of QCF Level 4

ndash conduct a fair and comprehensive analysis of the relevant market

when making product recommendations

ndash have sufficient knowledge of all types of bdquoretail investment product‟ that could

give a suitable outcome for a client

ndash select products in line with the bdquoclient‟s best interests‟ rule (COB 211)

ndash NOT accept commission from product providers

ndash operate a product-neutral pricing structure

ndash establish customer agreed remuneration

bull Basi amp Basi Financial Planning Ltd is set to be in place long after 2013

Qualifications and Credit Framework

Whatrsquos in it for them

Maintaining your client relationship Harnessing the full client lifecycleThe graph below shows an example of life cycle of an individual in the UK and the potential opportunities for Independent Financial Advisors

and Solicitors As you can see throughout the life cycle there is continuous overlap between the services we the Independent Financial Advisor

and you the Solicitor can provide to a client at differing life stages and events

Independent Financial AdviserBasi amp Basi Financial Planning activities shown in white solicitorYour activities shown in orange

Clie

nt a

sse

t va

lue

Client age20 30 40 50 60 70 80

Buy first

houseGet

married

Have

family

Move

house

Change

jobs

Receive

inheritance

RETIRE

Family

cover

School fees

planning

Mortgage

repayment advice

Conveyancing

Annual Individual

Savings Account

purchase

Inheritance Tax amp

estate

planning

Review trusts

Spousal

tax-planning

Write Wills

Lump sum

investment

Pension

maximisationcons

olidation

Annual

portfolio

review

Pension

de-riskingIncome

drawdown

Arrange SIPP Annuity purchaseRegular

savings

pension

Set up children‟s

investments amp Child

Trust Funds

Review Wills

Set up trusts

Refinance

Conveyancing

Probate

Review Wills

Review trusts

Long-term care

Equity release

Annual Individual

Savings Account

purchase

Annual Individual

Savings Account

purchase

Annual Individual

Savings Account

purchase

Annual Individual

Savings Account

purchase

Annual Individual

Savings Account

purchase

Annual

portfolio

review

Annual

portfolio

review

Annual

portfolio

review

Annual

portfolio

review

Annual

portfolio

review

Annual

portfolio

review

Whatrsquos in it for them

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

1 Trust amp estate planning

Will writing

Trust creation

amp administration

Probate

Estate disputes

Portfolio construction

Balancing interests

Inheritance

tax planning

Ethical investing

(eg for charities)Remember

The Trustee Act 2000

obliges trustees to review

any investments made

with trust money on a

regular basis and to

obtain proper investment

advice

bull NB Where acting as trustees solicitors should not refer trust work to

businesses in which they have an interest

Independent

Financial

Advisers

Solicitor

Whatrsquos in it for them

2 Medium to High-net worth clients

Trusts amp asset

protection

Estate management

Pre-nuptial agreements

Corporate asset

structuring

Wealth management

Alternative investing

School fees planning

Tax-efficient planning

Pension planning

Insurance

Independent

Financial

Advisers

Solicitor

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

Whatrsquos in it for them

3 Elder care planning

Power of Attorney

Trusts

Will-writing

Equity release guidance

Long-term care insurance

Equity release

product selection

Impaired annuities

Income solutions Remember

Only financial advisers

that hold the CF8 Long-

term Care Insurance

qualification can advise on

long-term care productsIndependent

Financial

Advisers

Solicitor

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

Whatrsquos in it for them

4 Personal injury and divorce settlements

Litigation

Claims settlement

Award assessment

Trust creation amp

administration

Lifetime income planning

Tax planning

Family financial planning

Pension planning

Insurance

Independent

Financial

Advisers

Solicitor

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

Whatrsquos in it for them

5 Corporate amp employer services

Employment law

Corporate structure

Clientsupplier contracts

Intellectual property

Sellinginsolvency

Employer amp group

pensions

Employee benefits amp

share schemes

Workplacedirector

financial planning

Insurance

Remember

From 2012 employers will

be required to enrol all

eligible employees into a

qualifying workplace-based

pension schemeIndependent

Financial

Advisers

Solicitor

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

Whatrsquos in it for them

Using knowledge of our clients to build and enhance our businesses

bull Supports firms aims to both meet regulatory compliance requirements and build better businesses

bull Requires client information to be shared across the business and not kept to one adviserpartner

bull Technology essential to ensure data is up-to-date and easy to interrogate

1 Client

Fact Find

Deep-dive knowledge of

every client

2 Sales Management

Information

A real-time picture of a

business

3 Client

segmentation

Build a business around

genuine client needs

Client Fact Find

0

10

20

30

40

50

60

70

80

Pensions ISAs Bonds Cash Funds Other

Whatrsquos in it for them

1 The Client Fact Find ndash a powerstore of information

Independent Financial Advisers are required to take reasonable steps to ensure that a recommendation is

suitable for a client Before making recommendations or managing investments an advisory firm must

demonstrate that they ldquoknow their clientrdquo by obtaining and documenting the necessary information regarding

bull Clientrsquos financial situation ndash including

- source and extent of regular income

- regular financial commitments

- assets including liquid assets investments and property

bull Clientrsquos investment objectives ndash including

- length of time for investment

- preferences for risk-taking

- risk profile

- purpose of the investment

bull Clientrsquos relevant knowledge and experience ndash including

- familiarity with relevant services transactions and investments

- nature volume and frequency of transactions

- level of education and profession

Taken from FSA Conduct of Business Sourcebook Section 92

Client Fact Find

Whatrsquos in it for them

1 The Client Fact Find - maximising the advice opportunity

Client Fact Find

Client assets

Are these all properly

balanced with a

cohesive strategy

Dependants and spouses

Are all personal and

investment allowances

maximised across the whole

family

Pension arrangements

Are all these optimised in

terms of

performance charging

structure and ease of

management

Risk profile

Is the current portfolio

aligned with the client‟s

stated risk profile and

preferences

Time horizons

Are investment strategies

appropriate to the time left

available for investment

(ongoing review)

Turning a regulatory requirement into a commercial and client advantage

Financial commitments

Are assets and liabilities

being offset as efficiently as

possible

Whatrsquos in it for them

1 The Client Fact Find ndash using it to target solicitor issues

Client Fact Find

Estates

Are there any assets to be

passed onto a dependant family

member How are these

currently protected

Wills

Have wills been written

by the individual and their

partner and are these up-to-

date (eg post-divorce or

birth)

With client approval Independent Financial Advisers can share fact finds with solicitors thereby

providing them with regular and comprehensive client information

Elder care

Does the individual have any

obligation to any older relatives ndash

how are their future needs

managed

Transactions

Does the individual face any

imminent property business

or commercial transactions

Whatrsquos in it for them

2 Management Information (MI)

bull Level of client activity ndash including most recent transactions

bull Client activity by adviserofficewhole business

bull Clients with unused ISA and pension allowances

bull Investment asset allocation by clientadviserwhole business

bull Assets held per provider providerinvestment groupproduct

bull Gross and net asset inflowsoutflows

bull Monthlyquarterlyannual revenues by clientadviseroffice

bull Client bank by ageAUAprofessional profile

bull Transfer activity fromto other advisersproviders

bull Length of client retention

Assets under advice

Assess individual

adviser performance

Leverage client data

across the whole

business

Be alerted to sudden

outflows of business

Identify potential

risks (eg high client

exposure to high

risk assets)

Independent Financial Advisers use software and investment-platform tools to maintain a real-time picture of

Track profitability by

client adviseroffice

0

10

20

30

40

50

60

70

80

Pensions ISAs Bonds Cash Funds Other

Whatrsquos in it for them

3 Client segmentation ndash aiming to improve profitability anticipate future

business direction and give clients what they need

Use the client fact find and

business Management

Information to segment amp

cross-segment clients by

Age

Asset levelprofitability

Transaction frequency

objectivekey concern

Financial behaviour

portfolio complexity

Professional profile

1 Anticipate future needs across the

whole client bank accurately and

position business accordingly

2 Increase retention potential of high-

qualityhigh-value clients and increase

referral of new ones

3 Deploy resources efficiently to each

area of financial planning and each

client type

4 Identify and build key areas of expertise

to build clear proposition culture and

brand

5 Ensure each client pays fairly for the

service they require (ie no cross-

subsidies)

Which in turn allows us to

Anticipate client needs

by life stage

Identify current and future

high net worth clients

Differentiate advice services

marketing

communications

by individual client needs

This enables us to

Whatrsquos in it for them

Segmentation in action

For example client profiling may tell us

that

30 of our clients are professionals in their

30s-50s with fast-accumulating portfolios

10 of our clients are annual ISA buyers

with few other assets with us

40 of our clients are over 60 with

portfolios of pound400000+

Our key client segments are

1 Young accumulators

- Provide tax-efficient growth focused

strategies

- Keep up to date with new investment

opportunities and ideas

- Focus on online servicing

- Address life-stage financial planning

2 High-net-worth retirees

- High touch relationship with focus on

regular face-to-face contact

- Focus on tax and estate-planning

- Income and risk-averse strategies

- Strong potential for client referral ndash

including from family members

3 Transactional investors

- Focus on efficient but low-cost servicing

- Email with investment ideas and stock

market commentary

- Invite for portfolio review and assess

consolidation potentialNB This information is for illustrative purposes only

Whatrsquos in it for them

Other potential joint activities

Client newsletters

bull Budget updates

bull End of tax year ISA and

pension reminders

bull Stock market reviews amp

model portfolios

bull Personalised portfolio

reports and valuations

Client amp prospect seminars

bull Planning for a secure

retirement

bull Managing a divorce

bull Funding old-age care

bull Passing on your estate

bull Asset protection (High Net

worth Individuals)

Workplace

advice

bull Getting the most from your

pension

bull Employee share schemes

bull Life-after-work planning

bull Wealth management for

directors

Whatrsquos in it for them

What‟s in it for you

Together our aim would be to

1 Reinforce long-term high-value high quality client relationships

2 Attract more clients within preferred market segment(s)

3 Improve levels of client referral

4 Increase levels of business from existing clients

5 Maximise efficiency and profitability

6 Build a holistic advice proposition

Transform threats to the legal sector into opportunities - The forthcoming changes are a

welcome reminder of the need to change in a positive manner

Call us on 01277 500053 or email us at advicebasiandbasicouk to discuss the points raised in this slide show further Thank you

Page 3: Solicitors - Why Refer?

Whatrsquos in it for them

Managing Wealth Our Key Skill

bull Wide ranging term ndash what does it mean

1 Ensuring a client‟s financial assets support their life plans

2 Aiming to make investments work hard

3 Working to minimise tax due

4 Protecting succession planning

bull Focus 1 Asset Allocation

ndash Split according to true level of risk client wants to take

bull Focus 2 Fund Selection

ndash Using strategically designed mathematical analysis monitored daily

bull Focus 3 Tax strategies

ndash Don‟t let the tax-tail wag the investment dog

Whatrsquos in it for them

Invested is Invested Balanced is Balanced

The above are net figures and do not take into account any advice fees These begin at 3 of the initial amount and 10 for on-going

service which can be varied to suit the needs of the client accordingly

THE FIGURES REFER TO PAST PERFORMANCE PAST PERFORMANCE IS NOT A RELIABLE INDICATOR OF FUTURE RESULTS

The performance data quoted represents past performance and does not guarantee future results The investment return and principle value

of an investment will fluctuate thus an investorrsquos shares when redeemed may be worth more or less than their original cost Current

performance may be lower or higher than return data quoted herein For information current to the most recent month-end please visit

httpadvisormorningstarcomfamilyinfoasp

Whatrsquos in it for them

Lies Damned Lie and Statistics

bull Our view is that prior growth proves a theory service defines execution

bull Again we focus on client service

ndash Unique Fee-based remuneration model

ndash Disperses income over years of voluntary retention by client

ndash Linked to their investment performance they win we win

bull Client can select service level

ndash Bronze

ndash Silver

ndash Gold

ndash Platinum

Personal adviser access for all clients (Platinum 18 hours per day)

Whatrsquos in it for them

We are Independent - what does it mean

1986

Financial Services Act polarises of financial advice

2005

Financial Services Authority allows depolarisation to increase high-street choice

201213

Retail Distribution Review recategorises bdquoretail investment advisers‟

Independent Tied

Independent Tied Multi-Tied

Independent Restricted

must offer a fee option to be called independent ndash otherwise called lsquowhole of marketrsquo

Whatrsquos in it for them

Retail Distribution Review ndash your 10-second guide

bull Launched by the Financial Services Authority in 2006

bull Aims to improve and modernise how investments are distributed to retail

consumers in the UK

bull Three main goals

1 Improve the clarity with which advisory firms describe their services to

consumers

2 Address the potential for adviser remuneration to distort consumer outcomes

3 Increase the professional standards of investment advisers

bull Firms must be compliant from end of 2012

For source information see wwwfsagovukpagesAboutWhatRDR

Whatrsquos in it for them

0

1000

2000

3000

4000

Jun- 05 Jun- 06 Jun- 07 Jun- 08 Jun- 09 Jun- 10

Change is goodeventuallyldquoWhat does not destroy me makes me strong [Or What doesnt kill you makes you stronger]rdquo -

Friedrich Nietzsche

Independent Financial Advisers understand the headwinds facing the legal

profession

June 2006

Launch of the Retail

Distribution Review

November 2007

Implementation of the EU‟s

Market in Financial

Instruments Directive (MiFID)December 2008

All retail financial services firms

required to demonstrate Treating

Customers Fairly principles

January 2013

Investment firms must be

fully compliant with

RDR policyDecember 2005

FSA proposes principle-

based regulation

April 2009

EC announces plans

to improve investor

protection for packaged

retail investment

products (PRIPs)

December 2013

Minimum capital

adequacy requirement

for personal investment

firms raised to pound20000

The graph above shows non-accurate 5 year FTSE 100 performance with accurately dated regulation changes This graph is purely for

information only and no indication regarding FTSE 100 or investment past present or future performance should be taken from this This

is purely for time-line purposes to indicate regulatory changes

Whatrsquos in it for them

What will it require to be an Independent Financial Adviser post-RDR (Retail

Distribution Review)

bull From January 2013 an bdquoIndependent Financial Adviser‟ must

ndash hold qualifications at a minimum level of QCF Level 4

ndash conduct a fair and comprehensive analysis of the relevant market

when making product recommendations

ndash have sufficient knowledge of all types of bdquoretail investment product‟ that could

give a suitable outcome for a client

ndash select products in line with the bdquoclient‟s best interests‟ rule (COB 211)

ndash NOT accept commission from product providers

ndash operate a product-neutral pricing structure

ndash establish customer agreed remuneration

bull Basi amp Basi Financial Planning Ltd is set to be in place long after 2013

Qualifications and Credit Framework

Whatrsquos in it for them

Maintaining your client relationship Harnessing the full client lifecycleThe graph below shows an example of life cycle of an individual in the UK and the potential opportunities for Independent Financial Advisors

and Solicitors As you can see throughout the life cycle there is continuous overlap between the services we the Independent Financial Advisor

and you the Solicitor can provide to a client at differing life stages and events

Independent Financial AdviserBasi amp Basi Financial Planning activities shown in white solicitorYour activities shown in orange

Clie

nt a

sse

t va

lue

Client age20 30 40 50 60 70 80

Buy first

houseGet

married

Have

family

Move

house

Change

jobs

Receive

inheritance

RETIRE

Family

cover

School fees

planning

Mortgage

repayment advice

Conveyancing

Annual Individual

Savings Account

purchase

Inheritance Tax amp

estate

planning

Review trusts

Spousal

tax-planning

Write Wills

Lump sum

investment

Pension

maximisationcons

olidation

Annual

portfolio

review

Pension

de-riskingIncome

drawdown

Arrange SIPP Annuity purchaseRegular

savings

pension

Set up children‟s

investments amp Child

Trust Funds

Review Wills

Set up trusts

Refinance

Conveyancing

Probate

Review Wills

Review trusts

Long-term care

Equity release

Annual Individual

Savings Account

purchase

Annual Individual

Savings Account

purchase

Annual Individual

Savings Account

purchase

Annual Individual

Savings Account

purchase

Annual Individual

Savings Account

purchase

Annual

portfolio

review

Annual

portfolio

review

Annual

portfolio

review

Annual

portfolio

review

Annual

portfolio

review

Annual

portfolio

review

Whatrsquos in it for them

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

1 Trust amp estate planning

Will writing

Trust creation

amp administration

Probate

Estate disputes

Portfolio construction

Balancing interests

Inheritance

tax planning

Ethical investing

(eg for charities)Remember

The Trustee Act 2000

obliges trustees to review

any investments made

with trust money on a

regular basis and to

obtain proper investment

advice

bull NB Where acting as trustees solicitors should not refer trust work to

businesses in which they have an interest

Independent

Financial

Advisers

Solicitor

Whatrsquos in it for them

2 Medium to High-net worth clients

Trusts amp asset

protection

Estate management

Pre-nuptial agreements

Corporate asset

structuring

Wealth management

Alternative investing

School fees planning

Tax-efficient planning

Pension planning

Insurance

Independent

Financial

Advisers

Solicitor

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

Whatrsquos in it for them

3 Elder care planning

Power of Attorney

Trusts

Will-writing

Equity release guidance

Long-term care insurance

Equity release

product selection

Impaired annuities

Income solutions Remember

Only financial advisers

that hold the CF8 Long-

term Care Insurance

qualification can advise on

long-term care productsIndependent

Financial

Advisers

Solicitor

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

Whatrsquos in it for them

4 Personal injury and divorce settlements

Litigation

Claims settlement

Award assessment

Trust creation amp

administration

Lifetime income planning

Tax planning

Family financial planning

Pension planning

Insurance

Independent

Financial

Advisers

Solicitor

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

Whatrsquos in it for them

5 Corporate amp employer services

Employment law

Corporate structure

Clientsupplier contracts

Intellectual property

Sellinginsolvency

Employer amp group

pensions

Employee benefits amp

share schemes

Workplacedirector

financial planning

Insurance

Remember

From 2012 employers will

be required to enrol all

eligible employees into a

qualifying workplace-based

pension schemeIndependent

Financial

Advisers

Solicitor

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

Whatrsquos in it for them

Using knowledge of our clients to build and enhance our businesses

bull Supports firms aims to both meet regulatory compliance requirements and build better businesses

bull Requires client information to be shared across the business and not kept to one adviserpartner

bull Technology essential to ensure data is up-to-date and easy to interrogate

1 Client

Fact Find

Deep-dive knowledge of

every client

2 Sales Management

Information

A real-time picture of a

business

3 Client

segmentation

Build a business around

genuine client needs

Client Fact Find

0

10

20

30

40

50

60

70

80

Pensions ISAs Bonds Cash Funds Other

Whatrsquos in it for them

1 The Client Fact Find ndash a powerstore of information

Independent Financial Advisers are required to take reasonable steps to ensure that a recommendation is

suitable for a client Before making recommendations or managing investments an advisory firm must

demonstrate that they ldquoknow their clientrdquo by obtaining and documenting the necessary information regarding

bull Clientrsquos financial situation ndash including

- source and extent of regular income

- regular financial commitments

- assets including liquid assets investments and property

bull Clientrsquos investment objectives ndash including

- length of time for investment

- preferences for risk-taking

- risk profile

- purpose of the investment

bull Clientrsquos relevant knowledge and experience ndash including

- familiarity with relevant services transactions and investments

- nature volume and frequency of transactions

- level of education and profession

Taken from FSA Conduct of Business Sourcebook Section 92

Client Fact Find

Whatrsquos in it for them

1 The Client Fact Find - maximising the advice opportunity

Client Fact Find

Client assets

Are these all properly

balanced with a

cohesive strategy

Dependants and spouses

Are all personal and

investment allowances

maximised across the whole

family

Pension arrangements

Are all these optimised in

terms of

performance charging

structure and ease of

management

Risk profile

Is the current portfolio

aligned with the client‟s

stated risk profile and

preferences

Time horizons

Are investment strategies

appropriate to the time left

available for investment

(ongoing review)

Turning a regulatory requirement into a commercial and client advantage

Financial commitments

Are assets and liabilities

being offset as efficiently as

possible

Whatrsquos in it for them

1 The Client Fact Find ndash using it to target solicitor issues

Client Fact Find

Estates

Are there any assets to be

passed onto a dependant family

member How are these

currently protected

Wills

Have wills been written

by the individual and their

partner and are these up-to-

date (eg post-divorce or

birth)

With client approval Independent Financial Advisers can share fact finds with solicitors thereby

providing them with regular and comprehensive client information

Elder care

Does the individual have any

obligation to any older relatives ndash

how are their future needs

managed

Transactions

Does the individual face any

imminent property business

or commercial transactions

Whatrsquos in it for them

2 Management Information (MI)

bull Level of client activity ndash including most recent transactions

bull Client activity by adviserofficewhole business

bull Clients with unused ISA and pension allowances

bull Investment asset allocation by clientadviserwhole business

bull Assets held per provider providerinvestment groupproduct

bull Gross and net asset inflowsoutflows

bull Monthlyquarterlyannual revenues by clientadviseroffice

bull Client bank by ageAUAprofessional profile

bull Transfer activity fromto other advisersproviders

bull Length of client retention

Assets under advice

Assess individual

adviser performance

Leverage client data

across the whole

business

Be alerted to sudden

outflows of business

Identify potential

risks (eg high client

exposure to high

risk assets)

Independent Financial Advisers use software and investment-platform tools to maintain a real-time picture of

Track profitability by

client adviseroffice

0

10

20

30

40

50

60

70

80

Pensions ISAs Bonds Cash Funds Other

Whatrsquos in it for them

3 Client segmentation ndash aiming to improve profitability anticipate future

business direction and give clients what they need

Use the client fact find and

business Management

Information to segment amp

cross-segment clients by

Age

Asset levelprofitability

Transaction frequency

objectivekey concern

Financial behaviour

portfolio complexity

Professional profile

1 Anticipate future needs across the

whole client bank accurately and

position business accordingly

2 Increase retention potential of high-

qualityhigh-value clients and increase

referral of new ones

3 Deploy resources efficiently to each

area of financial planning and each

client type

4 Identify and build key areas of expertise

to build clear proposition culture and

brand

5 Ensure each client pays fairly for the

service they require (ie no cross-

subsidies)

Which in turn allows us to

Anticipate client needs

by life stage

Identify current and future

high net worth clients

Differentiate advice services

marketing

communications

by individual client needs

This enables us to

Whatrsquos in it for them

Segmentation in action

For example client profiling may tell us

that

30 of our clients are professionals in their

30s-50s with fast-accumulating portfolios

10 of our clients are annual ISA buyers

with few other assets with us

40 of our clients are over 60 with

portfolios of pound400000+

Our key client segments are

1 Young accumulators

- Provide tax-efficient growth focused

strategies

- Keep up to date with new investment

opportunities and ideas

- Focus on online servicing

- Address life-stage financial planning

2 High-net-worth retirees

- High touch relationship with focus on

regular face-to-face contact

- Focus on tax and estate-planning

- Income and risk-averse strategies

- Strong potential for client referral ndash

including from family members

3 Transactional investors

- Focus on efficient but low-cost servicing

- Email with investment ideas and stock

market commentary

- Invite for portfolio review and assess

consolidation potentialNB This information is for illustrative purposes only

Whatrsquos in it for them

Other potential joint activities

Client newsletters

bull Budget updates

bull End of tax year ISA and

pension reminders

bull Stock market reviews amp

model portfolios

bull Personalised portfolio

reports and valuations

Client amp prospect seminars

bull Planning for a secure

retirement

bull Managing a divorce

bull Funding old-age care

bull Passing on your estate

bull Asset protection (High Net

worth Individuals)

Workplace

advice

bull Getting the most from your

pension

bull Employee share schemes

bull Life-after-work planning

bull Wealth management for

directors

Whatrsquos in it for them

What‟s in it for you

Together our aim would be to

1 Reinforce long-term high-value high quality client relationships

2 Attract more clients within preferred market segment(s)

3 Improve levels of client referral

4 Increase levels of business from existing clients

5 Maximise efficiency and profitability

6 Build a holistic advice proposition

Transform threats to the legal sector into opportunities - The forthcoming changes are a

welcome reminder of the need to change in a positive manner

Call us on 01277 500053 or email us at advicebasiandbasicouk to discuss the points raised in this slide show further Thank you

Page 4: Solicitors - Why Refer?

Whatrsquos in it for them

Invested is Invested Balanced is Balanced

The above are net figures and do not take into account any advice fees These begin at 3 of the initial amount and 10 for on-going

service which can be varied to suit the needs of the client accordingly

THE FIGURES REFER TO PAST PERFORMANCE PAST PERFORMANCE IS NOT A RELIABLE INDICATOR OF FUTURE RESULTS

The performance data quoted represents past performance and does not guarantee future results The investment return and principle value

of an investment will fluctuate thus an investorrsquos shares when redeemed may be worth more or less than their original cost Current

performance may be lower or higher than return data quoted herein For information current to the most recent month-end please visit

httpadvisormorningstarcomfamilyinfoasp

Whatrsquos in it for them

Lies Damned Lie and Statistics

bull Our view is that prior growth proves a theory service defines execution

bull Again we focus on client service

ndash Unique Fee-based remuneration model

ndash Disperses income over years of voluntary retention by client

ndash Linked to their investment performance they win we win

bull Client can select service level

ndash Bronze

ndash Silver

ndash Gold

ndash Platinum

Personal adviser access for all clients (Platinum 18 hours per day)

Whatrsquos in it for them

We are Independent - what does it mean

1986

Financial Services Act polarises of financial advice

2005

Financial Services Authority allows depolarisation to increase high-street choice

201213

Retail Distribution Review recategorises bdquoretail investment advisers‟

Independent Tied

Independent Tied Multi-Tied

Independent Restricted

must offer a fee option to be called independent ndash otherwise called lsquowhole of marketrsquo

Whatrsquos in it for them

Retail Distribution Review ndash your 10-second guide

bull Launched by the Financial Services Authority in 2006

bull Aims to improve and modernise how investments are distributed to retail

consumers in the UK

bull Three main goals

1 Improve the clarity with which advisory firms describe their services to

consumers

2 Address the potential for adviser remuneration to distort consumer outcomes

3 Increase the professional standards of investment advisers

bull Firms must be compliant from end of 2012

For source information see wwwfsagovukpagesAboutWhatRDR

Whatrsquos in it for them

0

1000

2000

3000

4000

Jun- 05 Jun- 06 Jun- 07 Jun- 08 Jun- 09 Jun- 10

Change is goodeventuallyldquoWhat does not destroy me makes me strong [Or What doesnt kill you makes you stronger]rdquo -

Friedrich Nietzsche

Independent Financial Advisers understand the headwinds facing the legal

profession

June 2006

Launch of the Retail

Distribution Review

November 2007

Implementation of the EU‟s

Market in Financial

Instruments Directive (MiFID)December 2008

All retail financial services firms

required to demonstrate Treating

Customers Fairly principles

January 2013

Investment firms must be

fully compliant with

RDR policyDecember 2005

FSA proposes principle-

based regulation

April 2009

EC announces plans

to improve investor

protection for packaged

retail investment

products (PRIPs)

December 2013

Minimum capital

adequacy requirement

for personal investment

firms raised to pound20000

The graph above shows non-accurate 5 year FTSE 100 performance with accurately dated regulation changes This graph is purely for

information only and no indication regarding FTSE 100 or investment past present or future performance should be taken from this This

is purely for time-line purposes to indicate regulatory changes

Whatrsquos in it for them

What will it require to be an Independent Financial Adviser post-RDR (Retail

Distribution Review)

bull From January 2013 an bdquoIndependent Financial Adviser‟ must

ndash hold qualifications at a minimum level of QCF Level 4

ndash conduct a fair and comprehensive analysis of the relevant market

when making product recommendations

ndash have sufficient knowledge of all types of bdquoretail investment product‟ that could

give a suitable outcome for a client

ndash select products in line with the bdquoclient‟s best interests‟ rule (COB 211)

ndash NOT accept commission from product providers

ndash operate a product-neutral pricing structure

ndash establish customer agreed remuneration

bull Basi amp Basi Financial Planning Ltd is set to be in place long after 2013

Qualifications and Credit Framework

Whatrsquos in it for them

Maintaining your client relationship Harnessing the full client lifecycleThe graph below shows an example of life cycle of an individual in the UK and the potential opportunities for Independent Financial Advisors

and Solicitors As you can see throughout the life cycle there is continuous overlap between the services we the Independent Financial Advisor

and you the Solicitor can provide to a client at differing life stages and events

Independent Financial AdviserBasi amp Basi Financial Planning activities shown in white solicitorYour activities shown in orange

Clie

nt a

sse

t va

lue

Client age20 30 40 50 60 70 80

Buy first

houseGet

married

Have

family

Move

house

Change

jobs

Receive

inheritance

RETIRE

Family

cover

School fees

planning

Mortgage

repayment advice

Conveyancing

Annual Individual

Savings Account

purchase

Inheritance Tax amp

estate

planning

Review trusts

Spousal

tax-planning

Write Wills

Lump sum

investment

Pension

maximisationcons

olidation

Annual

portfolio

review

Pension

de-riskingIncome

drawdown

Arrange SIPP Annuity purchaseRegular

savings

pension

Set up children‟s

investments amp Child

Trust Funds

Review Wills

Set up trusts

Refinance

Conveyancing

Probate

Review Wills

Review trusts

Long-term care

Equity release

Annual Individual

Savings Account

purchase

Annual Individual

Savings Account

purchase

Annual Individual

Savings Account

purchase

Annual Individual

Savings Account

purchase

Annual Individual

Savings Account

purchase

Annual

portfolio

review

Annual

portfolio

review

Annual

portfolio

review

Annual

portfolio

review

Annual

portfolio

review

Annual

portfolio

review

Whatrsquos in it for them

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

1 Trust amp estate planning

Will writing

Trust creation

amp administration

Probate

Estate disputes

Portfolio construction

Balancing interests

Inheritance

tax planning

Ethical investing

(eg for charities)Remember

The Trustee Act 2000

obliges trustees to review

any investments made

with trust money on a

regular basis and to

obtain proper investment

advice

bull NB Where acting as trustees solicitors should not refer trust work to

businesses in which they have an interest

Independent

Financial

Advisers

Solicitor

Whatrsquos in it for them

2 Medium to High-net worth clients

Trusts amp asset

protection

Estate management

Pre-nuptial agreements

Corporate asset

structuring

Wealth management

Alternative investing

School fees planning

Tax-efficient planning

Pension planning

Insurance

Independent

Financial

Advisers

Solicitor

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

Whatrsquos in it for them

3 Elder care planning

Power of Attorney

Trusts

Will-writing

Equity release guidance

Long-term care insurance

Equity release

product selection

Impaired annuities

Income solutions Remember

Only financial advisers

that hold the CF8 Long-

term Care Insurance

qualification can advise on

long-term care productsIndependent

Financial

Advisers

Solicitor

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

Whatrsquos in it for them

4 Personal injury and divorce settlements

Litigation

Claims settlement

Award assessment

Trust creation amp

administration

Lifetime income planning

Tax planning

Family financial planning

Pension planning

Insurance

Independent

Financial

Advisers

Solicitor

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

Whatrsquos in it for them

5 Corporate amp employer services

Employment law

Corporate structure

Clientsupplier contracts

Intellectual property

Sellinginsolvency

Employer amp group

pensions

Employee benefits amp

share schemes

Workplacedirector

financial planning

Insurance

Remember

From 2012 employers will

be required to enrol all

eligible employees into a

qualifying workplace-based

pension schemeIndependent

Financial

Advisers

Solicitor

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

Whatrsquos in it for them

Using knowledge of our clients to build and enhance our businesses

bull Supports firms aims to both meet regulatory compliance requirements and build better businesses

bull Requires client information to be shared across the business and not kept to one adviserpartner

bull Technology essential to ensure data is up-to-date and easy to interrogate

1 Client

Fact Find

Deep-dive knowledge of

every client

2 Sales Management

Information

A real-time picture of a

business

3 Client

segmentation

Build a business around

genuine client needs

Client Fact Find

0

10

20

30

40

50

60

70

80

Pensions ISAs Bonds Cash Funds Other

Whatrsquos in it for them

1 The Client Fact Find ndash a powerstore of information

Independent Financial Advisers are required to take reasonable steps to ensure that a recommendation is

suitable for a client Before making recommendations or managing investments an advisory firm must

demonstrate that they ldquoknow their clientrdquo by obtaining and documenting the necessary information regarding

bull Clientrsquos financial situation ndash including

- source and extent of regular income

- regular financial commitments

- assets including liquid assets investments and property

bull Clientrsquos investment objectives ndash including

- length of time for investment

- preferences for risk-taking

- risk profile

- purpose of the investment

bull Clientrsquos relevant knowledge and experience ndash including

- familiarity with relevant services transactions and investments

- nature volume and frequency of transactions

- level of education and profession

Taken from FSA Conduct of Business Sourcebook Section 92

Client Fact Find

Whatrsquos in it for them

1 The Client Fact Find - maximising the advice opportunity

Client Fact Find

Client assets

Are these all properly

balanced with a

cohesive strategy

Dependants and spouses

Are all personal and

investment allowances

maximised across the whole

family

Pension arrangements

Are all these optimised in

terms of

performance charging

structure and ease of

management

Risk profile

Is the current portfolio

aligned with the client‟s

stated risk profile and

preferences

Time horizons

Are investment strategies

appropriate to the time left

available for investment

(ongoing review)

Turning a regulatory requirement into a commercial and client advantage

Financial commitments

Are assets and liabilities

being offset as efficiently as

possible

Whatrsquos in it for them

1 The Client Fact Find ndash using it to target solicitor issues

Client Fact Find

Estates

Are there any assets to be

passed onto a dependant family

member How are these

currently protected

Wills

Have wills been written

by the individual and their

partner and are these up-to-

date (eg post-divorce or

birth)

With client approval Independent Financial Advisers can share fact finds with solicitors thereby

providing them with regular and comprehensive client information

Elder care

Does the individual have any

obligation to any older relatives ndash

how are their future needs

managed

Transactions

Does the individual face any

imminent property business

or commercial transactions

Whatrsquos in it for them

2 Management Information (MI)

bull Level of client activity ndash including most recent transactions

bull Client activity by adviserofficewhole business

bull Clients with unused ISA and pension allowances

bull Investment asset allocation by clientadviserwhole business

bull Assets held per provider providerinvestment groupproduct

bull Gross and net asset inflowsoutflows

bull Monthlyquarterlyannual revenues by clientadviseroffice

bull Client bank by ageAUAprofessional profile

bull Transfer activity fromto other advisersproviders

bull Length of client retention

Assets under advice

Assess individual

adviser performance

Leverage client data

across the whole

business

Be alerted to sudden

outflows of business

Identify potential

risks (eg high client

exposure to high

risk assets)

Independent Financial Advisers use software and investment-platform tools to maintain a real-time picture of

Track profitability by

client adviseroffice

0

10

20

30

40

50

60

70

80

Pensions ISAs Bonds Cash Funds Other

Whatrsquos in it for them

3 Client segmentation ndash aiming to improve profitability anticipate future

business direction and give clients what they need

Use the client fact find and

business Management

Information to segment amp

cross-segment clients by

Age

Asset levelprofitability

Transaction frequency

objectivekey concern

Financial behaviour

portfolio complexity

Professional profile

1 Anticipate future needs across the

whole client bank accurately and

position business accordingly

2 Increase retention potential of high-

qualityhigh-value clients and increase

referral of new ones

3 Deploy resources efficiently to each

area of financial planning and each

client type

4 Identify and build key areas of expertise

to build clear proposition culture and

brand

5 Ensure each client pays fairly for the

service they require (ie no cross-

subsidies)

Which in turn allows us to

Anticipate client needs

by life stage

Identify current and future

high net worth clients

Differentiate advice services

marketing

communications

by individual client needs

This enables us to

Whatrsquos in it for them

Segmentation in action

For example client profiling may tell us

that

30 of our clients are professionals in their

30s-50s with fast-accumulating portfolios

10 of our clients are annual ISA buyers

with few other assets with us

40 of our clients are over 60 with

portfolios of pound400000+

Our key client segments are

1 Young accumulators

- Provide tax-efficient growth focused

strategies

- Keep up to date with new investment

opportunities and ideas

- Focus on online servicing

- Address life-stage financial planning

2 High-net-worth retirees

- High touch relationship with focus on

regular face-to-face contact

- Focus on tax and estate-planning

- Income and risk-averse strategies

- Strong potential for client referral ndash

including from family members

3 Transactional investors

- Focus on efficient but low-cost servicing

- Email with investment ideas and stock

market commentary

- Invite for portfolio review and assess

consolidation potentialNB This information is for illustrative purposes only

Whatrsquos in it for them

Other potential joint activities

Client newsletters

bull Budget updates

bull End of tax year ISA and

pension reminders

bull Stock market reviews amp

model portfolios

bull Personalised portfolio

reports and valuations

Client amp prospect seminars

bull Planning for a secure

retirement

bull Managing a divorce

bull Funding old-age care

bull Passing on your estate

bull Asset protection (High Net

worth Individuals)

Workplace

advice

bull Getting the most from your

pension

bull Employee share schemes

bull Life-after-work planning

bull Wealth management for

directors

Whatrsquos in it for them

What‟s in it for you

Together our aim would be to

1 Reinforce long-term high-value high quality client relationships

2 Attract more clients within preferred market segment(s)

3 Improve levels of client referral

4 Increase levels of business from existing clients

5 Maximise efficiency and profitability

6 Build a holistic advice proposition

Transform threats to the legal sector into opportunities - The forthcoming changes are a

welcome reminder of the need to change in a positive manner

Call us on 01277 500053 or email us at advicebasiandbasicouk to discuss the points raised in this slide show further Thank you

Page 5: Solicitors - Why Refer?

Whatrsquos in it for them

Lies Damned Lie and Statistics

bull Our view is that prior growth proves a theory service defines execution

bull Again we focus on client service

ndash Unique Fee-based remuneration model

ndash Disperses income over years of voluntary retention by client

ndash Linked to their investment performance they win we win

bull Client can select service level

ndash Bronze

ndash Silver

ndash Gold

ndash Platinum

Personal adviser access for all clients (Platinum 18 hours per day)

Whatrsquos in it for them

We are Independent - what does it mean

1986

Financial Services Act polarises of financial advice

2005

Financial Services Authority allows depolarisation to increase high-street choice

201213

Retail Distribution Review recategorises bdquoretail investment advisers‟

Independent Tied

Independent Tied Multi-Tied

Independent Restricted

must offer a fee option to be called independent ndash otherwise called lsquowhole of marketrsquo

Whatrsquos in it for them

Retail Distribution Review ndash your 10-second guide

bull Launched by the Financial Services Authority in 2006

bull Aims to improve and modernise how investments are distributed to retail

consumers in the UK

bull Three main goals

1 Improve the clarity with which advisory firms describe their services to

consumers

2 Address the potential for adviser remuneration to distort consumer outcomes

3 Increase the professional standards of investment advisers

bull Firms must be compliant from end of 2012

For source information see wwwfsagovukpagesAboutWhatRDR

Whatrsquos in it for them

0

1000

2000

3000

4000

Jun- 05 Jun- 06 Jun- 07 Jun- 08 Jun- 09 Jun- 10

Change is goodeventuallyldquoWhat does not destroy me makes me strong [Or What doesnt kill you makes you stronger]rdquo -

Friedrich Nietzsche

Independent Financial Advisers understand the headwinds facing the legal

profession

June 2006

Launch of the Retail

Distribution Review

November 2007

Implementation of the EU‟s

Market in Financial

Instruments Directive (MiFID)December 2008

All retail financial services firms

required to demonstrate Treating

Customers Fairly principles

January 2013

Investment firms must be

fully compliant with

RDR policyDecember 2005

FSA proposes principle-

based regulation

April 2009

EC announces plans

to improve investor

protection for packaged

retail investment

products (PRIPs)

December 2013

Minimum capital

adequacy requirement

for personal investment

firms raised to pound20000

The graph above shows non-accurate 5 year FTSE 100 performance with accurately dated regulation changes This graph is purely for

information only and no indication regarding FTSE 100 or investment past present or future performance should be taken from this This

is purely for time-line purposes to indicate regulatory changes

Whatrsquos in it for them

What will it require to be an Independent Financial Adviser post-RDR (Retail

Distribution Review)

bull From January 2013 an bdquoIndependent Financial Adviser‟ must

ndash hold qualifications at a minimum level of QCF Level 4

ndash conduct a fair and comprehensive analysis of the relevant market

when making product recommendations

ndash have sufficient knowledge of all types of bdquoretail investment product‟ that could

give a suitable outcome for a client

ndash select products in line with the bdquoclient‟s best interests‟ rule (COB 211)

ndash NOT accept commission from product providers

ndash operate a product-neutral pricing structure

ndash establish customer agreed remuneration

bull Basi amp Basi Financial Planning Ltd is set to be in place long after 2013

Qualifications and Credit Framework

Whatrsquos in it for them

Maintaining your client relationship Harnessing the full client lifecycleThe graph below shows an example of life cycle of an individual in the UK and the potential opportunities for Independent Financial Advisors

and Solicitors As you can see throughout the life cycle there is continuous overlap between the services we the Independent Financial Advisor

and you the Solicitor can provide to a client at differing life stages and events

Independent Financial AdviserBasi amp Basi Financial Planning activities shown in white solicitorYour activities shown in orange

Clie

nt a

sse

t va

lue

Client age20 30 40 50 60 70 80

Buy first

houseGet

married

Have

family

Move

house

Change

jobs

Receive

inheritance

RETIRE

Family

cover

School fees

planning

Mortgage

repayment advice

Conveyancing

Annual Individual

Savings Account

purchase

Inheritance Tax amp

estate

planning

Review trusts

Spousal

tax-planning

Write Wills

Lump sum

investment

Pension

maximisationcons

olidation

Annual

portfolio

review

Pension

de-riskingIncome

drawdown

Arrange SIPP Annuity purchaseRegular

savings

pension

Set up children‟s

investments amp Child

Trust Funds

Review Wills

Set up trusts

Refinance

Conveyancing

Probate

Review Wills

Review trusts

Long-term care

Equity release

Annual Individual

Savings Account

purchase

Annual Individual

Savings Account

purchase

Annual Individual

Savings Account

purchase

Annual Individual

Savings Account

purchase

Annual Individual

Savings Account

purchase

Annual

portfolio

review

Annual

portfolio

review

Annual

portfolio

review

Annual

portfolio

review

Annual

portfolio

review

Annual

portfolio

review

Whatrsquos in it for them

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

1 Trust amp estate planning

Will writing

Trust creation

amp administration

Probate

Estate disputes

Portfolio construction

Balancing interests

Inheritance

tax planning

Ethical investing

(eg for charities)Remember

The Trustee Act 2000

obliges trustees to review

any investments made

with trust money on a

regular basis and to

obtain proper investment

advice

bull NB Where acting as trustees solicitors should not refer trust work to

businesses in which they have an interest

Independent

Financial

Advisers

Solicitor

Whatrsquos in it for them

2 Medium to High-net worth clients

Trusts amp asset

protection

Estate management

Pre-nuptial agreements

Corporate asset

structuring

Wealth management

Alternative investing

School fees planning

Tax-efficient planning

Pension planning

Insurance

Independent

Financial

Advisers

Solicitor

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

Whatrsquos in it for them

3 Elder care planning

Power of Attorney

Trusts

Will-writing

Equity release guidance

Long-term care insurance

Equity release

product selection

Impaired annuities

Income solutions Remember

Only financial advisers

that hold the CF8 Long-

term Care Insurance

qualification can advise on

long-term care productsIndependent

Financial

Advisers

Solicitor

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

Whatrsquos in it for them

4 Personal injury and divorce settlements

Litigation

Claims settlement

Award assessment

Trust creation amp

administration

Lifetime income planning

Tax planning

Family financial planning

Pension planning

Insurance

Independent

Financial

Advisers

Solicitor

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

Whatrsquos in it for them

5 Corporate amp employer services

Employment law

Corporate structure

Clientsupplier contracts

Intellectual property

Sellinginsolvency

Employer amp group

pensions

Employee benefits amp

share schemes

Workplacedirector

financial planning

Insurance

Remember

From 2012 employers will

be required to enrol all

eligible employees into a

qualifying workplace-based

pension schemeIndependent

Financial

Advisers

Solicitor

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

Whatrsquos in it for them

Using knowledge of our clients to build and enhance our businesses

bull Supports firms aims to both meet regulatory compliance requirements and build better businesses

bull Requires client information to be shared across the business and not kept to one adviserpartner

bull Technology essential to ensure data is up-to-date and easy to interrogate

1 Client

Fact Find

Deep-dive knowledge of

every client

2 Sales Management

Information

A real-time picture of a

business

3 Client

segmentation

Build a business around

genuine client needs

Client Fact Find

0

10

20

30

40

50

60

70

80

Pensions ISAs Bonds Cash Funds Other

Whatrsquos in it for them

1 The Client Fact Find ndash a powerstore of information

Independent Financial Advisers are required to take reasonable steps to ensure that a recommendation is

suitable for a client Before making recommendations or managing investments an advisory firm must

demonstrate that they ldquoknow their clientrdquo by obtaining and documenting the necessary information regarding

bull Clientrsquos financial situation ndash including

- source and extent of regular income

- regular financial commitments

- assets including liquid assets investments and property

bull Clientrsquos investment objectives ndash including

- length of time for investment

- preferences for risk-taking

- risk profile

- purpose of the investment

bull Clientrsquos relevant knowledge and experience ndash including

- familiarity with relevant services transactions and investments

- nature volume and frequency of transactions

- level of education and profession

Taken from FSA Conduct of Business Sourcebook Section 92

Client Fact Find

Whatrsquos in it for them

1 The Client Fact Find - maximising the advice opportunity

Client Fact Find

Client assets

Are these all properly

balanced with a

cohesive strategy

Dependants and spouses

Are all personal and

investment allowances

maximised across the whole

family

Pension arrangements

Are all these optimised in

terms of

performance charging

structure and ease of

management

Risk profile

Is the current portfolio

aligned with the client‟s

stated risk profile and

preferences

Time horizons

Are investment strategies

appropriate to the time left

available for investment

(ongoing review)

Turning a regulatory requirement into a commercial and client advantage

Financial commitments

Are assets and liabilities

being offset as efficiently as

possible

Whatrsquos in it for them

1 The Client Fact Find ndash using it to target solicitor issues

Client Fact Find

Estates

Are there any assets to be

passed onto a dependant family

member How are these

currently protected

Wills

Have wills been written

by the individual and their

partner and are these up-to-

date (eg post-divorce or

birth)

With client approval Independent Financial Advisers can share fact finds with solicitors thereby

providing them with regular and comprehensive client information

Elder care

Does the individual have any

obligation to any older relatives ndash

how are their future needs

managed

Transactions

Does the individual face any

imminent property business

or commercial transactions

Whatrsquos in it for them

2 Management Information (MI)

bull Level of client activity ndash including most recent transactions

bull Client activity by adviserofficewhole business

bull Clients with unused ISA and pension allowances

bull Investment asset allocation by clientadviserwhole business

bull Assets held per provider providerinvestment groupproduct

bull Gross and net asset inflowsoutflows

bull Monthlyquarterlyannual revenues by clientadviseroffice

bull Client bank by ageAUAprofessional profile

bull Transfer activity fromto other advisersproviders

bull Length of client retention

Assets under advice

Assess individual

adviser performance

Leverage client data

across the whole

business

Be alerted to sudden

outflows of business

Identify potential

risks (eg high client

exposure to high

risk assets)

Independent Financial Advisers use software and investment-platform tools to maintain a real-time picture of

Track profitability by

client adviseroffice

0

10

20

30

40

50

60

70

80

Pensions ISAs Bonds Cash Funds Other

Whatrsquos in it for them

3 Client segmentation ndash aiming to improve profitability anticipate future

business direction and give clients what they need

Use the client fact find and

business Management

Information to segment amp

cross-segment clients by

Age

Asset levelprofitability

Transaction frequency

objectivekey concern

Financial behaviour

portfolio complexity

Professional profile

1 Anticipate future needs across the

whole client bank accurately and

position business accordingly

2 Increase retention potential of high-

qualityhigh-value clients and increase

referral of new ones

3 Deploy resources efficiently to each

area of financial planning and each

client type

4 Identify and build key areas of expertise

to build clear proposition culture and

brand

5 Ensure each client pays fairly for the

service they require (ie no cross-

subsidies)

Which in turn allows us to

Anticipate client needs

by life stage

Identify current and future

high net worth clients

Differentiate advice services

marketing

communications

by individual client needs

This enables us to

Whatrsquos in it for them

Segmentation in action

For example client profiling may tell us

that

30 of our clients are professionals in their

30s-50s with fast-accumulating portfolios

10 of our clients are annual ISA buyers

with few other assets with us

40 of our clients are over 60 with

portfolios of pound400000+

Our key client segments are

1 Young accumulators

- Provide tax-efficient growth focused

strategies

- Keep up to date with new investment

opportunities and ideas

- Focus on online servicing

- Address life-stage financial planning

2 High-net-worth retirees

- High touch relationship with focus on

regular face-to-face contact

- Focus on tax and estate-planning

- Income and risk-averse strategies

- Strong potential for client referral ndash

including from family members

3 Transactional investors

- Focus on efficient but low-cost servicing

- Email with investment ideas and stock

market commentary

- Invite for portfolio review and assess

consolidation potentialNB This information is for illustrative purposes only

Whatrsquos in it for them

Other potential joint activities

Client newsletters

bull Budget updates

bull End of tax year ISA and

pension reminders

bull Stock market reviews amp

model portfolios

bull Personalised portfolio

reports and valuations

Client amp prospect seminars

bull Planning for a secure

retirement

bull Managing a divorce

bull Funding old-age care

bull Passing on your estate

bull Asset protection (High Net

worth Individuals)

Workplace

advice

bull Getting the most from your

pension

bull Employee share schemes

bull Life-after-work planning

bull Wealth management for

directors

Whatrsquos in it for them

What‟s in it for you

Together our aim would be to

1 Reinforce long-term high-value high quality client relationships

2 Attract more clients within preferred market segment(s)

3 Improve levels of client referral

4 Increase levels of business from existing clients

5 Maximise efficiency and profitability

6 Build a holistic advice proposition

Transform threats to the legal sector into opportunities - The forthcoming changes are a

welcome reminder of the need to change in a positive manner

Call us on 01277 500053 or email us at advicebasiandbasicouk to discuss the points raised in this slide show further Thank you

Page 6: Solicitors - Why Refer?

Whatrsquos in it for them

We are Independent - what does it mean

1986

Financial Services Act polarises of financial advice

2005

Financial Services Authority allows depolarisation to increase high-street choice

201213

Retail Distribution Review recategorises bdquoretail investment advisers‟

Independent Tied

Independent Tied Multi-Tied

Independent Restricted

must offer a fee option to be called independent ndash otherwise called lsquowhole of marketrsquo

Whatrsquos in it for them

Retail Distribution Review ndash your 10-second guide

bull Launched by the Financial Services Authority in 2006

bull Aims to improve and modernise how investments are distributed to retail

consumers in the UK

bull Three main goals

1 Improve the clarity with which advisory firms describe their services to

consumers

2 Address the potential for adviser remuneration to distort consumer outcomes

3 Increase the professional standards of investment advisers

bull Firms must be compliant from end of 2012

For source information see wwwfsagovukpagesAboutWhatRDR

Whatrsquos in it for them

0

1000

2000

3000

4000

Jun- 05 Jun- 06 Jun- 07 Jun- 08 Jun- 09 Jun- 10

Change is goodeventuallyldquoWhat does not destroy me makes me strong [Or What doesnt kill you makes you stronger]rdquo -

Friedrich Nietzsche

Independent Financial Advisers understand the headwinds facing the legal

profession

June 2006

Launch of the Retail

Distribution Review

November 2007

Implementation of the EU‟s

Market in Financial

Instruments Directive (MiFID)December 2008

All retail financial services firms

required to demonstrate Treating

Customers Fairly principles

January 2013

Investment firms must be

fully compliant with

RDR policyDecember 2005

FSA proposes principle-

based regulation

April 2009

EC announces plans

to improve investor

protection for packaged

retail investment

products (PRIPs)

December 2013

Minimum capital

adequacy requirement

for personal investment

firms raised to pound20000

The graph above shows non-accurate 5 year FTSE 100 performance with accurately dated regulation changes This graph is purely for

information only and no indication regarding FTSE 100 or investment past present or future performance should be taken from this This

is purely for time-line purposes to indicate regulatory changes

Whatrsquos in it for them

What will it require to be an Independent Financial Adviser post-RDR (Retail

Distribution Review)

bull From January 2013 an bdquoIndependent Financial Adviser‟ must

ndash hold qualifications at a minimum level of QCF Level 4

ndash conduct a fair and comprehensive analysis of the relevant market

when making product recommendations

ndash have sufficient knowledge of all types of bdquoretail investment product‟ that could

give a suitable outcome for a client

ndash select products in line with the bdquoclient‟s best interests‟ rule (COB 211)

ndash NOT accept commission from product providers

ndash operate a product-neutral pricing structure

ndash establish customer agreed remuneration

bull Basi amp Basi Financial Planning Ltd is set to be in place long after 2013

Qualifications and Credit Framework

Whatrsquos in it for them

Maintaining your client relationship Harnessing the full client lifecycleThe graph below shows an example of life cycle of an individual in the UK and the potential opportunities for Independent Financial Advisors

and Solicitors As you can see throughout the life cycle there is continuous overlap between the services we the Independent Financial Advisor

and you the Solicitor can provide to a client at differing life stages and events

Independent Financial AdviserBasi amp Basi Financial Planning activities shown in white solicitorYour activities shown in orange

Clie

nt a

sse

t va

lue

Client age20 30 40 50 60 70 80

Buy first

houseGet

married

Have

family

Move

house

Change

jobs

Receive

inheritance

RETIRE

Family

cover

School fees

planning

Mortgage

repayment advice

Conveyancing

Annual Individual

Savings Account

purchase

Inheritance Tax amp

estate

planning

Review trusts

Spousal

tax-planning

Write Wills

Lump sum

investment

Pension

maximisationcons

olidation

Annual

portfolio

review

Pension

de-riskingIncome

drawdown

Arrange SIPP Annuity purchaseRegular

savings

pension

Set up children‟s

investments amp Child

Trust Funds

Review Wills

Set up trusts

Refinance

Conveyancing

Probate

Review Wills

Review trusts

Long-term care

Equity release

Annual Individual

Savings Account

purchase

Annual Individual

Savings Account

purchase

Annual Individual

Savings Account

purchase

Annual Individual

Savings Account

purchase

Annual Individual

Savings Account

purchase

Annual

portfolio

review

Annual

portfolio

review

Annual

portfolio

review

Annual

portfolio

review

Annual

portfolio

review

Annual

portfolio

review

Whatrsquos in it for them

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

1 Trust amp estate planning

Will writing

Trust creation

amp administration

Probate

Estate disputes

Portfolio construction

Balancing interests

Inheritance

tax planning

Ethical investing

(eg for charities)Remember

The Trustee Act 2000

obliges trustees to review

any investments made

with trust money on a

regular basis and to

obtain proper investment

advice

bull NB Where acting as trustees solicitors should not refer trust work to

businesses in which they have an interest

Independent

Financial

Advisers

Solicitor

Whatrsquos in it for them

2 Medium to High-net worth clients

Trusts amp asset

protection

Estate management

Pre-nuptial agreements

Corporate asset

structuring

Wealth management

Alternative investing

School fees planning

Tax-efficient planning

Pension planning

Insurance

Independent

Financial

Advisers

Solicitor

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

Whatrsquos in it for them

3 Elder care planning

Power of Attorney

Trusts

Will-writing

Equity release guidance

Long-term care insurance

Equity release

product selection

Impaired annuities

Income solutions Remember

Only financial advisers

that hold the CF8 Long-

term Care Insurance

qualification can advise on

long-term care productsIndependent

Financial

Advisers

Solicitor

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

Whatrsquos in it for them

4 Personal injury and divorce settlements

Litigation

Claims settlement

Award assessment

Trust creation amp

administration

Lifetime income planning

Tax planning

Family financial planning

Pension planning

Insurance

Independent

Financial

Advisers

Solicitor

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

Whatrsquos in it for them

5 Corporate amp employer services

Employment law

Corporate structure

Clientsupplier contracts

Intellectual property

Sellinginsolvency

Employer amp group

pensions

Employee benefits amp

share schemes

Workplacedirector

financial planning

Insurance

Remember

From 2012 employers will

be required to enrol all

eligible employees into a

qualifying workplace-based

pension schemeIndependent

Financial

Advisers

Solicitor

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

Whatrsquos in it for them

Using knowledge of our clients to build and enhance our businesses

bull Supports firms aims to both meet regulatory compliance requirements and build better businesses

bull Requires client information to be shared across the business and not kept to one adviserpartner

bull Technology essential to ensure data is up-to-date and easy to interrogate

1 Client

Fact Find

Deep-dive knowledge of

every client

2 Sales Management

Information

A real-time picture of a

business

3 Client

segmentation

Build a business around

genuine client needs

Client Fact Find

0

10

20

30

40

50

60

70

80

Pensions ISAs Bonds Cash Funds Other

Whatrsquos in it for them

1 The Client Fact Find ndash a powerstore of information

Independent Financial Advisers are required to take reasonable steps to ensure that a recommendation is

suitable for a client Before making recommendations or managing investments an advisory firm must

demonstrate that they ldquoknow their clientrdquo by obtaining and documenting the necessary information regarding

bull Clientrsquos financial situation ndash including

- source and extent of regular income

- regular financial commitments

- assets including liquid assets investments and property

bull Clientrsquos investment objectives ndash including

- length of time for investment

- preferences for risk-taking

- risk profile

- purpose of the investment

bull Clientrsquos relevant knowledge and experience ndash including

- familiarity with relevant services transactions and investments

- nature volume and frequency of transactions

- level of education and profession

Taken from FSA Conduct of Business Sourcebook Section 92

Client Fact Find

Whatrsquos in it for them

1 The Client Fact Find - maximising the advice opportunity

Client Fact Find

Client assets

Are these all properly

balanced with a

cohesive strategy

Dependants and spouses

Are all personal and

investment allowances

maximised across the whole

family

Pension arrangements

Are all these optimised in

terms of

performance charging

structure and ease of

management

Risk profile

Is the current portfolio

aligned with the client‟s

stated risk profile and

preferences

Time horizons

Are investment strategies

appropriate to the time left

available for investment

(ongoing review)

Turning a regulatory requirement into a commercial and client advantage

Financial commitments

Are assets and liabilities

being offset as efficiently as

possible

Whatrsquos in it for them

1 The Client Fact Find ndash using it to target solicitor issues

Client Fact Find

Estates

Are there any assets to be

passed onto a dependant family

member How are these

currently protected

Wills

Have wills been written

by the individual and their

partner and are these up-to-

date (eg post-divorce or

birth)

With client approval Independent Financial Advisers can share fact finds with solicitors thereby

providing them with regular and comprehensive client information

Elder care

Does the individual have any

obligation to any older relatives ndash

how are their future needs

managed

Transactions

Does the individual face any

imminent property business

or commercial transactions

Whatrsquos in it for them

2 Management Information (MI)

bull Level of client activity ndash including most recent transactions

bull Client activity by adviserofficewhole business

bull Clients with unused ISA and pension allowances

bull Investment asset allocation by clientadviserwhole business

bull Assets held per provider providerinvestment groupproduct

bull Gross and net asset inflowsoutflows

bull Monthlyquarterlyannual revenues by clientadviseroffice

bull Client bank by ageAUAprofessional profile

bull Transfer activity fromto other advisersproviders

bull Length of client retention

Assets under advice

Assess individual

adviser performance

Leverage client data

across the whole

business

Be alerted to sudden

outflows of business

Identify potential

risks (eg high client

exposure to high

risk assets)

Independent Financial Advisers use software and investment-platform tools to maintain a real-time picture of

Track profitability by

client adviseroffice

0

10

20

30

40

50

60

70

80

Pensions ISAs Bonds Cash Funds Other

Whatrsquos in it for them

3 Client segmentation ndash aiming to improve profitability anticipate future

business direction and give clients what they need

Use the client fact find and

business Management

Information to segment amp

cross-segment clients by

Age

Asset levelprofitability

Transaction frequency

objectivekey concern

Financial behaviour

portfolio complexity

Professional profile

1 Anticipate future needs across the

whole client bank accurately and

position business accordingly

2 Increase retention potential of high-

qualityhigh-value clients and increase

referral of new ones

3 Deploy resources efficiently to each

area of financial planning and each

client type

4 Identify and build key areas of expertise

to build clear proposition culture and

brand

5 Ensure each client pays fairly for the

service they require (ie no cross-

subsidies)

Which in turn allows us to

Anticipate client needs

by life stage

Identify current and future

high net worth clients

Differentiate advice services

marketing

communications

by individual client needs

This enables us to

Whatrsquos in it for them

Segmentation in action

For example client profiling may tell us

that

30 of our clients are professionals in their

30s-50s with fast-accumulating portfolios

10 of our clients are annual ISA buyers

with few other assets with us

40 of our clients are over 60 with

portfolios of pound400000+

Our key client segments are

1 Young accumulators

- Provide tax-efficient growth focused

strategies

- Keep up to date with new investment

opportunities and ideas

- Focus on online servicing

- Address life-stage financial planning

2 High-net-worth retirees

- High touch relationship with focus on

regular face-to-face contact

- Focus on tax and estate-planning

- Income and risk-averse strategies

- Strong potential for client referral ndash

including from family members

3 Transactional investors

- Focus on efficient but low-cost servicing

- Email with investment ideas and stock

market commentary

- Invite for portfolio review and assess

consolidation potentialNB This information is for illustrative purposes only

Whatrsquos in it for them

Other potential joint activities

Client newsletters

bull Budget updates

bull End of tax year ISA and

pension reminders

bull Stock market reviews amp

model portfolios

bull Personalised portfolio

reports and valuations

Client amp prospect seminars

bull Planning for a secure

retirement

bull Managing a divorce

bull Funding old-age care

bull Passing on your estate

bull Asset protection (High Net

worth Individuals)

Workplace

advice

bull Getting the most from your

pension

bull Employee share schemes

bull Life-after-work planning

bull Wealth management for

directors

Whatrsquos in it for them

What‟s in it for you

Together our aim would be to

1 Reinforce long-term high-value high quality client relationships

2 Attract more clients within preferred market segment(s)

3 Improve levels of client referral

4 Increase levels of business from existing clients

5 Maximise efficiency and profitability

6 Build a holistic advice proposition

Transform threats to the legal sector into opportunities - The forthcoming changes are a

welcome reminder of the need to change in a positive manner

Call us on 01277 500053 or email us at advicebasiandbasicouk to discuss the points raised in this slide show further Thank you

Page 7: Solicitors - Why Refer?

Whatrsquos in it for them

Retail Distribution Review ndash your 10-second guide

bull Launched by the Financial Services Authority in 2006

bull Aims to improve and modernise how investments are distributed to retail

consumers in the UK

bull Three main goals

1 Improve the clarity with which advisory firms describe their services to

consumers

2 Address the potential for adviser remuneration to distort consumer outcomes

3 Increase the professional standards of investment advisers

bull Firms must be compliant from end of 2012

For source information see wwwfsagovukpagesAboutWhatRDR

Whatrsquos in it for them

0

1000

2000

3000

4000

Jun- 05 Jun- 06 Jun- 07 Jun- 08 Jun- 09 Jun- 10

Change is goodeventuallyldquoWhat does not destroy me makes me strong [Or What doesnt kill you makes you stronger]rdquo -

Friedrich Nietzsche

Independent Financial Advisers understand the headwinds facing the legal

profession

June 2006

Launch of the Retail

Distribution Review

November 2007

Implementation of the EU‟s

Market in Financial

Instruments Directive (MiFID)December 2008

All retail financial services firms

required to demonstrate Treating

Customers Fairly principles

January 2013

Investment firms must be

fully compliant with

RDR policyDecember 2005

FSA proposes principle-

based regulation

April 2009

EC announces plans

to improve investor

protection for packaged

retail investment

products (PRIPs)

December 2013

Minimum capital

adequacy requirement

for personal investment

firms raised to pound20000

The graph above shows non-accurate 5 year FTSE 100 performance with accurately dated regulation changes This graph is purely for

information only and no indication regarding FTSE 100 or investment past present or future performance should be taken from this This

is purely for time-line purposes to indicate regulatory changes

Whatrsquos in it for them

What will it require to be an Independent Financial Adviser post-RDR (Retail

Distribution Review)

bull From January 2013 an bdquoIndependent Financial Adviser‟ must

ndash hold qualifications at a minimum level of QCF Level 4

ndash conduct a fair and comprehensive analysis of the relevant market

when making product recommendations

ndash have sufficient knowledge of all types of bdquoretail investment product‟ that could

give a suitable outcome for a client

ndash select products in line with the bdquoclient‟s best interests‟ rule (COB 211)

ndash NOT accept commission from product providers

ndash operate a product-neutral pricing structure

ndash establish customer agreed remuneration

bull Basi amp Basi Financial Planning Ltd is set to be in place long after 2013

Qualifications and Credit Framework

Whatrsquos in it for them

Maintaining your client relationship Harnessing the full client lifecycleThe graph below shows an example of life cycle of an individual in the UK and the potential opportunities for Independent Financial Advisors

and Solicitors As you can see throughout the life cycle there is continuous overlap between the services we the Independent Financial Advisor

and you the Solicitor can provide to a client at differing life stages and events

Independent Financial AdviserBasi amp Basi Financial Planning activities shown in white solicitorYour activities shown in orange

Clie

nt a

sse

t va

lue

Client age20 30 40 50 60 70 80

Buy first

houseGet

married

Have

family

Move

house

Change

jobs

Receive

inheritance

RETIRE

Family

cover

School fees

planning

Mortgage

repayment advice

Conveyancing

Annual Individual

Savings Account

purchase

Inheritance Tax amp

estate

planning

Review trusts

Spousal

tax-planning

Write Wills

Lump sum

investment

Pension

maximisationcons

olidation

Annual

portfolio

review

Pension

de-riskingIncome

drawdown

Arrange SIPP Annuity purchaseRegular

savings

pension

Set up children‟s

investments amp Child

Trust Funds

Review Wills

Set up trusts

Refinance

Conveyancing

Probate

Review Wills

Review trusts

Long-term care

Equity release

Annual Individual

Savings Account

purchase

Annual Individual

Savings Account

purchase

Annual Individual

Savings Account

purchase

Annual Individual

Savings Account

purchase

Annual Individual

Savings Account

purchase

Annual

portfolio

review

Annual

portfolio

review

Annual

portfolio

review

Annual

portfolio

review

Annual

portfolio

review

Annual

portfolio

review

Whatrsquos in it for them

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

1 Trust amp estate planning

Will writing

Trust creation

amp administration

Probate

Estate disputes

Portfolio construction

Balancing interests

Inheritance

tax planning

Ethical investing

(eg for charities)Remember

The Trustee Act 2000

obliges trustees to review

any investments made

with trust money on a

regular basis and to

obtain proper investment

advice

bull NB Where acting as trustees solicitors should not refer trust work to

businesses in which they have an interest

Independent

Financial

Advisers

Solicitor

Whatrsquos in it for them

2 Medium to High-net worth clients

Trusts amp asset

protection

Estate management

Pre-nuptial agreements

Corporate asset

structuring

Wealth management

Alternative investing

School fees planning

Tax-efficient planning

Pension planning

Insurance

Independent

Financial

Advisers

Solicitor

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

Whatrsquos in it for them

3 Elder care planning

Power of Attorney

Trusts

Will-writing

Equity release guidance

Long-term care insurance

Equity release

product selection

Impaired annuities

Income solutions Remember

Only financial advisers

that hold the CF8 Long-

term Care Insurance

qualification can advise on

long-term care productsIndependent

Financial

Advisers

Solicitor

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

Whatrsquos in it for them

4 Personal injury and divorce settlements

Litigation

Claims settlement

Award assessment

Trust creation amp

administration

Lifetime income planning

Tax planning

Family financial planning

Pension planning

Insurance

Independent

Financial

Advisers

Solicitor

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

Whatrsquos in it for them

5 Corporate amp employer services

Employment law

Corporate structure

Clientsupplier contracts

Intellectual property

Sellinginsolvency

Employer amp group

pensions

Employee benefits amp

share schemes

Workplacedirector

financial planning

Insurance

Remember

From 2012 employers will

be required to enrol all

eligible employees into a

qualifying workplace-based

pension schemeIndependent

Financial

Advisers

Solicitor

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

Whatrsquos in it for them

Using knowledge of our clients to build and enhance our businesses

bull Supports firms aims to both meet regulatory compliance requirements and build better businesses

bull Requires client information to be shared across the business and not kept to one adviserpartner

bull Technology essential to ensure data is up-to-date and easy to interrogate

1 Client

Fact Find

Deep-dive knowledge of

every client

2 Sales Management

Information

A real-time picture of a

business

3 Client

segmentation

Build a business around

genuine client needs

Client Fact Find

0

10

20

30

40

50

60

70

80

Pensions ISAs Bonds Cash Funds Other

Whatrsquos in it for them

1 The Client Fact Find ndash a powerstore of information

Independent Financial Advisers are required to take reasonable steps to ensure that a recommendation is

suitable for a client Before making recommendations or managing investments an advisory firm must

demonstrate that they ldquoknow their clientrdquo by obtaining and documenting the necessary information regarding

bull Clientrsquos financial situation ndash including

- source and extent of regular income

- regular financial commitments

- assets including liquid assets investments and property

bull Clientrsquos investment objectives ndash including

- length of time for investment

- preferences for risk-taking

- risk profile

- purpose of the investment

bull Clientrsquos relevant knowledge and experience ndash including

- familiarity with relevant services transactions and investments

- nature volume and frequency of transactions

- level of education and profession

Taken from FSA Conduct of Business Sourcebook Section 92

Client Fact Find

Whatrsquos in it for them

1 The Client Fact Find - maximising the advice opportunity

Client Fact Find

Client assets

Are these all properly

balanced with a

cohesive strategy

Dependants and spouses

Are all personal and

investment allowances

maximised across the whole

family

Pension arrangements

Are all these optimised in

terms of

performance charging

structure and ease of

management

Risk profile

Is the current portfolio

aligned with the client‟s

stated risk profile and

preferences

Time horizons

Are investment strategies

appropriate to the time left

available for investment

(ongoing review)

Turning a regulatory requirement into a commercial and client advantage

Financial commitments

Are assets and liabilities

being offset as efficiently as

possible

Whatrsquos in it for them

1 The Client Fact Find ndash using it to target solicitor issues

Client Fact Find

Estates

Are there any assets to be

passed onto a dependant family

member How are these

currently protected

Wills

Have wills been written

by the individual and their

partner and are these up-to-

date (eg post-divorce or

birth)

With client approval Independent Financial Advisers can share fact finds with solicitors thereby

providing them with regular and comprehensive client information

Elder care

Does the individual have any

obligation to any older relatives ndash

how are their future needs

managed

Transactions

Does the individual face any

imminent property business

or commercial transactions

Whatrsquos in it for them

2 Management Information (MI)

bull Level of client activity ndash including most recent transactions

bull Client activity by adviserofficewhole business

bull Clients with unused ISA and pension allowances

bull Investment asset allocation by clientadviserwhole business

bull Assets held per provider providerinvestment groupproduct

bull Gross and net asset inflowsoutflows

bull Monthlyquarterlyannual revenues by clientadviseroffice

bull Client bank by ageAUAprofessional profile

bull Transfer activity fromto other advisersproviders

bull Length of client retention

Assets under advice

Assess individual

adviser performance

Leverage client data

across the whole

business

Be alerted to sudden

outflows of business

Identify potential

risks (eg high client

exposure to high

risk assets)

Independent Financial Advisers use software and investment-platform tools to maintain a real-time picture of

Track profitability by

client adviseroffice

0

10

20

30

40

50

60

70

80

Pensions ISAs Bonds Cash Funds Other

Whatrsquos in it for them

3 Client segmentation ndash aiming to improve profitability anticipate future

business direction and give clients what they need

Use the client fact find and

business Management

Information to segment amp

cross-segment clients by

Age

Asset levelprofitability

Transaction frequency

objectivekey concern

Financial behaviour

portfolio complexity

Professional profile

1 Anticipate future needs across the

whole client bank accurately and

position business accordingly

2 Increase retention potential of high-

qualityhigh-value clients and increase

referral of new ones

3 Deploy resources efficiently to each

area of financial planning and each

client type

4 Identify and build key areas of expertise

to build clear proposition culture and

brand

5 Ensure each client pays fairly for the

service they require (ie no cross-

subsidies)

Which in turn allows us to

Anticipate client needs

by life stage

Identify current and future

high net worth clients

Differentiate advice services

marketing

communications

by individual client needs

This enables us to

Whatrsquos in it for them

Segmentation in action

For example client profiling may tell us

that

30 of our clients are professionals in their

30s-50s with fast-accumulating portfolios

10 of our clients are annual ISA buyers

with few other assets with us

40 of our clients are over 60 with

portfolios of pound400000+

Our key client segments are

1 Young accumulators

- Provide tax-efficient growth focused

strategies

- Keep up to date with new investment

opportunities and ideas

- Focus on online servicing

- Address life-stage financial planning

2 High-net-worth retirees

- High touch relationship with focus on

regular face-to-face contact

- Focus on tax and estate-planning

- Income and risk-averse strategies

- Strong potential for client referral ndash

including from family members

3 Transactional investors

- Focus on efficient but low-cost servicing

- Email with investment ideas and stock

market commentary

- Invite for portfolio review and assess

consolidation potentialNB This information is for illustrative purposes only

Whatrsquos in it for them

Other potential joint activities

Client newsletters

bull Budget updates

bull End of tax year ISA and

pension reminders

bull Stock market reviews amp

model portfolios

bull Personalised portfolio

reports and valuations

Client amp prospect seminars

bull Planning for a secure

retirement

bull Managing a divorce

bull Funding old-age care

bull Passing on your estate

bull Asset protection (High Net

worth Individuals)

Workplace

advice

bull Getting the most from your

pension

bull Employee share schemes

bull Life-after-work planning

bull Wealth management for

directors

Whatrsquos in it for them

What‟s in it for you

Together our aim would be to

1 Reinforce long-term high-value high quality client relationships

2 Attract more clients within preferred market segment(s)

3 Improve levels of client referral

4 Increase levels of business from existing clients

5 Maximise efficiency and profitability

6 Build a holistic advice proposition

Transform threats to the legal sector into opportunities - The forthcoming changes are a

welcome reminder of the need to change in a positive manner

Call us on 01277 500053 or email us at advicebasiandbasicouk to discuss the points raised in this slide show further Thank you

Page 8: Solicitors - Why Refer?

Whatrsquos in it for them

0

1000

2000

3000

4000

Jun- 05 Jun- 06 Jun- 07 Jun- 08 Jun- 09 Jun- 10

Change is goodeventuallyldquoWhat does not destroy me makes me strong [Or What doesnt kill you makes you stronger]rdquo -

Friedrich Nietzsche

Independent Financial Advisers understand the headwinds facing the legal

profession

June 2006

Launch of the Retail

Distribution Review

November 2007

Implementation of the EU‟s

Market in Financial

Instruments Directive (MiFID)December 2008

All retail financial services firms

required to demonstrate Treating

Customers Fairly principles

January 2013

Investment firms must be

fully compliant with

RDR policyDecember 2005

FSA proposes principle-

based regulation

April 2009

EC announces plans

to improve investor

protection for packaged

retail investment

products (PRIPs)

December 2013

Minimum capital

adequacy requirement

for personal investment

firms raised to pound20000

The graph above shows non-accurate 5 year FTSE 100 performance with accurately dated regulation changes This graph is purely for

information only and no indication regarding FTSE 100 or investment past present or future performance should be taken from this This

is purely for time-line purposes to indicate regulatory changes

Whatrsquos in it for them

What will it require to be an Independent Financial Adviser post-RDR (Retail

Distribution Review)

bull From January 2013 an bdquoIndependent Financial Adviser‟ must

ndash hold qualifications at a minimum level of QCF Level 4

ndash conduct a fair and comprehensive analysis of the relevant market

when making product recommendations

ndash have sufficient knowledge of all types of bdquoretail investment product‟ that could

give a suitable outcome for a client

ndash select products in line with the bdquoclient‟s best interests‟ rule (COB 211)

ndash NOT accept commission from product providers

ndash operate a product-neutral pricing structure

ndash establish customer agreed remuneration

bull Basi amp Basi Financial Planning Ltd is set to be in place long after 2013

Qualifications and Credit Framework

Whatrsquos in it for them

Maintaining your client relationship Harnessing the full client lifecycleThe graph below shows an example of life cycle of an individual in the UK and the potential opportunities for Independent Financial Advisors

and Solicitors As you can see throughout the life cycle there is continuous overlap between the services we the Independent Financial Advisor

and you the Solicitor can provide to a client at differing life stages and events

Independent Financial AdviserBasi amp Basi Financial Planning activities shown in white solicitorYour activities shown in orange

Clie

nt a

sse

t va

lue

Client age20 30 40 50 60 70 80

Buy first

houseGet

married

Have

family

Move

house

Change

jobs

Receive

inheritance

RETIRE

Family

cover

School fees

planning

Mortgage

repayment advice

Conveyancing

Annual Individual

Savings Account

purchase

Inheritance Tax amp

estate

planning

Review trusts

Spousal

tax-planning

Write Wills

Lump sum

investment

Pension

maximisationcons

olidation

Annual

portfolio

review

Pension

de-riskingIncome

drawdown

Arrange SIPP Annuity purchaseRegular

savings

pension

Set up children‟s

investments amp Child

Trust Funds

Review Wills

Set up trusts

Refinance

Conveyancing

Probate

Review Wills

Review trusts

Long-term care

Equity release

Annual Individual

Savings Account

purchase

Annual Individual

Savings Account

purchase

Annual Individual

Savings Account

purchase

Annual Individual

Savings Account

purchase

Annual Individual

Savings Account

purchase

Annual

portfolio

review

Annual

portfolio

review

Annual

portfolio

review

Annual

portfolio

review

Annual

portfolio

review

Annual

portfolio

review

Whatrsquos in it for them

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

1 Trust amp estate planning

Will writing

Trust creation

amp administration

Probate

Estate disputes

Portfolio construction

Balancing interests

Inheritance

tax planning

Ethical investing

(eg for charities)Remember

The Trustee Act 2000

obliges trustees to review

any investments made

with trust money on a

regular basis and to

obtain proper investment

advice

bull NB Where acting as trustees solicitors should not refer trust work to

businesses in which they have an interest

Independent

Financial

Advisers

Solicitor

Whatrsquos in it for them

2 Medium to High-net worth clients

Trusts amp asset

protection

Estate management

Pre-nuptial agreements

Corporate asset

structuring

Wealth management

Alternative investing

School fees planning

Tax-efficient planning

Pension planning

Insurance

Independent

Financial

Advisers

Solicitor

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

Whatrsquos in it for them

3 Elder care planning

Power of Attorney

Trusts

Will-writing

Equity release guidance

Long-term care insurance

Equity release

product selection

Impaired annuities

Income solutions Remember

Only financial advisers

that hold the CF8 Long-

term Care Insurance

qualification can advise on

long-term care productsIndependent

Financial

Advisers

Solicitor

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

Whatrsquos in it for them

4 Personal injury and divorce settlements

Litigation

Claims settlement

Award assessment

Trust creation amp

administration

Lifetime income planning

Tax planning

Family financial planning

Pension planning

Insurance

Independent

Financial

Advisers

Solicitor

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

Whatrsquos in it for them

5 Corporate amp employer services

Employment law

Corporate structure

Clientsupplier contracts

Intellectual property

Sellinginsolvency

Employer amp group

pensions

Employee benefits amp

share schemes

Workplacedirector

financial planning

Insurance

Remember

From 2012 employers will

be required to enrol all

eligible employees into a

qualifying workplace-based

pension schemeIndependent

Financial

Advisers

Solicitor

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

Whatrsquos in it for them

Using knowledge of our clients to build and enhance our businesses

bull Supports firms aims to both meet regulatory compliance requirements and build better businesses

bull Requires client information to be shared across the business and not kept to one adviserpartner

bull Technology essential to ensure data is up-to-date and easy to interrogate

1 Client

Fact Find

Deep-dive knowledge of

every client

2 Sales Management

Information

A real-time picture of a

business

3 Client

segmentation

Build a business around

genuine client needs

Client Fact Find

0

10

20

30

40

50

60

70

80

Pensions ISAs Bonds Cash Funds Other

Whatrsquos in it for them

1 The Client Fact Find ndash a powerstore of information

Independent Financial Advisers are required to take reasonable steps to ensure that a recommendation is

suitable for a client Before making recommendations or managing investments an advisory firm must

demonstrate that they ldquoknow their clientrdquo by obtaining and documenting the necessary information regarding

bull Clientrsquos financial situation ndash including

- source and extent of regular income

- regular financial commitments

- assets including liquid assets investments and property

bull Clientrsquos investment objectives ndash including

- length of time for investment

- preferences for risk-taking

- risk profile

- purpose of the investment

bull Clientrsquos relevant knowledge and experience ndash including

- familiarity with relevant services transactions and investments

- nature volume and frequency of transactions

- level of education and profession

Taken from FSA Conduct of Business Sourcebook Section 92

Client Fact Find

Whatrsquos in it for them

1 The Client Fact Find - maximising the advice opportunity

Client Fact Find

Client assets

Are these all properly

balanced with a

cohesive strategy

Dependants and spouses

Are all personal and

investment allowances

maximised across the whole

family

Pension arrangements

Are all these optimised in

terms of

performance charging

structure and ease of

management

Risk profile

Is the current portfolio

aligned with the client‟s

stated risk profile and

preferences

Time horizons

Are investment strategies

appropriate to the time left

available for investment

(ongoing review)

Turning a regulatory requirement into a commercial and client advantage

Financial commitments

Are assets and liabilities

being offset as efficiently as

possible

Whatrsquos in it for them

1 The Client Fact Find ndash using it to target solicitor issues

Client Fact Find

Estates

Are there any assets to be

passed onto a dependant family

member How are these

currently protected

Wills

Have wills been written

by the individual and their

partner and are these up-to-

date (eg post-divorce or

birth)

With client approval Independent Financial Advisers can share fact finds with solicitors thereby

providing them with regular and comprehensive client information

Elder care

Does the individual have any

obligation to any older relatives ndash

how are their future needs

managed

Transactions

Does the individual face any

imminent property business

or commercial transactions

Whatrsquos in it for them

2 Management Information (MI)

bull Level of client activity ndash including most recent transactions

bull Client activity by adviserofficewhole business

bull Clients with unused ISA and pension allowances

bull Investment asset allocation by clientadviserwhole business

bull Assets held per provider providerinvestment groupproduct

bull Gross and net asset inflowsoutflows

bull Monthlyquarterlyannual revenues by clientadviseroffice

bull Client bank by ageAUAprofessional profile

bull Transfer activity fromto other advisersproviders

bull Length of client retention

Assets under advice

Assess individual

adviser performance

Leverage client data

across the whole

business

Be alerted to sudden

outflows of business

Identify potential

risks (eg high client

exposure to high

risk assets)

Independent Financial Advisers use software and investment-platform tools to maintain a real-time picture of

Track profitability by

client adviseroffice

0

10

20

30

40

50

60

70

80

Pensions ISAs Bonds Cash Funds Other

Whatrsquos in it for them

3 Client segmentation ndash aiming to improve profitability anticipate future

business direction and give clients what they need

Use the client fact find and

business Management

Information to segment amp

cross-segment clients by

Age

Asset levelprofitability

Transaction frequency

objectivekey concern

Financial behaviour

portfolio complexity

Professional profile

1 Anticipate future needs across the

whole client bank accurately and

position business accordingly

2 Increase retention potential of high-

qualityhigh-value clients and increase

referral of new ones

3 Deploy resources efficiently to each

area of financial planning and each

client type

4 Identify and build key areas of expertise

to build clear proposition culture and

brand

5 Ensure each client pays fairly for the

service they require (ie no cross-

subsidies)

Which in turn allows us to

Anticipate client needs

by life stage

Identify current and future

high net worth clients

Differentiate advice services

marketing

communications

by individual client needs

This enables us to

Whatrsquos in it for them

Segmentation in action

For example client profiling may tell us

that

30 of our clients are professionals in their

30s-50s with fast-accumulating portfolios

10 of our clients are annual ISA buyers

with few other assets with us

40 of our clients are over 60 with

portfolios of pound400000+

Our key client segments are

1 Young accumulators

- Provide tax-efficient growth focused

strategies

- Keep up to date with new investment

opportunities and ideas

- Focus on online servicing

- Address life-stage financial planning

2 High-net-worth retirees

- High touch relationship with focus on

regular face-to-face contact

- Focus on tax and estate-planning

- Income and risk-averse strategies

- Strong potential for client referral ndash

including from family members

3 Transactional investors

- Focus on efficient but low-cost servicing

- Email with investment ideas and stock

market commentary

- Invite for portfolio review and assess

consolidation potentialNB This information is for illustrative purposes only

Whatrsquos in it for them

Other potential joint activities

Client newsletters

bull Budget updates

bull End of tax year ISA and

pension reminders

bull Stock market reviews amp

model portfolios

bull Personalised portfolio

reports and valuations

Client amp prospect seminars

bull Planning for a secure

retirement

bull Managing a divorce

bull Funding old-age care

bull Passing on your estate

bull Asset protection (High Net

worth Individuals)

Workplace

advice

bull Getting the most from your

pension

bull Employee share schemes

bull Life-after-work planning

bull Wealth management for

directors

Whatrsquos in it for them

What‟s in it for you

Together our aim would be to

1 Reinforce long-term high-value high quality client relationships

2 Attract more clients within preferred market segment(s)

3 Improve levels of client referral

4 Increase levels of business from existing clients

5 Maximise efficiency and profitability

6 Build a holistic advice proposition

Transform threats to the legal sector into opportunities - The forthcoming changes are a

welcome reminder of the need to change in a positive manner

Call us on 01277 500053 or email us at advicebasiandbasicouk to discuss the points raised in this slide show further Thank you

Page 9: Solicitors - Why Refer?

Whatrsquos in it for them

What will it require to be an Independent Financial Adviser post-RDR (Retail

Distribution Review)

bull From January 2013 an bdquoIndependent Financial Adviser‟ must

ndash hold qualifications at a minimum level of QCF Level 4

ndash conduct a fair and comprehensive analysis of the relevant market

when making product recommendations

ndash have sufficient knowledge of all types of bdquoretail investment product‟ that could

give a suitable outcome for a client

ndash select products in line with the bdquoclient‟s best interests‟ rule (COB 211)

ndash NOT accept commission from product providers

ndash operate a product-neutral pricing structure

ndash establish customer agreed remuneration

bull Basi amp Basi Financial Planning Ltd is set to be in place long after 2013

Qualifications and Credit Framework

Whatrsquos in it for them

Maintaining your client relationship Harnessing the full client lifecycleThe graph below shows an example of life cycle of an individual in the UK and the potential opportunities for Independent Financial Advisors

and Solicitors As you can see throughout the life cycle there is continuous overlap between the services we the Independent Financial Advisor

and you the Solicitor can provide to a client at differing life stages and events

Independent Financial AdviserBasi amp Basi Financial Planning activities shown in white solicitorYour activities shown in orange

Clie

nt a

sse

t va

lue

Client age20 30 40 50 60 70 80

Buy first

houseGet

married

Have

family

Move

house

Change

jobs

Receive

inheritance

RETIRE

Family

cover

School fees

planning

Mortgage

repayment advice

Conveyancing

Annual Individual

Savings Account

purchase

Inheritance Tax amp

estate

planning

Review trusts

Spousal

tax-planning

Write Wills

Lump sum

investment

Pension

maximisationcons

olidation

Annual

portfolio

review

Pension

de-riskingIncome

drawdown

Arrange SIPP Annuity purchaseRegular

savings

pension

Set up children‟s

investments amp Child

Trust Funds

Review Wills

Set up trusts

Refinance

Conveyancing

Probate

Review Wills

Review trusts

Long-term care

Equity release

Annual Individual

Savings Account

purchase

Annual Individual

Savings Account

purchase

Annual Individual

Savings Account

purchase

Annual Individual

Savings Account

purchase

Annual Individual

Savings Account

purchase

Annual

portfolio

review

Annual

portfolio

review

Annual

portfolio

review

Annual

portfolio

review

Annual

portfolio

review

Annual

portfolio

review

Whatrsquos in it for them

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

1 Trust amp estate planning

Will writing

Trust creation

amp administration

Probate

Estate disputes

Portfolio construction

Balancing interests

Inheritance

tax planning

Ethical investing

(eg for charities)Remember

The Trustee Act 2000

obliges trustees to review

any investments made

with trust money on a

regular basis and to

obtain proper investment

advice

bull NB Where acting as trustees solicitors should not refer trust work to

businesses in which they have an interest

Independent

Financial

Advisers

Solicitor

Whatrsquos in it for them

2 Medium to High-net worth clients

Trusts amp asset

protection

Estate management

Pre-nuptial agreements

Corporate asset

structuring

Wealth management

Alternative investing

School fees planning

Tax-efficient planning

Pension planning

Insurance

Independent

Financial

Advisers

Solicitor

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

Whatrsquos in it for them

3 Elder care planning

Power of Attorney

Trusts

Will-writing

Equity release guidance

Long-term care insurance

Equity release

product selection

Impaired annuities

Income solutions Remember

Only financial advisers

that hold the CF8 Long-

term Care Insurance

qualification can advise on

long-term care productsIndependent

Financial

Advisers

Solicitor

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

Whatrsquos in it for them

4 Personal injury and divorce settlements

Litigation

Claims settlement

Award assessment

Trust creation amp

administration

Lifetime income planning

Tax planning

Family financial planning

Pension planning

Insurance

Independent

Financial

Advisers

Solicitor

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

Whatrsquos in it for them

5 Corporate amp employer services

Employment law

Corporate structure

Clientsupplier contracts

Intellectual property

Sellinginsolvency

Employer amp group

pensions

Employee benefits amp

share schemes

Workplacedirector

financial planning

Insurance

Remember

From 2012 employers will

be required to enrol all

eligible employees into a

qualifying workplace-based

pension schemeIndependent

Financial

Advisers

Solicitor

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

Whatrsquos in it for them

Using knowledge of our clients to build and enhance our businesses

bull Supports firms aims to both meet regulatory compliance requirements and build better businesses

bull Requires client information to be shared across the business and not kept to one adviserpartner

bull Technology essential to ensure data is up-to-date and easy to interrogate

1 Client

Fact Find

Deep-dive knowledge of

every client

2 Sales Management

Information

A real-time picture of a

business

3 Client

segmentation

Build a business around

genuine client needs

Client Fact Find

0

10

20

30

40

50

60

70

80

Pensions ISAs Bonds Cash Funds Other

Whatrsquos in it for them

1 The Client Fact Find ndash a powerstore of information

Independent Financial Advisers are required to take reasonable steps to ensure that a recommendation is

suitable for a client Before making recommendations or managing investments an advisory firm must

demonstrate that they ldquoknow their clientrdquo by obtaining and documenting the necessary information regarding

bull Clientrsquos financial situation ndash including

- source and extent of regular income

- regular financial commitments

- assets including liquid assets investments and property

bull Clientrsquos investment objectives ndash including

- length of time for investment

- preferences for risk-taking

- risk profile

- purpose of the investment

bull Clientrsquos relevant knowledge and experience ndash including

- familiarity with relevant services transactions and investments

- nature volume and frequency of transactions

- level of education and profession

Taken from FSA Conduct of Business Sourcebook Section 92

Client Fact Find

Whatrsquos in it for them

1 The Client Fact Find - maximising the advice opportunity

Client Fact Find

Client assets

Are these all properly

balanced with a

cohesive strategy

Dependants and spouses

Are all personal and

investment allowances

maximised across the whole

family

Pension arrangements

Are all these optimised in

terms of

performance charging

structure and ease of

management

Risk profile

Is the current portfolio

aligned with the client‟s

stated risk profile and

preferences

Time horizons

Are investment strategies

appropriate to the time left

available for investment

(ongoing review)

Turning a regulatory requirement into a commercial and client advantage

Financial commitments

Are assets and liabilities

being offset as efficiently as

possible

Whatrsquos in it for them

1 The Client Fact Find ndash using it to target solicitor issues

Client Fact Find

Estates

Are there any assets to be

passed onto a dependant family

member How are these

currently protected

Wills

Have wills been written

by the individual and their

partner and are these up-to-

date (eg post-divorce or

birth)

With client approval Independent Financial Advisers can share fact finds with solicitors thereby

providing them with regular and comprehensive client information

Elder care

Does the individual have any

obligation to any older relatives ndash

how are their future needs

managed

Transactions

Does the individual face any

imminent property business

or commercial transactions

Whatrsquos in it for them

2 Management Information (MI)

bull Level of client activity ndash including most recent transactions

bull Client activity by adviserofficewhole business

bull Clients with unused ISA and pension allowances

bull Investment asset allocation by clientadviserwhole business

bull Assets held per provider providerinvestment groupproduct

bull Gross and net asset inflowsoutflows

bull Monthlyquarterlyannual revenues by clientadviseroffice

bull Client bank by ageAUAprofessional profile

bull Transfer activity fromto other advisersproviders

bull Length of client retention

Assets under advice

Assess individual

adviser performance

Leverage client data

across the whole

business

Be alerted to sudden

outflows of business

Identify potential

risks (eg high client

exposure to high

risk assets)

Independent Financial Advisers use software and investment-platform tools to maintain a real-time picture of

Track profitability by

client adviseroffice

0

10

20

30

40

50

60

70

80

Pensions ISAs Bonds Cash Funds Other

Whatrsquos in it for them

3 Client segmentation ndash aiming to improve profitability anticipate future

business direction and give clients what they need

Use the client fact find and

business Management

Information to segment amp

cross-segment clients by

Age

Asset levelprofitability

Transaction frequency

objectivekey concern

Financial behaviour

portfolio complexity

Professional profile

1 Anticipate future needs across the

whole client bank accurately and

position business accordingly

2 Increase retention potential of high-

qualityhigh-value clients and increase

referral of new ones

3 Deploy resources efficiently to each

area of financial planning and each

client type

4 Identify and build key areas of expertise

to build clear proposition culture and

brand

5 Ensure each client pays fairly for the

service they require (ie no cross-

subsidies)

Which in turn allows us to

Anticipate client needs

by life stage

Identify current and future

high net worth clients

Differentiate advice services

marketing

communications

by individual client needs

This enables us to

Whatrsquos in it for them

Segmentation in action

For example client profiling may tell us

that

30 of our clients are professionals in their

30s-50s with fast-accumulating portfolios

10 of our clients are annual ISA buyers

with few other assets with us

40 of our clients are over 60 with

portfolios of pound400000+

Our key client segments are

1 Young accumulators

- Provide tax-efficient growth focused

strategies

- Keep up to date with new investment

opportunities and ideas

- Focus on online servicing

- Address life-stage financial planning

2 High-net-worth retirees

- High touch relationship with focus on

regular face-to-face contact

- Focus on tax and estate-planning

- Income and risk-averse strategies

- Strong potential for client referral ndash

including from family members

3 Transactional investors

- Focus on efficient but low-cost servicing

- Email with investment ideas and stock

market commentary

- Invite for portfolio review and assess

consolidation potentialNB This information is for illustrative purposes only

Whatrsquos in it for them

Other potential joint activities

Client newsletters

bull Budget updates

bull End of tax year ISA and

pension reminders

bull Stock market reviews amp

model portfolios

bull Personalised portfolio

reports and valuations

Client amp prospect seminars

bull Planning for a secure

retirement

bull Managing a divorce

bull Funding old-age care

bull Passing on your estate

bull Asset protection (High Net

worth Individuals)

Workplace

advice

bull Getting the most from your

pension

bull Employee share schemes

bull Life-after-work planning

bull Wealth management for

directors

Whatrsquos in it for them

What‟s in it for you

Together our aim would be to

1 Reinforce long-term high-value high quality client relationships

2 Attract more clients within preferred market segment(s)

3 Improve levels of client referral

4 Increase levels of business from existing clients

5 Maximise efficiency and profitability

6 Build a holistic advice proposition

Transform threats to the legal sector into opportunities - The forthcoming changes are a

welcome reminder of the need to change in a positive manner

Call us on 01277 500053 or email us at advicebasiandbasicouk to discuss the points raised in this slide show further Thank you

Page 10: Solicitors - Why Refer?

Whatrsquos in it for them

Maintaining your client relationship Harnessing the full client lifecycleThe graph below shows an example of life cycle of an individual in the UK and the potential opportunities for Independent Financial Advisors

and Solicitors As you can see throughout the life cycle there is continuous overlap between the services we the Independent Financial Advisor

and you the Solicitor can provide to a client at differing life stages and events

Independent Financial AdviserBasi amp Basi Financial Planning activities shown in white solicitorYour activities shown in orange

Clie

nt a

sse

t va

lue

Client age20 30 40 50 60 70 80

Buy first

houseGet

married

Have

family

Move

house

Change

jobs

Receive

inheritance

RETIRE

Family

cover

School fees

planning

Mortgage

repayment advice

Conveyancing

Annual Individual

Savings Account

purchase

Inheritance Tax amp

estate

planning

Review trusts

Spousal

tax-planning

Write Wills

Lump sum

investment

Pension

maximisationcons

olidation

Annual

portfolio

review

Pension

de-riskingIncome

drawdown

Arrange SIPP Annuity purchaseRegular

savings

pension

Set up children‟s

investments amp Child

Trust Funds

Review Wills

Set up trusts

Refinance

Conveyancing

Probate

Review Wills

Review trusts

Long-term care

Equity release

Annual Individual

Savings Account

purchase

Annual Individual

Savings Account

purchase

Annual Individual

Savings Account

purchase

Annual Individual

Savings Account

purchase

Annual Individual

Savings Account

purchase

Annual

portfolio

review

Annual

portfolio

review

Annual

portfolio

review

Annual

portfolio

review

Annual

portfolio

review

Annual

portfolio

review

Whatrsquos in it for them

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

1 Trust amp estate planning

Will writing

Trust creation

amp administration

Probate

Estate disputes

Portfolio construction

Balancing interests

Inheritance

tax planning

Ethical investing

(eg for charities)Remember

The Trustee Act 2000

obliges trustees to review

any investments made

with trust money on a

regular basis and to

obtain proper investment

advice

bull NB Where acting as trustees solicitors should not refer trust work to

businesses in which they have an interest

Independent

Financial

Advisers

Solicitor

Whatrsquos in it for them

2 Medium to High-net worth clients

Trusts amp asset

protection

Estate management

Pre-nuptial agreements

Corporate asset

structuring

Wealth management

Alternative investing

School fees planning

Tax-efficient planning

Pension planning

Insurance

Independent

Financial

Advisers

Solicitor

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

Whatrsquos in it for them

3 Elder care planning

Power of Attorney

Trusts

Will-writing

Equity release guidance

Long-term care insurance

Equity release

product selection

Impaired annuities

Income solutions Remember

Only financial advisers

that hold the CF8 Long-

term Care Insurance

qualification can advise on

long-term care productsIndependent

Financial

Advisers

Solicitor

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

Whatrsquos in it for them

4 Personal injury and divorce settlements

Litigation

Claims settlement

Award assessment

Trust creation amp

administration

Lifetime income planning

Tax planning

Family financial planning

Pension planning

Insurance

Independent

Financial

Advisers

Solicitor

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

Whatrsquos in it for them

5 Corporate amp employer services

Employment law

Corporate structure

Clientsupplier contracts

Intellectual property

Sellinginsolvency

Employer amp group

pensions

Employee benefits amp

share schemes

Workplacedirector

financial planning

Insurance

Remember

From 2012 employers will

be required to enrol all

eligible employees into a

qualifying workplace-based

pension schemeIndependent

Financial

Advisers

Solicitor

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

Whatrsquos in it for them

Using knowledge of our clients to build and enhance our businesses

bull Supports firms aims to both meet regulatory compliance requirements and build better businesses

bull Requires client information to be shared across the business and not kept to one adviserpartner

bull Technology essential to ensure data is up-to-date and easy to interrogate

1 Client

Fact Find

Deep-dive knowledge of

every client

2 Sales Management

Information

A real-time picture of a

business

3 Client

segmentation

Build a business around

genuine client needs

Client Fact Find

0

10

20

30

40

50

60

70

80

Pensions ISAs Bonds Cash Funds Other

Whatrsquos in it for them

1 The Client Fact Find ndash a powerstore of information

Independent Financial Advisers are required to take reasonable steps to ensure that a recommendation is

suitable for a client Before making recommendations or managing investments an advisory firm must

demonstrate that they ldquoknow their clientrdquo by obtaining and documenting the necessary information regarding

bull Clientrsquos financial situation ndash including

- source and extent of regular income

- regular financial commitments

- assets including liquid assets investments and property

bull Clientrsquos investment objectives ndash including

- length of time for investment

- preferences for risk-taking

- risk profile

- purpose of the investment

bull Clientrsquos relevant knowledge and experience ndash including

- familiarity with relevant services transactions and investments

- nature volume and frequency of transactions

- level of education and profession

Taken from FSA Conduct of Business Sourcebook Section 92

Client Fact Find

Whatrsquos in it for them

1 The Client Fact Find - maximising the advice opportunity

Client Fact Find

Client assets

Are these all properly

balanced with a

cohesive strategy

Dependants and spouses

Are all personal and

investment allowances

maximised across the whole

family

Pension arrangements

Are all these optimised in

terms of

performance charging

structure and ease of

management

Risk profile

Is the current portfolio

aligned with the client‟s

stated risk profile and

preferences

Time horizons

Are investment strategies

appropriate to the time left

available for investment

(ongoing review)

Turning a regulatory requirement into a commercial and client advantage

Financial commitments

Are assets and liabilities

being offset as efficiently as

possible

Whatrsquos in it for them

1 The Client Fact Find ndash using it to target solicitor issues

Client Fact Find

Estates

Are there any assets to be

passed onto a dependant family

member How are these

currently protected

Wills

Have wills been written

by the individual and their

partner and are these up-to-

date (eg post-divorce or

birth)

With client approval Independent Financial Advisers can share fact finds with solicitors thereby

providing them with regular and comprehensive client information

Elder care

Does the individual have any

obligation to any older relatives ndash

how are their future needs

managed

Transactions

Does the individual face any

imminent property business

or commercial transactions

Whatrsquos in it for them

2 Management Information (MI)

bull Level of client activity ndash including most recent transactions

bull Client activity by adviserofficewhole business

bull Clients with unused ISA and pension allowances

bull Investment asset allocation by clientadviserwhole business

bull Assets held per provider providerinvestment groupproduct

bull Gross and net asset inflowsoutflows

bull Monthlyquarterlyannual revenues by clientadviseroffice

bull Client bank by ageAUAprofessional profile

bull Transfer activity fromto other advisersproviders

bull Length of client retention

Assets under advice

Assess individual

adviser performance

Leverage client data

across the whole

business

Be alerted to sudden

outflows of business

Identify potential

risks (eg high client

exposure to high

risk assets)

Independent Financial Advisers use software and investment-platform tools to maintain a real-time picture of

Track profitability by

client adviseroffice

0

10

20

30

40

50

60

70

80

Pensions ISAs Bonds Cash Funds Other

Whatrsquos in it for them

3 Client segmentation ndash aiming to improve profitability anticipate future

business direction and give clients what they need

Use the client fact find and

business Management

Information to segment amp

cross-segment clients by

Age

Asset levelprofitability

Transaction frequency

objectivekey concern

Financial behaviour

portfolio complexity

Professional profile

1 Anticipate future needs across the

whole client bank accurately and

position business accordingly

2 Increase retention potential of high-

qualityhigh-value clients and increase

referral of new ones

3 Deploy resources efficiently to each

area of financial planning and each

client type

4 Identify and build key areas of expertise

to build clear proposition culture and

brand

5 Ensure each client pays fairly for the

service they require (ie no cross-

subsidies)

Which in turn allows us to

Anticipate client needs

by life stage

Identify current and future

high net worth clients

Differentiate advice services

marketing

communications

by individual client needs

This enables us to

Whatrsquos in it for them

Segmentation in action

For example client profiling may tell us

that

30 of our clients are professionals in their

30s-50s with fast-accumulating portfolios

10 of our clients are annual ISA buyers

with few other assets with us

40 of our clients are over 60 with

portfolios of pound400000+

Our key client segments are

1 Young accumulators

- Provide tax-efficient growth focused

strategies

- Keep up to date with new investment

opportunities and ideas

- Focus on online servicing

- Address life-stage financial planning

2 High-net-worth retirees

- High touch relationship with focus on

regular face-to-face contact

- Focus on tax and estate-planning

- Income and risk-averse strategies

- Strong potential for client referral ndash

including from family members

3 Transactional investors

- Focus on efficient but low-cost servicing

- Email with investment ideas and stock

market commentary

- Invite for portfolio review and assess

consolidation potentialNB This information is for illustrative purposes only

Whatrsquos in it for them

Other potential joint activities

Client newsletters

bull Budget updates

bull End of tax year ISA and

pension reminders

bull Stock market reviews amp

model portfolios

bull Personalised portfolio

reports and valuations

Client amp prospect seminars

bull Planning for a secure

retirement

bull Managing a divorce

bull Funding old-age care

bull Passing on your estate

bull Asset protection (High Net

worth Individuals)

Workplace

advice

bull Getting the most from your

pension

bull Employee share schemes

bull Life-after-work planning

bull Wealth management for

directors

Whatrsquos in it for them

What‟s in it for you

Together our aim would be to

1 Reinforce long-term high-value high quality client relationships

2 Attract more clients within preferred market segment(s)

3 Improve levels of client referral

4 Increase levels of business from existing clients

5 Maximise efficiency and profitability

6 Build a holistic advice proposition

Transform threats to the legal sector into opportunities - The forthcoming changes are a

welcome reminder of the need to change in a positive manner

Call us on 01277 500053 or email us at advicebasiandbasicouk to discuss the points raised in this slide show further Thank you

Page 11: Solicitors - Why Refer?

Whatrsquos in it for them

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

1 Trust amp estate planning

Will writing

Trust creation

amp administration

Probate

Estate disputes

Portfolio construction

Balancing interests

Inheritance

tax planning

Ethical investing

(eg for charities)Remember

The Trustee Act 2000

obliges trustees to review

any investments made

with trust money on a

regular basis and to

obtain proper investment

advice

bull NB Where acting as trustees solicitors should not refer trust work to

businesses in which they have an interest

Independent

Financial

Advisers

Solicitor

Whatrsquos in it for them

2 Medium to High-net worth clients

Trusts amp asset

protection

Estate management

Pre-nuptial agreements

Corporate asset

structuring

Wealth management

Alternative investing

School fees planning

Tax-efficient planning

Pension planning

Insurance

Independent

Financial

Advisers

Solicitor

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

Whatrsquos in it for them

3 Elder care planning

Power of Attorney

Trusts

Will-writing

Equity release guidance

Long-term care insurance

Equity release

product selection

Impaired annuities

Income solutions Remember

Only financial advisers

that hold the CF8 Long-

term Care Insurance

qualification can advise on

long-term care productsIndependent

Financial

Advisers

Solicitor

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

Whatrsquos in it for them

4 Personal injury and divorce settlements

Litigation

Claims settlement

Award assessment

Trust creation amp

administration

Lifetime income planning

Tax planning

Family financial planning

Pension planning

Insurance

Independent

Financial

Advisers

Solicitor

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

Whatrsquos in it for them

5 Corporate amp employer services

Employment law

Corporate structure

Clientsupplier contracts

Intellectual property

Sellinginsolvency

Employer amp group

pensions

Employee benefits amp

share schemes

Workplacedirector

financial planning

Insurance

Remember

From 2012 employers will

be required to enrol all

eligible employees into a

qualifying workplace-based

pension schemeIndependent

Financial

Advisers

Solicitor

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

Whatrsquos in it for them

Using knowledge of our clients to build and enhance our businesses

bull Supports firms aims to both meet regulatory compliance requirements and build better businesses

bull Requires client information to be shared across the business and not kept to one adviserpartner

bull Technology essential to ensure data is up-to-date and easy to interrogate

1 Client

Fact Find

Deep-dive knowledge of

every client

2 Sales Management

Information

A real-time picture of a

business

3 Client

segmentation

Build a business around

genuine client needs

Client Fact Find

0

10

20

30

40

50

60

70

80

Pensions ISAs Bonds Cash Funds Other

Whatrsquos in it for them

1 The Client Fact Find ndash a powerstore of information

Independent Financial Advisers are required to take reasonable steps to ensure that a recommendation is

suitable for a client Before making recommendations or managing investments an advisory firm must

demonstrate that they ldquoknow their clientrdquo by obtaining and documenting the necessary information regarding

bull Clientrsquos financial situation ndash including

- source and extent of regular income

- regular financial commitments

- assets including liquid assets investments and property

bull Clientrsquos investment objectives ndash including

- length of time for investment

- preferences for risk-taking

- risk profile

- purpose of the investment

bull Clientrsquos relevant knowledge and experience ndash including

- familiarity with relevant services transactions and investments

- nature volume and frequency of transactions

- level of education and profession

Taken from FSA Conduct of Business Sourcebook Section 92

Client Fact Find

Whatrsquos in it for them

1 The Client Fact Find - maximising the advice opportunity

Client Fact Find

Client assets

Are these all properly

balanced with a

cohesive strategy

Dependants and spouses

Are all personal and

investment allowances

maximised across the whole

family

Pension arrangements

Are all these optimised in

terms of

performance charging

structure and ease of

management

Risk profile

Is the current portfolio

aligned with the client‟s

stated risk profile and

preferences

Time horizons

Are investment strategies

appropriate to the time left

available for investment

(ongoing review)

Turning a regulatory requirement into a commercial and client advantage

Financial commitments

Are assets and liabilities

being offset as efficiently as

possible

Whatrsquos in it for them

1 The Client Fact Find ndash using it to target solicitor issues

Client Fact Find

Estates

Are there any assets to be

passed onto a dependant family

member How are these

currently protected

Wills

Have wills been written

by the individual and their

partner and are these up-to-

date (eg post-divorce or

birth)

With client approval Independent Financial Advisers can share fact finds with solicitors thereby

providing them with regular and comprehensive client information

Elder care

Does the individual have any

obligation to any older relatives ndash

how are their future needs

managed

Transactions

Does the individual face any

imminent property business

or commercial transactions

Whatrsquos in it for them

2 Management Information (MI)

bull Level of client activity ndash including most recent transactions

bull Client activity by adviserofficewhole business

bull Clients with unused ISA and pension allowances

bull Investment asset allocation by clientadviserwhole business

bull Assets held per provider providerinvestment groupproduct

bull Gross and net asset inflowsoutflows

bull Monthlyquarterlyannual revenues by clientadviseroffice

bull Client bank by ageAUAprofessional profile

bull Transfer activity fromto other advisersproviders

bull Length of client retention

Assets under advice

Assess individual

adviser performance

Leverage client data

across the whole

business

Be alerted to sudden

outflows of business

Identify potential

risks (eg high client

exposure to high

risk assets)

Independent Financial Advisers use software and investment-platform tools to maintain a real-time picture of

Track profitability by

client adviseroffice

0

10

20

30

40

50

60

70

80

Pensions ISAs Bonds Cash Funds Other

Whatrsquos in it for them

3 Client segmentation ndash aiming to improve profitability anticipate future

business direction and give clients what they need

Use the client fact find and

business Management

Information to segment amp

cross-segment clients by

Age

Asset levelprofitability

Transaction frequency

objectivekey concern

Financial behaviour

portfolio complexity

Professional profile

1 Anticipate future needs across the

whole client bank accurately and

position business accordingly

2 Increase retention potential of high-

qualityhigh-value clients and increase

referral of new ones

3 Deploy resources efficiently to each

area of financial planning and each

client type

4 Identify and build key areas of expertise

to build clear proposition culture and

brand

5 Ensure each client pays fairly for the

service they require (ie no cross-

subsidies)

Which in turn allows us to

Anticipate client needs

by life stage

Identify current and future

high net worth clients

Differentiate advice services

marketing

communications

by individual client needs

This enables us to

Whatrsquos in it for them

Segmentation in action

For example client profiling may tell us

that

30 of our clients are professionals in their

30s-50s with fast-accumulating portfolios

10 of our clients are annual ISA buyers

with few other assets with us

40 of our clients are over 60 with

portfolios of pound400000+

Our key client segments are

1 Young accumulators

- Provide tax-efficient growth focused

strategies

- Keep up to date with new investment

opportunities and ideas

- Focus on online servicing

- Address life-stage financial planning

2 High-net-worth retirees

- High touch relationship with focus on

regular face-to-face contact

- Focus on tax and estate-planning

- Income and risk-averse strategies

- Strong potential for client referral ndash

including from family members

3 Transactional investors

- Focus on efficient but low-cost servicing

- Email with investment ideas and stock

market commentary

- Invite for portfolio review and assess

consolidation potentialNB This information is for illustrative purposes only

Whatrsquos in it for them

Other potential joint activities

Client newsletters

bull Budget updates

bull End of tax year ISA and

pension reminders

bull Stock market reviews amp

model portfolios

bull Personalised portfolio

reports and valuations

Client amp prospect seminars

bull Planning for a secure

retirement

bull Managing a divorce

bull Funding old-age care

bull Passing on your estate

bull Asset protection (High Net

worth Individuals)

Workplace

advice

bull Getting the most from your

pension

bull Employee share schemes

bull Life-after-work planning

bull Wealth management for

directors

Whatrsquos in it for them

What‟s in it for you

Together our aim would be to

1 Reinforce long-term high-value high quality client relationships

2 Attract more clients within preferred market segment(s)

3 Improve levels of client referral

4 Increase levels of business from existing clients

5 Maximise efficiency and profitability

6 Build a holistic advice proposition

Transform threats to the legal sector into opportunities - The forthcoming changes are a

welcome reminder of the need to change in a positive manner

Call us on 01277 500053 or email us at advicebasiandbasicouk to discuss the points raised in this slide show further Thank you

Page 12: Solicitors - Why Refer?

Whatrsquos in it for them

2 Medium to High-net worth clients

Trusts amp asset

protection

Estate management

Pre-nuptial agreements

Corporate asset

structuring

Wealth management

Alternative investing

School fees planning

Tax-efficient planning

Pension planning

Insurance

Independent

Financial

Advisers

Solicitor

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

Whatrsquos in it for them

3 Elder care planning

Power of Attorney

Trusts

Will-writing

Equity release guidance

Long-term care insurance

Equity release

product selection

Impaired annuities

Income solutions Remember

Only financial advisers

that hold the CF8 Long-

term Care Insurance

qualification can advise on

long-term care productsIndependent

Financial

Advisers

Solicitor

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

Whatrsquos in it for them

4 Personal injury and divorce settlements

Litigation

Claims settlement

Award assessment

Trust creation amp

administration

Lifetime income planning

Tax planning

Family financial planning

Pension planning

Insurance

Independent

Financial

Advisers

Solicitor

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

Whatrsquos in it for them

5 Corporate amp employer services

Employment law

Corporate structure

Clientsupplier contracts

Intellectual property

Sellinginsolvency

Employer amp group

pensions

Employee benefits amp

share schemes

Workplacedirector

financial planning

Insurance

Remember

From 2012 employers will

be required to enrol all

eligible employees into a

qualifying workplace-based

pension schemeIndependent

Financial

Advisers

Solicitor

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

Whatrsquos in it for them

Using knowledge of our clients to build and enhance our businesses

bull Supports firms aims to both meet regulatory compliance requirements and build better businesses

bull Requires client information to be shared across the business and not kept to one adviserpartner

bull Technology essential to ensure data is up-to-date and easy to interrogate

1 Client

Fact Find

Deep-dive knowledge of

every client

2 Sales Management

Information

A real-time picture of a

business

3 Client

segmentation

Build a business around

genuine client needs

Client Fact Find

0

10

20

30

40

50

60

70

80

Pensions ISAs Bonds Cash Funds Other

Whatrsquos in it for them

1 The Client Fact Find ndash a powerstore of information

Independent Financial Advisers are required to take reasonable steps to ensure that a recommendation is

suitable for a client Before making recommendations or managing investments an advisory firm must

demonstrate that they ldquoknow their clientrdquo by obtaining and documenting the necessary information regarding

bull Clientrsquos financial situation ndash including

- source and extent of regular income

- regular financial commitments

- assets including liquid assets investments and property

bull Clientrsquos investment objectives ndash including

- length of time for investment

- preferences for risk-taking

- risk profile

- purpose of the investment

bull Clientrsquos relevant knowledge and experience ndash including

- familiarity with relevant services transactions and investments

- nature volume and frequency of transactions

- level of education and profession

Taken from FSA Conduct of Business Sourcebook Section 92

Client Fact Find

Whatrsquos in it for them

1 The Client Fact Find - maximising the advice opportunity

Client Fact Find

Client assets

Are these all properly

balanced with a

cohesive strategy

Dependants and spouses

Are all personal and

investment allowances

maximised across the whole

family

Pension arrangements

Are all these optimised in

terms of

performance charging

structure and ease of

management

Risk profile

Is the current portfolio

aligned with the client‟s

stated risk profile and

preferences

Time horizons

Are investment strategies

appropriate to the time left

available for investment

(ongoing review)

Turning a regulatory requirement into a commercial and client advantage

Financial commitments

Are assets and liabilities

being offset as efficiently as

possible

Whatrsquos in it for them

1 The Client Fact Find ndash using it to target solicitor issues

Client Fact Find

Estates

Are there any assets to be

passed onto a dependant family

member How are these

currently protected

Wills

Have wills been written

by the individual and their

partner and are these up-to-

date (eg post-divorce or

birth)

With client approval Independent Financial Advisers can share fact finds with solicitors thereby

providing them with regular and comprehensive client information

Elder care

Does the individual have any

obligation to any older relatives ndash

how are their future needs

managed

Transactions

Does the individual face any

imminent property business

or commercial transactions

Whatrsquos in it for them

2 Management Information (MI)

bull Level of client activity ndash including most recent transactions

bull Client activity by adviserofficewhole business

bull Clients with unused ISA and pension allowances

bull Investment asset allocation by clientadviserwhole business

bull Assets held per provider providerinvestment groupproduct

bull Gross and net asset inflowsoutflows

bull Monthlyquarterlyannual revenues by clientadviseroffice

bull Client bank by ageAUAprofessional profile

bull Transfer activity fromto other advisersproviders

bull Length of client retention

Assets under advice

Assess individual

adviser performance

Leverage client data

across the whole

business

Be alerted to sudden

outflows of business

Identify potential

risks (eg high client

exposure to high

risk assets)

Independent Financial Advisers use software and investment-platform tools to maintain a real-time picture of

Track profitability by

client adviseroffice

0

10

20

30

40

50

60

70

80

Pensions ISAs Bonds Cash Funds Other

Whatrsquos in it for them

3 Client segmentation ndash aiming to improve profitability anticipate future

business direction and give clients what they need

Use the client fact find and

business Management

Information to segment amp

cross-segment clients by

Age

Asset levelprofitability

Transaction frequency

objectivekey concern

Financial behaviour

portfolio complexity

Professional profile

1 Anticipate future needs across the

whole client bank accurately and

position business accordingly

2 Increase retention potential of high-

qualityhigh-value clients and increase

referral of new ones

3 Deploy resources efficiently to each

area of financial planning and each

client type

4 Identify and build key areas of expertise

to build clear proposition culture and

brand

5 Ensure each client pays fairly for the

service they require (ie no cross-

subsidies)

Which in turn allows us to

Anticipate client needs

by life stage

Identify current and future

high net worth clients

Differentiate advice services

marketing

communications

by individual client needs

This enables us to

Whatrsquos in it for them

Segmentation in action

For example client profiling may tell us

that

30 of our clients are professionals in their

30s-50s with fast-accumulating portfolios

10 of our clients are annual ISA buyers

with few other assets with us

40 of our clients are over 60 with

portfolios of pound400000+

Our key client segments are

1 Young accumulators

- Provide tax-efficient growth focused

strategies

- Keep up to date with new investment

opportunities and ideas

- Focus on online servicing

- Address life-stage financial planning

2 High-net-worth retirees

- High touch relationship with focus on

regular face-to-face contact

- Focus on tax and estate-planning

- Income and risk-averse strategies

- Strong potential for client referral ndash

including from family members

3 Transactional investors

- Focus on efficient but low-cost servicing

- Email with investment ideas and stock

market commentary

- Invite for portfolio review and assess

consolidation potentialNB This information is for illustrative purposes only

Whatrsquos in it for them

Other potential joint activities

Client newsletters

bull Budget updates

bull End of tax year ISA and

pension reminders

bull Stock market reviews amp

model portfolios

bull Personalised portfolio

reports and valuations

Client amp prospect seminars

bull Planning for a secure

retirement

bull Managing a divorce

bull Funding old-age care

bull Passing on your estate

bull Asset protection (High Net

worth Individuals)

Workplace

advice

bull Getting the most from your

pension

bull Employee share schemes

bull Life-after-work planning

bull Wealth management for

directors

Whatrsquos in it for them

What‟s in it for you

Together our aim would be to

1 Reinforce long-term high-value high quality client relationships

2 Attract more clients within preferred market segment(s)

3 Improve levels of client referral

4 Increase levels of business from existing clients

5 Maximise efficiency and profitability

6 Build a holistic advice proposition

Transform threats to the legal sector into opportunities - The forthcoming changes are a

welcome reminder of the need to change in a positive manner

Call us on 01277 500053 or email us at advicebasiandbasicouk to discuss the points raised in this slide show further Thank you

Page 13: Solicitors - Why Refer?

Whatrsquos in it for them

3 Elder care planning

Power of Attorney

Trusts

Will-writing

Equity release guidance

Long-term care insurance

Equity release

product selection

Impaired annuities

Income solutions Remember

Only financial advisers

that hold the CF8 Long-

term Care Insurance

qualification can advise on

long-term care productsIndependent

Financial

Advisers

Solicitor

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

Whatrsquos in it for them

4 Personal injury and divorce settlements

Litigation

Claims settlement

Award assessment

Trust creation amp

administration

Lifetime income planning

Tax planning

Family financial planning

Pension planning

Insurance

Independent

Financial

Advisers

Solicitor

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

Whatrsquos in it for them

5 Corporate amp employer services

Employment law

Corporate structure

Clientsupplier contracts

Intellectual property

Sellinginsolvency

Employer amp group

pensions

Employee benefits amp

share schemes

Workplacedirector

financial planning

Insurance

Remember

From 2012 employers will

be required to enrol all

eligible employees into a

qualifying workplace-based

pension schemeIndependent

Financial

Advisers

Solicitor

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

Whatrsquos in it for them

Using knowledge of our clients to build and enhance our businesses

bull Supports firms aims to both meet regulatory compliance requirements and build better businesses

bull Requires client information to be shared across the business and not kept to one adviserpartner

bull Technology essential to ensure data is up-to-date and easy to interrogate

1 Client

Fact Find

Deep-dive knowledge of

every client

2 Sales Management

Information

A real-time picture of a

business

3 Client

segmentation

Build a business around

genuine client needs

Client Fact Find

0

10

20

30

40

50

60

70

80

Pensions ISAs Bonds Cash Funds Other

Whatrsquos in it for them

1 The Client Fact Find ndash a powerstore of information

Independent Financial Advisers are required to take reasonable steps to ensure that a recommendation is

suitable for a client Before making recommendations or managing investments an advisory firm must

demonstrate that they ldquoknow their clientrdquo by obtaining and documenting the necessary information regarding

bull Clientrsquos financial situation ndash including

- source and extent of regular income

- regular financial commitments

- assets including liquid assets investments and property

bull Clientrsquos investment objectives ndash including

- length of time for investment

- preferences for risk-taking

- risk profile

- purpose of the investment

bull Clientrsquos relevant knowledge and experience ndash including

- familiarity with relevant services transactions and investments

- nature volume and frequency of transactions

- level of education and profession

Taken from FSA Conduct of Business Sourcebook Section 92

Client Fact Find

Whatrsquos in it for them

1 The Client Fact Find - maximising the advice opportunity

Client Fact Find

Client assets

Are these all properly

balanced with a

cohesive strategy

Dependants and spouses

Are all personal and

investment allowances

maximised across the whole

family

Pension arrangements

Are all these optimised in

terms of

performance charging

structure and ease of

management

Risk profile

Is the current portfolio

aligned with the client‟s

stated risk profile and

preferences

Time horizons

Are investment strategies

appropriate to the time left

available for investment

(ongoing review)

Turning a regulatory requirement into a commercial and client advantage

Financial commitments

Are assets and liabilities

being offset as efficiently as

possible

Whatrsquos in it for them

1 The Client Fact Find ndash using it to target solicitor issues

Client Fact Find

Estates

Are there any assets to be

passed onto a dependant family

member How are these

currently protected

Wills

Have wills been written

by the individual and their

partner and are these up-to-

date (eg post-divorce or

birth)

With client approval Independent Financial Advisers can share fact finds with solicitors thereby

providing them with regular and comprehensive client information

Elder care

Does the individual have any

obligation to any older relatives ndash

how are their future needs

managed

Transactions

Does the individual face any

imminent property business

or commercial transactions

Whatrsquos in it for them

2 Management Information (MI)

bull Level of client activity ndash including most recent transactions

bull Client activity by adviserofficewhole business

bull Clients with unused ISA and pension allowances

bull Investment asset allocation by clientadviserwhole business

bull Assets held per provider providerinvestment groupproduct

bull Gross and net asset inflowsoutflows

bull Monthlyquarterlyannual revenues by clientadviseroffice

bull Client bank by ageAUAprofessional profile

bull Transfer activity fromto other advisersproviders

bull Length of client retention

Assets under advice

Assess individual

adviser performance

Leverage client data

across the whole

business

Be alerted to sudden

outflows of business

Identify potential

risks (eg high client

exposure to high

risk assets)

Independent Financial Advisers use software and investment-platform tools to maintain a real-time picture of

Track profitability by

client adviseroffice

0

10

20

30

40

50

60

70

80

Pensions ISAs Bonds Cash Funds Other

Whatrsquos in it for them

3 Client segmentation ndash aiming to improve profitability anticipate future

business direction and give clients what they need

Use the client fact find and

business Management

Information to segment amp

cross-segment clients by

Age

Asset levelprofitability

Transaction frequency

objectivekey concern

Financial behaviour

portfolio complexity

Professional profile

1 Anticipate future needs across the

whole client bank accurately and

position business accordingly

2 Increase retention potential of high-

qualityhigh-value clients and increase

referral of new ones

3 Deploy resources efficiently to each

area of financial planning and each

client type

4 Identify and build key areas of expertise

to build clear proposition culture and

brand

5 Ensure each client pays fairly for the

service they require (ie no cross-

subsidies)

Which in turn allows us to

Anticipate client needs

by life stage

Identify current and future

high net worth clients

Differentiate advice services

marketing

communications

by individual client needs

This enables us to

Whatrsquos in it for them

Segmentation in action

For example client profiling may tell us

that

30 of our clients are professionals in their

30s-50s with fast-accumulating portfolios

10 of our clients are annual ISA buyers

with few other assets with us

40 of our clients are over 60 with

portfolios of pound400000+

Our key client segments are

1 Young accumulators

- Provide tax-efficient growth focused

strategies

- Keep up to date with new investment

opportunities and ideas

- Focus on online servicing

- Address life-stage financial planning

2 High-net-worth retirees

- High touch relationship with focus on

regular face-to-face contact

- Focus on tax and estate-planning

- Income and risk-averse strategies

- Strong potential for client referral ndash

including from family members

3 Transactional investors

- Focus on efficient but low-cost servicing

- Email with investment ideas and stock

market commentary

- Invite for portfolio review and assess

consolidation potentialNB This information is for illustrative purposes only

Whatrsquos in it for them

Other potential joint activities

Client newsletters

bull Budget updates

bull End of tax year ISA and

pension reminders

bull Stock market reviews amp

model portfolios

bull Personalised portfolio

reports and valuations

Client amp prospect seminars

bull Planning for a secure

retirement

bull Managing a divorce

bull Funding old-age care

bull Passing on your estate

bull Asset protection (High Net

worth Individuals)

Workplace

advice

bull Getting the most from your

pension

bull Employee share schemes

bull Life-after-work planning

bull Wealth management for

directors

Whatrsquos in it for them

What‟s in it for you

Together our aim would be to

1 Reinforce long-term high-value high quality client relationships

2 Attract more clients within preferred market segment(s)

3 Improve levels of client referral

4 Increase levels of business from existing clients

5 Maximise efficiency and profitability

6 Build a holistic advice proposition

Transform threats to the legal sector into opportunities - The forthcoming changes are a

welcome reminder of the need to change in a positive manner

Call us on 01277 500053 or email us at advicebasiandbasicouk to discuss the points raised in this slide show further Thank you

Page 14: Solicitors - Why Refer?

Whatrsquos in it for them

4 Personal injury and divorce settlements

Litigation

Claims settlement

Award assessment

Trust creation amp

administration

Lifetime income planning

Tax planning

Family financial planning

Pension planning

Insurance

Independent

Financial

Advisers

Solicitor

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

Whatrsquos in it for them

5 Corporate amp employer services

Employment law

Corporate structure

Clientsupplier contracts

Intellectual property

Sellinginsolvency

Employer amp group

pensions

Employee benefits amp

share schemes

Workplacedirector

financial planning

Insurance

Remember

From 2012 employers will

be required to enrol all

eligible employees into a

qualifying workplace-based

pension schemeIndependent

Financial

Advisers

Solicitor

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

Whatrsquos in it for them

Using knowledge of our clients to build and enhance our businesses

bull Supports firms aims to both meet regulatory compliance requirements and build better businesses

bull Requires client information to be shared across the business and not kept to one adviserpartner

bull Technology essential to ensure data is up-to-date and easy to interrogate

1 Client

Fact Find

Deep-dive knowledge of

every client

2 Sales Management

Information

A real-time picture of a

business

3 Client

segmentation

Build a business around

genuine client needs

Client Fact Find

0

10

20

30

40

50

60

70

80

Pensions ISAs Bonds Cash Funds Other

Whatrsquos in it for them

1 The Client Fact Find ndash a powerstore of information

Independent Financial Advisers are required to take reasonable steps to ensure that a recommendation is

suitable for a client Before making recommendations or managing investments an advisory firm must

demonstrate that they ldquoknow their clientrdquo by obtaining and documenting the necessary information regarding

bull Clientrsquos financial situation ndash including

- source and extent of regular income

- regular financial commitments

- assets including liquid assets investments and property

bull Clientrsquos investment objectives ndash including

- length of time for investment

- preferences for risk-taking

- risk profile

- purpose of the investment

bull Clientrsquos relevant knowledge and experience ndash including

- familiarity with relevant services transactions and investments

- nature volume and frequency of transactions

- level of education and profession

Taken from FSA Conduct of Business Sourcebook Section 92

Client Fact Find

Whatrsquos in it for them

1 The Client Fact Find - maximising the advice opportunity

Client Fact Find

Client assets

Are these all properly

balanced with a

cohesive strategy

Dependants and spouses

Are all personal and

investment allowances

maximised across the whole

family

Pension arrangements

Are all these optimised in

terms of

performance charging

structure and ease of

management

Risk profile

Is the current portfolio

aligned with the client‟s

stated risk profile and

preferences

Time horizons

Are investment strategies

appropriate to the time left

available for investment

(ongoing review)

Turning a regulatory requirement into a commercial and client advantage

Financial commitments

Are assets and liabilities

being offset as efficiently as

possible

Whatrsquos in it for them

1 The Client Fact Find ndash using it to target solicitor issues

Client Fact Find

Estates

Are there any assets to be

passed onto a dependant family

member How are these

currently protected

Wills

Have wills been written

by the individual and their

partner and are these up-to-

date (eg post-divorce or

birth)

With client approval Independent Financial Advisers can share fact finds with solicitors thereby

providing them with regular and comprehensive client information

Elder care

Does the individual have any

obligation to any older relatives ndash

how are their future needs

managed

Transactions

Does the individual face any

imminent property business

or commercial transactions

Whatrsquos in it for them

2 Management Information (MI)

bull Level of client activity ndash including most recent transactions

bull Client activity by adviserofficewhole business

bull Clients with unused ISA and pension allowances

bull Investment asset allocation by clientadviserwhole business

bull Assets held per provider providerinvestment groupproduct

bull Gross and net asset inflowsoutflows

bull Monthlyquarterlyannual revenues by clientadviseroffice

bull Client bank by ageAUAprofessional profile

bull Transfer activity fromto other advisersproviders

bull Length of client retention

Assets under advice

Assess individual

adviser performance

Leverage client data

across the whole

business

Be alerted to sudden

outflows of business

Identify potential

risks (eg high client

exposure to high

risk assets)

Independent Financial Advisers use software and investment-platform tools to maintain a real-time picture of

Track profitability by

client adviseroffice

0

10

20

30

40

50

60

70

80

Pensions ISAs Bonds Cash Funds Other

Whatrsquos in it for them

3 Client segmentation ndash aiming to improve profitability anticipate future

business direction and give clients what they need

Use the client fact find and

business Management

Information to segment amp

cross-segment clients by

Age

Asset levelprofitability

Transaction frequency

objectivekey concern

Financial behaviour

portfolio complexity

Professional profile

1 Anticipate future needs across the

whole client bank accurately and

position business accordingly

2 Increase retention potential of high-

qualityhigh-value clients and increase

referral of new ones

3 Deploy resources efficiently to each

area of financial planning and each

client type

4 Identify and build key areas of expertise

to build clear proposition culture and

brand

5 Ensure each client pays fairly for the

service they require (ie no cross-

subsidies)

Which in turn allows us to

Anticipate client needs

by life stage

Identify current and future

high net worth clients

Differentiate advice services

marketing

communications

by individual client needs

This enables us to

Whatrsquos in it for them

Segmentation in action

For example client profiling may tell us

that

30 of our clients are professionals in their

30s-50s with fast-accumulating portfolios

10 of our clients are annual ISA buyers

with few other assets with us

40 of our clients are over 60 with

portfolios of pound400000+

Our key client segments are

1 Young accumulators

- Provide tax-efficient growth focused

strategies

- Keep up to date with new investment

opportunities and ideas

- Focus on online servicing

- Address life-stage financial planning

2 High-net-worth retirees

- High touch relationship with focus on

regular face-to-face contact

- Focus on tax and estate-planning

- Income and risk-averse strategies

- Strong potential for client referral ndash

including from family members

3 Transactional investors

- Focus on efficient but low-cost servicing

- Email with investment ideas and stock

market commentary

- Invite for portfolio review and assess

consolidation potentialNB This information is for illustrative purposes only

Whatrsquos in it for them

Other potential joint activities

Client newsletters

bull Budget updates

bull End of tax year ISA and

pension reminders

bull Stock market reviews amp

model portfolios

bull Personalised portfolio

reports and valuations

Client amp prospect seminars

bull Planning for a secure

retirement

bull Managing a divorce

bull Funding old-age care

bull Passing on your estate

bull Asset protection (High Net

worth Individuals)

Workplace

advice

bull Getting the most from your

pension

bull Employee share schemes

bull Life-after-work planning

bull Wealth management for

directors

Whatrsquos in it for them

What‟s in it for you

Together our aim would be to

1 Reinforce long-term high-value high quality client relationships

2 Attract more clients within preferred market segment(s)

3 Improve levels of client referral

4 Increase levels of business from existing clients

5 Maximise efficiency and profitability

6 Build a holistic advice proposition

Transform threats to the legal sector into opportunities - The forthcoming changes are a

welcome reminder of the need to change in a positive manner

Call us on 01277 500053 or email us at advicebasiandbasicouk to discuss the points raised in this slide show further Thank you

Page 15: Solicitors - Why Refer?

Whatrsquos in it for them

5 Corporate amp employer services

Employment law

Corporate structure

Clientsupplier contracts

Intellectual property

Sellinginsolvency

Employer amp group

pensions

Employee benefits amp

share schemes

Workplacedirector

financial planning

Insurance

Remember

From 2012 employers will

be required to enrol all

eligible employees into a

qualifying workplace-based

pension schemeIndependent

Financial

Advisers

Solicitor

Where do Solicitor Independent Financial Advisers synergies lie

Synergies could lie at any point where legal advice meets financial advice Such as

Whatrsquos in it for them

Using knowledge of our clients to build and enhance our businesses

bull Supports firms aims to both meet regulatory compliance requirements and build better businesses

bull Requires client information to be shared across the business and not kept to one adviserpartner

bull Technology essential to ensure data is up-to-date and easy to interrogate

1 Client

Fact Find

Deep-dive knowledge of

every client

2 Sales Management

Information

A real-time picture of a

business

3 Client

segmentation

Build a business around

genuine client needs

Client Fact Find

0

10

20

30

40

50

60

70

80

Pensions ISAs Bonds Cash Funds Other

Whatrsquos in it for them

1 The Client Fact Find ndash a powerstore of information

Independent Financial Advisers are required to take reasonable steps to ensure that a recommendation is

suitable for a client Before making recommendations or managing investments an advisory firm must

demonstrate that they ldquoknow their clientrdquo by obtaining and documenting the necessary information regarding

bull Clientrsquos financial situation ndash including

- source and extent of regular income

- regular financial commitments

- assets including liquid assets investments and property

bull Clientrsquos investment objectives ndash including

- length of time for investment

- preferences for risk-taking

- risk profile

- purpose of the investment

bull Clientrsquos relevant knowledge and experience ndash including

- familiarity with relevant services transactions and investments

- nature volume and frequency of transactions

- level of education and profession

Taken from FSA Conduct of Business Sourcebook Section 92

Client Fact Find

Whatrsquos in it for them

1 The Client Fact Find - maximising the advice opportunity

Client Fact Find

Client assets

Are these all properly

balanced with a

cohesive strategy

Dependants and spouses

Are all personal and

investment allowances

maximised across the whole

family

Pension arrangements

Are all these optimised in

terms of

performance charging

structure and ease of

management

Risk profile

Is the current portfolio

aligned with the client‟s

stated risk profile and

preferences

Time horizons

Are investment strategies

appropriate to the time left

available for investment

(ongoing review)

Turning a regulatory requirement into a commercial and client advantage

Financial commitments

Are assets and liabilities

being offset as efficiently as

possible

Whatrsquos in it for them

1 The Client Fact Find ndash using it to target solicitor issues

Client Fact Find

Estates

Are there any assets to be

passed onto a dependant family

member How are these

currently protected

Wills

Have wills been written

by the individual and their

partner and are these up-to-

date (eg post-divorce or

birth)

With client approval Independent Financial Advisers can share fact finds with solicitors thereby

providing them with regular and comprehensive client information

Elder care

Does the individual have any

obligation to any older relatives ndash

how are their future needs

managed

Transactions

Does the individual face any

imminent property business

or commercial transactions

Whatrsquos in it for them

2 Management Information (MI)

bull Level of client activity ndash including most recent transactions

bull Client activity by adviserofficewhole business

bull Clients with unused ISA and pension allowances

bull Investment asset allocation by clientadviserwhole business

bull Assets held per provider providerinvestment groupproduct

bull Gross and net asset inflowsoutflows

bull Monthlyquarterlyannual revenues by clientadviseroffice

bull Client bank by ageAUAprofessional profile

bull Transfer activity fromto other advisersproviders

bull Length of client retention

Assets under advice

Assess individual

adviser performance

Leverage client data

across the whole

business

Be alerted to sudden

outflows of business

Identify potential

risks (eg high client

exposure to high

risk assets)

Independent Financial Advisers use software and investment-platform tools to maintain a real-time picture of

Track profitability by

client adviseroffice

0

10

20

30

40

50

60

70

80

Pensions ISAs Bonds Cash Funds Other

Whatrsquos in it for them

3 Client segmentation ndash aiming to improve profitability anticipate future

business direction and give clients what they need

Use the client fact find and

business Management

Information to segment amp

cross-segment clients by

Age

Asset levelprofitability

Transaction frequency

objectivekey concern

Financial behaviour

portfolio complexity

Professional profile

1 Anticipate future needs across the

whole client bank accurately and

position business accordingly

2 Increase retention potential of high-

qualityhigh-value clients and increase

referral of new ones

3 Deploy resources efficiently to each

area of financial planning and each

client type

4 Identify and build key areas of expertise

to build clear proposition culture and

brand

5 Ensure each client pays fairly for the

service they require (ie no cross-

subsidies)

Which in turn allows us to

Anticipate client needs

by life stage

Identify current and future

high net worth clients

Differentiate advice services

marketing

communications

by individual client needs

This enables us to

Whatrsquos in it for them

Segmentation in action

For example client profiling may tell us

that

30 of our clients are professionals in their

30s-50s with fast-accumulating portfolios

10 of our clients are annual ISA buyers

with few other assets with us

40 of our clients are over 60 with

portfolios of pound400000+

Our key client segments are

1 Young accumulators

- Provide tax-efficient growth focused

strategies

- Keep up to date with new investment

opportunities and ideas

- Focus on online servicing

- Address life-stage financial planning

2 High-net-worth retirees

- High touch relationship with focus on

regular face-to-face contact

- Focus on tax and estate-planning

- Income and risk-averse strategies

- Strong potential for client referral ndash

including from family members

3 Transactional investors

- Focus on efficient but low-cost servicing

- Email with investment ideas and stock

market commentary

- Invite for portfolio review and assess

consolidation potentialNB This information is for illustrative purposes only

Whatrsquos in it for them

Other potential joint activities

Client newsletters

bull Budget updates

bull End of tax year ISA and

pension reminders

bull Stock market reviews amp

model portfolios

bull Personalised portfolio

reports and valuations

Client amp prospect seminars

bull Planning for a secure

retirement

bull Managing a divorce

bull Funding old-age care

bull Passing on your estate

bull Asset protection (High Net

worth Individuals)

Workplace

advice

bull Getting the most from your

pension

bull Employee share schemes

bull Life-after-work planning

bull Wealth management for

directors

Whatrsquos in it for them

What‟s in it for you

Together our aim would be to

1 Reinforce long-term high-value high quality client relationships

2 Attract more clients within preferred market segment(s)

3 Improve levels of client referral

4 Increase levels of business from existing clients

5 Maximise efficiency and profitability

6 Build a holistic advice proposition

Transform threats to the legal sector into opportunities - The forthcoming changes are a

welcome reminder of the need to change in a positive manner

Call us on 01277 500053 or email us at advicebasiandbasicouk to discuss the points raised in this slide show further Thank you

Page 16: Solicitors - Why Refer?

Whatrsquos in it for them

Using knowledge of our clients to build and enhance our businesses

bull Supports firms aims to both meet regulatory compliance requirements and build better businesses

bull Requires client information to be shared across the business and not kept to one adviserpartner

bull Technology essential to ensure data is up-to-date and easy to interrogate

1 Client

Fact Find

Deep-dive knowledge of

every client

2 Sales Management

Information

A real-time picture of a

business

3 Client

segmentation

Build a business around

genuine client needs

Client Fact Find

0

10

20

30

40

50

60

70

80

Pensions ISAs Bonds Cash Funds Other

Whatrsquos in it for them

1 The Client Fact Find ndash a powerstore of information

Independent Financial Advisers are required to take reasonable steps to ensure that a recommendation is

suitable for a client Before making recommendations or managing investments an advisory firm must

demonstrate that they ldquoknow their clientrdquo by obtaining and documenting the necessary information regarding

bull Clientrsquos financial situation ndash including

- source and extent of regular income

- regular financial commitments

- assets including liquid assets investments and property

bull Clientrsquos investment objectives ndash including

- length of time for investment

- preferences for risk-taking

- risk profile

- purpose of the investment

bull Clientrsquos relevant knowledge and experience ndash including

- familiarity with relevant services transactions and investments

- nature volume and frequency of transactions

- level of education and profession

Taken from FSA Conduct of Business Sourcebook Section 92

Client Fact Find

Whatrsquos in it for them

1 The Client Fact Find - maximising the advice opportunity

Client Fact Find

Client assets

Are these all properly

balanced with a

cohesive strategy

Dependants and spouses

Are all personal and

investment allowances

maximised across the whole

family

Pension arrangements

Are all these optimised in

terms of

performance charging

structure and ease of

management

Risk profile

Is the current portfolio

aligned with the client‟s

stated risk profile and

preferences

Time horizons

Are investment strategies

appropriate to the time left

available for investment

(ongoing review)

Turning a regulatory requirement into a commercial and client advantage

Financial commitments

Are assets and liabilities

being offset as efficiently as

possible

Whatrsquos in it for them

1 The Client Fact Find ndash using it to target solicitor issues

Client Fact Find

Estates

Are there any assets to be

passed onto a dependant family

member How are these

currently protected

Wills

Have wills been written

by the individual and their

partner and are these up-to-

date (eg post-divorce or

birth)

With client approval Independent Financial Advisers can share fact finds with solicitors thereby

providing them with regular and comprehensive client information

Elder care

Does the individual have any

obligation to any older relatives ndash

how are their future needs

managed

Transactions

Does the individual face any

imminent property business

or commercial transactions

Whatrsquos in it for them

2 Management Information (MI)

bull Level of client activity ndash including most recent transactions

bull Client activity by adviserofficewhole business

bull Clients with unused ISA and pension allowances

bull Investment asset allocation by clientadviserwhole business

bull Assets held per provider providerinvestment groupproduct

bull Gross and net asset inflowsoutflows

bull Monthlyquarterlyannual revenues by clientadviseroffice

bull Client bank by ageAUAprofessional profile

bull Transfer activity fromto other advisersproviders

bull Length of client retention

Assets under advice

Assess individual

adviser performance

Leverage client data

across the whole

business

Be alerted to sudden

outflows of business

Identify potential

risks (eg high client

exposure to high

risk assets)

Independent Financial Advisers use software and investment-platform tools to maintain a real-time picture of

Track profitability by

client adviseroffice

0

10

20

30

40

50

60

70

80

Pensions ISAs Bonds Cash Funds Other

Whatrsquos in it for them

3 Client segmentation ndash aiming to improve profitability anticipate future

business direction and give clients what they need

Use the client fact find and

business Management

Information to segment amp

cross-segment clients by

Age

Asset levelprofitability

Transaction frequency

objectivekey concern

Financial behaviour

portfolio complexity

Professional profile

1 Anticipate future needs across the

whole client bank accurately and

position business accordingly

2 Increase retention potential of high-

qualityhigh-value clients and increase

referral of new ones

3 Deploy resources efficiently to each

area of financial planning and each

client type

4 Identify and build key areas of expertise

to build clear proposition culture and

brand

5 Ensure each client pays fairly for the

service they require (ie no cross-

subsidies)

Which in turn allows us to

Anticipate client needs

by life stage

Identify current and future

high net worth clients

Differentiate advice services

marketing

communications

by individual client needs

This enables us to

Whatrsquos in it for them

Segmentation in action

For example client profiling may tell us

that

30 of our clients are professionals in their

30s-50s with fast-accumulating portfolios

10 of our clients are annual ISA buyers

with few other assets with us

40 of our clients are over 60 with

portfolios of pound400000+

Our key client segments are

1 Young accumulators

- Provide tax-efficient growth focused

strategies

- Keep up to date with new investment

opportunities and ideas

- Focus on online servicing

- Address life-stage financial planning

2 High-net-worth retirees

- High touch relationship with focus on

regular face-to-face contact

- Focus on tax and estate-planning

- Income and risk-averse strategies

- Strong potential for client referral ndash

including from family members

3 Transactional investors

- Focus on efficient but low-cost servicing

- Email with investment ideas and stock

market commentary

- Invite for portfolio review and assess

consolidation potentialNB This information is for illustrative purposes only

Whatrsquos in it for them

Other potential joint activities

Client newsletters

bull Budget updates

bull End of tax year ISA and

pension reminders

bull Stock market reviews amp

model portfolios

bull Personalised portfolio

reports and valuations

Client amp prospect seminars

bull Planning for a secure

retirement

bull Managing a divorce

bull Funding old-age care

bull Passing on your estate

bull Asset protection (High Net

worth Individuals)

Workplace

advice

bull Getting the most from your

pension

bull Employee share schemes

bull Life-after-work planning

bull Wealth management for

directors

Whatrsquos in it for them

What‟s in it for you

Together our aim would be to

1 Reinforce long-term high-value high quality client relationships

2 Attract more clients within preferred market segment(s)

3 Improve levels of client referral

4 Increase levels of business from existing clients

5 Maximise efficiency and profitability

6 Build a holistic advice proposition

Transform threats to the legal sector into opportunities - The forthcoming changes are a

welcome reminder of the need to change in a positive manner

Call us on 01277 500053 or email us at advicebasiandbasicouk to discuss the points raised in this slide show further Thank you

Page 17: Solicitors - Why Refer?

Whatrsquos in it for them

1 The Client Fact Find ndash a powerstore of information

Independent Financial Advisers are required to take reasonable steps to ensure that a recommendation is

suitable for a client Before making recommendations or managing investments an advisory firm must

demonstrate that they ldquoknow their clientrdquo by obtaining and documenting the necessary information regarding

bull Clientrsquos financial situation ndash including

- source and extent of regular income

- regular financial commitments

- assets including liquid assets investments and property

bull Clientrsquos investment objectives ndash including

- length of time for investment

- preferences for risk-taking

- risk profile

- purpose of the investment

bull Clientrsquos relevant knowledge and experience ndash including

- familiarity with relevant services transactions and investments

- nature volume and frequency of transactions

- level of education and profession

Taken from FSA Conduct of Business Sourcebook Section 92

Client Fact Find

Whatrsquos in it for them

1 The Client Fact Find - maximising the advice opportunity

Client Fact Find

Client assets

Are these all properly

balanced with a

cohesive strategy

Dependants and spouses

Are all personal and

investment allowances

maximised across the whole

family

Pension arrangements

Are all these optimised in

terms of

performance charging

structure and ease of

management

Risk profile

Is the current portfolio

aligned with the client‟s

stated risk profile and

preferences

Time horizons

Are investment strategies

appropriate to the time left

available for investment

(ongoing review)

Turning a regulatory requirement into a commercial and client advantage

Financial commitments

Are assets and liabilities

being offset as efficiently as

possible

Whatrsquos in it for them

1 The Client Fact Find ndash using it to target solicitor issues

Client Fact Find

Estates

Are there any assets to be

passed onto a dependant family

member How are these

currently protected

Wills

Have wills been written

by the individual and their

partner and are these up-to-

date (eg post-divorce or

birth)

With client approval Independent Financial Advisers can share fact finds with solicitors thereby

providing them with regular and comprehensive client information

Elder care

Does the individual have any

obligation to any older relatives ndash

how are their future needs

managed

Transactions

Does the individual face any

imminent property business

or commercial transactions

Whatrsquos in it for them

2 Management Information (MI)

bull Level of client activity ndash including most recent transactions

bull Client activity by adviserofficewhole business

bull Clients with unused ISA and pension allowances

bull Investment asset allocation by clientadviserwhole business

bull Assets held per provider providerinvestment groupproduct

bull Gross and net asset inflowsoutflows

bull Monthlyquarterlyannual revenues by clientadviseroffice

bull Client bank by ageAUAprofessional profile

bull Transfer activity fromto other advisersproviders

bull Length of client retention

Assets under advice

Assess individual

adviser performance

Leverage client data

across the whole

business

Be alerted to sudden

outflows of business

Identify potential

risks (eg high client

exposure to high

risk assets)

Independent Financial Advisers use software and investment-platform tools to maintain a real-time picture of

Track profitability by

client adviseroffice

0

10

20

30

40

50

60

70

80

Pensions ISAs Bonds Cash Funds Other

Whatrsquos in it for them

3 Client segmentation ndash aiming to improve profitability anticipate future

business direction and give clients what they need

Use the client fact find and

business Management

Information to segment amp

cross-segment clients by

Age

Asset levelprofitability

Transaction frequency

objectivekey concern

Financial behaviour

portfolio complexity

Professional profile

1 Anticipate future needs across the

whole client bank accurately and

position business accordingly

2 Increase retention potential of high-

qualityhigh-value clients and increase

referral of new ones

3 Deploy resources efficiently to each

area of financial planning and each

client type

4 Identify and build key areas of expertise

to build clear proposition culture and

brand

5 Ensure each client pays fairly for the

service they require (ie no cross-

subsidies)

Which in turn allows us to

Anticipate client needs

by life stage

Identify current and future

high net worth clients

Differentiate advice services

marketing

communications

by individual client needs

This enables us to

Whatrsquos in it for them

Segmentation in action

For example client profiling may tell us

that

30 of our clients are professionals in their

30s-50s with fast-accumulating portfolios

10 of our clients are annual ISA buyers

with few other assets with us

40 of our clients are over 60 with

portfolios of pound400000+

Our key client segments are

1 Young accumulators

- Provide tax-efficient growth focused

strategies

- Keep up to date with new investment

opportunities and ideas

- Focus on online servicing

- Address life-stage financial planning

2 High-net-worth retirees

- High touch relationship with focus on

regular face-to-face contact

- Focus on tax and estate-planning

- Income and risk-averse strategies

- Strong potential for client referral ndash

including from family members

3 Transactional investors

- Focus on efficient but low-cost servicing

- Email with investment ideas and stock

market commentary

- Invite for portfolio review and assess

consolidation potentialNB This information is for illustrative purposes only

Whatrsquos in it for them

Other potential joint activities

Client newsletters

bull Budget updates

bull End of tax year ISA and

pension reminders

bull Stock market reviews amp

model portfolios

bull Personalised portfolio

reports and valuations

Client amp prospect seminars

bull Planning for a secure

retirement

bull Managing a divorce

bull Funding old-age care

bull Passing on your estate

bull Asset protection (High Net

worth Individuals)

Workplace

advice

bull Getting the most from your

pension

bull Employee share schemes

bull Life-after-work planning

bull Wealth management for

directors

Whatrsquos in it for them

What‟s in it for you

Together our aim would be to

1 Reinforce long-term high-value high quality client relationships

2 Attract more clients within preferred market segment(s)

3 Improve levels of client referral

4 Increase levels of business from existing clients

5 Maximise efficiency and profitability

6 Build a holistic advice proposition

Transform threats to the legal sector into opportunities - The forthcoming changes are a

welcome reminder of the need to change in a positive manner

Call us on 01277 500053 or email us at advicebasiandbasicouk to discuss the points raised in this slide show further Thank you

Page 18: Solicitors - Why Refer?

Whatrsquos in it for them

1 The Client Fact Find - maximising the advice opportunity

Client Fact Find

Client assets

Are these all properly

balanced with a

cohesive strategy

Dependants and spouses

Are all personal and

investment allowances

maximised across the whole

family

Pension arrangements

Are all these optimised in

terms of

performance charging

structure and ease of

management

Risk profile

Is the current portfolio

aligned with the client‟s

stated risk profile and

preferences

Time horizons

Are investment strategies

appropriate to the time left

available for investment

(ongoing review)

Turning a regulatory requirement into a commercial and client advantage

Financial commitments

Are assets and liabilities

being offset as efficiently as

possible

Whatrsquos in it for them

1 The Client Fact Find ndash using it to target solicitor issues

Client Fact Find

Estates

Are there any assets to be

passed onto a dependant family

member How are these

currently protected

Wills

Have wills been written

by the individual and their

partner and are these up-to-

date (eg post-divorce or

birth)

With client approval Independent Financial Advisers can share fact finds with solicitors thereby

providing them with regular and comprehensive client information

Elder care

Does the individual have any

obligation to any older relatives ndash

how are their future needs

managed

Transactions

Does the individual face any

imminent property business

or commercial transactions

Whatrsquos in it for them

2 Management Information (MI)

bull Level of client activity ndash including most recent transactions

bull Client activity by adviserofficewhole business

bull Clients with unused ISA and pension allowances

bull Investment asset allocation by clientadviserwhole business

bull Assets held per provider providerinvestment groupproduct

bull Gross and net asset inflowsoutflows

bull Monthlyquarterlyannual revenues by clientadviseroffice

bull Client bank by ageAUAprofessional profile

bull Transfer activity fromto other advisersproviders

bull Length of client retention

Assets under advice

Assess individual

adviser performance

Leverage client data

across the whole

business

Be alerted to sudden

outflows of business

Identify potential

risks (eg high client

exposure to high

risk assets)

Independent Financial Advisers use software and investment-platform tools to maintain a real-time picture of

Track profitability by

client adviseroffice

0

10

20

30

40

50

60

70

80

Pensions ISAs Bonds Cash Funds Other

Whatrsquos in it for them

3 Client segmentation ndash aiming to improve profitability anticipate future

business direction and give clients what they need

Use the client fact find and

business Management

Information to segment amp

cross-segment clients by

Age

Asset levelprofitability

Transaction frequency

objectivekey concern

Financial behaviour

portfolio complexity

Professional profile

1 Anticipate future needs across the

whole client bank accurately and

position business accordingly

2 Increase retention potential of high-

qualityhigh-value clients and increase

referral of new ones

3 Deploy resources efficiently to each

area of financial planning and each

client type

4 Identify and build key areas of expertise

to build clear proposition culture and

brand

5 Ensure each client pays fairly for the

service they require (ie no cross-

subsidies)

Which in turn allows us to

Anticipate client needs

by life stage

Identify current and future

high net worth clients

Differentiate advice services

marketing

communications

by individual client needs

This enables us to

Whatrsquos in it for them

Segmentation in action

For example client profiling may tell us

that

30 of our clients are professionals in their

30s-50s with fast-accumulating portfolios

10 of our clients are annual ISA buyers

with few other assets with us

40 of our clients are over 60 with

portfolios of pound400000+

Our key client segments are

1 Young accumulators

- Provide tax-efficient growth focused

strategies

- Keep up to date with new investment

opportunities and ideas

- Focus on online servicing

- Address life-stage financial planning

2 High-net-worth retirees

- High touch relationship with focus on

regular face-to-face contact

- Focus on tax and estate-planning

- Income and risk-averse strategies

- Strong potential for client referral ndash

including from family members

3 Transactional investors

- Focus on efficient but low-cost servicing

- Email with investment ideas and stock

market commentary

- Invite for portfolio review and assess

consolidation potentialNB This information is for illustrative purposes only

Whatrsquos in it for them

Other potential joint activities

Client newsletters

bull Budget updates

bull End of tax year ISA and

pension reminders

bull Stock market reviews amp

model portfolios

bull Personalised portfolio

reports and valuations

Client amp prospect seminars

bull Planning for a secure

retirement

bull Managing a divorce

bull Funding old-age care

bull Passing on your estate

bull Asset protection (High Net

worth Individuals)

Workplace

advice

bull Getting the most from your

pension

bull Employee share schemes

bull Life-after-work planning

bull Wealth management for

directors

Whatrsquos in it for them

What‟s in it for you

Together our aim would be to

1 Reinforce long-term high-value high quality client relationships

2 Attract more clients within preferred market segment(s)

3 Improve levels of client referral

4 Increase levels of business from existing clients

5 Maximise efficiency and profitability

6 Build a holistic advice proposition

Transform threats to the legal sector into opportunities - The forthcoming changes are a

welcome reminder of the need to change in a positive manner

Call us on 01277 500053 or email us at advicebasiandbasicouk to discuss the points raised in this slide show further Thank you

Page 19: Solicitors - Why Refer?

Whatrsquos in it for them

1 The Client Fact Find ndash using it to target solicitor issues

Client Fact Find

Estates

Are there any assets to be

passed onto a dependant family

member How are these

currently protected

Wills

Have wills been written

by the individual and their

partner and are these up-to-

date (eg post-divorce or

birth)

With client approval Independent Financial Advisers can share fact finds with solicitors thereby

providing them with regular and comprehensive client information

Elder care

Does the individual have any

obligation to any older relatives ndash

how are their future needs

managed

Transactions

Does the individual face any

imminent property business

or commercial transactions

Whatrsquos in it for them

2 Management Information (MI)

bull Level of client activity ndash including most recent transactions

bull Client activity by adviserofficewhole business

bull Clients with unused ISA and pension allowances

bull Investment asset allocation by clientadviserwhole business

bull Assets held per provider providerinvestment groupproduct

bull Gross and net asset inflowsoutflows

bull Monthlyquarterlyannual revenues by clientadviseroffice

bull Client bank by ageAUAprofessional profile

bull Transfer activity fromto other advisersproviders

bull Length of client retention

Assets under advice

Assess individual

adviser performance

Leverage client data

across the whole

business

Be alerted to sudden

outflows of business

Identify potential

risks (eg high client

exposure to high

risk assets)

Independent Financial Advisers use software and investment-platform tools to maintain a real-time picture of

Track profitability by

client adviseroffice

0

10

20

30

40

50

60

70

80

Pensions ISAs Bonds Cash Funds Other

Whatrsquos in it for them

3 Client segmentation ndash aiming to improve profitability anticipate future

business direction and give clients what they need

Use the client fact find and

business Management

Information to segment amp

cross-segment clients by

Age

Asset levelprofitability

Transaction frequency

objectivekey concern

Financial behaviour

portfolio complexity

Professional profile

1 Anticipate future needs across the

whole client bank accurately and

position business accordingly

2 Increase retention potential of high-

qualityhigh-value clients and increase

referral of new ones

3 Deploy resources efficiently to each

area of financial planning and each

client type

4 Identify and build key areas of expertise

to build clear proposition culture and

brand

5 Ensure each client pays fairly for the

service they require (ie no cross-

subsidies)

Which in turn allows us to

Anticipate client needs

by life stage

Identify current and future

high net worth clients

Differentiate advice services

marketing

communications

by individual client needs

This enables us to

Whatrsquos in it for them

Segmentation in action

For example client profiling may tell us

that

30 of our clients are professionals in their

30s-50s with fast-accumulating portfolios

10 of our clients are annual ISA buyers

with few other assets with us

40 of our clients are over 60 with

portfolios of pound400000+

Our key client segments are

1 Young accumulators

- Provide tax-efficient growth focused

strategies

- Keep up to date with new investment

opportunities and ideas

- Focus on online servicing

- Address life-stage financial planning

2 High-net-worth retirees

- High touch relationship with focus on

regular face-to-face contact

- Focus on tax and estate-planning

- Income and risk-averse strategies

- Strong potential for client referral ndash

including from family members

3 Transactional investors

- Focus on efficient but low-cost servicing

- Email with investment ideas and stock

market commentary

- Invite for portfolio review and assess

consolidation potentialNB This information is for illustrative purposes only

Whatrsquos in it for them

Other potential joint activities

Client newsletters

bull Budget updates

bull End of tax year ISA and

pension reminders

bull Stock market reviews amp

model portfolios

bull Personalised portfolio

reports and valuations

Client amp prospect seminars

bull Planning for a secure

retirement

bull Managing a divorce

bull Funding old-age care

bull Passing on your estate

bull Asset protection (High Net

worth Individuals)

Workplace

advice

bull Getting the most from your

pension

bull Employee share schemes

bull Life-after-work planning

bull Wealth management for

directors

Whatrsquos in it for them

What‟s in it for you

Together our aim would be to

1 Reinforce long-term high-value high quality client relationships

2 Attract more clients within preferred market segment(s)

3 Improve levels of client referral

4 Increase levels of business from existing clients

5 Maximise efficiency and profitability

6 Build a holistic advice proposition

Transform threats to the legal sector into opportunities - The forthcoming changes are a

welcome reminder of the need to change in a positive manner

Call us on 01277 500053 or email us at advicebasiandbasicouk to discuss the points raised in this slide show further Thank you

Page 20: Solicitors - Why Refer?

Whatrsquos in it for them

2 Management Information (MI)

bull Level of client activity ndash including most recent transactions

bull Client activity by adviserofficewhole business

bull Clients with unused ISA and pension allowances

bull Investment asset allocation by clientadviserwhole business

bull Assets held per provider providerinvestment groupproduct

bull Gross and net asset inflowsoutflows

bull Monthlyquarterlyannual revenues by clientadviseroffice

bull Client bank by ageAUAprofessional profile

bull Transfer activity fromto other advisersproviders

bull Length of client retention

Assets under advice

Assess individual

adviser performance

Leverage client data

across the whole

business

Be alerted to sudden

outflows of business

Identify potential

risks (eg high client

exposure to high

risk assets)

Independent Financial Advisers use software and investment-platform tools to maintain a real-time picture of

Track profitability by

client adviseroffice

0

10

20

30

40

50

60

70

80

Pensions ISAs Bonds Cash Funds Other

Whatrsquos in it for them

3 Client segmentation ndash aiming to improve profitability anticipate future

business direction and give clients what they need

Use the client fact find and

business Management

Information to segment amp

cross-segment clients by

Age

Asset levelprofitability

Transaction frequency

objectivekey concern

Financial behaviour

portfolio complexity

Professional profile

1 Anticipate future needs across the

whole client bank accurately and

position business accordingly

2 Increase retention potential of high-

qualityhigh-value clients and increase

referral of new ones

3 Deploy resources efficiently to each

area of financial planning and each

client type

4 Identify and build key areas of expertise

to build clear proposition culture and

brand

5 Ensure each client pays fairly for the

service they require (ie no cross-

subsidies)

Which in turn allows us to

Anticipate client needs

by life stage

Identify current and future

high net worth clients

Differentiate advice services

marketing

communications

by individual client needs

This enables us to

Whatrsquos in it for them

Segmentation in action

For example client profiling may tell us

that

30 of our clients are professionals in their

30s-50s with fast-accumulating portfolios

10 of our clients are annual ISA buyers

with few other assets with us

40 of our clients are over 60 with

portfolios of pound400000+

Our key client segments are

1 Young accumulators

- Provide tax-efficient growth focused

strategies

- Keep up to date with new investment

opportunities and ideas

- Focus on online servicing

- Address life-stage financial planning

2 High-net-worth retirees

- High touch relationship with focus on

regular face-to-face contact

- Focus on tax and estate-planning

- Income and risk-averse strategies

- Strong potential for client referral ndash

including from family members

3 Transactional investors

- Focus on efficient but low-cost servicing

- Email with investment ideas and stock

market commentary

- Invite for portfolio review and assess

consolidation potentialNB This information is for illustrative purposes only

Whatrsquos in it for them

Other potential joint activities

Client newsletters

bull Budget updates

bull End of tax year ISA and

pension reminders

bull Stock market reviews amp

model portfolios

bull Personalised portfolio

reports and valuations

Client amp prospect seminars

bull Planning for a secure

retirement

bull Managing a divorce

bull Funding old-age care

bull Passing on your estate

bull Asset protection (High Net

worth Individuals)

Workplace

advice

bull Getting the most from your

pension

bull Employee share schemes

bull Life-after-work planning

bull Wealth management for

directors

Whatrsquos in it for them

What‟s in it for you

Together our aim would be to

1 Reinforce long-term high-value high quality client relationships

2 Attract more clients within preferred market segment(s)

3 Improve levels of client referral

4 Increase levels of business from existing clients

5 Maximise efficiency and profitability

6 Build a holistic advice proposition

Transform threats to the legal sector into opportunities - The forthcoming changes are a

welcome reminder of the need to change in a positive manner

Call us on 01277 500053 or email us at advicebasiandbasicouk to discuss the points raised in this slide show further Thank you

Page 21: Solicitors - Why Refer?

Whatrsquos in it for them

3 Client segmentation ndash aiming to improve profitability anticipate future

business direction and give clients what they need

Use the client fact find and

business Management

Information to segment amp

cross-segment clients by

Age

Asset levelprofitability

Transaction frequency

objectivekey concern

Financial behaviour

portfolio complexity

Professional profile

1 Anticipate future needs across the

whole client bank accurately and

position business accordingly

2 Increase retention potential of high-

qualityhigh-value clients and increase

referral of new ones

3 Deploy resources efficiently to each

area of financial planning and each

client type

4 Identify and build key areas of expertise

to build clear proposition culture and

brand

5 Ensure each client pays fairly for the

service they require (ie no cross-

subsidies)

Which in turn allows us to

Anticipate client needs

by life stage

Identify current and future

high net worth clients

Differentiate advice services

marketing

communications

by individual client needs

This enables us to

Whatrsquos in it for them

Segmentation in action

For example client profiling may tell us

that

30 of our clients are professionals in their

30s-50s with fast-accumulating portfolios

10 of our clients are annual ISA buyers

with few other assets with us

40 of our clients are over 60 with

portfolios of pound400000+

Our key client segments are

1 Young accumulators

- Provide tax-efficient growth focused

strategies

- Keep up to date with new investment

opportunities and ideas

- Focus on online servicing

- Address life-stage financial planning

2 High-net-worth retirees

- High touch relationship with focus on

regular face-to-face contact

- Focus on tax and estate-planning

- Income and risk-averse strategies

- Strong potential for client referral ndash

including from family members

3 Transactional investors

- Focus on efficient but low-cost servicing

- Email with investment ideas and stock

market commentary

- Invite for portfolio review and assess

consolidation potentialNB This information is for illustrative purposes only

Whatrsquos in it for them

Other potential joint activities

Client newsletters

bull Budget updates

bull End of tax year ISA and

pension reminders

bull Stock market reviews amp

model portfolios

bull Personalised portfolio

reports and valuations

Client amp prospect seminars

bull Planning for a secure

retirement

bull Managing a divorce

bull Funding old-age care

bull Passing on your estate

bull Asset protection (High Net

worth Individuals)

Workplace

advice

bull Getting the most from your

pension

bull Employee share schemes

bull Life-after-work planning

bull Wealth management for

directors

Whatrsquos in it for them

What‟s in it for you

Together our aim would be to

1 Reinforce long-term high-value high quality client relationships

2 Attract more clients within preferred market segment(s)

3 Improve levels of client referral

4 Increase levels of business from existing clients

5 Maximise efficiency and profitability

6 Build a holistic advice proposition

Transform threats to the legal sector into opportunities - The forthcoming changes are a

welcome reminder of the need to change in a positive manner

Call us on 01277 500053 or email us at advicebasiandbasicouk to discuss the points raised in this slide show further Thank you

Page 22: Solicitors - Why Refer?

Whatrsquos in it for them

Segmentation in action

For example client profiling may tell us

that

30 of our clients are professionals in their

30s-50s with fast-accumulating portfolios

10 of our clients are annual ISA buyers

with few other assets with us

40 of our clients are over 60 with

portfolios of pound400000+

Our key client segments are

1 Young accumulators

- Provide tax-efficient growth focused

strategies

- Keep up to date with new investment

opportunities and ideas

- Focus on online servicing

- Address life-stage financial planning

2 High-net-worth retirees

- High touch relationship with focus on

regular face-to-face contact

- Focus on tax and estate-planning

- Income and risk-averse strategies

- Strong potential for client referral ndash

including from family members

3 Transactional investors

- Focus on efficient but low-cost servicing

- Email with investment ideas and stock

market commentary

- Invite for portfolio review and assess

consolidation potentialNB This information is for illustrative purposes only

Whatrsquos in it for them

Other potential joint activities

Client newsletters

bull Budget updates

bull End of tax year ISA and

pension reminders

bull Stock market reviews amp

model portfolios

bull Personalised portfolio

reports and valuations

Client amp prospect seminars

bull Planning for a secure

retirement

bull Managing a divorce

bull Funding old-age care

bull Passing on your estate

bull Asset protection (High Net

worth Individuals)

Workplace

advice

bull Getting the most from your

pension

bull Employee share schemes

bull Life-after-work planning

bull Wealth management for

directors

Whatrsquos in it for them

What‟s in it for you

Together our aim would be to

1 Reinforce long-term high-value high quality client relationships

2 Attract more clients within preferred market segment(s)

3 Improve levels of client referral

4 Increase levels of business from existing clients

5 Maximise efficiency and profitability

6 Build a holistic advice proposition

Transform threats to the legal sector into opportunities - The forthcoming changes are a

welcome reminder of the need to change in a positive manner

Call us on 01277 500053 or email us at advicebasiandbasicouk to discuss the points raised in this slide show further Thank you

Page 23: Solicitors - Why Refer?

Whatrsquos in it for them

Other potential joint activities

Client newsletters

bull Budget updates

bull End of tax year ISA and

pension reminders

bull Stock market reviews amp

model portfolios

bull Personalised portfolio

reports and valuations

Client amp prospect seminars

bull Planning for a secure

retirement

bull Managing a divorce

bull Funding old-age care

bull Passing on your estate

bull Asset protection (High Net

worth Individuals)

Workplace

advice

bull Getting the most from your

pension

bull Employee share schemes

bull Life-after-work planning

bull Wealth management for

directors

Whatrsquos in it for them

What‟s in it for you

Together our aim would be to

1 Reinforce long-term high-value high quality client relationships

2 Attract more clients within preferred market segment(s)

3 Improve levels of client referral

4 Increase levels of business from existing clients

5 Maximise efficiency and profitability

6 Build a holistic advice proposition

Transform threats to the legal sector into opportunities - The forthcoming changes are a

welcome reminder of the need to change in a positive manner

Call us on 01277 500053 or email us at advicebasiandbasicouk to discuss the points raised in this slide show further Thank you

Page 24: Solicitors - Why Refer?

Whatrsquos in it for them

What‟s in it for you

Together our aim would be to

1 Reinforce long-term high-value high quality client relationships

2 Attract more clients within preferred market segment(s)

3 Improve levels of client referral

4 Increase levels of business from existing clients

5 Maximise efficiency and profitability

6 Build a holistic advice proposition

Transform threats to the legal sector into opportunities - The forthcoming changes are a

welcome reminder of the need to change in a positive manner

Call us on 01277 500053 or email us at advicebasiandbasicouk to discuss the points raised in this slide show further Thank you