The ifa Show

The value of advice is often difficult for financial planners to articulate to clients, but new research has quantified the average amount clients could earn per year by engaging an adviser.

In this episode of the ifa Show, host Sarah Kendell is joined by Russell Investments head of wholesale partnerships Neil Rogan to discuss the fund manager's report on both the tangible and intangible aspects of value that advisers can deliver in their relationships with clients.

Neil also unpacks changing perceptions of the value of advice following the COVID crisis and how advisers can better incorporate the idea of value in their marketing and client engagement strategies going forward.

Many IFA practices struggle with obtaining the efficiency gains necessary to get sufficient scale and profitability in their business.

In this episode of The ifa Show, Iress manager - practice solutions team, Kelli Willmer, shares her top tips for advice businesses looking to scale up, whether through acquiring a new practice or client book or expanding staff numbers.

Kelli talks through some of the challenges of expanding an advice business while maintaining excellent client service and robust compliance frameworks, shares some case studies of firms who were able to leverage efficiencies through technology, and examines the issue of succession and how that plays into business growth.

In the last IFA Excellence Awards finalist showcase before this year's awards, host Sarah Kendell is joined by Capital Group managing director of financial intermediaries Jorden Brown, as well as finalists for Dealer Group of the Year, Cobalt Advisers' Conaill Keniry and Lifespan Financial Planning's Michael Gershkov.

Conaill and Michael discuss the concerns many advisers often have with the traditional dealer group model, and the importance of helping financial planners to deliver truly independent and high quality service to clients. Our panel of guests also look at how to facilitate the exchange of best practice ideas between advisers and why it's important to do comprehensive due diligence when selecting the best dealer group to work with.

For better or worse, 2020 has been an unforgettable year in global equity markets, which has forced both fund managers and advisers to look at new ways of doing things.

In this episode of the IFA Show, host Sarah Kendell is joined by Francyne Mu, portfolio manager and research analyst from Franklin Templeton's global equity team, to discuss the key investment themes that will play out in the global economy as the COVID crisis continues to evolve.

Francyne also dives into what advisers should look for when selecting or re-evaluating their clients' global equity allocations, and how clients that are typically overweight in Australian shares can benefit from a global growth strategy.

Learn more about Franklin Global Growth Fund, a concentrated, yet diversified portfolio of high-quality global growth companies.

In the first ifa Excellence Awards finalist showcase for 2020, host Sarah Kendell is joined by First Sentier Investors' Angela Vincent as well as finalists for Investment Adviser of the Year James Weir and Chris Smith.

James and Chris discuss how they got into investment advice and the challenges involved in getting clients to "stay the course" during 2020's market volatility. Our panel of guests also delves into the important industry trends that investment advisers should be tapping into and dish out some key advice for new starters to the sector.

Regulatory change is pushing advisers to include more flexibility and engagement in the way they service clients.

In this episode of the ifa show, Midwinter head of product Ivan Gower and head of distribution Andrew Whelan look behind the 'buzz word' of goals-based advice to discover how advisers are tying their conversations with clients more closely to their short and long-term goals and how technology can assist in this process. Ivan and Andrew also discuss how new fee models can provide different ways for advisers to engage and retain clients beyond the traditional 'all or nothing' approach.

Now more than ever, advice practices need to have a clear understanding of the ideal client experience they want to create across every aspect of their business. In this episode of the ifa show, Iress manager – practice solutions and IFA specialist Kelli Wilmer shares the top tips she and her team employ when it comes to helping IFAs define ideal clients and generate new business leads as well as create a differentiated and seamless onboarding and ongoing service experience

The current crisis has provided a much needed boost to demand for advice, but many consumers are still wary about which practitioners they can trust and how much it will cost. In this episode of the ifa Show, host Sarah Kendell is joined by Sunsuper head of advice and retirement Anne Fuchs, to discuss the industry fund's latest research on consumer preferences around advice and what trends it points to in terms of financial literacy and retirement confidence. Anne discusses how Sunsuper is partnering with IFAs, as well as lower-cost services advisers can offer more budget-conscious clients and new strategies to attract a younger consumer.

After appearing at the Adviser Innovation Summit 2020, Talking Money's Melissa Meagher delves into the specifics of money coaching and how planners can offer this as a complement to their existing services on this episode of the ifa Show.

Melissa shares some of the specifics around her offering when it comes to licensing, education and pricing.

She also touches on what types of clients are best suited to money coaching services, how advisers can position a money coaching offering and why consumer behaviours around money are often difficult to shake.

In spite of pandemic-induced job and income losses, the mortgage market has been experiencing a surprising boom thanks to record low interest rates and flat property prices.

In this episode of The ifa Show, host Sarah Kendell is joined by Anthony Landahl, the managing director of Equilibria Finance, to discuss what he's been seeing in the lending market over the last few months, how advisers can help well-positioned clients to get finance ready, and what policy changes advisers need to be aware of.

Anthony explains whether incoming salary is a good marker for credit access in the current environment, how the lockdown restrictions are affecting confidence among small businesses, and what the future outlook is for opportunities in the lending market.