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&#39Multi-ties will offer most sales efficiency&#39

Advisers will take four main approaches to the market after depolarisation, according to research by H2B.

The research company surveyed 11 IFA businesses last month in association with Money Marketing and advertising agency Teamspirit.

The results suggest the multi-tied route could lead to more efficiency of sales, a lower cost base and better provider support.

A commission-based IFA model will ideally have strong central management controls backed with processes, training, panels and research but will lack any local provider research and as a result will be very reliant on technology.

The results suggest both whole-of-market and multi-tie approaches will be strongly sales-focused.

The direct-to-consumer route will rely heavily on online and telephone systems, will be discounted and may rely on wraps.

The final advice type will be fee-based IFAs, which will focus on high-net-worth individuals, corporates, holistic planning and wraps.

Firms in the sample have acknowledged that their advisers wish to retain the independent badge and are resistant to multi-ties.

They believe that there is an entrenched sales culture among self-employed advisers in particular.

Many of the firms have decided on their plans for multities but these are still mostly under wraps while discussions with providers continue.

One national IFA says: “We have our own in-house wraps for Peps, Isas, offshore bonds, Sipps and SSAS, so we can provide the service element in-house without having to rely on the administration of investment houses and life insurance companies to anything like the degree of our competitors. This obviously puts us far more in control of ensuring our clients get the right level of service.”


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