8 September 2016

Ian McKenna: Aegon’s bold strategy after Cofunds deal

Aegon’s acquisition of Cofunds potentially puts the company in a very strong position not only to build deeper relationships with established adviser firms, but also to support the emergence of the next generation of advice businesses. Aegon chief executive Adrian Grace says he positioned the deal as potentially the last piece of the jigsaw in […]

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An ideal model for protection commission

To grow the protection market we need an effective remuneration model to build meaningful distributor enterprise value. While the existing Lautro commission structure is recognised as flawed, we seem resigned to live with it. Necessary change should not require regulatory intervention and should be possible through effective self-regulation. If we were to change what structure […]

Martin Tilley: Passing the buck on Sipp cap ad charges

We have seen an increasing number of adviser enquiries that appear to have been triggered by the introduction of the FCA’s capital adequacy regime, which came into forcelast week. A number of these calls are due to advisers looking for new Sipp providers to partner with. Advisers are assessing the propositions available, and the fees […]

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Trevor Greetham: Time to reboot Abenomics

At regular asset allocation meetings a decade or so ago a battle-scarred friend always said the same thing when asked for his views on regional equity strategy: It’s never too late to underweight Japan. Abenomics changed all that, making Japan the star performer of 2013 and 2014. Yen strength has blown Japan somewhat of course […]

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Is selling really such a dirty word?

The old adage that protection is sold and not bought has proven to be quite divisive during a number of recent online and offline discussions. Some people think it harks back to the dark old days of the insurance salesperson – the tied agent flogging expensive policies to a blindly loyal customer base – and […]

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Carl Lamb: Advisers are not dictators or nannies

We live in a world where running a firm of advisers is as much about protecting it against future penalty as it is about helping clients. Of course, ensuring any advice is in the client’s best interest is by far the best way of protecting against any future complaints. But just how much responsibility should […]

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Danby Bloch: HMRC’s hand grenade on salary sacrifice

HM Revenue & Customs lobbed a small grenade into the world of tax-efficient remuneration in a quiet week in August, while most HR managers, employee benefit consultants and many other employees were sunning themselves on beaches. The HMRC proposal is to take away the tax and national insurance advantages of many salary sacrifice schemes from […]

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All you need to know on selling your advice firm

The sale of an intermediary business is usually the single largest “capital event” for most owners. The old adage, “You don’t get a second chance to make a good first impression” is one to bear in mind from the outset. A number of actions and decisions make a successful sale more likely, and at the […]

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Peter Hamilton: When lying to insurers is allowed

About 18 months ago I wrote about how an insurance claim, valid in every respect, can be rejected if the insured has sought to embellish the facts with a lie in the course of making the claim. Such fraud has become known as a fraudulent device. I illustrated the point by reference to a Court […]

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AFH boss: ‘We are not a consolidator’

Nobody could accuse Alan Hudson of letting the grass grow under his feet. In the past 26 years, the chief executive of financial planning and wealth management firm AFH has been busy expanding the business he founded in 1990, both organically and through acquisitions. The firm was selectively buying small advice firms even before its […]