View more on these topics

Nic Cicutti: Advisers’ salary is not biggest issue in profession

Apart from his longevity in this industry, one of the great things about Steve Bee is that he has always been willing to take on the role of agent provocateur.

In the decades that he has been a commentator on pensions and other financial subjects, at Prudential, Scottish Life and now as director of Jargonfree Benefits, he has never shied away from saying the unsayable.

While others relish the mantle of being treated as industry elders simply by virtue of their length of service, Steve continues to gently lob intellectual grenades at his audiences, forcing them to reconsider and look afresh at issues they might otherwise take for granted.

One of his most recent examples is a column in Money Marketing in which Steve confronts the question of how the industry can deliver a service to 18 million people – the number the FCA estimates could have benefited from financial advice in the past 12 months.

Steve chooses to focus his answer on the controversial topic of how much advisers are charging for financial advice. He writes: “The relatively high costs of taking financial advice and legal advice being broadly equivalent must surely act against financial advice becoming widely available to tens of millions of people a year.”

Given his position as an industry maverick, I hope Steve won’t mind if I add my more modest thoughts to his own comments.

Need for advice

The first concerns his observation about the level of need for financial advice. It is not the case all potential beneficiaries of financial advice, who number in excess of 18 million people, want the same, highly complex level of service.

Some need help with a basic transaction, others need generic advice. Many would be satisfied with online or telephone-based services. Not all of it needs to cost £300 an hour, or even a fraction of that amount.

Treatment costs

My second point relates to his comment about the medical profession – he suggests “very few people would see an online consultation with an algorithm as being satisfactory.”

Equally, many of the functions of health provision are now either automated or performed by professionals whose annual salaries are in line with the national average or even below it, rather than at senior consultant level.

A couple of months ago, I came off my scooter and fell on my shoulder, rupturing a ligament. Happily, aside from an unsightly and, sadly, permanent lump on my shoulder, my recovery has been good.

While at my local hospital’s minor injuries unit (MIU), I was triaged by a senior nurse practitioner on a band six salary – an initial 15 minutes at a top hourly rate of £19.06. My jacket and upper clothing were cut off by a nursing assistant – ten minutes at £9.63 an hour— during which time she took and recorded my physical observations.

I was wheeled to the X-ray department and back by a porter – ten minutes at £9.03 an hour – and X-rayed by a radiographer – six minutes at £17.17 an hour. My subsequent consultation with the nurse practitioner, in which she explained the nature of my injury and its management, fashioned me a sling out of foam and loaned me an NHS pyjama jacket, took a further ten minutes. I was out of the MIU in just over an hour.

Nic Cicutti: Has FCA glossed over the facts on defined benefit transfer issue?

Where were the highly-paid specialists in all of this? The X-ray results were initially interpreted by the radiographer and the nurse. An image was sent electronically to University Hospital Southampton where it was reviewed at a so-called ‘virtual clinic’ by a small trauma and orthopaedics team of two or three consultants and registrars – hourly rate between £29.74 and £47.99 – for all of five minutes.

Two days later I received an automated letter telling me the injury was minor and what the likely prognosis would be. That would have cost about a fiver.

Of course, the NHS being what it is, there are masses of other invisible costs involved in treating my injury. But my key point is that responding to medical needs today is unrecognisable from a 1960s-style Carry On Doctor model of care, where patients spent weeks in hospital recovering from a bunionectomy.

Professional links

Finally, I’ll point out Steve makes the link between accountants, lawyers and financial advisers, to discuss relative earnings – and to suggest that the latter’s costs may be too high. This type of comparison is commonly seen in such discussions.

If we accept that an algorithm – or automated financial advice – is a likely outcome of technological progress, then perhaps the link is a false one.

It is not impossible to imagine most financial advisers being supplanted by computer software with only the most complex functions performed by live human beings – and, for the most part, not particularly well-paid ones at that.

Far-fetched? Does anyone remember draughtsmen, responsible for producing all those wonderful technically-detailed drawings of aeroplanes, ocean liners and automobiles right up to 20 years ago? Gone, replaced by twentysomethings with access to a CAD machine. The same can be said about scores of other 19th and 20th century professions that have all vanished.

It may be that, rather than Steve worrying about whether financial advisers are charging too much, the real issue is whether they can survive in their present form for another 20 years. Now that would be true iconoclasm.

Nic Cicutti can be contacted at



Keith Richards: FCA should gather data from PI insurers directly

Personal Finance Society chief executive Keith Richards has called on the FCA to be more proactive in its upcoming professional indemnity insurance data collection by approaching insurers directly. The FCA outlined its plans to change the data it collects on intermediaries’ PI insurance cover in a consultation paper published earlier this week. This will affect […]

Royal London Asset Management

Quick start guide to the Insurance Distribution Directive (IDD)

Ross Jackson, Senior Protection Marketing Manager, Royal London The Insurance Distribution Directive (IDD) came into force in October 2018 and introduced a number of new obligations that firms involved in the designing and selling of insurance products need to meet. The aim of this EU legislation is to enhance consumer protection when buying insurance and […]


News and expert analysis straight to your inbox

Sign up


There are 6 comments at the moment, we would love to hear your opinion too.

  1. Neil Liversidge 5th August 2019 at 4:02 pm

    There’s more to it than that. A computer wouldn’t have taken an 83-year-old client’s call at 3pm on Saturday afternoon just gone, and met with him and his daughter at 7pm last night (Sunday) to sort out the issues around his wife being sectioned under the Mental Health Act. and how to protect their assets from her manic spending. It’s a people business we’re in.

  2. Interesting analogy Nick in relation to your treatment. The failure of our regulator to understand that not everyone needs a fully qualified adviser to deliver a holistic financial advice solution means that people either get full advice or no advice at all. In accountancy, you can just use a bookkeeper to do your accounts if you are a small business, so small businesses and sole traders can pay an hourly rate that reflects the fact they do not need a senior partner in a major big 4 accountants to produce their one man band accounts for the year. If you are buying a house you can pay for a relatively low cost conveyancer rather than a criminal barrister charging £000s per hour. But in financial planning everyone who gives advice is required to give fully documented holistic advice wherever an element of investment is included in the recommendations. Hence the expensive cost of advice.

  3. Nic, three articles below yours is one written by your fellow contributor Andy Hart. Please do me a favour will you? Go and speak to Andy about the true value that decent Financial Planners deliver for their clients because, going on the content of your article, you clearly don’t have the first idea.

  4. Your analogy completely fails to address the additional cost of delivering the service by the NHS Nic and I am sure that, when added to the nursing’s staff’s own salaries, this would dwarf the £300 cost of service delivery of the IFA!

    You see,that’s what people miss and whilst I appreciate that you don’t need to carry staff and associated costs as a self employed freelance writer, I thought that you of all people might know better!

  5. John Hutton-Attenborough 6th August 2019 at 10:15 am

    Every person who treated you at the NHS would have been a member of the NHS pension scheme to which contributions would have been paid. They all work in a building and have the working infrastructure around them which is not free. They would also if anything “complicated” had arisen called on qualified practitioners to take over. Is a foam sling the same as open heart surgery?

  6. There is always a place for bespoke advice and true practitioners. Sadly much that is churned out, certainly from the larger firms, is turgid writing from report systems, this in itself is automated. Fact, most of the processes in financial advice can be written as algorithms, ergo the questions and answers can be automated. Automated advice is here it will become increasingly sophisticated, customer friendly and the customer will be the winner.

Leave a comment


Why register with Money Marketing ?

Providing trusted insight for professional advisers. Since 1985 Money Marketing has helped promote and analyse the financial adviser community in the UK and continues to be the trusted industry brand for independent insight and thought leadership.

News & analysis delivered directly to your inbox
Register today to receive our range of news alerts including daily and weekly briefings

Money Marketing Events
Be the first to hear about our industry leading conferences, awards, roundtables and more.

Research and insight
Take part in and see the results of Money Marketing's flagship investigations into industry trends.

Have your say
Only registered users can post comments. As the voice of the adviser community, our content generates robust debate. Sign up today and make your voice heard.

Register now

Having problems?

Contact us on +44 (0)20 7292 3712

Lines are open Monday to Friday 9:00am -5.00pm