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Good Practice Management and Sales: A Continued Tug-of-War

Almo Lubowski, CFPBy Almo Lubowski, CFP, South Africa

Nobody is under any illusion that a financial planning practice is in the business to be profitable and serve as a source of income for its owners and employees. However, it is unfortunate that many still overlook the need to engage in implementing some important practice management strategies for their businesses in favour of purely focusing on sales targets and production.

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“Treating Customers Fairly” Law = Credible Information for Advisors and Consumers

By Almo Lubowski, CFP, South Africa

When considering the topic of good and credible financial information, especially for consumers, the regulatory concept of Treating Customers Fairly springs to mind. For those that are not aware Treating Customers Fairly (TCF) is an outcomes based regulatory concept or regulator tool initiated by the financial regulator in the United Kingdom and thereupon also adopted by the South African regulator in the recent past.

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Specialisation in Financial Planning is Actually More Complicated

By Almo Lubowski, CFP

It would seem that there is a trend amongst financial planners to specialise and specifically in investments. This means that their target market is usually higher net-worth individuals, as the ordinary person does not always have high amounts of additional money to save or invest, but this is another discussion entirely. My question is whether specialising is really keeping it simple?

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The Financial Services Industry Wants to Cut out the Middleman

By Almo Lubowski, CFP

In dealing with financial policy makers (and even regulators) in the recent past, and on the various aspects that will affect financial advice in the future, a definite trend has emerged: these aforementioned policy makers are adamant on dis-intermediation of the financial services industry and their focus is on eliminating advisors and planners.

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Professionals Use Fee-Based Models

By Almo Lubowski, CFP

Many believe that in order to be a professional financial planner, one needs to shift towards a fee-based model within one’s practice, with a clear distinction between the provision of financial advice and the sale of products being drawn. Perhaps the word “fee” is also a bit deceptive in the financial planning profession; some say that the term “advisor charging” is more appropriate.

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