Advice clients are 5.2% a year better off

This article first appeared in the Financial Review and the IFA Magazine.

Advisers generate an average 5.2 per cent extra cash per year for clients regardless of market movements, through services such as asset allocation and behavioural coaching, new research has revealed.

Russell Investments’ Value of an Adviser Report sought to quantify the value delivered by advisers in five service areas beyond investment advice – asset allocation, correcting behavioural mistakes, adequately managing clients’ cash holdings, setting and monitoring goals and tax structuring.

The report found that advisers generated an average 2.2 per cent per year for clients through ensuring they bought and sold assets at the correct times in the market cycle, and 1.5 per cent through ensuring investments were made in tax efficient structures such as super and transition to retirement.

A further 0.9 per cent was generated through asset allocation basics such as selecting the correct investment option in the client’s super fund, and 0.6 per cent by diversifying a client’s cash and fixed income holdings.

Russell Investments head of wholesale partnerships Neil Rogan said the research highlighted the concrete difference advice could make even through relatively simple services such as acting as a sounding board for investment decisions.

“If you look at it, it’s around 3.1 per cent just through asset allocation and the adviser coaching the client on behaviours around when they should or shouldn’t sell,” Mr Rogan said.

“An important role that the adviser plays, not only is getting the allocation right but also really saving the client from themselves.

“When you look at the difference [in outcomes] over 20 years, I think that’s a really important point, and now more than ever that behavioural piece is important when advisers are working with clients, with these turbulent markets.”

Mr Rogan said being able to quantify the value of advice, which was often talked about in general terms in the industry, would help advisers to confidently articulate and charge fair up-front fees to clients.

“If you look at the fee piece, would you pay $3,000 to make $10,000? I think the answer to that is clearly yes – it’s a no-brainer, so why wouldn’t you get advice?” he said.

While the fifth non-investment service – setting and monitoring goals – was not specifically quantified in the report, Mr Rogan said this could often be the key piece of the puzzle when it came to delivering value for clients.

“It’s actually understanding what your client needs and wants to do, and putting in place strategies to help them do it,” he said.

“You can dress that up as goals-based advice, but it’s about the expertise and understanding the client’s behaviours and matching the asset allocation, investments and the tax strategies that fit around it.”

Source: IFA

 

In a world full of choices,
this is why our clients chose us:

Over the years, we have come to rely on Sherlock Wealth to take care of all our financial affairs and to see Andrew as

Dr. Bruce Walker

Read more

I have been a client of the Sherlocks for more than 40 years. The sound advice I have received from Andrew in relation to building wealth

Mark Worrall

Read more

We wanted to express our enormous thanks to you and your team. First of all for your sage advice in terms of the

Trauma Claim

Read more

Since becoming a Sherlock Wealth client, my wife Jacinta and I have never felt more than in control of our

Rob and Jacinta Jones

Read more

Having busy lives, we truly value the advice and care that Andrew and the team at Sherlock Wealth provide with

Rachel and Brett Lunn

Read more

I would say to anyone that you have to prioritise your financial affairs as an important part of your life

Jo Masters

Read more

Want to know more?
Sign up to our e-news today!

    YOUR SUCCESS IS OUR PASSION +612 8247 9900