lfa recruitment brochure
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LIGHTHOUSEFINANCIAL ADVICE
HELPING HIGH CALIBRE FINANCIAL ADVISERS ACHIEVE THEIR POTENTIAL
Lighthouse Financial Advice is one of the largest providers of expert financial advice in the UK. Tens
of thousands of people around the country rely on our advisers to make their money work harder.
Ours is a people business and we never forget that it is our advisers and their clients who make our
business a success. Our role is to help each of our advisers achieve their full potential in his or her
career, in terms of both personal satisfaction and financial rewards. Our ability to attract and retain
high quality advisers is the reason we exist and thrive. We do our utmost to ensure that the
remuneration and support services package we offer really does enable high calibre financial
advisers to realise their ambitions.
Lighthouse Financial Advice is part of Lighthouse Group plc, a company listed on the Alternative
Investment Market (AIM). Our advisers therefore benefit from the financial stability and substantial
resources associated with a firm of significant scale. Lighthouse Group, which in 2014 had an
annual turnover of approximately £47 million, is financially robust and proud to have won Financial
Adviser’s prestigious Large IFA of the Year Award, Life and Pensions, in 2010, 2011 and 2012. In
2013 the Group was highly commended in the online service category of the awards.
Page
Supporting you all the way 2
Making it easier for you to make the move 3
Helping you achieve your full potential 4
Access to more than five million “Middle Britain” potential clients 5
Spend less time on administration and more time meeting clients 6
Advising Middle Britain with confidence 7
Business development support when you need it 9
Options to refer non-core business on a fee split basis 10
1
WE ARE THE PREFERRED FINANCIAL ADVISERS FOR MEMBERS OF:
Why advisers are joining Lighthouse Financial Advice:
l The potential to access over five million “Middle Britain” clients.
l The many thousands of opportunities and qualified client leads that our affinity
group marketing programme generates each year.
l Three-day residential course provides the technical and business development
training you need to get up and running quickly and writing business effectively.
l Business Development Executive who provides practical help with building your
client base locally and staying on track to achieve your goals.
l Adviser development manager who will work with you to help meet your on-
going need for knowledge and skills
l Market-leading, straight-through business processing system incorporating risk
profiling and compliance sign-off, enabling you to spend less time on
administration and more time with clients.
l Lighthouse Researched Solutions, our wide range of fully-researched products
and funds selected to meet the needs of Middle Britain, enable you to advise on
all main areas of financial planning with confidence.
l Adviser Support Team to call on when you need business development support.
SUPPORTING YOU ALL THE WAY
If you are a dynamic, hard-working adviser keen to take advantage of the many thousands of
client introductions we generate each year, we would like to talk to you. Maybe you are from a
bancassurance background, or are currently with a smaller firm which perhaps has a lower profile
and fewer resources than us – whatever your current situation, if you are a qualified financial
adviser keen to develop business within a professional environment, we’ll support you all the way.
“I joined Lighthouse
Financial Advice because of
the huge number of
opportunities available
through the affinity groups
and I haven’t been
disappointed.”
2
3
MAKING IT EASY FOR YOU TO MAKE THE MOVE
We understand the importance of equipping you to advise
clients with confidence. All advisers joining LFA attend a three-
day residential training course, which provides you with the
knowledge you need to get up and running quickly, and writing
business efficiently.
Moving to a new firm generally involves learning new systems, processes and,
increasingly, technology – often with very little training or support. This usually
means spending even more time than usual on administration and less time
advising clients. This alone may make you reluctant to move, even if you know that
you are not achieving your full potential in your current environment.
All advisers joining LFA attend a three-day residential course which we provide
free of charge at our Academy, based in our Brighton office. You will learn about
all the key areas you need to understand in order to succeed as a Lighthouse
Financial Advice adviser.
A week before the course you will attend web-based preparatory sessions. During
the course itself you learn to use the technology, processes and materials we
provide, via case studies wherever possible. This gives you valuable, hands-on
experience and a clear understanding of how to derive full benefit from LFA –
whether in terms of efficiency, developing your client base or maintaining an
excellent standard of advice. In addition, we identify and address any additional
learning gaps you may have and help you develop your business plan.
A maximum of 12 advisers attend each course, ensuring each receives individual
attention. On successful completion you should be fully equipped to build a
successful career with Lighthouse Financial Advice.
Practical help available whenever you need it
We don’t leave you high and dry once you have completed your Academy
course. Your Adviser Development Manager will provide you with any practical
help you require to progress your career and make the most of all the resources
available to you.
Your training course will
cover the following topics:
l accessing our client
introduction capabilities
l developing business via our
affinity partners
l how our call centre can
boost your business
l writing business efficiently
via our integrated business
processing system
l using our industry-leading
risk-profiling method
l an overview of financial
products, including
Lighthouse Researched
Solutions
l options for helping clients
with more specialist needs
l refresher sessions on
regulatory issues
l meeting our compliance
requirements.
“It’s great having someone
to call when you have an
issue. For instance, although
I knew how to process
investment cases, I had a few
questions when I was
inputting my first pension
case. My Adviser
Development Manager was
able to talk me through these
over the phone, saving me
time and ensuring I submitted
it compliantly.”
4
If you are experienced, confident and perhaps already have a client bank you will
probably prefer to get on with advising clients without the need for input from your
Business Development Executive. However, if you are new to being self-employed
or are from a bancassurance background, you may be glad that there is someone
you can call, whether for advice or simply for a chat.
One adviser who has benefited joined LFA from a major bancassurer. His Business
Development Executive has built up a successful practice as a LFA adviser over a
number of years. “My Business Development Executive is great. When I joined he
sat down with me and we went through my personal contacts, identified people I
should approach and asked the LFA adviser support team to write to them. This set
me up nicely to make the follow-up calls and proved to be a good way of getting in
front of clients.”
The adviser was keen to get involved with the affinity groups but nervous that he
didn’t know enough about the various public sector pensions. “My Business
Development Executive took me along to a couple of seminars he was running for
doctors and made sure I got up to speed with the finer points of the old and new
schemes. In addition, I have since been along to seminars organised for middle
managers taking voluntary severance from major national employers and who could
receive sizeable pay-offs.”
“He also encourages me to broaden my advice capabilities. As many of my
contacts are starting families and moving to larger homes, I am studying for my
mortgage exams. I am not qualified to advise on long-term care but another adviser
he works with is, so I refer this business to her and still receive a share of the fee.”
HELPING YOU ACHIEVE YOUR FULL POTENTIAL
Being a financial adviser can be lonely, even if you are working for a large practice. Knowing that
you can pick up the phone and talk to someone who has been there and done it can make a huge
difference when you move to a new firm. That is why, as a LFA adviser, you will have access to a
Business Development Executive.
5
We have built up extensive expertise in working with affinity groups at national and
local level to raise awareness of how we can help their members take control of –
and protect – their financial future. We devote considerable resources to creating
opportunities for advisers via our affinity group partners. It will therefore come as no
surprise that our annual marketing budget runs to hundreds of thousands of
pounds.
We have built up brand awareness through nation-wide advertising campaigns, in
print and on-line, aligned to the membership profiles of the various affinity groups
and by exhibiting at national conferences and other events. However, much of the
work that creates solid relationships is done at grass-root level.
Our Affinity Relationship Team ensures that Lighthouse Financial Advice is
promoted to the members in the place where they work. Their job is to make
Lighthouse Financial Advice as visible as possible at a local level. They make sure
that local representatives understand how their members can benefit from
professional financial advice and what our advisers can offer. Working with
nominated LFA advisers, they also encourage local representatives to hold
seminars and surgeries in the workplace. These are particularly popular if a large
number of members are concerned about their pensions or are considering taking
voluntary severance. We offer everyone attending a seminar a complimentary initial
consultation with an adviser. On average 50% of attendees take us up on this,
which is a great way of providing advisers with good quality, qualified client
introductions.
In addition, we make sure that fliers promoting the importance of various aspects of
financial planning are available and visible in the workplace. These raise
awarenesss of the benefits of taking professional financial advice and generate a
continuous stream of appointments for advisers in all parts of the UK.
ACCESS TO FIVE MILLION “MIDDLE BRITAIN” POTENTIAL CLIENTS
Lighthouse Financial Advice probably generates more client introductions for its advisers than
anyone else in the market – and having built solid relationships with many of the largest affinity
groups in the UK, we expect this continuous stream of opportunities to increase significantly.
We devote considerable
resources to creating
opportunities for advisers via
our affinity group partners.
Here are the figures for 2014:
l 19,154: the number of leads
we generated
l 12,026: the number of
people who attended one of
our seminars or surgeries
l 7,128: the number of
appointments booked by
our client services team
directly into advisers’ diaries
l 1,441: the number of
seminars and surgeries
organised for advisers by
our adviser support team.
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SPEND LESS TIME ON ADMINISTRATIONAND MORE TIME MEETING CLIENTS
Administration and paperwork – keeping clients’ files up-to-date, scheduling
reviews, carrying out valuations, submitting paperwork to providers, checking on
the status of cases – can take up a significant amount of your valuable time.
Recognising this, Lighthouse persuaded two leading financial services technology
specialists to work with each other – and with a large number of major product
providers – to develop an integrated, on-line business processing system.
Lighthouse Fairway is the first system to combine two market-leading technologies,
the back office software provided by Intelligent Office, and the latest Dynamic
Planner and risk profiling technology provided by Distribution Technology. It
combines efficiency enhancements in business processing with excellent
functionality, saving you time and giving you access to the tools you need to
compete effectively in the post-RDR environment.
The system streamlines all parts of the advice process – from initial contact through
risk profiling to sign off, placing the business and ongoing client management. It
provides you with end-to-end business solutions, from fact-finding through risk-
profiling, to placing business and managing fees. Additional features such as eIDV,
which provides online client identity verification, integrated access to Assureweb
and suitability letter templates, further streamline the business processes. It also
incorporates remote compliance monitoring, significantly speeding up sign-off.
Lighthouse Fairway: free of charge to LFA advisers
l A full Intelligent Office (IO) licence, with client agreements, fee and invoicing
capability and an enhanced compliance process that facilitate streamlined
processing for ‘standard business’, freeing up your time for other business.
l Suitability letters built in to IO.
l Assureweb integrated within IO.
l Dynamic Planner integrated within IO.
l Integrated eIDV (Electronic ID verification).
As a Lighthouse Financial Advice adviser, you will have access to our market-leading client
management and business processing system that has revolutionised the way our advisers
manage their business.
“The system has huge
benefits. Having electronic
valuations has already saved
me a considerable amount of
time. But in addition to its
business processing function,
it makes preparing for client
meetings much easier. I can
generate all the fund
factsheets I need and know
that they are up-to-date. For
new clients I prepopulate as
much of the factfind as
possible in advance during a
brief chat over the phone, so
when I go and see them we
can focus on their specific
needs.”
77
ADVISING “MIDDLE BRITAIN” WITH CONFIDENCE
Lighthouse Researched Solutions: a complete solution for all main
areas of advice
Lighthouse Researched Solutions is a range of high quality products and
investment funds and services from leading providers. We select them for their
quality and effectiveness following in-depth research to ensure that they are right
for the needs of the majority of Middle Britain clients, now and in the future.
Lighthouse Researched Solutions: key benefits
l A choice of products from leading providers: investment and pension platforms,
on-shore and off-shore bonds, protection, annuities and equity release.
l A broad range of centrally-researched investment funds and services, so you
are able to concentrate on the advice side of your role, knowing that you have
access to first-class investment solutions to meet clients’ needs.
l Pre-approved suitability paragraphs: we provide you with pre-approved
suitability paragraphs for Lighthouse Researched Solutions, making your life
even easier. Simply copy and paste the paragraphs you need.
l Integrated compliance review: the compliance approval of recommendations
based on Lighthouse Researched Solutions is incorporated into Lighthouse
Fairway, streamlining business submissions even further.
l Cost-efficient for clients: fees for recommending our carefully selected range of
Lighthouse Researched Solutions are lower than the cost of equivalent advice
of researching the relevant market in its entirety.
Lighthouse Researched Solutions Products: efficient and cost-effective
The products included in Lighthouse Researched Solutions have been selected to
appeal mainly to clients who are cost-conscious yet want good quality products.
We expect them to be suitable for the majority of Middle Britain clients. In fact,
analysis of business written by Lighthouse indicates that most clients, no matter
As the “Go to” adviser for Middle Britain, Lighthouse Financial Advice provides you with the
research and products you need to make recommendations that, as well as being appropriate and
compliant, are cost-effective for clients and efficient for you.
“As a self-employed adviser
with no client bank, I believe
that LFA has the best
proposition in the market at
the moment and it certainly
delivers its promises.”
8
Lighthouse Researched
Solutions Investment Funds
and Services include risk-
managed and risk-profiled
investment funds and
discretionary fund
management (DFM) services
aligned to risk profiles defined
by Distribution Technology.
The investments are managed
on a multi-asset, multi-
manager basis and include
active and passive funds,
bespoke and model
discretionary fund
management services, and
solutions focused on
delivering income.
their level of sophistication or net worth, should, with your expert guidance, find the
correct solution for their needs within those we have identified.
The products include a choice of investment platforms, on-shore and off-shore
bonds, pension platforms, protection, annuities and equity release, all from leading
providers. Our assessment criteria include the provider’s financial strength,
commitment to the UK market, brand and reputation, together with the product
features and costs. For products such as pensions and investment bonds, we also
take into account the availability and suitability of funds managed by the provider,
for example life-styling options, together with access to broader investment
options, such as Lighthouse Researched Solutions Investment Funds and Services.
Lighthouse Researched Solutions Investment Funds and Services:
a broad range of investment options
The investment process you use is likely to be closely scrutinised by the FCA,
not just with regard to the initial recommendations, but also their continuing
suitability and alignment with clients’ attitude to risk, with full reviews to be
carried out at least annually. With this in mind, Lighthouse launched Lighthouse
Researched Solutions Investment Funds and Services, a broad range of centrally-
researched investment managers. Using Lighthouse Researched Solutions
Investment Funds and Services means you are able to concentrate on the advice
side of your role, knowing that you have access to first-class investment solutions
to meet clients’ needs – you no longer need to be fund manager and stock picker.
Our goal was to identify funds and DFM services that align to the risk profiles
defined by Distribution Technology, crucially not just at the time of the client’s
investment, but for its duration. Our key concern was that the risk rating for each
fund and service should remain constant throughout the life of the client’s
investment. All these funds and DFM services are continually reviewed by
Lighthouse, with hold and sell alerts published if considered appropriate.
All Lighthouse Researched Solutions Investment Funds and Services have
undergone detailed due diligence. Furthermore, the funds’ risk profiles are reviewed
each quarter by Distribution Technology, and Lighthouse repeats the full due
diligence process every six months.
9
A key benefit of joining Lighthouse Financial Advice is our ability to generate
thousands of client opportunities each year. Making sure that all these client
opportunities are made available to advisers and followed up in a professional
manner is the responsibility of our Adviser Support team.
Based in our head office near Brighton, the team ensures that all requests for
appointments are entered into the central client relationship management (CRM)
system and allocated to appropriate advisers as agreed. As a LFA adviser, you can
also call upon the team to carry out marketing initiatives on your behalf – you can
use their services for your marketing and business development activities as much
or as little as you wish.
They specialise in tele-marketing, working until 7.30pm Monday to Thursday and
from 10am to 2pm every Saturday, and achieve impressive results. For instance
an adviser asked them to phone 15 people who had expressed interest following
a seminar organised in conjunction with a major national affinity group. The team
managed to book 14 appointments directly into the adviser’s diary.
How our Adviser Support team can provide you with practical help:
l Need a Personal Assistant? Ask the team to phone prospective clients to book
initial consultations and existing clients to offer a regular review.
l To save you more time we even call all seminar attendees to make
appointments for you, booking them directly into your diary.
l Want to send clients a mailing, eg about NISAs? The team can send out
mailings to clients on your behalf, make the follow-up calls and book
appointments directly into your diary.
BUSINESS DEVELOPMENT SUPPORT WHEN YOU NEED IT
You can call on Lighthouse Financial Advice’s unique Adviser Support team to support your
marketing and business development activities. From contacting clients and following up on fully
supported seminars, to booking appointments directly into your diary, they are there to help.
11
FIND OUT MORE
If you’d like to know more, feel
free to get in touch with us.
We’d be more than happy to
talk through your options and
about what it is like being a
Lighthouse Financial Advice
adviser.
Why wait? Call
08000 85 85 90
or email careers@lighthousefa.co.uk
and we’ll put you in touch with
your local Business
Development Executive. Visit
lighthousefa.co.uk/careers.
10
OPTION TO REFER NON-CORE BUSINESS ON A FEE SPLIT BASIS
Do you currently turn down opportunities to advise on certain areas of business – for example
long-term care, equity release, mortgages, pension transfers, annuity purchases, workplace
pensions or employee benefits? Would you like to advise local business owners and directors?
As a Lighthouse Financial Advice adviser, if you don’t wish to advise on certain
cases or are not qualified to do so, you can refer these to specialists within
Lighthouse in the knowledge that your clients will remain just that – your
clients – and that they will be dealt with by experienced professionals with a no
cross-selling guarantee. Plus you receive an income share without carrying
responsibility for the advice.
Our range of professional services covers the areas below, allowing you to offer
clients a comprehensive range of advice without taking on additional liability or
administration or having to gain yet more qualifications.
l workplace pensions and auto-enrolment: including Lighthouse Pensions
Trust, a straightforward, low-cost workplace pension, likely to be suitable for
employers with average staff turnover levels and earnings and fewer than 250
employees
l employee benefits and directors’ pensions
l pension transfers
l equity release
l annuities
l long-term care
l residential and commercial mortgages.
LIGHTHOUSEFINANCIAL ADVICE
Helping people make their money work harder www.lighthousefa.co.uk
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Lighthouse Financial Advice Limited is an appointed representative ofLighthouse Advisory Services Limited, which is authorised and regulatedby the Financial Conduct Authority. Lighthouse Financial Advice is awholly owned subsidiary of Lighthouse Group plc.
Registered in England No. 04795080.
Registered Office: 26 Throgmorton Street, London, EC2N 2AN.
Lighthouse Financial Advice LimitedFairway House
2 Hunns Mere WayWoodingdean
BrightonBN2 6AH
T: 08000 85 85 90enquiries@lighthousefa.co.uk
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