blueprint ma2 fa migration
TRANSCRIPT
High DemandHigh Demand Bought Bought
ProductsProducts Minimal ServiceMinimal Service RemoteRemote
Pendulum SwingsPendulum Swings
Transactional Transactional ModelModel
High Value ClientsHigh Value Clients Maximise Maximise RelationshipRelationship Quality ServiceQuality Service Face to FaceFace to Face
Financial Planning Financial Planning ModelModel
Broker
Reactive
Trans
Single Product
Hunter
Proactive Mktng
Clear Propn
Adviser
Ongoing Fin Plan
R’ship &
Service
Farmer/GP
Proactive
Trans
MultiProduct
Migration to Adviser
Migration – Steps 1, 2 & 3
Broker
Reactive
Trans
Single Product
Farmer/GP
Proactive
Trans
MultiProduct
Migration to Adviser – Step 1
• Sell more Products• Campaign ‘Clients’• Skills / Knowledge (MA to FA)• Key Tool – Product Matrix
Survival
Primary Focus – in
crease product mix
Hunter
Proactive Mktng
Clear Propn
Farmer/GP
Proactive
Trans
MultiProduct
Migration to Adviser – Step 2
• Fact –Finding & Segmentation• Define Ideal Client & Develop Proposition• Marketing• Key Tool – Marketing Matrix
Control
Primary Focus – a
ttract ‘Id
eal’ clients
Hunter
Proactive Mktng
Clear Propn
Adviser
Ongoing Fin Plan
R’ship &
Service
Migration to Adviser – Step 3
• FP Skills & Knowledge• Service • ‘Soft Income’ Streams• Key Tool – FP 3 Stage Process
Security
Primary Focus – b
uild ‘Soft Income’
Broker
Reactive
Trans
Single Product
Hunter
Proactive Mktng
Clear Propn
Adviser
Ongoing Fin Plan
R’ship &
Service
Farmer/GP
Proactive
Trans
MultiProduct
Migration to Adviser
Survival
ControlSecurit
y
Value & Equity
Broker
Reactive
Trans
Single Product
Hunter
Proactive Mktng
Clear Propn
Adviser
Ongoing Fin Plan
R’ship &
Service
Farmer/GP
Proactive
Trans
MultiProduct
Migration to Adviser
Survival
ControlSecurit
y
Value – Turnover
£170 £1000
£££
Sole Trader 150 Clients £150,000Key Seller 500 Clients £500,000Business 1000 Clients £1,000,000
Value – Exit & Equity
• Valuation Models– Multiple of Turn-over– Multiple of Income Streams– Multiple of Profitability
• Increase Multiples– Clients (Planner / Manager)– Staff (Client Mgr / Para-planner)– System (Quay)– Product (Multiple purchases)– Distribution (New Clients)– Position & Brand (Identity & Proposition)