Insistent clients piling the pressure on advisers

Added 17th July 2017

Clients with high transfer values for final salary schemes are piling the pressure on advisers when they disagree with their recommendations, research from Prudential has found.

Insistent clients piling the pressure on advisers

In the last year, more than two out of five advisers (44%) have seen a rise in the number of insistent clients wanting to push ahead with defined benefit (DB) pension transfers despite recommendations against.

About half of advisers with insistent clients say they have helped with the transfer after their recommendation was over-ruled.

The majority (81%) of advisers questioned by Prudential reported an increase in requests for advice about transfers over the past year.

Nearly half do not believe transfer values will fall over the next five years and, in any case, believe that high transfer values are not the only driver for transfer demand with 58% saying increased flexibility is a major attraction for clients.

Big impact

The biggest concern of advisers (61%) about the impact of DB transfers on consumers is the risk of giving up a guaranteed income for life, while 56% fear clients will face unnecessary tax bills as a result.

Around 39% of firms, however, are concerned about the risk of future liabilities if advice they give is contested while 17% are concerned the cost of professional indemnity insurance will rise.

Permissions

Firms are responding by ensuring they have the right FCA permissions to conduct transfers.

Prudential’s research found about 34% of firms are considering increasing the permissions they have while 17% say they already have the required permission.

Adviser dilemma

Stan Russell, retirement expert at Prudential, said: “Prudential’s research indicates that although the majority of defined benefit scheme members are wary of transfers, interest in transferring final salary pensions schemes has increased markedly over the past four years.

“Relatively high transfer values and the fact that pensions can be left as part of an inheritance are among the main reasons why clients might insist on a transfer, even if it is not in their best interests."

He warned that this presents financial advisers with a dilemma.

"The valuable benefits of a defined benefit pension should not be given up lightly because it involves transferring investment and longevity risk from the employer to employee and is irreversible once complete.

“Advisers need to ensure that their clients understand the risks of a transfer – including longevity, market volatility, inflation, taxation – and ensure it is in the best interest of clients.

“They also need to check if the scheme offers a partial transfer before proceeding with a recommendation. If a client insists on a transfer, advisers must make sure they follow the process outlined by the regulator.”

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About Author

Kirsten Hastings

Senior Reporter

Kirsten is a senior reporter for International Adviser, covering global news stories about the financial services industry. She joined Last Word Media in October 2015 after two years working as a reporter covering the staffing and recruitment industry. Kirsten has a Masters in Financial Journalism from the University of Stirling. 

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