How financial advisers can build their business in a challenging economy

Advisers are facing a number of challenges, with changing compliance and regulatory requirements creating additional pressure. It’s more important than ever to streamline daily operations and demonstrate value to clients.

Our Adviser Portal allows advisers to access client information more easily – and draw your fees direct from clients’ super accounts.

As well helping clients with hassle-free fees through super, here’s how advisers can help clients simply by understanding their expectations and building stronger relationships:

1. Manage client expectations

When the market is performing and investment returns are strong, financial advisers can readily demonstrate their worth and the value they add. But when market conditions are more volatile, clients tend to need more support – especially when investment statements show a negative or neutral return. To put your clients at ease during flat or falling markets, you can illustrate the historical evidence of long-term market performance, and encourage clients to stay invested to benefit from the market when it recovers.

2. Recognise demand for green and ethical investing

A recent consumer study by EY found that 24% of Australians are willing to pay a premium for more sustainable goods and services.¹ Their latest Future Consumer Index also revealed that 71% of Australians believe brands have a responsibility to make a positive change in the world. This consumer trend demanding greener solutions is growing, and mirrors how people feel about their investments. 

Environmentally friendly investments can address your clients’ concerns. For instance, at Aware Super, we offer four socially conscious investment options for members who want greater certainty about the environmental, governance and social (ESG) impacts of their investments. Aware Super’s responsible ownership approach includes screening to exclude investments in fossil fuels, nuclear energy, tobacco, gambling, alcohol, and weapons.

3. Steer investment decisions

When the share market is performing well or property prices are rising, it can create an environment for riskier investment decisions – where people are keen to get into the market without doing adequate research or risk assessments. For advisers with clients in this frame of mind, you can steer your clients in the right direction with your knowledge and insight into economic expectations.

Aware Super is one of Australia’s largest profit-for-members super funds, with 1.1+ million members and $161 billion under management.

To see how we can assist you to help your clients achieve their financial goals, visit the Adviser Portal.

1 EY: Sustainability isn’t what it used to be