"Advisers often come across prospective clients who are like a square peg in a round hole – they don’t neatly fit into the firm’s business model."
HUB Referral Solutions offers advice on three specialist areas – retirement income, care funding and equity release – to people who advisers are unable to help.
The new service allows advisers to earn an introducer fee and to maintain ownership of the individual client relationship.
Typical introducer fees for completed cases are £390 on retirement income (based on introducer fee of 1%, average fund value £39,000); £1,610 for equity release (based on introducer fee of 1.75%, average initial advance £92,000); and £1,755 for care funding (based on introducer fee of 1.5%, average purchase price £117,000).
Stephen Lowe, group communications director at Just Group, said: “Advisers often come across prospective clients who are like a square peg in a round hole – they don’t neatly fit into the firm’s business model.
“That could be because it won’t be cost-effective to advise the individual, or the advice is in a specialist area they don’t cover or perhaps even because they are simply too busy serving existing clients.
“As an example, our research found that just over a quarter (26%) of prospective clients who approached advisers for retirement income advice in the last 12 months did not fit the firm’s business model. Yet nearly four in five advisers (79%) admit taking on a client they knew would not be cost-effective.
“HUB Referral Solutions ensures those people will receive high quality advice or guidance, depending on their needs. The adviser benefits from earning an introducer fee while not being distracted from their core business.
“There is strong demand for advice in all three areas with new pension rules driving up demand for professional help when making retirement decisions, growing interest in unlocking equity in the home and an ageing population meaning more focus on care funding issues."
