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Financial Advisors
Have you ever wondered if your investment advisor is investing your portfolio in “your” best interest or “his/her” best interest?
There are many factors to consider when answering this question. First of all, I want to make it perfectly clear – “this is not intended to disparage nor question the integrity of investment or financial advisors”.
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Let’s first of all take a look at investment advisors working for large financial institutions like the Chartered Banks. Most banks will advocate and use terms like “we will do what is in the best interest of our customers”. Really? How can you be sure?
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For the most part, I think that the banks’ intentions are honourable and it is not their objective to cheat or mislead customers. However, the questionable actions of some financial/investment advisors would make you wonder if this is always true. Whose interests are they really serving? One aspect to consider is the method of compensation. Most banks will provide some sort of incentive compensation (bonus) to their investment advisors for a job well done and for achieving certain sales objectives. The troublesome part is that some product objectives will pay a bigger bonus than others. Many times, the more profitable products for the bank will have a more lucrative sales incentive attached to them. For example, mutual funds sales objectives will pay a larger bonus than a guaranteed investment certificate – since the bank’s profit margin is higher on the mutual fund. Also, banks will quite commonly set sales objectives in various investment categories for their sales staff. When a new mutual fund is launched, sales objectives are handed out to branches which are then divided out to individual sales staff. Even if the sales staff do not receive a specific bonus for achieving specific sales targets, their annual performance rating is based on their success in achieving sales targets – which in turn will affect their year-end bonus plan and salary increase. Thus, it is clear that the investment advisor’s personal income is based on achieving sales targets. Let’s face it, investment advisors are not stupid people. They can very quickly figure out that if they sell more of the products with a higher incentive, they will receive more personal income. So, put yourself in their shoes, if you know you will get paid more for selling a particular investment, you can very easily justify to yourself (and your client, of course) why your client should invest in this investment. If the banks practiced what they preached and let their financial advisors really “do what is best for the customers”, there would not be any incentives paid for selling any specific type of investment. Incentive compensation should be based on the total amount of sales and not based on targets in specific investment categories.
This issue is not limited to the big investment dealers and banks. Individual investment advisors face the same challenges and dilemmas. Investment advisors are paid commissions based on sales volumes of funds from the companies they represent. Thus, it comes back to the same old thing – sell the investments that will generate the most amount of personal income.
