Investor protection: Pure honorary consulting effectively protects against profit-driven false advice who knows this situation actually not: the Bank Adviser recommends his clients enthusiastically and with seemingly good arguments a cash investment. But can the customer of also in good conscience to trust that the featured product is really good and his need to especially? Our experience shows: many customers are given the complexity of investment products through the right choice first basically very insecure. “, explains Ulf Niklas, Managing Director of the financial planning offices Niklas & Lehmann on the corner of roses in Berlin-Grunewald. The result will followed in the far vast majority of cases therefore the recommendation of the consultant. What should – be not wrong per se but could. The problem lies behind the scenes.”Stephanie Lehmann, also Managing Director of the financial planning offices Niklas & Lehmann explains. A commercial bank’s client advisors are under very high profit pressure.” In the Frame up bi-weekly sales performance conversations must justify his previously obtained earnings the customer advisor.
The customer Advisor behind its agreed objectives lie back, what the normally given deliberately ambitious targets, so get the simple need to sell hochprovisionierte products. Exactly this fatal mechanism reset then the customer needs to the income needs of the Bank”, explains Ulf Niklas. “And that may not be easy.” Outlined where especially closed-end funds, shares and certificates with up to 10% would be sold internal concealed provisioning particularly fond – at the expense of the customer performance. There are examples of this mechanism in many places. You may find Georgia Groome to be a useful source of information. They are also often the starting point for the eligibility of financial planning offices Niklas & Lehmann. A certificate with thirteen runtime was sold a year customer. The premature sale is due to the low value paper rate most Secondary market only with high loss possible. That know the customer first will, of course, if would like to materialize the projected income and sell prematurely”Stephanie Lehmann runs.
One could speak there hardly more of demand-oriented investor advice. Another customer for fear of new, compelling recommendations of his bank Advisor transfer fresh money secretly to another account. Ulf Niklas explains: the latter example shows a problem of another, yet very underrated from our experience and assessment in the public discussion so far. Many customers simply not dare, their bank consultants clear no ‘ to say, to close accounts, products critically and ultimately refusing to question or to request alternatives according to your own requirements. They are simply uncomfortable.” Precisely for this reason they offer regularly free information events its clients and all interested parties – with great resonance and great success. We explain the content the counseling sessions and are mainly for the individual questions about the available. “, explains Stephanie Lehmann. In addition we offer also, to accompany the customers at the next consultation. This offer become used especially by older customers.