Grandfathered trail commission clients (Down another 33%)
Radar Results (Radar) had seen recent sale transactions of grandfathered trail commission clients trade between 1.5x and 2.0x the annual trail amount, but now that the Royal Commission has recommended trails cease on 1 Jan 2021, Radar Results believe the multiple has now fallen further.
These books are most likely to trade between 1.0 times and 1.5 times trails, giving buyers approximately 22 months of income. Previously these had been selling for as high as 3 times trail, but more commonly at a high of 2.7 times trail during the period 2013-2017. In 2013 these trail commissions books were sought after because no FDS (Fee Disclosure Statement) was required and the Opt-in requirement for new clients from 1 July 2013, didn’t apply. Radar Results expect a lot of grandfathered books to now come onto the market for sale.
The Royal Commission may not have explained the reasoning behind the recommended cessation of the trail commission, except to say it’s conflicted. They also feel that the financial planners have been receiving revenue without providing a service. Whilst in many situations this is correct, it’s not the situation across the industry. The Royal Commission would like the financial planners who own grandfathered clients, to make contact where possible, and try and convert them into fee-paying clients. If the grandfathered client is receiving a service already, then the trail commission needs to be changed to a fee, paid by the client and not by the product provider.
The principal of Radar Results, John Birt said, “I feel sorry for those planners who had borrowed money over the past 5 years to specifically buy grandfathered trail commission clients, thinking they would have an income for life.”
Radar Results was told that banks are not placing any value on these grandfathered clients now; basically, they do not see them as an asset. Radar Results does not hold this view, as with some effort, clients can be moved to fee paying.