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Approaches to Producing the Income

What is the right approach given the client circumstances - going back to PROD, of course. How do you provide evidence to support an investment-based plan or a safety-first strategy. Or maybe a combination of both. How do you manage a guaranteed income alongside an investment?

Learning Objectives:
By viewing this webinar, you will be able to:
1. Recognise the main methods of using investments to produce an income
2. Discuss the impact of the variable assumptions that can be applied
3. Recognise the investment challenges that may exist
4. Discuss the challenges of sequence risk and volatility
5. Understand the relevance of guaranteed income in an overall retirement plan

Speaker bio:
Martin heads up Just’s team of Retirement and Later Life Specialists, supporting adviser training events and conferences across the UK.

He joined Partnership in 2009, ahead of the creation of Just, having worked alongside local and national adviser firms on pensions and retirement-related issues. He is a regular speaker at financial services events with subjects ranging from the technical issues to consumer vulnerability and behavioural bias.
Live online Oct 21 12:00 pm UTC
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Presented by
Martin Lines, Business Development Director, Just
Presentation preview: Approaches to Producing the Income

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  • Pensions & Divorce Oct 29 2020 10:00 am UTC 90 mins
    Craig Muir, Senior Intermediary Development & Technical Manager, Royal London
    Whilst divorce rates have fallen over the last 25 years, the proportion of divorcees over age 60 has followed an upward trend. Within these older age groups it’s not unusual to find that the majority of the pension assets are held mainly by one party (usually the husband), and at the same time retirement planning is likely to be higher up in their financial priorities.

    In July 2019 the Pension Advisory Group published “A Guide to the Treatment of Pensions on Divorce” with input from judges, solicitors, barristers and financial experts. It’s expected this guide will become the “go to” document for professionals working in this area, so throughout the presentation we explore the content to uncover best practice.

    Consideration is given to the new term PODE (Pension on Divorce Expert), what they do, skills required to be a PODE and the role an adviser who is not a PODE can still play in the process. Given the Resolution body has previously estimated the Divorce & Separation market to be worth £500m p.a., it’s likely to be an area some advisers will wish to investigate further.

    We identify the main options in financial remedies, offsetting, attachment & pension sharing, and common issues that arise when trying to value pension assets for these purposes.

    Learning objectives:

    By the end of this session you’ll be able to:
    • Understand how pensions fit within the divorce process
    • Explain the role of financial advisers and PODE’s in the divorce process.
    • Understand the factors influencing the valuation of pension assets on divorce.
    • An understanding of the options available for pensions in a divorce settlement, and their advantages and disadvantages.
  • Building Sustainable Lasting Legacies Oct 28 2020 1:00 pm UTC 90 mins
    Harry Donoghue, Strategic Partnership Manager, TIME Investments
    As every adviser knows, no two clients are the same. In the context of legacy planning, it is important to gain a true understanding of client’s individual beliefs, values and aspirations. For some clients, the primary focus for legacy planning may be to ensure that as much wealth as possible passes on to their loved ones. Others may be looking to use their investment power to make a wider positive impact on the world.

    In the context of leaving a legacy, Business Relief (BR) investment services can offer a dual benefit. They provide a fast and flexible method of leaving a tax efficient financial legacy, and can also provide a direct route to sustainable investments.

    This session will take a deep dive into how BR solutions can provide both benefits. The sustainable investment sectors within our BR service will be explained and analysed. The session will also provide the audience with an in-depth understanding of what planning options exist to help clients protect and maintain a financial legacy. Consideration will be given to how financial planners can work effectively with professional connections when building sustainable, lasting legacies.

    Learning Objectives:
    - Using coaching skills and techniques to help clients uncover their own personal and financial legacy aspirations.
    - Consider the importance that is being placed on sustainable investments and appreciate how Business Relief can provide a sustainable legacy.
    - Understand where wills and trusts can be used most effectively in legacy planning.
    - Consider how planners can work effectively with professional connections to grow your business and create sustainable legacies for clients.
  • Is diversification dead? Oct 28 2020 10:30 am UTC 90 mins
    Simon Morris, National Business Development Manager, Premier Miton
    In a world where a relatively small cluster of investment themes have driven the bulk of portfolio returns in recent years it is understandable that many advisers have questioned the benefits of ongoing portfolio diversification.

    In this presentation will we revisit diversification to explore what it means and some of the reasons it hasn’t worked as well for investors in recent years. We will also explore what investment risks currently exist that may need to be diversified and how this might be done.

    Finally we will challenge advisers to consider how truly diversified their current portfolios are and also to consider asking their multi asset providers to help them better understand the underlying drivers to portfolio performance and, crucially, what they might expect in the event that market conditions change.

    By the end of this session the delegate will:

    • Understand – What diversification is and where it can be of benefit.
    • Describe – Describe what risks currently exist in the market that can be mitigated and how.
    • Demonstrate – Demonstrate how well diversified their investments are and what risks have been diversified.
  • Tech: Getting the Basics Right Oct 28 2020 9:00 am UTC 75 mins
    Alasdair Walker, Managing Director of Handford, Aitkenhead and Walker Ltd
    40 minutes presentation, 20 minutes Q&A

    Alasdair Walker, Managing Director of Handford, Aitkenhead and Walker Ltd takes us through what he calls “the boring tech that get’s us through they day and makes all the interesting stuff work”.

    Learning objectives:

    - How not to lose your money - cyber security.
    - How no to lose your data - data security.
    - How not to lose your clients - communications technology.
  • Are You Building A Business Or Creating A Lifestyle? Oct 27 2020 3:45 pm UTC 75 mins
    Brett Davidson, FP Advance
    Are you really building a business? Or are you creating a lifestyle for you and your family? Sometimes this feels like the million-dollar question to which there’s no right or wrong answer. But, you absolutely must know which one you’re trying to create. Failing to decide feels like standing on a cracked iceberg, with your feet slowly moving in different directions. At some point, you’re going to have to choose which way you’re going and commit.
    In this webinar, Brett Davidson of FP Advance examines how to make the right choice for your circumstances and most importantly, what to do next.

    Learning Objectives:

    - Discover the most important question to ask yourself when choosing between ‘business’ and ‘lifestyle’
    - Learn the common issues that all financial planning firms must work on regardless of the choice they’ve made
    - Find out how to simplify your business once you know which direction you’re headed.
  • A New Era for Retirement Income Advice: Part 5 - Withdrawal Policies Oct 27 2020 2:00 pm UTC 90 mins
    Martin Lines, Business Development Director, Just Retirement
    What happens if things don’t go to plan? How do withdrawals change? What is the contingency plan? Do we need to look at other assets? Has this plan been agreed with the client at outset? In an ideal world, everything will go to plan, and maybe the client will be able to achieve more than they expected. But a withdrawal policy statement is deigned to demonstrate that they have understood that there are variables that may have an impact. They may need to agree to maintain or reduce withdrawals in certain circumstances. Or, of course, they may have an opportunity increase income if things have gone well, rather than continue on the path originally set out.

    Learning Objectives:

    By viewing this webinar, you will be able to:
    1. Recognise how to evidence the key stages of the plan
    2. Put in place agreed contingency arrangements depending on changing circumstances
    3. Discuss the impact of an economic downturn and the relevance of financial resilience
    4. Agree and document planned increases and decreases in income
    5. Discuss what a withdrawal policy should contain
    6. Recognise where the use of non-pensions assets might be appropriate
  • Estate planning through the generations Oct 27 2020 12:30 pm UTC 75 mins
    Nick Bird, Business Development Manager, Octopus Investments
    The current crisis has focused clients’ on succession planning, shown in by a 75% increase in Will writing. It has also accelerating the trend to look for opportunities to transfer wealth through generations within a family. We will reference research that gauged views from clients, financial advisers as well as lawyers – highlighting some common misconceptions and how righting those can open-up client conversations and new client engagement.

    We will share examples of best practice we have seen with advisers engage with families both up and down generations to help give them peace of mind for their financial future. As the art of financial planning is the discussion, blend and agreement on solutions available to aim for a given goal – we will refresh on the options available with a deeper look at business property relief (BPR).

    Learning Outcomes
    - To understand and articulate the opportunities and risks that the intergenerational transition of wealth will raise over the next decade
    - Familiarise you with strategies to engage with families up and down generations
    - Deepen understanding of business property relief as a pillar for that broader strategy
    - Spot indicators that may trigger conversations on both succession planning and where business property relief may make a difference for your client.
  • Retirement journeys Oct 27 2020 9:30 am UTC 90 mins
    John Chew, Pension, Tax & Estate Planning, Canada Life
    Society is changing. The way people spend their time and money is evolving and it is impacting retirement journeys. That's why we have explored the different retirement journeys people follow and have created resources and expert insight that highlight these changes and the opportunities for advisers. We also look at some of the potential investment strategies that could be adopted to draw income from a pension pot in retirement.

    Learning objectives as follows;

    • Examine the changing trends in later life and how this will impact peoples retirement journey.
    • Consider the options and impacts of the different strategies that could be adopted to meet the challenge of providing income in retirement.
    • Demonstrate what types of strategies might be best suited for different objectives.

    John has 30 years' experience working with advisers to help them navigate the broader issues of retirement and estate planning. Most recently, John was Commercial Director at Fidelity International, responsible for the strategy and business plan for Fidelity Retirement Services. Prior to Fidelity, John worked at Legal and General as Product and Funds Director in the savings business. Having helped establish trust companies, spoken on pension and estate planning topics, he brings a wealth of experience from a broad-ranging career with thorough knowledge of pensions, investments, estate planning and the platform market.
  • Taxing time for clients?….Financial Planning Thoughts Triggered by the Pandemic Oct 26 2020 2:00 pm UTC 90 mins
    Kirsty Anderson, Pension Business Development Manager, Prudential
    We all know too well the impact the pandemic has had – on individuals and businesses alike. There’s no arguing whatsoever that these have been some tough times. And for many, that’s meant hardship and cutting back, particularly for the younger generations.

    For some however, particularly the older generation, they’ve continued to save and in some cases have increased their wealth. This session will look at how both your clients and your business have been affected in recent months. But more importantly we’ll remind ourselves of the key principles of tax planning and why, for some, it’s more important than ever to get this right.

    It’s likely you’ll find yourself with some clients who have dialled down drawdown income and are accessing income from other assets. You may have clients who find themselves in a situation of helping other family members – for example perhaps by encashing a bond earlier than planned. Is this an opportunity for more holistic tax planning – can you help them to mitigate or remove any tax liability by making a pension contribution or assessing these tax wrappers?

    Following the session you will be able to demonstrate an understanding of:

    • The environmental impact the pandemic has had on clients and businesses alike
    • Tax relief principles and how they work
    • How making a pension contribution can mitigate or remove a client’s tax liability.
  • Stress Testing and Scenario Planning Oct 26 2020 11:00 am UTC 90 mins
    Martin Lines, Business Development Director, Just
    We will look at things like cash-flow planning. We’ll see how different tools can be used to help stress-test different scenarios. In what circumstances would the plan not work? How can we look at things objectively and overcome behavioural biases that might exist. We need to take a realistic approach. The use of planning tools along with the expertise of the adviser can really manage expectations and set a course for a better retirement and later life. We’ll also see how the use of different assets and product mixes might improve outcomes whilst still allowing a degree of flexibility.

    Learning Objectives:
    By viewing this webinar, you will be able to:
    1. Learn how to stress-test a retirement scenario
    2. Examine the wider impact of behavioural biases
    3. Discuss ways of applying an objective view of retirement income planning
    4. Explore the options for clients, should the income requirement be shown to be breached
    5. Understand the role of cash-flow planning
    6. Explore the availability of other planning tools that may assist in the advice process

    Speaker bio:
    Martin heads up Just’s team of Retirement and Later Life Specialists, supporting adviser training events and conferences across the UK.

    He joined Partnership in 2009, ahead of the creation of Just, having worked alongside local and national adviser firms on pensions and retirement-related issues. He is a regular speaker at financial services events with subjects ranging from the technical issues to consumer vulnerability and behavioural bias.
  • Estate planning through the generations Oct 23 2020 10:00 am UTC 90 mins
    Nick Bird, Business Development Manager, Octopus Investments
    The current crisis has focused clients’ on succession planning, shown in by a 75% increase in Will writing. It has also accelerating the trend to look for opportunities to transfer wealth through generations within a family. We will reference research that gauged views from clients, financial advisers as well as lawyers – highlighting some common misconceptions and how righting those can open-up client conversations and new client engagement.

    We will share examples of best practice we have seen with advisers engage with families both up and down generations to help give them peace of mind for their financial future. As the art of financial planning is the discussion, blend and agreement on solutions available to aim for a given goal – we will refresh on the options available with a deeper look at business property relief (BPR).

    Learning Outcomes
    - To understand and articulate the opportunities and risks that the intergenerational transition of wealth will raise over the next decade
    - Familiarise you with strategies to engage with families up and down generations
    - Deepen understanding of business property relief as a pillar for that broader strategy
    - Spot indicators that may trigger conversations on both succession planning and where business property relief may make a difference for your client.
  • Supporting Vulnerable Clients - is your approach right? Oct 22 2020 11:00 am UTC 90 mins
    Jan Holt, Strategic Relationship Manager, Scottish Widows
    Synopsis:
    The FCA estimates that almost 50% of us display one or more characteristics that signal potential vulnerability. Because of Covid-19, they also expect to see more customers in vulnerable circumstances – many newly vulnerable, and many with multiple drivers.

    With protecting vulnerable consumers a key priority for the FCA, now might be a good time to consider and sense check your approach to ensuring good outcomes for your vulnerable clients.

    We’ll soon have final guidance from the regulator to ensure the fair treatment of vulnerable customers.

    In this session, we’ll discuss the key indicators of vulnerability and share our thoughts on how best to create good outcomes for those in vulnerable circumstances.

    We will also look at the draft guidance and what it can mean for you and your clients. During the webinar Jan will cover the following learning objectives:
    • What vulnerability is and how it can result in client detriment
    • How you might identify vulnerability within your client base
    • What you can do to best support those in vulnerable situations

    There will also be an opportunity to ask any questions you may have during the interactive Q&A at the end of the webinar.

    Speaker bio:
    Jan Holt is a Specialist Development Manager for Scottish Widows, with over 40 years’ experience in the life and pension’s industry working for major product providers and distributors. For the last twenty years Jan has specialised in the retirement and later life market, championing the place for guaranteed income within retirement plans.
  • Approaches to Producing the Income Oct 21 2020 12:00 pm UTC 90 mins
    Martin Lines, Business Development Director, Just
    What is the right approach given the client circumstances - going back to PROD, of course. How do you provide evidence to support an investment-based plan or a safety-first strategy. Or maybe a combination of both. How do you manage a guaranteed income alongside an investment?

    Learning Objectives:
    By viewing this webinar, you will be able to:
    1. Recognise the main methods of using investments to produce an income
    2. Discuss the impact of the variable assumptions that can be applied
    3. Recognise the investment challenges that may exist
    4. Discuss the challenges of sequence risk and volatility
    5. Understand the relevance of guaranteed income in an overall retirement plan

    Speaker bio:
    Martin heads up Just’s team of Retirement and Later Life Specialists, supporting adviser training events and conferences across the UK.

    He joined Partnership in 2009, ahead of the creation of Just, having worked alongside local and national adviser firms on pensions and retirement-related issues. He is a regular speaker at financial services events with subjects ranging from the technical issues to consumer vulnerability and behavioural bias.
  • Pensions & Divorce Oct 20 2020 9:00 am UTC 90 mins
    Craig Muir, Senior Intermediary Development & Technical Manager, Royal London
    Whilst divorce rates have fallen over the last 25 years, the proportion of divorcees over age 60 has followed an upward trend. Within these older age groups it’s not unusual to find that the majority of the pension assets are held mainly by one party (usually the husband), and at the same time retirement planning is likely to be higher up in their financial priorities.

    In July 2019 the Pension Advisory Group published “A Guide to the Treatment of Pensions on Divorce” with input from judges, solicitors, barristers and financial experts. It’s expected this guide will become the “go to” document for professionals working in this area, so throughout the presentation we explore the content to uncover best practice.

    Consideration is given to the new term PODE (Pension on Divorce Expert), what they do, skills required to be a PODE and the role an adviser who is not a PODE can still play in the process. Given the Resolution body has previously estimated the Divorce & Separation market to be worth £500m p.a., it’s likely to be an area some advisers will wish to investigate further.

    We identify the main options in financial remedies, offsetting, attachment & pension sharing, and common issues that arise when trying to value pension assets for these purposes.

    Learning objectives:

    By the end of this session you’ll be able to:
    • Understand how pensions fit within the divorce process
    • Explain the role of financial advisers and PODE’s in the divorce process.
    • Understand the factors influencing the valuation of pension assets on divorce.
    • An understanding of the options available for pensions in a divorce settlement, and their advantages and disadvantages.
  • A New World Order is Emerging - Is now the time for gold & silver? Recorded: Oct 16 2020 62 mins
    Ned Naylor - Leyland, Fund Manager, Jupiter Asset Management
    The current bull market for gold and the relative rise in the value of silver have attracted the attention of investors. Central banks have met the economic consequences of the coronavirus pandemic by further loosening of the monetary system. This has created negative real yields for many sovereign bonds and a growing distrust among investors for fiat (government issued) currencies.

    Gold is best understood as a currency, not a commodity. Historically, gold has been the currency of last resort. It is a hedge against inflation, against the collapse of a fiat currency, and indeed even of an economy.

    While attracted to gold in principle, many investors may not be aware of the best way to gain exposure to it. For example, both physical bullion and mining equities are available. Even investors who include some gold in their portfolios many be gaining insufficient exposure to its diversification benefits. To obtain the best exposure at the right time, an active approach is needed that combines the optimal mixture of mining equities, gold, and silver.

    In this presentation the learning objectives will be to:

    - Explain the role gold can play in a diversified portfolio
    - Understand the benefits of investing in silver alongside gold
    - Discuss the role gold can play as an inflation hedge

    Speaker Bio:
    Ned is the lead portfolio fund manager of the Merian Gold and Silver fund. Ned joined Jupiter this summer following the takeover of Merian Global Investors by Jupiter in July 2020.
    Ned has over 15 years of industry experience joining Merian from Smith & Williamson in 2015.
  • Enough of the New Normal: some home truths on the future Recorded: Oct 15 2020 68 mins
    Stuart Podmore, Investment Propositions Director, Schroders
    You and your business have survived the first wave of the pandemic, the kids are back at school (for a short while) and you’re concerned about the next few weeks, let alone the next decade. So what’s on your mind? Whether you’re worried about generating new business, your ratio of advisers to support staff, your time spent with clients, your technology stack or your investment proposition, we aim to provide some helpful perspectives and insights. We might save you some time or money, we might provide pause for thought, or we might just give you some tips on how to handle your next client video meeting. Whatever the outcome, join us to find out how you might remain a calm swan on the water, without the frenzied paddling beneath.

    Learning Objectives
    1. Outline the inescapable investment truths over the coming decade.
    2. Identify the key advisory business challenges, looking beyond investment solutions.
    3. Consider the necessary steps to sustain and grow advisory business in the future.
  • Technology: where do you start with Client Relationship Management? Recorded: Oct 14 2020 59 mins
    David Edwards, Esperto and Sarah Challenor, Advisor Outsourcing
    60 minute webinar: Client relationships are your lifeblood and the system you use to manage them is vital to your success. Getting it wrong risks erosion of trust and good will amongst both your team and clients. You have to get it right first time and no one size fits all.

    In this POWER Webinar, experts David Edwards, Founder of Esperto Business Solutions and Sarah Challenor, Director of Adviser Outsourcing walk you through the process from initial IT strategy to seamless roll out.

    Learning objectives, discover

    •Why consistency and clarity are key to the decision-making process
    •How this follows through to a successful migration and implementation
    •What process you can use to select the right system for your firm
    •How you prepare for data migration and keep to legal and data privacy requirements
    •What project planning you can use for success as you implement and embed the new software.
  • Value Investing - The outlook for alternatives Recorded: Oct 12 2020 54 mins
    Justin Waine, Investment Director, Puma Investments UK
    Justin Waine, Investment Director, Puma Investments, will be running through a comprehensive update on the very topical subject of value investing and the opportunities it can present.

    Justin will discuss the Alternative Investment Market and views on value investing vs growth investing, including commentary on the market outlook. He will also touch on the effects of the current climate, a sample of companies and their performance along with soundbites that are useful for you and your clients when looking at investing in an AIM IHT portfolio.

    Learning objectives:
    • Define the value of dedication and experience in research and portfolio construction
    • Recognise the approach to Value vs Growth investing and what that means
    • Appreciate the impact COVID-19 has had on markets

    Speaker bio:
    Justin joined Puma Investments in June 2014 as Investment Director, managing Puma AIM IHT Portfolio Service, which seeks to mitigate inheritance tax through investing in a portfolio of AIM listed equities. In 2003, Justin joined Polar Capital Partners as fund Manager on its European Funds. This included managing a significant portion of the award-winning European Forager Fund; an absolute return fund focused on Pan-European small and mid-sized companies. He has over 17 years’ experience of analysing small and mid-sized companies
  • Investing in an uncertain world - The outlook for the global economy Recorded: Oct 9 2020 45 mins
    Matt Parlour, Market Insights Team, Invesco
    Since mid-February the COVID-19 pandemic has had a dramatic impact on both the global economy and financial markets. While the worst of the pandemic is likely behind us the outlook for the global economy remains uncertain. What will the shape of the recovery look like and what are the prospects for inflation? How successful has the massive monetary and fiscal policy response been in mitigating the downturn and supporting a recovery? How has the UK economy fared against this backdrop?
    With many asset classes having experienced their most volatile year since the GFC we will look at how they have been impacted by this unprecedented healthcare shock and consider the opportunities and challenges they present from here.

    Learning objectives
    • Highlight the impact the coronavirus pandemic is having on the global economy.
    • Understand the monetary and fiscal response so far.
    • Discuss the impact of the pandemic on financial markets and its implications for future prospects.
  • Centralised Retirement Propositions Recorded: Oct 2 2020 67 mins
    Ryan Medlock, Senior Investment Development & Technical Manager, Royal London
    Centralised Retirement Propositions, or CRPs for short, have gained a lot of attention recently. The problem however, is that there doesn’t appear to be any commonly agreed definition of what a CRP actually is! Is it a fancy term for a decumulation Centralised Investment Proposition (CIP), is it just an acronym to describe retirement advice or is it all just completely fictional?

    This presentation aims to answers these burning questions as well looking at the regulator’s crusade on retirement income advice. We’ll also explore the intricacies of CIP and CRP frameworks, their relationship with the PROD rules and look at how the financial planning community has been adopting and integrating these models within formal advice processes.

    The presentation also covers some practical steps that financial planners can take in creating and managing a robust and complaint CRP approach for retirement clients against the backdrop of regulatory disturbance and Covid-19.

    Learning objectives:
    • Recognise the FCA’s concerns about retirement income advice
    • Develop an understanding of the relationship between the PROD rules, centralised investment propositions (CIP)s and centralised retirement propositions (CRP)s
    • Identify the various components and processes within a CRP
    • Understand how a CRP approach can deliver robust client planning
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We are the professional body for the financial planning profession in the UK. Our remit is to lead the financial planning community towards higher levels of professionalism exhibited through technical knowledge, client service and ethical practice.

We are part of the Chartered Insurance Institute group and aligned with its Royal Charter that requires we secure and justify the confidence of the public.

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