Advice can work alongside sales post RDR-AIFA

The trade body’s consultation with members concluded consumers, similar to their behaviour in other markets, will inevitably vary between seeking advice and straight transactions. AIFA says non-advised sales does have a place in the market and can work to the benefit of consumers, albeit with two different categories to enhance client clarity. It sees the sales profession as a “two-sided coin”, broken down into sales without persuasion and sales with persuasion. In sales without persuasion, consumers take on a higher level of personal responsibility in purchasing from a pre-determined...