Transformation gathers pace in international advice market

  • 92% of advisers recognise the need to transition
  • 89% agree regulatory change is a good thing
  • 60% of advisers are changing their business model
  • 88% recognise benefits of changing to a recurring fee business model 

A growing number of international advisers are recognising the effect that regulatory change and shifting client expectations is having on the international advice market, according to a recent survey* by Old Mutual International, part of Old Mutual Wealth. 

The survey shows that the overwhelming majority (92%)** of international financial advisers are aware of the regulatory change taking place in their region and the need for advisers to transition to a new model.  89% believe regulatory change is a good thing, with the top three reasons cited as:

  • ensures greater transparency which benefits the client
  • helps to professionalise the advice industry
  • puts a greater focus on advice rather than being sales led

60% of international advisers have either transitioned their business or are in the process of transitioning their business model and changing the amount of business they write on a full initial up-front fee/commission basis. 88% of advisers recognise the benefits of moving from full initial up-front fees/commission to taking less up-front and more on an ongoing basis. Top reasons cited were:

  • helps build better long-term relationship with clients
  • improves the value of the business
  • lower initial charges help improve client outcomes.

To help support advisers looking to transition their business, Old Mutual International has developed a programme of support called ‘Future Fit’. The Future Fit initiative is designed to support advisers at every stage of their transition journey, helping them evolve and build a sustainable business. Advisers can use an online resource centre, providing them with access to expert guidance, downloadable learning packages, articles, and videos. Advisers can find out more at

Brendan Dolan, sales director, Old Mutual International:

“With the international advice landscape rapidly changing, it is really encouraging to see advisers recognise the need to adapt. The vast majority of advisers are evolving their charging model towards an ongoing service proposition with their customers, and they recognise the significant customer benefits this can bring. For advisers who are interested in transitioning their business model, but are not sure where to start, Old Mutual International’s Future Fit programme of support could help them.”


*Old Mutual International adviser survey, May 2017, 210 respondents from across the UK, Europe, Middle East and Asia.

** This result excludes UK financial advisers, as they were not asked this specific question.

For more information contact

Sophie HeywoodOld Mutual Wealth02380 91677007834

Notes to editors:

Quilter is a leading wealth management business in the UK and internationally, helping to create prosperity for the generations of today and tomorrow.

On a ‘go forward basis’, Quilter oversees £ 111.6 billion in customer investments (as at 31 March 2018).

It has an adviser and customer offering spanning: financial advice; investment platforms; multi-asset and single strategy investment solutions; and discretionary fund management.

The business is comprised of two segments: Wealth Platforms and Advice and Wealth Management.

Wealth Platforms includes the Old Mutual Wealth UK Platform; Old Mutual International, including AAM Advisory in Singapore; and the Old Mutual Wealth Heritage life assurance business.

Advice and Wealth Management encompasses the financial planning network, Intrinsic; Old Mutual Wealth Private Client Advisers; discretionary fund management business, Quilter Cheviot; and Old Mutual Wealth’s multi-asset investment solutions business.

The Quilter businesses will be re-branded to Quilter over a period of approximately two years following separation from Old Mutual:

  • Intrinsic to Quilter Financial Planning
  • Private Client Advisers to Quilter Private Client Advisers
  • The Multi-Asset business to Quilter Investors
  • The UK Platform to Quilter Wealth Solutions
  • The International business to become Quilter International
  • The Heritage life assurance business to Quilter Life Assurance
  • Quilter Cheviot will retain its name.

On 19 December 2017, Old Mutual Wealth announced that it has agreed to sell its Single Strategy asset management business to the Single Strategy Management team and funds managed by TA Associates. The proposed transaction is subject to customary closing conditions, including regulatory approvals. 

Quilter is part of Old Mutual plc, a FTSE 100 group that provides investment, savings, insurance and banking. For the year ended 31 December 2017, Old Mutual reported an adjusted operating profit before tax of £2.0 billion. For further information on Old Mutual plc and the underlying businesses, please visit the corporate website at


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