Financial advice firms in Australia are facing a significant challenge as staff salaries are consuming nearly half of their revenues. This trend, highlighted in the latest By the Numbers report from Business Health and the Financial Advice Association Australia, reflects a competitive landscape for talent acquisition within the industry.
The report, based on a survey of over 300 advice practices, revealed that the departure of 264 advisers in the final quarter of 2023, coupled with a limited number of new entrants, has led to a shortage of advisers. This scarcity has empowered existing advisers to command higher remuneration.
On average, a financial adviser generates $3,852 per client, indicating an 8% increase from 2020, with the average adviser serving 141 clients. However, a significant portion of this revenue, approximately 44.9%, is allocated to staff salaries, according to respondents.
While staff salaries remain a substantial expense for firms, the competition to attract and retain talent persists. About two-thirds of practice owners expressed their intent to recruit new staff in the next year. To address this challenge, firms are advised to have clear job descriptions, defined goals, regular team communication, and competitive remuneration packages.
Moreover, the industry is witnessing a shift towards hiring more support staff per adviser, indicating a reorganization of responsibilities. Advisers are increasingly focusing on client-facing tasks, delegating administrative and compliance duties to support staff.
Some firms are exploring outsourcing options by engaging paraplanners or compliance experts, or even considering offshore resources to manage non-client-facing tasks efficiently. This strategic approach aims to optimize advisers’ time and productivity.
According to research by Robert Walters, financial planners in Victoria currently earn the highest salaries, followed by those in New South Wales. However, salary expectations are on the rise, with NSW firms anticipating an increase to as much as $220,000 in 2024, signaling a positive outlook for adviser remuneration across various regions.
Tania Milnes, General Manager at the Financial Advice Association Australia, acknowledged the evolving challenges faced by advisers in balancing sustainability, profitability, and regulatory obligations. Despite these hurdles, advisers have demonstrated resilience and continued to deliver quality advice to clients.
In conclusion, the evolving landscape of financial advice in Australia underscores the critical role of staff salaries in practice profitability. As firms navigate the complexities of talent acquisition and retention, strategic workforce planning and competitive remuneration strategies will be key to sustaining growth and delivering value to clients in the long term.
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