Gilly Green

But I do think that is a problem.

The second problem, I think, is education.

We have a very poor financial education in this country.

You can see firms like Octopus Money trying to really democratise saving and investments.

But really, even firms that say they're going into schools, it's just really hitting such a small part of what needs to be done.

And I think we have a serious problem in this country around that.

And I think that changes the face of everything that we do in terms of how people...

take responsibility for their own lifestyle and retirement.

I think because we don't have this education, it also breeds some jealousy and things around people who don't have money without understanding, you know, those steps to building it.

So, you know, we're not in a great place and somebody, whomever, whether it's the financial companies, advisors or the government needs to resolve that, I think.

I think one thing to also note is there is a slight difference between advice-led firms and investment-led firms in terms of where they've come from, particularly with CRM.

So most of the advice firms have something and it's usually an advice-specific type CRM.

And partly why they have something is because a lot of them don't have a platform.

A lot of them have 39 platforms in some cases where they're looking at external platforms where clients are registered.

And that's quite an important definition is because the client, the underlying client has a contract with the platform, not the advisor so much.

Whereas with an outsource agreement, the advisor has a, call it a white label platform, and they have the contract with the outsource service provider.

which actually can help to bring the price down.

But one of the complexity things that we have in this integration process is that onboarding advisors quite often have external platforms and you end up with a multitude of them.

If you don't move them into your own platform, then you've got a lot of costs because they're all different in terms of how they interface and uploading data.

But also, you know, just getting that CRM to be useful.