No one owns the client.
You may own a block of business - but you never own the client.
The notion of client ownership is the antithesis of professional practice.
The core premise in all professional practice is a relationship based upon trust.
Ownership is not a condition of trust.
Trust is earned - not purchased.
The financial services marketplace seeks to place its trust in a financial advisor.
'Ownership' is not a condition which fosters trust.
It is at this nexus that the conflict appears in the ownership conditions within captive agency platforms in the financial services industry and the general public's need for trust in a professional financial advisor.
There cannot be 2 masters.
The 'master' is either a captive agency or a client.
The market seeks trust in its relationships.
Trust requires independence - independence is not found in captivity.
Dan Zwicker
Investor Consultant
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