With the regulated nature of the mortgage industry we are all familiar with the need to have a robust Training and Competence (T&C) scheme. This satisfies many requirements in understanding what constitutes competent adviser status and the path to achieving this level of performance, as well as the rules for ongoing supervision and the continued maintenance of acceptable standards.
But to what extent does this correlate with an adviser’s own aspirations around performance?
T&C schemes are often viewed as little more than a framework to be complied with and many advisers are now placing a greater emphasis on training and development to exceed customer expectations and gain a competitive edge in an increasingly demanding marketplace.
Historically, emphasis has been on knowledge but there is now an increasing awareness that without the means to effectively apply this knowledge in a sales environment, an adviser will seldom be able to achieve their full potential.
Is being a ‘competent adviser’ good enough?
It depends on the adviser. Those that excel often benefit from the facility to identify areas of development and an appropriate feedback mechanism to ensure they perform in line with standards they set for themselves rather than an industry baseline. The extent of support is taking on greater significance in their choice of network.
