Kepa to offer more focused support, faces new competition in market

Dealer group Kepa has appointed a head of strategic alliances, a role it says will help it better cater for its adviser members.

Wednesday, April 6th 2016, 11:00AM

by Susan Edmunds

Mike Sweeney

Mike Sweeney has been given the position.

Managing director Jeff Page said the group had received feedback from members over recent months.

Some advisers had said they were looking for personalised, focused and more targeted support. Some said they had needed help with specific parts of their business that Kepa had not been able to provide.

“Given that feedback we have made the decision that we are going to be realigning the development, support and assistance we give to our members, with a bespoke service that is targeted specifically to their business and the stage of development that they are at. To achieve this goal, we have had to make some structural changes within Kepa to better align the resources we have, hence the first stage in our announcements, the appointment of Mike Sweeney.”

Kepa would still deliver its development and support programmes but would also add monthly webinars on how to grow a business, compliance webinars and bespoke support to members.

It comes after a shake-up of roles which Page said was designed to better align resources.

Kepa now has an extra level of competition in the market.

Kevin Smee, formerly a key player in Kepa, left the group last year and took his Solutions team of advisers with him.

Kevin and Nicola Smee have launched mySolutions, a new adviser group.

The new group will offer business training and mentoring to advisers and offer opportunities for existing practitioners who want to upskill and move into the business insurance sector.

The “Solutions Tribe” receive bi-weekly training.

There are three sales directors – Antony Erickson, Glen Hatcher and Keith Kerr.

Members have access to a web-based system that includes an end-to-end paperless client engagement process to streamline advice and sales.

Erickson leads training and education for mySolutions, and said: ”All our training is recorded on video so advisers can access the online library at any time to freshen up on sales skills, product updates and best practice.”

Kerr, the head of the group’s mortgage division, said: “Our holistic approach helps advisers to unlock opportunities within their practices to refer, upskill and cross-sell while remaining the lead adviser in the process."

Kevin Smee said: “For many years, advisers have come to us for guidance on sales, team training and upskilling. We’ve always focused on bringing new blood into the industry while helping existing advisers to improve themselves and expand into new markets. mySolutions means we can do more good for more advisers – and new industry participants – than ever before.”

A goal of mySolutions is to raise the standard of advice on offer across the industry so that every client can access the advice they need to grow and protect their wealth.

As a comprehensive group, one of the primary functions of mySolutions is to serve as a hub for related professionals to come together. Its lead adviser programme facilitates knowledge of how the legal, accounting, financial and insurance fraternities can work together for the betterment of clients.

Smee said: “Events over the past couple of years have highlighted that good professional sales training, high industry standards, and a level of collaboration are needed among those in finance-related industries. This will help ensure the ultimate protection of consumers and the ongoing integrity of the industry.

He said the decision to leave Kepa was made because it was not a comfortable fit. “The cultures didn’t mix.”

Tags: Dealer Groups Kepa