INVESTOR RESEARCH: THE VALUE OF ADVICE

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1 INVESTOR RESEARCH: THE VALUE OF ADVICE Presentation by Ipsos Reid to: The Investment Funds Institute of Canada Retirement Savings Luncheon May 20, 2010

2 Agenda Overview of the Canadian investor Investors and the value of financial advice 2

3 Information Sources Three Ipsos Reid surveys: CANADIANFINANCIALMONITOR (subscription survey) An on-going survey among Canadian households about financial products and services, including the use of advisors. To track five-year trends, a special analysis was conducted for IFIC among over 3,200 households who participated in this survey during both 2005 and CANADIANSAND FINANCIALADVICE (subscription survey) A survey among Canadians about professional financial advisors, conducted every two years (2008 and up-coming later in 2010). The most recent survey among over 3,100 investors, which includes both a cross-section of investors and an over-sample among higher net worth individuals. CSA INVESTOR INDEX STUDY (commissioned by the CSA Investor Education Committee) A survey among over 6,300 Canadians about investing, financial advice and exposure to fraud. Study results werereleased by the CSA in the Fall of

CANADIANSAND FINANCIALADVICE (subscription survey) A survey among Canadians about professional financial advisors, conducted every two years (2008 and up-coming later in 2010).

4 About the Canadian Financial Monitor On-going Canadian market research survey: since 1999 Subscription-based: widely purchased by financial institutions and government agencies Tracks Canadian households use and perceptions of financial products & services: banking, investments, borrowing, payments, insurance, as well as the distribution channels used Large sample size, each year 12,000 households are surveyed: projectable to the national population base IFIC commissioned a special analysis of the Canadian Financial Monitor database to investigate households using/not using financial advisors in 2005 and 2009: sample of 3,200 households Findings from this analysis have been incorporated into various IFIC submissions/presentations 4

size, each year 12,000 households are surveyed: projectable to the national population base IFIC commissioned a special analysis of the Canadian Financial Monitor database to

5 When looking for information about investing, what sources have you ever used? A financial advisor 55% General media 36% Financial or business media 35% Financial institution's website 29% Family and friends (other than a parent) 29% Information/newsletters sent from a financial advisor or institution 24% Other internet sources (blogs, chat rooms, etc.) 20% Books on financial markets, the economy and investing Mutual fund prospectuses / corporate annual reports 17% 20% Source: CSA Investor Index Survey by Ipsos Reid Base: Respondents who have looked for information about investing (n=3150) 5

6 How important are the following sources of information for young people to learn about personal finances and investing? A financial advisor 46% 38% 85% Financial i institution's i i website 17% 47% 64% Information/newsletters sent from a financial advisor or institution 13% 50% 64% Research reports from an investment analyst 17% 45% 62% Books on financial markets, the economy and investing 14% 48% 61% Financial/business media 13% 49% 61% Mutual fund prospectuses /corporate annual reports 16% 45% 60% Lawyer or accountant 16% 41% 57% Very important Somewhat important Source: CSA Investor Index Survey by Ipsos Reid Base: All respondents (n=6,319) 6

Research reports from an investment analyst 17% 45% 62% Books on financial markets, the economy and investing 14% 48% 61% Financial/business media 13% 49% 61%

7 Primary Source Of Financial Information Advice from professional financial advisor 50% General media (newspapers/magazines/tv) 14% Family/friends 11% Financial providers' internet site Other internet financial sites or information 3% 8% Financial/business i i media 4% Lawyer or accountant 3% Q6. Please indicate your primary source of financial information - that is, the source you have used most often in the past 12 months? Source: Ipsos Reid Canadians & Financial Advice. Base: use at least one source of information 7

8 Self-Assessed Knowledge About Investing All Canadians Use advisor Very knowledgeable 10% 12% Somewhat knowledgeable 46% 54% Limited knowledge 35% 30% Little or no knowledge about investing 10% 4% Q17. Which of the following statements best describes your level of knowledge about investing? Source: Ipsos Reid Canadians & Financial Advice Base: All respondents 8

9 Why First Used a Professional Financial Advisor Wanted advice about how to plan/save for my future Wanted advice about RRSPs New to investing and wanted advice Wanted retirement savings plan 37% 37% 36% 35% Wanted advice about how to get better returns Had accumulated savings/investmnets Was referred to an advisor Was about to retire/just retired 23% 17% 15% 14% Sold/purchased property 9% Received an inheritance Entering the workforce and needed advice 7% 6% Why di you first make use of a professional financial advisor? (MULTIPLE RESPONSES ACCEPTED) Source: Ipsos Reid Canadians & Financial Advice. Base: use a financial advisor (n=1,342) 9

about to retire/just retired 23% 17% 15% 14% Sold/purchased property 9% Received an inheritance Entering the workforce and needed advice 7% 6% Why di you first

10 Importance of Financial Advice Versus 1 or 2 Years Ago Use an advisor Financial advice is more important to me than 1-2 years ago 50% Financial advice is just as important as years ago 47% Financial i advice is less important than 1-2 years ago 3% Q58. Thinking about the importance of financial advice for your financial matters, would you say that Source: Ipsos Reid Canadians & Financial Advice Base: Used a financial advisor in past 12 months 10

11 Attitudes About Financial Advice (cont d) I feel confident that I will have enough money to retire comfortably % agree ( 6 to 10 on 10-point scale) 74% 52% Households with an Advisor Households with no Advisor Source: Ipsos Reid Canadian Financial Monitor, special analysis for IFIC 11

scale) 74% 52% Households with an Advisor Households with no Advisor

12 Attitudes About Financial Advice (cont d) I am satisfied with my household s current financial situation % agree ( 6 to 10 on 10-point scale) 72% 53% Households with an Advisor Households with no Advisor Source: Ipsos Reid Canadian Financial Monitor, special analysis for IFIC 12

scale) 72% 53% Households with an Advisor Households with no Advisor

13 Attitudes About Financial Advice (cont d) A year from now, I will be financially better off than I am today % agree ( 6 to 10 on 10-point scale) 71% 57% Households with an Advisor Households with no Advisor Source: Ipsos Reid Canadian Financial Monitor, special analysis for IFIC 13

scale) 71% 57% Households with an Advisor Households with no Advisor

14 Attitudes About Financial Advice (cont d) In the future I will manage more of my investments myself and not rely on an advisor % disagree ( 1 to 6 on 10-point scale) 81% disagree 52% disagree Households with an Advisor Households with no Advisor Source: Ipsos Reid Canadian Financial Monitor, special analysis for IFIC 14

scale) 81% disagree 52% disagree Households with an Advisor Households with no

15 Types of Investments - RRSPs 69% 29% Households with an Advisor Households with no Advisor Source: Ipsos Reid Canadian Financial Monitor, special analysis for IFIC 15

16 Types of Investments - RRIF 55% RRIF Age % 4% 18% RRIF Age 65+ Households with an Advisor Households with no Advisor Source: Ipsos Reid Canadian Financial Monitor, special analysis for IFIC 16

17 Types of Investments - RESP 30% 15% RESP Age <45 10% 6% RESP Age <45 Households with an Advisor Households with no Advisor Source: Ipsos Reid Canadian Financial Monitor, special analysis for IFIC 17

18 Types of Investments - TFSA 27% 14% Households with an Advisor Households with no Advisor Source: Ipsos Reid Canadian Financial Monitor, special analysis for IFIC 18

19 Household Average Investable Assets Registered and Unregistered Ratio Average Registered Investment to Average Total Investment $180, % 66.1% 64.6% 65.5% 61.9% $68,904 $86,609 $91,562 $59,299 $30,684 $31,573 $20,119 $111,932 $30,022 $11,920 $18,102 $39,180 $55,924 $59,988 Under $35,000 $35,000 to $54,999 $55,000 to $69,999 $70,000 to $99,999 $100,000 or more Source: Ipsos Reid Canadian Financial Monitor Household Income (2009) Avg. $ Registered Avg. $ Unregistered 19

9% $68,904 $86,609 $91,562 $59,299 $30,684 $31,573 $20,119 $111,932 $30,022 $11,920 $18,102 $39,180 $55,924 $59,988

20 Household Average Investable Assets Registered and Unregistered 68.7% 43.4% 65.2% 67.5% 67.0% 56.7% 67.6% 58.6% 66.2% 64.6% Ratio Average Registered Investment to Average Total Investment $197,273 $214,587 Advised $119,318 Non Advised $125,348 $65,079 $164,542 $53,358 $72,503 $138,358 $49,041 $37,400 $43,618 $132,194 $142,084 $81,918 $81,730 $27,104 $29,119 $111,184 $44,103 $18,262 $89,317 $11,227 $6,349 $4,877 $8,803 $12,604 $18,301 $16,514 $25,841 Under $35,000 $35,000 to $54,999 $55,000 to $69,999 $70,000 to $99,999 $100,000 or more Source: Ipsos Reid Canadian Financial Monitor Household Income (2009) Avg. $ Registered Avg. $ Unregistered 20

$138,358 $49,041 $37,400 $43,618 $132,194 $142,084 $81,918 $81,730 $27,104 $29,119 $111,184 $44,103 $18,262 $89,317 $11,227 $6,349 $4,877 $8,803 $12,604 $18,301

21 Household Average Investable Assets Registered and Unregistered Ratio Average Registered Investment to Average Total Investment $158, % 64.9% 73.7% 47.2% $123,494 $32,447 $83,466 $84,886 $29,772 $40,913 $8,011 $91,047 $74,583 $55,115 $32,903 < >=65 Source: Ipsos Reid Canadian Financial Monitor Age of Head of Household (2009) Avg. $ Registered Avg. $ Unregistered 21

22 Household Average Investable Assets Registered and Unregistered $272,761 $246,752 Ratio Average Registered Investment to Average Total Investment $60,842 $132, % 76.7% 71.7% 61.1% 75.3% 73.3% 51.5% 42.1% Advised Non Advised $140,155 $39,608 $79,074 $185,910 $13,944 $65,130 $24,787 $5,765 $19,022 $100,548 $51,649 $46,462 $20, $12,408 $31,561 $34,054 $140,585 $66,064 $38,246 $27,818 < >=65 Age of Head of Household (2009) Source: Ipsos Reid Canadian Financial Monitor Avg. $ Registered Avg. $ Unregistered 22

23 Allocation of Investable Assets % able Assets Percenta age of Invest 68% 51% 49% Advice No Advice Conservative Investments: GICs, Bonds, Chequing and Savings Market Sensitive Investments: Stocks, Mutual Funds Source: Ipsos Reid Canadian Financial Monitor, special analysis for IFIC 23

24 160 Bloor Street t East, Suite 300 Toronto, ON Canada M4W 1B

The Value of Advice. Life is better when you re prepared. Rick Annaert SVP, Advisory Services President & CEO, Manulife Securities

The Value of Advice. Life is better when you re prepared. Rick Annaert SVP, Advisory Services President & CEO, Manulife Securities The Value of Advice Life is better when you re prepared Rick Annaert SVP, Advisory Services President & CEO, Manulife Securities The Value of Advice Advice (n): an opinion or recommendation about future