60 seconds with...Dev Malle
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Sales and Marketing Director, Personal Touch Financial Services
How has 2011 been so far for PTFS?
We’ve seen a good start to the year with a new sales team and development strategy. PTFS has been, and still is, going through massive changes so it’s an exciting time for us.
Why do you think the number of your appointed representatives declined last year?
A significant number of ARs and advisers left the industry last year. We focussed on retention of members rather than just recruitment.
Will broker numbers go any lower or have we reached the bottom?
I think we are close to the bottom. I expect the industry could lose more if individual registration comes in. With implementation of the Retail Distribution Review we are also expecting to see a number of IFAs leave the market.
Is dual pricing still a problem?
It remains a problem while the market stays tight, but many lenders do see the true value of distributing through intermediaries. Lenders such as Woolwich, Coventry Building Society, ING Direct and Nationwide do not practice dual pricing.
Who has influenced you the most in your career?
As a graduate trainee my first boss at Nationwide, Graeme Hughes, helped me to realise that much of what I can achieve is in my control.
Do you have any secret talents?
No, it is usually on public display including my rendition of Swing Low Sweet Chariot in Punjabi.
What three items would you take with you to a desert island and why?
My phone, because I am told that I have it permanently glued to my ear. A case of fine wine - well isn’t that obvious? And a genie - so that I can have another three wishes.
Who would you most like to play you in a movie of your life and why?
Rugby player Johnny Wilkinson. My daughter always talks about how handsome he is, so she might think her dad is good looking for once.
What book are you currently reading?
The PTFS board pack - it’s a fascinating read.
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