The Intermediary – April 2025 - Flipbook - Page 15
I N P RO F I L E
worths are very entrepreneurially minded, and
while no one likes uncertainty, uncertainty does
lead to opportunity.”
Izard also discusses interest rate fluctuations,
advising that reduced rates present new
opportunities for the HNW sector.
“We want to go on that journey with that client,
taking them from an initial lend, helping them buy
their property, and then in five years’ time, we’ve
helped with their investment properties,” he says.
“Standing still is not an option. Our clients [are]
constantly looking at the next opportunity. We
need to be doing exactly the same.”
Navigating regulatory changes
In the face of ongoing regulatory changes, Investec
aims to be both flexible and forward-thinking.
Izard says: “With any regulatory change, one needs
to be kept fully informed, work with the regulators
and embrace that change.
“We’ve got an excellent team that works with
our regulators, that cascades that information and
interprets it.”
He also highlights that regulatory changes
are adopted with a focus on the end consumer,
through tangible actions like capping fees.
He says: “We now cap our residential property
arrangement fees at £50,000, and previously
we had an uncapped arrangement fee. From a
Consumer Duty perspective, it’s important that we
looked at those. Consumer Duty is now well over
a year into its new world, but we’ve proactively
taken the decision to move forward on that.”
Tech and the human touch
Technology is transforming Investec’s approach
to intermediary business development. While
the bank aims to streamline processes, it hopes
to strike a balance between modernisation and a
more personal touch.
Izard explains: “We want to embrace AI 100%
but not lose that relationship-driven world that we
absolutely strive for. Technology will streamline
some of the processes and the more manual side
of things, freeing up time for the human element
on the most important elements.”
He notes some specific applications of AI, such
as the ability to “analyse bank statements in
seconds” and condense meeting notes.
Despite these advancements, Izard
acknowledges the irreplaceable value of direct
human interaction, noting that anyone who has
found themselves stuck in an endless chat queue
will understand the frustration.
Investec’s clients prefer to communicate with
real individuals rather than chatbots.
For Izard, building and nurturing relationships is
at the heart of successful banking.
He says: “High-net-worths look for three things:
a long-term relationship, which is a meaningful
and deep relationship; certainty; and someone
with whom they can have a real conversation.”
Investec aims to meet these expectations by
pairing each client with a dedicated relationship
manager, who is “there to serve their day-to-day
banking needs.”
Izard says: “This approach ensures a deep
understanding of their comprehensive financial
ecosystem. We aim to accompany our clients on
their journey – from securing their first property to
navigating complex investment strategies, we’re
committed to their prosperity.”
He adds: “These are multi-successful clientele
who are senior executives in their own right. They
also want speed of service; if you say you can do
something, can you deliver it in a timely manner?”
This commitment extends to Investec’s
intermediary partners, Izard says: “We’ve got to
constantly listen, because our intermediaries are
dealing with our prospective clients day in and
day out. We’re allies in progress, not competitors.
The best partnerships are reciprocal, allowing for
feedback and the sharing of insights.”
Fuelled by innovation
Izard’s vision for the future is clear, as he says:
“Our clients are perpetually seeking the next
opportunity, and we must mirror that same
dynamism.”
In discussing key trends shaping the future of
the financial services industry, Izard highlights the
paramount importance of innovation.
He says: “I see innovation as an opportunity
to cater for the HNW market. You’ve got to
constantly self-evolve. So, you’ve got to say,
‘What am I serving today, and what is the market
direction of tomorrow?”
Investec’s top priorities for driving growth
focus on strong relationships and communication,
particularly with its broker partners.
Izard says: “I spend as much time talking to our
intermediary partners as I do talking to our clients.
The one thing that I’ve never forgotten is that you
know you need to constantly listen. We want to
continue to grow the opportunity that we have
with our intermediary partners. We want them to
be part of our successful growth aspirations.”
A client-centric approach remains central to
Investec’s strategy, Izard explains: “No one’s better
in a place to say where the opportunities lie than
our own existing client banks.”
Izard concludes: “Lenders that stand still go
backwards, so you’ve got to constantly move
with the times. You’ve constantly got to innovate,
but you’ve got to listen. And if you listen and you
engage, you will create opportunity!” ●
April 2025 | The Intermediary
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