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geld is een middel, geen doel

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Niet intermediair maar iuxtamediair

Posted on April 14, 2014 at 5:00 AM

Op 15 april heeft initiatiefnemer Willem Vreeswijk van VVP een bijeenkomst van New Financial Forum belegd, waarin de deelnemers gaan nadenken over hoe de financiële sector in elkaar gezet zou kunnen worden als we helemaal opnieuw zouden kunnen beginnen.

 

We starten vanuit de volgende vraagstelling: “Stel dat jij vandaag achter de tekentafel zit met de vrijheid de financiële branche opnieuw en volledig naar eigen inzicht te mogen inrichten. Hoe zou jij dan de volgende vragen beantwoorden?

Welke waarde en verantwoordelijkheden passen er volgens jou bij de adviesrol?

Welke waarde en verantwoordelijkheden passen er volgens jou bij de bemiddelingsrol?

Welke waarde en verantwoordelijkheden passen er volgens jou bij de aanbiedersrol?”

 

Opvallend is dat de adviesrol als eerste wordt genoemd, en de bemiddelingsrol als tweede. In mijn boek ‘De consument is financieel bewusteloos . . . nou en?’ beschrijf ik nog maar eens dat bank- en verzekeringsdiensten in de basis helemaal niet zo moeilijk zijn. Ofwel je hebt in een huishouden geld over of je hebt tekort voor de dingen die je in je leven wil. Daarvoor kun je bij een bank terecht. Of je loopt het risico in bepaalde gevallen veel geld kwijt en je wilt die risico’s met anderen delen. Daar zijn verzekeraars voor.

 

Veel moeilijker is het niet. Toch zijn we er de afgelopen decennia in geslaagd om financiële zaken complex te maken. Door bankdiensten met verzekeringsdiensten te gaan combineren. En fiscale stimulantia er in te brengen. Zogenaamd in het voordeel van de consument. Maar of dat ook uitgekomen is, is de vraag.

 

Maar goed: als je niet dagelijks met geldzaken te maken hebt is het handig als je iemand hebt die die dingen voor je kan regelen. Daardoor is het intermediair ontstaan. De term zegt het al: ‘inter-‘ betekent ‘tussen’ en ‘mediare’ betekent ‘bemiddelen’. Ook het intermediair moet leven, dus ze worden betaald door de banken en verzekeraars. Behalve als het om complexe producten gaat. Dan is dat sinds 2013 verboden.

 

Want langzamerhand begonnen verzekeraars en banken perverse prikkels te geven aan dat intermediair **, waarbij het maar de vraag was of het belang van de consument gediend werd…. De overheid (niet alleen nationaal / ook internationaal) denkt dat het beter is voor de consument wanneer de financieel adviseur niet beloond wordt door de aanbieder. Dat daardoor de adviseur meer naast zijn klant gaat staan dan tussen de klant en bank / verzekeraar in.

 

Sindsdien zoeken het intermediair én de aanbieders (banken / verzekeraars) naar hun nieuwe rollen. In de rol van intermediair is het logisch dat er een overeenkomst is tussen het intermediair en de aanbieder enerzijds (de aanstellingsovereenkomst) en tussen het intermediair en de consument anderzijds (dienstverleningsdocument). Maar als de adviseur náást de klant moet gaan staan is het niet logisch om hem inter-mediair te noemen!

 

Daarom introduceer ik in mijn boek de ‘iuxta-mediair’.

 

‘Iuxta’ = ‘naast’

 

In principe gaat de consument een (rechtstreeks) contract aan met een bank of een verzekeraar. Maar hij kan zich laten vertegenwoordigen door zijn iuxthamediair, die naast hem staat. Het is dus niet langer de verzekeraar of de bank die bepaalt of de iuxthamediair wordt ‘aangesteld’. Het is de consument die dat doet. De aanbieder heeft te accepteren dat de iuxthamediair optreedt namens die klant. Als tijdens de looptijd van een financiële dienst de verzekeraar of bank informatie verstrekt aan de consument dan doet hij dat tegelijkertijd aan de iuxthamediair. De iuxthamediair heeft als voordeel dat hij daardoor meerdere signalen ontvangt, die hij beter kan interpreteren dan de eenzame consument die een enkele mededeling krijgt. Uiteraard snort de iuxthamediair ook de markt af om al degenen, die hem het vertrouwen hebben gegeven hun zaak te behartigen, ook goed te dienen. Zo ontstaat er in ieder geval voor een deel een nieuwe vorm van financiële dienstverlening.

 

Over hoe banken en verzekeraars zich beter kunnen (gaan) gedragen ten opzichte van de consument kun je lezen in mijn boek ‘De consument is financieel bewusteloos . . . nou en?’. Voor € 19,50 (exclusief € 4,50 verzendkosten) te bestellen via www.rgkpf.nl of via Bol.com.

 




** Rapport “Marktwerking op de markt voor hypothecaire kredietverlening / De kwaliteit van advisering door tussenpersonen over hypothecaire producten en aanbieders” Ecorys-NEI mei 2004

Categories: Financiele advisering, Consumentenbelangen

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