There’s a saying I saw the other day in another network’s recruitment e-mail: ‘Is the grass greener?’
It made me laugh because it reminded me of something my mum used to say: “Doesn’t matter how green the grass is, you still need a lawnmower to cut it.” And honestly, that’s the crux of it when it comes to network membership.
I’ve been in this business long enough to know that what’s on the brochure/the e-mail/the advert is rarely the full story. So if you’re a DA thinking about becoming an AR, or an AR thinking about switching networks, let’s talk honestly about what really matters, and what might be hiding in the nettles.
A lot of networks are very good at shouting about what they offer, but too often they’re shouting about the basics. Things that any decent service provider should be doing anyway, such as compliance support, systems access, maybe a shiny welcome pack.
But what they often fail to mention, for example, is what happens if or when you want to leave. You won’t usually hear upfront that your pipeline will be frozen for three months. Or that you’ll be charged for something called ‘run-off PI cover’, which doesn’t even apply to firms trading under a network’s umbrella. Or that exit fees are structured in a way that makes you wonder if anyone’s read the relevant law on this? If an exit fee isn’t a genuine reflection of loss, then what is it? A penalty for changing your mind?
That’s not the only place networks can make money off firms in ways that aren’t obvious. There’s a long list of costs that are often buried in the small print: technology access fees, system licences, compliance file check charges, marketing levies, ongoing ‘support’ charges that don’t always translate into support, and uplifts on PI or FCA contributions.
Firms may be told ‘no monthly fees’ but are rarely given a clear annual figure. And often what they end up paying is stitched together from five or six smaller, labelled costs. It’s death by a thousand line items, and new firms in particular are the ones that get caught out.
That’s why reading the full contract matters. Not just the first few pages. Not just the headline offer. What happens when you leave? How long is your pipeline frozen for? Are you locked in for 12 months even if the service is poor? Is the commission you’ve earned yours, or subject to a clawback you didn’t expect? And if the network changes the contract mid-term, do you have any right to walk away without being fined? These are questions you deserve answers to before you sign, not when it’s too late.
And then there’s the issue of loaded premiums. Some networks push firms – subtly or not so subtly – to put clients on inflated protection or insurance premiums in order to hit network revenue targets. Others limit your ability to offer commission sacrifice or rebate to the client which, under Consumer Duty, seems very hard to justify.
If you want to do the right thing for your customer but find yourself blocked by your network’s commercial arrangements, then something’s gone wrong. And yet this is rarely mentioned in the recruitment conversation.
We’ve also seen some worrying trends around commission structures. I was told recently, ‘We pay 100% of the first-year premium in protection commission.’ Sounds great, unless someone mentions that providers pay 200% of first year premium, with a two- or four-year clawback period.
No monthly fees? That’s nice. But what about annual ones? Or onboarding costs? Or network charges that kick in only once you’re committed? Selling the dream and slipping in the fine print later isn’t business, it’s a trap, and newer advisers are often the ones caught in it.
At The Right Mortgage and Protection Network, we do things differently. Not because it’s a flavour of the month but because we started this network with one goal: put advisers first. After years in the sector, we learned what worked and what didn’t.
We made a choice to never sell out, especially to a corporate, to treat advisers as customers — not just numbers – and to build systems and services that support real growth, not control it. And when people say, “You really are a cradle-to-grave proposition,” they’re right. We support advisers from day one, through career progression, all the way to retirement, with real planning, real conversations, and a clear exit path that doesn’t punish them for moving on when the time’s right.
The firms that thrive in our network do so because they feel supported, respected, and trusted. They’re not afraid of asking tough questions, and neither are we in answering them.
So if you’re being courted by a network promising the world, ask what happens if you decide it’s not right. Ask about exit terms, pipeline rules, PI cover, commission restrictions, premium structures, and the actual cost of doing business. Ask to speak to firms already inside and find out what it’s really like.
And if you don’t get the answers you want and need, then just message me. I’ll tell you straight. Because not all networks are created equal and choosing the wrong one could cost you far more than just your independence.
Amanda Wilson is strategy and development director of The Right Mortgage & Protection Network
