Momentum’s Consumer Pulse showed the Consumer Confidence Index (CCI) rebounded from –13 to –9, supported by middle-income households. Household expenditure is projected to grow by 2.7% in 2025, confirming an easing of consumer stress and strengthening the fundamental investment case for local retail stocks.
This week in Seed Analytics Advisor Connect:
Upcoming events: chances to network & connect.
Build a confidence deck that helps you close deals.
Data visualisation that helps ensure AUM performance.
New opportunities & jobs for you to explore in SA.
Medical scheme solvency & infrastructure bonds.
AI prompt: Analyse macroeconomic themes fast.
Take Note
Comotion in the Klein Karoo – 12–14 Dec 2025: Two-day MTB stage ride at Leeuwenboschfontein near Montagu. Fun-focused, scenic 55km stages with multiple rider packages and glamping options. Tickets from R750. Details here.
Expat/Nomads Networking Drinks – CPT 17 Dec 5:30 PM: Rooftop networking at Grand Daddy Boutique Hotel. Digital nomads and expats meet for a relaxed social with a welcome drink included. R80 pre-book / R100 door. Info here.
Build a Confidence Deck to Close More Deals
The 3 visual slides that end client uncertainty and seal the deal…
Clients want to buy certainty, not products. That’s why the greatest barrier to closing a deal is often their own fear of making the wrong choice. A "confidence deck" is a series of 3 visuals you can prepare beforehand to proactively address their anxiety.
Use these three visual proofs strategically to transition from discussion to decision by defeating client fear.
1. The Opportunity Cost Timeline
Sometimes, you present a rock-solid plan based on the now, and the client wants to “think about it” and maybe start next quarter. That’s when you need to shift the conversation from what they stand to gain to what they stand to lose if they delay.
Create a visual: A simple, high-impact line graph showing the future value difference between "Starting Today" vs. "Starting in 12 Months" (due to compounding and inflation erosion). The gap must appear visually significant.
Showing that widening gap (permanent, unrecoverable capital they forfeit by delaying) changes the conversation from if to when.
2. The Behavioural Guardrails Chart
Clients know markets are volatile, and they fear their own emotional response will override logic during a dip. A behavioural guardrails chart shows them your personal process for assisting clients as markets shift, offering it as their ultimate safety net.
Create a visual: A market volatility graph (showing a historical dip) overlaid with key decision points (markers showing automated risk triggers, rebalancing events, or scheduled client check-ins).
This helps the client see your management process, not just your performance. This helps reassure them that emotions won't rule the portfolio, eliminating their need to worry about day-to-day fluctuations or panic selling.
3. The Tax-Optimised Allocation Heatmap
HNW clients need to see sophisticated, measurable value that justifies your fee. This visual moves the focus away from basic returns to efficiency.
Create a visual: A simple, colour-coded chart (heatmap or stacked bar) showing the client's entire wealth allocation (e.g., Retirement, Discretionary, Offshore) and how your recommended structure minimises tax drag across all segments.
This moves the conversation from "How much do you cost?" to "This structure is saving me X amount annually in tax efficiency." The value of your advice is now visually quantifiable and directly measurable against your fee.
Having these visuals on hand before the meeting helps the client feel intellectually comfortable with your strategy and emotionally safe with the outcome. 😎
Join the conversation…
How do you usually transition a client from discussion to decision?
Are you tired of sifting through meaningless information and ready to shift gears toward insights that truly matter — insights that can move your business forward?
Speak to Seed Analytics to discover how our data-visualisation tools can unlock the full value of your data.
For example, the graph above illustrates the growth of AUM across various LISP platforms and MANCOs over time. Understanding the service model you receive from each provider (and whether it aligns with the SLAs you’ve agreed to) is essential.
You’ll also want to ensure that the provider managing the largest share of your clients’ AUM is delivering the service model you expect.
Featured Section
New wealth and financial advisory career opportunities in SA
Investment Strategist (CPT) @ IGrow Wealth Investments
Financial Planner (Malmesbury) @ Sanlam
Financial Planner (Paarl) @ Sanlam
Financial Advisor (CPT) @ PPS
Private Broker (CPT) @ Aon
Broker Consultant (CPT) @ Discovery
Broker Consultant (Sandton) @ Gaurdrisk
In Case You Missed It…
Industry Roundup
Medical Scheme Solvency. The CMS 2024 report reveals Medihelp (20.99%) and Compcare (21.83%) failed to maintain the minimum 25% solvency ratio. The CMS also warned the overall industry is "still underpriced."
Transnet Privatises Durban Port Terminal. Transnet signed a 25-year concession agreement with Filipino billionaire Enrique Razon's ICTSI to manage and expand the Durban Container Terminal Pier 2.
The Finfluencer Effect. UFS research shows that self-taught financial influencers dominate the digital landscape, with 35.7% of posts focused on crypto speculation and fast gratification. This content is shaping clients' mindsets, increasing their risk tolerance and driving emotional decisions.
R11.8 Billion Infrastructure Bond Success. South Africa successfully raised R11.8 billion in its first infrastructure bond sale, with bids exceeding R26 billion. This overwhelming demand validates the market's appetite for local fixed-income assets.
Medical Scheme Hikes Confirmed. CMS CEO Musa Gumede confirms that high medical aid hikes will continue to address the "misalignment" between benefits and pricing. The industry is under strain from a significantly ageing membership (average age 36.4) and high utilisation, leading to contribution increases (e.g., Discovery 7.2%, Momentum 9.9%).
AI’s Secret Seven EM Stocks. Ninety One identifies seven emerging market hardware firms that are critical suppliers across the global AI infrastructure stack (compute, memory, networking).
AI Prompt of the week
Analyse macroeconomic themes that impact your client
Clients rely on your guidance, but they also see the news. And a great way to show you’re on top of it is to reflect those news themes in your conversations. This prompt helps you analyse the last 7 days’ news themes and draft a client message that explains the potential impact on their portfolio.
PROMPT
Analyse the top financial and economic news from the past 7 days that would impact South African wealth advisory clients.
Review major news sources, including Business Day, Moneyweb, Financial Times, Bloomberg and Reuters, as well as other prominent South African news sources.
Identify the 3 most significant macro issues affecting:
- South African investors with portfolios between R500,000 and R50 million
- Investment portfolios containing JSE equities, offshore exposure, bonds, and property
- Clients aged 45-65 planning for retirement in the next 10 to 15 years
- Clients with a medium risk tolerance
For each issue, provide:
1. What happened (2 sentences maximum)
2. Direct impact on client portfolios (specific, not generic)
3. One conversation point I can raise with clients
4. Whether this requires immediate action or monitoring only
5. Tactical next steps that position the advisor as a stabilising force
6. For each issue, include a 1-sentence explanation in plain English that I can use with clients who have low financial literacy.
7. Provide 1–2 proactive advisory actions I can take this week to demonstrate leadership and deepen trust (e.g., portfolio stress tests, targeted emails, short client updates).
Prioritise issues by:
- Magnitude of financial impact
- Relevance to typical advisory client concerns
- Actionability (can I actually do something about it?)
Format as a brief summary I can read in 5 minutes.
Did You Know? On 11 December 2008, Google released the first version of their Chrome web browser, widely considered the world’s most popular web browser.
Till next time,