Speaking during an AIA Australia adviser forum, Peloton Partners chief executive, Rob Jones said that there was a tendency by advisers to want to push costs down when dealing with hard-pressed clients, but that they needed to understand and explain the cost of the advice they were providing. He said there was a need to properly cost the service, value and complexity of the advice that was being delivered. Jones said that advisers needed to understand that clients were not being forced to obtain financial advice and were doing so on the basis of a “self-selection process triggered by specific events or needs including a lack of understanding of financial-related matters”.