"Why should I pay you 1% when I can just buy a direct plan myself?" Where and when does an advisor/distributor earn his fee?
The honest answer: in some fund categories, that 1% is the best money you'll spend. In others, you're being robbed.
I measured every active equity and hybrid fund in India over the last three years (direct plans, CAGR), and looked at the gap between the best and worst fund in each category.
Look at the gap, then look at the fee.
📊 Where getting the fund right is everything (gap on ₹5 lakh):
→ Flexi Cap: best compounded at 22%/yr, worst at under 1%. A ₹4 lakh gap.
→ Small Cap: 30%/yr vs 13%/yr → ₹3.7 lakh
→ Value: 26% vs 9% → ₹3.6 lakh
→ ELSS: 24% vs 6% → ₹3.5 lakh
→ Mid Cap: 28% vs 13% → ₹3.3 lakh
In these categories, even nudging a client from the wrong fund toward the right one is worth multiples of any fee. The 1% is a rounding error against the prize.
🟢 Now where that same 1% makes no sense:
• Arbitrage: the entire best-to-worst gap is ~1.2% a year. The fee is wider than the prize. There is nothing to add.
• Contra, Conservative Hybrid: barely 2–4%/yr between best and worst.
Here's the principle: the wider a fund's mandate and freedom to operate, the more the manager — and therefore the choice — matters. That's exactly where advice earns its keep. In narrow, rules-bound categories, one fund is basically the next, and you should pay for none of it. So your advisor needs to do the homework on Flexi Cap, Small Cap, Value, ELSS, Mid Cap.
One caveat: a wide gap doesn't mean today's winner keeps winning. It means the cost of choosing wrong is high — which is the whole reason to choose carefully. And the framework for choosing the fund, of course, is a whole different conversation which goes beyond performance.
So before you pay anyone 1%, ask one thing: in this category, is there even a gap worth closing?
Made with
@MugdhaPetiwale