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Brokers have spent much of 2004 preparing for regulation by the Financial Services Authority (FSA). In just a few months' time, the balance will shift from affirmation to demonstration and brokers will need to begin substantiating the claims made in their applications. The danger is that this year's preoccupation with form filling has actually diverted resources from some of the key areas requiring attention and investment to put compliance into practice. The most obvious example of this is

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