Archives Of Weekend Reading For Financial Planners

Enjoy the current installment of "Weekend Reading For Financial Planners" – this week's edition kicks off with a helpful explainer of what, exactly, is going on with GameStop and a few other high-flying stocks that have captured industry headlines and media headlines this week with a combination of "short squeeze" and "gamma squeeze" that, driven by a stampede of Reddit users, may ultimately become known as the first "crowd squeeze" (though in the end, it doesn't appear to signal any kind of breakdown in markets themselves, but is simply a modern example of a type of investor squeeze that has been known and observed in markets for decades).

Also in the news this week are a number of other notable industry headlines, including:

• Service complaints are up at both Schwab and TD Ameritrade, not as a result of the merger integration itself (which has yet to even substantively begin), but a combination of post-merger talent drain from TD Ameritrade and coronavirus remote-work challenges for Schwab, amidst what is still an ongoing bull market in the creation and growth of the RIA channel
• Fiduciary advocates call for SEC Commissioner nominee Gary Gensler to consider renaming Regulation "Best Interest" to "New Suitability" instead

From there, we have several articles around marketing communications:

• Why closing prospective clients is all about identifying the triggering events that also cause them to take action (and not just providing them information about the advisor's services and trying to convince them of the value)
• How one-sentence emails can be effective for moving a prospect to action (or at least clarifying what it will take to do so)
• Why it may help to think about marketing strategies in terms of the "minimum effective dose" it takes to actually make an impact

We've also included a number of practice management articles with a focus on hiring in particular:

• Why it's not a good idea to rely on resumes and instead focus on asking for real work samples
• The problems with relying on job interviews and why at the least interviews should be based on a series of standardized and structured questions
• How the best hiring practices don't rely on using creative or unique interview questions and instead are simply based on leveraging a repeatable process that makes it easiest to really compare job candidates on their actual job skills and whether they possess the required job traits to be successful in the role

We wrap up with three final articles, all around the theme of work-from-home versus office environments, as the COVID-19 vaccine continues to roll out:

• Why coffeehouses are known for being a good creative space despite (and in fact, because of) their distractions and external stimuli
• How the future of office space is likely to be a blend of "core" in-person office hours for team meetings and collaboration, and work-from-home space for focus work
• The rise of video-game-based work environments where co-workers interact with avatars in a game environment to better promote interpersonal interaction!

Enjoy the 'light' reading!

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Enjoy the current installment of "Weekend Reading For Financial Planners" – this week's edition kicks off with the news that former CFTC Chairman Gary Gensler has been nominated as the next SEC Commissioner, though as a regulator who's known for being hard on Wall Street is still not anticipated to overturn Regulation Best Interest (but may take further steps to enforce it more aggressively and ensure that the "Best Interest" obligation of broker-dealers really is one).

Also in the news this week are a number of other notable industry studies, including:

• 2020 shaped up to be a record-breaking year for advisory firm mergers and acquisitions, as a Q2 slowdown from the pandemic rebounded in the second half of the year on advisory firm valuations that continue to rise
• A new Envestnet-MoneyGuide study finds that standalone financial planning fees are up 50% to $2,500/plan since 2015, with 72% of advisors now reportedly charging financial planning fees separately on top of/alongside their AUM fees

From there, we have several articles around investment trends:

• One study finds that 37% of financial advisors now at least 'consider' ESG factors for all of their client portfolios
• Mutual fund assets experienced record-shattering outflows in 2020 (despite years of market volatility theoretically being a moment for actively managed mutual funds to shine)
• DPL Financial Partners raises $26M of new capital to fund their no-commission annuity marketplace for RIAs

We've also included a number of practice management articles:

• Why it's important to look back on a firm's referral sources and what worked (or didn't) when it came to referrals in 2020
• Why segmenting clients isn't just about giving 'more' to "A" clients but specifically offering a "RAVE" experience (with a focus on it being Rare, supporting Advocacy, delivering Value, and being an Experience unto itself)
• How the shift to working with clients virtually means having a 'local' advisor is no longer necessary... a game-changer in marketing as a financial advisor for many years to come!

We wrap up with three final articles, all around financial advisor diversity:

• While diversity is a common topic at financial advisor conferences, the lineup of conferences themselves has been remarkably lacking from a diversity perspective (especially with respect to racial diversity)
• How some advisory firms are trying to shift their own company culture to support diversity and are recognizing the limits of an 'eat-what-you-kill' approach to new advisor recruiting
• The latest data on the diversity of CFP certificants themselves, which shows that advisors of color are on the rise (up 12.6% over 2019, which itself was up 12.3% over 2018), though the total number of Black and Latino CFP professionals is still only 1.7% and 2.5%, respectively!

Enjoy the 'light' reading!

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Enjoy the current installment of "Weekend Reading For Financial Planners" – this week's edition kicks off with a look at the details of President-elect Biden's newly proposed "American Rescue Plan", a $1.9 trillion economic stimulus proposal that would provide additional from additional ($1,400) stimulus checks to increased unemployment benefits, a higher Child Tax Credit to an increase in the minimum wage (to $15), along with a wide range of state and local government aid, and more funding for national COVID-19 testing and vaccinations. Of course, a legislative proposal does not necessarily mean it will become law... though, with the potential for tax legislation to pass with a simple majority as a budget reconciliation bill, all eyes are increasingly on the potential for major tax legislation in the initial weeks of the incoming Biden administration.

Also in the news this week are a number of other key announcements on transition and new plans from the Biden administration, including:

• A signal from Senate Democrats that they intend to quickly take up the Biden Tax Plan proposal to increase capital gains rates to ordinary income rates for upper-income households (e.g., those making more than $1M in income)
• An indication that the Biden administration may soon announce Gary Gensler as the incoming SEC Commissioner... who is known for implementing aggressive pro-consumer policies to reign in Wall Street from his years at the CTFC and suggesting that Regulation Best Interest may be back on the table for consideration in the coming year

From there, we have several articles around managing household cash flow:

• A look at the new 'perks' that premium credit cards are rolling out to keep high-end customers on board in a world where travel perks weren't usable in 2020
• 6 apps that can help automate the process of figuring out all the services you're automatically subscribed to (and help you unsubscribe from them!)
• Thoughtful consideration of when 'frugal habits' become so ingrained that they persist long past the point of being useful or necessary (do you really still need to keep using single-ply toilet paper!?)

We've also included a number of articles around marketing:

• How using the word "only" in your marketing (as in, you "only" work with certain types of clients) can actually attract them more quickly
• Why it's not helpful to ask clients if they want to connect with you on social media, and instead should ask them what they want to hear about instead
• How the shift to working with clients virtually means having a 'local' advisor is no longer necessary... a game-changer in marketing as a financial advisor for many years to come!

We wrap up with three final articles, all around the theme of running a better advisory business:

• Why it's so important to create a 'culture of learning' when, in the end, the advice business is all about the wisdom and experience of the people that work there
• How better decisions require not just more perspectives but substantively different perspectives that force consideration of issues from all angles
• Why the remedy for boring meetings is not to make them shorter (or eliminate them altogether) but actually to make them longer... and in the process, spend more time focusing on the topics that are most relevant to have the time to really discuss in depth!

Enjoy the 'light' reading!

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Enjoy the current installment of "Weekend Reading For Financial Planners" – this week's edition kicks off with the Financial Planning Association's transition to its new incoming President Skip Schweiss, an experienced executive and newly minted CFP professional, who is aiming to work with the FPA's incoming new CEO Patrick Mahoney to try to turn around its declining membership in a shifting environment where "CE and Community" alone don't create the distinction it once did for associations in an increasingly competitive environment (even as the social isolation of the pandemic makes connectedness more important than ever, and ongoing industry regulatory debates arguably make financial planning advocacy more important than ever).

From there, we have several investment-related articles, including:

• A discussion of whether it's still worthwhile at all to try to invest in bonds for client portfolios as yields continue to drift to new record lows
• The appeal of multi-year guaranteed fixed annuities as a higher-yielding bond alternative in the current environment
• How Single Premium Immediate Annuities (SPIAs) can be used, not as a lifetime income guarantee vehicle, but as a fixed-income alternative (with a mortality credit kicker) that simply gets reinvested back into equities as it pays out, and
• Why the advisory community may need to change its mind on the long-term staying power of Bitcoin as its recent rise nearly doubles the prior "peak" that many advisors had said was a bubble that would never be achieved again (except... it has).

We've also included a number of articles around the topic of behavioral finance and client communication:

• How to think about a 'hierarchy' of financial wellness that clients can build upon over time to improve their wellbeing
• Why it's crucial to understand a client's "money story" to better glean why certain clients make certain not-so-rational decisions
• The rise of "Financial Therapists" as either a new player in the holistic advisor team, or even a new direction (and new CFT designation) for financial advisors to pursue, and
• What it is that actually makes money so meaningful to us (hint: it's not the money itself, but what it allows us to do)

We wrap up with three interesting articles, all around the theme of looking ahead to and planning for the coming year:

• Why creating an effective Strategic Plan for 2021 isn't about going through a vision/mission exercise, but instead simply getting clearer about the Key Performance Indicators that the business needs to improve upon in the coming year
• A checklist of new (and what's-old-is-new) marketing ideas to reinvigorate growth for 2021
• A broad look at the state of financial planning itself as a profession, and what may be in store as the coming year unfolds (from more virtual client meetings to virtual team management, and the ongoing rise of alternative non-AUM fee models for advisors)

Enjoy the 'light' reading!

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Enjoy the current installment of "Weekend Reading For Financial Planners" – this week's edition kicks off with the big industry news that the SEC has finalized new advertising and marketing rules for RIAs that will, for the first time, openly permit advisors to use client testimonials (and also to highlight third-party ratings) in their marketing materials.

Also in the news this week is a deep-dive look at the new "Coronavirus Stimulus 2.0" legislation that is winding its way through Congress (with everything from stimulus checks, to a new round of forgivable PPP loans, and a bevy of financial-planning-related changes from a lower AGI threshold for medical expense deductions to a coming reworking of the FAFSA form for student financial aid), and a look at the final version of the Department of Labor's fiduciary rule (and whether it may be delayed or unwound when the Biden administration takes office, given its controversial provisions permitting ERISA fiduciaries to begin to receive commission compensation for advice recommendations).

From there, we have several articles on client communication, including a discussion of how virtual/online meetings with clients are likely to evolve in 2021 (when they're no longer a requirement, but may still be a proactive choice for many client meetings), a look at what the research says about how best to engage prospective (and current) clients in meetings, and why one of the biggest drivers in creating positive rapport with clients and prospects is not how the advisor presents themselves or what they say but the energy they bring to the meeting in the first place.

We've also included some articles on gathering client feedback to refine your advisory firm, including some tips on how to gather client feedback (hint: surveys are great, but so are old-fashioned 'spontaneous' phone calls to check in with clients about how the firm is doing), the benefits of creating a Scorecard to track client feedback over time (and be able to spot trends), and why it's especially important to gather client feedback on sensitive subjects (even though it may feel awkward because of the sensitive topic... if it's potentially going to upset clients anyway, better to do so in a format where you can still get their feedback to shape a better outcome!).

We wrap up with three interesting articles, all around the theme of charitable giving (during this holiday season!): the first is a look at the recent announcement that MacKenzie Scott has donated a whopping $4 billion in just the past 4 months to organizations in need (and highlighting the unique data-driven approach taken to identify 384 different organizations that received financial support); the second explores the social dynamics of sharing your charitable giving and similar good deeds with others and when "virtue signaling" is a positive (or not); and the last shares the fascinating story of Chuck Feeney, who accumulated nearly $8 billion of wealth building a business empire (in the form of the Duty-Free Shops you see at international airports around the world!)... and has spent the last 38 years giving it all away, living now as an 89-year-old in an apartment he rents in San Francisco, and having inspired other billionaires (including Bill Gates and Warren Buffett) to create the Giving Pledge to donate the majority of their wealth to charitable causes as well!

Enjoy the 'light' reading, happy holidays, and Merry Christmas (to those who celebrate!)!

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Enjoy the current installment of "Weekend Reading For Financial Planners" – this week's edition kicks off with the industry news that the CFP Board is reversing its prior decision to remove compensation disclosures (e.g., "fee-only") from its Let's Make A Plan website and soon will begin to include even more information to consumers about how they will be charged for the advice they receive (e.g., commissions, AUM fees, hourly fees, subscription fees, etc.), after an internal consumer research study affirms that the most important factors for prospective clients evaluating an advisor are how they pay, whether they can afford it, and what the value will be (i.e., whether the service is worth the cost).

Also in the news this week is the unfortunate announcement that the SEC is tabling its long-anticipated proposed changes to RIA advertising rules that would have expanded guidance around the use of social media and (finally!) permitted advisors to use at least limited client testimonials (pushing any potential changes to a future yet-to-be-determined SEC Commissioner under Biden?), and the release of the Department of Labor's final new fiduciary rule that would for the first time allow ERISA fiduciaries to receive commissions (but has been issued so late that it will not take effect until after Biden's inauguration, raising the possibility that the controversial new fiduciary rule will be delayed and killed before it can be fully enacted).

From there, we have several articles around investment trends, including a look at the rise of "custom" direct indexing as an alternative to ETFs and mutual funds, an announcement that mega insurer Transamerica is halting all sales of fixed indexed annuities and variable annuities with living and death benefit riders due to the limited opportunity to offer compelling products to consumers in a low-interest-rate environment, and a fascinating look at the emerging work of Ole Peters who is challenging the traditional view of economics by taking a hard look at the "ergodicity" assumption and suggesting that perhaps investors aren't actually irrational but simply using a different framework to evaluate decisions than what economics has long presumed.

We've also included some articles on client retention, from a look at how clients may actually want to connect with each other through their advisor (from in-person social events to the virtual world of online networking or even message forums for clients), how driving client retention often isn't about having all the answers for clients but being able to ask better questions that engage them and make them feel understood, and some research on what really drives client retention that shows even very small increases in retention can have an outsized impact on the economics of an advisory firm (and suggests that advisors may still be "under"-investing in retaining existing clients over trying to get new ones?).

We wrap up with three interesting articles, all around the theme of advisor burnout and taking time off to rejuvenate (as we enter the holiday season!): the first looks at how often advisors can only recover from burnout by making a substantive change in their work (from taking on an entirely new role at the advisory firm, to leaving altogether and starting their own firm to better control their own time and focus); the second explores the rising phenomenon of employees not even using all of their vacation (and the potential ramifications of trying to "force" employees to take more time off in a busy work environment); and the last explores some of the data-driven research into the impact of taking vacation on the ongoing productivity of a firm's top employees.

Enjoy the 'light' reading!

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Enjoy the current installment of "Weekend Reading For Financial Planners" – this week's edition kicks off with the industry news that the Financial Planning Association has hired its interim CEO Patrick Mahoney (who took over after prior CEO Lauren Schadle departed earlier this year) to become its new permanent CEO, the first to be hired from outside the organization since the FPA's creation more than 20 years ago, but with a depth of executive experience that can hopefully engage a successful turnaround of the beleaguered membership association as the number of CFP certificants continues to grow?

From there, we have several articles around the theme of succession planning, including a 'Letter from a Successor' to help founding firm owners better understand the mindset of a prospective successor, a discussion of why a good succession plan should be both 'concrete' (to be executable if unfortunate circumstances dictate) and also 'flexible' (to be able to adapt and be changed as circumstances change), a look at why shifting valuations of RIAs versus broker-dealers is causing a growing number of brokers to convert to an RIA as part of a future succession/exit plan, and some tips on how to manage the transition process as a successor when taking over a retiring advisor's clientele.

We've also included some articles on client communication, from a look at how to better communicate the advisor's fiduciary obligation to clients, why it's problematic for financial advisors to market by saying they provide "Peace Of Mind" to their clients, the importance of getting clear on your target audience of prospects and who you're really trying to reach and communicate with, and a look at how to bring together a Client Avatar profile to better understand who exactly the firm is trying to communicate with in the first place.

We wrap up with three interesting articles, all around the theme of getting more efficient in handling the 'administrative tasks of life' that can weigh us down after an already-busy workday: the first looks at the rise of virtual assistants, not just for work tasks but to use in our home lives as well; the second provides some tips on how to be more efficient and productive in handling our "Life Admin" tasks; and the last provides a good reminder of all the reasons why delegating and outsourcing are valuable not only in the workplace, but also and especially in our personal lives because it allows us not only to potentially be even more financially successful (by freeing up time for lower-expense tasks to do higher-earning work), but also to better enjoy the limited time we all have with your friends and family and take care of our own mental health!

Enjoy the 'light' reading!

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Enjoy the current installment of "Weekend Reading For Financial Planners" – this week's edition kicks off with the industry news that NASAA has approved a new Model Rule that would, for the first time, impose an annual Continuing Education requirement for advisors at RIAs (regardless of whether they have a professional designation)... or at least, at the state-based RIAs that are subject to the individual states that may adopt the NASAA Model Rule in the coming years?

Also in the news this week is the news that the CFP Board has hired a 20-year veteran of the SEC's Enforcement leadership to become its new Managing Director of Enforcement as the organization signals a growing focus on actually enforcing its new fiduciary standards of conduct, and a new consumer research study finding that investors are more comfortable with human advisors over robo-advisors and are (slightly) more likely to follow their advice... but were also more likely to be dissatisfied in the recent pandemic market volatility earlier this year (in particular, for all those advisors who advised their clients to "do nothing" and simply stay the course!).

From there, we have several articles on practice management and growth, including tips on the next positions to hire for as an advisory firm grows (from Client Service to Operations, Investments to Compliance), the importance of visioning exercises as an advisory firm leader to truly envision the future growth of the firm (and the organizational chart it would take to get there), and a look at how advisory firms are increasingly rethinking their approach to compensation and benefits (in particular, the ongoing shift from revenue-based compensation to salary-plus-incentives instead).

We've also included some articles on employee performance reviews (as that time of year queues up!), including one strategic approach on how to run the annual employee review process, another highlighting the importance of benchmarking employees not against one another but their own past selves (to measure personal improvement over time, not competitiveness against others in the workplace), and a look at how the 'emotional culture' of an organization can help drive employee success and retention.

We wrap up with three interesting articles, all around the theme of how financial advisors manage their own money: the first is a recap of the recent new book by Josh Brown and Brian Portnoy aptly titled "How I Invest My Money: Financial Experts Reveal How They Save, Spend, and Invest"; the second is the personal story of the Chief Investment Officer of a multi-billion-dollar RIA about how he invests his own money; and the last is an interesting look at how there's often a gap between what financial advisors say their clients should do, and what they do themselves... and the debate about whether that is a sign of advisor hypocrisy, a recognition of how hard it is to follow advice (even our own, as we're human beings too), or simply an acknowledgment of how varied our goals are and the paths that we take (which is why financial planning is so important in the first place)?

Enjoy the 'light' reading!

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Enjoy the current installment of "Weekend Reading For Financial Planners" – this week's edition kicks off with the industry news that mega asset manager Blackrock is making a "billion dollar bet" on the future of direct indexing by acquiring SMA provider Aperio (the #2 provider of direct indexing solutions, behind #1 provider, Parametric, that itself was acquired last month as part of the Morgan Stanley acquisition of Eaton Vance), as interest grows in both the tax-optimization benefits of direct indexing and also the ability to "customize" index allocations to clients' ESG or other individual preferences (e.g., the S&P 500, but excluding tobacco stocks and with an overweight to renewable energy?).

Also in the news this week is an interesting J.D. Power survey that finds consumers during the pandemic are perhaps, not surprisingly, more likely to use mobile apps on their smartphone to manage their wealth but, surprisingly, are even more satisfied when they can use the app as a means to contact and communicate with their advisor (not in lieu of their advisor!), and the announcement that the Department of Labor is sending its controversial new fiduciary rule (that would begin to allow ERISA fiduciaries to receive commissions in certain circumstances) to the Office of Management and Budget to finalize... but it may already be too late to finalize the rule before the Biden administration takes office (and is expected to pause the rule for further review in what may ultimately send it back to the drawing table for a more fiduciary revision).

From there, we have several articles on marketing and client communication, including tips on how to make emails more engaging with colleagues, clients, and prospects, using a simple two-sentence directive approach, some thoughts on how to revise our approach and use of virtual meetings as it becomes clear they're likely not temporary but here to stay permanently (at least in some form as part of the annual advisor-client relationship), and a look at whether compliance rules actually require video meetings with clients to be recorded and archived for compliance purposes (hint: probably not, as they're treated like telephone conversations, but any written communication delivered as part of the video meeting does have to be captured and archived!).

We've also included some articles on cash flow and spending strategies, including a look at the immense opportunity of mortgage refinancing in the current environment (as mortgage rates continue to hover below 3%), some suggestions for cash flow/budgeting apps that clients can use to track and manage their own finances, and some ideas on how to engage children with (stock) investing from an early age to get them to begin appreciating the value of compounding (and the benefits of investing in long-term companies for long-term growth!).

We wrap up with three interesting articles, all around the theme of holiday gift-giving as we enter the December holiday season: the first two both explore some year-end gift-giving ideas that are "classy" but not budget-busting (important both for the economic cost to the business, and to avoid running afoul of the FINRA [and often RIA] $100 gift-giving limit!); and the last looks at how, in the end, we're happier when we spend money on experiences and others rather than "things", which can hold, not only for how we spend our own money, but also in how we use it to help others (which means giving services like TisBest or DonorsChoose) or spend on experiences that remain memorable long after the event has passed (available through services like Excitations and Xperience Days)!

Enjoy the 'light' reading!

 

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