Archives Of Weekend Reading For Financial Planners

Enjoy the current installment of "weekend reading for financial planners" – this week's edition kicks off with the stunning revelation from a Wall Street Journal investigative report that a substantial number of the Public Comments submitted against the Department of Labor's fiduciary rule (and supporting its delay) were actually fake comments posted in the names of real people who didn't even know their names had been used (and more often than not were actually in favor of the fiduciary rule as written). In the meantime, with the DoL fiduciary rule is delayed, New York's Department of Financial Services has released its own proposed regulation to subject insurance and annuity agents in New York to a state-level fiduciary rule instead (after Nevada implemented a similar rule a few months ago). Also in the news this week was the release of updated "guidance" from the IRS clarifying that deducting a prepayment 2018 property taxes in 2017 is only permitted if the county had actually assessed (i.e., the homeowner had become liable for) the tax.

From there, we have investment related articles this week, from a look at the rise of "digital marketplaces" for alternative investments like iCapital and CAIS that aim to make it easier for independent uses to use alternatives, to a discussion of technology tools that are being developed to allow "direct indexing" (where clients own an index by using software to manage a portfolio of the underlying components of the index, without needing to pay a mutual fund or ETF), and a comparison of some of the most popular "model marketplaces" that gives advisors the opportunity to use third-party models by retain control of (and responsibility for) implementing the trades themselves.

We also have several retirement planning articles, from an interesting discussion on the hazards of investing in the markets with the plan to buy "safe" (e.g., annuity) income later, Wade Pfau on strategies to manage sequence of return risk in retirement, and a discussion from Bill Bengen on how to monitor retirees' ongoing current withdrawal rates to identify those who may be in trouble.

We wrap up with three interesting articles, all around the theme of the way our economy is being reshaped: the first looks at the rise of robots and automation in sectors that were previously thought to be less exposed (e.g., restaurants and hotels), finding that while some jobs may be eliminated, new ones are also being created, and the net job impact could actually still be positive; the second is an interesting 10-year retrospective look from the Cleveland Fed at the factors that led to the financial crisis, the impact of the aftermath, and how the Fed looks differently at the banking system and its risks today; and the last is a fascinating discussion of how in the past, local areas of economic opportunity could create "boomtowns" that attracted those in search of jobs and higher wages (e.g., Chicago grew from 30,000 people to over 2 million in just a few decades), but in today's world interstate mobility is actually down, and the reason appears to be local housing policies in major metropolitan areas that have made it so expensive to move that people are not able to take advantage of the job opportunities there... which ultimately may help to explain why the U.S. has experienced more sluggish GDP growth in the aggregate over the past two decades!

Enjoy the "light" reading, and have a Happy New Year!

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Enjoy the current installment of "weekend reading for financial planners" – this week's edition kicks off with the passage of the Tax Cuts and Jobs Act of 2017 (which was formally signed into law by President Trump today), which will brings substantive corporate tax reform, and a slew of tax changes for individuals... many of which impact financial advisors directly, from the potential for a new deduction for pass-through advisory businesses (as long as their income remains below a certain threshold), to the repeal of the deduction for investment advisory fees.

Also in the news this week was the release of the 2nd version of the CFP Board's proposed changes to the Standards of Professional Conduct (which would keep the "fiduciary at all times" rule, but removes the presumption that consumers can even rely on a CFP professional to actually be providing financial planning), a new TD Ameritrade study on breakaway brokers finding that they are increasingly forsaking the idea that broker-dealers will be able to successfully navigate the DoL fiduciary rule (and thus are opting for the RIA channel instead), the latest Fidelity RIA benchmarking study that finds advisory firm growth rates, profit margins, and fees are all under pressure, and a new Investor Bulletin from the SEC warning about hybrid B-D/RIA firms that may be inappropriately using (and/or failing to fully disclose) the costs of their wrap fees.

From there, we have several practice management articles this week, including guidance on why it's so important to find a business focus in the face of declining profit margins for advisory firms, why RIAs need their own "Zillow" platform that can reasonably estimate a true value of the advisory firm in an increasingly unbalanced market of one-time sellers and experienced serial buyers, what advisory firms should be doing now (while times are good) to prepare for the next inevitable bear market (whenever it may occur), and the reasons why Millennials require a fundamentally different approach to engaging financial planners (because they don't need advice on how to manage their accumulated resources... they need help developing policies that will allow them to accumulate those resources in the first place!).

We wrap up with three interesting articles, all around the theme of sexual harassment and diversity issues within our own financial advisory world: the first notes that recent sexual harassment revelations from Morgan Stanley's Harold Ford, and Sallie Krawcheck's #metoo story, may only be the tip of the iceberg in what is still a very male-dominated advisory industry; the second raises the question of whether sexual harassment in advisory firms may be even worse in the small-firm environment (where the harasser may be the boss and founder, and there's no HR department to file a complaint with); and the last looks at how to better have these conversations about diversity and inclusiveness, which can be challenging and awkward even for those who are well-intentioned.

And be certain to scroll down to the end, for a light-hearted video on the ongoing Bitcoin crazy, as the cryptocurrency experiences yet another highly volatile week.

Enjoy the "light" reading, and have a happy holidays!

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Enjoy the current installment of "weekend reading for financial planners" – this week's edition kicks off with the buzz that last-minute changes to the pass-through provisions of the proposed Republican tax plan could have a major impact on broker-dealers and RIAs, given that the version as written would have a substantial bias for independent broker-dealers over employee brokers (as the former would be eligible for favorable pass-through treatment while the latter would not), and would present significant challenges for large RIAs (that may struggle to raise capital given their less preferential tax rates than other industries). With a final tax plan due "imminently" soon, we'll see what the final outcome will be.

Also in the news this week was a fascinating consumer study, which finds that the rise of "robo-advisors" and digital advice tools isn't causing consumers to move away from human financial advisors, and instead is leading self-directed investors to adopt a combination of human and digital solutions – the first indication that the rise of digital tools could actually be a boon for human financial advisors (particularly those positioned to add value on top of what increasingly sophisticated digital tools can already provide to consumers directly).

From there, we have several articles about (digital and content) marketing for financial advisors, including guidance on how to effectively design a real lead-generation process on your financial advisor website, the typical content marketing mistakes that most financial advisory firms make when they get started with digital marketing, how advisors need to focus more on the "triggers" that make prospects actually seek out a financial advisor in order to drive more new business, and some ideas about how advisors can change their marketing in a world where client referrals appear to be on the decline.

We also have a few practice management articles this week, from a look at the recent Investment News Advisor Compensation benchmarking study that shows financial advisor compensation is up significantly (good news for advisors) but that growth is declining (an ominous sign for many firms), to a discussion of the recently emerging trend of large RIAs forming their own subsidiary broker-dealers (to manage old legacy B/D business, or even to facilitate the offering of alternative investments to new clients), and a discussion of whether the introduction of private equity firms to the RIA space could ultimately threaten their growth trends by introducing new conflicts of interest (in a world where RIAs thus far have thrived in part from their sheer lack of conflicts relative to other advisor business models).

We wrap up with three interesting articles, all around the theme of managing your personal productivity and creating a structured schedule: the first explores how the classic 8-hour workday may be an anachronism of the modern world, as while it was a humane change to long factory hours, in the modern world of knowledge-based work, a structure of 1-hour-on-and-15-minute-break appears to be far more conducive to productivity; the second looks at how structuring your day can help to facilitate better personal productivity when working from home; and the last discusses how the "ideal structure" for your day varies dramatically depending on whether you're a "maker" (a creative type, who needs long blocks of uninterrupted time) or a "manager" (who needs a highly structured schedule of short meetings to put out all the necessary fires and manage a team in the right direction)... and the conflicts that can arise when makers and managers don't respect the fact that the other has a very different ideal schedule.

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 "leaked" announcement that Merrill Lynch isn't "currently" making plans to leave the Broker Protocol, while avoiding making any official statement that would foreclose on their ability to leave next year, even as rumblings begin that Wells Fargo might be thinking about whether to leave the Protocol instead, and use its FiNet platform as a way to retain its more independent-minded brokers without allowing them to be recruited away.

From there, we have several articles about advisor technology, including the results of the latest annual Advisor Technology survey from Financial Planning magazine (which unfortunately is no longer headed by advisor tech guru Joel Bruckenstein and doesn't provide nearly as much useful information as it once did), a review of the MaxMyInterest platform that is using "robo" tools to automate maximizing cash yields for RIA clients (and self-directed investors), an overview of the tech strategies and roadmaps of the leading RIA custodians, a discussion of the ongoing rise of model portfolios (and the technology to execute them), and a good reminder of how challenging it is for financial advisors to switch financial planning software platforms.

We also have a few more technical tax-planning articles this week, from a great in-depth overview of year-end tax planning strategies, a reminder of why estate tax planning is still relevant for high net worth clients (even if the estate tax exemptions are increased or potentially repealed), and a list of "tax alpha" strategies that advisors can engage in to improve a client's after-tax portfolio returns.

We wrap up with three interesting articles, all around the theme of the changing future of financial planning: the first looks at how the rise of digital personal finance tools is making it easier and easier for researchers to test new forms of "digital nudges" to help people improve their financial behaviors; the second explores the ongoing rise of financial planning academic, as the number of degree-based financial planning programs now exceeds adult certificate programs and more and more financial planning practitioners are becoming part-time professors; and the last provides a good reminder that, even as the RIA community worries about whether the SEC's uniform fiduciary standard could lead to FINRA becoming a regulator of RIAs, that the SEC hasn't done a particularly good job of regulating RIAs either... including the fact that if the Investment Advisers Act of 1940 was enforced as written, the majority of "advisors" at broker-dealers would already be fiduciary RIAs, and the entire DoL fiduciary rule would have been a moot point 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 big news that UBS has exited the Broker Protocol, just three weeks after Morgan Stanley... but not before spiking the ball at Merrill Lynch and recruiting away several big Merrill teams as they left, which may just accelerate Merrill Lynch's departure from the Protocol as the entire agreement unravels (to the detriment of both brokers and their clients).

Also in the news this week is the final and official announcement of the 18-month delay of the Department of Labor's fiduciary rule... which may kick off a new spate of lawsuits by fiduciary advocates aimed at halting the delay (to compel the rule to take effect at the beginning of 2018 after all), and a surprise withdrawal of support from the White House of the SEC's Administrative Law Judges, raising the possibility that the Supreme Court make take Ray Lucia's case and strike down the SEC's ability to appoint its own ALJs.

From there, we have several articles about life insurance, including a look at how life insurance companies are trying to develop new extension riders to avoid the otherwise taxable event of policyowners who reach age 100 (though it's not clear that they can do so under the tax code), the issues with "guaranteed" whole life and why many common whole life strategies are not actually fully guaranteed (even though old-fashioned traditional whole life was/is), and a primer on the concept of "Private Placement Life Insurance" (PPLI) as a strategy to use the tax-deferral wrapper of life insurance to minimize the tax drag on high-income alternative investments for high-net-worth investors.

We also have a few practice management articles, including: a look at the rise of "predatory buyers" of advisory firms, who often leverage the limited closed market of their broker-dealer or RIA custodian to persuade advisory firm owners to sell on less-than-ideal (valuation or tax) terms; a reminder that growing a billion dollar (of AUM) advisory firm will require founders to transition from "just" being advisors into actually being "leaders" of their advisory firms (which in practice is a very uncomfortable transition for many!); and a look at how automation tools can be used to better engage clients and prospects... because even though the advisor knows it may have been automated, as long as the client receives value, they likely won't care about how it was achieved!

We wrap up with three interesting articles, all around the theme of our rapidly changing world: the first is a fascinating in-depth look at the blockchain, the underlying technology that powers Bitcoin (and other cryptocurrencies), and why even if Bitcoin turns out to be a bubble or a fad, the blockchain technology itself is likely here to stay and could revolutionize a wide range of industries; the second explores the "dying art of disagreement", and the idea that democracies are founded on our ability to have productive discourse with those we disagree with (which has become increasingly challenging with the polarization of today's modern world); and the last raises the interesting question of whether the fiduciary debate has already be co-opted to the point that being a fiduciary is no longer a meaningful differentiator, and whether it's time for leading advisors to take up a new battle to push the envelope around concepts like "integrity" or "stewardship" instead.

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 latest part of the Senate Republican tax plan generating buzz amongst advisors… that all investment sales may be required to use FIFO treatment in the future, eliminating the specific lot identification method, which would substantially curtail tax loss harvesting strategies.

Also in the recent news is the announcement that the military is overhauling its traditional 20-or-nothing pension system to a slightly scaled down version of the pension combined with government involuntary plus matching contributions to the Thrift Savings Plan (and a choice for enlisted military with less than 12 years of experience about whether they want to stay in the old system or switch to the new one). And there’s also a timely article on providing ideas for client holiday gifts, just in time for Black Friday sales!

From there, we have several articles about pricing and marketing advisory services, from a look at how to properly set and then communicate your fees, to an outsider’s perspective on how financial planners should be pricing their services (or rather, offering a menu of variously-priced services), and a good reminder about how it’s impossible to effectively market the value of your services until you get a clear understanding of your internal business strategy on how you plan to create (and differentiate) your value to your intended target market.

We also have a few practice management articles, including: how a growing number of advisory firms are shifting from lifestyle practices to enduring businesses (which provides more upside value potential to sell the business, but introduces substantial complexity along the way); a good primer on how a valuation expert looks at the real issues involved in trying to determine an advisory firm’s value; and a look at what today’s RIAs may be missing in how the DoL fiduciary rule will apply to them (including during the current “transition BICE” period until the full rule takes effect in July of 2019).

We wrap up with three interesting articles, all around the theme of how the advice industry, and the needs to be successful in the industry, are changing: the first looks at the challenges in attracting women into the financial planning profession, noting that the real challenge may not be the concern about whether there’s “too much math” or not, but that too many financial planning jobs are still overly sales-oriented, too inflexible, and too unwilling to given upwardly mobile Millennials the autonomy they crave; the second explores the emerging field of financial therapy, and how just as financial planners have been blurring the line between advice and product sales, so too is financial therapy blurring the line between advice and making (and treating) mental health diagnoses; and the last notes that as more advisors master the technical skills in financial planning, it’s the communication skills that are increasingly important, especially in a world where money remains such a taboo subject, which means perhaps it’s time to rename the “soft skills” to something more commensurate with the gravitas they are taking on in the path to being a successful financial planner!

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 the CFP Board has decided to issue a second draft of its proposed changes to the CFP Standards of Conduct, which is expected to be released in mid-December with a comment period running in January of 2018. Also in the news this week was a new report from PIABA that points out 5 out of the 13 "public" members of FINRA's Board of Governors (who are supposed to represent consumers and have no ties to the industry) actually do have substantive ties to the financial services industry, which raises the significant conflict-of-interest concern that the majority of FINRA's Board is actually comprised of industry representatives (whereas it is supposed to maintain 13-out-of-24 board seats with non-industry public governors).

From there, we have a number of articles on mergers and acquisitions of advisory firms, including a discussion of some of the key factors that drive an advisory firm's valuation (beyond just its size and revenue), what an "earn-out" is and why it's often used as part of the terms of an advisory firm acquisition, and how the ongoing wave of industry consolidation is likely to progress in the coming years as a small subset of mega-firms begin to emerge.

We also have several investment-related articles, from a discussion of how the "p-hacking" phenomenon (of doing so many tests for statistical significance that, ironically, it becomes inevitable that there will be a large number of false positives) may have inappropriate spurred the "investment anomalies" research, a look at the rapid rise and fall of many ETFs (which also appears to be tied to how many ETFs are being launched on spurious anomalies research), and an explanation of how Research Affiliates formulates its own forward-looking return assumptions (important for both portfolio design, and determining reasonable investment assumptions to plug into financial planning software).

We wrap up with three interesting articles, all focused around the theme of financial services industry change: the first raises the question of whether, as the Broker Protocol unravels, if it's time for the SEC to step in and formally codify a version of the Broker Protocol for all firms (broker-dealer and RIA) under Regulation S-P; the second looks at whether it's time to ditch life insurance illustrations and instead demand and require that insurance companies provide more detailed projections (which more clearly explain what are guaranteed costs and what are uncertain assumptions that could be manipulated); and the last suggests that perhaps the best way to fix the compliance woes at broker-dealers is for independent B/Ds to become more stringent on their hiring processes in the first place, vetting prospective brokers and weeding out the bad ones, so that they don't have to create compliance procedures that cater to such a low level "lowest common denominator" broker (to the detriment of all the rest of the good and honest advisors at the broker-dealer). Which is especially important in today's environment of broker-dealer consolidation, where large swaths of brokers – good and bad – may be getting absorbed into other broker-dealers in the coming years!

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 recap of the latest tax plan from Senate Republicans that was released this week, which is similar to the one issued last week by House Republicans, but contains a number of key differences (from excluding estate tax repeal but bringing back the medical expense deduction), setting the stage for challenging compromises as Republicans try to find a way to reconcile the differences between the two in a manner that stays under the $1.5T deficit target (necessary to avoid a Senate Democrat filibuster) but keeps enough Republicans on board to pass the legislation with a narrow 2-seat majority in the Senate.

Also in the news over the past two weeks is the announcement that the final version of a DoL fiduciary delay has been submitted to the Office of Management and Budget (OMB) for final approval to delay the full implementation of the Best Interests Contract Exemption until July of 2019 (and opening the door for the SEC to begin a rulemaking process of its own in the interim), and the news that Morgan Stanley has withdrawn from the Broker Protocol in what may quickly be an unraveling of the ability of brokers to change broker-dealers (at least, not without messy lawsuits and Temporary Restraining Orders) and cause a compression in the valuation of broker-dealer-based advisory firms.

From there, we have a number of articles on hiring and career development, including why advisory firms should institute a 6-week training and onboarding process for new financial advisors (including and especially for experienced financial advisors who can hit the ground running with clients but need time to be trained in how to do so consistent with the firm's established processes and procedures), a look at a fascinating Millennial advisor survey that finds young advisors are most likely to leave and go solo between the ages of 26 and 35 (after they have a few years of experience but before becoming "too embedded" in an existing firm), and tips for employee advisors about what they can do to advance their own career and promotion prospects.

We also have a number of advisor technology articles this week, from a review of the latest from Riskalyze as the company continues to expand from "just" risk tolerance software into an increasingly comprehensive advisor platform, a discussion of the latest advisor technology developments at major broker-dealers like Commonwealth, LPL, and Securities America, and why video conferencing technology may prove to be even more disruptive to financial advisors and the delivery of financial advice than robo-advisors.

We wrap up with three interesting articles, all focused around the theme of working outside the office for improved productivity: the first explores the growing trend of conducting business meetings outside the office (from business owners meeting with key partners, to employees meeting with each other) as a way to improve both employee creativity and improve employee-to-employee connections; the second looks at the latest research that helps to explain why people can be productive in coffee shops (as it turns out, ambient noise is good and helps our creativity) but why open office plans are so inefficient (because 'background noise' from people we know tends to actually distract us), and a controlled experiment study in the benefits of working from home that found a whopping 13.5% increase in productivity by allowing employees to work from home... along with a massive 50% decrease in employee turnover rates!

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 buzz in the advisory world this week... a major feature article in the Wall Street Journal dubbed "The Morningstar Mirage" that notes how Morningstar star ratings based on past performance are a huge driver of mutual fund asset flows but have at best only limited predictive value of future performance (though the Journal authors, as well as Morningstar in its response, both note that highly rated funds are still at least somewhat more likely to outperform than just picking mutual funds at random!).

Also in the news this week was a separate major announcement from Morningstar, that it's DoL fiduciary proposal tool, the "Best Interests Scorecard", is now available as an add-on to the Morningstar Advisor Workstation. And the Investment Management Consultants Association (IMCA) announced that it is rebranding to the Investments & Wealth Institute (IWI), and has acquired the Retirement Management Analyst (RMA) designation as part of its growing investments and wealth management focus.

From there, we have a number of marketing and business development articles this week, including: a review of what a "marketing funnel" really is, and how it's relevant for financial advisors; a discussion of how most advisor websites are built for the wrong purpose, aiming to educate about the advisor's firm or get a prospective client to call when really it should just focus on getting a prospect's email address instead; a fascinating research survey about where ultra-HNW investors go for their financial news that finds HNW investors tend to rely on both traditional media, social media, and an advisor's own communication (and that younger HNW clients are even more likely to rely on the advisor's communication!); how digital marketing lessons from Silicon Valley can be applied for financial advisors, particularly when it comes to "influencer marketing"; why your answer to the simple question "How's It Going?" can unwittingly deter clients from giving you referrals; and how the best way to build Center Of Influence (COI) referrals is not to just try to find "good" COIs, but instead to work more deeply with the COIs your clients already use, where you can turn deepening client engagement with a mutual client into COI referrals instead!

We wrap up with three interesting articles, all focused around the theme of taking a fresh look at popular themes: the first explores how advisors should beware about entirely rebranding themselves as behavioral coaches and accountability partners, because the truth is that most people don't actually want to always be held accountable for everything (and at best, advisors need to be more sensitive about how to frame accountability in a positive, future-focused manner); the second looks at the simple concept of financial milestones, and the kinds of common milestones that can (and should) be celebrated with clients; and the last looks at how the recent wave of natural disasters, from hurricanes to fires, have been causing people to question how much "stuff" they really need... and not just those who are impacted by the disaster, and may have lost everything and need to start over, but even those of us who only saw the events on the news, but still find ourselves questioning whether we have too much "stuff" and how we could better focus on the things that really matter.

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 slew of major RIA custodian and broker-dealer news stories, including the decision by TD Ameritrade to eliminate 84% of its no-commission ETF lineup (including all of its Vanguard ETFs) with just 30 days' notice to advisors to re-design their portfolios, the news that retail online brokerage giant E-Trade is looking to enter the RIA custody business by acquiring Trust Company of America (for a whopping $275M!), the launch of U.S. Bancorp's new "FundKeeper" platform that could substantially disrupt mutual fund distribution and aid most small-to-mid-sized broker-dealers that don't self-clear, and a backlash against FINRA for granting block transfer approval in the LPL/NPH deal after not allowing it for any other recent broker-dealer acquisitions (though the change in precedent could just further accelerate broker-dealer consolidation from here!).

From there, we have a few more technical articles, all around the theme of handling concentrated stock positions, from a discussion of a "Stock Protection Fund" strategy to partially hedge concentrated stock positions for executives (without liquidating the stock and incurring tax consequences), to how an "M&A Reseller" strategy can help small business owners gain installment-sale tax deferral on the sale of a business while minimizing the credit risk of taking on an installment note directly from the buyer, and a look at the rise of Securities-Based Lending (SBL) and how it can help provide short-term liquidity at a reasonable cost for those with concentrated stock positions.

We also have several practice management articles this week, including: How to change the ways you ask questions in a prospective client approach meeting to better connect emotionally with clients; a 5-meeting structure for approaching prospects and turning them into clients (and getting them comfortable after they've onboarded); and how to re-frame a client or prospect event around a "life transition" event that can help get a far better turnout than "just" talking about your latest investment views or a particular financial planning strategy.

We wrap up with three interesting articles, all around the theme of challenging our perceptions: the first is a fascinating look at how Betterment is putting behavioral testing into practice to determine what really helps clients to stay the course (and finds that just communicating to all clients that they should "stay the course" with a blast email during market turmoil is actually not a very effective strategy after all!); the second looks at the research into how (and why) we actually change our minds, and finds that the biggest key to helping someone change their mind is to give them an "out" so it's not embarrassing for them to change their views; and the last is a simple but powerful way of looking at advice, recognizing that the best advice is not just good advice, but effective advice that people can implement given all of our behavioral biases!

Enjoy the "light" reading!

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