Nerd's Eye View blog

Will Advisory Firm Valuations Fall After DoL Fiduciary, Or Actually Increase Instead?

October 27, 2016 09:58 am 1 Comment CATEGORY: Practice Management

With recent advisor surveys suggesting that as many as 1-in-5 financial advisors could leave the industry in the wake of the DoL fiduciary rule, the potential arises that there will soon be a wave of advisory firms looking to sell. For those who are thinking about selling, this suggests there may be a race to get out the door first, before the glut of sellers causes advisory firm valuations to crash. And woe to the advisor who was "coincidentally" planning to sell and retire in the coming years.

In this week’s #OfficeHours with @MichaelKitces, my Tuesday 1PM EST broadcast via Periscope, I explore the potential consequences of financial advisors leaving the industry after the DoL fiduciary rule takes effect, and how the transition to a fiduciary world could actually lead to an increase in advisory firm valuations, not a crash.

The reason is that despite the fiduciary fears, RIA firms that operate as fiduciaries - typically operating as a level fee fiduciary with an AUM fee structure - actually already sell for an average price around two times revenue, while the traditional commission-based firm only sells for around one times trailing revenue. In other words, despite all the fiduciary fears, the reality for the past decade is that fiduciary AUM firms already sell for double the typical valuation of a commission-based firm!

In addition, the reality is that there's such a massive number of buyers for every sellers, that even a big uptick in sellers may do little to impact the current seller's market. Because not only is there an estimated 50:1 ratio of buyers to sellers, but most buyers are large firms looking to buy several others, while most of the sellers are solo or "smaller" multi-advisor firms. Which means the ratio of the amount of capital to buy advisory firms, compared to the value available to sell, could be more like 100:1 or 200:1 or more... which is ample pent up demand to absorb a DoL fiduciary seller's wave.

Of course, the reality is that selling a commission-based firm in the face of DoL fiduciary will still have limited value, simply because commission-based firms don't sell for as much in the first place, and may be even less appealing as the DoL rules make them harder to operate. And the push for more commission-based firms to shift to the AUM model as level fee fiduciaries, and then provide ongoing financial planning to justify their valuation, could accentuate the crisis of differentiation and push firms to reinvest even more in their advisors and services to compete (which can compress profit margins and ultimately bring valuations down slightly).

Nonetheless, the reality is that the marketplace has actually already judged level fee fiduciary AUM firms to be more valuable than commission-based firms, and if 20% of financial advisors really do leave after DoL fiduciary, that just makes more clients available for those who remain behind. Which means in the long run, not only may DoL fiduciary not impair advisory firm valuation multiples, it could leave the fiduciary survivors with an even larger business than they ever had before!

The Potential Tax Consequences Of Renouncing U.S. Citizenship For Affluent Individuals

October 26, 2016 07:00 am 8 Comments CATEGORY: Taxes

Given the especially contentious election cycle, many people have stated that if their opposing party's candidate wins, they're seriously thinking about leaving the country. And in point of fact, the number of people who renounce their U.S. citizenship actually has been on the rise in the past 15 years, though it is still a fairly low number in total.

However, the reality is that for those with a substantial net worth - in excess of $2M of total assets - and/or those who have an especially high income, their renunciation of citizenship can subject them to the so-called "Covered Expatriate" rules, which include a deemed disposition tax that can cause the individual's entire net worth to become immediately taxable upon leaving... including triggering all unrealized capital gains, and the instant deemed liquidation of all their IRAs!

In this guest post, Raoul Rodriguez - a specialist in cross-border financial planning (particularly between the US and Mexico) - discusses the tax issues involved in determining whether someone actually would be a Covered Expatriate if they decide to renounce their U.S. citizenship, the deemed disposition exit tax and other tax complications that may arise, and the planning opportunities that are available to at least try to mitigate the consequences.

So whether you have a client who is seriously talking about leaving the U.S. if the "wrong" candidate wins the presidential election, or you simply have clients who wistfully suggest they "might" someday leave, hopefully this article will be helpful in getting you up to speed about how the rules actually work... just in case it ever does become necessary to know!

The 15 Best Conferences For Financial Advisors To Choose From In 2017

October 24, 2016 07:00 am 21 Comments CATEGORY: Conferences

There’s a famous saying that to be a successful business owner, you have to make sure you don’t just work in the business, but that you also work on the business. Which means occasionally taking time out to step away from the daily grind of working with clients and running the business – ideally, by literally stepping away from the business, and going to at least one financial advisor conference every year. Because the reality is that for a successful advisory firm, you really just need one good takeaway from a conference to take home and have a material impact on the business that makes the trip more than worthwhile.

The caveat, though, is that there can be an overwhelming number of financial advisor conferences to choose from in the first place. From events run by the various membership associations, to those hosted by custodians and broker-dealers, a growing number of conferences run my media publications, and more, it’s difficult to figure out which are really the top financial advisor conferences, and which will be little more than a parade of thinly-veiled product pitches by sponsors from the podium.

Given that I speak at nearly 70 conferences myself every year, I’ve participated in virtually every major conference out there for financial advisors, and as a result I’m often asked for recommendations of what I think are the best conferences for financial advisors. The caveat is that – as with financial planning advice itself – the “best” will vary depending on the person receiving the advice… in this case, depending on the kind of job or business the advisor has, where they are in their career progression, if they're looking for practice management guidance (or a firm to buy or merge with or sell to) versus a new job and personal career advancement, and what kind of expertise they already have (or are looking for), etc.

Accordingly, in 2012 I started to craft my own annual list of “best-in-class” top conferences for financial advisors, based on my own travels and experience, and divvied up into categories that would make it easier for advisors to select what matches their own needs at their current business or career stage.

And now, I’m excited to present my newest list of “Top Financial Advisor Conferences” for 2017, which introduces several new categories like “Best Fiduciary” (given the looming rollout of the DoL fiduciary rules in April!) and “Best SRI Conference” (given the rapidly rising popularity of sustainable investing!). Of course, the reality is that the current 2016 conference season isn’t even quite over yet, but with some of the best conferences in 2017 running in January and February of next year, the early bird registrations for 2016 events are already closing soon!

So I hope you find this year’s 2017 conferences list to be helpful as a guide in planning your own conference budget and schedule for next year, and be certain to take advantage of the special discount codes that several conferences have offered to all of you as Nerd’s Eye View readers!

Weekend Reading for Financial Planners (Oct 22-23)

October 21, 2016 02:01 pm 1 Comment CATEGORY: Weekend Reading

Enjoy the current installment of "weekend reading for financial planners" - this week's edition kicks off with the announcement that more than 50% of all Vanguard's growth is now coming not from its 'traditional' direct-to-consumer retail investor but instead from financial advisors, who now have as much with Vanguard as all individual investors in the aggregate (about $1.3 trillion)... a trend that will likely only continue, or even accelerate, as the DoL fiduciary rule rolls out in 2017.

From there, we have several articles on technology solutions for advisors, including: the announcement of Fidelity's new "robo-advisor-for-advisors" solution Fidelity Automated Managed Platform (which will deeply integrated with eMoney Advisor); the latest technology roadmaps at major broker-dealers Commonwealth, Raymond James, LPL, and Lincoln Financial; a review of the digital marketing tool Vestorly; and an interesting profile of the growing number of financial-advisors-turned-tech-entrepreneurs who are creating tech solutions for advisors by solving problems in their own advisory firms and then making the software available to others (sometimes building sizable tech companies in the process).

We also have a few more practice management articles this week, from a review of the latest FA Insight advisory benchmarking study on how the best advisory firms are outperforming on growth and profits, to a good reminder of how important it is to engage employees (and how expensive it is to turn them over), a discussion of key points to consider before breaking away from a broker-dealer to form your own independent RIA, and a reminder of how even a successful advisory firm sale by a founder can be extremely stressful and trigger a lot of soul searching.

We wrap up with three interesting articles: the first is a look at recent research on longevity, which suggests that despite improving life expectancies, we really may not even live much beyond 115 years of age, which appears to be the maximum lifespan based on our underlying biology (and medical advances may simply help us all to get close to age 115 before we die, not extend us past that point); the second examines how despite the tremendous growth of the tech sector, which now comprise most of the largest companies on the US stock exchanges, total employment of the tech sector is actually down over the past 15 years, as are the number of new tech startups, suggesting that perhaps the potential of technology is much more nuanced than previously believed; and the last is a challenging discussion about whether the focus of financial planning on helping clients achieve goals is wrong, because the truth is that most people don't have or even know what their goals are in the first place, and that perhaps our real value is to help clients figure out what goals they want to set and pursue.

And be certain to check out Bill Winterberg's "Bits & Bytes" video at the end, which this week includes cybersecurity tips for advisors from Kevin Mitnick ("World's Most Famous Hacker"), the launch of the new Fidelity Automated Managed Platform (AMP) for advisors, and the latest growth trends in performance reporting software solutions (from new features at Tamarac, to Orion landing a deal with mega-RIA Buckingham/BAM Alliance, and Addepar surpassing $500B of AUM and opening up a new API on its platform)!

Enjoy the "light" reading!

How The Internet & Early #FinTech Destroyed Actively Managed Mutual Funds

October 20, 2016 11:15 am 13 Comments CATEGORY: Investments

The rise of Vanguard and ETFs in the past decade has been nothing short of astonishing, with trillions of inflows to ETF assets, and Vanguard adding more assets in the past 5 years than they did cumulatively in their first 35. Yet the question arises: why was it that made the past decade or two the rise of passive investing. Why didn't it happen sooner? Why did it take Vanguard decades for the idea of the index fund to really gain traction?

In this week’s #OfficeHours with @MichaelKitces, my Tuesday 1PM EST broadcast via Periscope, I offer an 'alternative' explanation for the rise of passive investing, that has little to do with the performance of passive vs active itself. Instead, I think the real catalyst that changed the flows from active to passive funds was the internet.

Because the reality is that before the internet, the average investor didn't have the tools to know that so many actively managed mutual funds underperformed their benchmarks, and how to select which were the few funds that were actually good. Instead, most investors could only look at quarterly statements, or the Wall Street Journal's pages of stock prices, and figure out that they had "made money" because the investment was up. But not actually whether it was up more or less than it should have been, given peer comparisons.

With the rise of the internet, though, the tools suddenly became widely available. Investors could actually do real performance benchmarking and cost comparisons for the first time. The tools were finally available to shine a bright light on relative mutual fund performance, and easily identify the laggards. The technology was a transformative moment for real transparency on performance, and putting it into an easily usable format.

And now the trend only continues, likely to be accelerated by the DoL fiduciary rule, which will require all financial advisors working with retirement accounts to use those kinds of tools to do their own investment due diligence. While DoL fiduciary didn't ban commissions, it does require a recommendation that non-commissioned prudent expert would have also suggested, which means advisors who sell commissioned products have a substantial burden to prove why they're that good.

In fact, the ultimately conclusion of this trend may actually be a tremendous consolidation of the entire ETF and index fund world. Because the reality is that with transparent tools to make it easier than ever to find the best - which when it comes to commoditized index funds, is often nothing more than a comparison of which is the cheapest - there's no longer a need for 100 ETFs to track an index, nor 10, nor even three. Instead, these are "winner takes all" markets - which is exactly why the ETF price wars are underway, and are likely to continue for the foreseeable future.

All caused by the transparency that good technology brings!

Do Clients Hire Advisors For Their Expertise, Or Simply To Pass The Buck On Blame?

October 19, 2016 07:01 am 8 Comments CATEGORY: Client Trust & Communication

For most financial advisors, the “ideal” client is one who simply delegates all decisions to the financial advisor. Delegator clients tend to allow the advisor to manage everything, and do so in a manner that lets the advisor’s expertise really shape the client’s financial outcomes.

Yet a new research study on delegation suggests that in reality, clients may not be delegating to advisors simply to let them deliver their expertise as efficiently as possible. Nor is it simply about delegating to save the time it would otherwise take to manage their own financial affairs. Instead, it turns out that the primary reason we delegate is so that we can absolve ourselves of the guilt and responsibility for a bad outcome. In other words, it’s all about having someone else to blame – i.e., the advisor.

However, from the advisor’s perspective, this is not necessarily a good thing. Because especially when it comes to managing a portfolio – or aiding clients with a goal that relies on market returns – the reality is that market outcomes, and the inevitable bear market that arises from time to time, is entirely outside the advisor’s control. And woe to the advisor who takes responsibility for bear markets they can’t necessarily avoid.

Of course, the reality is that the buck doesn’t have to stop with the financial advisor. In fact, whether it’s adopting a passive approach and blaming “the markets” themselves for the outcome, or hiring a third-party asset manager (whether as a mutual fund manager or a separately managed account) who can then be fired if results are poor, financial advisors have already adopted a wide range of approaches to avoid – or at least diffuse – the responsibility and blame for an unfortunate financial outcome.

Nonetheless, the reality remains that delegation may be less about finding expertise, and more about simply finding someone with the authority to accept blame and responsibility. Which suggests that financial advisors might even consider refining their marketing message, if the goal is to appeal to delegators, and recognizing the role we play in taking on at least some of the weight of responsibility. As long as the advisor remains cognizant of where to draw the line, to avoid being outright blamed, fired, or even sued, when the next bear market comes along!

The Transformation Of The 1% AUM Fee – From Levelized Commission To Fee For Advice

October 17, 2016 07:01 am 13 Comments CATEGORY: Practice Management

With the rise of the robo-advisor – and FinTech more generally – all aiming to drive down the cost of investing for consumers, more and more have questioned whether the ‘traditional’ 1% AUM fee will even survive much longer.

Yet a deeper look at the history of the AUM fee reveals that not all costs based on assets-under-management are the same. While investment companies (i.e., mutual funds) typically have an expense ratio calculated as a percentage of AUM, and (registered) investment advisors have long charged AUM fees for investment advice, it’s only in recent decades that brokers have begun to earn AUM-like fees, either in the form of 12b-1 fees (an upfront sales commission paid out over time) or wrap fees (a AUM-based alternative to transactional trading commissions). In other words, some AUM fees are actually for advice, while others are really just a form of levelized commission for product sales or brokerage transactions.

The impetus for this shift does appear to be technology – not robo-advisors necessarily, but the ongoing impact of technology that has, for the past 40 years, brought down transaction costs and sales commissions, from the rise of discount brokerage to the availability of online brokerage accounts that allow consumers to buy no-load funds directly. Which means it’s increasingly difficult for brokers to get paid to broker transactions or sell products, driving them towards AUM alternatives instead.

The caveat, though, is that while there is a “great convergence” of brokers getting paid levelized commissions akin to AUM fees, and investment advisers that continue to receive AUM fees, the regulatory standards for the two are different. Accordingly, it is perhaps no surprise that the regulatory battleground for the past two decades has been about the distinction between brokers and investment advisers (and their suitability vs fiduciary standards) – because the two really are converging around a substantively similar business model.

From the perspective of the advisor, though, the significance of this trend is that the so-called “fee pressure” on the 1% AUM fee is primarily on the 1% distribution charge, not the 1% AUM fee for actual advice. In fact, brokers that struggle to justify their value proposition are increasingly getting their CFP marks and trying to add more value through financial advice, while investment advisers who already gave advice feel the pressure to step up and differentiate in an increasingly crowded marketplace. Which means overall, the real pressure is not on the 1% AUM fee for advice – at least, not at this point – but instead on how salespeople can shift the value proposition of the AUM fee from distribution to actual advice.

Weekend Reading for Financial Planners (Oct 15-16)

October 14, 2016 02:45 pm 2 Comments CATEGORY: Weekend Reading

Enjoy the current installment of "weekend reading for financial planners" - this week's edition kicks off with two interesting studies on advisor trends: the first finds that advisors who outsource investment management are growing substantially larger businesses than those who continue to manage investments in house, and that the result appears to be driven primarily by the direct time constraints that occur when the owner-advisor spends time on portfolio construction instead of meeting with prospects and clients and doing business development; and the second study finds that social media adoption amongst financial advisors is now widespread, with a growing number reporting a material amount of new business development stemming directly from their digital marketing efforts.

From there, we have several articles on practice management and career development, including: a look at how most advisory firms aren't even tracking the volume of new client leads coming in, making it impossible to evaluate whether they're doing a good job with their marketing and sales processes; strategies on how to reach out and develop deeper relationships with Centers of Influence (COIs) to generate referrals; issues to consider when deciding whether it's time to hire another financial planner in the office; and the most common leadership mistakes that financial advisors make in growing firms (all of which are related to the "thinking mistakes" we unwittingly unleash upon ourselves with our own mental attitudes).

We also have a few more technical articles this week, from key talking points with clients about the new money market fund rules that have just taken effect, to the way you can get a 3.5% yield on a government bond (by buying Series EE Savings Bonds!), and tips for finding an alternative to a big national bank if you've decided its time for something different (especially given the recent controversial news about Wells Fargo).

We wrap up with three interesting articles: the first is a fascinating introspective look from Stephanie Bogan, a consultant to advisors who built up a successful business and sold it for seven figures while she was still in her mid-30s, and reflects on how important it is not to confuse achievement and business success with truly finding your passion and purpose; the second is a fantastic reminder from Julie Littlechild of the importance of taking time off to renew, supported by her own research that finds the advisors who are most effectively engaged in their businesses really do tend to be the ones that take the most time off from the business as well; and the last is a discussion of a recent research study finding that the whole concept of "work-life balance" may be the wrong way to view the issue, as it implies a painful zero-sum trade-off, and that pursuing "work-life harmony" is a better way to approach the competing demands of business and life/family.

And be certain to check out Bill Winterberg's "Bits & Bytes" video at the end, which this week includes coverage of a financial advisor who got fired after falling for a cyberthief's "spoofing" attack (where the advisor accidentally processed fake email wire transfer requests), the news that Envestnet has acquired Wheelhouse Analytics (likely in preparation for DoL fiduciary price benchmarking), and the announcement of two new robo-advisor platforms, from Zacks Investment Management (which launched Zacks Advantage) to Merrill Lynch and its new Merrill Edge Guided Investing solution.

Enjoy the "light" reading!

Why “Paying Your Dues” Is Necessary For New Financial Advisors

October 13, 2016 12:29 pm 13 Comments CATEGORY: Personal/Career Development

In the past, learning to be a financial planner was something that you only did after spending years successfully selling financial services products. If you couldn't "pay your dues" by doing the marketing and business development to get enough clients in the first place, you didn't get to go take CFP classes and become a financial planner. You lost your job by failing to validate your (sales) contract.

In today's environment, the tables have turned. Now, increasingly, new financial advisors arrive having already completed their financial planning education and passed the CFP exam. And not surprisingly, they're looking for jobs where they can implement that financial planning knowledge with clients. Only to be told that they, too, must still spend time "paying their dues" in a back-office job before they get the opportunity to work directly with clients.

In this week’s #OfficeHours with @MichaelKitces, my Tuesday 1PM EST broadcast via Periscope, we dig into the whole concept of "paying your dues", and why it actually is still relevant for financial planners today, even for those who studying financial planning before seeking out their first job.

Because the reality is that doing financial planning well is more than just having the technical financial planning knowledge. It's also about having the skills to communicate with and interact clients - to show empathy - and find and bring on new clients as well. And if you don't understand the inner operations of how the advisory firm works in the first place, you will also struggle to be successful as an advisor, as the reality is that a successful advisory career still means successfully working within, or creating, a business that serves clients, not just sitting across from the clients in meetings.

And in this context, "paying your dues" is no longer just about doing busy work for the sake of busy work, but actually learning what it takes to be a successful financial advisor, and practicing those skills (which takes time, even for the best of us). Just as Michael Phelps trained 6 hours a day for 6 days a week throughout his career - not to pay his dues but because that's what training is - so too should new financial advisors be prepared to put in the time. Not because they're paying dues, but because that's how you really practice and develop and ultimately master your skills as a professional!

Accordingly, new financial advisors should embrace the opportunity for any kind of real job in an advisory firm, even if it's not client-facing. Because anything, from helping with trading to doing operations paperwork, is relevant knowledge when you're getting started and have so much to learn and experience.

Of course, once a skill is mastered, it's time to find a new opportunity - which means moving up in the current firm, or finding a new job at a new firm if necessary. Failing to do so can turn a learning experience into a dead-end career track. But ultimately, that still doesn't mean it's bad to "pay your dues" - it's simply an acknowledge that once you've taken a few years to learn the tasks, do what it takes to move forward and continue to advance your career to the next stage!

How The IDGT Strategy Turns Business Stock Into A Bond For Estate Tax Purposes

October 12, 2016 07:01 am 14 Comments CATEGORY: Estate Planning

For high-net-worth individuals who built their wealth through entrepreneurship and creating a business with substantial value, a significant challenge is not only that the business will someday be subject to estate taxes, but that the continued growth and success of the business just compounds the problem further.

Accordingly, an increasingly popular strategy in recent years to manage this issue is the Intentionally Defective Grantor Trust (IDGT), a unique type of trust structure where the income of the trust is still the grantor’s for income tax purposes, but the assets of the trust are excluded from his/her estate for estate tax purposes. In other words, the trust is “effective” for estate taxes, but “defective” for income taxes.

The benefit of this arrangement is that the value of the trust, and any growth thereon, are excluded from the grantor’s estate. But the fact that the trust is “defective” for income tax purposes is also a good thing, as it means the grantor can pay all of the IDGT’s income tax bills (without being deemed a gift), and can sell the family business to the IDGT in exchange for an interest-only installment note, without triggering capital gains taxes (since the grantor is effectively just selling the business to themselves).

Which means in essence, establishing an IDGT and then selling the grantor’s business to it, in exchange for a promissory note, means the grantor has transmuted his/her assets from a potentially high-return high-growth family business into a low-yield bond (given today’s low Applicable Federal Rates that are used to determine the interest rate for the installment note sale).

And in the long run, this can produce a substantial estate tax savings, to the extent that the business inside the IDGT outgrows the relatively low hurdle rate associated with the installment note. In fact, the strategy can be further leveraged by obtaining valuation discounts on the sale of the family business as well, though notably a recent proposed Treasury Regulation would crack down on such discounts, potentially as early as 2017. Nonetheless, even without a potential valuation discount, the opportunity for estate tax savings in using an IDGT is significant in the long run, simply for the ability of a successful family business to outearn and outgrow today’s ultra-low interest rate environment!