Nerd's Eye View blog

2015 Compensation Trends For Financial Advisory Salaries – Is The Advisor Talent Shortage Just A Mirage?

October 26, 2015 07:01 am 14 Comments CATEGORY: Practice Management

In most financial advisory firms, compensation for employees is more than 3/4ths of a firm’s total expenditures. Which means trends in compensation can have a very significant impact on the profitability and success of an advisory firm business. And the urgency of advisory firms to control compensation have become acute in recent years, as a projected wave of advisors retiring and a dearth of young advisor talent suggests that advisor compensation will rapidly rise, squeezing the margins of most firms.

Yet the latest industry benchmarking studies from Investment News and FA Insight find that, despite the fact that the headcount of financial advisors has already declined by 15% in the past 6 years, advisor compensation growth has remained remarkably sluggish, with little evidence whatsoever of an advisor talent shortage.

Instead, the industry studies find that the largest advisory firms are competing for talent by paying healthy salaries, supported by incentive compensation that allows them to be flexible in a bear market, and using their offer of a career track as an incentive to attract the top young talent. In the meantime, the firms are paying very modest raises, counting on the top advisor talent to satisfy their hunger for financial success by climbing the firm’s career track ladder from support advisor to associate to lead advisor, and ultimately to partner.

In fact, the lack of any apparent pressure on firms to raise compensation, despite what is already a declining advisor headcount, suggests that perhaps the reality is most of the current attrition of “financial advisors” are actually product-centric “non-advisors” who aren’t really delivering financial planning anyway. Similarly, the continued growth of CFP certificants – now up 54% in the past decade – may have actually been more than enough to satisfy the demand of firms for young talent as planning-centric firms slowly but steadily take market share. And with the average age of an employee lead advisor at planning-centric RIA firms “just” age 50, perhaps the reality is that the advisor talent shortage really is just a mirage – or at least, a danger that may not manifest for 10-15 years or more!?

Weekend Reading for Financial Planners (Oct 24-25)

October 23, 2015 02:01 pm 16 Comments CATEGORY: Weekend Reading

Enjoy the current installment of "weekend reading for financial planners" - this week’s edition kicks off with the big announcement that eMoney Advisor has developed an integration with MoneyGuidePro, allowing MGP users to adopt the eMx Select advisor dashboard and client PFM portal while continuing to use MoneyGuidePro for financial planning purposes. Also in the news this week was the separate launch of MoneyGuidePro’s new “MyMoneyGuide” digital marketing solution, and a new study from Cerulli suggesting that robo-advisors need to significantly accelerate their ongoing asset growth just to survive (and that other industry studies projecting robo-advisor growth may be unrealistically optimistic).

From there, we have several technical articles this week, from some guidance on how early retirees can aim to maximize their premium assistance tax credits when buying health insurance until they’re eligible for Medicare, to a discussion of why ETF adoption has still been slow in the retirement plan marketplace and what it will take for the trend to shift, and a new study from retirement researcher Wade Pfau looking at various forms of variable spending strategies in retirement and how they line up to each other.

We also have a number of practice management articles this week, including: the growth of technology solutions that allow financial advisors to engage with prospective clients through their website before ever meeting with the prospect; how video conferencing with clients has grown, with almost 70% of advisors using video tools to meet with at least a subset of their clients; and a review of the new financial planning software solution RightCapital.

We wrap up with three interesting articles: the first provides a great reminder (and cautionary tale) of how digitally distracted we’ve allowed ourselves to become, and the importance of periodically “unplugging” to ensure you take time to engage in some critical thinking and strategic planning for your business; the second is a discussion of the ongoing “breakaway broker” trend, which appears to be accelerating into larger and larger teams breaking away from wirehouses and insurance company broker-dealers; and the last raising the question of whether the core topic areas of financial planning are still too rooted in the financial planning products of old, and whether it’s time for financial planning to evolve to the next stage, which might even include coming up with a new or different name for what it may eventually become.

Enjoy the reading!

eMoney Advisor Rolls Out eMx Select Integration To MoneyGuidePro As #FinTech Demand Grows For Advisor PFM Portal

October 22, 2015 08:59 am 16 Comments CATEGORY: Technology & Advisor FinTech

At the close of week’s eMoney Advisor Summit, the financial planning software company made a ‘surprise’ announcement that it will be integrating with its financial planning software competitor MoneyGuidePro.

Yet the reality is that this announcement wasn’t actually new – it had been previewed earlier this year at the T3 Advisor Technology conference – and the integration is actually between MoneyGuidePro and the new eMx Select platform, a comprehensive client Personal Financial Management (PFM) solution plus advisor dashboard that eMoneyAdvisor seems to be positioning as a new central platform on which an advisor could run his/her entire business.

From the MoneyGuidePro perspective, its users will likely be happy to have a new and more robust PFM solution to use with clients, and the integration plugs a gap in the MGP client experience. But in the long run, the pressure is now on MGP to continue to stay one step ahead of eMoney Advisor’s own financial planning software, or risk finding that their integration is a form of Trojan horse strategy that gives eMoney Advisor the chance to showcase its own software to MGP users and then solicit them to come over for the entire eMoney Advisor solution.

More generally, the decision of MoneyGuidePro to integrate with a perceived competitor certainly makes the point of the rapidly increasing importance of having a PFM portal that delivers a strong financial planning experience for clients. Though ultimately, the real news of the eMoney Advisor decision to unbundle eMx Select is that it is shifting from being “just” financial planning software to instead becoming an increasingly open architecture central advisor platform suggests that Fidelity may even be positioning the software to compete against TD Ameritrade’s Veo and Envestnet’s emerging platform solution. Which may well have been Edmond Walter’s vision all along.

Should Portfolio Allocations Be Adjusted Based On The Industry You Work In?

October 21, 2015 07:01 am 20 Comments CATEGORY: Human Capital

The traditional approach to portfolio design involves diversifying the portfolio with low-correlation investments to help maximize the portfolio’s return for a given level of risk (or alternatively to minimize risk for a given level of return).

Yet from the holistic financial planning perspective, the reality is that the portfolio – or more generally, an investor’s “financial capital” – is only one asset on the household/personal balance sheet. And for accumulators who are still working, it’s not even the biggest asset, often trumped by the individual’s human capital that may be 2X, 5X, or 10X the value of his/her financial capital!

The significance of this distinction is that to truly maximize the risk/return characteristics of an individual’s total balance sheet, and all types of capital, it’s crucial to not just view the portfolio on a standalone basis, but to invest the portfolio to diversify around the often-much-larger human capital instead. Which means workers in conservative “bond-like” jobs might have even more equity-heavy portfolios, while those in more aggressive “stock-like” jobs should invest even more conservatively!

And even for those who are otherwise comfortable with their overall level of risk and equity exposure, arguably the future of designing portfolios for accumulators in particular – where human capital is really the dominant asset – is that the asset class and sector exposures of the portfolio should be adjusted around the risk/return characteristics of the worker’s job. For instance, those who work in the tech industry might really want to own less of the Technology sector in their portfolio! And ironically, the approach is especially relevant for financial advisors themselves, who are inherently so exposed to the economic and stock market cycle by virtue of their job, that they should own less in stocks themselves… or at least, far less in Financials!

Creating Blog Content As A Financial Advisor – Coming Up With Content Ideas And Other Best Practices

October 19, 2015 07:01 am 20 Comments CATEGORY: Personal/Career Development

The existence of social media and search engines like Google have made it possible for niche advisors to succeed like never before, obtaining clients simply by creating content that demonstrates their expertise to their prospective clientele, and allowing those prospects to find their way to the advisor.

Yet the caveat of engaging in such inbound marketing strategies as a financial advisor is that they only work by actually creating the content, which for many advisors is a challenge unto itself in trying to think up topics to write about! As it turns out, though, there’s a remarkably easy way to come up with appropriate topics: simply create content to answer the questions your clients are already asking you!

And if writing still seems overwhelming, consider crafting an outline to help figure out what to write about. By breaking your article into 3 key points, then identifying 3 key concepts associated with each point, all that remains to create an article is just to create one paragraph (3 sentences!) to summarize each concept! (I call this writing approach the 3x3x3 strategy!)

Or alternatively, if writing is still a blocking point, consider just not writing at all! If you’re better at speaking, try recording yourself on video instead! If you just prefer to talk about the topics, try a podcast! Or hire writer who can work with you to take an initial topic idea and expand it into an article!

Ultimately, though, the biggest key to overcoming any writer’s block and producing content regularly is simply to commit to a regular schedule of content in the first place. Whether it’s just planning to do one article per month, or a rotating series of articles every week, by crafting your own “Editorial Content Calendar” you can create a form of accountability for yourself, to help ensure that your content creation efforts get the priority they deserve!

Weekend Reading for Financial Planners (Oct 17-18)

October 16, 2015 02:01 pm 17 Comments CATEGORY: Weekend Reading

Enjoy the current installment of "weekend reading for financial planners" - this week's edition kicks off with the big news that a majority stake in mega-RIA Edelman Financial has been purchased by private equity firm Hellman & Friedman at a whopping $800M valuation, a market valuation that may have been upwards of 3X the $15B RIA's revenue, suggesting that the big money still sees a bright future for RIAs charging AUM fees. Also in the news this week was a final rule from FINRA that will require brokerage firms to include a link to FINRA's BrokerCheck system so consumers can more easily investigate the regulatory history of their brokers... though, sadly, the rule will not require brokers to provide consumers with a link directly to their actual BrokerCheck profile!

From there, we have a few technical planning articles this week, including: a discussion of the new DFA-based ETFs being offered by John Hancock and how they differ from DFA's traditional mutual funds; a new study raising the question of whether high-deductible health plans paired with health savings accounts are just leading consumers to skip out on important health care services (rather than becoming more savvy health care shoppers); guidance on why advisors might want to work with clients to reconstruct the total amount of non-deductible contributions into their IRAs if they haven't already been tracking it on Form 8606; and a recent Supreme Court ruling that opens the door for clients with income taxed by cities and counties across multiple states to file amended tax returns and claim a refund for the past 3 years.

We also have a couple of practice management articles, from a discussion of how the proposed DOL fiduciary rule could introduce significant paperwork and compliance obligations for RIAs as well as broker-dealer firms (for any RIA whose AUM fee is higher than the prospective client's former 401(k) plan), to a look at why it's so crucial to establish clear and consistent messaging about the services an advisory firm provides to its clients, and a reminder that if advisors are going to claim to be the "quarterback" of the client's financial team that they really need to step up and actually be the quarterback that proactively reaches out to and engages with a client's other advisors!

We wrap up with three interesting articles: the first raises the question of whether female-focused advisory firms, like Sallie Krawcheck's recent Ellevest initiative, are really likely to succeed, especially given that several prior high-profile initiatives in the past decade have all quietly folded (or whether the reality is that focused on "women" is still far to broad to be a relevant 'niche' solution); the second is a critique of the recent Elite Daily article that Millennials should just enjoy themselves in their 20s and not worry about savings, pointing out that our 20s are often the best time to work hard and set our careers on a path to success; and the last is a touching offering of financial advice from personal finance writer Morgan Housel to his newborn son, that provides good relevance reminders for anyone and everyone (regardless of age)!

And be certain to check out Bill Winterberg's "Bits & Bytes" video on the latest in advisor tech news at the end, including why Winterberg is upbeat on the Morningstar acquisition of Total Rebalance Expert (tRx), the announcement that LogMeIn has acquired LastPass, and coverage of the recent LaserApp "AdvisorCon" conference.

Enjoy the reading!

The IRA Aggregation Rule And Pro-Rata Taxation Of After-Tax IRA Dollars

October 14, 2015 07:01 am 59 Comments CATEGORY: Retirement Planning

The IRA aggregation rule was created to limit the ability of taxpayers to take advantage of ‘abusive’ IRA tax strategies, by requiring that all IRAs are aggregated together to determine the tax consequences of a distribution from any of them.

The primary impact of the IRA aggregation rule is to determine how much of an IRA’s non-deductible contributions are treated as an after-tax return of principal when a taxable distribution occurs, whether as a withdrawal or a Roth conversion. And by forcing all accounts to be aggregated together, the rule severely limits many individuals from taking advantage of the so-called “backdoor Roth contribution” strategy.

However, the IRA aggregation rule reaches much further than just the taxability of after-tax contributions in existing IRAs. Thanks to the recent Bobrow case, it now also applies to the limitation of no more than one 60-day rollover in any 12-month period. Though on the plus side, the IRA aggregation rules apply to required minimum distribution (RMD) obligations as well, allowing a distribution from any IRA to satisfy the RMD rules for all IRA accounts!

Fortunately, though, the IRA aggregation rules do not apply when calculating substantially equal periodic payments (SEPP) under Section 72(t), reducing the danger that a withdrawal from one IRA could constitute a “modification” of the ongoing 72(t) distributions from another that would trigger a retroactive penalty. However, even in the case of SEPPs, the IRA aggregation rules will still apply in determining how much of a 72(t) payment constitutes a tax-free return of non-deductible contributions!

The 12 Best Conferences For Financial Advisors To Choose From In 2016

October 12, 2015 07:03 am 39 Comments CATEGORY: Conferences

Attending at least one industry conference every year is crucial for financial advisors who want to keep their perspective on industry and practice management trends to improve their career or advisory firm... not to mention being an efficient means to getting required continuing education credits. Yet the overwhelming challenge for many advisors is figuring out which conference to attend, given so many to choose from, and that many are little more than a never-ending series of thinly-veiled product pitches by sponsors.

Given that I speak at upwards of 70 conferences myself every year, I’ve participated in virtually every major conference available for financial advisors, and am often asked for recommendations of which events I think are the best to attend. Of course, the reality is that what is “best” will vary from one advisor to the next, depending on the kind of job they have or advisory firm they run, and their own needs and experience level. So in 2012 I started to craft my own annual list of “best-in-class” conferences, based on my own travels and experience, divided into various categories so advisors could find the best conference to fit their needs.

And now, I’m excited to present my newest list of “Top Financial Advisor Conferences” for 2016, including several new categories like “Best Social Media/Blogging” and “Best for Young Advisors”. Of course, the reality is that the 2015 conference season isn’t even over yet, but with some of the best conferences getting underway as soon as 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 list of conferences helpful as a guide in planning your own conference budget and schedule for 2016, and be certain to take advantage of the special discount codes that several conferences have offered for all of you Nerd’s Eye View readers!

Weekend Reading for Financial Planners (Oct 10-11)

October 9, 2015 02:29 pm 25 Comments CATEGORY: Weekend Reading

Enjoy the current installment of "weekend reading for financial planners" - this week's edition kicks off with the big advisor #FinTech announcement that Morningstar is acquiring the rebalancing software platform Total Rebalance Expert (tRx). Also in the news this week was the launch of a new advocacy platform (courtesy of TD Ameritrade) to make it easier for advisors to submit comments to their Congresspeople regarding advisory industry regulatory issues, and a new study from Cerulli suggesting that a whopping 25% of wirehouse advisors could leave for independent channels in the next 4 years as post-financial-crisis retention deals start coming up for renewal.

From there, we have a few practice management articles this week, including a discussion of the growing number of younger advisors looking to buy out the advisory firms of retiring advisors, an excellent article by Angie Herbers on the growth barriers that advisory firms face as their size (and complexity) increases, and an explanation of what "distributions-in-guise" are and why the SEC is cracking down on them (highlighted by a recent $40M fine against investment adviser First Eagle Investment Management).

We also have a couple of technical planning articles this week, from a new research study out of the Center for Retirement Research finding that one of the primary reasons people lapse their long-term care insurance policies is due to cognitive decline (a sad reality, as those are also the people most likely to need the coverage!), to a look at the concept of the "tontine" and why it may soon make a comeback as a retirement income solution, and a discussion of how market valuations not only tend to mean revert to historical average valuations to but mean invert to historical valuation lows (which has significant implications for forward market returns from today's valuation levels!).

We wrap up with three interesting articles: the first looks at the world of financial advice in the U.K., which implemented advisor reforms two years ago that included an outright ban on all investment commissions, and is now starting to yield some data about whether low- and middle-income consumers really are abandoned in a no-commission world (the early data suggests they're not abandoned, but advisors may end out needing to charge fees higher than what consumers are willing to pay!); the second provides a good reminder than virtually any business model for advisors presents some conflicts around the advice delivered, as the easiest course of action is always to give advice that rewards the current business model; and the last is a critique from the editorial team at Investment News regarding the recent proposed NASAA model fee disclosure rules for broker-dealers, which ironically would increase transparency of "miscellaneous" broker-dealer fees but require no actual transparency regarding the (typically much larger) fees, commissions, and other compensation that consumers pay to the broker themselves!

And be certain to read through to the end, and check out Bill Winterberg's video coverage of the recent tRx Unplugged 2015 conference as well!

Enjoy the reading!

IRS Notice 2015-49 Cracks Down On Accelerated Lump Sum Pension Buyout Offers

October 7, 2015 07:01 am 15 Comments CATEGORY: Retirement Planning

In recent years, pension plans and their employer sponsors looking to “de-risk” their exposure have been increasingly offering “lump sum pension buyout” offers to employees, where a pensioner receiving ongoing payments has the opportunity to convert the remaining expected payments to a one-time lump sum that can be rolled over to an IRA.

Yet while the conversion of a lump sum to a pension isn’t always a bad deal – at least if the lump sum is ‘reasonably’ valued – in practice the lump sum offers have been so ‘modest’ that even a recent non-partisan GAO study raised the concern that participants may not be getting enough information (and therefore may not be making the right decision) when the offer comes.

Accordingly, the Treasury has announced plans to issue an updated version of Treasury Regulation 1.401(a)(9)-6, Q&A-13 and Q&A-14, that will limit the ability of pension plans to offer lump sum pension buyout offers to those receiving ongoing payments. And the IRS announced in IRS Notice 2015-49 that the new rules will be effective retroactively back to July 9^th of 2015, rendering lump sum buyout offers dead, effective immediately.

Notably, the crackdown on the employee pension buyout offer will not limit the ability to choose a lump sum versus a pension at the time of retirement, but it will prevent those from receiving ongoing pension payments from commuting those payments into a lump sum. For most, that’s probably good news, given ‘questionable’ buyout offers (and Congress beginning to scrutinize various "pension advance" schemes), and concerns about the ability of some retirees to manage the investment and longevity risk that they take on with a lump sum. However, for those in poor health or who fear their underfunded defined benefit plan may default (and don’t want to rely on PBGC backing), the new rules have taken a potential buyout offer off the table. And ironically, while the purpose of the new rules was to shore up protections for pensioners, the elimination of yet another means by which plan sponsors can “de-risk” their pension exposures may only serve to further accelerate the slow-motion demise of the defined benefit plan altogether.