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Submitted URL: https://kitces.com/
Effective URL: https://www.kitces.com/
Submission Tags: analytics-framework
Submission: On April 25 via api from US — Scanned from DE
Effective URL: https://www.kitces.com/
Submission Tags: analytics-framework
Submission: On April 25 via api from US — Scanned from DE
Form analysis 6 forms found in the DOM
GET https://www.kitces.com/
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<input type="text" class="search-form-input" aria-labelledby="search-form-input" name="s" id="s" placeholder="Search" value="">
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<button class="advanced-toggle">Advanced</button>
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<div class="search-advanced">
<div class="search-advanced__row">
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<optgroup label="Kitces Team">
<option value="3906"> Jeff Levine </option>
<option value="2067"> Derek Tharp </option>
<option value="4450"> Meghaan Lurtz </option>
<option value="13"> Michael Kitces </option>
<option value="3193"> Ben Henry-Moreland </option>
<option value="7517"> Adam Van Deusen </option>
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<option value="5229"> Les Abromovitz </option>
<option value="1418"> Meg Bartelt </option>
<option value="19664"> Stephen Beach </option>
<option value="881"> Sophia Bera </option>
<option value="5240"> Rafael Bernard </option>
<option value="5585"> William Bissett </option>
<option value="5237"> Stephanie Bogan </option>
<option value="13490"> John Bohnsack </option>
<option value="5400"> Ria Boner </option>
<option value="5233"> Lindsay Bourkoff </option>
<option value="5905"> Kathleen Boyd </option>
<option value="5493"> Craig Breitsprecher </option>
<option value="5119"> Caleb Brown </option>
<option value="7209"> Sean Brown </option>
<option value="15871"> Mikel Bruce </option>
<option value="6315"> Devin Carroll </option>
<option value="24780"> Carmine Cicalese </option>
<option value="5238"> Patrick Cleary </option>
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<option value="5282"> Ben Coombs </option>
<option value="7007"> Matt Cosgriff </option>
<option value="6300"> Lee Delahoussaye </option>
<option value="13711"> Bill Dillhoefer </option>
<option value="5583"> Kevin Dinino </option>
<option value="5155"> Richard Durso </option>
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<option value="5124"> Eugenie George </option>
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<option value="246"> John Grable </option>
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<option value="14539"> Lauren Hong </option>
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<option value="5300"> Craig Iskowitz </option>
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<option value="22606"> Steven Jarvis </option>
<option value="5584"> Ted Jenkin </option>
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<option value="5535"> Amy Jones </option>
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<option value="5494"> Andrew Komarow </option>
<option value="23745"> Thomas Kopelman </option>
<option value="7703"> Ben Krueger </option>
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<option value="5398"> Justina Lai </option>
<option value="6970"> Michael Lecours </option>
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<option value="5288"> Julie Littlechild </option>
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<option value="5536"> Thusith Mahanama </option>
<option value="5079"> Maria Marsala </option>
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<option value="13565"> Hannah Moore </option>
<option value="22432"> Kyle Moore </option>
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<option value="1269"> Noah Morgan </option>
<option value="17398"> Alex Murguía </option>
<option value="2956"> Ashley Murphy </option>
<option value="17007"> Chris Murray </option>
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<option value="984"> Mary Storjohann </option>
<option value="10963"> Jean Sullivan </option>
<option value="23601"> Larry Swedroe </option>
<option value="5154"> Duane Thompson </option>
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<option value="5285"> Sahil Vakil </option>
<option value="13619"> Kyle Van Pelt </option>
<option value="5454"> Bob Veres </option>
<option value="14361"> Jeremy Walter </option>
<option value="5462"> Lingke Wang </option>
<option value="24784"> Bryce Washum </option>
<option value="5587"> Susan Weiner </option>
<option value="5455"> Stephen Wershing </option>
<option value="2074"> Roger Whitney </option>
<option value="22239"> Jared Winkers </option>
<option value="6132"> Bill Winterberg </option>
<option value="851"> Daniel Wrenne </option>
<option value="5293"> Jon Yankee </option>
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<option value="65"> Annuities </option>
<option value="64"> Client Trust & Communication </option>
<option value="72"> Conferences </option>
<option value="66"> Debt & Liabilities </option>
<option value="69"> Estate Planning </option>
<option value="184"> Ethics </option>
<option value="87"> Financial Advisor Success Podcast </option>
<option value="172"> Financial Psychology </option>
<option value="70"> General Planning </option>
<option value="71"> Human Capital </option>
<option value="75"> Industry News </option>
<option value="68"> Insurance </option>
<option value="63"> Investments </option>
<option value="108"> Kitces & Carl Podcast </option>
<option value="74"> MailBag </option>
<option value="86"> Marketing </option>
<option value="76"> Nerd's Eye View </option>
<option value="77"> Personal/Career Development </option>
<option value="62"> Planning Profession </option>
<option value="61"> Practice Management </option>
<option value="91"> Regulation & Compliance </option>
<option value="67"> Retirement Planning </option>
<option value="60"> Taxes </option>
<option value="78"> Technology & Advisor FinTech </option>
<option value="1"> Uncategorized </option>
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<button type="submit" class="advanced-search-button search-form-submit" name="submit">Search</button>
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</form>GET https://www.kitces.com/
<form method="get" class="search-form" id="advanced-searchform" action="https://www.kitces.com/">
<div class="search-basic">
<input type="text" class="search-form-input" name="s" aria-labelledby="search-form-input-s" id="advanced-s" placeholder="Search this site..." value="" disabled="disabled">
<button type="submit" class="search-form-submit" name="submit"></button>
<button class="advanced-toggle">Advanced</button>
</div>
<div class="search-advanced">
<div class="search-advanced__row">
<div class="form-controlls">
<label for="s">Search Term: </label>
<input type="text" class="search-form-term" aria-labelledby="search-form-term" name="s" id="s" placeholder="Search" value="" disabled="">
</div>
<div class="form-controlls">
<label for="advanced-author">Author: </label>
<select id="advanced-author" class="advanced-search-form-input" aria-labelledby="search-form-input-by-author" name="by-author">
<option value="">Select an Author</option>
<optgroup label="Kitces Team">
<option value="3906"> Jeff Levine </option>
<option value="2067"> Derek Tharp </option>
<option value="4450"> Meghaan Lurtz </option>
<option value="13"> Michael Kitces </option>
<option value="3193"> Ben Henry-Moreland </option>
<option value="7517"> Adam Van Deusen </option>
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<optgroup label="Guest Authors">
<option value="5229"> Les Abromovitz </option>
<option value="1418"> Meg Bartelt </option>
<option value="19664"> Stephen Beach </option>
<option value="881"> Sophia Bera </option>
<option value="5240"> Rafael Bernard </option>
<option value="5585"> William Bissett </option>
<option value="5237"> Stephanie Bogan </option>
<option value="13490"> John Bohnsack </option>
<option value="5400"> Ria Boner </option>
<option value="5233"> Lindsay Bourkoff </option>
<option value="5905"> Kathleen Boyd </option>
<option value="5493"> Craig Breitsprecher </option>
<option value="5119"> Caleb Brown </option>
<option value="7209"> Sean Brown </option>
<option value="15871"> Mikel Bruce </option>
<option value="6315"> Devin Carroll </option>
<option value="24780"> Carmine Cicalese </option>
<option value="5238"> Patrick Cleary </option>
<option value="5459"> Derek Coburn </option>
<option value="5282"> Ben Coombs </option>
<option value="7007"> Matt Cosgriff </option>
<option value="6300"> Lee Delahoussaye </option>
<option value="13711"> Bill Dillhoefer </option>
<option value="5583"> Kevin Dinino </option>
<option value="5155"> Richard Durso </option>
<option value="13641"> Larry Eisenberg </option>
<option value="5152"> Joe Elsasser </option>
<option value="14282"> Sarah Fallaw </option>
<option value="13134"> Justin Fitzpatrick </option>
<option value="5314"> Barry D. Flagg </option>
<option value="7102"> Charles Fox </option>
<option value="4491"> Ryan Frailich </option>
<option value="24787"> Douglas Garbutt </option>
<option value="15558"> Cody Garrett </option>
<option value="5120"> Nathan Gehring </option>
<option value="5124"> Eugenie George </option>
<option value="5231"> Katie Godbout </option>
<option value="246"> John Grable </option>
<option value="2075"> Dave Grant </option>
<option value="15301"> Derek Hagen </option>
<option value="5290"> Chris Hasting </option>
<option value="5292"> Aaron Hattenbach </option>
<option value="23150"> David Haughton </option>
<option value="11559"> Jon Henschen </option>
<option value="6754"> Angie Herbers </option>
<option value="10704"> Vinicius Hiratuka </option>
<option value="14539"> Lauren Hong </option>
<option value="18925"> Jaqueline Hummel </option>
<option value="24776"> Mark Hurley </option>
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<option value="5300"> Craig Iskowitz </option>
<option value="5344"> Matthew Jarvis </option>
<option value="22606"> Steven Jarvis </option>
<option value="5584"> Ted Jenkin </option>
<option value="5346"> Liliya Jones </option>
<option value="5535"> Amy Jones </option>
<option value="4492"> Dan Kellermeyer </option>
<option value="5494"> Andrew Komarow </option>
<option value="23745"> Thomas Kopelman </option>
<option value="7703"> Ben Krueger </option>
<option value="11767"> Jonathan Lachowitz </option>
<option value="5398"> Justina Lai </option>
<option value="6970"> Michael Lecours </option>
<option value="12453"> Jesse Lineberry </option>
<option value="5288"> Julie Littlechild </option>
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<option value="13832"> Shauna Mace </option>
<option value="5536"> Thusith Mahanama </option>
<option value="5079"> Maria Marsala </option>
<option value="13698"> Tim Maurer </option>
<option value="16689"> Carolyn McClanahan </option>
<option value="6098"> Megan McCoy </option>
<option value="5284"> Zach McDonald </option>
<option value="1082"> Andrew McFadden </option>
<option value="5586"> Amy McIlwain </option>
<option value="10911"> Stacey McKinnon </option>
<option value="5230"> Ashley Micciche </option>
<option value="19705"> Stacy Miller </option>
<option value="13565"> Hannah Moore </option>
<option value="22432"> Kyle Moore </option>
<option value="7779"> Jay Mooreland </option>
<option value="1269"> Noah Morgan </option>
<option value="17398"> Alex Murguía </option>
<option value="2956"> Ashley Murphy </option>
<option value="17007"> Chris Murray </option>
<option value="17070"> Jake Northrup </option>
<option value="5302"> Zach Obront </option>
<option value="7238"> Tyler Olsen </option>
<option value="5362"> Philip Palaveev </option>
<option value="5169"> Amy Parvaneh </option>
<option value="5243"> Janki Patel </option>
<option value="5829"> Adam Pearce </option>
<option value="5078"> Wade Pfau </option>
<option value="5448"> Garrett Philbin </option>
<option value="21944"> Penny Phillips </option>
<option value="699"> Joseph Pitzl </option>
<option value="5168"> Anna Rappaport </option>
<option value="5283"> Rajiv Rebello </option>
<option value="5242"> Teresa Riccobuono </option>
<option value="5605"> Carl Richards </option>
<option value="1962"> Raoul Rodriguez </option>
<option value="5460"> Jeff Rose </option>
<option value="5239"> Grier Rubeling </option>
<option value="2529"> Stephanie Sammons </option>
<option value="12243"> Taylor Schulte </option>
<option value="5461"> Bob Seawright </option>
<option value="6824"> Preeti Shah </option>
<option value="5582"> Ronald Sier </option>
<option value="6270"> Jason Siperstein </option>
<option value="5588"> Harry Sit </option>
<option value="6099"> Shelitha Smodic </option>
<option value="5146"> Ken Solow </option>
<option value="7211"> Matt Sonnen </option>
<option value="5301"> Chris Stanley </option>
<option value="6117"> Steve Starnes </option>
<option value="984"> Mary Storjohann </option>
<option value="10963"> Jean Sullivan </option>
<option value="23601"> Larry Swedroe </option>
<option value="5154"> Duane Thompson </option>
<option value="5173"> Jake Thorkildsen </option>
<option value="21941"> Ryan Townsley </option>
<option value="1672"> Shawn Tydlaska </option>
<option value="5285"> Sahil Vakil </option>
<option value="13619"> Kyle Van Pelt </option>
<option value="5454"> Bob Veres </option>
<option value="14361"> Jeremy Walter </option>
<option value="5462"> Lingke Wang </option>
<option value="24784"> Bryce Washum </option>
<option value="5587"> Susan Weiner </option>
<option value="5455"> Stephen Wershing </option>
<option value="2074"> Roger Whitney </option>
<option value="22239"> Jared Winkers </option>
<option value="6132"> Bill Winterberg </option>
<option value="851"> Daniel Wrenne </option>
<option value="5293"> Jon Yankee </option>
<option value="14847"> James Yaworski </option>
<option value="14062"> Elizabeth Yoder </option>
<option value="5463"> Daniel Zajac </option>
<option value="19617"> Jay Zigmont </option>
<option value="5447"> Dave Zoller </option>
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<div class="form-controlls">
<label for="advanced-category">Category: </label>
<select id="advanced-category" class="advanced-search-form-input" aria-labelledby="advanced-search-form-input" name="by-category">
<option value="">Select a Category</option>
<option value="65"> Annuities </option>
<option value="64"> Client Trust & Communication </option>
<option value="72"> Conferences </option>
<option value="66"> Debt & Liabilities </option>
<option value="69"> Estate Planning </option>
<option value="184"> Ethics </option>
<option value="87"> Financial Advisor Success Podcast </option>
<option value="172"> Financial Psychology </option>
<option value="70"> General Planning </option>
<option value="71"> Human Capital </option>
<option value="75"> Industry News </option>
<option value="68"> Insurance </option>
<option value="63"> Investments </option>
<option value="108"> Kitces & Carl Podcast </option>
<option value="74"> MailBag </option>
<option value="86"> Marketing </option>
<option value="76"> Nerd's Eye View </option>
<option value="77"> Personal/Career Development </option>
<option value="62"> Planning Profession </option>
<option value="61"> Practice Management </option>
<option value="91"> Regulation & Compliance </option>
<option value="67"> Retirement Planning </option>
<option value="60"> Taxes </option>
<option value="78"> Technology & Advisor FinTech </option>
<option value="1"> Uncategorized </option>
<option value="73"> Weekend Reading </option>
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</div>
<div class="form-controlls">
<label>Date: </label>
<div class="date-range">
<input type="text" class="datepicker from-date hasDatepicker" name="from-date" placeholder="From Date" value="" id="dp1682405282691">
<input type="text" class="datepicker to-date hasDatepicker" name="to-date" placeholder="To Date" value="" id="dp1682405282692">
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<button type="submit" class="advanced-search-button search-form-submit" name="submit">Search</button>
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<form name="loginform" id="loginform" action="https://www.kitces.com/wp/wp-login.php" method="post">
<p class="login-username">
<label for="user_login">Username or Email Address</label>
<input type="text" name="log" id="user_login" class="input" value="" size="20">
</p>
<p class="login-password">
<label for="user_pass">Password</label>
<input type="password" name="pwd" id="user_pass" class="input" value="" size="20">
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<p class="login-remember"><label><input name="rememberme" type="checkbox" id="rememberme" value="forever"> Remember Me</label></p>
<p class="login-submit">
<input type="submit" name="wp-submit" id="wp-submit" class="button button-primary" value="Log In">
<input type="hidden" name="redirect_to" value="https://www.kitces.com/">
</p>
</form>Name: loginform — POST https://www.kitces.com/wp/wp-login.php
<form name="loginform" id="loginform" action="https://www.kitces.com/wp/wp-login.php" method="post">
<p class="login-username">
<label for="user_login">Username or Email Address</label>
<input type="text" name="log" id="user_login" class="input" value="" size="20">
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<p class="login-password">
<label for="user_pass">Password</label>
<input type="password" name="pwd" id="user_pass" class="input" value="" size="20">
</p>
<p class="login-remember"><label><input name="rememberme" type="checkbox" id="rememberme" value="forever"> Remember Me</label></p>
<p class="login-submit">
<input type="submit" name="wp-submit" id="wp-submit" class="button button-primary" value="Log In">
<input type="hidden" name="redirect_to" value="https://www.kitces.com/">
</p>
</form>Name: loginform — POST https://www.kitces.com/wp/wp-login.php
<form name="loginform" id="loginform" action="https://www.kitces.com/wp/wp-login.php" method="post">
<p class="login-username">
<label for="user_login">Username or Email Address</label>
<input type="text" name="log" id="user_login" class="input" value="" size="20">
</p>
<p class="login-password">
<label for="user_pass">Password</label>
<input type="password" name="pwd" id="user_pass" class="input" value="" size="20">
</p>
<p class="login-remember"><label><input name="rememberme" type="checkbox" id="rememberme" value="forever"> Remember Me</label></p>
<p class="login-submit">
<input type="submit" name="wp-submit" id="wp-submit" class="button button-primary" value="Log In">
<input type="hidden" name="redirect_to" value="https://www.kitces.com/">
</p>
</form>Name: loginform — POST https://www.kitces.com/wp/wp-login.php
<form name="loginform" id="loginform" action="https://www.kitces.com/wp/wp-login.php" method="post">
<p class="login-username">
<label for="user_login">Username or Email Address</label>
<input type="text" name="log" id="user_login" class="input" value="" size="20">
</p>
<p class="login-password">
<label for="user_pass">Password</label>
<input type="password" name="pwd" id="user_pass" class="input" value="" size="20">
</p>
<p class="login-remember"><label><input name="rememberme" type="checkbox" id="rememberme" value="forever"> Remember Me</label></p>
<p class="login-submit">
<input type="submit" name="wp-submit" id="wp-submit" class="button button-primary" value="Log In">
<input type="hidden" name="redirect_to" value="https://www.kitces.com/">
</p>
</form>Text Content
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Search Term:
Author: Select an Author Jeff Levine Derek Tharp Meghaan Lurtz Michael Kitces
Ben Henry-Moreland Adam Van Deusen Les Abromovitz Meg Bartelt Stephen Beach
Sophia Bera Rafael Bernard William Bissett Stephanie Bogan John Bohnsack Ria
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Larry Eisenberg Joe Elsasser Sarah Fallaw Justin Fitzpatrick Barry D. Flagg
Charles Fox Ryan Frailich Douglas Garbutt Cody Garrett Nathan Gehring Eugenie
George Katie Godbout John Grable Dave Grant Derek Hagen Chris Hasting Aaron
Hattenbach David Haughton Jon Henschen Angie Herbers Vinicius Hiratuka Lauren
Hong Jaqueline Hummel Mark Hurley Georgia Hussey Craig Iskowitz Matthew Jarvis
Steven Jarvis Ted Jenkin Liliya Jones Amy Jones Dan Kellermeyer Andrew Komarow
Thomas Kopelman Ben Krueger Jonathan Lachowitz Justina Lai Michael Lecours Jesse
Lineberry Julie Littlechild Joey Loss Kristen Luke Shauna Mace Thusith Mahanama
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Kyle Moore Jay Mooreland Noah Morgan Alex Murguía Ashley Murphy Chris Murray
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Adam Pearce Wade Pfau Garrett Philbin Penny Phillips Joseph Pitzl Anna Rappaport
Rajiv Rebello Teresa Riccobuono Carl Richards Raoul Rodriguez Jeff Rose Grier
Rubeling Stephanie Sammons Taylor Schulte Bob Seawright Preeti Shah Ronald Sier
Jason Siperstein Harry Sit Shelitha Smodic Ken Solow Matt Sonnen Chris Stanley
Steve Starnes Mary Storjohann Jean Sullivan Larry Swedroe Duane Thompson Jake
Thorkildsen Ryan Townsley Shawn Tydlaska Sahil Vakil Kyle Van Pelt Bob Veres
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ADVICE ENGAGEMENT STRATEGIES: 4 CORE AREAS TO MOTIVATE CLIENTS TO BE MORE ACTIVE
IN THE FINANCIAL PLANNING PROCESS
April 24, 2023 07:09 am 0 Comments CATEGORY: Client Trust & Communication
Financial advisors will sometimes talk about ‘bad’ clients who don’t act on the
advice being provided. But the reality is that they may not necessarily be ‘bad’
clients; rather, their behaviors are a sign that they are not fully engaged in
the planning process because other aspects of their life take precedence over
managing the tasks needed to accomplish their financial planning goals, they
lack the knowledge to make an informed decision, or they are procrastinating for
any number of reasons. But by focusing on advice engagement strategies and
encouraging clients to become more engaged in the planning process, advisors can
help clients become more motivated to take action, which will ultimately serve
to improve their planning outcomes.
Advice Engagement is a framework that can help advisors address the challenge of
motivating clients. As an emerging concept, Advice Engagement is designed to
improve the delivery of advice and encourage clients to become more active in
the financial planning process, with the ultimate goal of improving the
likelihood that the client will accept and follow the advice.
Client engagement in the financial planning process is not a clear-cut binary
characteristic; rather, it can fall onto a dynamic spectrum of engagement
levels. While understanding the variability of clients can help to uncover who
the advisor’s disengaged clients may be, it can also help advisors identify the
root causes of the disengagement so that they can take the right approach to
address the disengagement. For instance, clients will show different levels of
‘capability variability’, or the range of financial acumen they bring to the
table. While less capable clients will likely show little interest in financial
planning concepts and can be encouraged to engage in the process through
educational content that helps them better understand the potential outcomes of
their plans, a more highly capable client might question or even challenge the
advisor’s recommendations. For this client, a general outline of their plan’s
intended outcomes may not be as engaging as hypothetical illustrations and a
stimulating debate about the efficacy of their plan’s detailed mechanics.
To help clients advance to higher levels on the engagement spectrum, advisors
can apply Advice Engagement strategies to 4 key areas: fact finding (e.g., by
breaking the data-gathering process into stages to collect information
incrementally); advice delivery (e.g., by ensuring that clients receive
information in a way that is useful for them); education (e.g., by keeping a
variety of materials on hand that advisors can use to educate clients with
different learning styles); and ongoing service (e.g., by using client portals
or email throughout the year to keep clients focused on the steps they need to
take to complete their action items). Notably, advisors do not necessarily need
to create these systems and content on their own, as a wide range of Advice
Engagement software tools are available that support advisors in all 4 of the
above areas.
Ultimately, the key point is that Advice Engagement can serve as a vital
framework to help advisors focus on understanding their clients’ needs and
improving their outcomes. Through internal processes developed by the advisor
with the Advice Engagement framework in mind and with the support of Advisor
Fintech tools to address the needs of clients at all engagement levels, advisors
can provide value through fact finding, advice delivery, education, and ongoing
services that keep clients engaged throughout the financial planning process,
all while scaling for growth at the same time!
Read More...
WEEKEND READING FOR FINANCIAL PLANNERS (APRIL 22-23)
April 21, 2023 02:00 pm 0 Comments CATEGORY: Weekend Reading
Enjoy the current installment of "Weekend Reading For Financial Planners" - this
week's edition kicks off with the news that in a settlement with the SEC,
robo-advisor platform Betterment agreed to pay a $9 million penalty for
allegedly misstating the frequency that its automated tax-loss harvesting system
was scanning some client accounts between 2016 and 2019, highlighting the
importance of ensuring that marketing messages and services provided match, not
only for robo-advisors, but for human advisors as well. And that the SEC is now
scrutinizing not just whether clients are invested in a manner consistent with
their Investment Policy Statement, but also that if the advisory firm promises
various 'tax-smart' management tactics (such as tax-loss harvesting), that the
SEC will be examining whether the firm really followed through accurately, for
every client, on those commitments as well.
Also in industry news this week:
* The SEC approved a new FINRA rule intended to make it tougher for brokers to
have client disputes expunged from their record
* A Morningstar survey suggests that clients are more likely to fire their
advisor for service or relationship reasons rather than because of fees or
lackluster investment returns
From there, we have several articles on cash flow and spending:
* Why I Bonds might be losing some of their luster amid a declining inflation
rate
* How many consumers are moving their banking activities to their brokerage
firm
* Why advisory firm clients might want to consider personal cyber insurance
We also have a number of articles on advisor marketing:
* Why it can be valuable to first consider what makes an advisory firm
marketable before selecting specific marketing tactics
* The potential benefits for advisory firms of hiring a fractional marketer
* Why spending money to produce valuable content, rather than on advertising,
can pay off for a firm and their broader community
We wrap up with 3 final articles, all about managing time:
* How advisory firm owners can prepare themselves and their firms for time away
from the office
* Why having new experiences might be the key to making it feel like time is
passing more slowly
* The gradual process that led 1 advisor to realize the current size of his
firm was 'enough'
Enjoy the 'light' reading!
Read More...
KITCES & CARL EP 110: DRESSING UP FOR CLIENTS (DO ADVISORS REALLY NEED TO DRESS
FOR SUCCESS?)
April 20, 2023 07:01 am 2 Comments CATEGORY: Kitces & Carl Podcast
In any business profession, establishing credibility and trust are important to
attracting clients and building a reputation amongst colleagues. A key method to
do so is through appropriate business attire. Traditionally, business attire for
financial advisors meant wearing the typical suit and tie in all instances of
client-facing activities. Because psychologically, a suit and tie has been
recognized for many years as a symbol of trust and credibility. But as business
interactions have evolved (virtual meetings, younger clientele, serving a
particular niche, etc.), many advisors tend to feel overdressed wearing a suit
and tie and may opt to wear more business-casual attire. However, business
interactions have varied greatly in recent years, making it difficult to always
understand when it is appropriate to dress more formally, especially for
younger, newer advisors who have yet to establish a reputation.
In our 110th episode of Kitces & Carl, Michael Kitces and client communication
expert Carl Richards discuss how appropriate business attire can build trust and
credibility, understanding what appropriate attire looks like, and ways to
determine when to wear certain attire.
Choosing the appropriate business attire begins with understanding the
particular business setting. For some advisors, the type of clientele they serve
may not be concerned about what the advisor wears, while others who work in
large corporate settings or with clients who have expectations that their
advisors will adhere to a certain dress code will be compelled to dress more
formally. Many advisors, however, may not know what business situation to expect
until they meet with their client (prospective or otherwise).
A good rule of thumb for advisors unsure about what to wear is to dress at the
same level or 1 step above the client (i.e., if a client is wearing just a dress
shirt, the advisor may do the same or may opt to wear a dress shirt – with a
tie, for men – or even a full suit). And because it can be difficult to tell
what the situation will call for, it is a good idea to always be prepared with
full business attire. That way, the advisor can dress up or down without
appearing unprepared or inappropriately dressed. Though this may be a sound
approach for younger, newer advisors, more established advisors may opt to wear
a full suit no matter the business situation and others may feel that anything
more than a dress shirt is uncomfortable for them and their clients.
Ultimately, the key point is that even though the ways business is conducted in
the financial services industry have evolved, dressing appropriately and
building trust and credibility comes down to how comfortable and confident an
advisor feels. There will always be advisors and clients who feel full business
attire is the only acceptable form of dress, but advisors often have more
flexibility when working with clients who feel comfortable with more casual
dress. And if their attire helps them feel more confident and comfortable, they
will be even more likely to attract the types of clients that are best suited
for them!
Read More...
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SWITCHING BETWEEN STATE AND SEC REGISTRATION: EVALUATING OPTIONS (AND
REQUIREMENTS) FOR RIAS NEARING $100 MILLION RAUM
April 19, 2023 07:02 am 0 Comments CATEGORY: Regulation & Compliance
When an RIA reaches the threshold of $100 million in Regulatory Assets Under
Management (RAUM), it must generally switch from being registered at the state
level to registering with the SEC. But while $100 million may be the general
rule, in practice it isn’t always a hard line. The reality is that volatile
markets and shifting client bases can often cause an RIA’s RAUM to flutter above
and below the $100 million line. And because of this, the SEC includes several
wrinkles in its registration rules that allow RIAs some leeway in deciding when
to become SEC-registered.
For state-registered RIAs, it’s helpful to know when it’s possible (and when
it’s required) to register with the SEC, particularly for firms near the $100
million threshold for SEC registration. Conversely, for RIAs who are already
SEC-registered but whose RAUM is close to crossing below the $100 million
threshold, it’s useful to know when it would be necessary to switch back to
state registration.
The first important guideline in knowing when to register with the SEC is
understanding that the registration requirements are generally triggered by the
RIA’s year-end RAUM as reported on Form ADV, Part 1A. Firms that cross the
threshold midyear may register if they choose to do so, but only after their
Form ADV update is filed does the switch become required. Additionally, there is
a ‘buffer zone’ for state-registered firms with RAUM between $100 million and
$110 million at the end of the year in which they may (but aren’t required to)
register with the SEC – meaning that state-registered firms aren’t truly
required to become SEC-registered until they have at least $110 million at
year-end!
Similarly, there is a buffer zone of RAUM between $90 million and $100 million
for SEC-registered firms where they need not deregister (and revert to state
registration) until they’ve crossed below $90 million of RAUM at year-end.
Notably, however, if RAUM crosses back above $90 million at any time during the
180-day period following the end of the RIA’s fiscal year, it can opt against
deregistering and remain as an SEC-registered firm (at least until the end of
the year, where it could face the same situation if RAUM again crosses below $90
million).
Ultimately, what’s important for investment advisers to remember is that they
may have options in deciding when to register (or deregister) with the SEC, and
that the best strategy might be determined by how they expect their assets to
change and, most crucially, what will keep them from needing to go through the
opposite process in the near future. Because even though investment advisers
only need to contemplate registering or deregistering once per year, once that
decision is triggered it becomes a complex process requiring a lot of paperwork
and careful timeline management to avoid a gap in registration – which few firms
would want to go through more than once!
Read More...
#FA SUCCESS EP 329: WHEN SCALING GETS (OPERATIONALLY) MESSY AND OUTSOURCING
OPERATIONS TO STREAMLINE OR AUTOMATE, WITH CHARESSE SPILLER
April 18, 2023 07:03 am 0 Comments CATEGORY: Financial Advisor Success Podcast
Welcome back to the 329th episode of the Financial Advisor Success Podcast!
My guest on today's podcast is Charesse Spiller. Charesse is Founder and
Principal Consultant for Level Best, an operations and process strategy
consulting firm based in Houston, Texas.
What's unique about Charesse though, is how she has founded a consulting firm
that doesn’t just try to teach financial advisors how to systematize and
automate, and instead actually works as an outsourced provider to build and
implement those systems… with a goal of working themselves out of a job over 6
to 12 months so the advisory firm can once again run on its own (but now, in a
far more streamlined and efficient process).
In this episode, we talk in-depth about how Charesse developed her approach of
not only evaluating an advisory firm’s technology, but also their processes and
systems, and incorporates the importance of training the firms’ teams to
implement best practices within their existing system, how Charesse defines her
3 pillars of operations including streamlining (which is all about creating an
efficient repeatable process), automation (which is about leveraging technology
to not just streamline a task but make automate it away altogether), and
delegation (for that subset of tasks that can’t feasibly be automated, but could
still be trained and handed off to another team member to free up the advisor’s
time), and how Charesse developed her own three tiers of service from consulting
with advisors about the tech they could be using, to working with advisors to
build their workflows and process maps within the firm, to helping firms
actually implement their new workflows and processes in their technology (and
train their teams to actually use the tech and follow the new processes!).
We also talk about how Charesse discovered that for larger RIAs the real
blocking point in scaling is often not whether the firm has developed systems
and processes but a lack of clear accountability about which team member is
responsible for each step of the process as the firm grows, why Charesse decided
to create an educational resource and community called FinOps Co-op to further
educate operations professionals on how they can optimize their systems and
processes on an ongoing basis, and how Charesse realized that even though she
was helping others optimize their time and businesses, she needed to help
herself as a founder of a consulting firm and hired a financial coach to get her
more centered and steer away from possible burnout.
And be certain to listen to the end, where Charesse shares how she’s lived
first-hand the challenge that all service firms face as they begin to scale up
with staff and have to revisit and increase their pricing to be able to afford
to scale up, how she decided to go from an employee in an advisory firm to a
freelancer supporting advisory firms to an all-in founder of a consulting firm
for advisors, and how Charesse has combined reading business books, leveraging
local mentoring programs, and forming 2 Mastermind groups for herself to level
up her own marketing, sales, and leadership skills as she and her business grew.
So, whether you’re interested in learning about how Charesse helps advisory
firms create better processes and follow through on implementation, how Charesse
is helping to further educate operations professionals on best practices through
her FinOps Co-op, or why Charesse offers additional consulting services to
advisory firms as they scale so that their processes evolve as the firm evolves,
then we hope you enjoy this episode of the Financial Advisor Success podcast,
with Charesse Spiller.
Read More...
3 WAYS TO ASK FOR REFERRALS MORE EFFECTIVELY BASED ON PRO-SOCIAL PSYCHOLOGY
April 17, 2023 07:06 am 0 Comments CATEGORY: Marketing
New client growth is the lifeblood of financial planning firms and there are
myriad strategies for attracting qualified prospects, but many of these come
with a hard-dollar or time cost for the firm. Which is why many advisors seek to
leverage client referrals, where their clients refer family members, friends, or
colleagues to the advisor. At the same time, asking clients to make referrals
(and having the referred individual actually reach out to the advisor) can be
challenging. With this in mind, advisors can use several ways to ask for
referrals and tactics to increase the chances that their clients will make more
successful ones.
Giving and receiving referrals can be thought of as a pro-social, virtuous loop,
where both the giver and receiver of the referral receive benefits from the
exchange, where giving a referral can help someone who needs it and at the same
time feels good to provide help. This suggests that in addition to the advisor
receiving referrals, clients, too, can benefit from the positive feedback of
giving referrals and the emotional satisfaction of helping their friends and
family (as research has found that financial planning clients most commonly
refer friends or family members who either asked for a recommendation for an
advisor or told them about a financial challenge they were having, leading the
client to suggest their advisor might be able to help).
Importantly, asking a client for referrals won't guarantee that the referral
will actually contact the advisor. For instance, research has found that while
25% to 35% of financial planning clients make referrals, advisors only meet
referrals from 3% to 5% of their client base. This may be because the recipient
didn't request a referral in the first place or because the client provided an
advisor's contact information without explaining how they may have benefited
from working with the advisor or why the advisor might be able to help the
recipient.
One way an advisor can improve the outcomes of client referrals is to ask their
clients 'referral story' questions, which can help clients articulate to
potential referral recipients their own personal connection to financial
planning, their experience with their advisor, and the benefits of their work
together. By asking clients to identify a specific issue they worked on with the
advisor, the steps they took to address the issue, and the greatest impact they
got from solving it, clients can start crafting their own referral stories that
can provide more context to the recipients of their referrals. Advisors can also
improve their referral outcomes by asking for feedback – even framing it as
asking for advice – from their clients (e.g., asking for advice on how they
might go about meeting and working with others like them). And by doing some
research on their referrals, advisors can ask for introductions to only those
who they believe would make good clients.
Ultimately, the key point is that while client referrals can be one of the most
cost-effective methods for attracting prospective clients, successful referrals
do not necessarily come automatically. But by helping clients craft their own
referral story and enlisting their support in generating referrals, advisors can
increase the chances of getting more referrals – and introductions to the best
referrals – going forward!
Read More...
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