Wednesday, 31 May 2017

The Happiness Spending Threshold And What It Really Means To Live Within Your Means

“Try to ‘live within your means’” is a staple of prudent financial advice – recognizing that not everyone earns the same income (“means”), and therefore not everyone can afford to spend the same. It prescribes that rather than trying to keep up with the Joneses – and their lifestyle spending – you should live within your means, instead.

Yet the challenge is that as income rises, living “within” your means can produce what is, to most other people, an outsized and larger-than-life standard of living. In other words, while it might seem like prudent advice for those who are of struggling means – and therefore, must constrain their spending down to their income means – those who lift their spending up to live within their (much greater) means may be viewed with disdain.

A case-in-point example is a recent article that profiled a high-income young couple with two children living in New York City, who felt that they were living “paycheck to paycheck” on their $500,000/year salary, even as they lived in a $1.5 million home, drove a BMW 5-series and a Toyota Land Cruiser, and took three $6,000/year vacations. Yet relative to their income – in trying to live within their means – the couple was actually spending 40% less on housing that the typical US household, 50% less on food, and 75% less on their cars (high-end though they were). In other words, relative to their means, this affluent couple was arguably doing a better job of “living within their means” than most.

Which raises the question of whether “live within your means” is actually the right advice for anyone – regardless of income – or if the reality is that the strategy breaks down as a prudent spending recommendation at some point. Especially given the research suggesting that there is a “happiness threshold” – beyond about $75,000 of income (and associated spending within its means), more income and spending doesn’t appear to actually improve our emotional well-being.

Of course, some would argue that those who earn might have a “right” to spend more. And that as long as they’re continuing to spend within their means, it remains reasonable and prudent. Nonetheless, the question remains: what does it really mean to “live within your means”, and is there a point where that advice is no longer relevant or prudent?

Read More…



source https://www.kitces.com/blog/live-within-your-means-recommended-happiness-spending-threshold-75000/?utm_source=rss&utm_medium=rss&utm_campaign=live-within-your-means-recommended-happiness-spending-threshold-75000

Tuesday, 30 May 2017

#FASuccess Ep 022: Serving Gen X Professionals With A Net-Worth-Plus-Income Retainer Fee Model with Jude Boudreaux

Welcome back to the twenty-second episode of the Financial Advisor Success podcast.

This week’s guest is Jude Boudreaux. Jude is the founder of Upperline Financial, a financial planning firm in New Orleans that works primarily with Gen X professionals in their 30s and 40s.

What’s fascinating about Jude’s practice is not only that he works with a much younger clientele than the typical financial advisor, but his unique pricing model – an annual retainer fee that’s calculated as 1% of the client’s income, plus half a percent of the client’s net worth. Which makes it feasible for him to work with that younger clientele, and deliver holistic financial planning, even if they don’t have any assets to manage. And thanks to his unique model, that’s so well aligned to his target clientele, Jude has managed to grow his practice to capacity, at more than 150 clients and $400,000 of annual revenue, in only 6 years.

In this episode, Jude shares not only the details of his unique business model – including how he handles billing when there’s no portfolio to bill from – but also his highly structured process for meeting with clients on a rotating basis three times per year, the kinds of financial planning issues he covers in those meetings to validate his fee structure, and what he did to fill in the income gaps while he was still growing to the point that he could replace his prior salary.

Jude also shares the exact marketing strategy he executed to get his 150 clients – by using blogging, Twitter, and media interviews to get him up to the #1 ranking Google result for “fee only financial planner in New Orleans”. (Try the search yourself – you’ll see!) And now thanks to his successful local SEO strategy, all of his prospective local clients find their way to him. Even though, ironically, his own staff are all virtual and not in the New Orleans area!

And be certain to listen to the end, where Jude shares why it is that, even though he’s successfully built a solo advisory practice to be very profitable, he’s now looking to merge his firm into a larger advisory business, by taking a hard look at his personal strengths and where he wants to focus his energy in the future.

So whether you’ve been wondering how to structure a business model that lets you work with younger clients, or want to better systematize your own financial planning meeting process, or have been curious to hear how digital marketing is done by someone who dominated his local business opportunities, I hope you enjoy this latest episode of the Financial Advisor Success podcast!

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source https://www.kitces.com/blog/jude-boudreaux-upperline-financial-podcast-serve-gen-x-professionals-net-worth-plus-income-retainer-fee-model/?utm_source=rss&utm_medium=rss&utm_campaign=jude-boudreaux-upperline-financial-podcast-serve-gen-x-professionals-net-worth-plus-income-retainer-fee-model

Monday, 29 May 2017

Memorial Day Saving Tips for Our Troops

It’s Memorial Day and many of us are planning barbeques or family trips, but during this time we always stop and think about our courageous troops who made and continue to make the ultimate sacrifice for our country. To give thanks this Memorial Day and everyday, we would like to share money saving tips to help our troops.

source http://blog.turbotax.intuit.com/income-and-investments/memorial-day-saving-tips-for-our-troops-17158/

Summer Reading List of “Best Books” For Financial Advisors – 2017 Edition

It’s Memorial Day once again, which means we’re well past tax season, and the busy spring season of industry conferences is coming to an end… and it’s time for the annual summer slowdown for most advisory firms, as clients begin to go on summer vacations and it’s harder to schedule them for meetings, and as advisors we have some time for ourselves to relax with family… and catch up on some good books.

As an avid reader myself, I’m always eager to hear suggestions from others of great books to read, whether it’s something new that’s just come out, or an “old classic” that I should go back and read (again or for the first time!). And so, in the spirit of sharing, a few years ago I launched my list of “Recommended (Book) Reading for Financial Advisors”, and it was so well received that in 2013 I also started sharing my annual “Summer Reading List” for financial advisors of the best books I’d read in the preceding year. It quickly became a perennial favorite on Nerd’s Eye View, and so I’ve updated it every year, with a new list of books in 2014, another in 2015, and a fresh round of recommended books for financial planners in 2016.

Continuing the annual series, I’m now excited to share my latest 2017 Summer Reading list for financial advisors, with suggestions on books about everything from how to minimize burnout and more fully (re-)engage with your advisory firm, and how the principles of computer algorithms can help you gain personal efficiency and better productivity in your daily life, to building an “enduring” advisory firm that lasts beyond its founder to the next generation of advisors (and how to serve the next generation of clients that will be necessary to perpetuate the firm), practice management books on everything about how to properly value and/or think about selling your firm and how to actually run your business like a business that is scaling up in size, to why humans will likely remain relevant (including and especially with the rise of computers and robots) and what it will take for financial planning to finally, truly become a profession in the 21st century.

So as we head into the summer season, I hope that you find this suggested summer reading list of books for financial planners to be helpful… and please do share your own suggestions in the comments at the end of the article about the best books you’ve read over the past year as well!

Read More…



source https://www.kitces.com/blog/summer-reading-list-of-best-books-for-financial-advisors-2017-edition/?utm_source=rss&utm_medium=rss&utm_campaign=summer-reading-list-of-best-books-for-financial-advisors-2017-edition

Saturday, 27 May 2017

Weekend Reading for Financial Planners (May 27-28)

Enjoy the current installment of “weekend reading for financial planners” – this week’s edition kicks off with the big news that Labor Secretary Acosta will not be delaying the June 9th applicability date for the Department of Labor’s fiduciary rule, ending the active debate of the rule’s viability that has raged for the past 6 months since President Trump was elected. However, the reality is that even with the rule taking effect on June 9th, most of the key enforcement provisions will not apply until January 1st of 2018, and even as Secretary Acosta notes that there was “no principled legal basis” to change the June 9th date, he also reaffirmed that the DoL is still considering whether the revise the rule, especially after President Trump’s Executive Memorandum in February directing the DoL to further study the rule’s impact. Which means while repeal is no longer on the table, the DoL fiduciary rule will likely remain a highly contentious issue, with more twists and turns, through the end of the year.

From there, we have a number of articles about pricing your advisory firm services, including two articles providing strategies on how to set your pricing “purposefully” and in a manner that you can maintain (and not succumb to giving discounts if/when clients begin to haggling over pricing), and another on pricing models for working with younger clients in particular (based on a recent SEI study finding that Millennials are interested in paying for financial advice, but do not want to pay via commissions!).

We also have several practice management articles about how to train, develop, or become a successful younger advisor, including: the need to craft deeper and more fully-fleshed out career tracks for young advisors; the rise of call-center-based financial planning jobs, as large firms increasingly roll out digital advice platforms that necessitate a base of centralized associate planners; how firm owners should evaluate young talent to identify a good prospective financial planner amongst their job applicants; how to develop more confidence as a financial advisor (a critical key to success); and the kinds of fears that all financial advisors succumb to, and that must be faced (and overcome) to advance your own career.

We wrap up with three interesting articles, all around the issues and concerns of ultra-wealthy clients: the first is a look at the deep concerns and challenges that the ultra-wealthy have in even talking about money and prospective inheritances with their children (despite the fact that it rarely turns out any better to skip the conversation, and have heirs find out about their inherited wealth from a trustee or estate attorney!); the second is a look at the rising popularity of “extreme” emergency preparedness, from glitzy bunkers to high-end evacuation services, that the ultra-wealthy are buying as a form of “insurance” against extreme risks (from terrorism to cyber warfare to natural weather disasters); and the last reviews a recent research study finding that one of the best ways to get the wealthy to give more to charity, given that the wealthy often focus on their individuality as a key to their success, is to emphasize the individuality of their charitable giving and the role that they, personally, can play, rather than simply emphasizing the common good.

Enjoy the “light” reading!

Read More…



source https://www.kitces.com/blog/weekend-reading-for-financial-planners-may-27-28/?utm_source=rss&utm_medium=rss&utm_campaign=weekend-reading-for-financial-planners-may-27-28

Self-Employed Tax Tips & Summer Jobs

Ah, summer – the time of year when young adults become entrepreneurs. Whether it’s a summer job or a part-time gig, by the time high school and college role around, many young adults can be considered self-employed. If that’s you, or...

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source http://blog.turbotax.intuit.com/self-employed/self-employed-tax-tips-summer-jobs-23345/

Thursday, 25 May 2017

Despite No More Delay, DoL Fiduciary Still Not A Done Deal Yet!

The big news this week was an Op-Ed published by Labor Secretary Acosta in the Wall Street Journal that declared, in no uncertain terms, that there will not be any further delay in the Department of Labor’s fiduciary rule beyond June 9th. Despite all the industry protests, that have continued for more than a year, and various attempts at (further) delays, financial advisors who provide investment advice to retirement investors will be required to adhere to the “Impartial Conduct Standards” after June 9th, requiring that they give Best Interests advice, for Reasonable Compensation, and make No Misleading Statements… as any fiduciary should. However, the permanence of the rule on June 9th still doesn’t mean the fighting over DoL fiduciary is done yet!

In this week’s #OfficeHours with @MichaelKitces, my Tuesday 1PM EST broadcast via Periscope, we discuss the coming fiduciary obligation for advisors serving retirement investors after June 9th, why the implementation of the DoL fiduciary rule was not delayed again, and why the DoL fiduciary rule still isn’t a done deal yet, despite (and in fact, because of) what Secretary Acosta announced this week. 

As regular followers of this blog know, the fact that the DoL fiduciary rule will not be delayed further shouldn’t be news. As has been discussed here repeatedly in the past, and now fully confirmed by Secretary Acosta, the requirements of the Administrative Procedures Act simply left “no principled legal basis” to further change or delay the June 9th applicability date. However, it’s crucial to recognize that the full DoL fiduciary rule is still not going into effect come June 9th, because part of the prior delay also delayed enforcement for most of the rule until January 1st of 2018. As a result, there is no actual Best Interests Contract… annuity agents will not have to honor the Best Interests Contract Exemption between now and the end of the year (and can rely on the less stringent PTE 84-24 when selling annuities into an IRA instead)… new disclosure requirements won’t apply… and firms can still sell proprietary products while brokers receive conflicted compensation!

What does apply, though, is the requirement to adhere to the Impartial Conducts Standards, which is the core of what it takes to be a fiduciary under the rule: providing best interests advice, for reasonable compensation, and make no misleading statements. However, there will be no requirement to actually sign a Best Interests Contract, which means there won’t necessarily be a full fiduciary contract in place, and in turn means it’s not really clear how enforceable the fiduciary rules will really be through the end of the year. Especially since the Department of Labor itself said, in a follow-up 11-page 15-question FAQ, that it will be focused on “compliance assistance” in the coming months (and not necessarily focusing on citing violations and doling out penalties).

But the real reason it matters that full DoL fiduciary enforcement won’t be coming until the end of the year, is that it provides another 6 months for fiduciary opponents to lobby for modifying the rule. In other words, DoL fiduciary may not be getting repealed and the June 9th date is final, but that doesn’t mean this is the final rule. President Trump’s Executive Memorandum back in February, which directed the DoL to re-evaluate the rule and consider amending it, is still in effect, and a proposal may be coming. In fact, Secretary Acosta’s Op-Ed emphasized that while the rule is final, the Department of Labor is still considering revisions to the fiduciary rule, but that “the process requires patience”, and that there may even be another enforcement delay (further into 2018) while the DoL considers new exemptions or other potential revisions as it issues a new Request for Information and new Public Comment periods.

In the end, this means that while a new fiduciary rule may soon be the law of the land for all retirement accounts, what, exactly, will be required to comply with that fiduciary rule in the long run, is still wide open and uncertain. The Impartial Conduct Standards requiring best interests advice, for reasonable compensation, with no misleading statements, will take effect soon. But the true obligations of Financial Institutions to monitor and oversee that activity, and the nature of enforcement and accountability for the fiduciary duty, is still not yet fixed and permenant… so get ready for a whole lot more DoL fiduciary debate over the next 6 months!

Read More…



source https://www.kitces.com/blog/dol-fiduciary-delay-june-9-temporary-enforcement-transition-for-revisions/?utm_source=rss&utm_medium=rss&utm_campaign=dol-fiduciary-delay-june-9-temporary-enforcement-transition-for-revisions

Wednesday, 24 May 2017

Safe Savings Rates With Real-World Wage Increases Over Time

When financial planners run retirement projections for clients, the most common assumption is to assume some type of constant inflation adjusted earnings growth (i.e., annual cost-of-living adjustments [COLAs]). This may seem reasonable enough, as future earnings are highly variable, and many employers do try and offer cost-of-living adjustments to their employees. So why not just assume that will continue throughout one’s career, at least as a baseline?

However, as it turns out, income growth typically follows some predictable paths that don’t necessarily just align with steady (inflation-adjusted) earnings growth; instead, these paths vary significantly based on the general income profile of an individual. For most, income growth throughout their career will actually exceed mere cost-of-living adjustments, which can add up to a lot of additional income (and savings capabilities) over a multi-decade working career! Further, while real income growth is often experienced, real earnings typically peak at least a decade prior to retirement, which is then followed by a subsequent decline in real earnings for the last 10-20 years of one’s career. Which can actually have a substantial impact on the trajectory of retirement savings itself.

In this guest post, Derek Tharp – our new Research Associate at Kitces.com, and a Ph.D. candidate in the financial planning program at Kansas State University – analyzes safe savings rates assuming more realistic earnings growth throughout one’s career, finding that traditional assumptions tend to overstate safe savings rates for low earners and understate safe savings rates for higher earners.

For instance, once we account for more realistic “earnings curves” of workers, it becomes clear that the decline in real earnings over the last 10-20 years of one’s career may actually reduce the retirement need – at least if we assume individuals prefer a smooth transition from pre-retirement to post-retirement spending. As a result, conventional assumptions may actually overstate the required savings rates for all but the top 20% of income earners, while understating the need for top earners (who advisors are most likely to be working with!). Additionally, given that most real earnings growth happens in the first decade or two of one’s career, conventional methods may overstate savings need even further for clients in their 40s or 50s (whose lifestyles aren’t likely actually rising at that point).

Another interesting finding is that once Social Security is incorporated with respect to different earnings curves, it’s possible that low savings rates for many Americans may not be as irrational as is often assumed. In fact, for individuals at the 20th percentile and below (i.e., 1-in-5 Americans), historical safe savings rates may have been as low as 0.3%! And even the median earner would actually “only” need a savings rate of about 6.1%, and earners as high as the 80th percentile would still have a safe savings rate below 10%! Highlighting not only the importance of Social Security to many Americans, but challenging the notion that low savings rates are an indicator of impending retirement doom for many Americans. In other words, this safe savings rate analysis suggests that, when real-world earnings growth is considered, most retirees really will be on track with relatively “modest” savings rates of 10% or less, when supplementing Social Security benefits.

The bottom line is that it’s crucial to recognize that for most workers, simply assuming steady inflation-adjusted earnings growth throughout the working years is not an accurate reflection of reality for most. And earnings curves do matter, because it impacts both the ability to save, when people can afford to save, and the likely level of their pre-retirement lifestyle costs (which in turn will likely impact the cost of the retirement lifestyle they wish to maintain) Of course, there are a lot of contingencies and unknowns when trying to predict earnings curves for any individual, but the fact remains that assuming constant real inflation-adjusted earnings is actually a very problematic default assumption for accumulators saving towards retirement!

Read More…



source https://www.kitces.com/blog/safe-savings-rates-real-earnings-growth-curve-cost-of-living-raises/?utm_source=rss&utm_medium=rss&utm_campaign=safe-savings-rates-real-earnings-growth-curve-cost-of-living-raises

Tuesday, 23 May 2017

#FASuccess Ep 021: Pivoting An Existing Advisory Firm To A Niche Serving Women In Transition with Evelyn Zohlen

Welcome back to the twenty-first episode of the Financial Advisor Success podcast!

My guest on today’s podcast is Evelyn Zohlen. Evelyn is the founder of Inspired Financial, an independent RIA in southern California that provides holistic financial planning and asset management services for 110 families, and manages nearly $140M in assets under management.

What’s fascinating about Evelyn’s firm is that her business is focused entirely on a niche – working with “women in transition”, most commonly recent divorcees or widows. And by focusing in on a niche, she’s been successful in working with affluent women, charging an assets under management fee with a minimum retainer of at least $10,000 per year, and driving almost $1.2M of gross revenue with a team of 4 advisors – including herself – and 2 support staff.

In this episode, Evelyn shares not only the details of her niche advisory practice, but how she selected this niche in particular from the never-ending list of possibilities, and how she communicated to her existing clientele the transition to her niche – given that she didn’t adopt a niche focus until after she had run her advisory firm for 5 years, and had already acquired another practice! Evelyn also shares some of the training she sought out to improve both her technical and relational capabilities in her niche, and how she leverages her niche to drive 85% of her new business development as inbound referrals from centers of influence.

And be certain to listen to the end, where Evelyn also shares the multi-advisor staff structure of her firm, how she allocates clients amongst herself and the other advisors within the firm, and the weekly meeting process that she uses to keep her team on track and well coordinated while serving all the firm’s clientele as an ensemble practice.

So whether you’ve been wondering what it’s like to pivot an existing advisory firm into a niche, what it takes to pick a particular niche and really go after it, or simply how to run an effective multi-advisor team and coordinate amongst multiple team members who all interact with the clients, I hope you enjoy this latest episode of the Financial Advisor Success podcast!

Read More…



source https://www.kitces.com/blog/evelyn-zohlen-inspired-financial-podcast-pivoting-advisory-firm-niche-serving-women-transition/?utm_source=rss&utm_medium=rss&utm_campaign=evelyn-zohlen-inspired-financial-podcast-pivoting-advisory-firm-niche-serving-women-transition

Monday, 22 May 2017

Graduating Soon? 5 Financial Tips to Help You Manage Your Money and Taxes

Congratulations Class of 2017, you did it! While graduation is a major milestone that should be celebrated, it is also a time to prepare, both mentally and financially, for your shift into the ‘real world’. As you transition into this...

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source http://blog.turbotax.intuit.com/tax-deductions-and-credits-2/education/graduating-soon-5-financial-tips-to-help-you-manage-your-money-and-taxes-23223/

The ROI Of Bundling Free Financial Planning To AUM Fees

Providing financial planning services takes time. A lot of time. By some industry benchmarking studies, the typical financial planner spends 15-20 hours, and sometimes more, just to gather data, analyze and produce a financial plan, and then deliver it to the client. Which means, not surprisingly, that it’s often necessary to charge clients a substantial financial planning fee to recover the time investment. Especially as financial advisors are increasingly shift to AUM fees and other fee-for-service models, rather than earning a (potentially sizable) commission for the products implemented after the plan is delivered.

Yet the reality is that with the rise of the AUM model in particular, and its recurring revenue potential, it’s actually not necessary to charge upfront for financial planning to get paid for it. Instead, as long as delivering financial planning still provides value, deepens the advisor-client relationship, and improves long-term retention, it’s entirely possible to be “paid well” for financial planning without charging for it separately at all. Because even a relatively small change in client retention rates can produce a sizable ROI for putting in the time and effort to do the financial planning in the first place.

In fact, charging separately for financial planning actually introduces the risk that clients will have “sticker shock” about the cost, and choose not to purchase it at all, which means ironically that charging for financial planning can actually reduce the number of clients who engage in it. By contrast, bundling financial planning into an AUM fee changes the client psychology, subtly encouraging clients to take advantage of the service by making it already included… knowing that clients who do engage in financial planning will be more likely to stick around for the long run anyway.

On the other hand, there is a simple appeal to the “purity” of having clients pay for financial planning at the time they receive financial planning. Nonetheless, the reality across a wide range of industries is that it’s quite common to bundle services together, in a manner that makes some clients more profitable and others less so in any particular year, as long as it averages out over time. And at least with a recurring revenue model, it’s the client’s less-time-intensive years that help to cross-subsidize the more-time-intensive ones – as opposed to a commission-based model, which the profitable clients cross-subsidize other clients instead.

Of course, it’s still impossible to offer “free” financial planning, that is paid by AUM fees over time, for clients who don’t have assets to manage in the first place; for those clients, a fee-for-service model is the only option. Yet for those who do have other means to pay, and other business models to reach them, it’s important to recognize how an advisory firm really can “give away” financial planning and still be paid well for their efforts over time!

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source https://www.kitces.com/blog/free-financial-planning-services-roi-with-aum-fee-retention/?utm_source=rss&utm_medium=rss&utm_campaign=free-financial-planning-services-roi-with-aum-fee-retention

Advisor’s Guide To The Best Online Meeting Scheduling Tools

Playing phone tag and e-mailing back and forth to find the best meeting time for you and your existing or prospective clients eats into otherwise productive time, and can be frustrating for both parties. By implementing a meeting scheduling software solution in your practice, you can reduce some of the headache by automatically giving the client a list of available times drawn from your calendar, and allowing them to pick (and immediately book) a time that works best for both of you!

In this guest post, Dan Kellermeyer, President of New Heights Solutions, LLC, a practice management and technology consulting firm for financial advisors, provides an overview of the leading online scheduling tools for financial advisors, including Calendly, ScheduleOnce, Acuity Scheduling, TimeTrade, Bookafy, and YouCanBook.Me.

Along with highlighting the features of each of the tools, Dan shares his insight on the relevant factors to consider when looking for the right solution for your individual practice – from unique features and available integrations, to ease-of-use for the client, the company’s customer support, and of course, pricing.

And so, whether you’re looking to add a little more efficiency to your practice by cutting down on the hassle of back-and-forth meeting scheduling, improving your “digital experience” for clients, or are already using online scheduling software but looking to switch to an alternative, then hopefully you’ll find this guest post helpful!

Read More…



source https://www.kitces.com/blog/best-online-meeting-scheduling-app-reviews-pricing-comparison/?utm_source=rss&utm_medium=rss&utm_campaign=best-online-meeting-scheduling-app-reviews-pricing-comparison

Friday, 19 May 2017

Real Talk Series: I’m Planning on Retiring This Year. What Should I do to Prepare for Next Tax Season?

Congratulations on your decision to retire this year! I’m sure you have worked hard and deserve to enjoy this new chapter in your life. I’m so glad you asked this question, because whether you decide to travel, relax, or consult on...

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source http://blog.turbotax.intuit.com/tax-planning-2/real-talk-series-im-planning-on-retiring-this-year-what-should-i-do-to-prepare-for-next-tax-season-30899/

Weekend Reading for Financial Planners (May 20-21)

Enjoy the current installment of “weekend reading for financial planners” – this week’s edition kicks off with the big news that Focus Financial, the RIA roll-up aggregator that is fresh off having a majority stake acquired for nearly $2B, just acquired a pair of ultra-HNW independent RIAs with a whopping $18.5B of AUM, with rumors that the intention is not merely to keep growing and rolling up advisory firms, but aiming to cross-sell those ultra-HNW clients with estate tax problems potentially lucrative life insurance policies… and raising questions of the product-independent nature of getting advice from an RIA (and whether the existing Focus Financial RIAs will even be willing to support the sale of insurance products).

From there, we have a number of investment-related articles this week, from a look at what it really takes to run an ETF index (it’s harder than it looks!), to a series of studies suggesting that SRI/ESG investing may adversely impact performance (ironically perhaps because eschewing vice and sin stocks appears to give them a relative bonus on performance that SRI/ESG funds then miss out!), a look at how risk tolerance questionnaires for investing might change in the world of big data (where at a click of the button, you might be able to see exactly how clients invested/behaved in prior bear markets), and a discussion of whether it’s time to transition to “behavioral finance 2.0”, which stops just looking at broad-based trends in how consumers behave sometimes irrationally, and instead boil it down to what’s going on at an individual level, and what it actually takes to help them change their behavior for the better.

We also have several practice management articles, including: how to spot warning signs that a client may be thinking about leaving (and what to do about it); how to conduct surveys of your ideal clients to figure out what it really takes to get more of them (and differentiate your services and expertise for them); the problem with the “I Know Better” fallacy of trying to prescribe what your clients want, instead of just asking them (not everyone has the intuitive genius to just “figure it out” the way Henry Ford and Steve Jobs did!); and some great advice on how to reframe and “reset” your relationship with accumulator clients who are now preparing to retire, so they realize you can be just as relevant and valuable for them in the coming years of retirement as you were in the process of helping them to get there.

We wrap up with three interesting articles, all around the theme of behavioral finance and financial psychology: the first examines a new research study on why retirees tend to spend less as they age, suggesting that it may not just be a matter of slowing discretionary expenses, but a rising pessimism that makes us more concerned and less optimistic about the risks and return potential of markets; the second looks at various mental accounting mistakes we make when thinking about retirement spending (including the challenge that those who are frugal in accumulating for retirement often have trouble re-tooling their thinking to be able to enjoy their money in retirement); and the last looks at the way clients answer the question “would you prefer to have $1,000,000 in retirement, or a $5,000/month (guaranteed) income”, and how some retirees appear to suffer from an “illusion of wealth” or an “illusion of poverty” that causes them to believe one is substantially more or less valuable than the other (even though, according to current annuity rates, they’re approximately equal in value).

Enjoy the “light” reading!

Read More…



source https://www.kitces.com/blog/weekend-reading-for-financial-planners-may-20-21/?utm_source=rss&utm_medium=rss&utm_campaign=weekend-reading-for-financial-planners-may-20-21

Thursday, 18 May 2017

What’s The Best Way To Raise Your Advisory Firm’s Fees?

The standard commentary about financial advisors is that, with the rise of robo-advisors, there will be fee compression as advisors cut their AUM fee schedules to keep up with the competition. Yet the reality is that industry benchmarking studies show the median advisory firm’s fees haven’t dropped, at all, in the past six years. In fact, advisory firms are more likely to be raising their fees than lowering them, both for some higher net worth clientele, and to ensure that all clients pay an economically viable minimum fee.

In this week’s #OfficeHours with @MichaelKitces, my Tuesday 1PM EST broadcast via Periscope, we discuss how to go about raising advisory fees in your firm, and specifically how to break the news of a fee increase to clients.

It may be surprising to hear that advisory fees have actually going up for many, but the reality is with the rising competition in price, there has also been increasing competition in services. In other words, it is true that as financial advisors, we have to do more than ever to justify our fees. Yet by bolstering everything from our service levels to our deliverables and our expertise, many are finding that they’re doing so much more, they can actually charge more than they have in the past. So, if you find yourself needing to have this conversation, what is the best way to have it?

First, recognize that there are better and worse times to have this conversation. Ideally you want to have this conversation when the market is up, because clients will feel better about handling a fee increase when the market, their incomes, and their net worths have already been trending higher. Next, be sure that you first reinforce your value. Sometimes clients genuinely need a reminder of all of the things we do for them, especially over time. And then, you can hit the key elements: start with a positive message, explain why you’re going to raise fees, state that you are going to increase fees in the future, and be confident and transparent in communicating your new fee.

In fact, if you want to successfully raise your fees, the last point about confidence cannot be overstated. Successful fee increases are usually more about the advisor’s confidence in their own value, than whether clients perceive the value. Because the reality is that if clients didn’t perceive the value, they wouldn’t likely have stuck around so long in the first place. But if you don’t believe in yourself and your value proposition enough to believe in the fee you are asking for, then clients won’t believe it either!

Read More…



source https://www.kitces.com/blog/financial-advisory-fee-increase-announcement-self-confidence-imposter-syndrome/?utm_source=rss&utm_medium=rss&utm_campaign=financial-advisory-fee-increase-announcement-self-confidence-imposter-syndrome

Wednesday, 17 May 2017

Emerging Software Solutions To Illustrate Safe Withdrawal Rates To Pre-Retirees

The so-called “4% rule” safe withdrawal rate is one of the most popular ways to talk about the sustainability of retirement income, yet ironically no financial planning software solution has ever been created to illustrate the safe withdrawal rate approach. In part, that’s simply because most financial planners jump straight to the stage of collecting detailed client spending goals, and illustrating their actual financial plan’s probability of success in retirement. And in part, it’s because the original safe withdrawal rate research used very simple assumptions – from a two-asset-class portfolio, to ignoring the impact of fees, and a fixed 30-year time horizon – which just doesn’t hold for a wide swath of retirees.

To fill the void, though, two new software solutions have recently emerged for financial advisors, specifically to illustrate the safe withdrawal rate approach, and be able to model the impact of varying assumptions, from a wider range of asset classes, to the impact of investment expense ratios and advisory fees, and time horizons that may be longer or shorter than 30 years.

The first, dubbed the “Big Picture App”, draws on available historical investment returns from the Center for Research in Security Prices (CRSP) and Global Financial Data (GFD), to show how ongoing withdrawals would have sustained (or not) for any time horizon (and any ongoing expense ratio) the advisor wishes to assume. The second solution, called “Timeline”, goes further, and can even illustrate the impact of various dynamic spending strategies, from Guyton’s “Guardrails” approach, to the Kitces “Ratcheting” rule for retirement spending, and show how much wealth is often left over at the end of the 4% rule time horizon.

Ultimately, software like Timeline and Big Picture won’t realistically replace full-blown financial planning software to analyze the details of an individual client’s situation, but can be a powerful solution to facilitate client conversations around what is a “sustainable” withdrawal rate (or not), the consequences of sequence of return risk, and the impact that diversification and managing investment costs can have on retirement outcomes. The software may be especially for beginning to educate prospective retirees, or outright prospects who haven’t yet engaged the advisor for a full financial plan in the first place.

But the bottom line is simply to recognize that the safe withdrawal rates approach can actually be adapted to far more client-specific circumstances than just assuming a 2-asset class portfolio and a 30-year time horizon (with no investment costs) for every client. And now the software exists to actually illustrate it, and have productive conversations with prospects and clients about sustainable retirement income!

Read More…



source https://www.kitces.com/blog/safe-withdrawal-rate-calculator-software-big-picture-timeline-app-reviews/?utm_source=rss&utm_medium=rss&utm_campaign=safe-withdrawal-rate-calculator-software-big-picture-timeline-app-reviews

Tuesday, 16 May 2017

#FASuccess Ep 020: Building A Successful Business By Giving Away 99% Of What You Do For Free with Michael Kitces

Welcome back to the twentieth episode of the Financial Advisor Success podcast!

This week’s guest is… me! In celebration of our twentieth episode of the podcast, I decided to fulfill what has been, by far, the most popular request from our podcast listeners… to hear my own story. And so Alan Moore, my co-host on the XYPN Radio podcast, serves as our guest host for the week as I talk about my own journey through the world of financial planning and how I got to where I am today.

In this episode, I go all the way back to my start in the industry, and share why it was the job my grandmother took, almost 50 years ago after my grandfather unexpectedly passed away, that ultimately got me into the financial services industry straight out of college at the peak of the tech bubble as a pre-med Psychology major and Theater minor. And how my first job – as a life insurance agent – turned out to be a colossal failure, to the point that I couldn’t even get a position as a paraplanner for $24,000/year, and the path I eventually found that turned it all around.

In addition, we talk about how I made the transition from working full-time in an advisory firm to my current path as a blogger, speaker, and serial entrepreneur, why I think digital marketing is so much more effective at building a business than traditional marketing (especially for an introvert like me!), and the highly strategic philosophy that I’ve used to build my entire business model: by trying to give away 99% of what I do entirely for free.

And be certain to listen to the end, where I talk about my “big rocks” approach to time management, and how I handle allocating my time across what are now half a dozen different businesses, from XY Planning Network, to New Planner Recruiting, our advisory firm and outsourced investment management services for other RIAs… on top of speaking at more than 60 industry conferences, podcasting, and publishing this Nerd’s Eye View blog!

So if you’ve ever been curious to hear my own path through the advisory world, why I do what I do, how I manage my time, and the “secret” to my business model that allows me to give away so much of what I do for free (and still ultimately make the money I need to raise a family and put my kids through college)… I hope you enjoy this latest episode of the Financial Advisor Success podcast!

Read More…



source https://www.kitces.com/blog/michael-kitces-nerds-eye-view-podcast-successful-business-digital-content-marketing/?utm_source=rss&utm_medium=rss&utm_campaign=michael-kitces-nerds-eye-view-podcast-successful-business-digital-content-marketing

Monday, 15 May 2017

How to Save for Vacation

Spring is the perfect time to plan ahead and save for your trips. We’ve actually been doing that ourselves, both for business and for vacations. We recently bought a house, so we’re sticking with a debt-free policy on our trips – meaning...

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source http://blog.turbotax.intuit.com/income-and-investments/how-to-save-for-vacation-19666/

Why Most Financial Advisor #FinTech Companies Can’t Be Platforms (And Will Fail If They Try)

The ongoing commoditization of investment products is driving a fundamental shift in today’s financial advisor platforms, as broker-dealers and custodians transition from being primarily about financial services products, to instead trying to operate as the technology hubs around which financial advisors build their businesses.

The transition is appealing because ultimately broker-dealers and custodians are a form of platform business model, which takes a small slice of all the assets and transactions that flow across the platform. Which means in the end, the more successful the financial advisors on the platform are, the more successful the platform itself will be.

The challenge, however, is that the rising demand from financial advisors for better technology is driving a number of advisor FinTech software providers to build increasingly comprehensive solutions, aiming to compete directly with the often-proprietary platforms of today’s broker-dealers and custodians. From the growing portal platforms of Orion Advisor Services and eMoney (before it was acquired by Fidelity), to the launch of Salesforce Financial Services Cloud and Black Diamond’s acquisition of Salentica, it’s “game on” for independent FinTech providers to build comprehensive solutions for financial advisors.

Unfortunately, though, this transition has set financial advisor software companies on a collision course with broker-dealer and custodian platforms themselves, and it’s a collision that many of the independent FinTech companies cannot survive. Because the reality is that in the end, financial advisors will only pay “so much” for a software solution, and independent software proivders simply cannot compete with the size and scale of a true platform business – as companies like Garmin navigation quickly learned when Google Maps showed up, or the entire CD music business learned when iTunes showed up.

Notably, this doesn’t mean that all financial advisor technology will inevitably consolidate around broker-dealer and custodian platforms. Because those platforms really only need to “control” the technology that is integral to their platform itself. But it does mean that the most successful advisor tech companies in the future may not be the ones that are the most comprehensive, and instead will be the ones that stay focused in their core competency, and are most effective at building flexible APIs to integrate most easily with other platforms (and their often-legacy existing technology infrastructure).

Or viewed another way, the future of independent financial advisor FinTech software companies is to become the best “Apps” in the App Store of custodian and broker-dealer platforms. Not to try to become App Stores themselves… a transition that most will inevitably lose, because they cannot outcompete and replace the true platforms that advisors still need to invest their clients’ actual portfolio dollars.

Read More…



source https://www.kitces.com/blog/financial-advisor-platform-fintech-app-store-best-in-class/?utm_source=rss&utm_medium=rss&utm_campaign=financial-advisor-platform-fintech-app-store-best-in-class

Sunday, 14 May 2017

Tax Withholdings and Your W-4

Did you get a large refund this past April? More than $1000? Time to sit down, sip your beverage, and learn a bit about how to adjust your withholdings.

source http://blog.turbotax.intuit.com/tax-planning-2/tax-withholdings-and-your-w-4-7196/

Friday, 12 May 2017

Five Tips to Enjoy and Save This Mother’s Day

Did you know that Mother’s Day was first celebrated in 1908? There were always various celebrations of mothers, but the first officially recognized holiday became official after a three year campaign by social activist Anna Jarvis. While the spirit of the...

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source http://blog.turbotax.intuit.com/income-and-investments/five-tips-to-enjoy-and-save-this-mothers-day-19718/

Weekend Reading for Financial Planners (May 13-14)

Enjoy the current installment of “weekend reading for financial planners” – this week’s edition kicks off with the article generating the most “buzz” in the world of financial advisors this week: a takedown of the DALBAR behavior gap study by Morningstar’s David Blanchett, who, similar to Wade Pfau in recent months, and this blog several years ago, finds that the DALBAR methodology does not accurately measure (amnd substantially overstates) the actual size of the investor behavior gap caused by bad-market-timing investment decisions. (Though Blanchett still affirms that the behavior gap exists, albeit at a far small magnitude than the nearly-600-basis-points that DALBAR suggests). Also in the news this week was a recent social media guidance update from FINRA, in Regulatory Notice 17-18, which should dramatically expand the adoption of social media for registered representatives working under broker-dealer firms.

From there, we have a number of articles about industry trends this week, from a major announcement that Merrill Lynch is stepping back from the “recruiting wars” amongst broker-dealers and instead is going to focus on hiring advisors with 3-8 years of experience and their CFP certification and pay them a stable salary for three years, to the latest M&A activity for RIAs (which hit an all-time high in the first quarter of 2017, but appears to be rotating to “smaller” firms with $100M to $1B being sold), a substantial increase from advisors and their clients in socially responsible investing (with a desire for SRI up from barely 20% to over 40% in just one year!), and a look at the accelerating growth of Vanguard and Schwab’s tech-augmented-human advisor services, which at their current pace could siphon off as much as 2% of the aggregate growth of the entire RIA community in 2017.

Other articles on industry trends this week include: an in-depth Barron’s profile on Morningstar, its new CEO Kunal Kapoor, and its controversial decision to begin offering nine mutual funds in its Managed Portfolios solution for advisors, despite its history as an independent rater of mutual funds; Bogle’s “dire” forecast for the mutual fund industry, that funds shouldn’t even bother trying to compete on price (because they won’t win), and that at best they should just focus on their core competencies and try to win where they can, or simply enjoy the profits while they can get them until their funds wind down; the parallels between what Vanguard did to mutual funds, and what robo-advisors might do to human advisors, and where the silver lining may be; and a look at how, as more and more advisors become “fiduciaries”, there will be a growing awareness that not all fiduciaries are the same, and some simply don’t have the competency to execute as fiduciaries… which could even lead to a backlash against the term.

We wrap up with three interesting articles, all around the theme of consumer financial stress and financial advice behaviors: the first looks at how financial literacy programs are not only failing to make a lasting impact when actual outcomes are measured, but could actually cause harm by making people overconfident in their actual financial capabilities, and fail to recognize the impact their circumstances may have on their financial situation; the second looks at the growing base of research on how financial stress of employees impacts the workplace, which appears to be spurring a growing interest in employers to support financial planning and financial wellness programs; and the last is a fascinating look at the latest FINRA financial capability study to try to identify who is more likely to seek out financial advice (or not), and finds that one of the greatest inhibitors to hiring a financial advisor may be the consumer’s fear about whether they’re hiring a good one (or not)!

Enjoy the “light” reading!

Read More…



source https://www.kitces.com/blog/weekend-reading-for-financial-planners-may-13-14/?utm_source=rss&utm_medium=rss&utm_campaign=weekend-reading-for-financial-planners-may-13-14

Thursday, 11 May 2017

5 Tax Tips for Starting a New Business

If you are venturing out on your own, congratulations! Starting your own business can be tremendously rewarding if you do it right. Here are some tax tips to get you off on the right foot. Operate as a business, not...

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source http://blog.turbotax.intuit.com/income-and-investments/business-income/5-tax-tips-for-starting-a-new-business-23563/

5 Family Vacation Planning Tips

Even though the summer season isn’t officially here, we’ve already had some fun at the beach. Last month, we had a nice getaway at Wilmington and got to hang by the water without a big crowd. Taking time off is...

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source http://blog.turbotax.intuit.com/tax-tips/5-family-vacation-planning-tips-30803/

Do Financial Advisors Work With Customers Or Clients?

Historically, “success” as a financial advisor was all about building a book of business, to generate ongoing revenue, and perhaps even the possibility of selling that book of business at the end. Yet the caveat the value of a book of business – and what you provide them, and where the value really lies – depends on whether the people you work with in the end are really your “clients”, or simply your “customers”.

In this week’s #OfficeHours with @MichaelKitces, my Tuesday 1PM EST broadcast via Periscope, we discuss what the difference is between a customer and a client, and why the terminology advisors use really does matter in the value of a book of business, and the value that’s provided to the people we work with.

For many, the idea of differentiation between customers and clients will probably seem like minor semantics, but the reality is that the words we use truly do matter. Just consider for a moment what comes to mind when you think of a “customer”, and then a “client”. For most, the images are not going to be the same.

A customer buys a product from an order-taker or salesperson. A client buys advice from a professional. The key distinction is that when engaging with customers, the value isn’t actually the advisor (or the salesperson in general); the value is in the product. Good customer service may create repeat customers, but if you eliminated the product from the equation, the business would vanish. By contrast, when a client buys advice from a professional, it’s not reliant on the product implemented at the end. The value is the advice itself, and the advisor is a core part of the value proposition.

And the difference is reflected not only in the value proposition provided to clients, but the value of the book of business itself. After all, the origin of a “book of business” in the first place was a book of customer names – people who could be contacted, who had been sold a prior product, and could perhaps be sold a(nother) product in the future. Which is still a tenuous relationship at best… and is why a book of customers rarely sells for more than one times trailing revenue (if that). By contrast, clients have an ongoing relationship with the business – and typically pay ongoing revenue – and it’s that distinction, between a customer who buys a product, and a client who is engaged with the business and its professionals themselves, that helps a client-oriented advice business get twice the valuation of a customer-oriented book.

So when you’re working with people in your advisory business, consider carefully whether you call them “customers” or “clients”. Because the terms we use to refer to the people we work with truly matter. Whether we call them “clients” or “customers” is not just a matter of semantics, but an important indication of the services we provide and where the value truly lies. If you work with customers, the value is in the product you sell. If you work with clients, it is in the advice you provide. So, as you build your business, consider what you really want to build. Is the name you use really reflective of the relationship you have… or want to have?

Read More…



source https://www.kitces.com/blog/financial-advisor-client-vs-customer-book-of-business/?utm_source=rss&utm_medium=rss&utm_campaign=financial-advisor-client-vs-customer-book-of-business

Wednesday, 10 May 2017

Calculating Accurate Regulatory AUM Vs Reporting Assets Under Advisement (AUA)

In today’s increasingly competitive landscape for advisory firms, financial advisors are looking for any way they can to differentiate. Whether it’s their experience and credentials, specialization or depth of services, or simply the sheer size of the firm, based on its assets under management. After all, the reality is that – justified or not – a sizable reported AUM does imply a certain level of credibility and represents a form of social proof (the firm “must” be good, or it wouldn’t have gotten so much AUM, right!?).

As a result of this trend, though, advisory firms are increasingly pushing the line in counting – or potentially, over-counting – their stated assets under management. Which is important, because not only is overstating AUM a potential form of fraudulent advertising, but the SEC has very explicit rules to determine what should be counted as AUM (or not) for regulatory purposes.

Specifically, the SEC states in its directions for Form ADV Part 1 that regulatory AUM should only include securities portfolios for which the advisor provides continuous and regular supervisory or management services. And while most financial advisors today are regularly working with clients regarding their investment securities, not all advisors are necessarily providing “continuous and regular” services on their client accounts. In fact, if the advisor doesn’t have direct authority to implement client trades (either with discretion or after the client accepts the advisor’s recommendation), it’s virtually impossible to include the account as part of regulatory AUM.

The greater challenge, though, is that the increasingly common offering of comprehensive financial planning services – where advisors provide holistic financial planning advice on all of a client’s net worth – does not mean the advisor can claim all of those assets as regulatory AUM. In fact, most of the time the advisor should not include outside 401(k) plans and other non-managed assets that were advised upon as part of the financial plan, nor the value of brokerage accounts holding mutual funds and various types of annuities (unless the advisor truly provide ongoing management services), nor TAMP or SMA assets (unless the advisor retains the discretionary right to hire/fire the manager and reallocate to another one). In fact, even having discretion over an account doesn’t automatically ensure it being counted as regulatory AUM, particularly if it’s a passive buy-and-hold account, unless the advisor can actually substantiate that monitoring and due diligence is occurring outside of any ad-hoc or periodic client review meetings!

Fortunately, for advisors who want to report some number representing the total scope of their advice – including the amount of assets that don’t count as regulatory AUM – it is permissible to report on Assets Under Advisement (AUA) in the advisor’s marketing and in Part 2 of Form ADV, as long as the advisor can document and substantiate the calculation process. But the fact that it’s permissible to report both AUM and also a (typically large) AUA amount doesn’t change the fact that, when reporting regulatory AUM itself, it’s crucial to report the right number!

Read More…



source https://www.kitces.com/blog/calculating-regulatory-assets-under-management-vs-advisement-aua/?utm_source=rss&utm_medium=rss&utm_campaign=calculating-regulatory-assets-under-management-vs-advisement-aua

Tuesday, 9 May 2017

Happy National Teacher Day! Five Tax Tips to Educate You on Tax Savings

Thank goodness for teachers! If you are a teacher, you might have your thoughts more on what you will do during your well-deserved vacation than on taxes, but saving on taxes is really a year-round project. So before you close...

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source http://blog.turbotax.intuit.com/tax-deductions-and-credits-2/happy-national-teacher-day-five-tax-tips-to-educate-you-on-tax-savings-19714/

#FASuccess Ep 019: The Evolution And Emergence Of A True Financial Planning Profession With Bob Veres

Welcome back to the nineteenth episode of the Financial Advisor Success podcast!

This week’s guest is Bob Veres, the publisher of the Inside Information newsletter on practice management for financial advisors, and a long-time industry commentator on the world of financial planning. In fact, Bob has been covering financial planning as a journalist for more than three decades now, going all the way back to when he first became editor of “The Financial Planner” (now Financial Planning magazine) in 1982!

In this podcast, Bob shares his perspective on how financial planning has evolved over the decades, from “Needs-Oriented Selling” in the 1980s – when financial advisors largely sold life insurance, mutual funds, and real estate limited partnership tax shelters – to the 1990s when the availability of personal computers gave advisors superior access to investment information and stoked the growth of the mutual fund model, to the rise of the AUM model in the 2000s, and where Bob thinks it will go from here: a world where financial planners simply get paid a fee for financial planning services.

In addition, we also look at how marketing for financial planning has shifted (from cold calling scripts, to seminars, to client appreciation events, and now digital marketing), the evolution of the membership associations that support financial planners, and why – as he details in his new book, The New Profession, the coming decade may finally be the one that leads to the emergence of a bona fide financial planning profession, on par with medicine and law.

And be certain to listen to how Bob helped me get my own start in publishing The Kitces Report, and why this Nerd’s Eye View blog wouldn’t be in existence today without his early help and support!

So if you’ve ever been curious about why the IAFP merged with the ICFP to form the FPA, how what financial planners do really has shifted over the years, and want some perspective on where it may all be going from here… I hope you enjoy this latest episode of the Financial Advisor Success podcast!

Read More…



source https://www.kitces.com/blog/bob-veres-inside-information-podcast-evolution-emergence-true-financial-planning-profession/?utm_source=rss&utm_medium=rss&utm_campaign=bob-veres-inside-information-podcast-evolution-emergence-true-financial-planning-profession

Monday, 8 May 2017

Top Four Lessons Learned for First Time Tax Filers

If you’re a new filer, congratulations on surviving your first tax year! You may have been nervous, but you probably found out it was easy to file…especially if you used TurboTax. Younger filers typically don’t own a home, didn’t sell a bunch...

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source http://blog.turbotax.intuit.com/tax-planning-2/top-four-lessons-learned-for-first-time-tax-filers-30789/

3 Ways Financial Advisors Can Get CPAs to Actually Refer Clients

Virtually every practice management study for financial advisors indicates that most advisors generate most of their growth through referrals, and that CPAs are a good “Center Of Influence” (COI) for generating those referrals. Except in practice, most financial advisors struggle to actually generate any referrals from CPAs, and referrals given to CPAs – in the hopes of reciprocal referrals in return – often feels like a long walk down a frustrating one-way street.

In this guest post, Dave Zoller – a financial advisor who previously worked in a CPA firm – shares his perspective on what it actually takes for financial advisors to generate referrals from CPAs, how most advisors fail to generate referrals due to a lack of differentiation (from all the other advisors who read the same studies and are asking for the same referrals), and how to establish a proactive relationship with CPAs – that can actually generate referrals – by first working with them proactive to help solve the common problems that arise when they’re preparing tax returns for (your joint) clients.

In fact, Zoller suggests that the best way to cultivate a referral relationship with a CPA is to start by deepening the relationship with the CPAs of your existing clients, where you already have a natural introduction – your common client whom you both serve. By showing how effectively you work with the CPA of your existing (joint) clients, the more encouraged the CPA will be to refer new clients to you!

So whether you’ve been wondering how to break into the world of generating referrals from CPAs, or have been frustrating by months or years of referring out clients to CPAs and waiting fruitlessly for reciprocal referrals that never seem to come as desired, I hope you find this guest post from Dave Zoller helpful to understanding what you need to do to break through from here!

Read More…



source https://www.kitces.com/blog/cpa-referrals-financial-advisor-wiifm-differentiation-dave-zoller-streamline/?utm_source=rss&utm_medium=rss&utm_campaign=cpa-referrals-financial-advisor-wiifm-differentiation-dave-zoller-streamline

Saturday, 6 May 2017

How Are Gambling Winnings Taxed?

Most people don't think about taxes on their way to the casino. But what might seem like nothing more than a fun night in Las Vegas actually carries significant tax consequences if you win. Failure to properly report your haul can result in serious penalties and headaches you just don't want.

source http://blog.turbotax.intuit.com/income-and-investments/how-are-gambling-winnings-taxed-8891/

Friday, 5 May 2017

Weekend Reading for Financial Planners (May 6-7)

Enjoy the current installment of “weekend reading for financial planners” – this week’s edition kicks off with a look from CFP-and-doctor Carolyn McClanahan about what financial advisors need to consider when it comes to the potential future of health insurance for clients under the American Health Care Act (AHCA), which could substantially impact clients with pre-existing health conditions, and “early” retirees trying to bridge the health insurance gap between the end of employment and the beginning of Medicare.

From there, we have several technology-related articles, from early looks at the new Orion Eclipse rebalancing software and the new RobustWealth rebalancing and client onboarding “robo” tools, to some of the recent FinTech startups in the Envestnet | Yodlee incubator platform that are building new solutions for financial advisors (leveraging Yodlee data), and a first glimpse at a new advisor business intelligence (and advisory firm valuation) tool called Truelytics.

We also have a number of practice management articles this week, including: the rising trend of advisory firm mergers (as an alternative to just selling and exiting the firm); the common crossroads that advisory firms hit at they grow (and how to overcome them); what advisors should do to overcome “succession planning paralysis”; and tips on how to find an ideal buyer for your advisory firm if you’re looking to sell (and want to be certain you get the right fit).

We wrap up with three interesting articles, all around the theme of behavior change and improving savings behaviors for clients: the first is a series of recent research studies finding that most consumers actually prefer accounts that impose otherwise “unnecessary” restrictions and penalties on withdrawals (a form of “commitment device” that actually helps us to want to save, knowing the restrictions will help us follow through successfully!); the second is a fascinating look at how to help clients think about and change their spending behaviors by grouping spending into Owe, Grow, Live, and Give categories (where the trade-offs help us weigh decisions between freedom, comfort, purpose, and abundance); and the last is an overview of the research on behavior change that we as advisors can apply in working with our clients, to help them actually follow through on the recommendations that we give them!

And be certain to check out the brief video at the end… a recent new commercial from Schwab Intelligent Advisory, highlighting the financial planning services that Schwab is now offering directly to consumers, as the firm increasingly tries to compete with outside broker-dealers that may be impacted by the DoL fiduciary rule under the tagline “Intelligent Tech, Personal Advice”… but puts itself in a position to compete with the RIAs on its Institutional platform as well!

Enjoy the “light” reading!

Read More…



source https://www.kitces.com/blog/weekend-reading-for-financial-planners-may-6-7/?utm_source=rss&utm_medium=rss&utm_campaign=weekend-reading-for-financial-planners-may-6-7

5 Ways to Save This Cinco De Mayo

Getting together this weekend to celebrate Cinco De Mayo? While you may be tempted to go out spend money on the festivities, you can make this weekend a money smart one by getting everyone together at your place. 5 Ways to Save Big...

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source http://blog.turbotax.intuit.com/income-and-investments/5-ways-to-save-this-cinco-de-mayo-22980/

Thursday, 4 May 2017

Specializing in (Collaborative) Divorce as a CDFA Financial Advisor

As financial advisors move inexorably towards niches and specialization to grow their businesses and differentiate, one of the biggest challenges is simply figuring out which niche to pursue, how to actually get the expertise to pursue it, and what the business model is to serve it well. As the reality is that not all niches fit our “traditional” business models of managing assets for a fee, or implementing financial services products. A case-in-point example is the emerging divorce planning niche, and the unique role that financial advisors can play in the collaborative divorce process.

In this week’s #OfficeHours with @MichaelKitces, my Tuesday 1PM EST broadcast via Periscope, we talk live from the annual conference of the Institute for Divorce Financial Analysts (IDFA), with Justin Reckers, who has built a successful advisory business focused on the divorce niche.

For those who aren’t familiar, the IDFA grants the Certified Divorce Financial Analyst (CDFA) designation, which provides the baseline education necessary to understand the unique financial planning issues involved in divorce planning. Which is helpful not only to better understand the issues a client might face when getting a divorce, but gives the advisor the expertise to become the financial expert in the new world of “collaborative divorce” – a new type of divorce process that is intended to leverage neutral third-party experts, including a financial advisor, to expedite the divorce process without the involvement of a judge or the court system.

In fact, Reckers notes that a major revenue stream of his business is charging financial planning hourly fees – at $325/hour – to serve as a financial advisor “neutral” in collaborative divorce cases, with typical hourly fees totaling up to 10,000 to $12,000 per case, and some ultra-high-net-worth divorce cases where fees can add up to $100,000 or more. A substantial hourly fee specialization opportunity, in a world where most financial advisors struggle just to bill $2,500 of their time to construct a financial plan!

Other business models in the divorce niche include doing expert witness work in divorce cases that do go to court, with the opportunity to ultimately work with the clients in those cases after the divorce has finalized as well. (Just be certain not to solicit clients during the case, which can be a conflict of interest that undermines your credibility as an expert witness!)

In fact, Reckers has had so much success in the divorce niche, that he’s launched a turnkey financial planning platform – Wellspring Divorce Advisors – that teaches those who have obtained the CDFA designation how to actually build a successful advisory business in the niche. And with upwards of 2,000,000 people getting divorced every year, there’s ample room for more growth amongst financial advisors in this particular niche!

But the bottom line is simply to recognize how financial advisor generalists often struggle to get paid for their time, while those who specialize in a niche – such as divorce planning – have the opportunity to get paid for their expertise, at far higher hourly rates, with the opportunity for much deeper client engagements that “just” a standalone financial plan. And unlike many niches – where the only path to expertise is personal experience and a journey of self-education – the opportunity of the divorce niche is perhaps especially appealing, given both designations like the CDFA program from IDFA to learn the requisite expertise, and financial planning platforms like Wellspring Divorce Advisors that teach how to use that expertise to execute the niche business model!

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source https://www.kitces.com/blog/collaborative-divorce-niche-cdfa-designation-for-financial-advisors/?utm_source=rss&utm_medium=rss&utm_campaign=collaborative-divorce-niche-cdfa-designation-for-financial-advisors

Wednesday, 3 May 2017

6 Financial Questions to Ask Before Getting Married

Even before I started writing about marriage and money, I knew that finances can have a huge impact on couples. Shortly after we got engaged, my now-husband and I decided we would have the money talk. Yep, the big one....

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source http://blog.turbotax.intuit.com/tax-planning-2/6-financial-questions-to-ask-before-getting-married-30712/

Excel Spreadsheet Productivity Tips For Financial Advisors

Despite the availability of financial planning software and CRM tools, Excel spreadsheets are still incredibly popular amongst financial advisors to do everything from a “specialized” analysis of a particular client situation (e.g., evaluating internal rates of return when choosing between a pension or lump sum), to keeping track of certain task workflows or even important business metrics.

In this guest post, Derek Tharp – our Research Associate at Kitces.com, and a Ph.D. candidate in the financial planning program at Kansas State University  provides a few Excel productivity tips for financial advisors, including how to quickly do time-value-of money calculations using built-in formulas, discounted cash flow analyses for evaluating Social Security and pension strategies, as well as some practical keyboard shortcuts for navigating Excel more efficiently.

And so, whether you are relatively new to Excel and want to learn some things for the first time, use it regularly and might want to polish up on some shortcuts to gets things done more efficiently, or need a resource to pass along to associate planners and other individuals in your firm who may have less experience with Excel… I hope that you find this guest post from Derek to be helpful!

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source https://www.kitces.com/blog/financial-planning-spreadsheet-keyboard-shortcuts-excel-functions-fv-pv-npv-irr/?utm_source=rss&utm_medium=rss&utm_campaign=financial-planning-spreadsheet-keyboard-shortcuts-excel-functions-fv-pv-npv-irr

Tuesday, 2 May 2017

Is This Tax Deductible? My Child’s Summer Camp

Ah, good old summertime – what a wonderful relaxing time of the year. Unless you have kids, of course, in which case there’s a whirlwind of activity in your house as soon as school is out. But then comes the...

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source http://blog.turbotax.intuit.com/tax-deductions-and-credits-2/family/is-this-deductible-my-childs-summer-camp-19801/

#FASuccess Ep 018: Taking Control Of Your Advisory Business So The Business Doesn’t Control You With Angie Herbers

Welcome back to the eighteenth episode of the Financial Advisor Success podcast!

This week’s guest is Angie Herbers, one of the leading practice management consultants for financial advisors, who has published numerous research studies on best practices, and authors a widely read monthly column on practice management for Investment Advisor magazine. Her consulting services are in such demand, that she has a stringent screening process to decide who to work with, and turns away almost 90% of the advisors who contact her, in search of a select group of just 15 advisors she will work with at any one time, who she believes she can best help.

What’s fascinating about Angie, though, isn’t simply that she runs an incredibly successful “lifestyle” business as a practice management consultant, but that she approaches the issue in much the same way that we as advisors approach financial issues with our own clients. In the case of our clients, it’s not just about the technical planning strategies, but the client’s relationship with money, and how that impacts the financial decisions they make. In the case of Angie’s coaching and consulting with advisors, it’s not just about the technical practice management strategies, but the advisor’s relationship with the business itself, and how that impacts their business decisions.

Because in this podcast, we really talk about how the connection between an advisor and his or her advisory firm really is like a relationship. A relationship with a rather selfish entity – the business – that, for the sake of growing itself and maximizing its value, will demand more and more of your time, attention, dollars, and resources. To the point that if you don’t manage and try to control the relationship, then the business controls you.

And be certain to listen to the end, where we talk about the growth barriers that financial advisors often hit as their advisory firms grow, why $350,000, $750,000, and $1.2 million dollars are key revenue thresholds that often cause new breaking points in the business, and what it takes to change the business – and sometimes, yourself – to climb over that wall and get to the other side.

So whether you’ve been feeling like your advisory business is controlling you – and wish it was the other way around – or are on the growth path, and want to prepare for the next inevitable barrier that will come, I hope you enjoy this latest episode of the Financial Advisor Success podcast!

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source https://www.kitces.com/blog/angie-herbers-fourpointe-consulting-podcast-taking-control-your-advisory-business/?utm_source=rss&utm_medium=rss&utm_campaign=angie-herbers-fourpointe-consulting-podcast-taking-control-your-advisory-business

Monday, 1 May 2017

How to Stay Frugal this Music Festival Season

Coachella unofficially launched the musical festival season. While most people are fans of the bands and performers, many complain about the rising costs of events. Money magazine noted that tickets for Coachella ranged from $400-$900.  If you’re out of town,...

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source http://blog.turbotax.intuit.com/tax-planning-2/how-to-stay-frugal-this-music-festival-season-30761/

The Latest In Financial Advisor #FinTech (May 2017)

Welcome to the May issue of the latest news in Financial Advisor #FinTech – where we look at the big news, announcements, and underlying trends and developments that are emerging in the world of technology solutions for financial advisors and wealth management!

This month’s edition kicks off with the surprising news of two major (and unexpected) leadership changes at the leading financial planning software firms, with Advicent CEO Phil Cunningham and MoneyGuidePro President Kevin Knull both stepping down from their positions this month. In Advicent’s case, the news comes as NaviPlan and Profiles continue to lag in market share, and Figlo is not yet making substantial inroads since its 2014 acquisition, while word has emerged that owner Vista Equity Partners is shopping the company for new ownership (after a 6-year hold since EISI’s acquisition in 2011). On the other hand, Knull’s departure from MoneyGuidePro comes on the heels of major enterprise successes, including a big deal last fall with Cetera (which beat out eMoney Advisor despite former eMoney Advisor CEO Edmond Walters being a Cetera board member!), and the adoption of Knull’s brainchild, MyMoneyGuide, as the backbone for Schwab’s Intelligent Advisory offering… suggesting that Knull is leaving on a high note (and given his history, will likely resurface in a leadership position somewhere in the industry again soon). In the meantime, though, this means that two of the top three financial planning software companies are experiencing leadership turnover at a critical juncture for the industry, which further opens the door to new players in the current hyper-competitive environment.

From there, the latest highlights also include:

  • A fascinating new advisor software survey, that looks at not only advisor adoption, but also user ratings, and reveals how often advisors stay with technology they’re unhappy with (ostensibly due to the lack of data portability and the challenges of data migration?)
  • Major new product rollouts from TrueLytics, Orion, MaxForAdvisors, and Snappy Kraken
  • Oranj acquires TradeWarrior rebalancing software, and AdvisorEngine acquires Kredible
  • Quovo raises $10M in Series B financing
  • Investopedia expands its Advisor Insights Q&A platform, even as NerdWallet shuts down their Ask An Advisor solution
  • Morningstar announces it will launch a Model Marketplace in 2018 to compete with the likes of TD Ameritrade and Riskalyze (and of course, Envestnet itself)

You can view analysis of these announcements and more trends in advisor technology in this month’s column, including the emergence of new “robo-for-advisors” platforms Investment POD and ActiveAllocator (which don’t appear to be substantively differentiated from today’s TAMP and rebalancing software solutions), how doing tax prep is becoming big client lead gen business (and not just for financial advisors getting referrals from CPAs), how Wealthfront is stretching for revenue by rolling out a Securities-Based Lending solution (while telling consumers to stop “getting hung up on the disclosures”), and that XY Planning Network will be running its second annual FinTech competition for financial advisor software (deadline for those who wish to enter: May 31st).

I hope you’re continuing to find this new column on financial advisor technology to be helpful! Please share your comments at the end and let me know what you think!

*And for #AdvisorTech companies who want to submit their tech announcements for consideration in future issues, please submit to TechNews@kitces.com!

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source https://www.kitces.com/blog/the-latest-in-financial-advisor-fintech-may-2017/?utm_source=rss&utm_medium=rss&utm_campaign=the-latest-in-financial-advisor-fintech-may-2017