Wealth Management
During a recent ThinkAdvisor FMG sponsored webcast titled “How to Drive and Close More Leads in 2023,” Samantha Russell, chief evangelist at FMG, and Susan Theder, chief marketing, and experience officer at the firm, outlined ways advisors can improve their lead generation efforts this year. Both Russell and Theder believe that holding webinars and other events is a great way to generate leads, but have found that only 23% of advisors are utilizing them. They recommend that advisors pick topics that go beyond financial issues as most people are not thinking about their financial issues all the time. For instance, Theder said that in the “most successful webinars I’ve seen, advisors do combine multiple different professions.” So, an advisor could talk about wellness and bring on a nutritionist, an estate planner, and a mental health professional and have a discussion that covers more than just the financial aspect. They also recommend picking topics that are timely. For instance, during February, tax issues are a great topic to discuss. They also suggest keeping the webinars short. Russell says “Between 30 and 60 minutes is really ideal for a webcast or webinar.” In terms of marketing your webinar, make sure you’re really specific with the title. Russell and Theder also recommend sending at least three promo emails and use Google Reviews if your firm allows it for SEO purposes.
Finsum:During a recent ThinkAdvisor webcast, Samantha Russell and Susan Theder of FMG recommend utilizing webinars to generate leads this year.
Capital Group, the parent company of American Funds, recently launched 12 active-passive model portfolios featuring Capital Group as the strategist. The models will be made up of American Funds' actively managed mutual funds and passively-managed ETFs from Vanguard, Schwab, and BlackRock. As the strategist, Capital Group will select the passive ETFs in each model and manage the allocations. The models are the latest in a series of active-passive model portfolios from Capital Group that include growth, growth and income, preservation and income, and retirement income strategies. They are designed to help advisors balance the demands of investment management with the need to scale their businesses and deepen client relationships. Capital Group's model portfolio business is an area of strategic focus for the firm. Its model portfolio business has more than tripled in assets under management since 2018. The new models bring the total number of model portfolios available nationally to 31. The new models comprise nine core models and three retirement-income-focused models. They include:
- Capital Group Active-Passive Global Growth Model
- Capital Group Active-Passive Growth Model
- Capital Group Active-Passive Moderate Growth Model
- Capital Group Active-Passive Growth and Income Model
- Capital Group Active-Passive Moderate Growth and Income Model
- Capital Group Active-Passive Conservative Growth and Income Model
- Capital Group Active-Passive Conservative Income and Growth Model
- Capital Group Active-Passive Conservative Income Model
- Capital Group Active-Passive Preservation Model
- Capital Group Active-Passive Retirement Income Model - Enhanced
- Capital Group Active-Passive Retirement Income Model - Moderate
- Capital Group Active-Passive Retirement Income Model - Conservative
Finsum:Capital Group added to its series of active-passive models with the launch of 12 new model portfolios, including nine core models and three retirement-income-focused models.
Direct indexing was one of the hottest topics in the financial services industry last year. The strategy has typically only been utilized by wealthy clients with complex portfolios, but that’s a mistake, according to Randy Bullard, global head of wealth at Charles River Development. Bullard, who was presenting along with Ben Hammer, a sales executive at Vanguard, at the ETF Exchange conference, pushed back on the notion that direct indexing is a niche product for select clients. He stated, “A direct indexing solution is uniquely designed to catch money in transition, and it’s suitable for all types of investors. That’s the transition the industry is starting to go through. Once you conquer the operational complexities of direct indexing, it becomes a broad market solution.” In fact, Hammer believes that it gives “advisors an additional edge with clients.” Hammer added that the volatility of 2022 provided the perfect environment to showcase the strengths of direct indexing. He stated, “Right now, most of the reason people are using direct indexing is for taxes, but we’re telling people not to fall in love with that after-tax return from last year. Volatility created an opportunity last year, but the opportunity hasn’t passed by. Every year there are some stocks that fall in an index.” Hammer is also seeing increasing adoption among accounting firms that work with advisors.
Finsum:While direct indexing has primarily been a tool for the wealthy, two panelists at the ETF Exchange conference believe that all investors can benefit from it, which gives advisors an edge with clients.
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After a tough year in the equity markets, this year is shaping up to be a better year for investors as the S&P 500 is up over 7% through Monday’s close. This is happening amid numerous recession predictions across Wall Street. The rise in the stock market this year can be attributed to the growing sentiment that the worst is over when it comes to inflation and rising interest rates. In fact, a gauge of future volatility in the U.S. bond that tracks interest-rate turbulence is now showing an increasingly encouraging trend that is supporting the optimism in the market. The ICE BofA MOVE Index is extending a slide that started in October. It has now fallen to lows not seen since March when the Fed started its aggressive interest-rate increases. The index continued to fall after the Fed’s latest meeting on Wednesday, where according to billionaire investor Jeffrey Gundlach, Fed Chair Jerome Powell “didn't fight back in his speech Wednesday against market expectations that the Fed will soften its rate policy later this year.” The Fed raised benchmark borrowing costs by only 25 basis points, the smallest increase since last March. Over the past year, the trajectory of the S&P 500 has moved inversely to the MOVE index, showing the market's sensitivity to the interest-rate outlook.
Finsum:The stock market has rebounded this year as the ICE BofA MOVE Index, which measures bond volatility, has been sliding since October.
According to a recent announcement, Raymond James Financial has nabbed a Merrill Lynch advisor managing $250 million in Miami. Daniel Laiter, who has been in the industry for 25 years, joined Raymond James’ Alex. Brown unit on January 20th. He started his career at Lehman Brothers in 1997, joined Credit Suisse by way of its Donaldson Lufkin & Jenrette Securities predecessor in 2001, and returned to Lehman for two years between 2006 and 2008 before joining Merrill. Laiter, who focuses on clients in Mexico, will report to Eric Termini, regional executive for South Florida. As part of the announcement, Termini said “Danny represents one of the top advisors in the industry.” Laiter was convinced to move in part by a “client-centric” culture and the “experienced management team” at Raymond James. In June, Raymond James folded Alex. Brown into its core employee channel, Raymond James & Associates, led by Tash Elwyn. The unit had around 150 advisors at that time, a small fraction of the roughly 3,450 advisors in the RIA division. Raymond James announced four additional hires into the unit last year, including three who joined in Miami.
Finsum:Raymond Jamesadds to its Alex. Brown unit with the recruitment of a Merrill Lynch advisor managing $250 million.
According to findings from Vestwell’s fourth annual Retirement Trends Report, advisors who serve the small plan market expect to see “significant practice growth” in 2023 as both employer and employee demand for advisor services is at all-time highs. The report, which surveyed thousands of advisors, employers, and their workforces, noted that an overwhelming majority of both small business employers and employees (90%) are interested in utilizing the support of an advisor to guide them through their plan options. The report also found that employers said the services they value most from advisors are investment recommendations and management (65%), educating employees (62%), plan design recommendations (57%), plan administration (54%), and fiduciary oversight (50%). In addition, 47% of employers said personalized investment recommendations for their employees were a value-add from advisors. Also of note, 70% of advisors reported that market volatility has not affected their retirement business in the small plan market within the last year. As part of the report, Vestwell stated, “Despite volatile financial markets, employers are considering upgrades to their plans and are interested in professional advice, while a plurality of advisors believe their practice will expand due to small plan growth. In other words, the small business market is on track to become a big business.”
Finsum:Based on the findings of a new report, the small plan market is expected to see significant growth this year as employer and employee demand for advisor services are at all-time highs.