Displaying items by tag: advisors

A financial advisors’ long-term success is closely connected to their ability to consistently land new clients. In order to do this, they must build a pipeline of prospects. 

The key to a robust pipeline is consistent effort to make connections and build relationships. It can be challenging in the near-term as results may be inconsistent. The first step is to come up with a repeatable and sustainable prospecting strategy. The goal of your strategy is to simply create interest in your services and offerings. Part of this is to define your niche and target client. The strategy should also be something that you could do on a regular basis and ideally enjoy, since this a long-term game. 

The next step is to get clear on what value you can provide. This requires some introspection about your core beliefs, convictions, and values. It can be helpful to step in your prospect’s shoes to understand their thoughts and emotions in order to figure out what would compel them to take action. 

Finally, the best source of new prospects is through your existing, satisfied clients. Personal referrals remain the most effective form of prospecting and have the highest odds of turning into clients. There are many ways to ask for referrals. Some are direct and transparent, while some advisors prefer a more indirect approach.

Finsum: Building an effective pipeline of prospects is integral to success for every financial advisor. Here are some tips.

Direct indexing is the convergence of two developments. One is that we increasingly live in a world of customization and personalization whether it comes to our newsfeeds, food orders, playlists, etc. The other is that research continues to show that most investors are better off investing passively rather than actively managing their portfolios.

At first glance, there seems to be a contradiction between these two notions. However, direct indexing manages to thread the needle by retaining the benefits of passive investing such as diversification and low costs while also allowing for customization in order to account for an investors’ goals and needs.

For instance, a tech executive may have outsized exposure to the industry due to some compensation in the form of stock options. In their own portfolio, they may look to reduce exposure to tech in order to create more diversification and dampen risk. 

Another benefit is that capital gains losses can be more effectively harvested with direct indexing. This means that if the tech executive were to sell some of their stock options, then the tax bill can be lowered by applying harvested tax losses from the direct indexing portfolio.   

Finsum: Direct indexing provides many advantages compared to passive or active management. Here are some of the benefits.

Within asset management, active fixed income is in a growth boom based on a surge of inflows and new issuances to meet this demand. There are two secular components as ETFs continue to displace mutual funds as preferred vehicles for fixed income investing, and institutions and advisors become more aware and comfortable with the category. 

And, a cyclical factor is the current market environment given the combination of attractive yields and uncertainty about the trajectory of monetary policy. These environments tend to favor active over passive strategies since active managers have more latitude in terms of credit quality and duration.

In recent months, we’ve seen a frenzy in terms of new issues with Vanguard and Blackrock introducing active ETFs that mirror their own active fixed income mutual funds. Now, Capital Group is joining the fray with the launches of the Capital Group Core Bond ETF (CGCB) and the Capital Group Short Duration Municipal Income ETF (CGSM). Asset managers are responding to demand for these products, or otherwise would lose market share to firms who provide ETF versions of popular mutual funds. 

CGCB invests across the entire fixed income spectrum with a focus on capital preservation and generating income. CGSM invests in municipal debt that is exempt from federal taxes and typically short-duration. 

Finsum: Capital Group is launching two new active fixed income ETFs which is a major trend in the asset management world. 

Eric Henderson, the president of Nationwide Financial’s annuity division, recently shared some thoughts on annuities and how it can help reduce financial stress for retirees. Henderson has been with the company for nearly 40 years and been instrumental in helping Nationwide’s annuity business grow to over $100 billion in assets. 

He believes that this is a great time for annuities given that short-term rates are above 5% in many instances. It’s been benefiting from volatility in fixed income and equities in addition to a cascade of uncertainties including inflation, monetary policy, recession risk, geopolitics, etc. 

Annuities can help investors side-step these risks while also taking advantage of historically high rates. So far, fixed annuities have seen the biggest increase in sales, but there has been strength in other types of annuities as interest and awareness grows.  

In terms of trends, Feldman sees more shorter-term, annuity products being introduced given the combination of uncertainty and increasing demand. Additionally, he sees the potential for ‘customized’ annuities that are created to fit an individual’s specific needs.   

Overall, he believes that at some point investors evolve from a ‘wealth accumulation mindset’ to focusing more on maximizing income. He believes this is the best time in decades for investors to build healthy income streams, and it also provides needed diversification given a shaky economic outlook. 

Finsum: Nationwide’s head of annuities, Eric Henderson, shared his thoughts on the category’s increase in popularity and some interesting trends. 

The power of – expansion.

That’s what Dimensional Fund Advisors is doing, expanding its exchange traded fund offerings with seven new ETFs, according to thinkadvisor.com.

They come onboard with the US Core Equity 1 ETF and upcoming launches of three global fixed income ETFs and a U.S. Large Cap Vector ETF, which were launched not long ago.

“We continue to evolve our investment offering to meet demand from financial professionals and add value,” Co-CEO and Chief Investment Officer Gerard O’Reilly said in a release. “These ETFs are another set of tools in Dimensional’s growing lineup, which we expect will meet diverse investor needs across asset classes and geographies.”

To build your own ETF portfolio – or discover a one ticket option – you might consider the MoneySense ETF finder tool, according to moneysense.ca.

For jacking up growth, investors can build a core portfolio and delve into other investing options. You can, say, pluck an investment in ETFs with themes. They might range from electric vehicles to artificial intelligence.