Displaying items by tag: rollovers

A financial movement of massive proportions is unfolding: billions of dollars are flowing from 401(k) plans into rollover accounts. Advisors see this as a golden opportunity, and research suggests this trend will persist, offering a potential boost to their businesses.

 

However, unlocking this opportunity requires understanding participant behavior. Notably, a significant portion of advisor-assisted rollovers involve existing client relationships. This underlines the crucial role of building rapport with individuals early in their careers, well before they face rollover decisions.

 

While establishing connections is paramount, not all advisors have the resources to cater to every participant. This has led to a collaborative approach, with some advisors partnering with recordkeepers to segment participants. In this scenario, advisors focus on those participants whose account balance size requires more time and effort to service, while recordkeepers assist others.

 

This partnership approach ensures participants receive the best solution, regardless of account size. It also transforms the advisor-recordkeeper dynamic from adversarial to cooperative, creating a win-win situation for all involved.

 

By actively fostering relationships and embracing strategic partnerships, advisors can effectively ride the rollover wave and expand their wealth management reach. This requires a proactive approach, recognizing that long-term relationships are invaluable in capturing this lucrative opportunity.


Finsum: The key to capturing 401(k) rollovers lies in building relationships; with plan participants and plan recordkeepers.

Published in Wealth Management

Plan advisors and DC recordkeepers are keenly aware of the opportunity presented by the massive movement of dollars from 401(k) plans into rollover accounts. Research firm Cerulli estimates that over $400 billion were rolled into IRAs (from 401(k) plans) with the assistance of advisors in 2021 alone.

 

This flow of funds is expected to continue, and advisors see it as a way to grow their wealth management businesses. While the opportunity is enormous, a key data point offers a clue to capitalizing on the trend. Cerulli’s report revealed that “of advisor-intermediated rollover assets, 86% take place through an existing advisor.”

 

Associate Director, Shawn O’Brien emphasized the importance of relationship-building efforts. “For wealth managers looking to capture rollovers from DC plans, this data underscores the importance of establishing and nurturing relationships with participants earlier in their careers, years before potential rollover events.”

 

While the implication of this research is clear, not all advisors are set up to engage with every participant. More frequently, advisors are seeking “coopetition” with recordkeepers whereby participants needing rollover assistance are segmented; plan advisors helping a select group of participants – often those with larger account balances – and the recordkeepers serving the remaining participants.

 

This collaborative approach ensures that each participant receives the optimal solution, transforming the dynamic between advisor and recordkeeper from competitors to partners.



Finsum: Partnering with 401(k) recordkeepers to capture rollovers helps plan advisors capitalize on this huge wealth management opportunity.

 

Published in Wealth Management
Thursday, 02 February 2023 06:44

SEC Issues New Warning on Reg BI Compliance

On Monday, the Securities and Exchange Commission warned that broker-dealers are using outdated systems to ensure Regulation Best Interest compliance, resulting in violations in areas such as rollover and account recommendations. In a recently released Risk Alert, the SEC’s exam division points to several compliance deficiencies that it has found during exams. Following Reg BI’s June 30, 2020, compliance date, the Division of Examinations started conducting broker-dealer exams to assess compliance with the rule. The risk alert calls attention to deficiencies noted during exams, and examples of weak practices that could result in deficiencies. The Risk Alert stated that moving forward, the exam division intends to incorporate compliance with Reg BI “into retail-focused examinations of broker-dealers, particularly those that include sales practices within the scope of the examination.” According to the SEC, broker-dealers are relying “heavily on surveillance systems that existed before the effective date” of Reg BI “without considering whether those systems needed modification.” The SEC also found conflict of interest failures such as broker-dealers not having written policies and procedures on how conflicts are to be identified or addressed and failures to disclose information on website postings. Other failures included registered reps acting in multiple roles, and the failure to disclose that these “multiple relationships require disclosures of capacity and may require additional disclosure of conflicts.”


Finsum:The SEC recently issued a Risk Alert, warning broker-dealers that they are using outdated systems to ensure Reg BI compliance, resulting in violations in rollover and account recommendations.

Published in Wealth Management
Friday, 03 June 2022 08:56

Reg BI Focus on Rollovers to Expand

The SEC is planning to beef up its Reg BI enforcement for the rest of the year. The SEC put out a recent bulletin focused on Reg BI compliance and the role that brokers and advisors play in the process. The tone was about how brokers and advisors need to take more responsibility into their own hands regarding compliance. Additionally, more focus and guidance on rollover recommendations is in the pipe, said the SEC. More bulletins on the topic are expected soon.


FINSUM: Rollovers are obviously a major topic for advisors, so this will be closely watched and scrutinized by the wealth management community.

Published in Wealth Management
Monday, 13 September 2021 20:01

More Rollovers are About to Be Covered by DOL Rule

(Washington)

Rollovers are about to see a huge change. Advisors have largely been sleeping on the effects of the new fiduciary rule, largely because the current one was drafted under Trump and is thus milder. However, what many don’t realize is that come December, rollovers are going to be a lot more complicated. According to Fred Reish, leading industry attorney, the new rule “has turned the rollover world on its head”. Speaking further and addressing compliance, he added “A whole series of steps have to be taken to adjust to this standard”.


FINSUM: Okay so here is the reality. Full implementation begins in December, but the DOL may grant a last-minute stay because it is working on a full new fiduciary rule draft (Biden’s version). In either event, the new rule will certainly not be lighter than this version.

Published in Wealth Management
Page 1 of 2

Contact Us

Newsletter

Subscribe

Subscribe to our daily newsletter

Top
We use cookies to improve our website. By continuing to use this website, you are giving consent to cookies being used. More details…