Wealth Management
While direct indexing might be ready for added use this year, according to one expert, it’s hasn’t quite hit prime time when it comes to the majority of the wealth management industry, reported fa.mag.com.
“I’m not necessarily of the view that 2023 will be the year that direct indexing becomes broadly democratized,” said Anton Honikman, CEO of MyVest. “There’s a different discussion about bringing direct indexing to a broader market. What’s hindering that is the need for more of an experience with direct indexing.”
He continued: “I’m a fan of direct indexing,” said Honikman. “I think it will continue to grow, and I think it’s emblematic of an inexorable trend towards more personalized solutions.” That said, he also noted it’s “emblematic of the real interest and desire for more tax management -- particularly among the affluent and high-net-worth investors. For those reasons, I’m really positive about its future.”
But this year, however, when it comes to wealth management, direct indexing won’t be omnipresent. Thing is, the technology that will abet the ability of direct indexing to maximize its potential isn’t in place, he noted. The personalization of financial plans and portfolios at scale would be enabled with such technology.
Rather, this year’s game plan will see technologists and wealth management firms remain on the road toward investing in overcoming issues evolving around personalization, added Honikman.
Based on a report by Cerulli Associates, over the next five years, direct indexing’s assets are expected to spike by more than 12% annually, according to investmentnews.com.
There are numerous ways for an advisor to expand his or her client list, but approaching people you know might be one of the lowest-hanging fruit. However, approaching them in the wrong way will only end up in rejection. Bryce Sanders, President of Perceptive Business Solutions Inc. recently wrote an article for ThinkAdvisor on how best to approach people you know for business. According to Sanders, the first step is to identify their need and research the issue. For instance, if you’re talking with someone, listen carefully when they speak. You may realize they have a problem on their mind. The next step is to discuss the issue and demonstrate an understanding of it. You know there is something on their mind and as a friend, you are concerned. Try to “tactfully” draw it out. Next, assess their level of comfort or unease. They might be thrilled you spoke up or ask you to back off. The fourth step is to view the situation as a third party. Make a list of all the potential solutions or approaches to their issue. Then offer to do something for free. You could say it’s not the first time you heard about the problem and then connect your friend with a specialist at your firm. After you meet with the specialist, present your friend with a turnkey solution. If they say no, gently follow up.
Finsum:Bryce Sanders, President of Perceptive Business Solutions Inc. recently wrote an article for ThinkAdvisor on the best steps for approaching your friends for business, including identifying their needs, demonstrating an understanding, offering them free advice, and gently following up.
Jonathan Foster, president, and CEO of Angeles Wealth Management, recently penned an article on MarketWatch where he listed the benefits of direct indexing for retail investors. Foster noted that while direct indexing is primarily used by high-net-worth investors that are seeking to optimize their after-tax returns, the widespread elimination of brokerage trading fees and the growing availability of fractional share trading have led to greater adoption of direct indexing. According to Foster, the advantages that direct indexing can bring to a portfolio include ‘dirty money,’ outmoded mutual funds, and personalization. Foster says that ‘dirty money’ refers to investors expressing concern about how the companies they invest in make money. For instance, direct indexing offers advisors the ability to craft portfolios that exclude what their clients believe to be “dirty money.” Foster uses tobacco as an example. In this instance, direct indexing can help an investor craft a tobacco-free portfolio. Outmoded mutual funds refer to investors using mutual funds in taxable accounts and not having the benefit of starting with their own individualized cost basis, which can lead to distributable annual taxable gains. With direct indexing, investors can take advantage of tax-loss harvesting. Direct indexing can also offer investors an opportunity to customize portfolios with strategies such as ESG.
Finsum:A wealth management executive recently wrote an article on MarketWatch advocating for direct indexing due to benefits such as excluding certain securities, employing tax-loss harvesting, and customizing a portfolio for certain strategies.
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JPMorgan Chase & Co.’s brokerage unit recently lured a Miami team from UBS Wealth Management USA with $4.8 million in revenue, while also picking up a solo advisor from Goldman Sachs who produced $2.3 million in Boston. The Fernandez Cabrera Group, which is led by Pedro Fernandez and Jesus (J.C.) Cabrera joined J.P. Morgan Advisors on Friday and had overseen $700 million in assets as of year-end at UBS. Fernandez and Cabrera moved along with client associate Charlene Meizoso. They report to Rick Penafiel, regional director for Boston, Miami, and Palm Beach Gardens. Fernandez started his financial career at Sanford C. Bernstein & Co. in 2004 and joined UBS in 2014. Cabrera started as a broker in 1984 at First Investors Corporation and only stayed at the company for a year. He registered again in 2012 when he joined Bernstein. In addition, Brent Herbert joined J.P. Morgan in February after overseeing around $445 million in assets at Goldman. He has 13 years of experience and joined Goldman in 2017 from Mizuho Securities. Herbert also reports to Penafiel. JPMorgan is close to two years into a campaign to double its headcount from the roughly 450 at its traditional brokerage.
Finsum:J.P. Morgan lured away a $4.8 million duo from Miami, while also adding a $2.3 million solo advisor from Goldman Sachs.
Category: Wealth Management
Keywords: JPMorgan, UBS, Goldman Sachs, recruiting
While direct indexing might be ready for added use this year, according to one expert, it’s hasn’t quite hit prime time when it comes to the majority of the wealth management industry, reported fa.mag.com.
“I’m not necessarily of the view that 2023 will be the year that direct indexing becomes broadly democratized,” said Anton Honikman, CEO of MyVest. “There’s a different discussion about bringing direct indexing to a broader market. What’s hindering that is the need for more of an experience with direct indexing.”
He continued: “I’m a fan of direct indexing,” said Honikman. “I think it will continue to grow, and I think it’s emblematic of an inexorable trend towards more personalized solutions.” That said, he also noted it’s “emblematic of the real interest and desire for more tax management -- particularly among the affluent and high-net-worth investors. For those reasons, I’m really positive about its future.”
But this year, however, when it comes to wealth management, direct indexing won’t be omnipresent. Thing is, the technology that will abet the ability of direct indexing to maximize its potential isn’t in place, he noted. The personalization of financial plans and portfolios at scale would be enabled with such technology.
Rather, this year’s game plan will see technologists and wealth management firms remain on the road toward investing in overcoming issues evolving around personalization, added Honikman.
Based on a report by Cerulli Associates, over the next five years, direct indexing’s assets are expected to spike by more than 12% annually, according to investmentnews.com.
While rising interest rates might make things difficult for life insurance company risk managers, they were great for individual fixed annuity sales in the fourth quarter of 2022. According to new issuer survey data from Wink, overall sales of all types of deferred contracts increased 30% between the fourth quarter of 2021 and the fourth quarter of 2022, to $79 billion. Sales of three types of products classified as fixed, traditional fixed annuities, non-variable indexed annuities, and multi-year guaranteed annuity (MYGA) contracts — climbed 102%, to $58 billion. Sheryl Moore, Wink’s CEO, told ThinkAdvisor that MYGA contracts in particular benefited both from increases in crediting rates and consumers’ fear of market volatility. She noted, “Eighteen percent of insurance companies offering MYGAs experienced at least triple-digit sales increases over the prior quarter.” In fact, MYGA contracts jumped 217% to $36 billion, non-variable indexed annuities rose 28% to $22 billion, and traditional fixed annuities increased 18% to $575 million. Wink based the latest annuity sales figures on data from 18 index-linked variable annuity issuers, 48 variable annuity issuers, 51 traditional fixed annuity issuers, and 85 multi-year guaranteed annuity (MYGA) issuers.
Finsum:According to new issuer survey data from Wink, rising interest rates helped sales of all types of deferred contracts rise 30% year over year in the fourth quarter of 2022, to $79 billion.