Your Clients are Someone Else’s Prospects

Basic RGBKnock, knock.
Who’s there?
Someone soliciting your plan sponsor clients…

For advisors with current retirement plan relationships on the books, regardless of the providers you’ve chosen to use, come August fresh 5500 data gets injected into the marketplace via plan search engines that many firms use as a prospecting tool to solicit new business. Continue reading

It’s all Greek to Me!

The last month has been custom-made for the financial press. Greece potentially voting to exit the Euro? China’s stock market in a free-fall despite heavy government intervention? Puerto Rico’s Governor pronouncing the island is in a debt death spiral? It’d probably be hard to create more sensational, yet ultimately unusable, news than this for investors. Continue reading

“Bridging” the Performance Question

I field a lot of questions from advisors about small cap or international exposure in our portfolios and whether or not it’s the best way to help clients realize their long-term goals. Advisors tell me that it’s not easy to have these conversations with clients, especially if these sectors are experiencing lackluster performance when other areas of investment are able to provide better recent returns.
One advisor told me about one of his clients who had a $2 Million portfolio and was unhappy with her current returns. He’d gone through the “Cycle of Emotions” chart, various graphs from the Volatility Center and continued to educate her about time in the market etc….but he was very fearful he was going to lose her business. Another chart was probably not going to do the trick. He asked me how he should address this with his client. Continue reading

Why Nobody Wants to be Wrong

Why do so many investors make decisions based upon emotional reactions to short-term events? Because we’re human. Greek debt troubles, Chinese stock market declines…it’s normal to feel anxiety during economic downturns or market turmoil, but acting upon those anxieties can lead to poor investment decisions. The key is finding the balance between emotion and reason. Continue reading