Financial Advisors Topical Series
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1 Financial Advisors Topical Series The Future of the Advisory Business: A Comprehensive Review of Financial Advisor Winning Tactics & Strategies (Table of Contents) September 7, 2018
2 TABLE OF CONTENTS Financial Advisor Industry Evolution... Emergence Phase... Haphazard Phase... Maturization Phase... Financial Advisor Winning Tactics & Strategies Financial Advisor Winning Tactics... Financial Advisor Winning Tactics Evolution Emergence Phase... Unmanaged Growth Phase... Maturization Phase... Financial Advisor Winning Tactics... Financial Advisor Target Marketing Strategies... Financial Advisor Target Marketing Strategies Evolution... Context Setting... Financial Advisor Target Marketing Strategies... Gender... Marital Status... Ethnic Groups... Occupations... Sources of Wealth... Other Factors... Financial Advisor Target Marketing Strategies Future Predictions... Increased Competition to Create Need for More Proactive Marketing Approaches for New Clients... Firms Utilizing Target Marketing to be Most Successful... Women s Financial Issues to Gain Attention... Same Sex Couples (and Other Non-Traditional Family Units) to Gain Attention... Latin Americans to Gain More Attention... Numerous Occupational & Other Segments to Also Provide Terrific Opportunities... Financial Advisor Sales & Marketing Strategies... Financial Advisor Sales & Marketing Strategies Evolution... Financial Advisor Sales & Marketing Strategies... Client Retention... Client Consolidation... Client Referrals... Professional Referrals... Seminars & Direct Marketing... Advertising & Public Relations... Financial Advisor Sales & Marketing Strategies Future Predictions... Client Retention & Consolidation to be Critical... Client Referrals to Remain the Best Marketing Method The Future of the Advisory Business 2
3 Increased Competition to Create Need for More Proactive Marketing Approaches for New Clients... Firms Utilizing Target Marketing to be Most Successful... Moderately Affluent May Provide the Best Opportunities... Numerous Occupational, Ethnic, & Other Segments to Also Provide Terrific Opportunities... Financial Advisor Investment Management Strategies... Financial Advisor Investment Management Strategies Evolution... Financial Advisor Investment Management Strategies... Modern Portfolio Theory & Strategic Asset Allocation... Behavioral Finance... Tactical Asset Allocation... Goals-Based Investing, Risk Budgeting, Risk Parity, Risk Control, & Asset-Liability Matching... The Endowment Model... Financial Advisor Investment Management Strategies Future Predictions Growth in Behavioral Finance... Growth in Tactical Asset Allocation... Growth in The Endowment Model... Growth in Goals-Based Investing, Risk Budgeting, Risk Parity, Risk Control, & Asset-Liability Matching... Financial Advisor Client Service Strategies... Financial Advisor Client Service Strategies Evolution... Key Driving Factors... Financial Advisor Client Service Strategies... Proactive Communications... Responsiveness... Financial Advice, Results, & Economic Value... Specialized Knowledge... Financial Advisor Client Service Strategies Future Predictions... Increased Demand for Proactive Communications... Increased Demand for Responsiveness... Increased Demand for Specialized Knowledge... Financial Advisor Technology & Outsourcing Strategies... Financial Advisor Technology & Outsourcing Strategies Evolution... Market Definition... Leading Financial Advisor Technology Companies... Financial Advisor Technology & Outsourcing Strategies... Client Relationship Management Systems... Account Aggregation & Financial Planning Technology... Proposal Generation Software... Data & Research Services... Portfolio Management & Reporting Technology... Rebalancing Technology... Trade Order Management Systems... Turnkey Asset Management Programs (TAMPs)... Financial Advisor Workstations The Future of the Advisory Business 3
4 Financial Advisor Technology & Outsourcing Strategies Future Predictions... Increased Spending on Financial Advisor Technology... Increasing Importance of Mobile Technology... Growth in Client-Facing Collaborative Technology... Blurring Line Between Consumer & Financial Advisor Technologies. Improved Integration of Various Financial Advisor Technology Components... Emergence of Document Management, Compliance, and Accounting & Management Reporting Systems... Growing Dominance of Application Service Providers (ASP) & Cloud Computing... Rapid Growth in Outsourcing Solutions... Financial Advisor Staffing & Compensation Strategies... Financial Advisor Staffing & Compensation Strategies Evolution... Leading Financial Advisors... Financial Advisor Staffing & Compensation Strategies... Recruiting & Staffing... Compensation & Benefits... Training & Career Tracks... Financial Advisor Staffing & Compensation Strategies Future Predictions Formal Talent Sources to Emerge... Staffing Levels to Increase & Professional Management Roles to Emerge as More Complete Businesses are Built... Compensation & Benefits to be Upgraded... Career Tracks & Training Programs to be Established... Financial Advisor Firm Cultures... Financial Firm Cultures Evolution... Financial Advisor Firm Cultures... Entrepreneurialism... Accountability... Employee Ownership... Financial Advisor Firm Cultures Future Predictions... Strive to Maintain Entrepreneurialism... Strive to Build Accountability... Evolution of Employee Ownership Models... Financial Advisor Industry Networking Opportunities... Financial Industry Networking Opportunities Evolution... Market Definition... Leading Financial Advisor Industry Networks... Financial Service Industry Newtorking Opportunity... Publications... Trade Groups, Conferences, Designations, & Other Networks... Financial Advisor Industry Networking Opportunities Future Predictions... Shifts to Online Publications... Declining Number of Niche Trade Groups & Conferences The Future of the Advisory Business 4
5 Financial Advisor Winning Tactics Future Predictions Increasing Focus on Client Retention... Increased Utilization of Target Marketing Strategies... Increasingly Sophisticated Sales & Marketing Strategies... Increasing Use of Technology & Outsourcing Strategies... Better Leveraging Staffing & Compensation... Financial Advisor Winning Strategies... Financial Advisor Winning Strategies Evolution Market History... Financial Advisor Winning Strategies Financial Advisor Planning & Documents. Financial Advisor Planning & Documents Evolution... Building a Great Business through Planning & Documents... Financial Advisor Business Plans... Financial Advisor Legal Business Structures & Incorporation Methods... Financial Advisor Operating &/or Partnership Agreements... Financial Advisor Business Registrations... Financial Advisor Professional Liability Insurance (Errors & Omissions Insurance)... Financial Advisor Business Taxes... Financial Advisor Planning & Documents Conclusions... Increasing Use of Financial Advisor Business Plans & Marketing Plans... Evolving Financial Advisor Incorporation Methods... Increasingly Sophisticated Financial Advisor Operating Agreements &/or Partnership Agreements... Increasing Importance of Financial Advisor Errors & Omissions Insurance... Financial Advisor Benchmarking Profitability... Evolution of Financial Advisor Benchmarking Profitability... Market Definition... Leading Financial Advisors... Building a Great Business through Benchmarking... Broker Benchmarking. Bank Broker Benchmarking... Private Banker Benchmarking... Independent Rep Benchmarking.. Fee-Based Financial Advisor Benchmarking.. Life Insurance Agent Benchmarking. Third-Party Administrator Benchmarking. Property & Casualty Insurance Agent Benchmarking Real Estate Agent Benchmarking. Mortgage Broker Benchmarking Tax Professional Benchmarking Trust & Estate Attorney Benchmarking Family Office Benchmarking... Financial Advisor Benchmarking Conclusions The Future of the Advisory Business 5
6 Brokers Most Productive... Fee-Based Financial Advisors Growing the Fastest... Fee-Based Financial Advisors & Independent Reps Best Positioned for Success... Five Best Practices Define Leading Financial Advisor Firms... Determine Clear Target Market... Product & Service Offers to Support Chosen Target Markets... Develop Appropriate Marketing Methodologies... Build Necessary People & Support Infrastructure... Build Necessary People & Support Infrastructure... Financial Advisor Succession Planning, Acquisitions, & the Sale Process... Financial Advisor Succession Planning, Acquisitions, & the Sale Process Evolution... Core Topics... Financial Advisor Succession Planning... Financial Advisor Mergers & Acquisitions... Financial Advisor Sale Process... Financial Advisor for Financial Advisor Succession Planning, Acquisitions, & the Sale Process... Succession Planning to Get More Attention... Number of Mergers & Acquisitions to Increase Substantially... Financial Advisor Winning Strategies Future Predictions Financial Advisor Planning & Documents to Mature... Financial Advisor Benchmarking to Grow in Importance... Financial Advisor Succession Planning to Become More Formalized The Future of the Advisory Business 6
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