Articles in "2016 March":

Upsets and Unpredictability: Are We Talking About March Madness or the Investing Game?

  Bill McManus     Wed Mar 30 14:30:00 EDT 2016 

Basketball Tournament Bracket and ball

The NCAA college basketball championship tournament—March Madness—is one of my favorite sporting events of the year. The raw emotion that each game evokes is unparalleled as sixty-eight teams hit the hardwood, fighting for their dream to be the one team that emerges as the national champion in the end. The jubilation and simultaneous agony at the end of each 40 minute contest is palpable to any viewer just by looking at the faces of the players on each team. That emotion easily transfers over to us as fans as we each have some type of interest in each match-up, whether we are rooting on our alma maters or favorite teams, or are just hoping to beat our co-workers and friends in a bracket contest.

Women, Planning and Achieving

  Stephen Parnell     Mon Mar 28 09:45:00 EDT 2016 

Friendly smile of a beautiful businesswoman

My colleagues recently hosted a webinar called “Women Investors: The $22 Trillion Opportunity,” which brought to light a number of significant statistics with regards to women investors. The webinar revealed that women investors represent a substantial opportunity for financial advisors—not only do women currently control 51% of personal U.S. wealth (which amounts to $14 trillion)1, but that they will also inherit $42 - $110 trillion over the next 30 years.2 Moreover, it is expected that by 2020—just four years from now—women will control $22 trillion of personal U.S. wealth.3 This data, compounded by the trend that women generally outlive men, shows that financial advisors should be paying close attention to women clients, and finding ways to relate to and retain them.

How to Court Affluent Investors

  John Diehl     Mon Mar 14 12:30:00 EDT 2016 

Business Lunch

Recent research that The Oechsli Institute performed (in collaboration with Hartford Funds) suggested that few financial advisors understand how to attract affluent investors. According to this research, in 2015, only 3.5 percent of financial advisors were bringing in 10 or more million-dollar clients, and only 2.9 percent were bringing in clients with $500,000 - $1M of investable assets1. The implications of this data are twofold: first, since so few advisors are active in the affluent investor space, there is very little competition and therefore significant opportunity; and second, financial advisors could use some tips on how to acquire more affluent investors.

Another piece of valuable information that came from the Oechsli research is that 93 percent of affluent investors chose their financial advisor through relationship marketing.2 This statistic reminds us once again of the importance of relationship building in the investor-advisor relationship—not only might a strong rapport enable advisors to better help their clients, but it might also help advisors earn their clients’ referrals.