As an In-House Tax Strategist for a “Wealth Management” office, I had the unique perspective of watching and observing the gyrations a wealth advisory team will go through in order to “land a client”. My job, of course, was to bring value added services to the existing and potential clientele. Well, not exactly. I had the mindset of that purpose but in truth, it was just one more way for the “financial advisor” to get in front of another new prospect. In fact, that one purpose “get in front of another prospect” was the driving force in every decision. Think about it this way. A Financial Advisory Firm will make tens of thousands of dollars for each new client “they land” versus a few hundred dollars more for doing a better job with their existing clientele. You see, depending on how a financial advisory firm is built, will dictate what is most important to them and how it will greatly affect you as the client. This is one of the many reasons why Congress passed the new DOL fiduciary law this past spring, but more about that in a latter article.
When a financial advisory firm concentrates all of their resources in prospecting, I can assure you that the advice you are receiving is not entirely to your benefit. Running a successful wealth management office takes a lot of money, especially one that has to prospect. Seminars, workshops, mailers, advertising along with support staff, rent and the latest sales training can cost any size firm hundreds of thousands of dollars. So, as you are sitting across the glossy conference table from your advisor, just know that they are thinking of the dollar amount they need from the procurement of your assets and they will be allocating that into their own budget. Maybe that’s why they get a little ‘huffy’ when you let them know “you have to think about it”?
Focusing on closing the sale instead of allowing for a natural progression would be like running a doctor’s office where they spend all of their resources how to bring in prospective patients; how to show potential patients just how wonderful they are; and the best way for the doctor’s office staff to close the deal. Can you imagine it? I bet there would be less of wait! Oh, I can just smell the freshly baked muffins, hear the sound of the Keurig in the corner and grabbing a cold beverage out of the refrigerator. Fortunately or unfortunately, we don’t experience that when we walk into a doctor’s office. In fact, it’s quite the opposite. The wait is long, the room is just above uncomfortable and a friendly staff is not the norm. That is because Health Care Providers spend all of their time and resources into knowing how to take care of you as you are walking out the door instead of in it.
As you are searching for financial advice, there are a hundred things to think about when growing and protecting your wealth, especially risk. There are risks in getting the wrong advice, there are risks in getting the right advice but not asking enough of the right questions, but most importantly, there are risks of not knowing the true measure of wealth management. The most common overlooked risk is not understanding the net return on the cost of receiving good financial advice. Some financial advisors believe that if they have a nice office with a pleasant staff and a working coffee maker they are providing great value to their clients. Those same financial advisors also spend their resources of time and money to put their prospective clients through the ‘pain funnel’ to create the sense of urgency that they must act now while preaching building wealth takes time. In order to minimize the risk of bad advice is to quantify in real terms. One of the ways to know if you are receiving value for your financial advice is to measure your return backwards.
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