Advisor Revelations

When it comes to maintaining a successful RIA business, client experience is everything. That means creating an experience that is convenient, transparent, and personal. A great product is important, but having a great team to support your clients is even more critical. That is why partnering with a firm that is equally committed to client service is essential.

In this episode, DPL's Regional Vice President Jonathan Barth talks with Curtis Parry Jr., Founder and CEO of Unique Wealth. Also a wealth management advisor, Curtis offers world-class investment and wealth management expertise. He works exclusively with retired and upcoming retirees who need guidance and a trusted partner guiding them toward retirement. Curtis and his team at Unique Wealth offer their expertise in providing comprehensive financial planning and organizing clients' financial affairs.

Curtis talks with Jonathan about his strategies for helping retirees mitigate risk in their portfolios and how Unique Wealth's partnership with DPL Financial Partners has enabled him to expand his services and deliver better service to his clients.

Key Takeaways

[01:15] - A look at Curtis' journey to building an independent RIA.

[03:46] - The type of annuity Curtis believes is most beneficial.

[06:17] - Among the most promising candidates for annuities.

[08:46] - How clients use annuities in their financial planning.

[12:20] - How DPL has helped Curtis learn about different annuities.

[15:12] - What makes DPL's product solutions different from others.

[18:44] - Curtis' biggest aha moment after partnering with DPL.

Neither Barclays Bank PLC (“BB PLC”) nor any of its affiliates (collectively, “Barclays”) is the issuer of the fixed index annuity (the “Product”) and Barclays has no responsibilities, obligations or duties to purchasers of the Product. The Avantis Barclays Volatility Control Index (the “Index”), including as applicable any component indices that form part of the Index, is a trademark owned by Barclays. Barclays’ only relationship with the Issuer in respect of the Index is the licensing of the Index, which is administered, compiled and published by BB PLC in its role as the index sponsor (the “Index Sponsor”) without regard to the Issuer or the Product or purchasers of the Product. The Product is not sponsored, endorsed, sold or promoted by Barclays and Barclays makes no representation regarding the suitability of the Product or use of the Index or any data included therein. Barclays shall not be liable in any way to the Issuer, purchasers or to other third parties in respect of the use or accuracy of the Index or any data included therein.

The Avantis U.S. Quality Large Cap Index and the proprietary data related thereto (the “Avantis Index”) are the property of American Century Investment Management, Inc. (“American Century”) and are used under license by Barclays Bank PLC. Neither American Century nor any of its affiliates makes any representation, warranty or assurance, express or implied regarding the Avantis Index, the advisability of purchasing securities generally or the Product particularly or the ability of the Avantis Index to track general market performance or provide positive investment returns.

Neither American Century nor its affiliates are under any obligation or liability in connection with the Product. Inclusion of a security within the Avantis Index is not a recommendation by American Century or its affiliates to buy, sell, or hold such security, nor is it considered to be investment advice. American Century does not guarantee the accuracy and/or the completeness of the Avantis Index and American Century is not and shall not be subject to any damages or liability, direct or indirect, consequential or punitive for any errors, omissions, or delays in or related to the Index.

This material has been prepared for educational purposes only. It is not intended to provide, and should not be relied upon for, investment, accounting, legal or tax advice.

Market volatility can be scary for clients. A turbulent market can make it difficult for even the most seasoned investors to stay calm and not worry about the future of their portfolio returns. Since helping clients cope with market volatility is a vital part of financial services, how can advisors provide clients with peace of mind to make rational investment decisions and stay the course of their plan?

In this episode, DPL Consultant Scott Spurlock joins Willie Jones for a new segment of Advisor Revelations. Having the expertise and passion for helping firms grow while delivering the best outcome for clients, Scott and Willie talk about how to evaluate new solutions, address current challenges, and develop growth strategies in financial services. They also speak about the risk factors that can creep into a client's portfolio and how clients can have peace of mind, especially in uncertain and volatile markets.

Key Takeaways

•[01:38] - Why letting money sit in banks isn't a good idea.

•[02:55] - How investors are looking for better ways to allocate assets.

•[06:06] - Advisors' perspective on building fixed index annuities into clients' plans.

•[09:36] - How clients and advisors can overcome their fear of future portfolio returns.

•[11:21] - How to help clients cope with market volatility.

This new segment, A Day at DPL, now part of the Advisor Revelations podcast, is a thought leadership and education-based interview with DPL's founder and CEO, David Lau, and a special guest. You'll hear from industry leaders, academics, CEO's, and other finance professionals focused on helping RIAs get to the next level in their business.

In this interview, Founder and President of MarketCounsel, Brian Hamburger, and DPL's Founder and CEO, David Lau, discuss best-practices during the height of the pandemic and post-pandemic, ways to remain a leader in the industry, and current trends for Breakaway firms.

The pressure is always on financial services firms to do more to create the best outcomes for clients. That means earning the highest risk-adjusted return possible, given their individual goals and objectives.

DPL Consultant Bryce Thweatt joins Tim Rembowski for another segment of the Advisor Revelations. Before DPL, Bryce was an Account Manager for commercial and personal lines at a national insurance carrier. His drive for better client-driven outcomes brought him to DPL. Bryce is committed to ensuring RIA's can implement and utilize commission-free insurance to achieve the best outcomes for their client.

Bryce talks with Tim about the new solutions for growing AUM, the current challenges in the market, and strategies to help advisors grow their firm and create the best outcomes for clients.

Key Takeaways

[00:45] - What most advisors have to say about the current market.

[02:09] - How advisors can potentially replenish assets under management.

[05:22] - Using liquid index protect 5 to retain clients.

[07:31] - How advisors use cash or CDs to recoup some AUM.

[10:14] - Bryce’s advice to advisors who think they don’t have any clients with annuities.

[12:40] - How advisors are using the 1035 concept to differentiate themselves.

[14:21] - A fixed index strategy for diversifying portfolios.

[15:38] - What DPL can do to help advisors with their practice.

Times are changing and gone are the days when investment-only solutions are the default option for clients nearing retirement. However, because investments have long been the primary focus, many advisors fail to recognize clients who aren’t strong candidates for the plan. Without proper assessment, even clients who seem on board with an all-investment approach can disregard everything at the first hint of market volatility.

That’s why Wade Pfau developed the Retirement Income Style Awareness (RISA) assessment, a questionnaire designed to understand a client’s preferences when it comes to retirement strategies. Shannon Stone of Griffin Black has seen first-hand how the RISA has elevated her initial client conversations, spared her time and energy by eliminating non-viable options from the start, and even differentiated her services for prospective clients.

In this episode, DPL’s Ross McGoodwin talks with Wade and Shannon about developing the RISA, why psychological assessment is an essential first step, how the RISA has transformed Shannon’s approach to retirement income planning, and why the assessment helps both spouses have an equal voice at the retirement table.

Key Takeaways

[01:06] - A brief intro to Wade’s new tool and how Shannon’s implemented RISA into her advisory practice.

[02:37] - Why Wade developed the RISA.

[06:16] - Who pushes back against the RISA and why.

[09:15] - Why Wade chose DPL as a partner.

[13:11] - How Shannon previously approached retirement income planning and how the RISA has transformed those conversations.

[16:35] - How the RISA helps Shannon differentiate her services to prospective clients.

[19:50] - How Shannon puts the RISA results into actionable next steps.

[27:15] - Why the RISA allows both spouses a voice in the retirement conversation.

[29:52] - When clients should be exposed to the RISA.

[32:50] - When the RISA will be more available for advisors.

Most advisors offer financial and estate planning services in today’s marketplace. With an ever-expanding list of holistic planners, it’s difficult to differentiate your firm from a list of competitors. Sharing Commission-Free insurance and annuities and addressing clients’ existing annuities head-on is a simple way to add instant value.

In this episode, DPL’s Tim Rembowski talks with DPL consultant Jake Markowitz about using Commission-Free annuities to differentiate your services, modeling these solutions for your clients to show how your solution compares to their existing insurance, and adding annuities to your marketing pitches without turning off prospective and existing clients.

Key Takeaways

[01:59] - Why DPL prevents advisors from losing assets and losing clients.

[04:17] - Why weeding out the competition is so important.

[07:36] - How to differentiate yourself in the annuity space.

[10:12] - How to speak to clients at traditional brokerage firms about why the commission-free model is their best bet.

[11:27] - Why addressing annuity solutions differentiates your firm.

[13:53] - How to market yourself using commission-free annuities.

[16:57] - Why marketing annuity solutions won’t turn off existing and prospective clients.

As people live longer and face the possibility of outliving their retirement savings, annuities have become an increasingly popular option for people looking for a way to secure their financial future.

In this episode, DPL's Tim Rembowski talks with Shannon Stone, the Lead Wealth Advisor at Griffin Black. Shannon is the newest member of the Griffin Black advisory team. Having worked for wirehouse and municipal bonds firms, Shannon brings years of experience to her new position.

Shannon talks with Tim about the misconceptions around annuities and insurance, how she overcame them, and how she successfully implemented these investment strategies.

Key Takeaways

[00:54] - What Shannon thinks about annuities.

[02:40] - What made Shannon change her mind about annuities.

[08:40] - How Griffin Black learned that guaranteed income isn't just about performance.

[10:50] - What a conversation looks like between a client with and without an annuity.

[14:45] - Why annuities are a great addition to a portfolio.

[16:52] - How Shannon responds to clients' misconceptions about annuities.

Inflation is on everyone’s mind right now. It’s what clients are worried about and what advisors are struggling to plan for. Plus, as life expectancy increases, advisors are developing longer retirement plans more heavily impacted by inflation. Luckily, for most every problem, there’s a possible annuity solution. 

While many retirees and financial advisors still have the misconception that annuity income is flat, there’s a dynamic new breed of annuities with built-in adjustments designed to combat inevitable inflation. DPL Consultant Kameron McRay works with advisors to model such annuities and help relieve them of those inflationary anxieties. 

Key Takeaways

[02:21] - How clients can offset inflation.

[04:47] - How advisors react to annuities with increasing income options.

[06:04] - How Kameron walks advisors through different annuity models.

[08:48] - What options clients and advisors have for more guaranteed outcomes.

[11:11] - Why incorporating any type of guaranteed income helps clients take on additional equity exposure.

[15:49] - What annuities improve that most advisors don’t anticipate.

[17:06] - A recap of today’s conversation.

Annuities have long gotten a bad rap. But Commission-Free annuities can offer exactly what many retirees are looking for, reliable income. How can advisors use tools and technology to help clients overcome their fears about annuities and show them that annuities can address their anxieties about retirement?

In this episode, DPL’s Tim Rembowski speaks with DPL Consultant Kameron McRay about using annuities to provide clients with reliable income and how advisors can utilize tools to make having a conversation about annuities easier.

Key Takeaways

[05:10] - The big cost of waiting.

[06:40] - What types of clients can benefit from annuities.

[08:00] - Tools advisors can use to make client conversations easier.

[11:45] - The DPL process.

[18:00] - The #1 challenge for clients as they move into retirement.

[20:00] - Using commission-free annuities to attract new clients and additional assets.

[22:18] - Advisor feedback on discussing annuities with clients.