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Advisors need to be able to help their clients meet not just their short-term goals, but also their long-term wealth management goals, and that means building strong relationships with clients and having a clear understanding of their needs and priorities. Today’s guest has built a successful practice doing just that.
Daryn Form has built a successful financial advisory business over the past 20 years. In 1999, he earned the Certified Financial Planner™ professional designation. In 2011, he earned the Canadian Investment Manager (CIM™) offered by the Canadian Securities Institute; this professional designation is required to be licensed as a discretionary portfolio manager in Canada. Daryn uses a scientific process-driven approach to investing—along with his breadth of experience and knowledge in wealth management and advanced financial planning—to help his clients achieve their financial goals.
Topics Discussed in This Episode:
Links and Resources:
Assante First Avenue
Quotes From the Show:
“In some ways the business has changed dramatically, in some ways it hasn't changed at all - this is still a relationship-oriented business.“
“The majority of our new clients come from our overwhelming effort to do terrific work for people, such that they want to tell other people about it.”
“Their problem is unique to them, but it’s not unique to others, which means it wasn’t unique to us.”
With over two decades of industry experience, Daryn’s expertise stemming from building his own successful practice is useful to advisors of all different levels. Today, he is sharing his experience and wisdom with us.
Below, we’re sharing three key ideas from the episode:
To listen to the full episode, find us on iTunes or Stitcher, or click the link at the top of the page.
Many advisors build a clientele that is niche-oriented, allowing them to serve people on a deeper level than they could if operating in a diverse market. Daryn’s niche is owner-managed enterprises. Operating in Saskatoon, his client base is typically made up of business owners across the different industries in the area such as manufacturing, mining, construction, and more.
This commonality amongst the client base of his practice has its benefits. The majority of these business owners come in seeking help with similar financial planning problems, allowing Daryn and his team to know what the future solutions look like early on in their relationship. This has allowed the practice to build a proven suite of services that can be reused over and over again, making the work they do more efficient and therefore, more impactful.
When it comes to acquiring new clients, Daryn’s firm is a relationship-oriented business. Most of his clients come from referrals, something that he attributes to consistent hard work and delivery for his existing client base.
While he doesn’t put emphasis on manufacturing referrals, he does point out that it is important to let your clients know when you’re taking on new business, along with the types of clients you wish to serve, so that they are given a nudge to refer their friends and family members. From there, your previous dedication will lead to successful client acquisition.
To serve his clients, there is not one process that fits every situation. Typically, Daryn and his team begin by getting to know the client and their needs in a comprehensive way - Who are they? Why did they start the business? What are the biggest challenges they need help solving through wealth management?
From there, Daryn’s firm steps in with suggestions of how they can fix the headaches the client is facing, using a solutions-based approach early on. He points out that taking several meetings upfront with a client is worthwhile in an industry where it could turn into a relationship spanning decades.
Hint: If you want to learn more about the operations at Daryn’s firm, check out the investor resources on their website for articles and videos covering different aspects of investing.
For Daryn, running his own business is something that excites him, making it easy for him to be excited about working with other business owners. This is the key to building a successful financial advisory practice that is a good fit for you: finding out who you will be happy serving in the long run.
Instead of focusing on the net worth of clients you wish to attract, or going down a path that you think you are expected to follow, Daryn suggests spending time and energy to build a business that feeds your sense of personal fulfillment, setting you up for long term, sustainable success.
When it comes to the number of clients a firm should serve, Daryn says that you can find success at any number of clients as long as you establish a process that makes sense for all parties involved. Whether you have 3 clients or over 100, setting up a service model that aligns the needs of the clients with the needs of the advisor, as well as setting up a revenue model that allows the advisor to be properly compensated, is the best path.
Hint: Interested to hear more from about approaching financial advising from the lens of being a business owner? Check out Episode 41 with Dustin Serviss, where we discuss how owning his own business helps him advise his clients.
For those wishing to break into the financial planning industry, Daryn suggests utilizing the community of advisors around you. Take time to research firms that align with your value set and that serve communities that interest you, and look for mentorship opportunities within them.
Similar to the legal or accounting world, the structure of the industry has shifted to people coming in as associates and working their way up at firms through hard work. Daryn suggests volunteering your services at different firms to find the best fit, and then making yourself a useful component at that firm, positioning yourself for upward mobility.
To hear more from Daryn about the compensation model at his firm, what he attributes his success to, and his opinions on financial planning technology, check out the full interview. Listen with the link at the top of the page, or subscribe on iTunes or Stitcher to make sure you never miss an episode.
Financial advising isn’t just about what an individual should do with their money while they’re still alive. It’s also about their family and what happens to wealth after an individual passes away. Wills, estate planning, powers of attorney, and healthcare directives are all important things that a financial advisor’s clients should be thinking about, and that means that financial advisors need to think about them as well.
Today’s guest is Tom Deans. Tom is a professional speaker and the author of two best-selling books that deal with the intergenerational transition of family wealth: Every Family’s Business and Willing Wisdom. Listen to the episode to hear what Tom has to say about why there’s an estate planning gap, how advisors can fill that gap, and what kind of effect the COVID-19 crisis has had on the subject of estate planning.
For a free software trial: [email protected]
Call Tom: (519) 938-2069
Willing Wisdom
“Estate planning isn’t just about answering the question ‘Who gets my stuff when I’m dead?’ There’s a whole part of estate planning that’s very much about the living.”
“A will is like an MRI for a doctor - the will and a conversation about a will reveals everything.”
“Wealth has always been about family and family relationships.”
Tom provides a unique perspective from outside of the traditional financial planning industry at how advisors can grow into an untraditional niche. His many successes in publicizing the issues facing intergenerational wealth position him to provide insight to all advisors on how they can grow their business by opening discussions on estate planning with their clients.
Below, we will be discussing three key ideas from today’s episode:
To listen to the full episode, use the audio player at the top of this page, or find us on iTunes or Stitcher.
In Canada today, many advisors are seeing more and more clients that are a part of the first generation in their family that faces dying before they can spend all of the money they have earned. As people accumulate wealth that has the potential to be intergenerational, one problem stands out amongst the rest: 12.5 million Canadians do not have legal wills as a part of their estate plan.
It isn’t just low-income Canadians who are missing this key component of their financial plan; high net-worth individuals are coming up short too, putting their family’s wellbeing at risk once they pass away. If a person dies without a will, their province will use a unique formula to distribute their assets to their surviving relatives. Even if the family wishes to divide the property according to provincial law – which is rarely the case, having a will in place will reduce delays and expenses. If not having a will has such a negative impact on the ones closest to them, why do so many people not have one?
There are a few different reasons Tom provides to answer this question. The first is that many estate planning professionals have abandoned the practice of writing wills for more lucrative alternatives. With DIY will writing kits becoming more popular and more affordable, many lawyers have abandoned will writing for estate litigation.
Not only is it harder and harder to find a will writing professional, but many people have superstitions around writing a will, finding the topic too morbid to discuss. With several first-generation clients not seeing their parents set an example by writing a will, it is left off of their list of priorities as well.
For financial advisors, this leaves a corner of the market wide open for them. With nearly a third of Canadians not having a will, and the majority of people who do having less than perfect ones, financial planners are set up to take advantage of the market. As Tom puts it, “What is a more valuable role for an advisor to add value to a client relationship in than an area that every other professional has largely walked away from?”
Hint: Interested in learning more about intergenerational wealth transfers? Check out Episode 47 with Cindy Radu, where we discuss how to increase the odds of successfully transitioning wealth.
If you are a financial advisor considering adding estate planning to your services, you may be wondering how to approach it. Tom points to the successes of American and European advisors in the space who have one thing in common: they have positioned themselves to be central to an entire family’s success.
The main way to do this is to organize quarterly or yearly family meetings that cultivate a more formal approach to familial wealth preservation. Many people shy away from having these necessary financial discussions out of the fear of it causing family rifts. When an advisor acts as a facilitator for these discussions, resourcing solutions to the issues brought up and delivering them in these meetings, they become much more than a financial planner. They are set up to become a central part of the family’s financial success for generations to come.
Tom points out that if an advisor is not offering this service, it is highly likely that their competitors are. In many cases, older clients are not as concerned with the amount of money an advisor has generated for them as they are knowing how they will be taken care of as they age. Offering this service could mean the difference between a client choosing your firm over your competition’s.
The other main piece of advice Tom offers advisors is to make sure they have their own will locked down. If a financial planner does not have a will of their own, how can they successfully advise their clients on how to structure one? Tom suggests going over your own will and taking note of the questions that come up naturally for you. Who will care for you if you become incapacitated? How will your assets be divided amongst your children once you die? These are the same questions you can assist your clients with to form a long-term relationship.
Tom’s estate planning software, The Willing Wisdom Index, gives advisors the unique opportunity to simultaneously get automated data about an individual’s existing estate plan and to use it as a sales tool to lock down a potential client.
The software works by creating an email that a financial planner can send out to a potential client or post on their social media channels. The prospect will then complete the questionnaire attached to the email, which will populate a robust report on the state of their estate plan. The report includes a general score out of 100, information on how their estate plan measures up to their peers, and a list of key areas they need to improve on.
With this report, advisors have their foot in the door to suggest their assistance in closing the gaps in a person’s estate plan. By opening up a conversation about the topic using this software, the advisors are able to capitalize on this market that has been left open by other professionals.
Hint: Interested in this software? Email Tom at [email protected] for a free demo and to get more information.
To learn more about how Tom got into the industry, how his books gained popularity, and the trends he sees emerging from the current pandemic, listen to the full episode. You can check it out at the top of the page, or subscribe on iTunes or Stitcher to ensure you never miss an episode.
Is it possible to make investments and get good returns while investing in assets that reflect your values? Today’s guest says that it is. Tim Nash is the founder of Good Investing, an investment planning firm with a focus on sustainable investing.
Tim's blog The Sustainable Economist has inspired thousands of Canadians to invest according to their values with model portfolios to reflect different definitions of sustainable investing. Tim writes a bi-weekly column for The Toronto Star and is regularly featured in publications such as CBC’s The National, BNN Bloomberg’s Market Call, and the Globe and Mail. Listen to the episode to hear what Tim has to say about what’s involved in sustainable investing, what kinds of returns can be expected from those investments, and how Tim approaches helping his clients invest in a way that reflects their values.
Good Investing
The Sustainable Economist
“The number one indicator that is most correlated to financial outperformance is gender diversity on the Board of Directors."
“You don’t need to sacrifice financial performance. You can do at least just as well, and most socially responsible funds have outperformed by a little bit.”
“I very much believe in price discrimination- that some people can afford a higher price, and some people can afford a lower price.”
From his unique business approach to his success in the sustainable investing niche, Tim Nash offers insights backed by years operating in the industry. Advisors at any career stage can benefit from learning from his expertise, along with hearing about the potential performance implications of cultivating a sustainable client portfolio.
Below, we will be discussing three key ideas from today’s episode:
To listen to the full episode, find us on iTunes or Stitcher, or listen with the link at the top of this page.
To discuss the core of Tim’s business, we must first establish what sustainable investing really is. He breaks it down into two different groups: “Doing less evil” and “Doing more good”.
The most common route to socially responsible investing (SRI) that Tim’s clients take is what he refers to as the “doing less evil” route. This style of investing still uses a typical approach: you are investing in large companies with the goal of getting market-rate returns. However, the companies that the client is investing in are vetted according to their values in order to get rid of the least sustainable companies, making sure that their money is being invested using a value-based system.
The beginning of this model relied heavily on negative screening, which focused on excluding specific industries that the client did not want to invest in. A common example of this is a client not wanting to invest in any fossil fuel company.
The model evolved further into relying on ESG analysis, which stands for environmental, social, and government research and analysis. This model evaluates companies based on those key factors to determine if they are acceptable for inclusion in a sustainable investing portfolio.
For example, if a company contributes to pollution with the way they create their products or has a large carbon emission problem, they would fail the environmental analysis. If a company has poor labor standards or lacks diversity on its board of directors, it would not be up to par on its social analysis. If the company spends a lot on political lobbying, it may not qualify for sustainable investing due to the government analysis.
Combining ESG analysis with participation such as shareholder engagement including voting on shares to push the companies toward more sustainable initiatives is what makes up the “doing less evil” model today.
For those that are extremely committed to sustainable investing, they may opt for the “doing more good” model. This is based less on the traditional goals of financial returns, and more on the intention of investing for the greater good.
Also referred to as impact investing, this model typically contributes to the private side, relying on things such as microfinance, green bonds, community bonds, etc. The investments are usually hyperlocal, impact-focused, and do not put much emphasis on the individual’s financial gains.
Hint: If you want to learn more about value-based investments, check out Episode 39 with Ryan Fraser, where we discuss his approach to charitable giving.
For potential clients interested in sustainable investing, the main question on their minds is whether or not they would be sacrificing returns in their portfolio by using a socially responsible contribution model. While Tim admits there is no way to predict the future with complete certainty, over the past ten years companies who have good ESG have outperformed those who don’t.
Tim’s clients have experienced high returns on their investments, largely due to major players with poor ESG falling out of popularity in the last 5 years. “My portfolios have done very, very well over the last 5-10 years… a large part of this is due to the fact that we are underweight or zero weight in fossil fuels.”
Even if the energy sector does bounce back causing underperformance, Tim predicts that we will see climate change become more of a common issue, which may favor sustainable investment portfolios. He also notes that since many social funds are overweight in technology and healthcare, they are set up for success in the post-COVID world.
Although there is no definitive answer to how the space will shape up in the future as sustainable investing becomes more and more mainstream, Tim’s clients typically do not have to sacrifice any returns at all, and oftentimes they can expect to slightly outperform traditional portfolios.
Hint: Want to hear more from Tim on the debate around sustainable investment returns? Check out his appearance on Ben Felix’s podcast, where they discuss the economic impacts of SRI in detail.
Tim’s investment planning and coaching business is designed to allow him to serve all Canadians, no matter how large of an investment they can make. He does this with his in-depth investment coaching and education plan, as well as charging an hourly fee based on a sliding scale.
At Tim’s practice, the goal is to educate a client to the point that they are comfortable investing on their own, setting them up for long-term independence and success. The first step is to teach his clients about the space, walking them through the complexities of financial planning so that they are confident in making decisions for their own portfolio.
Next, he works with them to determine where they are on the spectrum of sustainable investing - whether they want to “do less evil” or “do more good”. Once that is established, he coaches them through their options in the sustainable space, explaining the tradeoffs in the industry and empowering them to choose an approach that fits them best.
In the end, they have built their own portfolio based on the values they find most important, and Tim walks them through their first time investing. This unique approach is designed to alleviate the anxiety and fear around first time investing, allowing his clients to have long-term results thanks to him equipping them with confidence to make their own future investment decisions.
In order to ensure that no one is unable to work with him due to cost, he created a pay scale that charges an hourly rate that is based on how much money the client has to invest. This way, he is able to serve clients who would normally have to make these decisions on their own, while still allowing him to profit off of his expertise.
Listen to the full episode to hear about how Tim got into the sustainable investment niche, how he is expanding his business, and the biggest obstacles he has overcome while running his own practice. You can check out the episode at the top of this page, or subscribe on iTunes or Stitcher to make sure you never miss an episode.
Sometimes, you may encounter an idea or opportunity that hasn’t yet been adopted by the mainstream, but you just know that it makes sense. Having the vision to know when something makes sense for your practice or your clients even though it isn’t yet mainstream in your field is a quality that can separate the average advisors from the exceptional ones. Today’s guest – an early adopter of ETFs – has insights to share about the importance of knowing when to swim against the tide.
Keith Matthews is a Partner and Portfolio Manager at Tulett, Matthews & Associates. He has an MBA from the Richard Ivey School of Business and is a Chartered Investment Manager. For close to 25 years, Keith has been working with his clients to deliver leading-edge wealth management strategies to help his clients reach their long-term goals. Listen to the episode to hear Keith talk about why he decided to become an advisor, what attracted Keith to ETFs in the early days, and how clients respond to Keith’s book, The Empowered Investor.
Topics Discussed in This Episode:
Tulett, Matthews & Associates
The Empowered Investor
“All of the early advisors that were doing this knew it made sense, knew it was the right thing, knew it was very friendly for clients.”
“The idea of at least understanding tax sensitivities is huge for an advisor, and it’s a huge value-add for clients.”
“If a client buys into all the following things and wants to have the sort of comprehensive approach that we’re dealing with, wants to be engaged, is serious, wants to see themselves reach their goals, and subscribes to the investment approach, then I think we’ve got a really nice connection.”
With an expansive career in the industry, Keith has become an expert on ETFs and passively managed strategies. His knowledge and experience can help you evaluate your processes, no matter what career stage you are in.
Below, we’re discussing three key ideas from today’s episode:
To listen to the full episode, use the link at the top of this page, or find us on iTunes or Stitcher.
When Keith began his career in the financial services industry, he worked in a bond trading position at the institutional level. As he began to understand the way financial performance was being measured, he realized that there were a lot of institutional firms that were not performing at the level they boasted.
It is then when he started thinking about serving individual investors by delivering wealth management services and building portfolios using asset allocation strategies and attaching those strategies to underlying ETFs. When Keith began this practice in the 1990s, he was swimming against the tide- going against other firms marketing different approaches as the “secret” to successful long-term investing.
Keith continued pursuing this new approach because it made sense for both the advisor and the client. The business model allowed the advisors to have the time to focus on the things that their clients cared about the most: Do I have enough money to retire? How can I optimize my taxes? Are we on track to meet our financial goals?
By pioneering a model that put client needs first, he was able to build a successful practice and implement an approach that has since grown in popularity.
Hint: Want to learn more? Check out Keith’s book, The Empowered Investor, which outlines 8 key investing principles in a way that anyone can understand.
When it comes to serving clients, Keith starts the relationship with a strong onboarding process that allows the advisors and the clients to get to know one another.
They begin with a discovery meeting, which can last up to an hour and a half, where there is no presenting from the firm - only listening to what the clients have to say. They learn who the clients are, what their goals are, and what they wish to accomplish by working with a wealth planning team. At the end of the meeting, they do a deep dive into the client’s financials to understand where they’re at at.
If both parties feel like the fit is good, then they move on to a proposal meeting, in which Keith and his team inform the prospective client on how the firm operates and what investment approaches they take.
As a result of this comprehensive process, Keith is able to work with clients that are serious about the process and that want to be engaged in it. An educated client will get more out of financial planning services because of their level of involvement, their accurate understanding of expected returns, and the trust that is built with their financial advisor.
Hint: Interested in learning more about the importance of client education? Check out Episode 54 with Sasha Djurdjevic, where we discuss how he approaches educating his clients.
After 25 years in the industry, Keith has one key piece of advice for aspiring financial advisors: to find the services that you love and put a lot of energy into those strategies. The more passionate you are about the way you are investing, the more likely it is that you will find success with clients.
For young advisors fresh out of college, Keith recommends joining a firm and finding a philosophy that you identify with. There are many opportunities at firms for those that work hard, and they are a good place to begin your career.
For more seasoned adults looking for a career change, whether they take an entrepreneurial route or join an existing team, as long as they find an approach that fits and put client needs first, they will be set up for success.
Listen to the full episode to hear how Keith utilizes financial planning software at his practice, and how his clients and colleagues have responded to his book. You can listen to the episode at the top of this page, or you can subscribe on iTunes or Stitcher to make sure you never miss an episode.
People in different fields and with different types of learning styles think about finances in different ways. There is more than one right way to talk about finances and financial planning – the trick is finding the language that works for you and the language that can best speak to your segment of clients. And that’s what today’s guest is here to talk about.
Chris Enns is not just a financial planner – he’s also an opera singer. Over the last 10 years as a performing artist, he’s learned the hard way that ignoring money doesn’t really work. That’s why he founded Rags to Reasonable - an advice-only financial planning & money coaching firm that specializes in working with creatives and people with other non-traditional financial situations. Listen to today’s conversation to hear what Chris has to say about non-traditional financial planning, Chris’s biggest challenges and successes, and what it’s like to speak a different kind of financial language.
Rags to Reasonable
“The truth is, the things that make people great artists, and really good at their craft, are the exact things that are going to make them good at their finances.”
“I think that one of the things we need to think about more in the financial space is that the answer cannot be that we talk about money in one way.”
“I have never had a real job in my life – I’ve worked for myself my entire life.”
Chris is using his performative background to portray a new type of story - a story of financial success for his clients. By helping his fellow artists rethink their ability to handle money, he has found success in the niche he has created to help those with unique financial situations. His experience in growing his advisory practice teaches businesses both young and old that customizing a client’s experience and solidifying a client/planner relationship is the key to maintaining success.
Below, we’re sharing three key ideas from this episode:
To listen to the rest of the episode, click the link at the top of this post, or find us on iTunes or Stitcher.
Before Chris became a professional advisor, he saw the need in the arts community for a specialized approach to financial planning. When he transitioned into running his fully online financial advisory practice, he wanted to meet the demand he saw during his own arts career. It was natural that his client base would be made up of sole proprietors and small businesses, almost all of whom had variable income.
Clients with variable income often struggle with common financial questions like how to save money, pay off debt, or plan for retirement when their cash flow is so irregular. They are also often younger and less versed in the financial planning world than other advisory clients, making it important for Chris to listen carefully to their background before jumping in with a plan.
His solution? To build a plan that can transition into a lifelong technique, knowing that not everyone can fit into the same system.
The first step Chris takes with a new client is to get to know them and make sure that his services are a perfect fit. If not, he takes the time to send them in a direction that will help their financial needs. If he feels he can provide value to the prospective client, he creates a custom proposal based on their exact needs. This ensures that each unique financial situation is taken care of in the way that best fits their situation, rather than forcing a general approach on them.
When Chris is coaching clients with variable incomes, he uses their time together to craft a set of steps that can be worked over and over again, allowing the result to become more than a one time financial plan. As he says, “It’s more teaching the person to fish, rather than handing them a basket of fish.”
Hint: It may seem like a lot of extra work to start from the ground up for each client rather than use a standardized system. Try creating a customized quoting system like Chris uses to make sure that your extra effort is reflected in what you are paid.
Even though Chris’s practice is relatively new, he has been very successful at producing early growth. He attributes his success to two key components: mentorship and financial independence.
Since Chris had an untraditional pathway into the business, having mentors allowed him to see what his own path could look like in the field. Especially for young businesses starting their practice, he recommends finding experienced planners to learn from, which will help them wrap their minds around the complexities of the industry.
Hint: Want to learn more from some of Chris’s mentors? Check out Episode 9 with Julia Chung and Sandi Martin from Spring Financial Planning.
The second thing that helped Chris through his early years in financial advising was his ability to not rush to monetize his business. He dipped his toe into the field by writing a blog, which eventually led him to further opportunities to expand and create the business he runs today.
Because it was his side gig and he was fully supporting himself with his operatic career, he did not have to take on non-ideal clients. This has helped him continue to work with the people that are the best fit for his practice, as the more ideal clients he works with, the more ideal clients he gets referred to him.
One of the biggest challenges Chris is facing right now is pivoting his practice to be more accessible during the pandemic. With many of his clients facing an extended time period of not being able to find work in their native fields, he is having to solve new financial problems. Even with emergency funds, many of his arts industry clients will be forced to take on different jobs to make ends meet.
The new opportunity that Chris sees is making his services more affordable, so that he can continue to work with his clients. He is working to create different ways to serve them, whether that be through shorter sessions, a smaller budget, or through his free office hours offered on his website.
While this is allowing Chris to help his clientele when they need it the most, it is also a good business move. By taking the time to continue to build relationships even when there is no profit to be made, his investment into people will create more business when their financial lives are back to normal. Chris anticipates that once we are on the other side of this crisis, the demand for financial planning will be larger than ever.
To learn more about Chris’s unique journey to the industry, how he uses workshops to attract new clients, and how he wants to enlist artists to create financial art, listen to the full podcast by hitting the link at the top of this page. Make sure to subscribe on iTunes or Stitcher so that you never miss an episode.
What does it mean to think outside the box when it comes to financial planning? And what do financial advisors need to know about working with clients through turbulent and volatile events, such as the coronavirus pandemic? Today’s episode will explore some of those questions.
Lucas MacMillan has been working in personal finance for 10 years. He is a Certified Financial Planning Professional and graduated from the University of Manitoba with a Bachelor of Science. Lucas manages Camber Private Wealth’s financial planning effort; where all prospects are given a financial plan before investing and all clients receive ongoing financial planning support using Camber’s immersive custom financial dashboards. Lucas also leads Camber’s data science team.
Lucas MacMillan
Camber Private Wealth
“We really wanted to go way outside the box on financial planning.”
“Just getting people a financial plan is a huge win.”
“It isn’t extremely important that you get their financial life 100% accurate the first time you touch them. It’s something that you can massage over time, as you get to know the client.”
Lucas provides a fresh perspective on the future of the financial planning industry. His practice is using technology and data science to change the way their clients interact with their financial plans, creating a unique way to attract and retain clients. Whether you’re a seasoned wealth manager who is comfortable with status quo, or you are building your financial advisory practice and want to employ fresh tactics, you can learn from the innovative ways Lucas approaches his work.
Below, we’re sharing three key ideas from this episode:
To tune in to the rest of the episode, find the podcast on iTunes or Stitcher, or hit the link at the top of this post.
Coming from a background working in a centralized planning division at a larger firm, Lucas was used to communicating with clients via huge stacks of paper packed with information. When he moved on to Camber, his goal was to redefine the way in which he could display the key messages in a financial plan to his clients. His solution was to build custom dashboards for each client, visualizing their personal data and allowing them to access any detail of their financial plan with ease.
Before meeting with a client, Lucas sends them an adaptive questionnaire that allows them to fill out as much or as little information on their financial status as they would like to. From there, his team builds a financial dashboard that houses the information they provided, as well as the financial plan the firm has built for them. Over time, they add more information on every client, making their dashboard more and more robust.
The complete dashboard replaces the need for a lengthy, printed financial plan that makes it difficult to find specific details. His clients are able to see their financial assets on a high level when they just want general figures, or they can dig down into any specific area to get full visibility into their wealth management status.
For example, a client can open their dashboard and check out a summary of their cash flow sources. If they want more information on a specific area of cash flow, they can click through and get details on every aspect, like salary, bonus pay, stock-based compensation, and more.
Camber’s immersive dashboards also include two key sections for client visibility: a “your control” section and an “our control” section. The “your control” section allows clients to visualize the aspects of their financial plan that they can directly control. How much should they save over the next five years? How caught up are they on their RSP contributions? If they follow the steps recommended by their financial planner, how will it affect them in the long run?
The “our control” section allows clients to clearly see the things their financial planner is controlling. Things like asset allocation and diversification are displayed in a way that makes it easy to see the contribution the planner is making to the client’s financial wellbeing, forming a stronger client relationship over time.
Hint: Do you struggle with collecting financial data from your clients? Consider allowing them to provide only the information they can easily access and then make their plan more specific over time. The less they have to do, the more likely they are to convert.
Lucas says the response he has gotten to Camber’s dashboards has been overwhelmingly positive. His clients feel like they are able to participate in important conversations about their financial health because the data is presented in a manageable way. The dashboard is like a custom search engine for each client to be able to quickly access answers to common financial planning questions, allowing them to make more informed financial decisions leading to better long term outcomes.
A key issue Lucas is focused on is the low conversion rate in the financial planning industry. Why are potential clients abandoning the process of developing a financial plan? In the hopes of solving industry problems such as this one, Lucas started a data science division at Camber, which works with students at the University of Calgary to fill in the blanks using survey data.
Reported spending habits from clients are often guesses; no one keeps track of every dollar they spend. To tackle this discrepancy, Lucas’s team uses microdata files containing surveys of large groups of people to estimate spending data based on parameters such as age, income level, gender, family size, and more.
Using these findings, he is able to communicate comparative data to his clients to give them an understanding of how they match up to their peers. Are they spending more money than the average person of their age? Are they spending less money, setting them up for a stronger financial future? This allows people to fully understand their financial status and encourages them to make smart decisions to keep up with the pack.
The importance of client education and continuous marketing during times of financial instability
In the midst of the Corona Virus pandemic, clients want to know how the changes in the market are going to affect them. Lucas has found that his client base has stayed calm during this time of market volatility. He credits this to Camber’s dedication to keeping clients informed with their dashboards.
With stress testing displayed in an easy way, clients are able to visualize their worst-case financial scenarios, helping them to understand that in most cases, they will be okay despite market downturns. Lucas stresses that times like these are not anomalies, but are to be expected when investing. “It’s not a bug in the market, it’s a feature of the market. The market doesn’t always go straight up”.
For financial planners, Lucas sees this time as an opportunity to focus on their marketing efforts. While some people are taking a break from promoting their firms, the practices that focus on marketing will come out of this crisis ahead of their competition. He advises making a push towards digital marketing, setting yourself up for success once this is over.
Hint: Want to learn more about attracting new clients despite the COVID-19 crisis? Check out our episode with best-selling author and marketing expert Allan Dib.
To hear more about Lucas, like why he made the switch from environmental chemistry to asset management and how Camber is overcoming technological challenges, listen to the full episode using the link on the top of this page. Make sure to subscribe on iTunes or Stitcher so that you never miss an episode.
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In theory, everyone wants to constantly be improving their financial planning skills, but what does it mean to put that into practice? Today’s guest is a relatively new financial planner who has already achieved more than many who have been in the industry much longer. He’s here to share his proven methods for improving his craft.
Zak Smith is the Senior Manager of Financial Planning and Wealth Strategies at Sagium, an independent wealth management firm in Calgary. He is a founding member of the newly formed Financial Planning Association of Canada and volunteers his time as a mentor for the Mount Royal University business department as well as with the CPA Financial Literacy Program. His recent successes include being named the 2019 winner of the PlanPlus Canada Financial Planning Awards, and 2nd runner up of the PlanPlus Global Awards program for the Americas region.
Listen in to hear Zak talk about how feedback and competition make him a better financial planner, how he’s helping clients through the recent volatility in the markets, and what it’s like to serve clients as a team.
What You’ll Learn in This Episode:
Links and Resources:
Zak Smith
Sagium
Why Financial Planning Software Doesn’t Make Advisors Faster
Quotes by Zak Smith:
“Whether volatility exists now or in the future, we know it’s going to happen.”
“I was always cognizant that hey, is there any metric to what we actually do in this industry as far as a standard for what we’re delivering to our clients?”
“Clarity became the utmost piece in developing our plan reports so that it just made the conversation a lot easier with the clients.”
Zak is unique as a guest on this show: he’s only five years into his career as a financial planner, and he doesn’t run his own practice. And yet, he’s built into his career ways to constantly improve himself as a planner. So whether you’re just starting or have been doing this a long time, and whether you run your own firm or not, you can draw from his experience and find ways to build on your skills.
Below, we’re sharing three key ideas from this episode:
For the rest of the episode, find the podcast on iTunes or Stitcher, or hit the link above.
Market volatility has been on all of our minds recently, and financial advisors are at the front lines of questions from clients about what they should do. Do they stay the course? Pull out as quickly as possible? Take advantage of low stock prices?
But Zak has seen fewer questions from clients than he would have expected, and he credits that to the stellar process his firm has when planning for clients. They engage clients in the process right from the beginning and make sure their clients understand that downturns and volatility are just part of the process.
Specifically, they use planning software to actually show clients what kind of volatility can exist in the markets and how it might affect their financial plans — so when clients see it happening in real life, a lot of the fear and confusion just doesn’t happen. Zak makes sure they know what the plan is and how they’ll be looked after no matter what’s happening in the market.
Of course, if clients do have questions, Zak’s team welcomes the conversation. But at no other time has the value of the process been more clear to Zak because he can see firsthand how much comfort their process has provided clients in uncertain times.
Hint: For another perspective to help you guide your clients through a difficult market, listen to How to Measure Client Progress Effectively (Even If Markets Decline) with David Christianson.
Anyone can learn from Zak’s (so far) short but successful career as a financial planner. In particular, he’s been very committed to improving himself as a planner, which has helped him achieve recognition in the field already. But more importantly, it’s made him able to provide a better service to clients.
In 2019, Zak won the PlanPlus Canada Financial Planning Awards and was the second runner up in the Americas region for the global awards.
While the accolade is a major honour, Zak simply entered the competition because he wanted to see metrics and a standard for what he was delivering to clients. He had the sense that his team’s process was excellent, and his clients and colleagues seemed happy, but he wanted a panel of industry experts to look at what he was doing and give him feedback on what he could improve.
Before he entered the competition, he took a few years to evolve the process and plan reports with his team until he felt comfortable asking for that external feedback in the form of the competition.
Zak’s passion for feedback doesn’t only come out in prestigious competitions, though.
It starts in his office, where he and his team do the planning for all of the firm’s clients, whether they’re looking for investments or insurance. Zak and his team do a lot of diverse financial plans, so they can’t always be in the room when those plans are presented to clients.
As a result, they rely on frequent discussions both among themselves and with the advisors at the firm to make sure their plans are working for clients. Zak’s door is always open to colleagues who have an idea to streamline the process, bring more clarity to plans, or improve the client experience.
More formally, they also meet at least once a month to debrief with the advisors and generate ideas for how they can improve the plans. This built-in opportunity to discuss and offer one another feedback is the foundation of Zak’s success as a planner.
Since Zak is still new to the industry, he relies a lot on hearing others’ perspectives and learning from others’ experiences. Podcasts in particular have been a big source of learning from him, and he tries to keep an open mind to different ideas and points of view.
Some of his industry-specific favourites include:
One additional step Zak recommends is reaching out to people after consuming their content. When he has questions or just really connects with what someone writes in an article or says in a podcast, he isn’t afraid to reach out to connect and learn more from them.
Hint: Zak emphasizes that the most important part of learning from others is having a good filter. Everyone has different needs and contexts, so make sure that when you apply others’ ideas, you filter out what doesn’t work and shape the rest to your situation.
To hear more from Zak, like how his accounting background has informed his planning career and why he’s obsessed with clarity, take in the full episode, which you can find right here on this page. Or better yet, subscribe on iTunes or Stitcher so you don’t miss any episodes.
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When it comes to the question of how open to be with clients, at what point of the spectrum do you fall? Do you teach them enough that they feel invested in the plans that you build? Do you bore them to tears with lectures about the industry that have nothing to do with them? Today’s guest has found the balance between transparency and relevance, and he’s here to show you how you can increase the value of your service for your clients.
Sasha Djurdjevic, CIM, FMA, DMS, is a portfolio manager serving global private and institutional clients at his firm, River Wealth. He has extensive capital markets experience and has held senior investment roles at prominent investment companies in Canada. Listen in to hear what Sasha has to say about his educational approach to financial planning, his tricks for communicating complex ideas to clients in a way that’s relevant to them, and how he balances his business with raising four children.
What You’ll Learn in This Episode:
Links and Resources:
Sasha Djurdjevic
Aligned Capital Partners Inc.
Quotes by Sasha:
“Trying to bucket people, and say that if you’re a non-resident you have these unique issues, is useful to a point, but the reality is that every client is different.”
“Help people to understand the context a little more, and you’ll end up with a more satisfied or self-actualized client, who then will value your work more highly.”
“Instead of trying to come up with a perfect plan, come up with a plan that does a pretty good job of reflecting what’s in front of you and what you know, then put your full effort into that plan.”
With Sasha’s experience working with a mix of institutional, retail, and global clients, he’s had to shift contexts, meet people where they’re at, and translate difficult concepts into learning opportunities relevant to each unique client.
Below, we’re sharing three key ideas that he’s imparting to you:
For the rest of the episode, find the podcast on iTunes or Stitcher, or hit the link above.
When Sasha first started serving retail clients, the biggest challenge he had coming from working with industry clients was the amount of hand-holding he felt he had to do to help people understand their financial situations and the work that he does.
He was used to working with people who knew as much as, or more than, him about finance. But with retail clients, he knows so much more about the topic, and numbers are so much more a part of the way he thinks, that he found it difficult at first to relate to where his clients were coming from.
He realized that as an advisor, he can ask all of the right questions… but his clients will still not necessarily know the answers. They may have a basic idea of what they want and what they can do with their money, but they don’t really know what’s possible.
But he also didn’t want to take client education in the other direction — some advisors give a lot of information to their clients, but that information isn’t relevant to the specific person they’re talking to. Without a focus on the client and their objectives, an overload of information is useless and overwhelming.
Sasha has learned over time to find a balance between the two extremes. He spends time dialoguing with clients and making them part of the planning process. Within it, he finds opportunities to integrate education about their contexts.
In these conversations, he helps open their minds to what they can do in their situations — thus helping them achieve goals they didn’t even know were possible.
The value of transparency and openness with clients
Hand in hand with education comes transparency — and Sasha likes to take the time to explain to his clients how the industry works. He doesn’t teach them the full nuance; rather, he gives them enough context to help them understand their place within it.
Transparency doesn’t specifically produce revenue in itself — instead, Sasha’s reasoning behind it is that it purely benefits the client. Hopefully, that means more business for him, but the goal is never to extract as much revenue as he can from people. The outcome he’s looking for is that the client is informed and happy.
“Help people to understand the context a little more,” he explains, “and you’ll end up with a more satisfied or self-actualized client, who then will value your work more highly.” And when they value your work, they are willing to pay for that value.
Hint: To hear from an advisor with a commitment to radical transparency, listen to our episode on building and managing a successful investment firm. You’ll hear from Steadyhand’s Tom Bradley about his “obscenely transparent” practices and how you can apply them in your business.
A commitment to transparency means breaching the taboo topics of fees and benchmarking. There’s a common misconception that discussing these topics has a risk of poor optics for the advisor — what if you’re underperforming the benchmark? What if someone else has a lower fee? (And let’s be honest: there will always be someone out there with a lower fee.)
If you’re avoiding these topics, clients will feel like you have something to hide. And if anyone does ask you about them, you’ll feel thrown off and uncomfortable answering their questions. If you address these topics head-on, though, your clients will feel that you’re being open and honest with them, and they’ll trust you more for it.
Hint: A great question to ask potential clients is, “what have your conversations about this (fees benchmarks, or whatever else) been with your past advisor?” Unfortunately, most clients won’t have an answer because their advisor won’t have discussed these things with them — automatically making you look like a more trust-worthy, valuable choice.
Sasha feels that the financial plans he creates for his clients are more general than what many other advisors do.
One reason for this is that people’s predictive abilities aren’t very good; most people can’t reliably tell what their lives will look like in the future. And that makes sense — there are so many variables to consider that it’s impossible to know what the future will bring.
Especially with younger clients, there is always time to adjust the plan, and a lot of control over your strategy. It just doesn’t make sense to put in every little detail and obsess over little things 30 years from now that you are still able to change in the meantime.
Hint: Not only is too much detail not very useful, it often bores clients. If you fill your financial plans with information that isn’t meaningful to them (and a lot of numbers they don’t understand), they won’t feel as invested in the plan and will be less likely to stick with it.
When it comes to financial planning, Sasha applies a rule used by the US Marines: the 70% rule. In imperfect situations — like a battlefield or, let’s be honest, life in general — don’t aim for a perfect plan. Instead, aim for a plan that’s 70% there. If you have 70% of the information you need, 70% of the possible implications of your plan and 70% confidence in its accuracy, that’s a great start.
And that’s the caveat — it’s a start. Put your full efforts into the plan, with the full understanding that you will adjust it continually as you learn more information.
Catch the full episode to hear from Sasha about how he works globally while thinking like a local business and why as a business owner, the first thing you need to understand is yourself. You can find the show right here on this page or subscribe on iTunes or Stitcher so you don’t miss any episodes.
And to get new episodes directly to your inbox, sign up for our mailing list below.
Financial advising is a profession that draws in an eclectic mix of individuals who come from different backgrounds and whose career paths haven’t always been straightforward and predictable. Today’s guest formerly served in the military as a forensic accountant; now he not only runs his own financial practice, he’s also the world’s first (and probably only) forensic accountant blockchain professional. He joins the show to share what he’s learned from his military experience that has helped him serve his clients and grow his practice on referrals alone.
Robert Watterson is the owner of Watterson Financial Solutions, a firm that handles financial planning, accounting, compliance, insurance, asset protection and tax services. Listen to hear what Robert has to say about how working in forensic accounting informs his current work, how he remains focused with so many different areas of practice, and how his interest in blockchain technology helped him develop an audit-ready bookkeeping system.
What You’ll Learn in This Episode:
Links and Resources:
Watterson Financial
Send Robert an email
Quotes by Robert:
“In the military, one of the things that they taught us was never look for what’s good for you; look for what’s good for the overall project you’re working on. And if you’re working with a client, that means the overall good for the client.”
“Make yourself referable… If you are referable, they will come back to you for work or they will have somebody come to you for work.”
“If you don’t worry about making money off every client, the client will worry about making sure you make money.”
With Robert’s different interests and areas of expertise – forensic accounting, blockchain technology, compliance and financial planning – it can be difficult to see how everything fits together. And yet, he’s able to pull knowledge and skills from different areas to create a unique practice in a way that we can all learn from.
For the rest of the episode, find the podcast on iTunes or Stitcher, or hit the link above.
In the military, there is a high emphasis on sharing information freely and looking out for the team. Robert had to make sure that if he was injured or killed during an assignment (yes, the stakes were that high), somebody else still had the knowledge and skills to do his job. As a result, he is used to an open culture of constant teaching and learning.
He explains that “in the military, one of the things that they taught us was never look for what’s good for you; look for what’s good for the overall project you’re working on. And if you’re working with a client, that means the overall good for the client.”
Robert feels deeply that his job is to help people, and he’s never afraid to give his time freely to people without expecting anything in return. At the large insurance firm he worked at, he often took on the clients and cases nobody else wanted because they didn’t come with obvious financial gain for the advisors.
People did tell him that if he did this, eventually clients would come back to him. And while that’s not why he helps people, the prediction was correct.
That’s the irony of good service – when you don’t look at how much money you can make and focus instead on helping people, financial success often follows as a result. In fact, Watterson Financial Solutions no longer advertises their business at all – they can’t because they have so many referrals coming through.
Robert summarizes the approach like this: “Service your client. Give them the information they need and don’t worry about making money off of them. If you don’t worry about making money off every client, the client will worry about making sure you make money.”
Another aspect that Robert brought from the military into his advising is his ability to learn. In the military, he would have to learn about projects (and the associated knowledge and skills) quickly and expertly – when investigating other countries or protecting against financial warfare, a mistake could cost him his life.
As a civilian, Robert has maintained a hunger for knowledge. He isn’t a dabbler – if he’s going to proceed with something, he needs to know everything he possibly can about it. He certainly doesn’t feel comfortable advising people on anything he doesn’t fully understand.
For example, he recalls that his team once spent 18 months looking into a new investment before ever mentioning it to a client – he wanted to be sure he thoroughly understood everything there was to know about it first. He certainly refuses to do things halfway.
Similarly, he realized early on that blockchain technology was going to transform the financial industry. When he found out that post-secondary schools were beginning to offer courses and degrees in blockchain, he took one of the first offerings available in North America and became the first (and still only) forensic accountant blockchain professional.
With or without Robert’s military background and remarkable ability to absorb and understand new information, you can apply his principles about learning to your advising. Your clients expect you to be an expert in your field – make sure that’s what you deliver. Own your expertise and be aware of your limitations so that you can address them and serve your clients to the best of your ability.
Hint: To hear more about the importance of learning throughout your career, listen to our episode on improving your practice through professional education with Jason Watt.
Robert says that the biggest challenge in his career has been always wanting to already be at the next higher level.
For example, when he left his insurance company, the company’s regulations stated that he couldn’t take his 700 clients with him; he had to walk away from relationships he’d built over years and begin rebuilding his client base.
Robert has been learning to feel comfortable with the level he’s at right now even as he strives for more, and channeling his frustrations to fuel his motivation.
Hint: If you’re feeling frustrated about your practice’s growth (or lack thereof), keep in mind that running a business is not a sprint by any means. Listen to our episode on predictably growing your practice with systems, tools, and referrals for suggestions from John Page on where to focus your efforts to build a sustainable business.
Make sure you catch Robert’s full episode to hear more, including his early involvement in blockchain technology and how it informed his audit-ready bookkeeping system (yes, it really is audit-ready). You can find the show right here on this page or subscribe on iTunes or Stitcher so you don’t miss any episodes.
And to get new episodes directly to your inbox, sign up for our mailing list below.
Higher returns often mean higher volatility — so how do you know when it’s worth it to be more aggressive and when you should settle for a lower, but more stable, return? And how can you help clients trust that you’re taking the right approach? Today’s guest is always thinking about risk and return and has a framework to help you balance the two.
Martin Pelletier is a portfolio manager and managing director at TriVest Wealth Counsel, a division of Wellington-Altus Private Wealth. He is a Chartered Financial Analyst (CFA) charterholder and has extensive investment industry experience, including senior roles in capital markets, private banking, venture capital, wealth management, and family and multi-family office.
Martin is regularly featured in the media and is a weekly contributor to the Financial Post's Investment Pro section. He is a member of Thomson Reuters Canada’s top 40 social influencers in finance, innovation and risk (2017), was a top-10 finalist for the BlackRock Award for Canadian Portfolio/Discretionary Manager of the Year (2018) and was recently named to Wealth Professional Canada Magazine’s Leading Portfolio Managers (2019).
Listen in to hear what Martin has to say about risk, return, and the foundation of his success.
What You’ll Learn in This Episode:
Links and Resources:
TriVest Wealth
Martin Pelletier
Email Martin
Quotes by Martin:
“With ETFs coming out, it’s democratized the investment industry, and commoditized it.”
“It’s all about building relationships. The number one reason why someone’s going to decide to go with you is trust.”
“If you really want to impose change, you have to think big and build small.”
Martin Pelletier’s financial advice is sought after both by the media, and high and ultra-high net worth families. Today, he’s sharing his expertise with us.
Below, we’re sharing three key ideas from this episode:
For the rest of the episode, find the podcast on iTunes or Stitcher, or hit the link above.
How goals-based benchmarking removes unnecessary risk
It’s pretty clear at this point that the value proposition of financial advisors needs to change — with technology and new products making do-it-yourself investing easy and inexpensive, advisors have to offer something more.
For Martin, that something more is a holistic planning solution that tailors investment portfolios not to an index, but to a client’s specific goals.
Every investor has a goal they want to achieve, whether it’s retiring in five years, travelling, spending their time volunteering, or working part-time. Martin starts by understanding what it is his clients want to achieve.
Next, he derives a cash flow statement and comes up with a target return. Finally, he designs a custom portfolio and structures it to provide that return.
If a client needs a 5% rate of return to achieve the lifestyle they want, there’s no reason to have a more volatile portfolio. Beating, or even matching, an index isn’t the point — the point is meeting the client’s goals while minimizing risk
Client reactions
You may be reluctant to try this approach with your clients because you’re worried about how they’ll react. Wouldn’t anybody want to squeeze as much out of their portfolio as they can? Why settle for a 4% or 5% rate of return when you could shoot for 7% or more?
Martin hasn’t found that to be an issue. First of all, he interviews prospective clients to ensure they’re a good fit for one another, and this is one thing he looks for — if someone is trying to outperform the market, they aren’t the right client for him. And once his ideal clients get to know him, they trust him to focus on their specific goals rather than beating some kind of average.
Hint: To hear from another advisor who personalizes portfolios to his clients’ goals, listen to our episode with Peter Cishecki on the one change you can make to your practice to really put clients first.
How asset management differs between high net worth and ultra-high net worth clientsWith most of his clients’ AUMs falling between $1 million and $20 million (with one family at $500 million), Martin’s specialty is around the high and ultra-high net worth segments. And while the two might seem similar, Martin has found a big difference between managing $1 million and $20 million portfolios.
With more assets, he’s able to introduce more unique investment products, like private equity. That often doesn’t make sense to someone with $1 million — you often can’t invest a meaningful amount while keeping the portfolio weighting reasonable. Just $100,000 is a full 10% of their portfolio, and the risk can be too big.
That’s not to say that a high net worth client can’t have a well-diversified portfolio or achieve similar goals — of course they can. The process might just look different.
And the ultra-high net worth clients don’t just allow for more customization — the sophistication of their profile often demands it. Typically, they have far more complicated financial situations, with cross-border companies, unique compensation structures, assets in various currencies, and multiple holding companies. As such, the planning needs to be more in-depth and personalized.
Building trust at scale
When it comes to marketing himself and acquiring clients, Martin gets right to the heart of the matter. “It’s all about building relationships,” he says. “The number one reason why someone’s going to decide to go with you is trust.”
And with social media, you can start building trust before even meeting a prospect by creating and sharing good quality content online.
You might worry that writing down and sharing your best advice and tips is giving away your secret sauce. Sure, there will always be people who will read your work and apply it themselves — but those aren’t real prospects because they aren’t people who want to work with an advisor anyway. The clients you are targeting are people who want you to manage their money for them, not people who want to do it themselves.
Martin has been a longtime contributor to various media outlets, including a weekly column in the Financial Post. But with social media, you don’t need a platform like that to reach potential clients — you can provide good quality information straight to your own audience.
Hint: Whatever information you want to convey, make sure you connect it with something topical — something in the headlines or that your audience is already thinking about. You can have the most important advice in the world, but if it doesn’t grab their attention or seem relevant, they’ll never read it in the first place.
To hear more from Martin about his practice, the habits that have made him successful, and how he managed to neutralize the most challenging aspect of his business, listen to the full episode. You can find it right here on this page or subscribe on iTunes or Stitcher so you don’t miss any future episodes.
And to get new episodes directly to your inbox, sign up for our mailing list below.
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