Systematizing the Referral Process for Financial Advisors

Posted by Mike Carlone on 11/16/22 1:42 PM

Remember that episode of “Seinfeld” where Uncle Leo gets Jerry’s father a last-minute appointment with a top notch back doctor? And when Jerry’s father accuses the office of stealing his wallet, Uncle Leo is mortified since he gave a personal recommendation and asked the back specialist for such a big favor.

Although this scenario was from a sitcom, it is not far off from the view of the financial advisory world held by Mike Garrison, a business coach and best-selling author. In his just-released book, “Can I Borrow Your Car?” Mike highlights the importance of knowing and trusting both parties in a referral: who you’re referring and who you’re referring to. If you “loan” a key relationship out by making an introduction, you want absolute confidence the individual will come back to you without dings, dents, or scrapes.

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Topics: Advisor Practice Management

Ugly Couple: Capital Gains & Negative Performance

Posted by Mike Carlone on 11/2/22 12:39 PM

Let’s face it. If you have clients with any level of exposure to traditional assets, such as stocks or bonds, 2022 has been unpleasant. Equities closed at all-time highs in 2021, then steadily declined in 2022. Bond investors have arguably had it worse, certainly on a risk-adjusted basis.

Just when you think it can’t get much worse, unless your clients are in tax-managed strategies, another round of pain could be on the horizon. Taxes.

We hate to be the bearers of bad news, but investors – particularly those in active or semi-active mutual funds – could be in for trouble.

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Topics: Systematic Investing

Can Retirement Income Be Modernized? A Guide for Financial Advisors.

Posted by Jon Robinson on 10/3/22 3:58 PM

Just one of these scenarios likely would be enough to cause concern for an investor:

  • Potential end of the post-Global Financial Crisis secular bull market in equities
  • Prospect of the first sustained rising U.S. interest rate environment in more than 40 years
  • Highest inflation level in four decades

Yet in 2022, we’re facing all three at once. It’s a potentially catastrophic combination, especially for investors nearing or in the early years of retirement.

In my opinion, this is a “perfect storm” (yes, I know that’s a super cliché saying – even I cringed when typing it). And it demonstrates how the need for a more modern approach to retirement income has never been greater. It also motivated my colleague, Brandon Langley, and I to embark on a research project into different approaches to sustaining clients throughout retirement. Today, we’ve released our findings in a new white paper available to financial advisors, “An Advisor’s Guide to Protecting Retirement Income.”

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Topics: Systematic Investing

What The Data Says About Market Crashes

Posted by Jon Robinson on 9/8/22 1:00 PM

When we travel by air, my wife usually points out that she thinks it would be better if people by windows boarded first; that way, anyone in an aisle or middle seat wouldn’t have to keep standing up. Meanwhile, I think the Southwest Airlines style of pick-any-open-seat is optimal.

Our “gut feelings” were recently rendered irrelevant when we ran across an old episode of “MythBusters.” In it, the cast built a mock 173-seat aircraft and tested several boarding approaches using real people and luggage.

Relying on the data cut through the emotional biases. It also inspired me to take a similar data-backed look at a common question I hear about systematic investing: Is this style of investing capable of reacting fast enough to declining markets?

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Topics: Systematic Investing

Stocks 'On Sale'? Or About To Go 'On Final Clearance'?

Posted by Mike Carlone on 8/18/22 10:43 AM

During market drawdowns, you often hear financial media types talking about stocks being “on sale.”

This phrase has always irked me.

I think it’s completely imprecise and utterly useless. Clichés may help sell airtime, but in my opinion they get you nowhere toward designing or implementing a comprehensive investment process.

Instead of leaning on trite phrases, wouldn’t it be a lot less stressful to have an investing process that can help both smooth out the ride and generate a more optimal client experience?

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Topics: Systematic Investing

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