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“I Think They Don't See It Because It Doesn't Happen to Them.” May 2018 2018 May INVESTED IN ADVISORS/MAY 2018 FINANCIALPLANNING.COM / FINPLAN “It was so inappropriate, and I couldn’t say anything because these were “‘Everyone all clients.”is a member of the team and should be treated well.’ I’ve never heard that message.” “I’ve been told, “I was so scared.” ‘Wow, you’ve got your [lipstick] “I ended on today,’ up making an excuse that I needed to get coffee, and I ran back Financial Planning to my hotel room.” “I think they don’t see it because it doesn’t happen to them.” “I’m the only woman, and I walk in and this [client] says, ‘Wow, it’s nice to have an attractive woman here for a change.” “Culture starts at the top.” “I think that’s why you see so many women launch their own firms. They decide they’re tired of the bullshit.” Vol. 48/No.5 Vol. 002_FP0000_001 2 4/17/2018 10:47:05 AM 003_FP0000_001 3 4/17/2018 10:46:03 AM Contents May 2018 | VOL. 48 | NO. 5 34 10 Key 28 Findings Wealth Management Fares Worst on Sexual in Study of Sexual Harassment Harassment A survey covering From inappropriate touching to belittling comments, many industries shows woman advisors face workplace environments that troubling trends for are far from welcoming. wealth management. BY ANDREW WELSCH BY CHELSEA EMERY BONNIE McGEER nd DANA JACKSON Columns 12 A New Way to Live Instead of thinking about being a fiduciary purely as an obligation or regulation, advisors should envision it as a new lifestyle. BY BOB VERES 14 Legacy Building Many clients want to leave an impact after they’re gone but don’t know how to go about it. Here’s how advisors can help. BY DAVE GRANT 18 It’s Time to Future-Proof Fortune 500 companies disappear because they don’t plan properly for the future. Don’t think it can’t happen to your firm. BY KIMBERLY FOSS 22 Becoming a Yes Man Planners often say no to clients who have unusual investment ideas, but they need to get out of their comfort zones. BY ALLAN BOOMER COVER IMAGE AND IMAGE RIGHT BY THOMAS EHRETSMANN THOMAS BY RIGHT IMAGE AND IMAGE COVER Financial-Planning.com May 2018 Financial Planning 1 001_FP0518 1 4/18/2018 9:55:43 AM SHOW YOUR CLIENTS THE POWER OF WEALTH + HEALTH The story of retirement is being rewritten. It’s no longer a brief period at the end of life. It’s a dynamic life stage as important as any other. Help your clients appreciate what it means to live longer — and better. Discover the Wealth + Health connection at Transamerica.com ©2018 Transamerica Corporation. All Rights Reserved. 26298_ADBRP0418 002_FP0518 2 4/16/2018 10:09:49 AM Contents May 2018 | VOL. 48 | NO. 5 Financial-Planning.com 1 STATE STREET PLAZA, 27TH FLOOR NEW YORK, NY 100041505 212 8038200 EDITORINCHIEF Chelsea Emery SENIOR EDITORS Ann Marsh (West Coast Bureau Chief), Charles Paikert, Andrew Welsch TECHNOLOGY EDITOR 38 47 Suleman Din ASSISTANT MANAGING EDITOR Maddy Perkins ASSOCIATE EDITORS RIA IQ Sean Allocca, Tobias Salinger, Amanda Schiavo, Andrew Shilling 47 COLUMNISTS 24 Shooting Down Gun Stocks Allan Boomer, John J. Bowen Jr., Kelli Cruz, Kimberly Foss, A Warning for Breakaways Some investors are demanding action on Dave Grant, Glenn G. Kautt, Bob Veres Advisors looking to go independent should be gun manufacturer and retailer stocks. Can CONTRIBUTING WRITERS aware of these red flags, Schwab says. financial advisors deliver? Ingrid Case, Kenneth Corbin, Alan J. Foxman, Craig L. Israelsen, Michael Kitces, Donald Jay Korn, Joseph Lisanti, BY CHARLES PAIKERT BY JAMES THORNE Carolyn McClanahan, Allan S. Roth, Miriam Rozen, Martin M. Shenkman, Ed Slott, Harry Terris COPY EDITORS High Net Worth Portfolio Fred Eliason, Annalyn Kurtz, Daniel Martinez, Rebecca Stropoli EDITORIAL DIRECTOR, 25 50 INVESTMENT ADVISOR AND EMPLOYEE BENEFITS GROUPS Becoming Deft at DAPTs Irrational Expectations? Scott Wenger Only 17 states permit domestic asset protec- Booms and busts both have the potential to VP, RESEARCH tion trusts, which play an important role in create unrealistic outlooks on both ends of Dana Jackson planning for income taxes and estate taxes. the performance spectrum. VP, CONTENT OPERATIONS BY MARTIN M. SHENKMAN BY CRAIG L. ISRAELSEN AND CREATIVE SERVICES Paul Vogel DIRECTOR OF CREATIVE OPERATIONS Practice Selfie Michael Chu SENIOR ART DIRECTOR 54 38 Nick Perkins Mortgage Interest Pitfalls Learning Life’s Lessons ART DIRECTOR Sweeping tax changes have made it more Being raised by a single mother and going Nikhil Mali important than ever to understand what is, through two divorces taught this advisor how DIRECTOR OF CONTENT OPERATIONS and isn’t, deductible. to be a better planner. Theresa Hambel BY MICHAEL KITCES BY LOREEN GILBERT SENIOR VICE PRESIDENT, GROUP PUBLISHER Rob Whitaker (212) 803-8844 PUBLISHER Client Michael Schott (212) 803-8567 WEST COAST/SOUTHEAST SALES MANAGER 42 Upfront & more Frank Rose (212) 803-8872 It Pays to Take RMDs Early NORTHEAST SALES MANAGER Sometimes the strategy can eliminate a Hilary Whidden (212) 803-8643 domino effect on other expensive tax 4 Financial-Planning.com MIDWEST SALES MANAGER problems down the road. Victoria Hamilton (312) 833-7613 6 Editor’s View CLIENT SERVICES/ CLASSIFIED MANAGER BY ED SLOTT Christina Chilelli (212) 803-8586 9 Retirement Advisor SENIOR MARKETING MANAGER Confidence Index Susan Zeqiri 53 CE Quiz REPRINTS AND LICENSING CONTENT CUSTOMER SERVICE [email protected] or (212) 803-8500 For more information about reprints and licensing content from CHIEF EXECUTIVE OFFICER ...........................Gemma Postlethwaite financial planning, please visit sourcemediareprints.com or CHIEF FINANCIAL OFFICER .........................................Robert Dennen contact pars international at (212) 221-9595. EVP & CHIEF CONTENT OFFICER .........................David Longobardi Financial Planning Vol. 48/No. 5 (ISSN 0746-7915) is published monthly (12 times a year) by SourceMedia, One State Street Plaza, 27th CHIEF MARKETING OFFICER .......................................Matthew Yorke Floor, New York, NY 10004-1505. Subscription price: $109 for one year in the U.S.; $129 for one year in all other countries. Periodical CHIEF SUBSCRIPTION OFFICER ...................................Allison Adams postage paid at New York, NY and U.S. additional mailing offices. POSTMASTER: Send address changes to Financial Planning, SVP, CONFERENCES & EVENTS.................................. John DelMauro SourceMedia, One State Street Plaza, New York, NY 10004. For subscriptions, renewals, address changes and delivery service issues contact our Customer Service department at (212) 803-8500 or email: [email protected]. Financial Planning is a trademark SVP, HUMAN RESOURCES .....................................................Ying Wong used herein under license. Copying for other than personal use or internal use is prohibited without express written permission of the publisher. ©2018 Financial Planning and SourceMedia, Inc. All rights reserved. Financial-Planning.com May 2018 Financial Planning 3 003_FP0518 3 4/18/2018 9:55:47 AM What’s going on @ financial-planning.com www.financial-planning.com HNW CLIENTS ON THE RISE GUIDE TO GROWTH EVENTS Significant gains for RIAs Eighty-one percent of firms reported revenue growth in the past six months. June 6-8 Increased No change Decreased 100% Pershing Insite 80% Orlando, Florida 60% http://bit.ly/2nCVxWG 40% 20% June 11-13 0% Morningstar Investment Conference Revenue Clients Source: TD Ameritrade, 2018 RIA Sentiment Survey Chicago http://bit.ly/2iihNVg Growing Pool of HNW Prospects Golden Age The number of wealthy households The demise of the solo advisor has June 21-22 DeVoe M&A+ Succession Summit in the U.S. has reached record highs been forecast for nearly two decades, San Francisco across the mass-affluent, high-net- yet one-person shops have actually https://bit.ly/2qoCBMN worth and ultrahigh-net-worth become more profitable than ever. July 10-11 segments, according to a report by Read more about a possible golden In|Vest Spectrem Group. Learn more about age for RIAs at https://bit.ly/2uuHfNE New York the growing segment of wealthy https://bit.ly/2EPerj9 clients at https://bit.ly/2HpD7Bm 4 Financial Planning May 2018 004_FP0518 4 4/17/2018 12:26:43 PM B:8.375” T:7.875” S:7.375” ARE YOU PREPARED TO NAVIGATE FIXED INCOME RISK? We’re with you the entire way MFS brings 90 years of active management experience to uncover fixed income opportunities that help advisors help their clients. Learn more about our risk-aware approach at www.mfs.com/fixedincome B:11.25” T:10.5” S:10” ©2018 MFS Investment Management 39791.1 005_FP0518 5 4/16/2018 10:09:51 AM Job Number: 10882744 Suffix: SKIER Client/Brand: MFS/MFS Date: 3-12-2018 2:48 PM APPROVALS File Name: 10882744sSKIER_MFS_7x10_r1.indd QC: Steve Jablonoski Bleed: 8.375” x 11.25” Gutter: None Publications: Financial Advisor, Financial PA: Steve Hutchings PR: Pat Owens Trim: 7.875” x 10.5” Folds: NoneNone Planning, Investment Advisor RET: Greg Olsen PP: Audrey Wojtonik Safety: 7.375” x 10” Media/Color Sp: PRINT/4 COLOR Notes: None AB: Sandra Sanchez TM: Sue Breitenecker Scale: 1=1 Country: None Vendor: None GCD: Eugene Varnado Actual Size: 7.875” x 10.5” Language: English Output%: None Colors: Cyan, Magenta, Yellow, Black AD: Aaron Straka Fonts: DIN OT (Bold, Medium, Regular; OpenType) CW: None AE: Ashley Read/Will Calderwood ALL CONTENT WITHIN THIS FILE IS FOR OUTPUT ONLY BY END PRINTER/VENDOR. CHANGES, SHARING AND/OR DISTRIBUTING CONTENT IN WHOLE OR IN PART ARE STRICTLY PROHIBITED. LICENSING RIGHTS AND APPROVALS MUST BE REQUESTED AND APPROVED TO/BY FCB CHICAGO. Images: 10882744C02_R1_Skier_Magazine_8x10.tif (300 ppi; CMYK), MFS_IM_reverse_Fall2015.eps Editor’s View FOLLOW THE LEADER #MeToo Meets Advisory Industry Planning professionals tell us sexual harassment is pervasive. Can that change? Ask any woman in wealth management if she’s witnessed or experienced sexual harassment.
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