PLANADVISER - January/February 2018 - 16

trendspotting
Integrated
Advisory
Teams
Distinguishing factors of
productive teams
NEW research from the Investments &
Wealth Institute, published in collaboration
with Janus Henderson Investors,
suggests that advisers like to
use teamwork terminology-but they
have less success at forming truly
integrated advisory teams. The two
entities presented their findings in an
analysis aptly titled " High-Performing
Advisor Teams, " where they identified
numerous advantages of working
in a team context.
Importantly, the
research sought to " distinguish factors
of the most productive teams. "
Study participants included advisers
who operate in branch networks-
i.e., wirehouse and national/regional
broker/dealers
(B/Ds)-and
dent channels,
broker/dealers,
indepenincluding
independent
registered investment
TALKING POINTS
Playing It Safe
Nearly two decades after leaving full-time
work behind, the average retiree still has
80% of his nest egg intact.
Source: BlackRock Retirement Institute and the Employee Benefit Research Institute
Investors Got a Break
21% of investment managers planned
to lower their fees last year.
Source: Callan Institute, 2017 Investment Management Fee Survey
16 | planadviser.com january-february 2018
Art by Giulia Sagramola
advisers (RIAs) and hybrid RIAs. As the
researchers lay out, teams were ranked
by assets under management (AUM) per
producing adviser, AUM per total head
count, and average client size, and were
then segmented into quartiles based on
overall performance.
" These factors were representations
of an adviser's ability to attract and
retain clients, and the team's overall
efficiency, ability to scale its practice,
and success attracting high-net-worth
investors, " researchers explain.
Key findings suggest that " truly
shared decisionmaking " could be a lost
opportunity for many practices. When
it comes to the tenets of shared decisionmaking,
the researchers point to
frequent and detailed communications
across all team members. In addition,
teams of advisers seem to be better at
fostering shared decisionmaking when
the constituent members have all
moved down the road of complementary
specialization-with some team
members focused on investing, others
on working with clients to manage relationships
and set goals, and a further
group focusing on marketing or business
development, for example.
The top-performing quartile of
advisory teams have a broader mix of
advanced credentials and are 1.5 times
more likely to hold a Chartered Institute
of Management Accountants (CIMA)
or Certified Private Wealth Advisor
(CPWA) designation. -John Manganaro

http://www.planadviser.com

PLANADVISER - January/February 2018

Table of Contents for the Digital Edition of PLANADVISER - January/February 2018

Big Ideas
2018 PLANADVISER Top 100 Retirement Plan Advisers
2018 PLANADVISER Micro Plan Survey
Value Added
The Magic of Local Events
Warming to ESG
HSAs in Retirement Planning
PLANADVISER - January/February 2018 - Cover1
PLANADVISER - January/February 2018 - Cover2
PLANADVISER - January/February 2018 - 1
PLANADVISER - January/February 2018 - 2
PLANADVISER - January/February 2018 - 3
PLANADVISER - January/February 2018 - 4
PLANADVISER - January/February 2018 - 5
PLANADVISER - January/February 2018 - 6
PLANADVISER - January/February 2018 - 7
PLANADVISER - January/February 2018 - 8
PLANADVISER - January/February 2018 - 9
PLANADVISER - January/February 2018 - 10
PLANADVISER - January/February 2018 - 11
PLANADVISER - January/February 2018 - 12
PLANADVISER - January/February 2018 - 13
PLANADVISER - January/February 2018 - 14
PLANADVISER - January/February 2018 - 15
PLANADVISER - January/February 2018 - 16
PLANADVISER - January/February 2018 - 17
PLANADVISER - January/February 2018 - Big Ideas
PLANADVISER - January/February 2018 - 19
PLANADVISER - January/February 2018 - 20
PLANADVISER - January/February 2018 - 21
PLANADVISER - January/February 2018 - 2018 PLANADVISER Top 100 Retirement Plan Advisers
PLANADVISER - January/February 2018 - 23
PLANADVISER - January/February 2018 - 24
PLANADVISER - January/February 2018 - 25
PLANADVISER - January/February 2018 - 26
PLANADVISER - January/February 2018 - 27
PLANADVISER - January/February 2018 - 28
PLANADVISER - January/February 2018 - 29
PLANADVISER - January/February 2018 - 2018 PLANADVISER Micro Plan Survey
PLANADVISER - January/February 2018 - 31
PLANADVISER - January/February 2018 - 32
PLANADVISER - January/February 2018 - 33
PLANADVISER - January/February 2018 - 34
PLANADVISER - January/February 2018 - 35
PLANADVISER - January/February 2018 - 36
PLANADVISER - January/February 2018 - 37
PLANADVISER - January/February 2018 - Value Added
PLANADVISER - January/February 2018 - 39
PLANADVISER - January/February 2018 - The Magic of Local Events
PLANADVISER - January/February 2018 - 41
PLANADVISER - January/February 2018 - Warming to ESG
PLANADVISER - January/February 2018 - 43
PLANADVISER - January/February 2018 - HSAs in Retirement Planning
PLANADVISER - January/February 2018 - 45
PLANADVISER - January/February 2018 - 46
PLANADVISER - January/February 2018 - 47
PLANADVISER - January/February 2018 - 48
PLANADVISER - January/February 2018 - Cover3
PLANADVISER - January/February 2018 - Cover4
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https://www.planadviserdigital.com/planadviser/july_august_2018
https://www.planadviserdigital.com/planadviser/may_june_2018
https://www.planadviserdigital.com/planadviser/march_april_2018
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https://www.planadviserdigital.com/planadviser/september_october_2017
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