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HomeFinancial PlanningWeekend Studying For Monetary Planners (Sept 24-25) 2022

Weekend Studying For Monetary Planners (Sept 24-25) 2022


Govt Abstract

Benefit from the present installment of “Weekend Studying For Monetary Planners” – this week’s version kicks off with the information that the SEC has issued a threat alert placing advisors on discover that examiners will likely be conducting quite a lot of evaluations to judge how companies are complying with the Fee’s new advertising and marketing rule, which it would start to implement beginning November 4. Whereas the brand new rule permits monetary advisors to proactively use testimonials (from purchasers), endorsements (from non-clients), and spotlight their very own rankings on varied third-party web sites, the SEC’s warning means that advisory companies will need to take care to abide by the compliance necessities linked to the brand new rule.

Additionally in business information this week:

  • How advisors can serve purchasers of the millennial technology who’ve seen their earnings and wealth develop as they’ve gotten older
  • A survey reveals that extra RIAs are outsourcing funding administration, and that those that do are largely proud of the choice

From there, we’ve a number of articles on insurance coverage and funding planning:

  • Why the chair of the Senate Finance Committee has taken an curiosity within the personal placement life insurance coverage market
  • A brand new designation is on the market for advisors trying to serve purchasers with nonqualified deferred compensation plans
  • How DPL Monetary Companions’ development is an indication of advisor curiosity in fee-based annuities

We even have quite a lot of articles on advisor advertising and marketing:

  • The newest tendencies in advisor advertising and marketing, from the continued dominance of shopper referrals to the return of in-person gatherings
  • How advisors can pull off an occasion that may enhance shopper loyalty and appeal to new prospects
  • Why some companies are pondering twice about making the most of the SEC’s new advertising and marketing rule straight away

We wrap up with three ultimate articles, all about enterprise possession:

  • Why enterprise homeowners with sturdy technical abilities restrict their profitability by spending an excessive amount of time working of their enterprise quite than on it
  • The benefits and downsides of ‘renting’ versus ‘proudly owning’ your profession
  • Why focus and intense curiosity are widespread traits amongst a few of the most profitable enterprise leaders

Benefit from the ‘gentle’ studying!

Adam Van Deusen Headshot

Writer: Adam Van Deusen

Staff Kitces

Adam is an Affiliate Monetary Planning Nerd at Kitces.com. He beforehand labored at a monetary planning agency in Bethesda, Maryland, and as a journalist masking the banking and insurance coverage industries. Outdoors of labor, he serves as a volunteer monetary planner and sophistication teacher for non-profits within the Northern Virginia space. He has an MA from Johns Hopkins College and a BA from the College of Virginia. He might be reached at [email protected]

Learn extra of Adam’s articles right here.

(Kenneth Corbin | Barron’s)

Within the early days of the monetary advisory business, funding administration was on the middle of the advisor worth proposition. And to separate “bona fide funding counselors” from the “unscrupulous tipsters and touts” making an attempt to promote a ‘scorching’ funding scheme, the Securities and Change Fee (SEC) in 1961 codified a rule prohibiting RIAs from utilizing any type of shopper testimonial. The pondering was that the outcomes and returns of anybody shopper wouldn’t essentially be consultant of what any/all types may count on sooner or later, and that advisors may/would “cherry choose” good testimonials from the purchasers who had the most effective efficiency outcomes… and that subsequently testimonials had been inherently deceptive and a hazard to the general public.

However since then, the world of selling and promoting has advanced tremendously (as shoppers more and more depend on evaluate web sites when buying a great or service), as have the companies of RIAs themselves (which have expanded nicely past funding administration to complete monetary planning). Amid this background, the SEC in late 2020 introduced a brand new advertising and marketing rule that, for the primary time, permits monetary advisors to proactively use testimonials (from purchasers), endorsements (from non-clients), and spotlight their very own rankings on varied third-party web sites.

However now, with enforcement of the up to date advertising and marketing rule slated to take impact on/after November 4, the SEC has issued a threat alert placing advisors on discover that examiners will likely be conducting quite a lot of evaluations to judge how companies are complying with the brand new rule because it was finalized practically 2 years in the past. The SEC famous 4 areas the place employees will look at how companies are complying with the brand new rule. First, they are going to be reviewing companies’ fundamental insurance policies and procedures to make sure companies have up to date their compliance protocols to account for the brand new rules. Second, the SEC will likely be wanting to make sure companies can substantiate any (new) advertising and marketing claims they’re now making by demonstrating that they’ve a “affordable foundation” for believing that any assertion included in advertising and marketing materials is true. Third, examiners will scrutinize how advisors are incorporating efficiency metrics of their ads. Lastly, the SEC will give attention to companies’ books and data, together with verification that companies have up to date their Kind ADV filings with details about their advertising and marketing practices.

Finally, the important thing level is that whereas the SEC’s new advertising and marketing rule provides advisory companies the chance to market themselves in ways in which they haven’t been capable of beforehand, it comes with the burden of taking the actions mandatory to stay in compliance with the rule. And whether or not a agency collects and publishes shopper testimonials, or simply highlights the evaluations they’ve obtained on third-party web sites, the SEC’s newest alert supplies a extra detailed perception into the kind of questions companies would possibly face throughout their subsequent examination!

(Suzanne Woolley and Misyrlena Egkolfopoulou | Bloomberg Information)

The millennial technology (usually outlined as these born between 1981 and 1996) has typically gotten a foul rap within the media, whether or not for being self-centered, disloyal to jobs, or not having a lot curiosity in buying a house. Nevertheless, many of those judgments got here down when millennials had been of their early 20s and simply beginning out of their grownup lives. However now, with the oldest Millennials reaching 40, their spending and financial savings habits (from shopping for a home to saving for retirement) are wanting increasingly more like earlier generations.

And the expansion of millennials’ wealth signifies that they could more and more be in search of skilled monetary recommendation. However advisors used to working with older generations would possibly marvel tips on how to profitably serve this technology of rising wealth. One key issue is the advisor’s price mannequin; whereas many millennials have seen their incomes develop by way of nearly 20 years within the workforce, they may not but have amassed adequate property to satisfy AUM-based companies’ minimums. As an alternative, providing a subscription-based mannequin may permit advisors to serve these high-income millennials (who can afford to pay an identical price that an advisor would possibly cost on an AUM foundation) profitably. Different choices embrace charging a share of earnings (quite than property) or providing hourly or project-based engagements that millennials additional down the earnings spectrum may afford.

One other consideration is the kind of planning companies millennials will search. As an example, millennials will typically be extra taken with a cashflow evaluation (which is prone to be sophisticated given the vary of spending priorities) than their stability sheet (which is prone to be slimmer than these of near-retirees). This opens up many avenues for advisors so as to add worth, from serving to millennial purchasers determine tips on how to allocate their earnings to satisfy their spending and financial savings objectives to providing recommendation on tips on how to maximize their bank card rewards within the course of. Additional, many millennials will typically have particular wants (e.g., scholar mortgage evaluation or fairness compensation evaluation) that may function a useful advertising and marketing area of interest for advisors who achieve experience in these areas.

In the long run, the rising incomes and wealth of the millennial technology imply that advisors have a chance to get in on the bottom ground with prospects from this technology, who may find yourself utilizing monetary planning companies for one more 50 years. The important thing level, although, is that the planning wants and means to pay planning charges of this group are completely different from older generations, suggesting that the advisory companies which can be capable of greatest alter may have probably the most success working with purchasers from this technology of rising affluence!

(Michael Fischer | ThinkAdvisor)

As the worth proposition of many RIAs has shifted from funding administration to a extra complete planning method, some advisors have chosen to outsource a few of their funding administration obligations. From Turnkey Asset Administration Platforms (TAMPs) to mannequin portfolios to exterior funding administration companies, advisors have a variety of obtainable choices to make use of.

And a current survey by Northern Belief Asset Administration FlexShares ETFs means that the pandemic has led an rising variety of advisors to decide on outsourced funding options. In accordance with the survey, 32% of RIAs mentioned they outsource not less than a few of their funding administration, up from 27% in 2020; on common, RIAs outsource about 50% of their AUM. And people companies that do outsource funding administration seem like proud of their choices, as 95% of companies surveyed mentioned they had been happy or very happy with their outsourced options. Additional, 53% immediately correlated their outsourcing actions with permitting them to generate extra income (maybe by releasing up time for enterprise improvement that was beforehand spent on funding administration).

Total, the survey demonstrates that not solely are an rising variety of RIAs adopting outsourced funding options, however that doing so has positively impacted the underside line for his or her companies. So whether or not an advisor needs to create extra time for different features of their enterprise or prefers to give attention to different features of planning, outsourcing funding administration might be a worthwhile answer!

(Allison Bell | ThinkAdvisor)

Non-public Placement Life Insurance coverage (PPLI) has lengthy been a tax-shelter automobile for Extremely-Excessive-Internet-Price (UHNW) purchasers, leveraging the tax-deferral build-up of money worth in a everlasting life insurance coverage coverage however in a construction that accommodates extra particular funding decisions (for that individual UHNW shopper) and with out the sometimes-expensive fee construction that may overlay ‘conventional’ everlasting life insurance coverage. This automobile obtained a lift in late 2020 from the Consolidated Appropriations Act, which allowed insurance coverage firms to make use of decrease rate of interest assumptions (primarily based on a brand new variable charge tied to present market charges) in figuring out whether or not a life insurance coverage coverage will turn out to be a taxable Modified Endowment Contract (MEC), which has the top results of permitting considerably increased money worth contributions into everlasting life insurance coverage with out triggering MEC standing.

However now, Senate Finance Committee Chair Ron Wyden seems to be taken with taking a better take a look at these insurance policies. In letters to Prudential Monetary, Zurich Insurance coverage Group, and the American Council on Life Insurers, Wyden requested extra details about the PPLI market (together with its measurement, which is basically opaque) and whether or not the insurance policies serve solely to cut back the earnings taxes of rich households quite than present real insurance coverage. He additionally requested whether or not some purchasers is perhaps utilizing PPLI insurance policies to cover offshore property from the IRS or different federal companies, or to launder cash obtained by way of unlawful means. Wyden can be taken with wanting into the PPLI market given the insurance policies’ potential to assist rich people work across the potential elimination of the step-up in foundation.

At this level, Wyden’s scrutiny of PPLI insurance policies stays within the inquiry stage, however, given his place, advisors and their purchasers who’ve PPLI insurance policies (or are contemplating buying one) would possibly need to take note of any future legislative developments, as modifications to their tax remedy may cut back their planning worth!

(Gregg Greenberg | InvestmentNews)

Retirement planning is likely one of the key companies monetary advisors provide. From selecting the suitable financial savings automobile throughout a shopper’s accumulation part (and the way a lot to contribute) to making a retirement earnings plan as they method their decumulation part, advisors can add vital worth to their purchasers. And whereas advisors mostly cope with conventional and Roth IRAs, in addition to certified office retirement plans (e.g., 401[k]s), some purchasers may also have nonqualified plans. These are usually deferred compensation preparations that firms typically provide to high-earning executives (who stand to profit probably the most from the tax deferral advantages).

And now, the Nationwide Affiliation of Plan Advisors (NAPA) is providing a brand new certification, the Nonqualified Plan Advisor (NQPA) credential, to permit advisors to show their experience in working with the often-complicated world of nonqualified deferred compensation and government compensation plans. The certification contains two programs, plan fundamentals and superior plan designs, in addition to a ultimate examination that candidates should go to obtain the NQPA credential. The programs cowl a variety of matters, together with plan design provisions, tax concerns, and specialty plans equivalent to Rabbi Trusts.

So for advisors who work with high-earning executives who’re provided a deferred compensation plan at their job (or who want to appeal to these purchasers sooner or later), the NQPA certification might be a beautiful supplementary designation that may permit them to raised perceive these plans and the place they match inside the hierarchy of tax-preferenced financial savings automobiles!

(Brooke Southall | RIABiz)

For advisors working with pre-retirees and retired purchasers, creating and managing their retirement earnings plans is often an necessary a part of their worth proposition. From the timing of claiming Social Safety advantages to managing sequence of returns threat, there are numerous elements to contemplate. However one potential retirement earnings answer, annuities, have lengthy been out of favor with advisors at RIAs, largely on account of their (frequent) opacity, (typically excessive) charges, and (generally egregious) commissions charged by brokers (to not point out their diminished payout ratios within the low-interest-rate surroundings in recent times).

However the ongoing development of RIAs (and the market alternative it presents for insurance coverage firms), and the potential that regulators may power a broader shift of all advisors in the direction of a (no-commission) fiduciary obligation, has in recent times led to a rising variety of carriers providing “fee-based” (i.e., no-commission) annuities, within the hopes of interesting to the commission-adverse channel. And given what remains to be the potential for annuities to assist ameliorate longevity threat (the possibility {that a} shopper won’t be able to maintain their spending wants all through an prolonged retirement), now with annuity options and advantages which can be extra favorably priced with out the fee layer, and a current Non-public Letter Ruling that RIAs can sweep their annuity charges immediately from the annuity contract on a pre-tax foundation, some advisors seem like opening as much as their potential worth for sure purchasers.

To fulfill this want, DPL Monetary Companions has positioned itself as an annuity market supplier for RIAs trying to meet purchasers’ earnings wants, providing a curated checklist of about 70 fee-based annuity merchandise from 25 carriers. And DPL has skilled vital development as RIAs have began to shift in the direction of annuities, rising DPL’s market income by 400% up to now 12 months, which has attracted investor consideration as nicely (DPL simply raised one other $20M capital spherical to proceed scaling up its RIA companies, after elevating a $26M spherical two years in the past).

Finally, the important thing level is that DPL’s success is an indication that advisors are more and more inquisitive about (and displaying an rising willingness to truly use) the potential utility of a brand new technology of no-commission annuities inside not less than some purchasers’ retirement earnings plans. And given the weak efficiency of the inventory and bond markets thus far in 2022, in addition to rising rates of interest (which might enhance the payouts provided by annuities), much more advisors (and their purchasers) would possibly look to annuities as a ‘assured’ earnings answer (or not less than a extra secure fixed-income different!?)!

(Charles Paikert | Barron’s)

Monetary advisors are sometimes drawn to the enterprise by a wide range of elements, from having fun with the technical features of planning to having the ability to assist purchasers obtain their monetary objectives. Alternatively, enterprise improvement and advertising and marketing are in all probability not close to the highest of the checklist for many advisors. However for these operating an advisory agency, attracting new purchasers is a mandatory a part of rising the enterprise (notably at a time when weak market efficiency has diminished revenues for companies charging on an AUM foundation!).

For a lot of advisory companies, referrals from present purchasers stay their most well-liked supply of prospects. In accordance with the 2022 Kitces Analysis report How Monetary Planners Truly Market Their Companies, 93% of advisors surveyed use shopper referrals, by far probably the most generally used advertising and marketing tactic. However many rising companies (notably these with out sufficient present purchasers to generate a adequate variety of referrals!) use different advertising and marketing techniques as nicely. People who need to maximize their on-line presence use SEO (which has the bottom common shopper acquisition value, in accordance with the Kitces Analysis examine), social media, webinars, and running a blog.

And whereas these strategies typically contain ‘delicate {dollars}’ (the worth of an advisor’s time spent on advertising and marketing), different companies look to extra ‘hard-dollar’ techniques. As an example, because the pandemic has receded, some companies have resumed in-person occasions, from intimate dinners with prospects to Fall Festivals that permit present purchasers and prospects to carry their households to the occasion. Different choices for hard-dollar spending embrace promoting (whether or not on-line or by way of TV or radio campaigns), paid referrals (e.g., third-party solicitors and custodians), or sponsorships.

Finally, the important thing level is that advisory companies have many elements to contemplate when making a advertising and marketing plan. From their development objectives to the stability of ‘laborious’ versus ‘delicate’ {dollars} they need to spend, to their goal shopper, a variety of selling instruments can be found. And by taking a data-driven method, companies can discover probably the most environment friendly techniques to develop their enterprise into the long run!

(Justin Adams | FMG Weblog)

In-person occasions might be an effective way for advisors to construct their relationships with present purchasers and prospects alike. From academic occasions (the place the advisor can show their experience) to social occasions (the place the advisor can have interaction purchasers and prospects with out discussing finance) to networking occasions (the place an advisor can join with facilities of affect equivalent to legal professionals and CPAs), advisors can select from a wide range of occasions to leverage all year long.

However these occasions take planning to drag off, which signifies that advisors will need to take advantage of out of every gathering. Within the promotion stage, this contains advertising and marketing the occasion to draw as many attendees as attainable. This may be completed by way of emails (maybe a three-email sequence of “Save the Date”, “Register Now”, and “Final Likelihood to RSVP”) and social media, in addition to by selecting a catchy title to attract the eye of potential attendees. When planning the occasion itself, it could assist to have one thing that provides it a ‘wow’ issue, equivalent to a novel venue, attention-grabbing meals, and/or memorable actions. And after the occasion (as soon as everybody has hopefully had a good time), sending an e-mail to attendees thanking them for coming (in addition to an e-mail to those that couldn’t attend to say you hope to see them on the subsequent gathering) and creating social media posts with photos from the occasion may help guarantee your efforts stay recent within the attendees’ minds.

The important thing level is {that a} well-planned occasion may help construct bonds with present purchasers and belief with prospects. Whether or not you might be planning a wine-tasting occasion, a visit to the native zoo, or a spherical of golf, taking a methodical method to organizing the occasion — earlier than, throughout, and after it happens — will make it easier to benefit from your advertising and marketing {dollars}!

(Mark Schoeff | InvestmentNews)

The SEC’s new advertising and marketing rule, which will likely be enforced beginning November 4, presents RIAs with the chance to tremendously develop their advertising and marketing efforts. From shopper testimonials to selling the evaluations they’ve obtained on third-party web sites, companies will have the ability to level potential purchasers to proof of the standard of their service.

On the identical time, the SEC will likely be wanting to make sure that advisors keep inside the bounds of the brand new regulation. However as a result of the rule is principles-based (e.g., in accordance with the SEC, info in advertising and marketing supplies have to be introduced in a “truthful and balanced” manner, with the which means of “truthful and balanced” remaining undefined), some advisors are nervous about operating afoul of the SEC throughout their subsequent examination within the absence of extra specific steerage (which may come as the results of different companies operating afoul of the brand new rules). In reality, promoting and advertising and marketing was cited because the “hottest” compliance matter for 2022 amongst companies in a current Funding Adviser Affiliation survey.

Finally, the important thing level is that advisory companies face a dilemma with the SEC’s new advertising and marketing rule: early movers who make the most of the rule may reap the advantages of the expanded advertising and marketing alternatives, however on the identical time may additionally turn out to be the primary targets for SEC enforcement of the rules. This implies that these companies who do determine to leverage shopper testimonials and different forms of advertising and marketing allowed by the rule will need to pay shut consideration to present and future SEC steerage on the advertising and marketing rule and keep a robust inside compliance tradition to make sure that their advertising and marketing campaigns and documentation meet the SEC’s necessities!

(Khe Hy | RadReads)

One of many first steps on the trail to turning into a monetary advisor is gaining the technical abilities (typically by way of a CFP Board registered program) wanted to supply high-quality recommendation to purchasers. The following step is often to discover a job at a monetary advisory agency, the place the aspiring planner can achieve the experience wanted to finally work with purchasers of their very own (and to achieve the hours wanted to satisfy the CFP expertise requirement). And sooner or later, many advisors determine to make the leap and begin their very own agency.

However many new advisory agency homeowners uncover that operating their very own apply is completely different from working as an worker advisor. Whereas they could have initially began out as an advisor as a result of they benefit from the technical features of planning and dealing immediately with purchasers, they could discover that a lot of their time is spent on managing processes and operational features of the agency. And whereas advisors can construct a worthwhile apply at this stage, Hy means that many high-achieving professionals typically get ‘caught’ at this stage of enterprise.

As an alternative of focusing practically all of their time on the managerial and technical features of the apply, Hy means that taking time to include an entrepreneurial imaginative and prescient is the important thing to reworking it right into a full-fledged enterprise. For instance, whereas the technical features of planning require vital talent, an advisor’s means to revenue off of this expertise is restricted to the hours they work themselves; as an alternative, creating an entrepreneurial imaginative and prescient (e.g., a enterprise that features different advisors and operational personnel) can result in a enterprise that may generate earnings past the hours the agency proprietor works themselves.

The important thing level is that there’s a distinction between constructing a monetary planning apply (the place the agency proprietor’s main function stays monetary advising) or a enterprise (the place many of the proprietor’s time is spent working on the enterprise quite than in it). And whereas each choices might be each worthwhile and satisfying, it will be significant for the agency proprietor to know which avenue they need to pursue, in order that they will take advantage of out of their restricted time!

(Monetary Panther)

One of many main debates in private finance is the query of whether or not to hire or personal a house. Renters pay a landlord cash and in return obtain a house to dwell in for a given time period, at which level they’ve to seek out elsewhere to dwell. Householders, alternatively, usually pay a mortgage (in addition to taxes, insurance coverage, and maintenance prices), and not solely have a spot to dwell, but additionally have an asset to promote after they need to transfer elsewhere. The ‘proper’ reply of whether or not to hire or purchase will usually rely on a person’s state of affairs; for instance, in the event that they plan to go away their present metropolis, renting might be the way in which to go, whereas shopping for a house might be the higher selection in the event that they plan to remain in the home for a few years.

An identical comparability might be made between workers and enterprise homeowners. Staff commerce their time for wages, but when they determine to go away their job, they don’t have any extra property aside from the earnings they’ve made. Alternatively, enterprise homeowners usually pay themselves a wage as their enterprise brings in income, however the enterprise itself turns into an asset that they will doubtlessly promote. Although, much like the housing instance, the difficulty of how lengthy you propose to remain within the job is a key issue. As an example, somebody who thinks they could need to transfer on to a unique discipline within the close to future would possibly quite ‘hire’ their job as an worker, whereas somebody who is ready to work on a enterprise for the lengthy haul would possibly need to ‘personal’ their job by beginning a agency (not solely as a result of doing so typically includes upfront prices, but additionally as a result of it typically takes a number of years for the worth of a enterprise to develop considerably).

Finally, there isn’t any one ‘proper’ selection between ‘renting’ or ‘proudly owning’ your job. And within the case of the monetary advisory business, both choice might be fulfilling (each personally and financially), as some advisors favor working as an worker advisor the place they will spend most of their time assembly with purchasers whereas bringing in a beautiful wage, whereas others favor the problem (and potential monetary upside) of beginning their very own agency. The hot button is to know your personal preferences (e.g., a want for flexibility versus a dedication to sticking with what you are promoting) and select accordingly!

(Frederik Gieschen | Neckar’s Minds And Markets)

Many professionals look to people who’ve discovered success to get inspiration or concepts on tips on how to succeed themselves. In fact, you can not copy the story of somebody like Warren Buffett or Steve Jobs, however making use of their habits may help result in success (nonetheless you outline it) in your personal life.

For instance, focus is a trait attributed to many profitable entrepreneurs. In Invoice Gates’ case, he tried to tune out the surface world (actually, by eradicating the tuner from his tv) in order that he wouldn’t be distracted from occupied with tips on how to make Microsoft a greater firm. One thing related might be mentioned for Buffett and Jobs, who discovered their missions early in life and positioned an intense give attention to them all through the remainder of their lives. And within the case of monetary advisors, this might imply focusing and ‘going deep’ into the wants of a selected splendid goal shopper or area of interest.

However not each profitable particular person is laser-focused on a singular pursuit. As an example, whereas Richard Feynman is most well-known for being a scientist (together with successful the Nobel Prize in Physics), he was additionally a instructor, writer, and drummer. In accordance with Feynman, one of many secrets and techniques of his success in a wide range of areas was to maintain quite a lot of “favourite issues” swirling in his head, so that each time he discovered a brand new reality or approach, he may contemplate whether or not he may apply it to one in all these issues (regardless that they had been typically in extensively divergent fields). This implies having many questions in your head (even if you happen to’re not occupied with them continually) can maintain you curious and engaged for an prolonged interval and throughout a number of disciplines.

In the long run, there isn’t any one ‘secret’ to success in enterprise, or in life typically. And completely different classes from profitable people might be beneficial at completely different factors in your life. For instance, exploring a variety of mental questions or profession pursuits (or maybe within the case of advisors, several types of companies or purchasers) early in a profession can expose you to a variety of concepts and alternatives. However whenever you discover one you need to decide to, having the main focus to see it by way of may end in a major skilled and monetary upside!


We hope you loved the studying! Please go away a remark under to share your ideas, or make a suggestion of any articles you assume we must always spotlight in a future column!

Within the meantime, if you happen to’re taken with extra information and data concerning advisor know-how, we might extremely suggest testing Craig Iskowitz’s “Wealth Administration As we speak” weblog, in addition to Gavin Spitzner’s “Wealth Administration Weekly” weblog.

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