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1 Index Financial Advisor Value Proposition Page 2 Financial Advisor Types Page 4 Investment and Financial Planning Careers Page 5 Selecting a Sound Financial Advisor Page 6 Common Advisor Concerns Financial Advisor Selection January 2015 Financial Advisor Fees Page 8 Financial Advisor Process Page 9 On-Line Investment Advisors Page 10 Other Professional Services Page 12 Investor Education Investor Education is Critical to reach your Financial Goals Wealth gives you Freedom and Control of your Life Setup an Auto-Investment Plan to Invest on a Regular Basis in Bull and Bear Markets Create a Diversified Portfolio with the Proper Asset Allocation Purchase Quality Investments Manage your Portfolio Properly PDM Investment Services, LLC A Registered Investment Advisor 5131 Standish Drive, Troy, Michigan * * For complete disclosure see our website 1

2 Financial Advisor Value Proposition If you answer NO to any of the following questions, it is likely a good financial advisor can add value to reaching your financial goals, producing better portfolio returns and providing peace of mind to your family. Do you feel you have the proper investment training? (Asset allocation, security selection, portfolio implementation and portfolio management) Do you have the proper investment tools? (Market forecast, fundamental, technical, valuation, psychology and cycles & seasonality) Do you have the time to keep up with the complex and changing investment environment? (Barron s, Morningstar and newsletters on the market forecast, stocks and mutual funds) Are you putting in enough time to design, manage and monitor your portfolios? Are you measuring your portfolios performance each year and are your portfolios outperforming their benchmarks and the average investor? (The average investor lagged the S&P 500 by 4.2% per year from 1993 to 2013 according to DALBAR research, mainly due to poor timing decisions. An advisor can help you stick to your strategy through bear and bull markets.) Do you panic and sell near market bottoms and tend to invest more near market tops? Wealth Plan Design and Support with Measured Goals A wealth plan is a written long-term investment plan to guide you to meet your retirement goals and provide peace of mind to your family. Having a Wealth Building Plan, Investment Plan and Retirement Plan, increases one s confidence and effectiveness in managing, borrowing, saving and investing. Investor Education Focused Growth Investor newsletter An educated investor increases one s confidence and effectiveness in investing. Investment Research Keep your strategy current with the complex and changing investment environment. Enhanced tactical investment strategies to help control risk. Professional Portfolio Design and Management Uncover the few active mutual funds that consistently outperform their benchmarks. Efficient portfolio implementation with disciplined and timely execution of trades. Active portfolio management, asset allocation and rebalancing. Behavior Coach Behavior coach for disciplined emotional support through, bull markets, bear markets and bubbles. Portfolio Performance Analysis with Quarterly Performance Reports Investments, asset allocation, cash flow, management fees and year-to-date performance. 2

3 The Advantages of Hiring a Good Financial Advisor The investment process is complicated and requires strict discipline without emotion. Without professional guidance, you will likely produce mediocre returns, and not meet your retirement goals. You should always seek professional advice unless you receive the proper training, invest in the proper tools, and are willing to put the time into managing your portfolio. Most people find investing complicated, have difficulty finding good advice and are worried about losing money. Select a financial advisor to create and support your wealth-building plan, select the best investment strategies and design and manage your investment portfolios. Wealth Plan Design Professional Portfolio Design Access to Enhanced Investment Strategies Efficient Portfolio Implementation Discipline and Timely Execution of Trades Active Asset Allocation and Rebalancing Portfolio Performance Tracking Behavior Coach Guidance During Bubbles and Bear Markets Quarterly Reports and Capital Gains Summaries The advantage of a professional portfolio design is proper diversification, strategic asset allocation, enhanced security selection and discipline. Your portfolio is designed to meet your long-term retirement goals based on your risk tolerance and time horizon. Your 401(k) and other investment portfolios should be reviewed at least annually and more often in changing market conditions. Asset Allocation The largest contributor to a portfolio s long-term performance relative to its benchmark is an optimal asset allocation. Based on studies, a portfolio s asset allocation contributes at least 70% of a portfolio s performance. Our asset class rating system helps us select a strategic allocation for each year s economic and market conditions. Equity Selection The second largest contributor to a portfolio s long-term performance relative to its benchmark is equity selection. Mutual funds are selected based on our enhanced security selection system employing fundamental, technical and valuation analysis. We look for funds that provide excessive performance relative to their benchmark, perform consistently and display a better risk adjusted return than their benchmark. 3

4 Financial Advisor Types The term Financial Advisor is used in the industry to cover many different designations. The most common designations recognized by the SEC and state are: Broker, Financial Planner, Investment Advisor and Chartered Financial Analyst. The Broker and Investment Advisor are registered at the state or SEC level and the Financial Planner and Chartered Financial Analyst are certified by an independent body that is recognized by the state and SEC. It is important to know the designations of a Financial Advisor before you hire them. You can check to see designations, education and any disputes against advisors by going to Select Industry Professionals, FINRAA Broker Search and enter your advisor name. Or you can go to the SEC website Select Investment Advisor Search, insert Investment Advisor Firm or CRD# and click State or SEC. View the ADV I. Next select Part 2 Brochures on the left side then click on ADV2 Company Name to bring up the ADV2. You can also ask your advisor for a copy of their ADV 2 Form or U-4 Registration Form if they are a broker. An Independent Registered Investment Advisor is often the best choice of financial advisor. The goal of the RIA is to help find solutions that are closely aligned with client needs and objectives. Their advice is based on what s best for the client. They have a deeper understanding of the client s situation and goals. They often can give advice on complex needs like stock option management. The asset based fee structure is simple and easy to understand. Assets are held by outside custodians for transparency and safety. REGISTRATION BROKER/DEALER FINANCIAL PLANNER (Agent) Registered with the state or SEC. Certified by an independent body. Recognized by the state or SEC. INVESTMENT ADVISOR (Representative) Registered with the state or SEC. EDUCATION Pass the Series 6 or 7 exam. Pass the CFP exam. Pass the Series 65 exam. FIDUCIARY RESPONSIBILITY Sell you investments suitable for you. More sales and less disclosure. Looking out for their own interest first. Higher level of customer disputes. Sell you investments suitable for you. More sales and less disclosure. Looking out for their own interest first. Some customer disputes. Advice must put the clients' interests ahead of their own. Full Fiduciary Responsibility. High level of disclosure. Lower level of disputes. DISCRETIONARY POWER PRODUCTS Each transaction requires client approval. All securities. No portfolio management. Each transaction requires client approval. Advice on mutual funds, insurance, annuities, estate planning and retirement planning. Portfolio design and management outsourced. Most advisors have discretionary power to select, purchase and sell securities. Investment advice, investment selection and portfolio design & management. FEE STRUCTURE Commission based. Transaction fees and commissions for securities sold. Fee and Commission based. Hourly fees for advice or frontloaded commission products. Fee-Only Based. Flat fees, hourly fees, assetbased fees. (0.6% to 2.0%) 4

5 Investment and Financial Planning Careers Pay increases as you go down the list below. Most of these careers start with a BS Finance, MBA, BS Engineering, BS Accounting degree or BS Economics. For a complete wealth building plan, you will need input from all of the positions below, except a stock broker. Financial Planner Certified Financial Planner CFP Certification (2 to 4 years college, pass CFP exam, work experience and continued education) Plan or hourly rate based. A Financial Planner creates and supports a financial plan typically including career income, spending, savings, debt management, investments, retirement planning, estate planning, insurance and retirement income management. They start with the evaluation of a client s objectives, goals and risk tolerance. Stock Broker Stock Broker Agent (Pass the Series 6 or 7 registration exam) Commission based. Sales and advice on investment products suitable for the client Investment Advisor Also see Financial Advisor (More sales) Registered Investment Advisor Representative RIA (Pass the Series 65 or 66 registration exam) Fee based on assets under management. Sales and advice of investment products suitable for the client and in the clients best interest. (Fiduciary Responsibility) They start with the evaluation of a client s objectives, goals and risk tolerance. Research Analyst Research Analyst, Financial Analyst, Securities Analyst (Pass the Series 86 registration exam) Research investments such as stocks, bonds and mutual funds to be used to build portfolios. Portfolio Manager Registered Investment Advisor Representative - RIA (Pass the Series 65 or 66 registration exam) or Chartered Financial Analyst Certification CFA (Pass CFA exam, work experience and continued education) A mutual fund manager typically has a CFA and MBA making over $1 million per year. Design and manage portfolios to meet a client s objectives, goals and risk tolerance. Define portfolio asset allocation, select investments, implement portfolio (trading), manage portfolio and monitor performance. Investment Strategist Chartered Financial Analyst Certification CFA (Pass CFA exam, work experience and continued education) Define the firm s strategy, a market outlook and market summaries. A strategy may include fundamental, valuation, sentiment and technical analysis on the market, asset classes and investments. Investment firms also have marketing, accounting, compliance, IT and HR departments. 5

6 Selecting a Sound Financial Advisor Just because the firm is large, has nice shiny marble floors and the advisor has a fancy car and suit does not mean they are competent. Who do you think is paying for that with those high fees? Large firms often means large marketing budgets with lower performance. The small to medium size independent firms are often best for most people. Choosing an advisor should be an organized process that starts with taking an inventory of your needs and attitudes toward investing. Can you see partnering with this person and firm to help you achieve your financial goals? Are you more concerned about meeting your goals or beating the market? How complex are your needs? Do you want to be involved in the management of some of your portfolios like your 401 (k)? Financial Advisor Selection Structure Independent, Registered Investment Advisor, open-architecture, transparency, liquidity, ownership Fiduciary Responsibility Fiduciary responsibility that puts the client s interests first. A focus on problem solving, not sales. Act with skill, care, diligence and good professional judgment. Not mislead and avoids conflicts of interest. Advisor skills Technical, advanced strategies, character, experience, reputation, designations & certifications, no disciplinary actions, ownership Attributes: Trusting, caring, integrity, ethics, client interest first, articulate, assertive, consistent, creative, passionate about investing Services Wealth plan support, portfolio design, portfolio management, investor education Investment Strategy Asset allocation, active management, strategic, tactical, enhanced security selection Fundamental analysis, technical analysis, valuation analysis, investor sentiment, cycles and seasonality Performance Performance to benchmark over time, consistency, risk management, risk adjusted return, maximum downdraft Low Cost Management fees, loads, transaction costs Service Communication, responsive, activity, performance reports, reviews Client Type How many clients do you have? What is your typical client like? Number of portfolios managed? Assets under management? 6

7 Common Advisor Concerns High fees, no simple fee disclosure document Lack of advisor activity. Did activity from your advisor end once your account was established? Poor service and poor communication Does your advisor communicate often and return calls within 24 hours? Poor performance Does your advisor claim to be successful at market timing and beating the market consistently? Market timing is impossible to do consistently and beating the market is very difficult. No quarterly performance reports Are your quarterly reports short and easy to read? Do they display year-to-date returns, fees, holdings and asset allocation? No wealth plan offered Does your advisor review your whole financial picture to get a better understanding of your needs? Do they just sell you products or manage a portfolio? Firm pushes advisor to sell products client does not want Does your advisor have incentives to push high fee products? A client s best interest and suitable investments are required by law from a Registered Investment Advisor. Does your advisor own the products he pushes? 7

8 Financial Advisor Fees You should not pay more than 1.3% of Assets Under Management for an annual fee for portfolio management. Listed below are portfolio management fees based on survey a survey. Listed below are the fees for PDM Investment Services and the top five firms that have similar services and strategy as us. Fees are based on the ADV 2 SEC filings of the five firms. PDM ASSETS UNDER MANAGEMENT INDUSTRY PDM DISCOUNT $0 $50, % 1.2% 33% $50,000 $100, % 1.1% 27% $100,000 $200, % 1.0% 23% $200,000 $300, % 0.9% 31% $300,000 $500, % 0.8% 33% $500,000 $700, % 0.7% 36% $700, % 0.6% 40% $1,000,000 $2,000,000 $3,000,000 AVERAGE 32% 8

9 Financial Advisor Process Finding Meeting General information about goals, risk tolerance, time horizon, expected returns, income, spending, savings, investing and debt. Your experience with investing, asset management and investment advisors. Your concerns, needs, wants and fears about investing. Review current investments and brokerage statements. (Custodian, advisor, amount, type, investment strategy and performance) Review their services, strategy and portfolio types. Plan & Proposal Review Meeting Review investment plan, accounts and action plans. Review strategy and proposed portfolio asset allocations and holdings. Custodian Account Setup Fill out Brokerage Account Application and Trade Authorization Form for each new account. Fill out Account Transfer Forms and gather latest brokerage statement. Advisor will take forms, brokerage statements and check to Custodian to open your accounts and process transfers. Clients can go to the local custodian branch to deposit checks once account is open. For cash deposits, make check out to Custodian Name FBO/Your Name and take to local branch for deposit. For 401 (k) Rollovers: Call the Custodian Retirement Team and liquidate 401(k) for a direct rollover and have them make the check payable to Custodian Name FBO/your name. Sign Investment Advisory Agreement Sign Investment Advisory Agreement and send to advisor. On-Line Account Setup Custodian will advise you to create your login to view your account or call them to step you through the process. Portfolio Design & Implementation Advisor or portfolio manager will design and implement your portfolio per your investment plan. Purchases can be made all at once or over a period of time, depending on market conditions. Billing Process At the end of each quarter you will receive an invoice for the portfolio management fee. Review the fee calculation. You have 7 days to dispute the fee calculation before the fee is transferred out of your account and into our fee holding account. Portfolio Monitor & Reports Your portfolio will be monitored for asset allocation and holdings. Brokerage statements will be sent to you by the custodian. (At least quarterly, monthly if activity) For paperless, login to your account and select paperless. You will receive notifications. Portfolio Report should have holdings, inflows/outflows, asset allocation, fees and performance. (Quarterly) Investment plan should be updated and reviewed in person or conference call. (Annually) 9

10 On-Line Investment Advisors (Robo Advisors) On-Line Investment Services are a good place to start for investors with portfolios of less than $100,000. Most good advisors do not accept clients with less than $300,000 to invest with them. Firms that take on small coients, do not offer much more than on-line investment advisors. Investors who are starting out, are only looking for portfolio designs (asset allocation advice) and do not have enough assets to hire a good Investment Advisor, an online service may be the best place to start. Most 401 (k) plans offer a free portfolio design tool and will manage your portfolio for 0.5% of Assets Under Management. Most custodians like Scottrade, Schwab, Fidelity and T. Rowe Price offer free portfolio design tools and a portfolio management service. Schwab offers complete Investment Advisor Services at full price fees. Below is a list of investment advice options. Investor portfolio design and management using free available tools. No fee. No minimum AUM. Investor education, time and discipline required. Portfolio designs the investor implements themselves. Annual fee of $300 for PDM Investment Services. No minimum AUM. On-Line Investment Advisor. Annual fee of 0.2% to 0.5% of AUM or less. Minimums AUM typically start as low as $5000. (For the 65% of adults with less-than $100,000, this is a good choice) Portfolio design and management tools. Investment Advisor support as needed. Difficult business model. Some may go under because it is hard to attract a sufficient number of people due to site trust and client motivation. Full Service Investment Advisor like PDM Investment Services. Financial planning, Wealth Building Plans, analysis and problem solving. Annual fee of 1.0% of AUM for small portfolios. Minimums AUM typically starts $100,

11 Wealthfront (On-line service) Financial plan, asset allocation scheme, ongoing monitoring, re-balancing, performance forecasting Their platform is not available on custodians like Schwab and Vanguard because they believe there are potentially conflicts of interest. On-line only firms should have better focus. Periotic contact with an advisor for 0.25% of AUM annually. Vanguard Personal Advisor Services (On-line service) In 2014 the program was in the testing phase. Financial plan, asset allocation scheme, ongoing monitoring, re-balancing, performance forecasting Periotic contact with an advisor for 0.3% of AUM annually. Recommend Vanguard Funds and ETFs. Charles Schwab $5000 minimum Fidelity Institutional Access to LearnVest with human advisors Access to Betterment TD Ameritrade Access to third-party offerings Betterment Betterment Institutional offer their services through Investment Advisors. LearnVest Staffed with human advisors who are delivering their solutions from a technology-augmented platform. Balance Financial Future Advisor SigFig. Personal Capital Jemstep and MarketRiders monitor portfolios and make suggested changes for a flat monthly fee of $15 to $50. 11

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