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1 Presented By James A. Barnash, CFP A.V.P. Branch Development Capital Analysts Brief History of Financial Services Models Recent Developments Influencing Change Movement to Consumer Capitalism Changing the Direction for Solutions Embracing the Opportunity Ahead Questions and Comments Bankers, Stock Brokers, Insurance Professionals Glass-Steagall Act 1933 Gramm-Leach-Bliley Act 1999 Commissions and Few Fees 1980 s 1990 s move towards fees Rule 202-A-(11) CFP Board of Standards Fiduciary 2010 Financial Services Reform Analysts All rights reserved 1

2 Market Volatility: 87; 90; 00; 9/11/ Lack of Trust in Financial Institutions & Advisors s More Information Available to Consumers Not More Knowledge Development of Consumer Capitalism Model Analysts All rights reserved 2

3 Based on the principle of distributed capitalism Consumers served by advocates How it has been 1. Product Manufacturer Creates a Solution 2. Product Solution is Wholesaled to the Institution, i.e.; B/D, Bank, Insurance Agent, Wirehouse, Institutional Firm Service Provider 3. The Service Provider Pushes the Solutions out to Their Advisors 4. Advisors Sell / Introduce Solutions to Their Clients Client accepts even if not a perfect fit Manufacturer creates Solution Advisors provide Solution to clients Solution is wholesaled Solution pushed out to Advisors Analysts All rights reserved 3

4 Consumer / Client Shares With Advisor What They Want and How they Wish to Pay For It Advisor tells his / her B/D, Bank, Insurance Agent, Wirehouse, Institutional Firm Service Provider, what their client wants Service Provider contacts Product / Service Manufacturer and provides information as to what their advisors need for their clients Manufacturer creates the solution. Client demands a fit Manufacturer creates Solution Advisor works with client on solution Solutions pushed up to manufacturer Advisors provide info to Service Provider Advice is king but not asset management Advisor as Client Advocate C i i & P i Skill K Communication & Presentation Skills are Key 1. Behavioral Finance 2. Mind Map Illustrator 3. Scenario Now Selecting a Service Provider who can Support You Analysts All rights reserved 4

5 Behavioral finance is the application of psychology to financial behavior. Hersh Shefrin, Beyond Greed & Fear We know that Investment and financial products frequently work while investors, even with the support of an advisor, frequently don t because: Financial decisions are often driven by emotions. Our decision making is influenced by our state of energy and emotion; fear, excitement, anger and sadness bias financial judgment. Individual investors can be overconfident which can lead to excessive trading resulting in lower portfolio return. Source: Financial Playbook, winter/spring 2008, Values-Based Financial Planning by Doug Lennick and Inside the Investor s Brain by Richard L. Peterson Analysts All rights reserved 5

6 High Anger Fear Anxiety Frustration Euphoria Elation Excitement Exhilaration Negative e Depression Sadness Hopelessness Exhaustion Burnout Peaceful Mellow Relaxed Quiet Positive Low Trend Trend 1 Trend 2 Trend 3 Trend 4 Theme Message Old Approach New Normal Enhanced Client Discovery Client Centric Services Fees for Client Value Know Your Guide Your Deliver Client Client Value To Your Client Observation Behavioral Profiles One Size Fits All Service Tailored Whole of Life Service Transaction Fees + AUM Retainer Fees Client Service Collaboration Open Your Client to a Team Serve in Isolation Serve With Mutual Interest Copyright Financial DNA Resources Consumer desire for deep support aligns well with Behavioral Financial Advice. Effective leadership/influence of others is a function of self-management. Self-management begins with selfawareness and ends with aligning the real and the ideal. Analysts All rights reserved 6

7 Analysts All rights reserved 7

8 The Support Economy Shoshana Zuboff & James Maxmim Wired to Care Dev Patnaik with Peter Mortensen The Game Changer A.G. Lafley & Ram Charan Scenario Selling Patrick Sullivan & Dr. David Lazenbey Protinus Mind Map Illustrator Gary Klaben / Financial DNA Hugh Massie (770) / Lennick Aberman Group Doug Lennick or Chuck Wachendorfer Analysts All rights reserved 8

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