TIAA

Outlooks

2017 Outlooks are like Snowflakes

The industry’s blogs are currently awash in two post types: the year in review (2016) and outlooks (for 2017). I reviewed a dozen (list here; PDF) 2017 outlooks posted over the last four weeks. No two posts are alike. The lack of any standardization in tone, length, and type of prediction is informative in its own right. For a time-strapped FA, I can clearly see why he/she may gravitate to same 2 – 3 firms known from years past.

Three interesting takeaways about outlooks:

  1. There’s nearly no overlap across firms. I expected to see significant topical commonality, such as 50%+ offering an end-of-year target for the S&P 500. Not the case.
  2. Two firms use “2017 Outlook” in the post’s title and offer no predictions. I think the typical reader sees that title and expects some amount of prognostication.
  3. Many firms do not provide clear predictions and include a tremendous volume of “may see” and “could occur” woven into the text. This may be compliance related for some firms, though others (e.g., AB, BlackRock) are comfortable with their investment professionals writing predictions.

Across the 12 firms, I counted 28 predictions (my threshold: need a definitive statement or graphic related to a 2017 prediction). The BlackRock post had the most (6) and the average was 2.3 predictions/post. In case you’re curious of some differences, here are four examples how firms provide predictions.

AB – Says it with a chart. (chart too large to include)

American Century – Casts winners and losers. “And the Potential Winners Are… Regional banks with commercial loan exposure could benefit from rising inflation expectations and a steeper yield curve.”

M & G – Makes it relative to a geography or asset class. “Brazil will not be the outperformer in 2017 as existing valuations are priced for a perfect execution of policy.”

TIAA – Uses Straight-talk and blunt languge. “The rise in the U.S. dollar pauses even if rates move higher.”

ESG Study

Two Current Marketing Gaps for ESG

The ESG market is purportedly massive ($59 trillion globally with $6.5B in the US alone). Primarily these assets are held by institutional investors and predominantly in Europe.SRI Assets SRI Assets 2 ChannelsA conventional theory about why ESG hasn’t broken through in the US retail channel states FAs and HNW investors perceive a performance gap versus traditional products. For instance, a 2016 TIAA survey notes over 50% of FAs and investors expect a lower rate of return. However, significant academic research exists dispelling the notion that ESG products have lower rates of return. In a Deutsche Bank examination of academic studies, 89% show highly-rated ESG companies outperform the market. And more recent studies show the performance perception may be changing.

So what’s an asset management marketer looking to communicate its product lineup to do? For firms that have viable products and a desire to promote them, I see two approaches to begin materially-influencing US retail buying behavior.

Address Implementation

The “how” in terms of integrating ESG is often missing in firms’ messaging. There is an opportunity to answer straightforward questions like is ESG a full replacement of all my non-ESG strategies? Is it better to start in one asset class? If so, which one and why?

BlackRock provides a “Practioner’s Perspective (PDF)” that I’d consider only suitable for certain institutional investors and then a glossary of basic terms on their blog. Natixis provides a trio of views on ESG but doesn’t answer these or similar questions. Deutsche Bank shares highly technical implementation via smart beta in their 2013 paper, “SRI Integration via Smart Beta.” These examples don’t really support FAs that may consider integrating ESG into client portfolios.

Provide Examples

Showcasing practical hypothetical examples of how ESG can benefit a portfolio by improving returns and/or reducing risk while positively impacting the broader world enhances clients’ understanding. In essence, consider case studies. A case study can address performance bias or risk considerations or issues such as reducing firearmsaccess (USSIF data shows over $350B in policies restricting investments in weapons manufacturing).

These approaches provide showcase whitespace in ESG marketing that may support FAs integrating ESG strategies.

[1] – Top two charts via GSIA (PDF)

Examining Industry Web Site Log-In and Registration

We’re frequently asked for an opinion on financial advisor site authentication. In turn, we often ask if any content absolutely requires a log-in. FAs do not like to register and maintain an additional ID/Password, so securing as little content as possible is a sound initial mindset.

Yet, we understand that broker-dealer only materials require authentication. So what are today’s industry log-in and registration options? I examined how 19 firms enable advisors access to secure content and found two interesting conclusions.

Log-In / Authentication

Of the 19 firms, 8 firms try to authenticate the FA through an e-mail match against the firm’s CRM. Eaton Vance showcases that approach; when the FA tries to access secure content, eatonvance.com asks only for an e-mail address (see below). So an advisor with an e-mail already captured in the CRM does not need to register. That means 12 of the remaining firms make log-in harder than necessary for known FAs to access the content they want.

Eaton Vance Registration

Matching first against CRM will become status quo and firms without that capability are digital laggards.

FA Registration

Firms present registration in one of two forms:

  • 6 of 19 firms require a clear affiliation with a broker-dealer, either through a CRD number, dealer number (via Franklin Templeton), or valid broker-dealer e-mail address (via Legg Mason). This is typically a short form registration requiring only 4 or 5 data fields.
  • The 13 remaining firms present a single or multi-step process (via TIAA) that requests typical online registration information with 10 or more data fields, but without a CRD or Dealer number.

In parallel to these two registration approaches, 4 of the 19 firms also allow FAs to bypass on-site registration via social sign up. All four authenticate via LinkedIn and two also allow authentication via Facebook and Google. Royce (example) uses the LinkedIn approach with an “authorize” window popping up for user acknowledgement.

An abbreviated registration form with a required CRD or Dealer number is more straightforward than long-format registration.

Best Blogs of the Week #245

Only one post this week and it covers fiduciary responsibility. “D-O-L,” as our clients refer to the fiduciary responsibility for financial advisors, looms large throughout the industry. The rule is extremely complex and deserves high-quality posts such as this one.

TIAA – Fiduciary Rule’s “Recommendation”: What’s an Advisor to Do? – So if a statement puts an advisor on the recommendation side of the line such that the advisor becomes a fiduciary, what does that entail?

Courtesy Mike Steele, BREXIT

Best Blogs of the Week (SPECIAL – BREXIT II)

Shocking the capital markets globally, the referendum to leave the EU passed. BREXIT. Asset managers were ready with comment. The proceeding table aggregates industry blog posts on Friday (only). This is an impressive volume (e-mail me if you’re seeking a perspective on quality) though as you see very little thought went to titling these posts. Of the titles below, BlackRock and WisdomTree clearly put thought into their respective titles.

Asset Manager Blog Post
American Century Our Views on the Brexit Vote
BlackRock What data can tell us about the Brexit vote

5 key takeaways from the Brexit vote

Fenimore Brexit & The value of patience
Franklin Templeton In The Know: The UK Votes to Leave the EU

Brexit: How Quickly May the Surprise Wear Off?

A Global Macro View of Brexit Implications

Invesco UK votes for ‘Brexit’

Beyond Brexit: What happens next?

M & G Bond market reaction to UK “Leave” vote
MFS Brexit Rattles the Market
Natixis Brexit Interviews: Implications of the vote

Brexit Vote: The New Unknowns

PIMCO Brexit: Initial Impact and the Road Ahead

Brexit’s Impact on the Eurozone

 TIAA Response to Brexit requires long-term perspective – UPDATED
Wells Fargo Brexit: Buy the dip, or wait?

Brexit vote sends shock waves through markets

William Blair Brexit Update: Our Base Case Scenario
WisdomTree Sterling’s Structural vs. Euro’s Political Weakness: “Brexit” Opens Opportunities