The one thing investors want to talk about more than anything else

The typical 21st-century advisor thought leader in the wealth management business tends to disparage an investments-based approach to client relationships. If you listen to many of the trend-setting speakers, you’ve probably heard some form of the saying “If you live by performance, you’ll die by performance.”

There is, of course, wisdom in focusing your services on the things you can control (the advice you give) rather than things you have no control over (market movements).

But if we look at studies measuring investor sentiments, the driving factor behind this industry shift seems to be more motivated by what advisors want out of their client relationships rather than what clients want. 

Advisors want to safeguard themselves from the appearance of fault when investments go south, so they are told to stop focusing on portfolios and start focusing on planning.

To today’s advisor, planning is king.

The only problem is that to today’s investor, investments still matter most.

What investors want to talk about

According to a new Spectrem Group study, “Communicating with Advisors and Providers,” when investors were asked what topics they most want to discuss with their advisor, the number one answer was—you guessed it—investments.

Roughly 80% of investors put investments as a top 5 topic and over 30% put it as priority #1, far ahead of the second most popular topic, income generation during retirement, which was the priority topic for 20% of investors.

Source: https://www.iris.xyz/research/what-investors-want-to-talk-about-with-their-advisor/

If investments matter so much, why do advisors shy away from talking about them?

Nearly every subject on this list is part and parcel of most advisor-client relationships. 

It’s not particularly noteworthy that investors care about things like “estate planning” or “healthcare costs in retirement.” Any advisor who has been in the business long enough knows how important those considerations are for their clients, especially as they pass retirement age.

What is worth noting is that by replacing investment performance with progress toward goals, many advisors are barely skimming (or entirely avoiding) the topic a majority of investors most want to discuss.

There are numerous reasons why advisors have moved away from highlighting investment performance and taken a more high-level view to planning. 

To name a few:

  1. As the industry moves toward a more comprehensive advice approach, investments have become one spoke on an ever-expanding wheel of services offered.
  2. The goals-based approach keeps meetings and the arc of planning zeroed in on what’s most important – goals – rather than getting bogged down in the details.
  3. Portfolio reviews eat up a lot of time in meetings, and the energy they take on both sides – for you to explain and the client to understand – can leave little space for other important topics.
  4. When a client’s investments have a particularly tough quarter, you could end up spending all your time trying to persuade them (with varying degrees of success) to stick to the plan.

You could go on and on in listing the benefits of a goals-based approach to planning, but the fact still remains: investors want to know what’s going on with their investments.

How to focus on investments without losing the big picture

Investors come to an advisor for their expertise—the more you’re able to show that you understand their investments, and have a plan for why they own the assets that they do, the higher the likelihood that they’ll be comfortable with the strategies you’ve chosen together.

But putting a spreadsheet or list of holdings in front of a client isn’t typically going to be an experience that leaves a positive lasting impression or captures their interest. 

We believe that the advisor-client relationship should be centered on visual reporting that makes it simple for advisors to understand what’s happening in a portfolio so they can communicate it in a way that makes sense to clients too.

Kwanti’s customizable reports allow you to get into the details—like asset correlation within a portfolio—without losing sight of the big picture. Through using charts, graphs, and other visuals, you can show clients what went on with their holdings in the past, what’s happening now, and what to expect if trends continue into the future.

We’re here to support your portfolio analysis needs along every step of the advisor-client journey. From selecting a unique investment strategy from our model marketplace to creating a proposal, to managing the ongoing relationship, you can find the investment-centered data you need in Kwanti.

 

Try the Kwanti platform for yourself, risk free. Click here to start a free 30 day trial.


Folders

Now available! Use folders to organize your work.

For example, create a folder for model portfolios and folders for clients and prospects:

To create a folder, click:  New -> Folder

Learn more about folders (includes video tutorial)


Wilshire model portfolios

Wilshire model portfolios are available in Kwanti model marketplace.

To access the Wilshire model portfolios, click Import -> Wilshire

  • Wilshire Premier Allocation Conservative Portfolio
  • Wilshire Premier Allocation Moderate Conservative Portfolio
  • Wilshire Premier Allocation Moderate Portfolio
  • Wilshire Premier Allocation Moderate Growth Portfolio
  • Wilshire Premier Allocation Growth Portfolio
  • Wilshire Premier Allocation Aggressive Growth Portfolio
  • Wilshire Premier Allocation Tax Sensitive Conservative Portfolio
  • Wilshire Premier Allocation Tax Sensitive Moderate Conservative Portfolio
  • Wilshire Premier Allocation Tax Sensitive Moderate Portfolio
  • Wilshire Premier Allocation Tax Sensitive Moderate Growth Portfolio
  • Wilshire Premier Allocation Tax Sensitive Growth Portfolio
  • Wilshire Active Income Portfolio
  • Wilshire Active Tax Free Income Portfolio

As for all models in Kwanti model marketplace, Wilshire model portfolios are automatically synchronized in Kwanti whenever reallocation occurs.

Learn more about Wilshire model portfolios.

 


Reorder PDF Pages

You can now reorder the pages on the PDF report to your choosing.

To do so, click and drag the arrow next to any page under the Pages section of the menu on the left of the page as shown below:

 

 


3 Ways to Benefit from Customizing Reports in Kwanti

Most advisors tend to offer similar services to one another, which can create the impression that all advisors are the same. 

But it’s an accepted fact for anyone who works in financial services that the opposite is actually true—every advisor can be very different in how they approach investing, financial planning, and working with clients. 

That uniqueness extends to how advisors like to create and review portfolio information with clients, and we’ve developed the Kwanti platform to accommodate the customization you like to bring into your relationships.

When you’re ready to take the analytics out of Kwanti and present your recommendations to your clients, our reports can be an easy way to get your client focused during conversations about their investment strategy. 

Here are a few ways you can customize your Kwanti reports to fit your firm’s brand and what you want to review with clients. 

Getting Started with Custom Kwanti Reports

Creating a report is as simple as clicking a button. 

While viewing any portfolio, select PDF from the top menu to launch into the custom reporting engine.

Once you’ve launched a report, you can customize its content and style to fit your firm’s needs and what you want to discuss with a client. 

By default, our most-used report sections will display but you can reorder pages or remove pages entirely simply by hovering over them in the Pages section on the left-hand side.

If you need a section that’s not there, click Add Content to add additional sections like Top Holdings, Correlation, and Bond Styles.

Throughout your reports, you’ll be able to dynamically click inside of sections on each page to make edits. Tailor your cover page to the specific advisor who will be presenting, or hover over your Top Holdings to change the number of assets to display, and whether to keep the information high-level or display which funds hold a specific security for a deeper level of analysis in your next meeting.

Creating Dynamic Proposals to Close New Business

Kwanti reports allow you much more flexibility than client presentations. You can also use them to enhance your proposal for prospects as well.

Turning an analytics report into a proposal that compares your proposed portfolio against a prospect’s current setup is simple. Here’s how you can create proposals in no time.

Under the Data section, add a second portfolio as Portfolio B. The report will dynamically update to show both side by side, allowing you to easily show a visual of the benefits you can provide by moving the prospect into your recommended investment strategy.

For even more customization, you can also add an additional benchmark.

Branding Your Reports

As the primary source of financial advice for your clients, it’s important to put your name and logo in front of them in every communication. That extends to your reports as well.

We help you maintain consistency across your client communications with the ability to self style Kwanti reports to your brand’s colors.

You can select a pre-selected color from the dropdown menu, or enter your firm’s Hex code to customize to your exact primary color. The cover page and all section headers will update to match.

If you need to add custom disclosures or additional commentary, simply add a Custom Text page to provide your clients with any information they need to make well-reasoned decisions from your expert analysis. 

 

Not a Kwanti user? Click here to start a free trial and start creating your own custom reports to use in client and prospect meetings.