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Personal finance trends – the good and bad

Positive developments in 2013

1)      Lower expense ratios on many Exchange Traded Funds (ETFs). Last year, Schwab started the trend of lowering ongoing management fees on their ETFs and eliminating the transaction costs to buy and sell these products on the Schwab platform. This move attracted the attention of competitors and now many ETFs are cheaper to own than ever before. These products allow the broadest diversification across entire market segments at the lowest possible cost.

2)      The government has increased the contribution limits for retirement accounts for the first time since 2008. Annual IRA contributions were bumped up by $500 to $5,500 for people 49 and under and $6,500 for 50 and over investors. Employer retirement plan contributions also increased. Individuals under 50 can contribute $17,500. The over-50 catch up contribution can add another $5,500 to get to $23,000 total.

3)      Congress adopted higher federal estate tax thresholds ($5.25 million per person and $10.5 million per couple in 2013) than expected by most pundits. This effectively eliminates the prospect of paying federal estate tax for 99.86% of estates according to the Tax Policy Center. It also provided much more clarity for estate planning professionals who work with high net worth individuals on estate planning issues. Many states still have lower estate tax thresholds, however. For example, in Washington state the limit is $2 million. If a person dies with an estate value of $1,999,999 no state estate tax is due. But reach $2,000,001 and an estate tax return and payment are necessary.

4)      Investors have returned to markets. According to Leuthold Group, through April 24, net cash flow into mutual funds was at its strongest pace ever with year-to-date positive cash flow $223 billion.

Trends that concern us:

1)      Regarding that cash flow, the point of concern is that $106 billion of the incoming investments have gone to bond mutual funds. We think bonds will be severely challenged to generate meaningful returns over the next several years. Combine the premium many bonds are trading at with current low yields and the fact that total return could turn negative when interest rates rise and particularly U.S. government bonds will struggle to post returns anything like the past decade. By comparison, $22 billion of new investments have entered U.S. stock funds so far this year.

2)      The low interest rate policy set by the Federal Reserve Board. This policy has lowered the borrowing costs for the U.S. Government, but it has also changed the way that we all invest. Bond investors who are searching for yield are taking considerably more investment risk with their fixed income portfolios than ever before. When the Fed finally increases interest rates, three things may happen: inflation could increase dramatically, bond default rates may rise, and returns for bonds could turn negative as investors seek newer bonds at different increasing interest rates.

3)      Less affordable long-term care insurance. A few trends are becoming clearer for the LTC marketplace. A) most residents of nursing homes are women, b) Most baby boomers don’t have long-term care insurance because they either feel that it is too expensive or they don’t think that they will ever need it, C) Rates paid for LTC policies are becoming gender based, and although they have stabilized somewhat in the past year, the combination of the continuation of the low interest rate policies by the federal government and higher claims rates by women will force LTC prices to continue to grow at higher rates than inflation.

~ Allyn Hughes, CFP® — Brooks, Hughes & Jones – Partners in Wealth Management, Tacoma, WA

www.BHJadvisors.com

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Kicking cans toward the cliff – similarities between Europe’s crisis and the U.S. fiscal cliff

John Mauldin, an economist and writer who has focused much of his attention on the European monetary crisis, published an interesting article August 11. In his earlier articles on the subject, Mauldin identified two most likely outcomes for this crisis, either:

  • the countries in the European Union will choose to band together and the northern countries will provide massive bailouts to the southern countries and the euro will be saved, or
  • the European Union will choose to break up the euro and return to their former system of currencies.

A third, less likely choice is that the Euro will break up and two different currencies—one for northern Europe and another in Southern Europe—will take its place. Mauldin admits that these choices are hugely expensive, and increase the risk that Europe will fall into a recession or depression in the near future.

In his latest article, Mauldin presents another possibility that I think is most plausible. That is that the politicians in Europe will (using a term that I have come to hate) “kick the can down the road” for as long as possible until they are forced to make a decision about saving the European monetary system. Then, they will choose to keep the euro. He paints this as the most expensive solution offered because all of the votes will come at the last possible minute, when the decisions will be made because they have to be made. He thinks that this solution is the only politically tenable way to deliver bad news to the voters/constituents of each country.

After reading this article I started thinking about the upcoming “fiscal cliff” here in the United States. This cliff is a series of decisions that Congress and the President have to make as a result of yes, “kicking the can down the road” on topics like increasing taxes on income, capital gains, and dividends at the same time as government spending is cut due to automatic budget triggers that have not been addressed. Mix in changing health care law and financial services regulations not yet fully implemented and there are a lot of decisions to be made. In theory, most of the fiscal cliff decisions should be made in the 76 days between Election Day 2012 and Inauguration Day 2013.

Why is it important that we get answers to the fiscal cliff questions? Business owners and managers are unsure how to proceed. They have talked about waiting until they receive some clarity around the fiscal cliff issues before they go out and hire more workers. These employers are scared that changes to their tax structure will force them to cut back on their growth plans, and the long-term plans for their companies.

My sense is that Mauldin’s analysis of the most likely outcome of the European Monetary crisis can also be applied to our Congress’ negotiations around the fiscal cliff topic. Instead of making decisions about the fiscal cliff and providing a clear path for Americans, I think that they will defer or postpone as many of them as possible. The fiscal cliff will never occur. Instead it will be a slope—gradual and convoluted.

This will cost American’s many millions or billions over the long run, but will be the way that most members of congress will keep their jobs. And what is more important—billions of dollars or the job security of your favorite politician?

~ Allyn Hughes, CFP, ChFC, CLU — Brooks, Hughes & Jones, Partners in Wealth Management Tacoma, WA
www.BHJadvisors.com

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Retirement spending varies by age band

When working with a client on a financial plan, one of the most difficult decisions that we have for a client is “what percentage of your pre-retirement income do you expect to live on in retirement?”

Most financial planners use a fairly well accepted percentage like 70% for folks who are comparatively well off and 80% for folks who have saved more modestly for retirement.  For these folks, Social Security often makes up a larger percentage of their retirement income.

Generally these percentages work but they don’t explain much about the differences in their expenses that most retirees actually face.

A professor from California Lutheran University, Somnath Basu, created an interesting “age banding” framework to try to explain how retirees in different age bands (65-74, 75-84 and 85-94) spend differently in retirement as they move through these age bands.  His analysis had two very useful assumptions:

1) That the basic inflation rate for some expenses during retirement – taxes and basic living needs – is relatively modest, just 3%.

2) That the basic inflation rate for other expense categories like leisure and health care in retirement is higher – approximately 7% each year.

Basu’s research showed that the amount that retirees spend on each of these four sets of expenses (taxes, basic living needs, leisure and health care) often also varies from age band to age band.

For example, retirees from 65-74 are no longer earning paychecks, and they are relatively healthy so they spend more on leisure activities.

Age Range Type of Spending Spending Level Compared to Pre-Retirement Assumed Inflation of Spending
65-74 Taxes 50% 3%
Basic Living Needs 70% 3%
Health Care 115% 7%
Leisure 150% 7%

In the second decade of retirement (ages 75-84) this spending pattern changes and spending on leisure dramatically drops while taxes and health care costs rise:

Age Range Type of Spending Spending Level Compared to Pre-Retirement Assumed Inflation of Spending
75-84 Taxes 100% 3%
Basic Living Needs 80% 3%
Health Care 120% 7%
Leisure 50% 7%

Finally, from age 85-94, this trend continues and leisure costs drop again.  Here is how spending looks during this decade within this framework:

Age Range Type of Spending Spending Level Compared to Pre-Retirement Assumed Inflation of Spending
85-94 Taxes 100% 3%
Basic Living Needs 90% 3%
Health Care 125% 7%
Leisure 25% 7%

The most important point of this analysis is that retirees should understand that their costs will change throughout their retirement years and their personal rates of retirement inflation might be very different from that of a friend or close relative—especially if they have a variety of health-related issues.  Thus, it’s misleading to apply a rule of thumb like 70% or 80% of pre-retirement spending to a retirement that could last decades and have very distinct stages with changing expenses.

~ Brooks, Hughes & Jones, Partners in Wealth Management, Tacoma, WA

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Challenges facing bond investors, reasons to hold them

The following chart from Natixis Investments demonstrates how interest rates impact bond markets, particularly long-term government bonds. Over the past 30 years, generally declining interest rates have fueled bond returns that have easily outpaced inflation (6% real return). But go back to the previous 30 years when rates had a long upward trend and you can see that U.S. long government bonds lost ground to inflation (-1% real return).

Many economy and market watchers forecast that we are entering a period in this cycle similar to the green portion of the graph above with interest rates generally climbing for an extended period. This will make it harder to build financial security with a bond-heavy investment mix.

Couple this with recent comments from Ben Inker, head of asset allocation at money manager Grantham, Mayo, van Otterloo (GMO). Government bond yields are now at 60-year lows, Inker said at a presentation March 25. The last time bond yields were this low was the 1940s and they generated returns worse than cash for 40 years.

This doesn’t mean investors should avoid bonds entirely. U.S. Treasury bonds may not be attractive but a well diversified bond portfolio can still add value to an investment mix by holding corporate bonds, foreign bonds (where government finances are in better shape than the U.S.), and specialty bonds like floating rate bank loans.

This type of mix may not outpace inflation significantly, the way bonds have for the past several years, but it can be expected to provide a welcome buffer for periods when the stock market is not in favor. The magnitude of losses for bonds compared to stocks is minimal even when it is not an opportune time to build wealth through bond investments.

According to Fidelity Investments, in the period from 1941-81 when bonds struggled, the probablity of suffering a negative return in Treasury bonds in any one-year period was just 10.3%. The probability of negative Treasury bond returns over a three-year period was just 0.8%.

~ Brooks, Hughes & Jones, Partners in Wealth Management, Tacoma, WA

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GET may soon be gone

Washington’s Guaranteed Education Tuition (GET) program has generated a bit of concern recently due to speculation that budget uncertainty might force the program to be ended.

While this is not a certainty, it does appear to be a growing likelihood. Other states have already closed similar programs to new participants. With tuition rates climbing swiftly, it has become very difficult for the state to earn investment returns at a level that keeps up with tuition increases. This is expected to become even more difficult as bonds (the preferred investment vehicle of most government programs like this) face a much more challenging environment over the next several years than they have over the past 30 years.

This may make the state’s obligations to manage GET very difficult to maintain from an investment perspective.

Current GET participants should not be too concerned, however, that their contributions will be lost or diluted in some way. Even if the accounts to fund GET obligations are not sufficient to meet redemption of GET units, the state is legally obligated to pay.

“The state guarantee is backed by the full faith and credit of the State of Washington,” GET materials indicate. “That means if future tuition increases ever require the program to pay out more money than it has available, the Legislature would be required by state law to provide funding to cover the shortfall.”

Even with faith in government budgets clearly shaken, it’s a strong guarantee.

OTHER GET DETAILS TO CONSIDER

GET is meant to be a fairly simple program but it has layers that are often misunderstood. Before making a new investment in GET units, consider a few important details:

1. You are not buying tomorrow’s tuition with today’s dollars.

This is a common misperception. The value of GET units is tied to the tuition rate at the University of Washington (UW), the most expensive public university in the state. Undergraduate tuition for in-state residents at UW for 2010-11 is $8,700. If you buy GET units during the 2010-11 offering period, which ends April 30. You pay $117 per unit. One hundred units is considered a year of full-time tuition. That means it would cost $11,700 in today’s dollars. That’s a significant premium.

Also, if the student attends a school with less expensive tuition, the payout value of your GET units is essentially reduced.

The state’s position is overlooked but clearly stated in GET materials:  “The unit price contains a premium over current tuition so you should plan to hold your units for four to five years before use in order to realize financial gain.” In fact, you must hold GET units for at least two years before you can use them.

2. The premium you pay is the cost of the tuition inflation guarantee.

The state legislature allowed UW and Washington State University to increase its tuition by 14% for the 2009-10 and 2010-11 school years. Finding an investment with a guaranteed 14% return is not going to happen outside of Madoffland.

Now, there is consideration for allowing state universities to set their own tuition rates, breaking away from any standardization to address their own specific budget concerns. One proposal up for state legislature discussion would allow schools to raise tuition by no more than 14% in one year or a compounded rate of 10% over 15 years.

A 10% compounded growth rate means the cost doubles every 7.2 years. At that rate, today’s $8,700 tuition at UW would be closer to $27,000 in 15 years. It’s startling math considering that so many students and families already are overwhelmed with student loan debt.

3. If you intend to support your child/grandchild beyond just tuition, you will need to fund other costs with a different resource.

GET covers tuition and fees at the in-state resident level. You can apply the equivalent value to any accredited institution of higher learning, public or private, in any state, but the extra costs will not be covered by GET.

GET does allow you to purchase up to 500 units instead of just the 400 equated with the standard four years of tuition. So, if your student completes college in four years, the extra units and their value can be applied toward room and board or other qualified costs.

At some level, funding will likely be required beyond what can be saved for with GET. This is especially true if a private or out-of-state school is chosen, or if graduate school is expected. This is why some people with enough disposable income (or parent/grandparent gifts) participate in both GET and a standard 529 plan or Education Savings Account (ESA). Of course, if GET is frozen, the 529 or ESA will become the only tax-advantaged savings vehicles specifically designed to fund education.

4. Lump sums are the best way to buy GET units.

The best way to leverage the tuition guarantee is to buy units in lump sums while the student beneficiary is young. If you can participate in 10+ years of tuition inflation protection, the GET program has more value.

Beware that the periodic payment plans come with a 7.5% finance charge that effectively offsets much of the value. With payment plans, the state allows you to participate in a contract to buy a certain amount of units over time. You can lock in a lower unit price even if paying over several years. But the finance charge makes this route far less effective than buying lump sums, particularly if you can afford to purchase a single large lump sum very early in the student’s life.

There is not a tremendous risk in buying new GET units today, even if the program is ultimately closed. Buying a lump sum of units now at least guarantees that a portion of a child’s tuition expense will be covered. For many people, it’s a more comforting option than accepting the investment risk of trying to earn returns that outpace tuition inflation. This is your challenge with a 529 or ESA.

If you happen to be fortunate enough to consider funding college expenses for children or grandchildren as part of a broader estate plan, the best route to reduce your estate may be to maximize gifts into the 529 where contribution limits are much higher.

Certainly, many other details are involved in saving for and paying for college expenses. It helps to understand your options.

~ Brooks, Hughes & Jones — Partners in Wealth Management — Tacoma, WA

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The Bond Market Conundrum of 2011 — Part II

Portfolio Management Preferences to Reduce Risk

LOOK BEYOND TREASURIES

U.S. investors have easy and relatively inexpensive access to a broader selection of bonds than they had in 1994.

  • Non-U.S. bonds provide U.S. investors access to different economic cycles, interest rates and currency values which can help reduce overall portfolio risk.
  • Floating rate bank loans are another portion of the bond market that actually do better in rising interest rate environments. These loans are very short term, resetting every 30-90 days.

High-yield corporate bonds (those below investment grade ratings) have historically performed much better than other bonds during periods of increasing interest rates.

Consider this research reported by Investment News writer Jeff Benjamin:

According to an analysis of the biggest interest rate moves over the 20-year period through June 2006, high-yield bonds are remarkably resilient against interest rate volatility. Between September 1987 and June 2006, there were six separate 12-month periods that saw the yield on the 10-year Treasury climb by between 117 and 222 basis points. The average total return of high-yield bonds for those same 12-month periods was 5.5%, with just one negative-return period.

THE TOUGHEST DECISION

If your investment mix currently includes a significant overweight to stocks, should you leave it that way or diversify to include bonds at a point when bond returns are not expected to be nearly as good as they have been over the past few decades?

While the potential to see the value of your bond holdings drop is discouraging, watching them decline perhaps a few percent should be much more palatable than watching a stock investment decline significantly more.

If global economic conditions receive any more shocks, it’s conceivable that U.S. and international stocks could return to a bear market, declining 20% or more. In this case, having some bond exposure creates downside protection in a broadly diversified investment mix. It may be a hollow victory for bonds if all they do is lose less, but their ability to steady a portfolio amid periods of stock volatility can be valuable.

Let’s not forget that since March 9, 2009, the U.S. stock market has been on an exceptional run. The S&P 500 Index gained 85.5% as of December 22. Small companies, as measured by the Russell 2000 Index gained 130.3%. A correction would not be surprising.

WHAT ABOUT MUNICIPAL BONDS?

The biggest fear in the municipal bond market isn’t so much interest rates as it is pure default by the municipality. Clearly, government entities at all levels are faced with significant deficits. Historically, municipal bond default rates have been very low, essentially not a concern expect in a few high profile cases (Orange County, CA, the WPPSS nuclear project here in Washington). Holding a diversified mix of many different types of municipal bonds can minimize default risk.

Many people assume that if cities or other municipal entities fail, the Federal Reserve will bail them out, saving value for bond holders. This could be the case but may serve to further bog down the economy.

Even if we see 50-100 imminent municipal defaults as Meredith Whitney forecast on 60 Minutes December 19, that is a small percentage of the overall municipal bond market. If your municipal bond exposure is in an actively managed mutual fund with an experienced analyst monitoring credit ratings, the default impact may not be all that significant.

IS CASH A BETTER BET?

Shifting the fixed income portion of your investment mix to cash comes with an opportunity cost. What if interest rates don’t move quickly and bonds continue to produce attractive total returns? What if U.S. interest rates increase slowly and bond returns decline moderately?

If your current bond holdings are in a portion of your portfolio that can’t take even a minor loss in the next two years, we think that this investment should be in cash. If you can afford to take a limited amount of risk, we think that concerns about bond declines may be overstated from a longer-term perspective. More importantly, cash holdings do not rally.

EXPECTATIONS ARE BUILT INTO MARKET PRICES

All investment markets are driven by future expectations. These expectations are already priced into stocks and bonds. Bond investors don’t generally expect the same tailwind that has filled their sails for most of the past generation. A less friendly headwind may already be evident in the price of bond funds.

WHY WE PREFER BOND MUTUAL FUNDS OVER INDIVIDUAL ISSUES

We feel more comfortable letting professional bond managers navigate the opportunity and pitfalls the market presents.  Bond fund managers spend their days building portfolios that are liquid, sensitive to the outlook for interest rates, and focused on managing the risks and returns for their investors.  Unless you are certain as an individual investor that you will hold individual bonds until they mature, receiving a payout of the bond’s face value, and that you have enough individual bonds to diversify away as many of the risks as possible, it is unlikely you will be able to outperform these professional  managers on an ongoing basis.

Considering the open issues and historical precedent, investors definitely need to ratchet down expectations for U.S. bond returns. But we don’t think you need to run away from U.S. bonds altogether. And your portfolio may be optimized by expanding to include international bonds.

Part I What Happens When Interest Rates Rise

~ Gary Brooks, CFP®, Allyn Hughes, CFP®, and Nancy Jones, CFP®, — Brooks, Hughes & Jones, Partners in Wealth Management, Tacoma, WA

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The Bond Market Conundrum of 2011 — Part I

What Happens When Interest Rates Rise

Given historically low U.S. interest rates, government stimulus efforts that seem likely to spark inflation and a massive flow of cash chasing returns, many investors think that it is not an ideal time to invest in U.S. bonds.

But does that mean that investors should move away from existing U.S. bonds holdings or avoid investing any new money in bonds?

U.S. bonds are not a compelling investment currently for a few reasons:

  • A very long bull market for bonds is running out of support from fundamental market factors that drive value
  • Massive cash inflow has flooded bond markets with buyers, driving prices up
  • Interest rates have nowhere to go but up, hurting bond prices

The interest rate concern seems to be the biggest, especially for investors who remember 1994 when many U.S. bond mutual funds lost money even after considering the income their bonds paid out.

Compounding the lack of clarity is the uncertainty of actual increases in interest rates. Bill Gross, manager of the PIMCO Total Return Fund, the largest bond mutual fund in the world, believes that the Federal Reserve will not be faced with a need to raise interest rates for at least another year, potentially well in to 2012. He is not alone in this assumption.

There’s also no telling how fast rates will rise once the economy seems healthy on its own unstimulated merits. Gross is far more worried about the economy and its impact on the U.S. stock and bond markets than he is on interest rate changes. Unemployment will have to come down and inflation will have to be more obvious before there is pressure to raise rates. If the recovery continues to be a jobless one, we could continue in our low interest rate environment for a long time.

It’s possible that short-term interest rates and long-term rates could take different paths. The Federal Reserve manipulates the economy and markets to influence short-term interest rates but the market itself has more influence on long-term interest rates.

Past bond market performance gives us an indication of what returns we may expect when interest rates rise (causing the value of many types of bonds to fall). The trouble is that previous cycles of climbing interest rates weren’t also paired with unemployment, deficits, an economy boosted by artificial stimulus, and political combativeness, all at the same time.

A REMINDER THAT BONDS CAN LOSE VALUE

In 1994, many investors thought that bonds would protect them from loss. This is true if you own individual bonds and hold them to maturity, collecting coupon payments along the way and retrieving the principal of the bond at maturity. But if you have to sell your bonds or the bond mutual fund you own sells bonds, they could be sold for less than their purchase price.

In February 1994, U.S. interest rates began a relatively swift climb. They increased from 3.0% to 6.0% in one year. In that time, the Vanguard Total Bond Market Index Fund had a total return of -1.51%. Declines in the price of the fund outweighed income paid out by the fund for a full year.

We don’t think that it is likely that once interest rates do begin to climb, that they will increase 3% in a year, but it is still a possible scenario.

A MORE LIKELY INCREASING RATES SCENARIO

It was just a few years ago that interest rates reached their most recent peak. In July 2004, interest rates climbed from 1.0% to 1.25%. They continued to climb until September 2007 when they peaked at 5.25%.

Bond mutual funds fared much better in this period than during 1994:

Fund Cumulative Total Return (income + price appreciation) from July 1, 2004 – Sept. 4, 2007
Barclays Aggregate Bond Index ETF 13.5%
Vanguard Total Bond Market Index Fund 14.19
Vanguard Long-Term Bond Market Index Fund 18.80
Vanguard Short-Term Bond Market Index Fund 11.69
iShares 1-3 year Treasury Bond ETF 11.03
PIMCO Total Return 16.44
Fidelity Strategic Income 25.99
Templeton Global Bond 39.36
Vanguard Total U.S. Stock Market Index Fund 42.41

This was not a period of exceptional bond returns. If you divide the cumulative total returns by three you get a rough annualized return. There were some reasonably good returns, particularly for non-Treasury bonds. Foreign bonds and corporate bonds in general that were not punished by the increasing interest rate environment.

Let’s take a closer look at the experience of the PIMCO Total Return Fund, managed by Gross. From July 1, 2004 through September 4, 2007, the fund had a price return of -2.24% but a total return of 16.44%.

If you invested $10,000 in this Fund, just as interest rates began to climb in July 2004 and reinvested dividends over the three years, the fund paid out $1,831.52. The negative price impact left the investment’s value at $11,605.72 on Sept. 4, 2007. While the total return is not significant, it did continue to outpace inflation. Reinvesting dividends also added 174 shares to the holding over the period, increasing future growth.

Certainly there are differences between our economic situation today and the previous two climbing-interest rate environments. We are coming out of a deeper recession and the market will have to deal with the impact of massive cash stimulus (quantitative easing) that was not a consideration in 1994 or 2004-07.

If we rewind the calendar for a full generation, back to 1973, we can see how the U.S. bond market performed in a wide variety of economic conditions, market expectations, and political changes.

In the 37 years since then, the Barclays U.S. Aggregate Bond Index has had a negative return over a calendar year three times (-2.91% in 1974, -2.92% in 1994 and -0.82% in 1999). The 37-year average annual return was 8.22%.

Part II Portfolio Management Preferences to Reduce Risk

Past performance does not guarantee future results.

~ Gary Brooks, CFP®, Allyn Hughes, CFP®, and Nancy Jones, CFP®, — Brooks, Hughes & Jones, Partners in Wealth Management, Tacoma, WA

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You Get What You Pay For … Financial Planning Edition

Wall Street Journal columnist Jason Zweig, one of our favorites in the personal finance space, wrote an article August 7 about a new service for delivering low-cost, yet “comprehensive” financial planning to the masses.

Certainly, there are millions of people who are not engaged with a professional advisor and could benefit from guidance regarding their money decisions.

But we wonder whether this new service from Veritat Advisors will demonstrate value given the exceptionally personal and specific questions that most people have about how to protect their risks and build financial security through a lifetime of events and decisions.

In Veritat’s advisory model, customers submit financial information and high-level goals to Veritat’s financial planning engine. A financial plan is produced and customers then meet with a Veritat advisor via video link on the internet.

The advisors then help customers work with other providers to open and manage investment accounts, purchase insurance and complete basic estate planning documents.

Veritat charges a monthly fee from $25-$40, in addition to the initial financial plan fee of $250. It’s a low cost for the basics of a fairly generic, but suitable plan and investment strategy.

Zweig writes that Veritat expects, given the leverage of automated systems, that a single advisor could work with 1,000 clients per year.

Let’s review some basic math about this workload. If the advisor works 50 weeks a year at 40 hours per week, that’s 2,000 working hours. If the advisor had incredible productivity and spent every minute of those hours actually working on a customer’s financial plan or reviewing it with them, the advisor could spend just two hours per year per client. Of course, it’s not possible to be that efficient. There are many other obligations over a year of work that require the time of any kind of employee. So, being generous, a customer’s financial plan and ongoing recommendations likely would get an hour and a half or less of a Veritat advisor’s time over the course of a year.

The upside of this is maybe more people will seek financial advice and be able to better manage their current budget, investments and basic financial decisions. This way, they’ll be better prepared for life’s transitions and retirement.

In our experience, however, providing real value in a financial planning and investment management relationship calls for a much more personal approach, not an “advisor” interpreting the results of a software program and recommending a model portfolio that is “suitable” for someone near the same age, with similar income, assets and tolerance for the ups and downs of investment markets.

Good financial advisors also add value for their clients by being available as often as is necessary to help them through the issues that they face—an important life transition or a question about financial options that they have.

The impact of a relationship with a qualified advisor, personally looking after your finances and how they relate to your goals, is worth far more than $40 a month. This is especially clear when considering that at a minimum, we expect to spend at least 20 hours per year on even the most simple relationship with a client.

~ Brooks, Hughes & Jones, Partners in Wealth Management — Gary Brooks, CFP®, Allyn Hughes, CFP®, CLU, ChFC, Nancy Jones, CFP®

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