Gen XYZ Investors Are Redefining Adviser Relationships

Described as investors born after 1965, this group prioritizes digital communications and broader wellness needs and is willing to work with multiple advisers.

Young investors are reforming their relationships with their advisers. 

A recent Fidelity study found more investors have begun to work with an adviser since the start of the pandemic. And, from May 2020 to June 2021, more than a quarter of advised investors hired a new adviser, according to the study.

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Of the investors surveyed, younger workers, identified as “Gen XYZ,” or those who were born after 1965, are looking to their adviser for support with their health, family, work and wealth. In fact, the study found that 34% of younger investors want their adviser to offer life guidance outside of traditional financial advice. When working with younger investors, advisers should consider offering services such as career coaching; real estate planning; philanthropic planning; or environmental, social and governance (ESG) solutions, Fidelity says.

Gen XYZ investors are also prioritizing their digital experience with advisers. According to the survey, 48% of investors born after 1965 were more likely to relate to a financial adviser with a social media presence than one without. Additionally, 65% said they would prefer to work with an adviser in a paperless firm rather than a firm that uses paper statements.

As a result, younger investors are looking for digital, on-demand communication from their advisers. Throughout the pandemic, younger investors were more likely to adapt to digital communication with their advisers, such as videoconferencing, chatting online or texting, than older investors, according to the survey. Fidelity adds that it’s likely these investors will expect their adviser to be available through these channels now.

Fidelity encourages advisers to continue their digital engagement strategies and consider implementing them as permanent solutions. The firm also says advisers should market their practice outside of traditional communication channels, including through social media, targeted content, digital advertising and search engine optimization (SEO).

The study reported Gen XYZ investors are less committed to a single adviser, and, instead, many are interested in working with multiple financial planners. Thirty-five percent of younger investors had multiple advisers, compared with 13% of Baby Boomers.

Additionally, while older investors are more likely than younger investors to search for an adviser within their local area, younger investors are willing to look elsewhere. Fifty-nine percent of Gen XYZ investors say they have hired advisers outside their local area. Because of this, Fidelity anticipates there will be more competition for advisers working with Gen XYZ clients, as more are willing to look farther for the right fit.

While investors are searching for advisers who will help them with all their needs, most ranked financial planning as the benefit that was most valuable during the early days of the pandemic. Additionally, 44% of advisers said clients with financial plans were less anxious than those without. Nearly seven of 10 advisers surveyed said they also had a stronger relationship with clients who have financial plans than those who don’t.

L Brands ERISA Lawsuit May Proceed

A judge has determined the fiduciary breach lawsuit filed against the former parent company of Victoria’s Secret and Bath and Body Works, alleging excessive recordkeeping fees and other issues, may proceed to discovery.

The U.S. District Court for the Southern District of Ohio, Eastern Division, has ruled in an Employee Retirement Income Security Act (ERISA) lawsuit filed against L Brands Inc., an entity best known as the former parent company of Bath & Body Works and Victoria’s Secret.

The ruling strikes down two related dismissal motions filed by the defendants, one alleging the court lacks subject matter jurisdiction and the other suggesting the complaint fails to adequately state a claim for relief. This outcome, though far from the end of the matter, opens the door for discovery and potential settlement—or trial.

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A former participant in the L Brands 401(k) Savings and Retirement Plan sued the plan sponsor in late November last year, alleging various plan fiduciaries breached their duties under ERISA by allowing excessive fees for recordkeeping and investments. The complaint says the “401(k) Averages Book” shows the average cost for recordkeeping and administration in 2017 for plans that were much smaller than L Brands’ plan was $35 per participant. It says participants in the L Brands plan were paying $56 per participant throughout the period covered by the lawsuit.

The defendants are also accused of failing to monitor the average expense ratios charged to similarly sized plans for investment management fees, which, together with the plan’s allegedly high recordkeeping and administrative costs, renders the plan’s total plan cost “significantly above the market average for similarly sized and situated defined contribution [DC] plans,” according to the complaint. The lawsuit also accuses plan fiduciaries of failing to use the least expensive share classes for mutual funds on the 401(k) plan’s investment menu.

In its new ruling, the District Court considers both dismissal motions in turn, noting that, when a defendant seeks dismissal for both lack of subject matter jurisdiction under Federal Rule of Civil Procedure 12 part (b)(1) and failure to state a claim under part (b)(6), a court must consider the “12(b)(1) motion” first, because the “12(b)(6) motion” will become moot if subject matter jurisdiction is lacking. After doing this, the court says the plaintiffs’ complaint clears both hurdles as required.

Regarding the 12(b)(1) motion, the court recounted how the defense argues the plaintiff lacks standing because she released her claims under the terms of a separation agreement she entered into in 2019 with L Brands. This document contains a provision in which she relinquished any legal claims “with respect to any aspect of her employment” or her “separation of employment.”

The court’s ruling rejected this argument, explaining that the plaintiff has sufficiently alleged both constitutional and statutory standing. It explains the analysis as follows: “The plan in question is a defined contribution plan. Although [the lead plaintiff] is a former participant in the plan, she has participant standing under Section 502(a)(2) because she still retains a colorable claim for vested benefits. For instance, in the event that her lawsuit on behalf of the plan is successful, a restoration of benefits back to the plan would result in a financial benefit to individual participants. Thus, the plaintiff sufficiently meets the requirements for statutory standing under ERISA Section 502(a)(2).”

The ruling engages in some fairly nuanced analysis before concluding, in essence, that properly pleaded and factually plausible claims of fiduciary mismanagement made on behalf of the participant of a DC plan identify a “concrete injury” that is redressable by a court and falls within the scope of Article III standing under the U.S. Constitution.

Another important part of the ruling explains that the existence of a signed separation agreement that seeks to limit some forms of litigation cannot be used as grounds to dismiss the suit at this juncture. The court says the release signed in this specific case has none of the general release language cited in other opinions that have favored defendants citing separation agreement clauses, calling the agreement in this particular case “unequivocally narrower in scope,” as it relates only to claims concerning the lead plaintiff’s employment.

From here, the rest of the fairly lengthy and complicated ruling turns to the 12(b)(6) motion. The core of the defense’s argument is that claims based solely on price do not plausibly infer misconduct by defendants. For example, they suggest the plaintiff’s argument that the plan should have unquestionably been able to obtain recordkeeping and administrative services for “significantly lower than $35 per participant” does not stand up.

Ultimately, the court decided that the lead plaintiff is correct in arguing the dismissal motion misconstrues the complaint’s allegations.

“The complaint does not allege that $35 is the only reasonable fee,” the ruling states. “Rather, the plaintiff’s metrics utilized in the complaint show that the fees were excessive compared to other plans and, as such, that the defendants failed to prudently monitor plan expenses. … The plaintiff’s complaint alleges that the L Brands plan has paid the same administrative fees throughout the class period, despite its significant growth in plan assets and participants, from which a reasonable inference may be drawn that the defendants failed to leverage the plan’s economies of scale and negotiate to reduce such fees.”

The full text of the ruling is available here

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