PLANADVISER Weekend Newsdash
Week ending March 29th, 2019

Happy Friday, readers! Recognizing the close of the first quarter of 2019, this weekend’s newsletter is focused on the topic of practice growth and prospecting. Is your firm hitting its growth targets so far for the year? If not, the articles collected below may offer some food for thought, as they analyze the main pressures that continue to shape the market for financial advice. These are the need to preserve the quality of advice being delivered at scale, client demand for digital solutions, regulatory changes, fee compression and the increasing longevity of investors. We hope you will share some of what you read with a client or colleague.

Prospecting and Practice Growth
‘Decumulation Challenge’ May Drive Next-Gen Digital Advice
CFB Board sees decumulation as a likely driver of digital advice innovation, especially as an aging population creates a need for more efficient and effective services. Read more >
Advisers Can Benefit From Asset Manager M&A Trends
One key M&A trend identified in a new PwC report is the growing prevalence of large asset management and/or private equity entities making minority-stake investments in wealth management firms. Read more >
ESOPs Offer Additional Business Opportunity for Retirement Plan Advisers
Employee stock ownership plans deliver benefits to employers and employees. Advising ESOPs can bring new opportunities. Read more >
Advisers Find Outsourcing Key to Growing Practices
Technology, investment management, and legal and compliance are the top three areas where advisory practices often turn to outside experts, according to Fidelity.  Read more >
Advisers Can Help Start-Up Retirement Plans Evolve
PLANSPONSOR’s 2018 Defined Contribution Survey found many start-up plans have not yet adopted plan design best practices and many are unsure about fees, but fortunately, nearly two-thirds employ the services of a retirement plan adviser or institutional investment consultant. Read more >
Closer Client Relationships Drive Greater Growth and Satisfaction
According to FPA, financial planners who engage in “know your client” behaviors gain deeper personal fulfillment from many more of their client relationships. Read more >
MOST POPULAR STORIES
Stimulus Bill Extends Some Provisions of the CARES Act

It also provides a way for retirement plan sponsors to avoid a partial plan termination.

Warn Your Clients: Don’t Abuse Coronavirus Hardship Withdrawals
Though retirement plans can allow individuals to self-certify that they qualify for a penalty-free coronavirus-related distribution, should the IRS discover otherwise during a future audit, a participant can be subject to substantial penalties.
Practice Management: Areas of Success

A look at what worked particularly well in 2020 and that could keep propelling growth in 2021.

The Inside Take: CAPTRUST’s Cammack Acquisition

With the acquisition of Cammack’s $154 billion book of business, CAPTRUST now reports assets in excess of $600 billion; one leader at the firm says the growth is nowhere near finished.

SECURE Act and CARES Act Still Demand Client Diligence

As an example, if a plan sponsor has not yet started tracking part-time employees to see whether they accumulate 500 hours of service in 2021, they should begin doing so immediately.

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