PLANADVISER Weekend Newsdash
Week ending November 16th, 2018

Happy Friday, readers! This weekend’s newsletter focuses on the twin topics of client service and satisfaction. As advisers have moved away from commissions to favor fee-based service, their daily work is also moving away from assessing/conducting transactions in favor of more holistic client relationship management. According to industry research, to be successful, advisers need to regularly ask their clients about their goals and their futures—and to speak with them rather than at them. Every point of contact with a client can help make them feel valued, respected and cared for.

Editor's choice
Advisers Need to Focus on Relationship Management, Vanguard Says
This means building trust by underscoring that they are acting in the client’s best interest and also getting to know them personally. 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 >
The Value of an Adviser—Plan Sponsors Tell All
“The conversations we have with our retirement plan adviser are always about getting the plan to a better place,” said Joanna Farrere, senior vice president, human resources and administrative services at the Illinois Health and Hospital Association. Read more >
Assessing the Impact of Widowhood on Retirement Readiness
The adviser is in a good position to remind widowed individuals to continue to think about and plan for the long-term financial future—difficult as that may be after the loss of a spouse. Read more >
AARP Tackles Social Security Misinformation
As retirees drawing Social Security income look forward to a modest increase in benefits scheduled for 2019, AARP has published a list of common Social Security misconceptions. Read more >
When HR and Finance Get Together, DC Plan Results Follow
According to Josh Cohen, a big part of PGIM’s strategy as a DCIO provider is to foster conversations across plan sponsors’ own organizations, “presenting them with a framework for frank and practical discussions between the HR and finance functions.” Read more >
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