There’s a lot of information swirling around with respect to the implementation of CRM2 – the good, the bad and the ugly. I came across an article on the Wealth Professional website, penned by Will Ashworth, that offers a very descriptive and accurate overview of exactly what advisors need to be aware of and prepared for with respect to the new rules.
Here is an informative excerpt I’d like to share:
There are four basic ideas that all advisors need to pay attention to when it comes to pre- and post-CRM2 implementation.
1) You will need to be prepared to answer client questions. Sure, some of the information provided to clients under the new rules will be sent to them directly, but its key that advisors have answers ready for when the inevitable cavalcade of questions comes their way. Communication is critical to surviving the inevitable onslaught.
2) While benchmarks themselves aren’t a requirement of CRM2, advisors should be ready to discuss with clients how benchmarks can be used to assess performance. So, if your client’s invested in a Canadian equity mutual fund, you won’t be comparing that fund’s performance with the FTSE TMX Canada Universe Bond Index but rather something like the S&P/TSX Composite Index. Also, it’s important to remember that the client will receive money-weighted returns, which include additions and withdrawals, whereas indexes use time-weighted returns.
3) Remember when having the discussion about client costs, it’s essential to make that discussion a positive focused on the advisor’s value. IFIC has gone to great lengths to prepare model reports for advisors looking to bone up ahead of that difficult talk. But be warned: If you simply talk about cost and performance without bringing context to the discussion, your clients are naturally going to question the value they receive. Be proactively reminding them of the value you add.
4) Continually update your understanding of CRM2. It’s not enough to read information WP is publishing on the subject. You’ve got to dig deeper looking for every advantage possible in using you as opposed to another advisor. Continuing education includes staying abreast of CRM2. You want to be on the right side of the knowledge debate.
So, how do you stay ahead of the CRM2 game? There’s a ground-breaking software for that! Let me introduce to you CRM2Plus. CRM2Plus was created to serve CFPs as they navigate the new regulations imposed by CRM2. In response to the newly mandated disclosures, many Financial Planners began asking for custom analytics of their client’s portfolios. As most of the necessary analysis was common, CRM2Plus was developed as a standardized internet application that can produce the analysis quickly and efficiently.
And, we’ll teach you how to use it. Let us help make it easy for you!
For more information: http://www.crm2plus.com/welcome