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Building a Culture of Education with Jay Coulter

FEATURING: JAY COULTER

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Q: What is the Resilient Advisor, and how do you provide value for today’s advisors?

A: At the Resilient Advisor, we provide investment and practice management consulting to financial advisors, teams and firms. Additionally, we produce the Resilient Advisor Show which is a live-streamed broadcast on social media dedicated to helping financial advisors. All my guests are industry experts and thought leaders that share their insights on the markets and the best practices of top performers.

Q: Speaking with advisors and industry experts as much as you do, what are some of the biggest challenges advisors face as the industry moves forward?  

A: The biggest challenge for most advisors is client and prospect communication. Having a systematic cadence with each client is important, but also having a message that they want to hear. It is my opinion that both clients and prospects want to hear about what is going on with the markets more than financial planning topics. Yet, most advisors’ communications are on financial planning topics. My advice for advisors is to ‘Lead with investments, serve with planning.’

Q: The chart you tweeted compares the SPDR S&P 500 ETF Trust (SPY) and its own 200-day simple moving average (SMA). How do you see advisors benefiting from tracking simple moving averages as part of their portfolio management strategy?

A: Technical analysis has never been more important to an advisor’s investment system, as fundamental analysis has become increasingly challenging. Most investment systems that advisors use are too complex. The problem with many complex systems is that they fail to deliver risk mitigation or the investors fail to understand the benefit. 

The 200-day SMA or 10 month SMA can be a powerful signal. It is very simple. Meb Faber, co-founder and Chief Investment Officer of Cambria Investment Management, has done some great work on this topic.

Q: What are your tips for advisors on how to explain more complex topics, like SMAs and other technical indicators, to their clients?

A: In my experience client education is the key. Wes Gray and the Alpha Architect team are some of the best in the business at investor education. Their mission is literally “Empower Investors Through Education.” I wish that I had thought of that as a mission statement!

A culture of education will lead to better client outcomes and more success in your business. One of the things I love most about YCharts is that not only does their platform help advisors more easily explain complex topics, but they also conduct surveys, perform research, share market updates, and produce sharable content that provides value to advisors.

Q: As you’ve been a client of YCharts for years, what would you say to advisors who are considering YCharts for their client communications (podcasts, blogs, emails, etc.)? And what upcoming product features are you excited to see in the platform?

A: There are three “go to” resources on the YCharts platform for my business and, in my opinion, most advisors would benefit from in their client education efforts: branded Fundamental and Technical Charts allow me to tell a story using dynamic visuals on a social media post, during my live broadcasts or on my website; the ability to stress test Model Portfolios quickly inside the system and show clients where there may be blind spots in their portfolio; and the Custom Reports tool for my model portfolios are both robust in data and simple for clients to understand.

When I got the email about the upcoming webinar on the rollout of Separately Managed Accounts (SMAs) data, my first thought was that SMAs on the YCharts platform will be really big for advisors and, frankly, my business. For example, now when one of my clients is in a competitive situation against an advisor who uses SMAs, we will be able to provide competitive intel to help close the business.

Jay Coulter

Portfolio Strategist, Consultant and Podcaster at Resilient Advisor

@sjaycoulter

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