Brinker Capital at FSI OneVoice 2016 in Orlando

Noreen D. BeamanNoreen D. Beaman, Chief Executive Officer, Brinker Capital

For the third year, Brinker Capital is proud to be a Premier Sponsor of the Financial Services Institute and at the 2016 OneVoice conference in Orlando, Florida next week. This annual gathering is so valuable to us and our strategic partner firms by giving the opportunity to network and learn about the latest within our industry.

During the past few years, we have seen an evolution within the financial services industry. Advisors are now working with third-party providers who integrate their portfolios, practices and reporting. They are no longer simply just offering investment recommendations but changing the conversation with clients and how they deliver investment advice. In addition, they must keep abreast of regulatory changes that are happening within the industry and determine how their practices may be affected.

Brinker Capital understands these changes, and challenges, and is committed to creating a meaningful experience for both advisors and investors, regardless of how our products are accessed. To help our advisors, we work with industry leaders, law firms and custodians to identify how the latest fiduciary rule may impact their business and how we can best serve clients. We are focused on providing advisors with the tools, technology and resources to have more effective conversations with clients and help them embrace goals-based wealth management.

For nearly 30 years Brinker Capital has been committed to being the best strategic partner to financial advisors by bringing accountability, dependability and innovation to every aspect of our business. I am honored to be a part of this year’s Women are from Venus: The Changing Demographics of Women in the Industry and as Clients panel and look forward to an exciting discussion.

Looking forward to connecting with many of you in Orlando!

Brinker Capital, Inc., a Registered Investment Advisor

Addressing Diversity through Gateway to Leadership

Coyne_HeadshotJohn Coyne, Vice Chairman

“The investment advice profession has a long way to go in reflecting the diversity of America,” so says Elizabeth MacBride in her recent InvestmentNews feature, “A Diversity Problemand she’s not wrong. The financial services industry, as a whole, has too often trailed other professions in terms of diversity among the workforce; but, that’s not to say nothing is being done to address it.

At the Money Management Institute (MMI), the national association for the investment advisory solutions industry, we have cultivated a program that purposefully addresses this issue head-on.

GTL_Logo

The Gateway to Leadership program was established in 2007 and is designed to introduce qualified minority students to the investment advisory solutions business. Through the program, we place candidates from historically black colleges and universities (HBCUs) in paid summer internships with leading financial services firms and fellow MMI members.

Brinker Capital has been entrenched from the beginning of Gateway to Leadership as our founder Chuck Widger was one of the original architects of the program. I, too, am fortunate to serve as the chairman of this program and have been able to see many participating students come through the doors at Brinker Capital over the last nine years.

While the placement of 160 students across 31 HBCUs into 34 host firms is small in context to the larger issue, we are proud of the program’s growth, success and the enthusiasm to which it has been received by its participants.

The views expressed are those of Brinker Capital and are not intended as investment advice or recommendation. For informational purposes only. Holdings are subject to change. Brinker Capital, Inc., a Registered Investment Advisor.

Brinker Capital at the Financial Services Institute OneVoice 2014 Conference

Noreen BeamanNoreen Beaman, Chief Executive Officer

In June, we announced Brinker Capital as a Premier Sponsor of the Financial Services Institute (FSI), a voice of independent financial services firms and independent financial advisors.  FSI’s mission is to ensure that all individuals have access to competent and affordable financial advice, products and services.

FSI’s OneVoice 2014 Conference kicks off next week in Washington, D.C. where Brinker Capital is proud to be a Premier Sponsor as well as a presenter.  OneVoice is FSI’s annual conference for the independent broker/dealer community to network and gain knowledge of the latest within the industry.

FSI OneVoice Conference 2014We are honored to have our Vice Chairman, John Coyne, chosen as a panelist for the Alternative Investment panel; our Vice President of Business Administration, Brendan McConnell, as a panelist to share insight on the latest technology tools to help advisors gain efficiencies; and behavioral finance expert, Dr. Daniel Crosby, as a presenter on understanding investor behavior.

This year’s conference promises to be a good one as FSI celebrates 10 years of advocacy for independent financial service advisors and firms.  We look forward to seeing many of you there!

Becoming an Obvious Expert Beverly D. Flaxington for Brinker Capital

One of the best ways for financial advisors to generate new business is to become “known”. Known as the expert, as the advisor with insights, and as the person who has something important to say. Many investors like to work with someone they perceive as knowledgeable and well-rounded.
How best to become an obvious expert? The first important piece is to be seen and heard. This can be done through using a PR (public relations) strategy and through social media. PR includes things like being interviewed on radio and television, being written about in newspapers and periodicals, and issuing press releases or other news stories. Social media includes things like LinkedIn, Twitter and Facebook, and means engaging in online discussion and information boards to talk about your expertise.
Some advisors shy away from the media because they don’t know what to say. As a first step, think about what interesting angles you can address relative to important topics in the news. Don’t limit your thinking to just the stock and bond market movements; think about trends for retirees and/or divorcees, multi-generational issues, or any other newsworthy trend that can connect back to your process or philosophy with regard to investing or planning.
Consider some of the following to establish your credibility as the obvious expert:
(1) Radio and television interviews are “free” advertising. Read and watch different journalists and reporters. Find out what they often report on. Write an email or a note to respond to some information they’ve given and your angle on their story. Make friends with your local media. Reporters and journalists are looking for new, fresh angles all the time.
(2) If you want to put more effort into it, consider doing your own blog talk radio show. You can pay a nominal fee to get set up on one of the major networks such as Live365 or blogtalkradio. With your own show you are responsible for coming up with content for each program, but you can always leverage other relationships such as COIs (Centers of Influence) like realtors, attorneys or accountants. Having your own show means you would be the interviewer instead of the interviewee. However, it allows you to get your thoughts and ideas across to an audience each week or month, depending on the show schedule.
(3) Create audio or video recordings of any interviews you have, or just record yourself telling case stories about how you work with clients. Circulate the audio or video to the press and also post it on your website.
(4) Issue a press release about something interesting happening at your firm. This could be the launch of a new website, a new angle on your service offerings, or a new hire to your firm. Anything happening at your firm can be newsworthy. Send press releases out over many of the free services available, such as this or this
(5) Engage in social media. As you pursue relationships with the younger generation (i.e. anyone under 40 years of age), they will immediately search you out on Google or some other engine to find whatever they can about you. It’s imperative to have a presence of some kind. Have an updated LinkedIn account, follow people on Twitter or create an account, if your compliance department allows it. Have a blog if you can, or at minimum post to other’s blogs when you have a response or idea to share.
Put a focus on becoming known, being seen and staying out in the public eye.

There are many opportunities to do so. Consider the ones that are right for your practice.

The Phone that Knows You Better than You Do by Sue Bergin

Every day, the mobile device in your pocket gets just a little bit smarter.

The latest example of how mobile devices can help organize your life comes in the form of the Android app, Friday. Friday is a personal assistant and is billed as a passive automated journal of your life. It tracks all of your mobile activities, collects and indexes them, and builds your own personal “Wikipedia.”

When did you last reach out to your top clients?

Friday knows, and can even tell you how long the call lasted.

How long does it take to get from Client A’s office to Client B’s office? Friday can tell you how long it took last time you did it, and the time before that too.

Are you spreading your business throughout town enough? Friday can tell you how many times you’ve eaten at each of your four favorite eateries this month.

Friday is a passive data collector that leads to “self discovery.” Continue using your mobile device the way you’ve grown to use it, and Friday will collect a treasure trove of information about you. You might even forget your phone is spying on you … I mean, collecting data on you. But, it is. Everything you do is chronicled just in case you might want to go back and examine it at a later date.

The creepiness of this app may outweigh its usefulness, but it is important to know that the data is out there and Silicon Valley (or India in the case of this app) is rapidly finding ways to curate it for us.

Potential for ECB Action Incites Strong Rally by Joe Preisser

Emphatic declarations of support for the Continent’s common currency, issued by The President of the European Central Bank, Mario Draghi on Thursday, and echoed by German Chancellor Angela Merkel and French President Francoise Hollande on Friday served to bolster investor sentiment and ignited a strong rally across global equities. The display of solidarity in defense of the euro project from the Union’s leadership seen this week came in response to the reemergence of fears of its possible dissolution as funding costs for the Spanish government soared to dangerous heights.

Trading for the week commenced as speculation that Spain would be the next member of the currency union to require emergency funding, swept through the marketplace, putting downward pressure on share prices around the world.  A decision by Madrid to offer financial support to the country’s struggling regional governments caused concern that the additional obligations would create an unsustainable situation for the heavily indebted nation. The yield on Spanish 10 year bonds rose above the record height of 7.5% on Tuesday, while Spain’s IBEX-35 stock index sank nearly 10% over the course of three trading sessions, reflecting the depth of trepidation with which the credit and equities markets view the difficulties currently facing the government.  According to Bloomberg News, “After taking on as much as 100 billion euros of bailout loans to aid banks, the risk…is that the additional burden of helping regions pushes bond yields to unaffordable levels.”

As the nations of the European Union continue to struggle to address the soaring borrowing costs faced by several of their member states, the trepidation this has created among investors around the globe revealed itself in several of the quarterly earnings releases issued this week.  The current situation on the Continent has deeply affected markets in the eurozone, reverberated across Asia, and is now being reflected in the profitability of corporations in the United States highlighting the global implications of the current crisis.  United Parcel Service, which delivers more packages than any company in the world, and Whirlpool Corp., the globe’s largest manufacturer of appliances both saw their shares fall after reporting earnings which failed to meet expectations (Bloomberg News). In its earnings release statement, Scott Davis, the Chief Executive Officer of UPS said, “Increasing uncertainty in the United States, continuing weakness in Asia exports and the debt crisis in Europe are impacting projections of economic expansion.”  

In an effort to hold down borrowing costs and to thwart contagion, the President of the European Central Bank, Mario Draghi, stated on Thursday that steps would be taken to halt the precipitous rise in the sovereign yields of several of the most heavily indebted members of the currency union.  Mr. Draghi was quoted by Bloomberg News as saying, “within our mandate, the ECB is ready to do whatever it takes to preserve the euro.  And believe me, it will be enough.”  The marketplace found solace in this statement, as the prevalent feeling among investors currently is that a direct sovereign bond buying by the ECB will be forthcoming, thus easing a measure of the acute effects of the crisis. With unlimited capacity on its balance sheet, the Central Bank is widely considered to be the only institution on the Continent capable of successfully intervening in the debt market to drive funding costs lower.  Bloomberg News quoted Bernd Berg, a foreign-exchange strategist at Credit Suisse, “Draghi’s comments that the ECB would do everything to preserve the euro currency gave some relief to markets and lifted asset prices after renewed euro-zone collapse fears.”

A joint statement issued by German Chancellor Angela Merkel and French President Francoise Hollande that their nations are, “bound by the deepest duty”(Bloomberg News), to maintain the currency union in its current iteration served to further ease investor concerns, as it reinforced the commitment of the Continent’s two largest economies to the euro project.  With a multitude of challenges facing the global economy it will be vitally important that the leaders of the European Union follow through in short order on the pledges made this week and work to drive sovereign yields back to sustainable levels, thus restoring a measure of stability to the marketplace.

Tough Negotiators See Red By Sue Bergin

Want to best position yourself next time you are negotiating fees, haggling with the broker dealer on issuance requirements, or trying to get your client the best rate on a mortgage?  Put a quick PowerPoint slide together with your key points and put it on a blue background.  
 
Or grey.  
 
Anything but red.
 
Researchers from Virginia Tech and the University of Virginia recently released a study describing how colors affect consumers’ willingness to pay in purchase settings like auctions and negotiations. They found that the color red influences how much participants were willing to pay in competitive situations.
 
The color red has long been known to invoke feelings of aggression.  Red is an emotionally intense color that enhances metabolism, increases respiration rate, and raises blood pressure.  It is also one of the easiest colors to see, which explains why stop signs, stoplights, and fire equipment are usually painted red.
 
Study participants who “saw red” entered higher bid jumps in auctions and made lower offers in negotiation settings.  In both cases, they took a competitive stance.  In bidding situations, they were willing to increase bids to ensure that they “won” the item and were not outbid.
 
In negotiation settings, participants who gained their information on a red background also wanted to “win.”  Their initial offers were low.  For example, when participants were shown vacation packages that were displayed on a blue background and were asked to make their best offer, the average was $712.  The same package set against a red background yielded an average offer of $684.  
 
The researchers concluded that the red background induced greater aggression, which caused participants to implicitly compete against the seller for the best deal.
 
Advisors typically avoid showing their clients anything that includes the color red.  This study gives us one more reason to love blue.

Newspaper Lampshades, Designer Cartoon Strip Handbags and the Savvy Advisor by Sue Bergin

Newspaper Lampshades, Designer Cartoon Strip Handbags and the Savvy Advisor
by Sue Bergin

Why is it that old letters from a strangers’ estate sale made into wallpaper is suddenly the “in thing” in interior design? Why would anyone in her right mind walk around in a dress that is made to look like yesterday’s newspaper? Are people really turning old, used books into cell phone docking stations? And, Dooney & Bourque’s comic strip handbags? What’s up with those?

These are all examples of what marketing and communication firm JWT calls “Objectifying Objects,” when it describes one of the top 10 trends for 2012.

According to JWT, as objects are replaced by digital and virtual counterparts, people will be drawn to the physical and tactile facsimiles.

Savvy marketers are catching on to the fact that digital messages are getting lost in the atmosphere and that “objects,” like good old fashion snail-mail, may have greater impact.

According to JWT, marketers spent nearly 25% less on direct mail campaigns in the years from 2007 to 2009. In 2010-2011, the pendulum swung. Digital mail began to see single digit gains. In further proof, JWT sites that the U.S. Postal Service projects marketing mail will rise 14% by the year 2016.

The bottom line is this. A single scrawled note on handsome stationery could make an even greater impression than a steady stream of tweets. This could explain why, despite the paperless wave and skyrocketing mobile and tablet sales, U.K. retailer John Lewis reported a 79% year-over-year increase in writing paper sales in mid-2011.

The allure of the handwritten note is best summed up by the best-selling author, Neil Pasricha, in his wildly popular bog, 1,000 Awesome Things:
“(T)he biggest reason why getting something handwritten is great is because it’s just so darned rare. I mean, for most people, you’re more likely to see Halley’s Comet crash into Big Foot while he’s riding the Loch Ness Monster than to actually get a full-blown note from a friend.
So I say treasure those handwritten notes, when you get ‘em, if you get ‘em. And if you don’t, there’s a pretty easy way to start receiving them. Man, just send a couple.”

1. http://www.jwtintelligence.com/2012/07/snail-mail-renaissance-write-home/

2. http://1000awesomethings.com/2008/11/14/895-getting-something-with-actual-handwriting-on-it-in-the-mail/

Understanding Behavioral Style in Developing New Business – Part 2 by Bev Flaxington

In Part 1 of this two-part blog on behavioral selling, we discussed how behavior style impacts communication and why it is crucial for the successful advisor, business development representative or client services person to understand this science. Now, in Part 2, we give some sales examples.

If an advisor learns how to identify her or his own behavioral style, and learns all the nuances around it, he or she can learn the styles of buyers and influencers. Then, he or she can adapt their behavioral style to increase the probability of true connection with prospects and for developing long-term relationships – even with people very different from themselves. For business development people, this leads to an increased ability to close more business with new and existing prospects and clients. For client service folks, this means the ability to manage a long-term relationship even when there’s no real “click” of personalities.

In Part 1 we described the four styles – D for Dominance, I for Influencing, S for Steadiness and C for Compliance. Everyone has a “core” style, e.g. one dominant style out of these four; having determined that your prospect or client prominently displays the characteristics of one, your objective is to communicate with him or her accordingly. Here are some characteristics of each and how you’d approach them.

“D” – Interested in new & unique services or products; very “results” focused; makes quick decisions
“I” – Interested in showy and flashy products; focused on the “experience” (is it, or does it allow for, fun!); makes quick decisions
“S” – Interested in traditional products; very trusting and is looking for trust; is slow in decision making
“C” – Interested in proven, time-tested products; needs and seeks information; is very slow in decision making

As an example of communicating based on this knowledge, we’ll take the “I”. We’ll call this client Mr. Jones. He, like other core “I”s, is effusive and upbeat – an extrovert. They have a high need to verbalize ideas and their key emotion is optimism. Their expectations of others are high and their conflict response is to run away. Their stress reliever is interaction and socializing with people. Descriptors for them include inspiring, persuasive and trusting.

To further help you determine what core style you’re dealing with, there are four communication factors that are giveaways for each of the four styles. These factors are 1) Tone of Voice, 2) Pace of Speech and Action, 3) Words Used and 4) Body Language. In our example, how can you tell you’re interacting with a core “I”? Key on the communication factors for instant clues:
• Tone of Voice – it will be energized, enthusiastic, friendly and colorful
• Pace of Speech and Action – s/he will exhibit fast speech and fast action, and be fast toward people
• Words Used – fun, excitement, immediate, now, today, new and unique
• Body Language – you’ll feel the fast pace, the fast movement and orientation toward people.

Now that you’ve identified Mr. Jones as a high “I”, you must calibrate your own natural style for communicating with him. So if you are, say, a high “C” – as many advisors are – you need to make sure that you pick up your pace a bit, smile and nod your head to show that you’re fully engaged with the high “I,” keep the focus on them and ask questions, respond to their small talk and give them as much time as possible to verbalize. For a core “C” (or “S”) advisor, this can be exhausting – but you can relax after the meeting, which will be more successful if you adapt!

By taking the time to listen, observe and ask good questions, advisors can discern the behavior style of prospects and clients – and open whole new relational opportunities in the process. Next time, we’ll discuss some of the questions you can ask to help you determine style.

Understanding Behavioral Style in Developing New Business – Part 1 by Bev Flaxington

Have you ever been taken completely by surprise by a client or prospect? Or have you ever been unable to close a sale because you just couldn’t “get through” to them? Today, investors are being bombarded by so many advisors and business development people – all trying to connect and persuade them to become clients. However, one of the most fundamental ways to connect with prospects is often overlooked by those in a selling role: understanding behavioral styles and adapting one’s communication approach to the people s/he’s trying to persuade.

You may have at one time taken a training course on relationship-building, face-to-face selling skills, or something similar, but the key to understanding the buyer’s perspective necessarily begins with an understanding of behavioral style. This is because behavioral style is the crux of understanding communication style – and true communication is the key to developing great relationships in both your personal and professional life.
So, is it really true that your likelihood of signing new clients could come down to your behavioral style? Research conducted in 1984 and validated again every year since has proven three things: 1) people buy from people with similar behavioral styles to their own, 2) people in a selling type of role tend to gravitate towards people with behavioral styles similar to their own, and 3) if people in a selling or business development type role adapt their behavioral style to that of the prospect, sales increase.

Many advisors, business development and client service personnel have excellent communication skills, but have difficulty in relationships with prospects and clients – and don’t understand why. Something just doesn’t feel right, but they’re not sure how to diagnose the problem or modify their behavior for greater success. Often times, it’s not technique (i.e. the questions asked, presentation or negotiating skills, etc.) but rather a lack of understanding of one’s own behavioral style and motivators, and of knowing that behavioral differences can cause significant communication difficulties that hamstring closing a prospect or an ongoing relationship with clients.
One scientific way to understand behavioral style is through an assessment called DISC (Dominance, Influencing, Steadiness, Compliance). Based upon the work of Carl Jung, the DISC approach was invented by William Moulton Marston, inventor of the lie detector and holder of a Harvard MBA, over 80 years ago. The statistically based profiles show a person’s preferred styles on four scales of behavior – Problems, People, Pace and Procedures:

• Dominance (“D” factor) How one handles problems and challenges
• Influence (“I” factor) How one handles people and influences others
• Steadiness (“S” factor) How one handles work environment, change and pace
• Compliance (“C” factor) How one handles rules and procedures set by others

Depending on our differences in style and approach, we can either get along very easily together (because we’re so much alike!) or we can have significant clashes in our relationship.

A person’s behavioral preferences have everything to do with their communication approach and style. People who operate with very different styles have a difficult time “hearing” one another and communicating effectively. For instance, if I communicate only within my own behavioral comfort zone, I will only be effective with people who are just like me. However, in the corporate environment we are dealing every day with colleagues, prospects, clients and management – all of whom can be very different behaviorally. Not only is communication difficult where there are differences, but often individuals become hostile and conflict-oriented toward one another. Significant time, effort and corporate money is wasted because people are unable to “get along” and work together effectively toward common corporate goals. (Refer to the Brinker blog “Dealing with Difficult Clients” for a complementary discussion of this topic.)

In the next blog, we’ll take a “deeper dive” into behavior style – how you can identify it in your prospects and use this knowledge to improve your selling effectiveness.