Insights from Dimensional’s Advisor and Client Surveys

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About This Episode

Tides are shifting in the world of financial advice, especially in advisor-client dynamic. During a record bull market, advisors were the investment experts that would deliver the retirement that their clients demanded. But if the last year in the market has shown us anything, it’s that advisors need to be more for their clients than simply portfolio managers.

Dimensional’s Global Investor and Global Advisor studies bear that out. In fact, results from those studies reveal how top quartile RIA firms stand out by emphasizing offerings that bottom quartile firms do not. What difference has it made for these firms? Dimensional found that they are growing faster, driving more revenue and landing bigger clients. Coincidence? I think not.

About Our Guests

I’m joined by RetireOne’s president, Ed Mercier, and Dimensional Fund Advisors’ regional director, practice management, Mark Colaço, CFP®. Ed and Mark will be joining us on September 20th for a webinar: “Perception vs. Reality – the Vital Role of Insurance in a Thriving Advisory Practice.” A link to register is in the notes that accompany this podcast.

Let’s dive into the insights attendees can expect from the webinar, the studies themselves, how RIAs incorporate insurance and annuities into their practices, and some trends we’re seeing in the data from RetireOne’s own recently-released study.

Mark Colaço is a regional director in Dimensional’s global client group. Based in the Charlotte office, Mark is an active part of the advisor practice management team, educating financial advisors on various aspects of running a successful business and helping them draw valuable insights from the firm’s Global Advisor Study and Global Investor Study.

Prior to joining Dimensional, Mark was an associate vice president for Raymond James, where he worked with high-net-worth clients across the US and focused on investment management and practice management. A CFP® professional, Mark holds an MBA from Georgetown University and a BBA from Baylor University.

Ed Mercier is the president of RetireOne. Ed brings more than 25 years of experience spanning investment and insurance products, including sales, distribution, clearing, and general management. He has held multiple senior leadership positions at Charles Schwab & Co., most recently as general manager of investment management distribution and clearing services.

In prior positions at Schwab, Ed was general manager of insurance services, and general manager of mutual fund clearing. Previously, he worked in strategic institutional sales at Liberty Financial Services. Ed received a BS in economics from the University of San Francisco and holds the FINRA Series 7, 9, 10, 24 and 65 licenses.

Show Notes

  • Here is a link to register for the September 20 webinar: “Perception vs. Reality – the Vital Role of Insurance in a Thriving Advisory Practice.”

  • Here’s the link to the RetireOne survey mentioned in the podcast.

  • Here is a link to the RetireOne website and to its Constance website.

  • Here is a link to the Dimensional website.

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