Orion's The Weighing Machine

As the need for sophisticated investment management has grown, OCIO has become an increasingly popular solution for institutional investors and advisory firms looking for comprehensive, turnkey investment management. Partnering with an OCIO team connects investment strategies and products directly to investors' unique financial goals, risk targets, and plans. It is a powerful model to increase operational efficiencies and drive growth.In this episode, Rusty and Robyn talk with Kurt Brown, Chief Investment Officer at TownSquare Capital and Head of OCIO at Orion. In his role, Kurt oversees the firm’s bespoke, high-touch services that power advisory practices, family offices, and institutions to more efficiency and higher growth. His team has consistently helped advisor practices accelerate their growth rates while enhancing investor returns, tax efficiency, and client retention.An Outsourced CIO for institutions and advisory firms, Kurt talks with Rusty and Robyn about how TownSquare Capital started the OCIO trend, what the role of the OCIO entails, and why advisors that should consider an OCIO's services.Key Takeaways [04:14] - An overview of Kurt's professional background. [05:33] - How Town Square Capital started the OCIO trend. [07:41] - What the Ballard Center for Social Impact is all about. [09:08] - What the role of the OCIO entails. [12:32] - Why advisors should consider an OCIO's services. [14:15] - The opportunity for OCIO in the market. [15:23] - Why Kurt chose Orion for his OCIO efforts. [16:18] - Why custom indexing is so popular today. [18:37] - Kurt's outlook for wealth management. [20:00] - What advisors and their clients want most these days. [24:47] - The qualities of a high-performing financial advisor. [28:26] - Kurt's outlook for the global economy. [32:48] - The advice Kurt has for aspiring entrepreneurs. [35:21] - Kurt's secret to success. [37:29] - One of Kurt's favorite investments. [40:04] - How Kurt maintains his physical and mental health to perform at his best. [41:24] - The people Kurt is grateful to professionally. [42:52] - Kurt's recommendation for content. Quotes[19:41] - "If you're an advisor living and dying by just having a basket of ETFs, it will be a much more challenging environment in the future. You have to be able to provide these other elements of customization, service, and sophistication." ~ Kurt Brown[27:10] - "It's difficult to build a great business without partners. It is possible, but partnership models are incredibly powerful." ~ Kurt Brown[33:27] - "The faster you can learn what you're exceptional at, the easier and quicker your career and income will grow." ~ Kurt BrownLinks  Kurt Brown on LinkedIn Kurt Brown on Twitter TownSquare Capital on Twitter Narco by Timmy Trumpet Brigham Young University Montgomery Securities Ballard Center for Social Impact Charles Schwab Fidelity Investments Brinker Capital Andy Rosenberger Vanguard Bank of America Eric Clarke Goldman Sachs Connect with our hosts Rusty Vanneman Robyn Murray Subscribe and stay in touch Apple Podcasts Spotify Google Podcasts 2443-OPS-12/16/2022

Natural resources and commodities provide investors with a unique opportunity to benefit from the long-term appreciation of these assets. While global economic trends largely drive the performance of natural resources and commodities, these assets have historically outperformed traditional asset classes, such as stocks and bonds, during periods of inflation. In this episode, Rusty and Robyn talk with Shawn Reynolds, Portfolio Manager for the Natural Resources Equity Strategy at VanEck. Before VanEck, Shawn served as a board member of several private Latin American oil and gas exploration and production companies and an energy analyst at Petrie Parkman & Co., covering U.S. oil and gas exploration and production companies. At VanEck, Shawn oversees the Natural Resources Equity Investment Team, including asset allocation, company research, and security selection.Shawn talks with Rusty and Robyn about all things natural resources. He takes a deep dive into various natural resource sectors such as energy, agriculture, and precious metals, how natural resources fit into investment portfolios in the current environment, and how they complement other assets.Key Takeaways [03:02] - What drew Shawn to the energy industry. [04:18] - The role of a portfolio manager for an active natural resource equity strategy. [05:29] - VanEck's economic outlook. [07:24] - How VanEck views inflation. [11:07] - VanEck's take on a recession in 2023. [12:39] - How natural resource stocks will fit into portfolios in 2023. [13:58] - What is meant by natural resource stocks. [15:19] - Why natural resources are a great inflation hedge. [18:03] - Shawn's recommendations for natural resource allocation. [21:38] - How recession can impact natural resource stocks. [23:51] - Do natural resource stocks replace or complement other real assets? [25:11] - Why investors should consider an ETF for their natural resource exposure. [26:25] - The difference between VanEck Agribusiness ETF (MOO®) and YUMY VanEck Future of Food ETF. [28:14] - What investors need to know about gold mining ETFs. [30:57] - VanEck's other natural resource ETFs. [32:00] - Shawn's favorite investment. [33:39] - How Shawn maintains his physical and mental well-being to perform at a high level. [34:42] - The people Shawn is thankful for professionally. [35:32] - Shawn's recommendation for content. [37:11] - What Shawn thinks about infrastructure. Quotes[04:28] - "The active natural resource strategy looks at the whole natural resource space. It's trying to drive alpha from all the aspects that natural resources and the underpinning of the global economy provide." ~ Shawn Reynolds[14:15] - "When we think about inflation protection and leverage to global growth, which we think resources are, they are undoubtedly traditional oil and gas, renewable energy and green energy, and metal in all its forms." ~ Shawn Reynolds[15:29] - "The great thing about the natural resource is that it does what it is supposed to do when it is supposed to do it. In times of inflationary periods, natural resource equities outperform the rest of the market." ~ Shawn Reynolds Links  VanEck Humble and Kind by Tim McGraw Goldman Sachs Credit Suisse  Petrie Partners MOO - VanEck Agribusiness ETF YUMY - VanEck Future of Food ETF Veriten Connect with our hosts Rusty Vanneman Robyn Murray Subscribe and stay in touch Apple Podcasts Spotify Google Podcasts  2447-OPS-12/19/2022

In this episode, Rusty talks with Jeff DeMaso, Editor and Founder of The Independent Vanguard Adviser. Jeff is also the interim CIO and Director of Research at Adviser Investments. He has been quoted in USA Today, Forbes, The Wall Street Journal, Barron's, InvestmentNews, and Kiplinger, to name a few, and named a Rising Star of manager research in 2019 by Citywire. Jeff launched The Independent Vanguard Adviser to provide independent, honest, and unbiased coverage of all things Vanguard. The goal is to give practical investment advice and education in a language everyone can understand.Jeff talks with Rusty about what's great about Vanguard, what could be improved, why the company is having a tough year of sales, and a whole lot more. Key Takeaways [02:30] - Jeff's career history and how he came to be in The Independent Vanguard Adviser. [05:22] - The best things about Vanguard as a company and a product. [08:50] - What Vanguard needs to do better. [11:50] - Why Vanguard is having its worst year of sales. [14:21] - Jeff's take on ETFs as the new trend. [17:04] - What Jeff thinks about Vanguard's asset allocation products. [21:09] - How Jeff rates Vanguard Wellesley Income. [22:13] - What Jeff expects for 2023. [25:22] - Jeff's outlook on inflation. [29:05] - Jeff's thoughts on real assets. [31:52] - The qualities Jeff looks for in a team member. [33:13] - How Jeff personally invests. [34:03] - How Jeff maintains mental and physical health to perform at his best. [35:30] - The people Jeff is grateful for on a professional level. [38:33] - Jeff's recommendations for content. Quotes[05:45] - "There's a lot to like about Vanguard. It's bringing low-cost investing to the masses. And not just within Vanguard, they put fee pressure on other players in the industry. We can thank Vanguard for that general pressure on fees coming down and making it such a great time to be an investor today." ~ Jeff DeMaso[09:07] - "There are some things Vanguard could improve upon, without a doubt. The biggest one is the customer service and technology side. And this is the other coin of their low-cost effort, where Vanguard has been cutting costs for years and years." ~ Jeff DeMaso[18:50] - "I always recommend ETFs and index funds, particularly for someone looking to get exposure to the market, keep costs low, keep things straightforward, and don't feel they have an edge." ~ Jeff DeMaso Links  Jeff DeMaso on LinkedIn Jeff DeMaso on Twitter The Independent Vanguard Adviser Storm by Yoshida Brothers Morningstar VWINX - Vanguard Wellesley Income Fund Investor Shares VWELX - Vanguard Wellington fund Investor Shares VNQ Real Estate ETF Daniel Wiener Palm Valley Capital Baillie Gifford Sir John Templeton Warren Buffett Charlie Munger John Bogle Diversification Works Common Sense on Mutual Funds Connect with our hosts Rusty Vanneman Robyn Murray Subscribe and stay in touch Apple Podcasts Spotify Google Podcasts  2253-OPS-11/21/2022

In the current market conditions, investors are looking for more than just average returns. They are looking for protection against downside risk and the ability to generate alpha. While the question of how to best construct a portfolio has no one-size-fits-all answer, certain best practices can help advisors build a better portfolio.In this episode, Rusty and Robyn talk with Paul Ma, Vice President and Lead Portfolio Strategist at Fidelity Institutional Asset Management. Paul and his team at Fidelity focus on helping advisors build a better portfolio.Paul talks with Rusty and Robyn about the trends in portfolio construction and diversification, how he builds a better portfolio, and how to adapt the classic 60/40 portfolio to the current environment.Key Takeaways [02:56] - Paul's career history and how he came to join Fidelity. [03:50] - How Paul helps advisors build better portfolios. [04:42] - Paul's key message to financial advisors and investors in today's market. [05:25] - Paul's recommendation for rebalancing. [06:52] - Is the classic 60/40 portfolio dead? [07:42] - The role inflation plays in a 60/40 portfolio. [08:50] - The latest trends advisors use to go beyond stocks and bonds. [11:31] - Fidelity's benchmark for liquid alternatives and real assets. [12:52] - Paul's personal investment strategy. [13:48] - How Paul maintains his physical and mental health to perform at his best. [14:34] - The people Paul is grateful for professionally. [15:34] - Paul's recommendation for content. Quotes[04:07] - "We try to help advisors be more forward-looking because one of the biggest mistakes advisors make is by whatever's working, looking backward. And we are open architecture and find the best breed names from different fund families to help advisors build a better portfolio." ~ Paul Ma[07:13] - "I hear people say that 60/40 is dead almost every year for the last decade. And they were wrong. 60/40 was awesome for two decades, with a sharp ratio much higher than a hundred percent equity sharp ratio." ~ Paul Ma[11:05] - "The most famous disclaimer in finance is that past performance is no predictor of future performance. Being contrarian, we are moving into a different era of higher inflation. So, new era, new asset classes like commodities and liquid alts." ~ Paul MaLinks  Fidelity Institutional Fidelity Investments Waterfalls by TLC BlackRock Putnam Investments Quarterly Market Update 2022 | Fidelity Connect with our hosts Rusty Vanneman Robyn Murray Subscribe and stay in touch Apple Podcasts Spotify Google Podcasts 2158-OPS-11/9/2022

Advisors are an important part of the investment ecosystem. They help clients develop investment strategies and provide guidance on allocating assets best. Although every advisor has a unique approach to managing portfolios, they share one goal in common: to manage a portfolio that meets their client's expectations.In this episode, Rusty talks with Bryce Skaff, Co-Head of Global Client Group at Dimensional Fund Advisors. Bryce has been with Dimensional since 1998. He was most recently Dimensional's Head of U.S. Financial Advisor Services, which helped advisory firms design more effective investments, messaging, and business strategies. Before joining Dimensional, Bryce was a secondary markets analyst for Provident Funding.Bryce talks with Rusty about the value Dimensional Fund Advisors place on advisors, why the firm introduces exchange-rated funds in addition to their mutual funds, and the motivation behind Dimensional's recent introduction of ETF models.Key Takeaways [02:11] - An overview of Bryce's personal and professional background. [04:25] - How Bryce got started at Dimensional Fund Advisors. [06:29] - The value Dimensional Fund Advisors places on advisors. [10:10] - A historical overview of Dimensional Fund Advisors and its value factors. [15:54] - Are value investments finally on the rise? [20:10] - Why Dimensional introduces exchange-rated funds in addition to their mutual funds. [23:53] - The motivation behind Dimensional's recent introduction of ETF models. [29:03] - How investors and advisors can access Dimensional's material resources. [31:10] - Bryce's perspective on what makes a good financial advisor. [34:38] - Some of the people Bryce is grateful to on a professional level. [38:25] - How Bryce maintains his physical and mental well-being. [41:04] - Content recommendation from Bryce.  Quotes[07:11] - "We strongly believe advisors are a linchpin in the process. Advisors do a good job increasing the odds of success for investors." ~ Bryce Skaff[27:53] - "As an industry, we default to complexity. When in reality, it's often the simplest of concepts that make the biggest impact on investors." ~ Bryce Skaff[33:29] - "Great advisors are doing the right thing because they understand the truth and are willing to embrace it and give that dose of reality to the investor." ~ Bryce Skaff Links  Bryce Skaff on LinkedIn Dimensional Fund Advisors Good Vibes by Jahboy The Surf Conservation Partnership The University of Chicago Wells Fargo Vanguard Atomic Habits by James Clear Connect with our hosts Rusty Vanneman Robyn Murray Subscribe and stay in touch Apple Podcasts Spotify Google Podcasts  1735-OPS-9/22/2022

Inflation has been rising steadily since the beginning of the year and is now at a level considered concerning by many economists. And while the Fed has been raising interest rates to keep inflation in check, it is becoming increasingly difficult. With inflation remaining stubbornly high, many believe a recession is becoming increasingly likely. What does this mean for the fixed-income market and the bond market?In this episode, Rusty and Robyn talk with Colleen Ambrose, Director of Fixed Income Markets at Capital Group. Colleen has 35 years of industry experience and has been with Capital Group for two years. Before joining Capital Group, Colleen was a portfolio manager at Bank of America. Before that, she was a fixed-income client portfolio manager at American Century Investments. Colleen holds the Chartered Financial Analyst® designation and is a member of the CFA Institute, the CFA Society of Chicago, and Women Investment Professionals. Colleen talks with Rusty and Robyn about her outlook for fixed income, the bond market, and the headwinds in the economy, including inflation, Federal Reserve policy, and a potential recession.Key Takeaways [02:34] - Colleen's professional background and what she does at Capital Group. [04:29] - What Women Investment Professionals is all about. [05:27] - Colleen's advice to investors in light of global financial market events. [07:54] - Capital Group's outlook on inflation. [09:32] - Colleen's thoughts on the Federal Reserve's inflation policy. [10:24] - What Capital Group has to say about recession risk. [11:46] - The impact of geopolitical risks on the fixed-income market. [13:17] - How the fixed income bear market will end. [14:59] - Colleen's view on long-term interest rates. [15:46] - What Capital Group thinks about investment grade bonds, high yield bonds, emerging markets, and debt.  [17:21] - Why investors should consider fixed-income assets during market volatility. [19:30] - Colleen's personal investment strategy. [20:28] - How Colleen maintains her physical and mental health to perform at her best. [21:29] - The lessons Colleen learned from her mentors. [22:35] - Colleen's recommendation for content. Quotes[04:05] - "I love being that point person between our investment team and the end user clients to help them optimize what they're doing with their fixed income. Fixed income can be archaic and complex to understand. I like putting it in user-friendly terms to help people understand the messaging and move forward the right way." ~ Colleen Ambrose[10:39] - "We're not there yet. But 2023 is likely to see a recession, potentially a global recession. The U.S. will be slowing from the impact of Federal Reserve hikes and higher inflation. In terms of the employment landscape, we start to see layoffs in the economy that could impact things." ~ Colleen Ambrose[22:01] - "In the real world, you learn so much by doing. I equate learning about the bond market or financial markets to being plopped down in the middle of a foreign country, not knowing the language. And every day, you have to get up and learn the language." ~ Colleen AmbroseLinks  Colleen Ambrose  Capital Group Walking On Sunshine Women Investment Professionals Bloomberg The Wall Street Journal The Economist Connect with our hosts Rusty Vanneman Robyn Murray Subscribe and stay in touch Apple Podcasts Spotify Google Podcasts 2145-OPS-11/8/2022

In this episode, Rusty and Robyn talk with Kenneth Sleeper, Ocean Park Asset Management's Co-Founder, Co-Managing Director, and Portfolio Manager. Also joining them is James St. Aubin, Chief Investment Officer for Sierra Mutual Funds and Ocean Park Asset Management.Kenneth oversees all aspects of the organization's activities, including asset management, research, and client relationships. Before co-founding Sierra Investment Management, the parent company of the Sierra Mutual Funds and Ocean Park Asset Management, Kenneth applied his extensive background in statistical and computer applications to develop and refine computerized techniques for reducing downside risk. James, on the other hand, is an accomplished investment management executive. His experience in over 20 years in the industry includes asset allocation, manager research, and portfolio construction leadership roles.Kenneth and James talk with Rusty and Robyn about how they manage portfolios in today's market environment, what strategies they're implementing in their investments, and how they help investors stay calm, carry on, and stay on course during market downturns.Key Takeaways [03:41] - Why Ocean Park Asset Management was founded. [06:51] - An overview of James St. Aubin's career in wealth management. [08:30] - The factors influencing the market's movement. [12:32] - How Ocean Park Asset Management manages portfolios in the current market environment. [14:09] - How Ocean Park Asset Management helps investors stay calm and carry on in the face of market negativity. [17:18] - How James and Ken manage client expectations. [21:19] - What James and Ken say about geopolitical turbulence. [23:39] - How Ocean Park Asset Management uses tactical analysis in its investment process. [26:05] - How James keeps his mental and physical health to perform at his best. [29:05] - The people Ken and James are grateful for professionally. [32:13] - James and Ken's recommendations for content. Quotes[10:02] - "2022 has been about dealing with the consequences of the policy mistake, a double whammy of rate hikes and QT (Quantitative Tightening) at a pace and up to a level not easily digested by financial markets. Think about it as a shock and awe in the opposite direction, but this time it's intended to beat inflation." ~ James St. Aubin[13:41] - "We can't predict what the future holds, but we have a lot of history showing that this will eventually work itself out. It's just patience that's required right now. And that goes to the heart of investor education for all professionals that manage money." ~ Kenneth Sleeper[20:05] - "The number one value add for advisors is keeping them from capitulation in times of stress. This, too, shall pass is a perfect phrase for both up and down markets, honestly not to get people too greedy or fearful that we have to stay the course. The key ingredient to success is ensuring that this environment does not knock them off their path." ~ James St. Aubin Links  Kenneth Sleeper James St. Aubin Ocean Park Asset Management I Won't Back Down by Tom Petty Stranglehold by Ted Nugent Skip Schweiss Ryan Harder Investment Advisory | HighMark Capital Management Why We Sleep: Unlocking the Power of Sleep and Dreams by Matthew Walker Victor Zhang Wilshire American Century Investments Michael Covel's Trend Following Jim Bianco Barron's The Wall Street Journal Connect with our hosts Rusty Vanneman Robyn Murray Subscribe and stay in touch Apple Podcasts Spotify Google Podcasts  2142-OPS-11/8/2022

Throughout history, there have been different schools of thought regarding investing. Some investors believe in taking on more risk to achieve higher returns, while others prefer preserving capital and generating stability. In this current economic climate, however, many investors are worried about the stock and bond markets and how they will affect their investments. In this episode, Rusty and Robyn talk with Samuel Lau. Samuel is a Portfolio Manager on DoubleLine's strategic commodity strategy while working in portfolio management and trading for derivatives-based and multi-asset strategies, including DoubleLine's Shiller Enhanced CAPE®, Shiller Enhanced International CAPE®, Real Estate and Income, and Multi-Asset Trend strategies. He also co-hosts the Sherman Show and the Monday Morning Minutes podcasts.A fixed-income asset allocation strategist, Samuel talks with Rusty and Robyn about the fixed-income market, the headwinds facing the bond market, and the inflation and Federal Reserve policy.Key Takeaways [03:43] - Among the many roles Samuel plays at DoubleLine. [07:48] - What Samuel has learned from podcasting. [09:03] - One of Samuel's favorite episodes. [11:00] - What Samuel thinks about the stock market and bonds. [12:59] - DoubleLine's view on inflation. [16:21] - What DoubleLine thinks about the Federal Reserve policy. [19:28] - A possibility of an economic recession. [23:55] - How Samuel considers geopolitical risk when building portfolios. [27:29] - Samuel's outlook for interest rates. [31:05] - An overview of investment-grade corporate bonds. [35:56] - Samuel's perspective on emerging market debt. [37:12] - Diversifying portfolios with real assets and low volatility assets. [40:23] - Samuel's forecast for the stock market. [42:47] - Why investors should consider fixed-income investments. [44:47] - Samuel's personal investment strategy. [45:48] - How Samuel maintains his mental and physical health to perform at his peak. [48:02] - The people Samuel is grateful for on a professional level. [49:48] - Samuel's recommendations for content. Quotes[12:06] - "On the bond side of things, it's very painful. It's the worst year-to-day performance in the U.S. bond market on record going back to the index's inception. But investors have their heads wrapped around the rationale behind it." ~ Samuel Lau[17:48] - "We all fear the risk of the Fed and the FOMC over-tightening through their rate hikes and sending the economy into a hard landing, which people would refer to as a policy mistake." ~ Samuel Lau[38:32] - "When you look at the positive performers, commodities are one of the two asset classes that have that plus sign in front of it on a year-to-date basis. The other asset class is the U.S. dollar." ~ Samuel Lau Links  DoubleLine Rock and Roll by Led Zeppelin Jeffrey Gundlach The Sherman Show Jeffrey Sherman Monday Morning Minutes Robert Shiller Mary Daly Federal Reserve of San Francisco Nick Timaraos The Wall Street Journal National Bureau of Economic Research Grant's Interest Rate Observer DoubleLine Capital on YouTube Channel 11 PS Perspective Connect with our hosts Rusty Vanneman Robyn Murray Subscribe and stay in touch Apple Podcasts Spotify Google Podcasts 2077-OPS-11/1/2022

The last few years have been a rollercoaster for investors. The market has been volatile, asset values have declined, and there is general uncertainty about the future. In times like these, it's important to have a diversified portfolio that can weather the storm. Hedge funds offer a unique opportunity for investors to hedge against risk and protect their portfolios.In this episode, Rusty and Robyn talk with Andrew Beer, Managing Member at Dynamic Beta investments. Andrew started in the hedge fund industry in 1994 when he joined the Baupost Group as one of six generalist portfolio managers. Over the past decade, Andrew's singular focus has been to identify strategies to match or outperform portfolios of leading hedge funds with low fees, daily liquidity, and less downside risk.A pioneer in hedge fund replication, Andrew talks with Rusty and Robyn about hedge funds, hedge fund strategies that investors find helpful, and how hedge funds are becoming a new fixed-income substitute.Key Takeaways [03:06] - What motivated Andrew to specialize in hedge funds. [07:24] - The role of Dynamic Beta investments in the hedge fund industry. [08:53] - Andrew's thoughts on what's currently driving the markets. [10:44] - The outlook for traditional stock and bond markets.  [11:58] - How investors can improve the risk-adjusted return potential of a traditional balanced portfolio. [14:12] - An in-depth look at hedge funds. [15:36] - What replication means at Dynamic Beta investments. [17:29] - Hedge fund strategies that investors find helpful. [20:01] - What investors should look for when investing in managed futures. [22:11] - How hedge funds are becoming a new fixed-income substitute. [25:09] - Typical allocations to hedge fund strategies and managed futures. [29:43] - How Andrew invests personally. [31:34] - How Andrew keeps his physical and mental well-being to perform at his best. [32:49] - People Andrew is thankful for on a professional level. [35:41] - Andrew's recommendations for content. Quotes[12:19] - "What's the best diversifier on planet earth, where we want to put our money if we can? The answer for us is managed futures." ~ Andrew Beer[13:20] - "Stocks and bonds are incredible investments over time. But stocks, bonds, and managed futures are the right diversified portfolio." ~ Andrew Beer[27:43] - "The vast majority of products created in the ETF world are single-manager products, and single-manager products on a standalone basis don't have a role in the asset allocation model." ~ Andrew BeerLinks  Andrew Beer on LinkedIn Andrew Beer on Twitter Dynamic Beta investments Tomorrow  Kristof Gleich Harbor Capital The Baupost Group Kathryn Kaminski AlphaSimplex Group Abbey Capital Stanley Druckenmiller Corey Stein Flirting with Models Brian Portnoy The Rational Optimist iMGP Funds Connect with our hosts Rusty Vanneman Robyn Murray Subscribe and stay in touch Apple Podcasts Spotify Google Podcasts 2004-OPS-10/25/2022

There is nothing more frustrating for an advisor than losing a client. It's even more difficult when high-net-worth clients leave. High-net-worth clients are an important segment for any financial advisor. Not only do they bring in more revenue, but they also refer other high-net-worth individuals to the firm. What can advisors do to ensure they don't lose their best clients?In this episode, Rusty and Robyn talk with Brett Van Bortel, Director of Consulting Services at Invesco Consulting. Brett has developed and delivered numerous consulting programs to increase financial professionals' profitability, effectiveness, and productivity. At Invesco Consulting, Brett develops and delivers business development models to assist advisors in distributing investment management products.As a consultant, Brett talks with Rusty and Robyn about some tips and tricks for maintaining client relationships, why high-net-worth clients leave their advisors, and what advisors can do to prevent losing top clients.Key Takeaways [02:42] - What led Brett to a career in consulting services. [03:48] - The key role Brett plays at Invesco. [04:58] - How The Golden Hour program got its name. [06:37] - How The Golden Hour applies to business and practice. [07:33] - Why Invesco conducts its own research. [10:55] - Why high-net-worth clients leave their advisors. [14:22] - How Brett solves the problem of clients leaving their advisors. [16:51] - What advisors can do to avoid losing top clients. [19:05] - How much communication is needed to protect client relationships. [22:12] - The findings of a dial session study on advisor-client communication.  [24:14] - A proactive communication strategy to build stronger client relationships. [28:16] - How advisors can implement relationship equity conversations. [33:29] - Brett's personal investment strategy. [34:27] - How Brett keeps his mental and physical health to perform at his best. [36:03] - The book Brett recommends reading. Quotes[05:31] - "What we saw in our research was a ticking time bomb inside the majority of advisors' practices. A significant number of top clients began to look for the exit sign from an advisor's practice." ~ Brett Van Bortel[06:45] - "Getting high-net-worth clients, typically the top clients for any advisor, is one of the greatest challenges. And there are a lot of programs out there on new client acquisition, but no one was looking at the other side of the coin of new client acquisition, which is top client retention. They're on a treadmill running fast but not getting anywhere." ~ Brett Van Bortel[11:21] - "The vast majority of top clients weren't leaving because of performance. They were leaving because of something to do with a breakdown in the relationship and communication with their advisor." ~ Brett Van BortelLinks  Brett Van Bortel on LinkedIn Invesco Enter Sandman by Metallica Michael Maslansky Priceless Program Overview | Invesco US Giftology: The Art and Science of Using Gift to Cut Through the Noise, Increase Referrals, and Strengthen Retention Connect with our hosts Rusty Vanneman Robyn Murray Subscribe and stay in touch Apple Podcasts Spotify Google Podcasts 1930-OPS-10/13/2022