– Horizons ETF Management, a leading Canadian provider of exchange-traded
funds, did in fact recently announce that it will be cancelling the
Advisor-class units (that is, units that pay a fee to advisors who
recommend them) on its Canadian-listed exchange-traded funds (ETFs). That
press release of itself didn’t attract a lot of attention, and was mostly
of interest to commission-based advisors. But in fact, it’s a symptom of
some pretty earth-shaking changes going in in the world of wealth
The new regulatory regime called the Client Relationship Model (version
two), or “CRM2,” and the greater fee transparency that entails, is shaking
up the financial advisory sector in a big way. Financial advisors are now
required to disclose all fees as costs pertaining to client accounts. And
for many advisors, especially those who have relied extensively on
commissions and trailer fees, that will make for some uncomfortable client
meetings. Under CRM2, advisors must clearly tell clients how much they’ve
paid in trading commissions and fund trailer fees, as well as fees paid for
administration and advice.
CRM2 does not require advisors to include costs embedded in individual
products, such as MERs on mutual funds or exchange-traded funds (ETFs) –
only commissions paid by such funds to advisors for selling their product.
This is already having an impact on the market, as fund companies start to
phase out classes of funds that pay trailer fees, as Horizons ETF
Management has done.
So, for many clients of wealth-management advisors, the big question
becomes, “What value exactly am I getting for those fees I pay you?” Many
advisors have already adopted a completely transparent approach to fee and
cost disclosure, including my firm, Castlemark Wealth Management, where
this is one of our founding principles. But for many wealth management
clients, what they pay and for what services remains a mystery. So here’s a
top-line summary of how clients of wealth management firms can tell if
they’re getting value for their money.
Does the advisor offer comprehensive financial planning?
A competent advisor should gather necessary information at the outset, to
determine goals, needs and priorities, identify and evaluate strategies,
submit recommendations, agree on action, responsibilities and time frames,
monitor and evaluate ongoing implementation.
Does the advisor develop a written investment management strategy?
A written personal financial strategy statement identifies the client’s
target, asset allocation, investment objectives, risk tolerance, and
outline the steps needed to implement the strategy. In addition, the
advisory firm should assist clients with, or provide background services
for, the myriad administrative details involved with managing investment
accounts, including account opening forms, asset allocation and risk
tolerance questionnaires and follow-up, portfolio evaluation reports,
portfolio reviews, assisting in arranging for deposits and withdrawals, and
meetings with the portfolio managers
Does the advisor provide an exhaustive portfolio-manager search?
At Castlemark, for example, we routinely interview, conduct reviews of,
negotiate with, and recommend third-party discretionary portfolio managers.
We review each firm’s profile, history, ownership, and people through
publicly available sources as well as our own private network. We
extensively research a portfolio manager’s philosophy and style and drill
down into a manager’s historical performance – something not always easily
available for individual clients. We ensure clients receive top value for
fees to portfolio managers, and we have always disclosed all fees fully on
client statements. Perhaps most importantly, we continuously monitor
managers through regulatory and industry listings to ensure they remain
compliant with the regulatory framework.
Does the advisor do comprehensive portfolio and performance monitoring?
This is an aspect of wealth management often overlooked by clients, mainly
because it is intensely time-consuming, but it is critical to achieving
long-term financial goals. An advisor who takes their profession seriously
continuously monitors and reviews client portfolios for management style,
compliance, investment policy, performance (including Alpha, Beta, and
peer/benchmark comparison, service quality, administration, and
tax-efficiency). Advisors should also provide ongoing analysis, research,
liaison with portfolio managers, and regular reporting to clients,
including quarterly performance reviews and semi-annual/annual client
review meetings. Yes, it’s a lot of paperwork (for the advisor), but that’s
what you’re paying them for! If you’re not getting that level of service,
what exactly are you paying for?
Does you advisor offer a holistic planning framework?
In addition to those all-important portfolio management services, a client
will know they’re getting value from an advisor who ties in their
investment plan with a comprehensive retirement planning strategy, and
education planning strategy, a family lifestyle protection strategy
(including assessing the need for life, disability, or critical illness
insurance), and an estate plan. – Robyn
Robyn Thompson, CFP, CIM, FCSI, is the founder of
Castlemark Wealth Management, a boutique financial advisory firm specializing in wealth management
for high net worth individuals and families. Contact her directly by
phone at 416-828-7159, or by email at
for a confidential planning consultation.
Notes and Disclaimer
© 2017 by the Fund Library. All rights reserved. Reproduction in whole or
in part by any means without prior written permission is prohibited.
The foregoing is for general information purposes only and is the opinion
of the writer. Securities mentioned are illustrative only and carry risk of
loss. No guarantee of investment performance is made or implied.
Commissions, trailing commissions, management fees and expenses all may be
associated with mutual fund investments. Please read the simplified
prospectus before investing. Mutual funds and exchange-traded funds are not
guaranteed and are not covered by the Canada Deposit Insurance Corporation
or by any other government deposit insurer. There can be no assurances that
the fund will be able to maintain its net asset value per security at a
constant amount or that the full amount of your investment in the fund will
be returned to you. Fund values change frequently and past performance may
not be repeated. This information is not intended to provide specific
personalized advice including, without limitation, investment, financial,
legal, accounting or tax advice. Please contact the author to discuss your