Financial advisors and brokers should pay more attention to differences between themselves and their millionaire clients when it comes to attitudes about social networking media and their opinions on the potential of the economy in general, advises Fidelity Investments.
Fidelity recently completed a survey about both issues that could help advisors and brokers reach their millionaire clients better if they adapt their behavior to the differences that were discovered, Fidelity says.
Insights on Advice is derived from comparing the Fidelity Millionaire Outlook with the Fidelity Broker and Advisor Sentiment Index. The comparison found twice as many millionaires (85%) already use--or are willing to use--technology-enabled media to communicate than their advisors and brokers (43%) use.
The survey also revealed that advisors and brokers overemphasize face-to-face meetings with many millionaires who prefer to receive communications via email.
A second significant difference between the two groups is advisors and brokers are more confident than millionaires across all key financial indicators, including the economy, stock market, real estate, consumer spending and business spending.
The survey found that millionaires, as well as their advisors and brokers, plan to increase portfolio investments in the coming year. But millionaires more strongly favor fixed-income investments than do advisors and brokers. Advisors and brokers also are far more interested in boosting their international/emerging markets portfolios (44%) than are millionaires (26%).
Approximately 81% of millionaires use at least one financial advisor, says Michael R. Durbin, president of Fidelity Institutional Wealth Services. "Yet examining the disparities between the attitudes of the two groups presents some clear opportunities for brokers and advisors to fine-tune their approaches--specifically by recognizing millionaires' more conservative economic outlook and investment approaches."?