Lawmakers at home and abroad continue to dominate the headlines—and remain top of mind for DIY investors. They say gridlock in Washington, interest rates and global instability are the top three drivers of market volatility. They also believe gridlock in Washington, taxes and ongoing volatility are the top three macro factors that will most adversely impact their portfolios this year. Yet only 20% of DIY investors are likely to take action and revise their investing strategy over the next 12 months.

When it comes to their top financial concerns, DIY investors say the cost of health care and taxes are tied for number one, while protecting assets and saving enough for retirement are tied for number two. Yet, only 57% of investors without an advisor have a strategy in place to protect their assets against market risk. And only 63% of investors without an advisor have a strategy in place to help protect themselves against outliving their savings.

How You Can Engage DIY Investors

This year’s “Advisor Authority” study reveals what matters most to DIY investors. And the preparation gap makes it clear that they could benefit from partnering with you to establish long-term goals, create a holistic financial plan and make more informed financial decisions. By understanding what they want, and solving their most urgent needs, you can gain their trust and win their business. Consider these four factors:

1. Put Clients First

When we asked DIY investors what would make them more likely to work with a financial advisor, the clear preferences by a wide margin were advisor experience and a fiduciary standard. To attract and retain DIY investors, a trusted advisor should be like a trusted physician who provides an annual check-up to pre-empt issues before they happen; like a trusted coach who develops goals and then challenges clients to meet and exceed them; like a trusted partner who commits to putting a client’s best interest before their own to help them reach the next level. This year’s study also shows that more than two-thirds of DIY investors (68%) believe there should be one federal fiduciary standard industry-wide

2. Provide Holistic Financial Planning

DIY investors want more than portfolio management. Among the factors that would make them more likely to work with an advisor, holistic financial planning was in the top three. This includes managing across all of a client’s holdings, considering the full scope of their assets and liabilities, managing for the impact of taxes, assessing and addressing macro and micro risks, integrating “held-away” accounts such as insurance and annuities. Holistic planning goes beyond the individual client’s needs to incorporate their entire family, with solutions to finance children’s educations, care for aging parents, and establish a legacy plan for philanthropies and generations to come.

3. Protect Assets Against Market Risk

With volatility on the rise, 88% of RIAs and fee-based advisors have a strategy to protect their clients’ assets against market risk—compared to only 57% of investors without an advisor. Nearly two-thirds of advisors (62%) and more than two-thirds of DIY investors (68%) agree that diversification is the most utilized solution.