THEY CAN PROVE EVERY PART OF THEIR PRESENTATION


Too often, presentations are based on a mix of sketchy and unproven information and an over-reliance on personal sales skills.  But there is much more that needs to be added to create long-term successful client relationships.  And if you cannot prove it, it is only your opinions.

For example, many presentations rely heavily on a fund's past performance, yet our extensive research clearly shows that past performance — even the long-term kind — is a poor predictor of future success.  As a direct result, captured prospects are given an inaccurate view of your firm's capabilities, and some will leave when it falls apart.

But presentations based on the solid research of AFS, funneled into its 11-point proprietary formula, will consistently point to the best funds.  Backed by AFS's proven portfolio management guidance, you will be able to make timely and consistent changes to consistently earn your clients respect.  And a consistent process is your best ally when dealing with disappointed clients.

Isn't that what clients really want?

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What We Are Working On This Month
  • Do Newly-Created Funds Outperform Their Stale and Bloated Competitors? -Over the years, many financial publications publish articles and research reports claiming that newly-created funds, free of previously poor purchases and not bloated with too much AUM, outperform their older and bloated in-category competitors.  My research has always found there is zero correlation between superior performance and funds that were new to market.
     
    The results delivered by the newcomers of 2016 were no different.  There were 289 actively managed equity funds that posted their first-ever annual returns in 2016.  While 22% delivered top quartile performance in their category, 30% produced bottom quartile returns.  Furthermore, 44% finished 2016 in the top half, and 56% finished in the bottom half.  A coin toss produces similar results.  These performance results refute the view that newly created funds, able to concentrate on a manager’s top few picks and without a bloated asset base, have a performance advantage.
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