On Wealth Management, RMs and Fees

This is my seventeenth year in Advisory profession. "Trust" is a critical element in any relationship between a Wealth Manager and a client and that is a function of three, no infact, four variables - Credibility (which comes from giving you advice thats not short-term but what counts for you), Reliability (in which the RM has to be there all times - in bear and bad times as well and more importantly service-oriented), Intimacy (the level at which you connect and like the RM). All these three build up the trust but what divides the trust is another factor - Self-Orientation. If the RM is selfish, or works for his goals at the detriment of your goals, you will have the same experience as what you outlined. Its when this trust gets depleted because of the interplay of these four variables (of which self-orientation is the most undesirable component) that the experience gets soured. If the charges are not disclosed upfront, it is more "self-orientation" and hence lower trust. According to me, a good Advisor is one who doesn't distinguish between advising his client and his father, in the sense of giving advice that works well and honestly for his circumstances. My last point, I want to drive home, is that in my experience of over 17 yrs, I find that the HNWI as a group, across the world, expect returns without risk - which they don't expect in their business or profession. The best way is to build market portfolios aligned with one's financial planning goals with least outgo as expense/charges. Do not believe anybody who says they can time the markets well. If the Sensex this year is down 25%, no way any Mutual Fund can return even 5% (I am generalising). Failing to recognise this sets them up to fail or get disappointed in more ways that makes the experience itself self-fulfilling. You often get what you expect. And in the process, they move advisors - Advisor swapping also erodes the wealth - because the timeline from now till retirement or investment horizon, if it is so long, would make enough money provided we are patient and make those tactical and strategic changes periodically. Everytime we think there is money to be made from a new advisor, than what the market is offering, we eventually lose out - in fees, in charges, in commissions, in brokerage, and then taxes. There is no statistical evidence for persistence of performance - in life or markets - why then make our portfolios gyrate with advisors? But I hope I have made some points that make sense. This is my individual take - and I am passionate about this profession and have been sincere and diligent about these points before any moon and six pence is promised.