EWA FAQs on Fees, Fiduciary Duty, and Financial Planning

Speaker 1 – 00:00
Today we are going to address frequently asked questions FAQs that we hear for new prospective clients of EWA.
What makes EWA different? Are you a fiduciary? And what does that mean? What does holistic planning actually
mean? Who do you work with? How do our fee structure work? Will I be treated like a number? What happens if my
situation changes? How does EWA help reduce taxes? Are you proactive? Are you just filing it when the times do?
What you can expect from EWA is foreign. We are going to address frequently asked questions FAQs that we hear
for new prospective clients of ewa. So for those of you listeners who are, you know, been thinking about, you know,
do I need a financial advisor? Should I reach out to them? This video is really meant to just answer some of the
questions, the what ifs, etc.
Speaker 1 – 00:54
So, so just to start out, Chris, not to put you on the spot here, but I’m going to put you on the spot. You know, what
are some of the most common and you know, tough questions. I know, you know, fees have is always like the one
that advisors steer clear of. And this is one that we just, we address it before the clients can ask it. So and the
reason for that is, you know, we want to make sure, we don’t want to waste anyone’s time. We don’t want our time
to be wasted. We want to make sure that, you know, our kind of clientele we want is lifelong clients. So we have to
make sure that our fee makes sense for them. We have to make sure that, you know, the value we provide. Provide
because there’s no contract to be ewa.
Speaker 1 – 01:30
You know, you can come, you can leave without penalty. There’s no, you know, commissions to get in. There’s no
fees. When we trade money, there’s no fees to get out. We really have to make sure that it’s alignment and the
value is there ongoing for clients to stay. So yeah, how do you address, how are we paid? How do our fee structure
work?
Speaker 2 – 01:46
Yeah, just try to be as transparent as possible. So everything that we do here at our firm, from portfolio
management, tax planning, general financial planning, implementation, it’s all covered under a wrap fee. So we
have a schedule online that’s published with the SEC that you’ll see. But in general it’s just a percentage of assets
that we’re managing.
Speaker 1 – 02:08
Yeah. So if you just look at our entire book, our average client pays us about 80 to 90 basis points. And that range
can change based upon, you know, we did a analysis before Last year, like our average client has about, you know,
$2 million with us. And last year our new average client came with in with about, you know, $5 million average
household. And some of those were households that, you know, invested $25 million with us. And some of those
households were, you know, someone paying our minimum fee, which is typically around a million bucks. A
neurosurgeon that’s just getting started out or like mid couple years out of residency or fellowship and you know,
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need help coordination all their financial plans. So yeah, just to go deeper into that so we don’t charge, we don’t
track our hourly work.
Speaker 1 – 02:56
We’re not like an attorney or a traditional cpa. You’re never going to pay us or have to worry about being on the
clocks. We’re available, you know, 24 7, we’ve got a 24 to 48 hour turnaround. But we’re really meant to be your
CFO. So not just investment management, but we integrate planning, investments, tax strategy, estate planning,
insurance planning, distribution planning, asset protection. You name it, we do it. And we try to reduce decision
fatigue. So we’re not just ever selling you something, we’re educating you, becoming a thought partner, helping you
navigate the ebbs and flows that happen through life, through your finances, making sure your life, you know, is
leading the way and the money is not getting in the way of, from a fear of scarcity, you’re able to have joy and
abundance and make sure that money supports that.
Speaker 1 – 03:43
So yeah, let’s continue that going. But our fee structure is extremely transparent. We have three companies, ewa,
which is our mothership entity, I would call it, and we have a tax arm that we have to have for licensing reasons.
Our CPA owns that. But all the fees flow directly through ewa. It’s all tied together. And then from a insurance
perspective, we do insurance, that’s through EWA Insurance llc, but that’s not something we can charge a flat fee
for. The insurance industry is monitored by different entity like the RAAs are managed by the SEC. Monitored by
the SEC. We’re also monitored by the PCOAB given our fiduciary custody status. So we can be trustee for clients.
But if we’re selling an insurance policy, we’re just paid at industry standard commission rate. That does not affect
clients pricing.
Speaker 1 – 04:36
They get, it’s just industry standard, but that’s flown through a different entity and that’s typically, I think a value
add. A lot of advisors steer clear of that because there’s it can be a big distraction, but we don’t want to send a
recommendation to clients and it being they get oversold, something they don’t need or the wrong product or, you
know, something that’s in the best interest of the insurance producer. So that’s something we do in house to save
clients time and that’s how we’re paid. So. Okay, Chris, I think a really good question we’ve been getting asked
recently, especially with the clients, you know, that come in, you know, with 4 or 5 million bucks, will I be treated like
a number? Yeah.
Speaker 2 – 05:13
I would talk about our process. We have a very team, you know, team driven approach. So I’d like to say no one ever
feels like a number because we, you know, we’re all working internally here as one essentially. So try to take a very
close and personal approach with every single family that we work with.
Speaker 1 – 05:33
Absolutely. And it’s not just that, but I would say, you know, it’s not just going to be, we’re going to be proactive and
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reach out to you many times throughout the year to get your taxes done, to do, you know, we typically like to have
one to two deep dives on just your financial plan, no agenda. Your agenda is our agenda. But also reviewing, you
know, your accounts, your budget, your cash flow, tax projections, how well does your retirement and college plan
on tracking when your estate planning been reviewed, all of those things. But then more importantly is like, if you
have a question, we’re going to respond to you within 48 hours. If you want to buy a vacation house, are you
thinking about leasing a new car? What kind of credit card should you use?
Speaker 1 – 06:11
How do we use points to book this first class flight to Italy? Whatever the question is, we’re going to help with that.
So it’s not personalization isn’t a feature. It’s, it’s really the foundation of the DNA of what we do here at United. So,
next question. Chris, you know, what happens if my situation changes?
Speaker 2 – 06:29
Yeah, it happens all the time. Nothing’s ever the same. So I think that again falls back on our process. The planning
has to be dynamic, not just a document. So we’re always, you know, at least two times per year at a minimum. We
want to get in front of everybody that we work with to just get a state of the union to see have goals changed,
circumcance circumstances, change, jobs, all that kind of stuff because it’s always, it’s going to evolve and
probably change a thousand times. Before somebody even thinks about retiring. So, yeah, it always changes.
Speaker 1 – 07:01
Yeah, absolutely. And so everyone’s gonna. Everyone’s plan’s gonna change based upon unpredictable
circumstances, market volatility. We’re gonna reach out to do proactive Roth conversions, get those at a discount.
There’s tax changes. Those will be times where you reach out if. If. Are you selling your business. The divorce,
marriage, kids. Kids are having kids. State plans to be documented. Your situation is going to change every year.
And sometimes, like we think as financial advice. Oh, there’s. We just reviewed last year. There’s not much going
on. Every time, I like, we have that assumption, we do a schedule. Those are the meetings where we have, like, so
many updates that need to happen, so. But in a good way. Okay, next question. Chris, what makes EWA different?
There’s many financial advisors out there. You guys are a dime a dozen or whatever the phrase is.
Speaker 1 – 07:48
What makes you guys different? Why should I hire you?
Speaker 2 – 07:50
I think our model separates us from. From other teams. Traditionally, there’s an advisor, a cpa, estate attorney,
insurance agent, and there’s a lot of separate conversations and very little coordination. So I think why we exist is
to streamline all that under one roof. He mentioned it earlier in the first question. You kind of gave the outline of
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what we do. We. We really handle everything here for our clients. So it. That’s nice and efficient, but most
importantly, it saves people’s time and our time, I guess, too. So we’re. We’re just able to handle everything. So I
think that’s what separates us the most.
Speaker 1 – 08:26
Yeah. And I would add to that. I think, you know, I got scolded in a good way. When I was my second year of the
business, it was my. One of my biggest clients. It was a friend’s father, and they ran a business. My friend was in
the business, and they’re wondering, should we move our business to a trust? Should we sell the business? And I
remember he’s like, can you help me coordinate? Basically getting the estate planner, this, the. My cpa, you, my
financial advisor, all in a room, and I want to talk about this stuff. And in that room, you know, I was pretty young. I
think I was like 26 at the time. This is like 12 years ago. And all these big egos. The CPA is recommending the trust
when he should be talking about the taxes.
Speaker 1 – 09:07
And then the state planner is offended, so he’s talking about the tax strategy. They’re kind of attacking each other,
like, kind of like passive aggressively. And the goal is just like, how do we pass this money, this business to the sun
versus if we sell it, should we do a trust? And he called me after, he’s like, Matt, I would have really appreciated you
to take control and quarterback this because now we’re more confused than ever. And so after that meeting it
really created the vision of what if we created a one stop shop where we have the best in class, the smartest
people to address all of these concerns. So everyone’s on the same page because then those, the estate planner
and the cpa, they’re charging an hourly rate.
Speaker 1 – 09:47
We were charging our assets under management fee, but whether we’re there or not, his rate doesn’t change. And
so now we’re blending that all into one fee. Right. So all of that’s included and that’s going to benefit the client not
just from drastic fee reduction, decision fatigue, but it’s also going to remove stress, it’s going to save your own
and non renewable resource which is your time. So now clients are having different meetings and in the end clients
ultimately have to become this like library information. With us, they can just hire us as the librarian. We’re going to
go find these different answers and present it and educate them and become a thought partner into what makes
sense for their family and then move forward and actually execute the plan, which very few. A lot of stuff gets
talked about in these financial meetings.
Speaker 1 – 10:35
Very little gets done. With us it’s the opposite. You know, we educate and then we get it done. We see it through.
So. Okay, well Chris, next question is what services do we offer?
Speaker 2 – 10:50
Yeah, I think we’ve covered this a little bit so far, but yeah, services, Comprehensive financial planning, portfolio
management, tax planning, retirement income distribution, strategy to state coordination,.
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Speaker 1 – 11:05
Business succession, liquidity planning, asset protection, insurance. I mean the list, there’s hundreds of things but
if it has to do with your financial life or any of your family, were deeply involved in helping you make the right
decision. And that’s through education and empowerment and you know, making sure we stress test different
scenarios and making sure that you make the decision. Sometimes decisions have been made quick, sometimes
they made decisions based confidently. And there it’s many simulations are run and thought processes as we go.
Yeah. Okay, next question. This is kind of a buzzword. Are you a fiduciary? And you know, what does that mean?
I’ve been heard, I have to actually be asking you this.
Speaker 2 – 11:48
Yeah, we are fiduciaries but I think like you said, that gets thrown around pretty much in every financial planning
meeting these days. So I think in the context of what we do, you know, we’re regulated by the sec. So that implies,
you know, we are fiduciaries and we have to uphold that standard. But I think as it relates to what we do with our
clients, it just all process driven, like the, all the recommendations come and are based around the plan first and
foremost and what goals you have for a client. So I think when you’re doing that, naturally you’re a fiduciary for
them. But. Yeah, I don’t know if that answers your.
Speaker 1 – 12:25
And there’s a suitability standard like broker dealers, where it has to be recommended, the time of sale has to be
suitable, which I find is crazy because your life circumstances can change so much and there’s so much
discernment and nuance in that fiduciary standard. You have to operate in the best interest of your client every
second.
Speaker 2 – 12:42
Yeah.
Speaker 1 – 12:43
So not just at the time of sale, but on an ongoing basis. So many people say this is a marketing word. We live it,
breathe it, you know, every day. Obviously there’s conflicts of interest everywhere. For example, conflict of interest
that we run into is like, if a client’s like. Because we charge, we rip all this in with an assets under management fee.
Well, what if a client wants to do an investment with their uncle in a private investment? We’re not, we’re going to
give advice on that, but we’re not going to get paid on that. We always give our true advice regardless. And clients
are going to feel that. But that’s potential and conflict of interest is, you know, sometimes the more the better.
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Speaker 1 – 13:16
But as an example, if you become a client of ewa, you know, our average client pays 80 to 90 basis points. Some
clients pay 30 to 40 basis points. If, you know, if you have, you know, 20 million bucks, that goes down the more
you have. So it does scale. It’s like the opposite of tax rates. The more you have, the lower the percentage goes,
you know, ultimately the more the total dollars and fees you’re paying still goes up. But that does scale. Not linearly
it does. It just diminishes on a percentage basis as you grow.
Speaker 2 – 13:42
Right.
Speaker 1 – 13:43
So. Okay, well, Chris, next question. Who do you work with?
Speaker 2 – 13:48
Yeah, that’s a good question. We work with a lot of different people, but I think in general they’re the common
denominator is there’s some form of financial complexity that they have present in their lives. So they want
somebody that can have all this stuff delegated to and help and guide with decision Making educated decisions.
But I, I guess you know, that encompasses physicians, business owners, corporate leaders, retirees, a lot of
different people, but in general people that want to have help with this and have a plan in place.
Speaker 1 – 14:26
And we do have a minimum, so you know, a million dollars of investable assets or for, you know, someone’s high
income, you know, the minimum fee would be 15,000 a year for someone that doesn’t have the million dollars. And
again, we’re handling everything. We don’t handle PCBL. So if someone just wanted us do taxes with us or just do
an estate plan or just buy insurance, we don’t do that. You gotta have your money with us. And we’re a
consolidation firm. We’re not one of the many advisors that someone has, you know, we’re part of what we’ve built
is reducing the friction and the communication problems and the epidemics that we see out there of, you know,
money not lasting for generations because of miscommunications and wishes not being held through. So we’re a
consolidation firm. Million dollars or more is the minimum.
Speaker 1 – 15:07
You know, with deep expertise in the 10 to 100 million, over 100 million, we’ve fully capable of handling that. But
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generally speaking, most families in that range would have their own family office. We do offer all the services that
multif family office offers. Taxes, state retirement planning, wealth management, analyzing, you know, all kinds of
things you could do with your money, private investments, etc. But again we are, our sweet spot is really anyone in
that million plus to five. And then we do have deep expertise on that 10 to 100 as well. So we’ve, you know, have
the different departments to set that up. Next question. How does EWA help reduce taxes? Not just file my taxes.
How do you help plan? Do you, are you proactive or are you just filing it when the time’s due?
Speaker 2 – 15:59
Yeah, we’re very proactive. Especially now with Tyler and the tax guys on the team. It’s, taxes aren’t, you know,
they’re not seasonal. It’s strategic. So we need to always have that in front of mind, not just when April rolls
around. So all throughout the year. Taxes are pretty much at the core of most of the major decisions or
discussions that we’re having with clients. So yeah, we can get into specific strategies if you want or we’ll save.
Speaker 1 – 16:28
That for, you know, individual one one consultation. But the point is a lot of tax strategy has to be done throughout
the year. There’s certain things you can do like max out a retirement account. Certain, certain ones, not all. It’s like
401k deferrals you have to have done by December 31st. But profit sharing and back to Roths and Ira, you could do
up till your tax filing deadline. But a lot of like planning for business owners, it has to be done throughout the
calendar year. It has to be coordinated, communicated in the right processes and documentation has to be in
place. So that’s really what sets us apart, is the proactive nature.
Speaker 1 – 16:59
And even when it comes to filing taxes, you know, we take power of attorney, we’re able to see the trail that the IRS
is going to see what documents they’re expecting before we file. So, most proactive tax practice I’ve ever seen
personally, because obviously I’m a client of ewa Tax Services, so it’s been great. A lot of stress and a lot of the
work is off of our client’s plate, which reduces the stress and friction as well. Yeah. So, next question. What’s your
investment philosophy? I’ll take this one, Chris. So, I mean really it boils down to, you know, our core principles are
asset allocation. So, you know, there’s obviously a paradoxes in life of, you know, exchanging time for money or
money for time. But in the investment world, it’s really, how do you exchange reward for risk?
Speaker 1 – 17:40
We want to get the highest reward possible, but we also want to manage the risk as low as possible. And that’s
done through what’s called, referred to asset allocation. So, you know, over 20 time frame, you know, get a 7 to 9%
return and invest in 6 to 7 different categories. And you can do so, you know, with almost a one to one and a half
ratio of risk versus return. Where if you’re investing in one category, sometimes it can be a ratio of four times the
risk per one unit of return. And so when marrying the low risk, high return philosophy, that’s done through asset
allocation. So essentially having different buckets of categories that your money sits underlying, that would be our
second principle, which would be diversification. So inside of each bucket, large cap, for example, gonna have like
100 companies minimum.
Speaker 1 – 18:23
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One company, if you invest in, you could snap it in half like a pencil. You could snap in half. You have a hundred
wrapped around with the rubber band. It’s impossible to break. So you can remove 90% of risk, of company risk,
individual company risk, if you have diversification of 100 or more companies. So diversification is a core principle.
Another thing is long term Disciplined investing, we don’t time the market. We do take advantage of downturns
through tax strategies, tax loss harvesting Roth conversions, accelerating cash funding if there’s a 10% or pullback
in the category. But once the money’s in, we will have the plan that you’re never going to lose money. So we have a
distribution plan later in life that you’re always crossing the finish line at a gain, not a loss.
Speaker 1 – 19:06
So we have portfolios that are all weather tested would no matter what the economic cycle we’re in, there’s four
economic cycles, you know, early mid late and then recessionary. And we have the portfolio and last through all
four of those. So it’s trying to guess and time in and out statistically show you know, you take away over half your
returns by doing so. Having a consistent diversified asset allocation approach is where we’re going to get those
long, you know, 7 to 8% returns and have a plan that’s built to support your life by design and not have a life that’s
dependent on what the market does or doesn’t do.
Speaker 2 – 19:42
Right.
Speaker 1 – 19:42
Very tax sensitive and we are very tactical. So for just as an example we are looking at. We’re not just a set and
forget it. Three or four years ago we excluded China from our emerging markets. What was happening with the real
estate over there in that last 18 months we’ve included China because of all the, you know, what’s going on with AI
and the chips. Gold was in the portfolio given the, you know, central bank policy, fiscal policies that we’re seeing,
you know, internationally in the US dollar versus others. So you know, gold has been a big anchor of our portfol
recently. And that’s, that hasn’t always been in there. I mean that’s been in there for the last two to three years.
Before that it wasn’t. So we’re very tactical. But the point is we’re always in the market.
Speaker 1 – 20:25
How we’re heavier on us, we’re international. A lot of companies weren’t international last year. A little heavier in
emerging markets it’s generally like 80% US, 20% international split. But we have a very disciplined approach but a
very tactical, common sense, logical approach. And we have thought partners that help us. We review that on a
quarterly basis and make those rebalances, no cost to our clients. And those get executed across our whole client
book. At the same time everyone gets fair execution and trade pricing. So what does holistic planning actually
mean? I think we’ve covered this but it has been a common question when we’ve done our research.
Speaker 2 – 21:05
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I think it just means one coordinated system across all the different areas. So for retirement, income tax strategy,
estate coordination, risk management, investment management, it’s coordinating all those things and then beyond
that, making sure that the plan is in alignment with specific clients, values and their goals. So I think that’s really
what a holistic plan is. It ties everything together. It’s all coordinated under one framework.
Speaker 1 – 21:32
All talks to each other. Certain points are going to have competitions. We fund full college, postgrad and undergrad
or to retire early. And so having a plan that talks to each other and having those levers to pull and understanding,
you know, philosophy between spouses and having flexibility and navigating nuance and discernment in the plan is
really important. That’s another reason why to have everything in one place is you’re able to do that much more
efficiently. So let’s review one more time because how are you compensated was another one. We’re a wrap fee
structure, so there’s never a contract to be with us, meaning a client can come and go as they see fit. There’s no
upfront fee to work with us. We’ll do analysis to see if you’re a good fit free of charge.
Speaker 1 – 22:12
The heavy lifting comes for us once you become a client. We’re executing everything, consolidating accounts,
managing accounts, including taxes, estate work. So you’re never on the clock with us. We offer a wrap program.
So even when there’s trades that occur that kind of direct indexing and international stocks generally charge $5 of
commission per trade, we absorb all of those transactional costs. When you say a client pays us 50 basis points,
that’s all in. We cover all the transactional costs. On top of that, there’s going to be in a managed portfolio, there’s
going to be internal fees of the funds that you’re investing if you’re not investing. In the direct index portfolio, we
have those industry lows. So we have a, a low cost ETF portfolio that’s 11 basis points of 0.11%.
Speaker 1 – 22:57
And then we have a blended one that has very low cost ETFs and a couple mutual funds in it. That is 30, currently
27 basis points. So the rule is that’s under 30 basis points at all times. None of those fees, the soft cost are go to
us. Those go to the managers of each ETF and mutual fund that you’re invested in. And we put you, our clients and
any new prospective clients in the Lowest cost share classes available. So one of the things we negotiate with
Fidelity and Trois, we want the lowest cost institutional shares available. You know, wholesale pricing, not retail
pricing. That pricing gets kicked along, passed along to our clients. We do not receive any kickbacks. So we
operate what you know, slang term clean shares, prior broker, dealer, the revenue sharing agreements.
Speaker 1 – 23:48
If you use this company, that company will kick back money. Think about like pharmaceutical, you know, world
years ago. That exists in the investment world and not with us. You know, we’re clean shares. There’s no incentive
for putting, you know, in this company’s fund versus this company’s fund. We do not receive any of kickbacks or
any compensation whatsoever. So.
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Speaker 2 – 24:09
Right.
Speaker 1 – 24:11
And then is for the only other exception would be if you’re purchasing insurance. We have a separate company,
EWA Insurance LLC because you know, Insurance World is operated on a different by state and those are paid
through commission. So if a client comes to us for insurance, we’re able to place that policy and that would go
through EWA Insurance LLC and would not affect your advisory fee. And those are, those commission schedules
are all fully disclosed on our adv. We cannot change them. Those are you know, carrier specific and industry
standards. And one of the major reasons we do that is, you know, insurance planning very often gets talked about
at very little reas offer it. And so then they have to go, clients have to go find their own insurance person.
Speaker 1 – 24:58
That insurance person, if they sell insurance for a living, they’re typically going to sell you the most expensive high
commission products. And so we have this just to kind of keep the wolf out of the hen house in a way. Making sure
your plan, your insurance plan is best in class, it gets executed and you don’t have to meet another person to
review stuff. It’s all going to be coordinated in your plan. But just to make sure we’re very clear, that’s a separate
company. Separate, that is a commission has nothing to do with your advisory agreement with us that the advisory
fee would cover estate planning, taxes, your financial plan, wealth management, et cetera.
Speaker 2 – 25:29
Yeah.
Speaker 1 – 25:30
So. Okay. All right. So you know some specifics. There’s some specifics for physicians, delayed earnings, you
know, student loan strategies, rising income, how to control your money temperature, malpractice, umbrella
protection, catch up on your wealth building and the business owners there’s really the concentration, risk liquidity
and exit planning, succession strategy, entity structure. We help with all of that. But yeah, just to close I would say,
you know what you can expect from EWA is personalization, adaptability, integration, refiduciaries if you’re tired of
like a chaotic balance sheet, fragmented advice stuff feels like it’s ever. You want one plan, save your time, you
know, one place to go to cover everything, you know, that’s where we’re filled. If you want to hire us as a. Let me
look at things one time. We’re not your, we’re not your team.
Speaker 1 – 26:22
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If you want to look at us as one of your three other advisors, we’re not your team. If you’re looking to take your
chaotic balance sheet and turn it into a simplified one that works efficiently and obviously, you know, typically
majority of time clients come to us, even do it yourselfers that come to us, we’re able to lower their fees because
of the institutional pricing that we’re able to provide and you look at what they’re paying elsewhere and hidden
costs, the management fees, their CPAs or estate planners. Most of the time we’re able to have a fee reduction
take place when you centralize your planning into one team.
Speaker 2 – 26:53
Right.
Speaker 1 – 26:53
So. Well, thanks for joining and anyone that’s interested, we’re happy to do a free consultation and see if EWA is a
good fit. Most likely you’ll be sitting in front of Chris here, so.
Speaker 2 – 27:03
All right, looking forward to it.