Whereas the share of advisors with the CFP marks has risen steadily over time, immediately, about 2/3 of economic advisors are not CFP professionals. Which means that, for many advisors, the choice to acquire this designation stays an open one. An important think about an advisor’s determination to arrange for the CFP examination – typically requiring them to sacrifice evenings and weekends to finish the requisite coursework (which might take greater than a 12 months), and spending many 1000’s of {dollars} – is whether or not they may truly earn extra on account of doing so.
In accordance with the 2022 Kitces Analysis Research on Advisor Productiveness, CFP professionals take residence more cash per hour labored than non-CFP professionals, with this hole being considerably bigger for service advisors than senior advisors. The everyday service advisor with out CFP certification earns $48.83 for each hour that they work, in comparison with $86.30 for service advisors with the CFP marks – a distinction of $37.47, or a whopping 77% enhance in earnings per hour! The everyday senior advisor with out the CFP marks earns $112.47/hour, in comparison with $120.00 for CFP professionals, a much more modest distinction of solely $7.53.
On this article, Michael Kitces and Mark Tenenbaum (Director of Advisor Analysis) clarify this disparity in earnings per hour – dubbed the “CFP Productiveness Hole” – and the way it seems to be pushed by explanations stemming from each the abilities that CFP practitioners develop and ship (supply-side explanations), and the preferences of shoppers – particularly extra prosperous shoppers – when deciding on an advisor to work with (demand-side explanations).
Particularly, service advisors with the CFP marks seem to spend extra time on key revenue-generating actions corresponding to assembly with shoppers and prospects and producing monetary plans, and that these hours are put to good use as a result of these CFP professionals each provide monetary plans which can be extra complete and replace shoppers’ monetary plans extra incessantly than non-CFP professionals. In consequence, groups with service advisors who maintain the CFP marks have a tendency to draw considerably extra prosperous shoppers than groups with non-CFP certificants, with a median shopper AUM of $1,000,000 AUM versus $250,000 AUM, respectively.
These wealthier shoppers additionally are inclined to pay considerably greater charges, which has a key implication for companies trying to entice and retain prosperous shoppers: rent CFP professionals or assist current workers who’ve but to earn their CFP marks get hold of them. The data obtained via CFP certification can forge a extra planning-centric apply, providing monetary plans which can be extra complete and up to date extra incessantly – that are clear value-adds for high-net-worth households who typically have complicated planning wants. Crucially, the analysis reveals how the price of using CFP professionals (who command greater salaries than their counterparts with out the CFP marks) is considerably decrease than the income companies generate by using them.
The CFP Productiveness Hole additionally has profound ramifications for the earnings development of service advisors all through their careers. Whereas senior advisors are inclined to see earnings development over time no matter their CFP certification, non-CFP professionals fall farther and farther behind their counterparts who’re CFP practitioners over the course of their careers. Certainly, for service advisors, the CFP Productiveness Hole grows from an earnings distinction of $8/hour for these with lower than 8 years of business expertise to over $50/hour (which provides as much as $100,000+/12 months in better incomes potential) for these in enterprise for 20 or extra years. Therefore, CFP certification seems to be an important car by which service advisors can expertise continued earnings development over time with out stalling out.
The important thing level is that service advisors earn considerably extra by acquiring the CFP marks and companies are prone to profit from supporting them in doing so. This helps the agency broaden its groups of service advisors who can tackle and assist the agency’s most high-dollar clientele. Which, in flip, frees up the capability of senior advisors to proceed to herald shoppers and develop the agency additional!
