CY Bonus Flashcards
2 fastest growing HNW clnt segments
Entrepreneurs (bti) and retirees (baby boom)
White paper 9 competencies of successful wealth advisors
Discretionary vs non-discretionary
Discretionary - can trade for clnt without asking or confirming
Non-Discretionary - broker has to contact clnt before placing trade
At all times, advisors and dealers must comply with federal legislation such as the Proceeds of Crime (Money Laundering) and Terrorist Financing Act (PCMLTFA).
• This requires the advisor and dealer to confirm the client’s identity using valid photo identification.
• In addition, any large cash and/or suspicious transactions must be reported.
IROC Know Your Client (KYC) Rule
The KYC rule is one of the cornerstones of the investment industry. It has three due diligence components and four associated requirements:
To ensure that a trade is suitable, an advisor should consider (as a minimum) the investor’s:
• Financial circumstances: Income, net worth
• Personal circumstances: Age, marital status, number of dependents, occupation
• Investment knowledge and experience
• Investment objectives and needs
• Risk profile
• Investment time horizon.
IROC’s Client Relationship Model (CRM) rules require that the same information noted above be reviewed every time there is a “triggering event”. The following are the five primary triggering events:
- A trade is accepted
- A recommendation is made to a client.
- Securities are transferred or deposited into an account.
- There is a change in registered representative.
- A material change to the KYC information occurs.
Account Application (formerly New Account Application Form (NAAF))
The first step in getting to know your client is the completion of the Account Application form. The application collects the following:
- Personal information (address, date of birth, spouse’s name, etc.).
- Financial information (income, net worth, investment knowledge, etc.)
- Investment objectives (for each account) with percentages allocated to income and to capital gains (short-term, medium-term, and long-term).
- Risk profile (for each account) with percentages allocated to low risk, medium risk, and high risk.
IROC requires firms to gather additional information based on the type of account:
• If the account is joint, personal information must be obtained for everyone named on the account.
• If the account is corporate, personal information must be obtained for any individual who is the beneficial owner (i.e. ultimate owner) of 25% or more of the voting rights of any outstanding company shares.
• If the account is a trust account, personal information must be collected for all known settlors (the donor/contributor to the trust) if more than one and for all known beneficiaries of the trust.
the following six variables need to be considered in retirement planning:
Unique circumstances
“Unique circumstances” are specific to each client. An example of a unique circumstance would be a client who wants to include responsible investments (i.e. environmental, social, or governance investments, commonly known as “ESG” ) in his or her portfolio.
Examples include:
• A client who does not want to invest in certain companies, such as tobacco or alcohol manufacturers, which are often referred to as “sin stocks”. This is sometimes referred to as “ethical investing” or “socially responsible investing”
• A client who does not want to invest in companies that treat their employees inhumanely or employ child labour.
The Structured Conversation
There are three distinct phases to the wealth management approach to client discovery:
-
Setting the stage and building rapport.
This involves helping clients to understand that managing investments is only one aspect of wealth management. Topics include family, work, interests, etc. -
Conducting emotional discovery.
This involves replacing financial terminology with a conversation about life issues.
For example, what do your clients want their future to look like? What would they like to have in place for their children? -
Bridging to financial discovery.
There are four general financial issues that are discovered (“financial discovery”) once the emotional discovery process is completed:
•Accumulating financial wealth.
• Protecting financial wealth.
• Converting financial wealth to income.
• Transferring financial wealth to heirs.
Note: You may want to review the “Questions for Wealth Planning” table in the actual textbook because there may be a question directly from this information on your exam.
Good questions should focus on a client’s “total needs” rather than products and may include the following:
• When did you last update your will?
• What is your view on charitable giving?
• Do you have a power of attorney for incapacity?
• Are you comfortable that your assets will be distributed how you want them to be when you die?
• What plans do you have in place to protect your assets from taxes when your estate is settled?
The layout of the net worth statement can vary, but the following features are typical:
Assets can be divided into short term or long term.
Assets can be further categorized as personal assets (e.g. furniture), liquid assets (e.g. cash and equivalents), and investments (e.g. stocks).
Liabilities are often categorized as short term (less than a year) or long term.
Matching Process
• The funds used for mortgages are generally matched to the term and rate of a GIC.
• The bank typically charges a penalty if a mortgage is repaid early because it is still required to continue paying interest on the matched GIC.
• The matching process is also known as the “cost of funds” for the mortgage on the date the mortgage is booked (committed to) with the lender.
• The date a mortgage is booked is not the same as the disbursement date.
Lenders in the Primary Mortgage Market
(Trust Companies)
• Trust companies are also restricted from lending more than an 80% LTV ratio unless the mortgage is insured.
• Regulated by the Loan and Trust Corporations Act of each province. It is the role of the Office of the Superintendent of Financial Institutions (OSFI) to ensure compliance.
• As with chartered banks, the liabilities of trust companies, such as GICs, require that trust companies maintain a certain level of liquidity.
Note: A GIC is considered a liability to a bank or trust company because the lending institution is required to pay the principal back to the investor at maturity.
Lenders in the Primary Mortgage Market
(Life Insurance Companies)
• Life insurance companies are regulated under the federal Insurance Companies Act, and compliance is monitored by OSFI.
• As with banks and trust companies, insurance companies are limited to lending 80% of a property’s appraised value unless the loan is insured.
Lenders in the Primary Mortgage Market
(Pension Funds)
• Although pension funds have a small percentage of the residential mortgage market share, they are a major player in the commercial mortgage real estate market.
• Pension funds are also restricted from lending more than an 80% LTV unless the mortgage is insured.
• Pension funds have large pools of capital for investment, but they need to ensure the safety of that capital along with a strong investment return.
This makes bonds and mortgages (secured by a charge against real property) ideal investments.
• Due to their huge pools of capital, pension funds are major players in the commercial mortgage real estate market and own large real estate and development companies. For example, the Ontario Teachers’ Pension Plan owns Cadillac Fairview, one of the largest owners of commercial real estate in North America.
What are MICs and why invest in them?
(Mortgage investment corporations)
MICs are investment companies that provide mortgages to borrowers, offering investors a chance to earn income from mortgage lending, typically with higher returns than GICs, and they can be CDIC insured if federally incorporated.
key difference between GDS and TDS ratios
is the inclusion of consumer credit (i.e. loan) payments in the TDSR (total debt service ratio).
• Generally, the GDR maximum is 32%, and the TDSR maximum is 40%.
• The ratios can be calculated using monthly or annual amounts (you just need to be consistent with the other figures in the formula).
• If a client’s ratios are below the required thresholds and his or her credit history is good, then the client would likely be able to obtain further credit.
Semi-Annual Compounding
Mortgage payments are generally blended (a portion of each payment goes towards the interest, and the remainder goes towards the principal).
This has the result of reducing the principal amount remaining after each payment. The law requires that when mortgage payments are blended, they cannot compound more than twice per year.
Exam tip: Semi-annual compounding increases the total interest cost for the borrower as compared to annual compounding.
For example, if the nominal annual interest rate is 10%, the effective rate would be 10.25% with the effect of semi-annual compounding.
Not in Advance
Interest must be calculated on the declining principal. Principal is deducted when a payment is made, and then the interest is calculated afterwards. In other words, interest is not calculated in advance of the next payment being applied to the principal amount.
The “not in advance” provision reduces total interest costs to the borrower. This is why it is beneficial to pre-pay a mortgage because the principal outstanding is reduced each time a mortgage payment is made.
Exam tip: Not in advance reduces the total interest cost for the borrower.
Land Transfer Tax
When a property is purchased, the province generally applies a tax known as the “land transfer tax”. This tax is applied even when land isn’t technically being purchased, as in the case of condominiums.
The tax percentage is based on the purchase price.
It is a tiered system in which the more expensive the property, the greater the tax percentage.
First-time home buyers may receive a land transfer tax credit.
In some cases, the city (such as the City of Toronto) may charge an additional (municipal) land transfer tax, thus increasing this cost.
“estoppel certificate”
An “estoppel certificate” is a document issued by a condominium corporation that gives potential purchasers information about the specific condo unit and the condominium corporation.
Exam tip: Transaction-related fees usually amount to 2%-5% of the purchase price.
Closing costs must come from the client’s own resources, especially for high-ratio mortgages. In other words, the closing costs cannot be borrowed.