Cash management is one of the strongest growth areas for Bank of America Merrill Lynch’s advisors, Sallie Krawcheck, president of Bank of America Global Wealth and Investment Management, said during a conference call Thursday.

She said the unit has amassed $244 billion of cash deposits so far. “Clients are more conservative and they are looking to their advisors for help,” she explained. “Advisors need to look broader and deeper for the right solutions.”

Krawcheck said the financial services industry is “skewed to capturing upside, but clients have told us over the past few years, ‘Okay, but keep me safe first,’” adding that investors are as interested in increasing their cash reserves as they are maintaining a well-allocated portfolio.

“For those that believe asset allocation is dead that is simply not true,” Krawcheck said. “The benefits continue to be demonstrated. I don’t think as an industry we have taken advantage of full asset diversification. We have to align our resources to what clients want and what path works for them.”

Worry over market performance means affluent investors are working more closely with their financial advisors. According to a quarterly survey conducted by Bank of America Merrill Lynch, 51% of affluent investors said they speak with their advisor at least once a month, up from 39% a year earlier. “Advisors are very, very busy these days,” Lyle LaMothe, the head of U.S. wealth management for Merrill Lynch Wealth Management, said during the call. “The level of communication is noticeably up. I think that that is a real positive. Silence is very harmful. Advisors have risen to the occasion and we have seen an increase in our deposit base and an increase in deleveraging.”

Affluent investors remain committed to their advisors. According to the survey of 1,000 Americans with more than $250,000 of investable assets, 42% have been working with their financial advisor for six to 10 years or more, and 64% for three to five years or more.

The survey also found that 84% of affluent Americans have remained with the same wealth management firm in the past year. The No. 1 reason is the strength of their relationship with their financial advisor (64%), which is more than twice as important as positive investment performance (30%). “This bodes well for us and bodes well for our clients. The relationship clearly matters and that is encouraging for us,” LaMothe said. “Advisors have become more of a financial life coach.”

According to the survey, affluent investors feel better today (41%) than they did a year ago (37%) and 78% are confident their finances will improve in the next year.

But despite this confidence, Andy Sieg, the head of retirement and philanthropic services at Bank of America Merrill Lynch, said a “startling” 61% of those surveyed expect to retire later than planned. In January, 29% said they expected to retire later.

“From this, we draw that it is time to retire the word retirement,” Sieg said. “I think there is a real redefinition happening in terms of how people plan to spend their later life. For boomers, later life is about second acts in terms of occupations. Retirement is a lot different than how our parents’ generation knew it.”

Affluent investors continue to struggle with the current economic climate. In the last year, 20% have tapped into their long-term savings and investments to meet immediate financial needs.

Their top three reasons for dipping into their nest egg were to cover regular monthly expenses (35%), pay down excess debt (27%), and compensate for a loss in income within their family (19%).

“The last couple of years have been a rollercoaster for many investors as they navigated through the recession and markets,” Krawcheck said. “While they believe the future may be getting brighter, many still struggle with the financial tug of war between near-term demands and future goals. During these early days of recovery, as cautious optimism influences the mindset of investors, personalized advice can be critical to finding and taking advantage of opportunities, managing risk and addressing complex issues.”

Register or login for access to this item and much more

All Financial Planning content is archived after seven days.

Community members receive:
  • All recent and archived articles
  • Conference offers and updates
  • A full menu of enewsletter options
  • Web seminars, white papers, ebooks

Don't have an account? Register for Free Unlimited Access