Professionally Position Alternative Investments Within Your Process

Positioning Alternative Investments Within Your Process – white paper cover
Download the Full White Paper
Email Indicator

Become the first call. Deepen client engagement. Reinforce the value of your advice.

Why Positioning Matters Now

Be the First Call
Help clients seek your perspective before making meaningful financial decisions.
Deepen Engagement
Bring greater clarity and coordination to your clients’ entire financial lives.
Expand Fee Worthiness
Help clients understand the value of your oversight, education, and planning process.

Guide to the
Full White Paper

Positioning Versus Pitching

Explore how to introduce alternative investments within a comprehensive planning process. The white paper emphasizes stewardship, strategic context, and alignment with clients’ long-term interests.

A Practical Soft Launch

Use a gradual communication approach to expand client awareness of your capabilities. Explore conversation starters, a 90-day seed-planting approach, and a follow-up strategy meeting that introduces the full scope of your process.

Build Process-Driven Trust

Position scenario planning and sounding-board conversations as defined parts of your service. Help clients understand how your guidance connects the moving parts of their financial lives, even when a conversation does not lead to a transaction.

Explore the Guide

1. Expanding Relevance in a Changing Landscape (Page 3)
Explore three goals for your advisory process: being the first call, achieving total client engagement, and expanding fee worthiness.
2. Positioning Versus Pitching (Page 5)
Learn how to frame alternatives within your broader planning process and address loyalty fatigue, scope drift, and the role of incentives.
3. With Opportunity Comes Responsibility (Page 9)
Consider how investor psychology, speculative enthusiasm, and fear of missing out can influence client decisions—and why disciplined guidance matters.
4. Innovation Requires Oversight (Page 11)
Explore the importance of evaluating risk, liquidity, and provider alignment before discussing or implementing alternative investments.
5. The Soft Launch (Page 12)
Introduce your evolving capabilities through a deliberate communication approach that gradually builds awareness among eligible, predisposed clients.
6. The Follow-Up Strategy Meeting (Page 14)
Use the next client meeting to explain the depth and breadth of your process and invite a thoughtful conversation about emerging needs.
7. Introducing Value-Added Services (Page 15)
Position scenario planning and sounding-board guidance as defined services, including conversations about opportunities outside your direct implementation.
8. From a Static Plan to Dynamic Financial Planning (Page 17)
Explore how ongoing coordination can help your process evolve alongside life events, changing needs, and financial complexity.
9. The Power of Process-Driven Trust (Page 20)
Help clients see how your guidance fits into a structured, repeatable process—and how that understanding can support loyalty and referability.
10. The Broader Impact on Your Practice (Pages 24–25)
Consider how positioning alternatives within your process relates to net-new assets, continuity and succession, strategic partners, and enterprise value.
Guide to the Full White Paper
For a practical approach to positioning alternative investments within your advisory process, download the complete white paper.

Important Risk Disclosure

This white paper discusses investing in alternative investments. Alternative investments are investments that do not fall into traditional categories like public stocks, ETFs, mutual funds, standard bonds, or cash. They include private equity, real estate, commodities, hedge funds, and collectibles, which are often complex, illiquid, typically include higher fees, may be highly leveraged, engage in speculative investment techniques and are not suitable for all investors. Consult your firm's internal product development and compliance departments to determine your ability to discuss or offer alternative investments. Please see other important risk considerations at the end of this document.

Risk Considerations

Investing in alternative assets involves higher risks than traditional investments and is suitable only for experienced sophisticated investors. The value of an alternative investment may fall as well as rise and investors could lose all or a substantial amount of an investment. They are not tax efficient and an investor should consult with his/her tax advisor prior to investing.

The scenarios throughout this whitepaper are illustrative composites drawn from recurring themes surfaced in conversations with financial advisors. They do not depict specific individuals, clients, or firms, and the quotations included are not verbatim transcripts. They represent characteristic language, sentiments, and concerns that emerged repeatedly across our conversations, synthesized into representative scenarios for clarity and readability.

This whitepaper reflects the current opinion of the authors. It is based upon sources and data believed to be accurate and reliable. Opinions and forward-looking statements expressed are subject to change without notice. This information does not constitute a solicitation or an offer to buy or sell any security. The information provided is for illustrative purposes only and is not intended to be a recommendation or endorsement of any specific strategy, acceptable risk tolerance, return profile, action, or product. The concepts discussed may not be applicable in all situations and should not be considered a substitute for individualized advice. Financial professionals should continue to follow their firm’s established compliance procedures and consult with their compliance department for guidance on relevant regulatory restrictions and before implementing any new approaches.

Chris Jeppesen, a co-author of this white paper, is affiliated with First Trust Portfolios L.P., a FINRA registered broker-dealer. First Trust Portfolios acts as a private placement agent to certain private offerings and distributor of other alternative investments. Some private offerings and other alternative investments may be issued by an affiliate of First Trust Portfolios. First Trust Portfolios will benefit from any investment in a private offering where it acts as a placement agent and other alternative investments where it acts as a distributor. In addition, First Trust Portfolios affiliate will benefit from any investment in a private offering or fund it manages.

processing
Processing Please Wait