Naked Truth Investing: Can your broker answer these 3 simple questions?


This is the part of a series of columns called "The Naked Truth," by retirement expert Dan Solin. Please bring him your questions, in the comments box, and he will answer as many as he can.

Your broker talks. You listen. At least that is the way it is for most investors. You assume (and she definitely assumes!) she has an expertise that will help you maximize your returns. Sometimes, you almost feel like you should be taking notes.

Based on my experience, this is often not the case. Brokers are not required to have any background in finance or economics and their training is focused primarily on sales.

I thought it might be interesting to turn the tables. Here are some questions you should ask them.

Question #1: What is the most important factor that will affect my returns?

Answer: Your asset allocation, which is the amount of your investments allocated to stocks, bonds and cash. Not stock picking; not mutual fund selection and not market timing. If your broker gets this wrong, get a new broker.


Question #2: What is the standard deviation of my portfolio?

Answer: Anywhere from 8% (for conservative investors) to 20% (for aggressive investors). Standard deviation measures the volatility of your portfolio. Unless you know your standard deviation, you will not understand the risk of your portfolio.

The most likely answers you will get to this question are: "I don't know," "what's standard deviation?" and "let me check and get back to you." All of them should cause you to move on.

Question #3: Are you able to put together a portfolio of stocks or to select mutual funds that will "beat the markets" over the long term?

Answer: The correct answer is "no." If she gives you any other answer, you should be very concerned. Over 95% of all actively managed mutual funds do not equal or beat their benchmarks over a ten year period. If these highly paid professionals can't do better, it is unlikely that your local broker can.

For anyone with a modest knowledge of finance, these questions are extremely basic. Would you use a cardiologist who had never heard of the aortic valve?

I'm sure you get the point.

Dan Solin is the author of The Smartest Investment Book You'll Ever Read (Perigee Books 2006) and The Smartest 401(k) Book You'll Ever Read (Perigee Books, June 24, 2008). Visit his website at Smartestinvestmentbook.com.

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