The Downside of Cash: Why Advisors Should Encourage Clients to Diversify

In today's financial landscape, cash has been the go-to choice for investors, with a staggering $8.8 trillion invested in money markets and CDs. The allure of a steady 5% yield can be tempting, but advisors need to caution clients against overindulging in the comfort of cash. While it may be king in the short term, an excessive allocation to cash can leave you impoverished in the long run.

According to John Nersesian, head of advisor education for Pimco, cash has proven to be an ineffective hedge against inflation. Instead, he highlights the success of stocks, fixed-income assets, and alternative strategies in preserving and growing wealth. Nersesian, a leading figure in wealth management and investment consulting education, emphasizes the importance of diversifying portfolios beyond cash.

During a recent episode of The Way Forward podcast, Nersesian shares his insights on how advisors can convince cash-heavy clients to reduce their exposure. He also provides recommendations on effective investment strategies for redeploying cash. In addition, he delves into his unique definition of investment risk, which he believes is more about the impediments that hinder individuals from achieving their financial goals, rather than solely focusing on absolute performance.

Key takeaways from the episode, recorded on Nov. 30, 2023, include:

Cash and reinvestment risk

While it may be gratifying to achieve a 5% rate of return on short-term cash instruments, Nersesian raises an important question: What happens when these instruments mature in three or six months? What opportunities will be available when interest rates inevitably decline? Advisors must guide clients through the potential risks associated with reinvesting cash and help them explore alternative avenues for growth.

As these insights from John Nersesian demonstrate, relying heavily on cash can be a precarious strategy. Diversifying investments and exploring alternative asset classes can provide clients with greater financial security and enhance their chances of achieving their long-term goals.

The Importance of Bond Laddering

Given the uncertain future of interest rates, a bond laddering strategy provides a sensible solution. By creating a ladder, investors can benefit from the best of both worlds. This approach allows for higher rates through longer duration assets while also ensuring a constant supply of fresh capital as each rung matures. With this method, investors can take advantage of potential returns while safeguarding against the possibility of rising rates.

Addressing Clients' Reluctance to Reduce Cash Holdings

When working with clients who are hesitant to decrease their cash position, it's crucial to understand their underlying motivations. By asking important questions, such as the rationale behind holding a significant amount of cash, advisors can help identify the client's concerns and goals. Whether it's a fear of market risk, anticipation of higher rates, or an immediate cash need, it is essential to have an open conversation about long-term plans. Determining the purpose of these funds, whether it's for a near-term purchase or a retirement horizon spanning several decades, allows for better financial planning and decision-making.

Risk: A Personal Perspective

Investors commonly associate risk with the amount of money they lose. They assess their investments based on the strategy employed and the portfolio's decline, be it 5%, 10%, or even 20%. This narrow definition of risk prevalent among retail investors fails to capture its true essence.

A more effective approach to discussing risk is one that considers its personal nature. Each individual has unique goals and aspirations. For instance, imagine a person who plans to retire in five years, hoping to maintain a certain standard of living with a fixed amount of annual income. This individual's primary concern is not the percentage decline in their portfolio, but rather whether their capital can sustain the desired lifestyle.

To address such personal risks, financial advisors play a crucial role. They must grasp the specific risks their clients face and devise strategies that offer protection against unfavorable outcomes. Their expertise lies in understanding each investor's goals, translating them into actionable plans, and safeguarding their clients' financial well-being.

By acknowledging risk as a personal affair, investors and their advisors can navigate the intricacies of the financial landscape with confidence and clarity. It allows for focused discussions and tailored solutions that align with individuals' unique circumstances and aspirations.

Remember, risk is not merely a number on a balance sheet, but a deeply personal consideration that demands careful attention and proactive measures to protect one's desired future.