As trading in cryptocurrency and other digital assets continues to grow, advisors are facing a surge of interest from knowledgeable clients.
“What we're hearing now is a lot of questions about how do we think about [cryptocurrency], what's the impact to my business if I start to think about adding these products in and what type of products should I be thinking about,” said Michael Diamond, product area leader of core investments of the Boston-based financial services firm Fidelity in a panel discussion during Financial Planning’s Invest event held in June.
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Clients often understand cryptocurrencies such as Bitcoin and Ethereum better than their advisors do, so it’s important to do your research, Diamond said.
“It doesn't matter what we [at Fidelity] think is right, you as the advisor are going to be the fiduciary and you need to help make that decision for your clients. … And the best thing to do is get educated,” Diamond said.
Some traditional brokerages are angling for clients wanting to hold and trade crypto. These include Citadel Securities and Virtu Financial, for instance, who are
But despite the openings available for advisors
Maxwell Lane, head of product for the New York-based advisory platform Flourish, explained that many consumers who already trade in various digital products would be eager to do so through their advisors if services were offered.
“We spend a lot of time trying to educate advisors that their clients are already here, and it's a bit of a unique situation that it's probably the only asset class where maybe the client knows more than the advisor right now. … And that's a bit of a strange situation for advisors,” Lane said.
The firm’s digital currency division, Flourish Crypto,
“The competition's evolved over the years, but broadly what we are hearing now is that advisors are being asked about crypto from their clients, which is driving [them] to get educated and start looking for solutions,” Lane said. “Clients are going to do this with or without their advisor. The good news is they want to do it with their advisors.”
With legislative pushes from
“As a technologist, I am very bullish on the promise and potential of crypto and blockchain technology in a number of areas, not least of which being crypto tokens as an asset class. … As a financial professional, I believe we're all witnessing the formation of a new asset class, and that doesn't happen that often,” Lane said.