I have a question. If you are risk adverse wouldn't you pick a target date fund and set an auto-contribute? Wouldn't that be the most risk-adverse strategy (and easiest?) possible strategy short of hiding your money in a mattress?
Does paying someone money to pick a fund for you actually make sense? How does it reduce risk? Surely say a Vanguard target date fund is the least risky investment strategy available?
So I suppose it comes down to the following reasons why someone would use a CFP:
1) Being risk-averse, or not familiar enough to know their risk tolerance level
2) Intimidated by the amount of information out there in books and on the web regarding management of personal finances (investing, estate planning, child education funds, legacy, tax efficiency) - hard to know where to even start planning, maybe don't even know how to organize their thoughts enough to set good financial goals
3) Lack of confidence in ability to discern what information is reliable, what's best for "me", maybe not even confident of their self-assessment on risk tolerance or how it might change 3-6 months down the road
4) The need to feel like it all has to be micromanaged (blame it on neuroticism - imagining unforseen issues popping up routinely that need prompt resolution, active status tracking on goals, etc.)
5) However, doesn't want to spend the time doing #2, and 4
The counter reasons seems to be:
1) Try being less risk-averse
2) A super-streamlined version of the information can be found on BH or this thread (or a book), and an 1 or 2 index fund can serve as the plan
3) This seems to remain the X factor...depending on the individual. Accept the word of #2, or spend as much time needed to feel confident that #2 is sufficient
4) Can't do anything about someone's personal need for micromanagement, but the plan itself doesn't need micromanagement
5) #2 and #4 means it doesn't take much as much time as thought
Is that about right?
I intentionally left out AUM fee. I think most clients know full well how much is going to AUM fee, they just feel that the fee is worth it for the reasons above.
If you really are interested in making money as a CFP, hopefully now you know how to drum up business.