Name: The Things That Clients Care Most About
Uploaded: 2026-01-22T20:17:00Z
Duration: 1 min 32 s
Description: Clients are concerned with the timing of distributions and the after-tax return of a fund and focus more on the value they receive than a fund’s fees, says Emily Green, head of wealth management at Ellevest.

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Clients are concerned with the timing of distributions and the after-tax return of a fund and focus more on the value they receive than a fund’s fees, says Emily Green, head of wealth management at Ellevest.

https://m.wsj.net/video/20260122/eef5dc96-9ac0-4f4b-9944-c36951d47e40/1/hls/manifest-hd-wifi.m3u8

The Things That Clients Care Most About

So for an advisor that's trying to get into this a little bit more, what are those things that a client would care about? If you could just go through a quick check list for those folks who are listening in.

Yeah, so focusing on when are you starting to get distributions of any kind, I'll say, within here, because distributions come in many forms. And so whether that's income, return of capital, you know, whatever you're getting within here, what are you getting? I noted this, but what's the taxation of a fund? And so, we always focus on this across all of our investments, but like what's your after-tax return within here? I think what advisors always think people care about the most is actually the 2 and 20, the fees. I find no one cares about that within here.

Really?

As long as-

No one asked you the fees?

I mean, we go over them, no one cares, within here. I think everyone gets so worried about the 2 and 20. I saw an article, you know, recently about like the pressure on the 2 and 20, which you do see a lot of like 1-1/2 and 15s I think now, on funds when you're looking at the fund fees. But as long as people see the value of it, they're willing to pay. And so, if a real estate fund targets at 13% to 15% IRR, like, they're like, "Great."

Exactly. "I'm willing to pay."

Yeah. "I'm fine to pay with that within here."

People are willing to pay for value. So it goes back to how you explain it, how you position it in the client's portfolio, what are you actually trying to achieve with it. It goes back to almost that goals-based approach that you have.

Yeah.