Creating Income as a Financial Planner: Leveraging Human Capital for Sustainable Revenue

In the dynamic landscape of financial planning, the traditional paradigms often focus on managing financial capital, overlooking the vast potential of human capital. Financial planners can significantly enhance their clients’ income streams by recognising and leveraging their human capital, a concept extensively studied and endorsed by leading institutions such as the CFA Institute and the London Business School.

Understanding Human Capital

Human capital encompasses the collective attributes, experiences, and abilities that an individual possesses, which can be translated into economic value. According to the CFA Institute, human capital is defined as the present value of all future earnings. This includes various forms of capital:

1. Spiritual Capital: This refers to the individual’s character, reputation, and personal brand. A strong personal brand can open doors to new opportunities and collaborations.
2. Social Capital: This includes an individual’s network of professional and personal connections. A diverse and extensive network can facilitate career advancements and business opportunities.
3. Physical Intangibles: Skills in communication, both verbal and written, fall under this category. Effective communication skills can enhance an individual’s ability to influence and negotiate.
4. Intellectual Capital: This pertains to an individual’s knowledge and expertise in specific areas, such as the financial services industry and the political system. Intellectual capital is crucial for providing valuable insights and advice.

Leveraging Human Capital for Income Generation

The integration of human capital into financial planning can transform the approach to income generation. Here’s how financial planners can help clients maximise their income through human capital:

1. Asset Audit: Conduct a thorough assessment of the client’s human capital. Tools like the London Business School’s diagnostic survey (https://www.100yearlife.com/diagnostic/) can be instrumental in identifying untapped potential.
2. Present Value Calculation: Determine the present value of future earnings based on the identified human capital. This involves projecting the potential income streams and discounting them to their present value.
3. Investment in Vitality Assets: Prolong the longevity of human capital by investing in health and wellness. Health is a critical asset that sustains productivity and ensures continuous income generation.
4. De-Risking Through Transformational Assets: Encourage clients to invest in their capacity for change and adaptability. This reduces the risk associated with income streams by ensuring that clients can pivot and adapt to changing market conditions.

Sustainable Revenue Model

A sustainable revenue model can be achieved by following a formula set out by the United Nations under SDG#1 (Sustainable Development Goal 1):

Sustainable Revenue = Productive Assets x Leveraged Entrepreneurial Endeavour

By applying this formula, financial planners can guide clients towards creating sustainable income streams. Productive assets, including human capital, can be leveraged through entrepreneurial efforts, such as starting a business, consulting, or engaging in strategic collaborations.

Universal Financial Empowerment

The ultimate goal of integrating human capital into financial planning is to achieve universal financial empowerment. This approach has the potential to uplift the 60% of the global population currently below the McKinsey Global Institute’s “empowerment line.” By focusing on human capital, financial planners can contribute to creating a more inclusive and empowered global economy.

Financial planners play a pivotal role in transforming the way clients generate income by focusing on human capital. By conducting asset audits, investing in vitality and transformational assets, and leveraging entrepreneurial endeavours, planners can create sustainable revenue models that extend beyond traditional financial products. This approach not only enhances individual income streams but also contributes to broader economic empowerment.

By embracing this innovative approach, financial planners can lead the way in delivering universal economic empowerment, ultimately fostering a more sustainable and equitable world.

Transforming Human Capital into Equity-Like Returns: A Strategic Framework for Financial Planners

The conceptualisation of human capital has traditionally been viewed through a bond-like lens, as suggested by the CFA Institute. However, recent studies, particularly those by Raj Sisodia of the Conscious Capital Institute, challenge this notion, presenting compelling evidence that human capital can achieve market-beating, equity-like returns. Financial planners are uniquely positioned to harness this potential by implementing a strategic proposition development framework for their clients.

Reevaluating Human Capital: From Bond-Like to Equity-Like

Human capital, defined by the CFA Institute as the present value of all future earnings, has often been considered stable and predictable, much like bonds. This perspective emphasises the steady, albeit limited, growth potential of human capital. However, Sisodia’s research on firms of endearment—companies that prioritise stakeholder well-being and purpose-driven practices—reveals that such entities significantly outperform the market.

Sisodia’s study demonstrates that firms of endearment achieve returns up to fourteen times greater than the S&P 500 over a 15-year period. This transformative potential suggests that if individuals—referred to here as “humans of endearment”—adopt similar strategies, they too can achieve superior, equity-like returns on their human capital.

Proposition Development Framework for Financial Planners

To realise the equity-like potential of human capital, financial planners can guide clients through a proposition development framework. This framework focuses on leveraging human capital in ways that mirror the success of firms of endearment:

1. Purpose Identification: Assist clients in identifying their core values and purpose. Purpose-driven individuals are more likely to engage deeply with their work, resulting in higher productivity and fulfillment.
2. Stakeholder Engagement: Encourage clients to nurture their networks and relationships. Just as firms of endearment prioritise stakeholder well-being, individuals can benefit from strong, supportive connections that enhance their professional and personal growth.
3. Continuous Learning and Adaptability: Promote lifelong learning and adaptability. By continually upgrading their skills and knowledge, clients can stay relevant and competitive in their fields, similar to how firms of endearment innovate to maintain market leadership.
4. Well-being Investment: Advocate for investments in health and well-being. Physical and mental health are foundational to sustained productivity and career longevity, akin to how firms of endearment invest in employee well-being.
5. Ethical and Social Responsibility: Guide clients to incorporate ethical practices and social responsibility into their professional lives. This not only enhances their reputation but also attracts opportunities aligned with their values.

Implementing the Framework: A Strategic Approach

Financial planners can implement this framework through a series of structured steps:

1. Comprehensive Assessment: Conduct a thorough assessment of the client’s human capital, including their skills, experiences, networks, and values.
2. Goal Setting: Work with clients to set clear, purpose-driven goals that align with their values and desired impact.
3. Development Plan: Create a personalised development plan that includes continuous learning, network building, and well-being investments.
4. Monitoring and Adjustment: Regularly monitor progress and adjust the plan as necessary to ensure clients stay on track and adapt to new opportunities and challenges.

Achieving Market-Beating Returns

By adopting this proposition development framework, financial planners can help clients unlock the full potential of their human capital, achieving returns that rival the equity-like performance seen in firms of endearment. This approach not only enhances individual financial outcomes but also contributes to broader economic and social well-being.

When exponential increases in future earnings, bolstered by longevity and low risk, are incorporated into a cash flow forecast, the variations in the performance of financial capital become comparatively insignificant.

Conclusion

The traditional view of human capital as bond-like is evolving. Inspired by the success of firms of endearment, financial planners have an opportunity to deliver a transformative proposition development framework that enables clients to achieve market-beating, equity-like returns. By focusing on purpose, stakeholder engagement, continuous learning, well-being, and ethical responsibility, planners can guide clients towards realising the full potential of their human capital.

References

1. CFA Institute. (2024). “Lifetime Financial Advice: A Personalized Optimal Multilevel Approach”?by Thomas M. Idzorek and Paul D. Kaplan.
2. Sisodia, R. (2014). Study on firms of endearment. Conscious Capital Inc.
3. United Nations. (2017). Sustainable Development Goal 1. Poverty eradication | Department of Economic and Social Affairs (un.org). “Priority actions on poverty eradication include improving access to sustainable livelihoods, entrepreneurial opportunities and productive resources.”
4. London Business School. (2018). The 100-Year Life: Living and Working in an Age of Longevity. Diagnostic Tool.
5. McKinsey Global Institute. (2024). A better life everyone can afford: Lifting a quarter billion people to economic empowerment.

By embracing these innovative strategies, financial planners can lead their clients towards unprecedented financial and personal success, fostering a new era of economic empowerment and sustainability.

Article: Creating Income as a Financial Planner: Leveraging Human Capital for Sustainable Revenue

Q1: What is human capital, and how is it defined by the CFA Institute?

A1: Human capital is defined by the CFA Institute as the present value of all future earnings that an individual possesses. It includes various forms of capital such as spiritual, social, physical intangibles, and intellectual capital.

Q2: How can financial planners leverage human capital to generate income for their clients?

A2: Financial planners can leverage human capital by conducting comprehensive asset audits, calculating the present value of future earnings, investing in vitality and transformational assets, and encouraging clients to engage in entrepreneurial endeavours. This approach helps clients maximise their income streams.

Q3: What is the Sustainable Revenue formula as set out by the United Nations under SDG#1?

A3: The Sustainable Revenue formula as outlined by the United Nations under SDG#1 is: Sustainable Revenue = Productive Assets x Leveraged Entrepreneurial Endeavour. This formula highlights the importance of leveraging productive assets through entrepreneurial activities to achieve sustainable income.

Q4: How does investing in health and well-being impact human capital?

A4: Investing in health and well-being is crucial for sustaining productivity and prolonging the longevity of human capital. Physical and mental health investments ensure continuous income generation by maintaining an individual’s capacity to perform and innovate.

Q5: What is the ultimate goal of integrating human capital into financial planning?

A5: The ultimate goal of integrating human capital into financial planning is to achieve universal financial empowerment. This approach aims to uplift the 60% of the global population below the “empowerment line” by enhancing individual income streams and contributing to a more inclusive and empowered global economy.

Article: Transforming Human Capital into Equity-Like Returns: A Strategic Framework for Financial Planners

Q1: How does Raj Sisodia’s study on firms of endearment challenge the traditional view of human capital?

A1: Raj Sisodia’s study on firms of endearment challenges the traditional view of human capital as bond-like by demonstrating that firms prioritising stakeholder well-being and purpose-driven practices significantly outperform the market. This suggests that human capital can achieve superior, equity-like returns when similar strategies are applied.

Q2: What are the key components of the proposition development framework for financial planners?

A2: The key components of the proposition development framework include purpose identification, stakeholder engagement, continuous learning and adaptability, well-being investment, and ethical and social responsibility. These elements help clients maximise their human capital and achieve market-beating returns.

Q3: Why is stakeholder engagement important in leveraging human capital?

A3: Stakeholder engagement is important because it nurtures a client’s network and relationships, which can facilitate professional and personal growth. Strong, supportive connections enhance career opportunities and overall success, similar to how firms of endearment benefit from prioritizing stakeholders.

Q4: How can continuous learning and adaptability benefit clients’ human capital?

A4: Continuous learning and adaptability ensure that clients remain relevant and competitive in their fields. By continually upgrading their skills and knowledge, clients can adapt to changing market conditions and seize new opportunities, thereby maximising their human capital.

Q5: What is the expected outcome of implementing the strategic framework for leveraging human capital?

A5: The expected outcome of implementing the strategic framework is that clients will achieve market-beating, equity-like returns on their human capital. This approach not only enhances individual financial outcomes but also contributes to broader economic and social well-being.

General Q&A

Q1: What is the significance of the present value of future earnings in financial planning?

A1: The present value of future earnings is significant in financial planning as it quantifies the economic value of an individual’s human capital. It allows financial planners to project and discount future income streams, providing a clearer picture of an individual’s overall net worth and financial potential.

Q2: How do vitality assets and transformational assets differ in the context of financial planning?

A2: Vitality assets refer to investments in health and well-being that sustain an individual’s productivity and career longevity. Transformational assets, on the other hand, pertain to the capacity for change and adaptability, which help de-risk income streams by ensuring clients can pivot and adapt to new market conditions.

Q3: What role do ethical and social responsibility play in maximising human capital?

A3: Ethical and social responsibility enhance an individual’s reputation and attract opportunities aligned with their values. By incorporating ethical practices, individuals can build trust and credibility, which are essential for long-term success and maximising human capital.

These Q&As should help provide clarity and insight into the key concepts and strategies discussed in the articles.