Stop! Get a better title, or forget winning readers

Would YOU eagerly read an article with the following title?

Gulf Oil Spill

Impact on State and Local Government

Analysis of original title and introductory paragraph

Thousands of articles about BP's oil spill are fighting for your attention. "Not another oil spill story!" is probably the reaction of many readers who scan this title. The big problem: The title doesn't say why you should read it.


Let's look at the first paragraph to find a reason that you can highlight in a new title.

The Gulf Oil Spill will certainly have long-term repercussions for the fishing and tourism industries as well as the overall environment in the impact areas of the Gulf region. It is early in the disaster to fully evaluate the long-term effect on the states most at risk of contamination: Louisiana, Mississippi, Florida and Alabama. We do not anticipate immediate negative credit implications at the state level for those in question, but feel concerns are more likely to materialize at the local level at this time. We are continuously monitoring developments in the Gulf and considering our credit exposure in these areas.

Aha! Now I get it. Look at the phrases above that I bolded. Readers of this wealth management firm's newsletter should realize that the firm is looking out for the safety of their municipal bond portfolios. Too bad the title didn't tell them that.


The introductory paragraph doesn't help either. It starts with generic information that doesn't relate directly to investments. Even worse, it buries the most important information in the paragraph's second half.


Also, if readers aren't fixed income geeks, they may not realize that "negative credit implications" translates into "possible bond downgrades that could trim the value of your municipal bond portfolio."


Please stop here. Before you read any more, jot down a new title and first sentence for this article.

Looking for a better title

Here are some alternative titles.

1. Will Your Municipal Bond Portfolio Spill Like BP's Well?
2. No Need to Worry...Yet About the Oil Spill's Impact on Your Bond Portfolio
3. Assessing the Oil Spill's Impact on Muni Bonds: The Three Most Important Factors

Which do you like best? Feel free to share your title ideas.


Related posts

• A title can make a world of difference
• Financial writers clinic: Great title, lousy intro
• Financial writers clinic: Lessons from Floyd Norris of The New York Times

____________________
  Receive a free 32-page e-book with client communications tips when you sign up for my free monthly newsletter.  

Copyright 2010 by Susan B. Weiner All rights reserved

Treasurys vs. Treasuries -- Which is the right spelling?

What's the right way to spell the plural of Treasury, as in U.S. Treasury bond?

Should it be "Treasurys," following the rule that the members of the Murphy family become Murphys? Or should it follow the normal rules of creating plurals for words that end in the letter y?

I panicked when I saw "Treasurys" in The Wall Street Journal. Eek! Have I been spelling the word wrong for 20-odd years?

However, I quickly discovered that opinions are split. When I Googled the terms, there were 2.2 million results for Treasuries vs. only 1.5 million for Treasurys. 

The evidence for Treasuries
Here's the rule that would typically apply. "...if a word ends in a -y that isn't preceded by a vowel, the plural is formed by omitting the -y and substituting -ies...," according to Garner's Modern American Usage. Garner makes an exception for proper names ending in y. He agrees that Murphy becomes Murphys.

Does Treasury qualify as a proper name? Proper names are usually personal names--such as Murphy--or geographic names--such as Washington, D.C. Following this reasoning, Treasuries makes sense.

My friend, financial editor Harriett Magee, found that sources including the Barron's Dictionary of Finance and Investment Terms agreed with Treasuries. Plus, her spell-checker flagged Treasurys as a mistake. 

If you prefer Treasurys...
You've got some high-powered company if you stick with Treasurys. When The Wall Street Journal spells it that way, that legitimizes it in my eyes.

If you can't bear not knowing what's 100% correct, then use the workaround that Harriett Magee suggests. Refer to Treasury bonds, Treasury notes, and so on. It's bit wordy, but correct. 

Follow this advice, no matter what you decide
It's important to use your words consistently in your corporate communications. Pick one spelling and stick with it. 

Consider creating a corporate style guide that lists preferred spellings. It's a lot easier to have an authoritative source for your company than to try to keep the rules in your head.


My thanks go to David Glen, senior vice president at Boston Private Bank, for raising this question.
____________________
The next session of "How to Write Blog Posts People Will Read: A Five-Week Teleclass for Financial Advisors" starts April 22. Sign up to receive my free monthly newsletter.
Copyright 2010 by Susan B. Weiner All rights reserved

JP Morgan's Eigen: Put your clients in non-traditional, long-short fixed income

Too many of your clients are over-invested in traditional fixed income, in the opinion of William Eigen, JPMorgan Asset Management's director of absolute return strategies and portfolio manager of the JPM Strategic Income Opportunities Fund. He made a case for using fixed income funds that can go short and use synthetic financial instruments during his presentation to the Boston Security Analysts Society on March 15. 

Why bond funds haven't changed
Fixed income funds really haven't changed in 30 years, said Eigen. Their managers still basically rely on changes on interest rates to make money. In contrast, he said, managers of equities have driven the development of hedge funds.

Fixed income hasn't evolved because interest rates have been falling for 30 years, said Eigen. In other words, with falling rates driving capital appreciation, there was no need for new techniques.

Can you imagine, Eigen asked, what would have happened to stock funds if the Standard & Poor's 500 had gone straight up for thirty years? Clearly he believes this would have stifled innovation in the management of stocks. Instead, the stock market's ups and downs spurred creativity. 

The need to protect your clients' capital 
Traditional fixed income performed more or less okay for thirty years, with some rocky years here and there. But the interest-rate decline that drove bonds' long-term positive performance will end. "I'm nervous with short rates at zero," said Eigen, "yet investors are still piling in."

Indeed, Eigen managed traditional bond funds during his 12-year career at Fidelity Investments. He left because he felt he couldn't protect his investors' capital adequately under the limitations of traditional bond investing. "I won't be held prisoner to duration," said Eigen. He wanted to be able to short-sell and put on relative value trades using synthetic instruments.

It's important to earn positive returns in fixed income by taking advantages of factors other than falling interest rates. If not, asked Eigen, what happens when a long-term trend of rising interest rates takes hold? If you're familiar with concept of duration, you know that bond prices fall when interest rates rise. Another negative: With interest rates at historic lows, there's no "coupon cushion" of attractive interest rates to ease the pain of bond investors.

It's easy to see the appeal of short-selling bonds in a rising interest-rate scenario. Investors would profit by essentially betting on bond prices' decline.

Now Eigen can take advantage of short-selling as manager of the JPM Strategic Income Opportunities Fund, a long-short relative value fund that does not use leverage. The fund can use synthetic instruments. It can also hold cash because Eigen's top priority is not to lose money. That's a challenge for which cash is sometimes the only solution.

The fund is managed as an absolute-return fund with a target of t-bills plus 2%-8%. "You don't need duration to generate solid fixed income returns," Eigen said. Another potential benefit of his approach: it has "zero correlation to traditional fixed income," Eigen said. 

Outlook: Rising rates, risky sovereign debt, relative value
Eigen thinks interest rates could rise faster than most pundits expect. Investors might get scared once rates start rising. Then they might quickly bail out of bonds to cut their losses.

Eigen is also scared about sovereign risk. Look at what's happened in Europe and Dubai, he said. His fund is taking advantage of that on the short side.

Synthetic instruments such as credit default swaps are a good way to take advantage of the relative value opportunities that arise in times of low volatility in bond markets. For example, investors seem to perceive a solid company such as Berkshire Hathaway as on a par with lesser insurance companies. Synthetic instruments are sometimes the only economical way to invest in this disparity.

What do you think? Is the end near for traditionally managed fixed income funds--or have they still got some life left in them?

Related posts
*  Fund using alternative strategies gain steam
* I LOVE this fixed income presentation
* Strong words from editor of Financial Analysts Journal

____________________
Susan B. Weiner, CFA
Check out my website at www.InvestmentWriting.com or sign up for my free monthly e-newsletter.
Copyright 2010 by Susan B. Weiner All rights reserved

I LOVE this fixed income presentation!

"Bonds should be boring." That's what one head of fixed income of fixed income used to tell me. But that doesn't mean that fixed income presentations should be boring.

Northern Trust has published the most enjoyable fixed income presentation I've ever seen. It's called "Fixed Income: Almost A Bedtime Story."

Fixed Income: Almost A Bedtime Story

View more documents from Northern Trust Investments.

What's so great about this post?
-- Simple message, plain language
-- Uncluttered pages
-- Sense of humor -- Oh my goodness! Northern Trust wrote an amusing disclosure on slide #23. "Psst: Fixed income may also be volatile in the future."

These are characteristics that you can strive for in your presentations, though humor is a bit tricky. I think you need lots of experience grappling with compliance to find the laughs in slide #23's disclosure. 

I would like to shake the hands of the team that created this presentation. It's amazingly good. If it spawns imitators, that'll be a great development for the folks who currently snooze through deadly presentations.

____________________
Susan B. Weiner, CFA
Check out my website at www.InvestmentWriting.com or sign up for my free monthly e-newsletter.
Copyright 2010 by Susan B. Weiner All rights reserved

Fixed income viewpoints from CFA Institute conference

Here are opinions on currency and CDOs that grabbed my attention at the CFA Institute's Fixed Income conference last week.

If YOU were at the conference, I'd be interested to learn what surprised or intrigued you. 

“The New Currency World Order”
Ron Liesching of Mountain Pacific Group, LLC

The U.S. dollar cannot be replaced as the world’s reserve currency, but its role will be profoundly altered.

It’s time for investors to consider
*  Hedging their U.S. dollar risk
*  Active currency management
*  Active long commodity allocation
*  Long commodity currencies
*  Strategically long emerging market currencies
*  Global is the new core

“The Pricing of Investment-Grade Credit Risk during the Financial Crisis” 
Joshua Coval, Harvard Business School

There’s evidence that ratings agencies bent their standards to bestow too many AAA ratings.  They rated 75.5% of CDOs’ capital structure as AAA, when the rating agency model allowed 63.4%, according to “Did Subjectivity Play a Role in CDO Credit Ratings?” by John Griffin and Dragon Tang. Thanks, Prof. Coval, for sending me the link to Griffin and Tang's article!

The collapse of structured products will impact the economic recovery to the extent that cheap credit is less available. The U.S. consumer had been the engine of U.S. GDP growth thanks to cheap credit.

Related posts:
* Dan Fuss: Bond investors have learned from experience...not
____________________
Susan B. Weiner, CFA
Check out my website at www.InvestmentWriting.com or sign up for my free monthly e-newsletter.
Copyright 2009 by Susan B. Weiner All rights reserved

Dan Fuss: Bond investors have learned from experience…not

In some ways, famed bond investor Dan Fuss is pleased by how far the bond market has come during the last year. October and November 2008 made for a “horrific experience” he said. Since then, bonds have made an incredible recovery. However, their rebound has also brought back some of the behavior that fed their problems, said Fuss to the Fixed Income Management 2009 conference of the CFA Institute on October 1. Fuss is vice chairman of Loomis, Sayles & Company and co-manager of a number of institutional separate accounts for the firm’s fixed income group.

Fixed income’s bleak months in 2008, when it was difficult to get bids for even the highest quality investments left an impact on Fuss. On paper, October and November offered a fantastic buying opportunity. He spoke of a “50-year opportunity in bonds”  in November 2008. Unfortunately, instead bond funds struggled last autumn to sell in response to mutual fund redemptions. 

As a result, now Fuss pays more attention to liquidity of his investments, even if it means that “I’m fighting the last war.” Compared to 18 months ago, “I’ll give up something to buy something more liquid,” he said.

Until a few months ago, Fuss thought he wouldn’t see a repetition of the risky behavior that he illustrated with his fable of Colossal Corporation, the world’s largest maker of “colossals,” a product Fuss made up for the purpose of his story. Colossal Corp. began by dabbling in hedging the price of ore and the Australian dollar, and then went heavily into the carry trade. Eventually, it got burned by the credit crunch and decided to give up its speculative ways.

For awhile Fuss thought that the Colossal Corporations of the world had learned the lesson that they should stick to their business rather than speculating in financial markets. “I thought that was all history,” he said. However, over the last three to four months, he observed that “By God, this thing is starting to replay…. The people who skate on thin ice when they shouldn’t are starting to skate on thin ice again.”

Speculation is reviving because of the steep yield curve, said Fuss. There is an enormous incentive to go out the yield curve to pick up yield. He discussed a risky new product that made its debut in Japan in March 2009. The Japanese product is being copied by others. “I can’t believe this is happening,” said Fuss.

Recently, traders at Loomis Sayles told Fuss that he should act quickly if he’d like to get in on a B- credit that would pay a special dividend. “I thought it was a joke,” said Fuss. But it was not.

____________________
Susan B. Weiner, CFA
Check out my website at www.InvestmentWriting.com or sign up for my free monthly e-newsletter.
Copyright 2009 by Susan B. Weiner All rights reserved

Bostonians, where will you be on October 1?

Several events in Boston are competing for financial professionals' attention around October 1. The first aims at investment managers, while the last two target mutual funds.

• Oct. 1-2, The CFA Institute's Fixed Income 2009 conference, including presentations by James Grant and Dan Fuss
  
• Oct. 1, NICSA's East Coast Regional meeting, featuring keynote addresses by Robert L. Reynolds,   President and Chief Executive Officer, Putnam Investments, and Keith F. Hartstein, Director, President and Chief Executive Officer, John Hancock Funds, LLC
• Sept. 30-Oct. 1, MFWire's Thought Leadership Summit, billed as "Thought Leadership with ...'40 Act Fund Distribution's Most Influential People"
  
  

  Where will YOU be on October 1?
  

____________________
Susan B. Weiner, CFA
Check out my website at www.InvestmentWriting.com or sign up for my free monthly e-newsletter.
Copyright 2009 by Susan B. Weiner All rights reserved

Fixed income attribution week

I just learned that the Spaulding Group, which I wrote about in "Fixed income attribution falls short," will run a week-long series of webinars on fixed income attribution from July 13-July 17, 2009.


If you remember the Campisi model that popped up in my earlier blog post, "Fixed income attribution falls short," you may enjoy hearing the model explained by Steve Campisi himself in one of the Spaulding webinars. If you attend, please comment on my blog to tell me what you learn!

Fidelity expert: "CMBS Challenges & Opportunity: Are CMBS Securities Mispriced?"

By some measures, commercial mortage-backed securities (CMBS) are in good shape, according to Mark Snyderman, portfolio manager and CMBS group leader, Fidelity Investments, who presented on "CMBS Challenges & Opportunity: Are CMBS Securities Mispriced?" to the Boston Security Analysts Society on May 5. Still, he answered "No" to the big question posed by his title.


Good news: New construction and cash flow growth
Commercial property is not overbuilt, said Snyderman. In fact, in recent years, new construction has lagged the 2% growth rate needed to keep up with population growth and replacement of obsolete buildings. So, commercial property rents and occupancy should fare relatively well.


Commercial property growth has fallen from its peak. But even in 2009, Snyderman expects it will be flat or perhaps down by single digits. So, cash flow isn't much of a problem.


Problem: Lack of debt financing to squeeze mortgage borrowers
CMBS delinquency rates could rise to roughly 20 times their current level, which is below 2%, said Snyderman. Commercial real estate is suffering as debt financing becomes less available for highly leveraged properties purchased at historically high valuations. The disappearance of cheap debt financing and concerns about cash flow growth suggest that CMBS delinquencies will increase dramatically.


Pessimism will create opportunities
Investors must approach CMBS cautiously, said Snyderman. They can't rely on ratings because the ratings agencies haven't adequately reformed themselves. Instead, investors must do old-fashioned, bottom-up credit analysis on a property-by-property basis. It's also helpful to consider the "vintage" of a CMBS deal, even though there are deal-by-deal differences. 


Right now, we're in a wave of market optimism, said Snyderman. But, he predicted, a wave of pessimism will bring attractive opportunities in CMBS.

_________________
Susan B. Weiner, CFA
Check out my website at www.InvestmentWriting.com or sign up for my free monthly e-newsletter.
Copyright 2009 by Susan B. Weiner All rights reserved

Fixed income attribution falls short

Attribution analysis can help investment managers keep their clients, even in down-markets, said David Spaulding, president of The Spaulding Group, Inc. in his presentation on "Fixed Income Attribution: An Introduction" to the Boston Security Analysts Society (BSAS) on March 5. But good attribution analysis has been hard for fixed income managers to find. While equity managers have long enjoyed good models and software, the fixed income world is only catching up now, according to Spaulding. The Campisi model for fixed income attribution offers a solution. 

Explanation of underperformance can save the day
Some managers underperform their benchmarks, but keep their clients because of attribution. How's that? Attribution helps them to explain what's working--and what's not. With that information, managers can reassure clients with their strategies for fixing things. This is a technique I talked about in "How can you report underperformance in your client letters?" 

Equity-based models don't cut it
But many fixed income managers create their performance attribution with the equivalent of one hand tied behind their back, based on what I learned from Spaulding. They're using attribution models developed for equities, which look only at security selection and sector allocation. That's a poor match for fixed income, where decisions about duration, sectors, and risk levels (ratings) are most important and security selection typically doesn't count for much.

"If you're not looking at duration, you don't have fixed income attribution," said Spaulding. That's because the duration decision typically has the greatest impact on fixed income performance. 

Campisi model fixes problems 
The Campisi model, developed by Stephen Campisi, CFA, may help. It is an attribution model with the potential to  play the role for fixed income that two Brinson models play for equities, said Spaulding. The model views bond returns as coming from income in addition to price change. Spaulding ran through the steps in applying the model, including gathering the data, calculating the contribution effect for the benchmark and the portfolio, and calculating the attribution effect.

The BSAS audience seemed receptive to the Campisi model. But some expressed concern about handling derivatives in a fixed income portfolio. Spaulding said that assets that aren't in a portfolio's benchmark should be isolated and only their contribution should be discussed. However, I got the sense that managers who invest heavily in derivatives aren't satisfied with that solution.

It looks as if challenges still remain until fixed income attribution achieves the usefulness of its equity counterpart.

If you'd like a copy of Spaulding's PowerPoint presentation, e-mail your request to The Spaulding Group.

 _________________
Susan B. Weiner, CFA
Check out my website at www.InvestmentWriting.com or sign up for my free monthly e-newsletter.
Copyright 2009 by Susan B. Weiner All rights reserved

Goodbye, Lehman Agg!

The term "Lehman Agg" used to roll off my tongue. I felt like an insider knowing that was short for "Lehman Brothers U.S. Aggregate Index" of bonds.

It feels strange to be typing "Barclays Capital U.S. Aggregate Index (formerly the Lehman Brothers U.S. Aggregate Index)" as I create my fourth quarter performance reports.

Does this make anyone else pause?

_________________
Susan B. Weiner, CFA
Check out my website at www.InvestmentWriting.com or sign up for my free monthly e-newsletter.
Copyright 2009 by Susan B. Weiner All rights reserved

I made the Top Ten!

Well, not me, exactly. My article, "Dan Fuss: The 50-Year Opportunity in Bonds," made the list of Advisor Perspective's top ten most read articles for 2008. 

"Dan Fuss" commanded the #3 spot behind "Jeremy Siegel on Why Equities are 'Dirt Cheap'" and "Our Interview with Mohamed el-Erian."

It looks like legendary investors draw readers.

_________________
Susan B. Weiner, CFA
Check out my website at www.InvestmentWriting.com or sign up for my free monthly e-newsletter.
Copyright 2008 by Susan B. Weiner All rights reserved

"Dan Fuss: The 50-Year Opportunity in Bonds"

Opportunities in the bond market are as attractive now as they have been in at least 50 years, according to Dan Fuss, vice chairman of Loomis, Sayles & Company. He spoke on “The Bond Market Outlook” to the Boston Security Analysts Society on November 24. Fuss co-manages numerous institutional accounts, the Loomis Sayles Bond Fund, and the Loomis Sayles Strategic Income Fund.

What kind of bonds does Fuss like--and why? Read my article, "Dan Fuss: The 50-Year Opportunity in Bonds," in Advisor Perspectives. 


_________________
Susan B. Weiner, CFA
Check out my website at www.InvestmentWriting.com or sign up for my free monthly e-newsletter.
Copyright 2008 by Susan B. Weiner All rights reserved

Morningstar's new bond market commentary is an online "Don't"

Morningstar has introduced monthly bond market commentary. 

The August 2008 issue of Morningstar Bond Market Commentary has many nice features. But it also illustrates an important "Don't" of online publishing.

The commentary is almost impossible to read online. Why? Because it's formatted in three columns instead of one. 

The bottom line:If you want people to read your commentary online, format it in one column. Otherwise, you'll lose many readers.

By the way, Morningstar says its bond commentary is designed to be printed out. A three-column layout works fine in hard copy.



_________________
Susan B. Weiner, CFA
Investment Writing
Writing that's an investment in your success

Check out my website at www.InvestmentWriting.com or sign up for my free monthly e-newsletter.

Should you hyphenate "fixed income"?

It depends.

There are two schools of thoughts about whether to hyphenate compound adjectives, which is what "fixed income" becomes when you use it as an adjective. It's the "reader-friendly" vs. the "common usage" approach.


Reader-friendly

Let's talk about "fixed income investing." When you combine an adjective and noun and then use them to describe a second noun, you're creating a compound adjective.

You're also making it more difficult for your readers to interpret your text. They're used to thinking of "income" as a noun, so they may struggle for a moment before they realize that "fixed income" serves as an adjective in "fixed income investing." Following this line of thought, it's kinder to your reader to write "fixed-income investing."


Common usage

Opponents of writing "fixed-income investing" say "fixed income" is so commonly used as an adjective that a hyphen is unnecessary.


Your decision

Grammar Girl says that you should always consider whether a hyphen changes your meaning. As she points out:

• A hot-water bottle is a bottle for holding hot water.
• A hot water bottle is a water bottle that is hot.

The Wall Street Journal uses a hyphen when fixed-income is an adjective. What's your decision--fixed-income investing or fixed income investing?

Whichever approach you adopt, be consistent in your usage. That will help your readers know what to expect.

_________________
Susan B. Weiner, CFA
Investment Writing
Writing that's an investment in your success

Check out my website at www.InvestmentWriting.com or sign up for my free monthly e-newsletter.