Implementing the Wealth Management Index / Bloomberg Professional (ePub)

Introduction xi CHAPTER 1 Turning a Concept into a Practice 01 The Format 02 The Wealth Management Index Overview 03 The Wealth Management Index 04 Conclusion 11 CHAPTER 2 Building and Operating a Practice 13 What Do You Want to Be When You Grow Up? 13 Partners 21 Broader Ownership 23 Conclusion 32 CHAPTER 3 Growing Your Business 33 Quantitative Prospect Metrics 33 Behavioral Types of Prospects 35 The Prospect Meeting 39 Questions 42 Other Questions 46 Next Steps 47 Conclusion 49 CHAPTER 4 Developing Staff 51 The Client Team 51 Leadership Pipeline 52 Conclusion 52 CHAPTER 5 Training Staff in Using the Wealth Management Index 65 The New Hire Process 65 Conclusion 83 CHAPTER 6 The Work Plan 85 Pre-meeting 85 Post-meeting 87 Agenda 92 Conclusion 92 CHAPTER 7 Objective Setting 95 Asset Protection 95 Disability and Income Protection 98 Debt Management 103 Investment Planning 105 Estate Planning 107 Conclusion 112 CHAPTER 8 Scoring the Wealth Management Index 113 Spreadsheet 114 CHAPTER 9 Asset Protection (Preservation) 117 Components 119 Have You Articulated a Life Insurance Philosophy? 119 What Are Your Concerns Regarding Risks of Large Losses from 128 Medical, Long- Term Care, Property/Casualty, and Personal or Professional Liability Issues? Have You Defi ned and Protected Your Business Interests? 138 Conclusion 142 CHAPTER 10 Disability and Income Protection (Protection) 145 What Are the Income and Lifestyle Needs and Wants of Your Family 147 Currently and Prospectively? Have You Evaluated All Current Sources of Income and Potential 159 Changes to These Sources? Are You Fully Utilizing All Benefits Available to You? 168 Conclusion 189 CHAPTER 11 Debt Management 191 Have You Established Your Philosophy Regarding 192 Using Savings or Credit? Is Your Type of Debt Appropriate Given Your Wealth-Management 196 Objectives? Conclusion 201 CHAPTER 12 Investment Planning (Accumulation) 203 Have You Developed an Investment Philosophy? 205 Have You Determined the Mechanics for

ROSS LEVIN, CFP¯®, is the Founding Principal and President of Accredited Investors Inc., and a nationally recognized expert in financial planning. He was named one of the five most influential people in financial planning by Financial Planning magazine and as one of the twenty-five most influential individuals in and around the advisory profession by Investment Advisor magazine. A much sought after speaker on financial matters, Levin has appeared in numerous publications, including the Wall Street Journal, Bloomberg Businessweek, Fortune, the New York Times, Newsweek, Barron's, and Money magazine, as well as on television and radio shows such as NBC Nightly News, The Oprah Winfrey Show, and American Public Media's Marketplace Money. Levin was the first recipient of the Financial Planning Association's Heart of Financial Planning Award.

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