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Implementing the Wealth Management Index: Tools to Build Your Practice and Measure Client Success

Book Description

The gold standard for measuring financial progress, updated for today's market

From Ross Levin, a trusted financial planner, comes Implementing the Wealth Management Index. The new edition of the book Investment Advisor called a "landmark opus," this revised and updated volume expands upon his legendary Wealth Management Index tool. A benchmark system that, through a series of questions and evaluations, enables advisors to score their performance for individual clients, the tool is used by firms around the world. In this new edition, the index looks at asset protection, disability and income protection, debt management, investment planning, and estate planning.

The new edition adds more how-to information, as well as actual client examples and case studies to show how Levin's firm successfully uses the index as a daily strategy.

  • Asks the important questions, like "Did you use all reasonable means to reduce your taxes?" and "Have you established and funded all the necessary trusts? Have you made your desired gifts for this year?

  • Newly revised and expanded for the first time since 1997

Essential guidance from a top man in the game, Implementing the Wealth Management Index is the one-stop resource for measuring client financial progress.

Table of Contents

  1. Cover Page
  2. Title Page
  3. Copyright
  4. Dedication
  5. Contents
  6. Introduction
  7. CHAPTER 1: Turning a Concept into a Practice
    1. The Format
    2. The Wealth Management Index Overview
    3. The Wealth Management Index
    4. Conclusion
    5. Notes
  8. CHAPTER 2: Building and Operating a Practice
    1. What Do You Want to Be When You Grow Up?
    2. Partners
    3. Broader Ownership
    4. Conclusion
    5. Notes
  9. CHAPTER 3: Growing Your Business
    1. Quantitative Prospect Metrics
    2. Behavioral Types of Prospects
    3. The Prospect Meeting
    4. Questions
    5. Other Questions
    6. Next Steps
    7. Conclusion
    8. Notes
  10. CHAPTER 4: Developing Staff
    1. Leadership Pipeline
    2. Conclusion
    3. Notes
  11. CHAPTER 5: Training Staff in Using the Wealth Management Index
    1. The New Hire Process
    2. Conclusion
    3. Notes
  12. CHAPTER 6: The Work Plan
    1. Pre-Meeting
    2. Post-Meeting
    3. Agenda
    4. Conclusion
    5. Notes
  13. CHAPTER 7: Objective Setting
    1. Asset Protection
    2. Disability and Income Protection
    3. Debt Management
    4. Investment Planning
    5. Estate Planning
    6. Conclusion
    7. Notes
  14. CHAPTER 8: Scoring the Wealth Management Index
    1. Spreadsheet
    2. Notes
  15. CHAPTER 9: Asset Protection (Preservation)
    1. Components
    2. Have You Articulated a Life Insurance Philosophy?
    3. What Are Your Concerns Regarding Risks of Large Losses from Medical, Long-Term Care, Property/Casualty, and Personal or Professional Liability Issues?
    4. Have You Defined and Protected Your Business Interests?
    5. Conclusion
    6. Notes
  16. CHAPTER 10: Disability and Income Protection (Protection)
    1. What Are the Income and Lifestyle Needs and Wants of Your Family Currently and Prospectively?
    2. Have You Evaluated All Current Sources of Income and Potential Changes to These Sources?
    3. Are You Fully Utilizing All Benefits Available to You?
    4. Conclusion
    5. Notes
  17. CHAPTER 11: Debt Management
    1. Have You Established Your Philosophy Regarding Using Savings or Credit?
    2. Is Your Type of Debt Appropriate Given Your Wealth-Management Objectives?
    3. Conclusion
    4. Note
  18. CHAPTER 12: Investment Planning (Accumulation)
    1. Have You Developed an Investment Philosophy?
    2. Have You Determined the Mechanics for Managing Your Portfolio and the Evaluation of What Success Looks Like?
    3. Conclusion
    4. Notes
  19. CHAPTER 13: Estate Planning (Distribution)
    1. Have You a Philosophy on Wealth Transfer?
    2. Have You Articulated Your Charitable Philosophy or Mission Statement?
    3. Have You Planned for Incapacitation, Elder Care Issues, and Final Planning Needs?
    4. Conclusion
    5. Notes
  20. Epilogue
  21. About the Author
  22. Index