Deena Katz's Tools and Templates for Your Practice: For Financial Advisers, Planners, and Wealth Managers

by Katz, Deena B.

• ISBN13: 9781576600849
• ISBN10: 157660084X
• Format: Paperback
• Copyright: 2001-08-01
• Publisher: John Wiley & Sons Inc

Summary

Following on the heels of the author's immensely popular book, Deena Katz on Practice Management, this nuts-and- bolts resource illustrates its predecessor's time-saving concepts. Deena Katz's Tools and Templates for Your Practice elaborates on the first book's concepts by providing and explaining how to use the actual check sheets, forms, and procedures developed by top wealth managers and planners. It offers financial planners and advisers dozens of shortcuts to running an efficient, thriving practice. Whether financial planners have been in business for ten days or ten years, they will benefit from this book's commonsense, pragmatic approach to running a successful advisory practice.

Table of Contents

Acknowledgments	ix
Introduction	1	(7)
SECTION 1 GET `EM IN THE DOOR	8	(54)
Marketing, Public Relations, and Courting the Media	11	(20)
Customer Profile	30	(1)
Old and New Marketing Tricks	31	(18)
Planning Our Estates	47	(2)
Designing Prospect Packages	49	(13)
Public Relations Material	56	(1)
Client Profiles	57	(1)
Features and Benefits	58	(1)
Investment Philosophy	59	(1)
Summary of Services/Tire Kicker	60	(2)
SECTION 2 THEN QUALIFY `EM AND INTERVIEW `EM	62	(54)
Client Qualification Tools and the First Interview	65	(20)
Prospect Form	79	(2)
Preliminary Data Gathering Questionnaire	81	(1)
Client Fit Ratio	82	(1)
Client Objectives	83	(2)
Data Gathering	85	(31)
Confidential Personal Financial Profile	94	(1)
Business Financial Planning Data Questionnaire	95	(14)
Cash Flow Worksheet	109	(1)
The Life Insurance Design Questionnaire	110	(5)
Asset Titling Matrix	115	(1)
SECTION 3 FIGURE `EM OUT	116	(60)
Client Education	119	(44)
Risk Coaching Questionnaire	152	(10)
Risk Tolerance Analysis Algorithm	162	(1)
Investment Policies and Financial Plans	163	(13)
Investment Policy Summary	170	(1)
Strategy Analysis	171	(1)
Financial Market Projections	172	(1)
Retirement Planning Projections	173	(1)
Asset History	174	(1)
Your Investment Policy	175	(1)
SECTION 4 TAKE CARE OF `EM	176	(50)
Client Communication Issues	179	(30)
Agreement for Wealth Management Services	205	(1)
Investment Policy Agreement	206	(1)
Investment Advisory Agreement	207	(2)
Client Management Issues	209	(17)
Quarterly Newsletter	222	(1)
Client Policy Analysis	223	(1)
Manager Summaries	224	(1)
Manager Spotlight	225	(1)
SECTION 5 TAKE CARE O' YOU	226	(57)
Business- and Client-Related Tips and Tools	229	(44)
Shift Inventory: Results Plus	250	(1)
Trade Request Form for Principals and Employees	251	(1)
Insider Trading Policy	252	(1)
Client Confidentiality Agreement	253	(1)
Questionnaire for Domestic Investment Managers	254	(5)
Portfolio Breakdown	259	(1)
Weekly Performance Chart of Managers	260	(1)
Task Manager	261	(1)
Client Progress Sheet	262	(1)
Fee Calculation	263	(1)
Non-Managed Account Form	264	(1)
Value Pricing---Value Added Services	265	(1)
Sample Surveys	266	(2)
Sample Letters	268	(1)
Sample Agenda	269	(1)
Client Satisfaction	270	(1)
Client Survey	271	(2)
Lagniappe-Ideas to Use and Expand	273	(10)
Notes	283	(3)
Index	286