Title Details

Stephen D. Gresham is Executive Vice President and Director of Retail Markets for Phoenix Investment Partners, Ltd., the $37 billion asset-management division of The Phoenix Companies. Prior to joining Phoenix, he managed his own wealth-management consulting firm, The Gresham Company, LLC, which served a global clientele of more than fifty financial service companies. He is the author of The Managed Account Handbook and Attract and Retain the Affluent Investor. Gresham serves on the board of governors at The Money Management Institute and is a founding board member of The International Money Management Institute.

Acknowledgments.

About the Author.

About the Contributors.

SECTION ONE. THE STATE OF THE ADVICE INDUSTRY AND YOUR OPPORTUNITIES.

Introduction. Buicks and Big Macs: What the Financial Advice Industry Can Learn from General Motors, McDonald’s and Federal Express.

Chapter 1. The Value of Advice: Which Advice Is Most Valued by Affluent Households—And What Should It Cost?

SECTION TWO. INVESTMENT COUNSEL ADVICE FOR LIFE.

Chapter 2. How to Develop a Compelling Investment Philosophy.

Chapter 3. Creating a Defined, Effective Investment Process.

Chapter 4. Setting Goals: What Really Matters?

Chapter 5. Defining Risk: Or, Is Risk-Management a Contradiction in Terms?

Chapter 6. Diversification: Helping Clients Reap the Benefits of Institutional Investing.

Chapter 7. Alternative Investments.

SECTION THREE. WEALTH MANAGEMENT ADVICE FOR LIFE.

Chapter 8. Managing Dreams and Fears—A Total View of Wealth.

Chapter 9. You Can Help Clients Grow.

Chapter 10. All in the Family and Keeping It That Way.

Chapter 11. Money for Life.

SECTION FOUR. BUILDING YOUR “ADVISOR FOR LIFE” PRACTICE.

Chapter 12. What Is Your Value?

Chapter 13. How to Quantify Your Unique Value.

Chapter 14. The Advisor-Client Tango.

Chapter 15. Driving Referrals.

Chapter 16. Selling Yourself.

Chapter 17. Valuing the Advisor for Life Practice.

Chapter 18. Taking Care of #1

Appendix A. The Practical Analysis.

Appendix B. Investment Policy Statement.

Appendix C. The Top-Twenty Client Analysis.

Bibliography.

Index.