CHAPTER 4

Developing Staff

The Client Team

When a prospect becomes a client, we establish a team. On the wealth-management side, the team consists of a principal, a lead, and a support. In the investment-management area, an analyst is assigned. Additionally, administrative staff is responsible for the paperwork and trading. Interns scan and categorize all the client information.

The team is created with a fit in mind for the client with whom they will be working. It is likely that everyone on the team will be interacting with the client, so it is important to match both skill set and personality.

When building a team, keep in mind each person's highest and best use. For a typical practice with an owner and an administrative person, the owner ...

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