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

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CHAPTER 11

Debt Management

One would think that in working with people of affluence, debt would not be an issue. Au contraire! Understanding and appropriately using debt is something with which we are constantly engaged. Businesses have always managed their balance sheets; clients need to do this as well.

Utilizing credit solutions for housing, financing of capital equipment, short-term cash flow needs, or investments are tools in which every wealth manager must become involved. Leveraging a client's balance sheet is a way to create flexibility and help them manage their cash flow. For large clients, credit solutions and credit spreads can create wealth-building opportunities that must be explored. One of our clients has more than $12 million ...

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