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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 12

Investment Planning (Accumulation)

Many prospects come into our offices wishing to have their investment itch scratched, not realizing that hives cover all aspects of their wealth-management bodies. The assets-under-management model has, maybe inadvertently, made wealth management a euphemism for asset management. While no one can denounce the importance of managing investments as an integral piece of meeting long-range planning objectives, it is still just a piece.

For a young doctor with $200,000 of investment assets, is it more important to capture an incremental 1 or 2 percent of return or to insure that they are saving the tens of thousands of dollars in their retirement and personal accounts? There are certainly stages and incidences ...

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