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

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 ...