CHAPTER 11Leveraging Debt to Your Client's Advantage

Just as this book moves in two worlds—your actions and your mindset—it also connects two eras of Supernova practice. In 2007 Supernova launched, and the following period saw its first years of performance; the core elements were: extraordinary service, rapid response to problems, financial planning, intentional acquisition, and a highly efficient and effective organizational model. Deliberately absent was any language on any particular investment strategy.

In its infancy the Supernova Process was “investment model neutral.” I assumed your investment strategy was brilliant. I assumed you are competent and accomplished in your financial advising career. I believed the teams I work with are financially literate, investment savvy, and well versed in market trends. I wasn't cheeky, but I also didn't want to get into a discussion on returns. I still don't. Assuming you are truly committed to growth I want you to do some deep thinking on an aspect of clients' financial lives that has been, at best, ignored, and at worst, demonized: DEBT. This is the proverbial elephant in the room.

If you are reading this book you are invested in planning and preparing for your Supernova practice of the future. You are defining what makes the practice you have now different from your competitors' practices. Your goal is to be superior. To best yourself and others you will need to be brilliant. You can stand out by being able to guide clients through ...

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