The New Advisor for Life: Become the Indispensable Financial Advisor to Affluent Families

The New Advisor for Life: Become the Indispensable Financial Advisor to Affluent Families

by Stephen D. Gresham


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Product Details

ISBN-13: 9781118062883
Publisher: Wiley
Publication date: 10/25/2011
Pages: 384
Sales rank: 122,091
Product dimensions: 6.00(w) x 9.20(h) x 1.30(d)

About the Author

Steve Gresham has over thirty years' experience in the financial and investment world. He is a Visiting Instructor at the A. Alfred Taubman Center for Public Policy and American Institutions at Brown University, and is business chair of Brown's Retirement Readiness Project. Gresham has published more than a hundred articles and has been featured in BusinessWeek, Fortune, Investment News, and the New York Times, and is the author of four books, including Advisor for Life and The New Managed Account Solutions Handbook, both from Wiley. He was named Mutual Fund Marketer of the Year in March 2007 by Institutional Investor/Fund Action.

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Table of Contents

Acknowledgments ix

Part I The State of the Advice Industry and Your Opportunities 1

Introduction 3

Chapter 1 The Value of Advice 11

Part II Investment Counsel Advice for Life 29

Chapter 2 How to Develop a Compelling Investment Philosophy 31

Chapter 3 Creating a Defined, Effective Investment Process 55

Chapter 4 Setting Goals: What Really Matters? 63

Chapter 5 Defining Risk 97

Chapter 6 Diversification 117

Chapter 7 Alternative Investments 131

Part III Wealth-Management Advice for Life 149

Chapter 8 Managing Dreams and Fears 151

Chapter 9 You Can Help Clients Grow 161

Chapter 10 All in the Family and Keeping It That Way 171

Chapter 11 Money for Life 189

Part IV Building Your Advisor for Life Practice 207

Chapter 12 What Is Your Value? 209

Chapter 13 How to Price Your Unique Value 231

Chapter 14 The Advisor-Client Tango 241

Chapter 15 Driving Referrals 263

Chapter 16 Selling Yourself 277

Chapter 17 Valuing the Advisor for Life Practice 293

Chapter 18 Taking Care of Number One 303

Appendix A Practice Analysis 323

Appendix B Investment Policy Statement 345

Appendix C Top 20 Client Analysis 355

About the Author 357

About the Contributors 359

Index 363

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