Specific Learning Objectives by Lesson

Working with Wealthy Clients

• Introduction
• Work Your Book
• Attract New Clients
• The Client Experience
• Communication Plan
• Special Events
• Question & Answer Session

Expand Current Relationships

• Introduction
• The Client Profile
• 4-Point Branding Message
• Developing a Prospecting Plan
• Three Sources of Prospects – Part I
• Three Sources of Prospects – Part II
• Question & Answer Session

Attracting New Clients

• Introduction
• The Client Profile
• 4-Point Branding Message
• Developing a Prospecting Plan
• Three Sources of Prospects – Part I
• Three Sources of Prospects – Part II
• Question & Answer Session

Capitalize on Opportunities

• Introduction
• Conducting Disciplined Interviews – Part I
• Conducting Disciplined Interviews – Part II
• Identifying Resources for the Analysis Process
• Pre-planned, Disciplined Presentations
• Question & Answer Session

Insurance

• Introduction
• Six Purposes of Insurance for High Net Worth Clients – Part I
• Six Purposes of Insurance for High Net Worth Clients – Part II
• Efficiency Study of Life Insurance
• Life Settlements
• Question & Answer Session

Retirement Plans

• Introduction
• Qualified Asset Gathering
• Developing a Niche
• Lifetime Advisory Knowledge – Part I
• Lifetime Advisory Knowledge – Part II
• Legacy Planning Opportunities
• Question & Answer Session

Opportunities with Business Owners

• Introduction
• Developing Knowledge, Skills, and Insights of Business Owners
• Appealing to Business Owners
• Working With Centers of Influence and Business Owners
• The Business Owner Mindset – Part I
• The Business Owner Mindset – Part II
• Question & Answer Session

Opportunities with Physicians

• Introduction
• The Medical Marketplace
• Medical Marketplace Issues - Part I
• Medical Marketplace Issues - Part II
• How to Converse with Medical Clients – Part I
• How to Converse with Medical Clients – Part II
• Question & Answer Session

The Power of Partnering

• Introduction
• Is Partnering Right for Me?
• How Do I Start the Partnering Process? – Part I
• How Do I Start the Partnering Process? – Part II
• How Do I Manage the Partnering Process?
• Question & Answer Session

Family Meetings

• Introduction
• What Is a Family Meeting?
• How to Conduct a Family Meeting – Part I
• How to Conduct a Family Meeting – Part II
• Planning for a Family Meeting
• Your Role in a Family Meeting
• Question & Answer Session

Lifetime Planning

• Introduction
• Educational Motivations for Gifting – Part I
• Educational Motivations for Gifting – Part II
• Tax Motivations for Gifting – Part I
• Tax Motivations for Gifting – Part II
• Stewardship of Wealth
• Question & Answer Session

Legacy Planning

• Introduction
• Tax Considerations of Legacy Planning
• Marital Deductions – Part I
• Marital Deductions – Part II
• Control of Assets – Part I
• Control of Assets – Part II
• Question & Answer Session

Using Philanthropy

• Introduction
• Three Motivations for Charitable Gifting
• Donor Advised Funds
• Charitable Remainder Trusts – Part I
• Charitable Remainder Trusts – Part II
• Charitable Lead Trusts
• Pooled Income Funds
• Question & Answer Session

Why Year-End Planning is Crucial

• Introduction
• Reflecting on the Year with Your Clients
• Changes in Family Dynamics – Part I
• Changes in Family Dynamics – Part II
• Hosting Family Meetings
• Issues to Address at the End of the Year – Part I
• Issues to Address at the End of the Year – Part II
• Question & Answer Session

Using Recent Developments

• Introduction
• Sales Plan
• Marketing Plan
• Investment Management Plan
• The Client Experience
• The 13 Wealth Management Issues
• Operations Plan
• Question & Answer Session