Specific Learning Objectives by Lesson

Investments

• Given a phase of the Client Wealth Position Lifecycle, identify the related implications and questions for the client.
• Describe the rationale behind following a systematic investment management process.
• Given a stage of the investment management process, identify its purpose and related tasks.
• Describe the concepts that serve as the foundation of a systematic investment management process.
• Identify the two greatest risk factors facing investors.
• Given a common investment myth, describe the related risk.
• Identify the purpose of the 7-Step Investment Interview.
• Given a step in the 7-Step Investment Interview process, identify things to consider and things to avoid when executing that step

Liabilities

• Identify common sub-issues that are relevant to client liabilities.
• Identify the proper questions to ask for surfacing client liabilities issues.
• Given a liability description, identify the common reasons why a client may need it.
• Use a decision tree to apply client information for choosing the best liabilities solution.
• Given basic client information, apply knowledge of common liabilities issues to provide the best solution.
• Given a common client objection or issue, select the appropriate solution to overcome the objection or issue.
• Given a common client scenario, apply all relevant knowledge and techniques with respect to common liabilities issues to provide the best client solution

Insurance

• Identify common sub-issues that are relevant to client insurance needs.
• Identify the proper questions to ask for surfacing client insurance needs.
• Given an insurance product, identify the common reasons why a client may need it.
• Use a decision tree to apply client information for choosing the best product and coverage.
• Given basic client information, apply knowledge of common insurance issues to provide the best solution.
• Given a common client objection or issue, select the appropriate solution to overcome the objection or issue.
• Given a common client scenario, apply all relevant knowledge and techniques with respect to common insurance issues to provide the best client solution
  

Executive Compensation

• Describe the importance of discussing executive compensation issues with your clients, both for them and you as their wealth manager.
• Identify common issues that are relevant to executive compensation.
• Identify and explain the four key components of your branding message as related to executive compensation issues.
• Identify the proper questions to ask to surface the issues related to executive compensation.
• Given basic client information, apply knowledge of the common issues to provide the best solution.
• Use a decision tree to apply client information for choosing the best solution for executive compensation issues.

Protection Strategies

• Identify common issues that are relevant to wealth protection strategies.
• Identify the proper questions to ask to surface the issues related to protection strategies.
• Given basic client information, apply knowledge of the common issues to provide the best solution.
• Given a client’s wishes, determine the most efficient means of ensuring those wishes are met after death or at disability.
• Given a common client scenario, apply all relevant knowledge and techniques with respect to the common issues to provide the best client solution.
• Describe the importance of discussing protection strategies with your clients, both for them and you as their wealth manager

QRP & IRA Distributions

• Given a list of comparisons, identify the differences between qualified retirement plans (QRPs) and non-qualified retirement plans (NQRPs).
• Identify distribution strategies as the most important consideration when dealing with a client’s QRP and IRA issues.
• Identify common issues relevant to the timing of distributions from QRPs and IRAs.
• Given basic client information, identify the decision tree that corresponds to the most likely related path.
• Given basic client information, apply knowledge of a client’s distribution phase to select the most appropriate questions to ask.
• Given a common client situation, identify the most important issue to consider when forming a solution.
• Given a common client situation, select the most appropriate strategy to address the issue.
• Given a list of possibilities, identify the eligible designated beneficiaries
  

Business Succession Planning

• Identify common issues that are relevant to business succession planning.
• Identify and explain the key reasons businesses can fail in the successor generation.
• Identify the proper questions to ask to surface the issues related to business succession planning.
• Given basic client information, apply knowledge of the common issues to provide the best solution.
• Use a decision tree to apply client information for choosing the best solution to business succession planning issues

Gifting to Children and Descendants

• Describe the importance of discussing gifting to children and descendants with your clients.
• Identify common issues that are relevant to gifting to children and descendants.
• Identify the proper questions to ask to surface the issues related to gifting to children and descendants.
• Given basic client information, apply knowledge of the common issues to provide the best solution.
• Use a decision tree to apply client information for choosing the best solution for gifting to children and descendants

Charitable Gifting

• Describe the importance of discussing charitable gifting with your clients.
• Identify common issues that are relevant to charitable gifting.
• Identify the proper questions to ask to surface the issues related to charitable gifting.
• Given basic client information, apply knowledge of the common issues to provide the best solution.
• Use a decision tree to apply client information for choosing the best solution for charitable gifting

Distribution of Wealth at Death

• Describe the importance of discussing distribution of wealth at death with your clients.
• Identify common issues that are relevant to distribution of wealth at death.
• Identify the proper questions to ask to surface the issues related to gifting distribution of wealth at death.
• Describe the purpose of using the 8-Step Trust Interview.
• Given a step in the 8-Step Trust Interview, describe its objective.
• Given basic client information, apply knowledge of the common issues to provide the best solution.
• Use a decision tree to apply client information for choosing the best solution for distribution of wealth at death.