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Developing a 21st Century Investment Philosophy
This program is designed for Advisors/brokers that are transitioning their business to a fee and/or investment/portfolio based business model. The program is customized to align with the products and technology that support the Advisor/broker and their dealer affiliation.
I. A New Perspective on Investment Management
A. Evolution of the financial services industry
B. Selling performance - “Old habits die hard”
C. The four drivers of change affecting Advisors
II. Building a Better Investment Solution for Clients
A. What clients/investors wand and need from their Advisor
B. Why good investments go bad
C. 21st century investment practices
D. Transaction vs. the “Portfolio Solution”
E. Building a business strategy around an “investment management platform”
III. Developing and Investment Philosophy
A. New definition for a 21st century investment philosophy
B. Core methodologies and process for developing and Advisor’s philosophy
C. Investor and Advisor benefits for using a “sound” investment philosophy
D. Three point test - Validating the philosophy
IV. Establishing an Investment Discipline
A. Criteria for establishing an investment discipline
B. Using strategic investment portfolio models
C. Choosing investment classes and sub-classes
D. Investment product selection - Traditional, non-traditional, alternatives
E. Proprietary vs. non-proprietary investment products
F. Using tactical investment strategies - Pros and cons
G. Guidelines for developing investment models for each client segment
V. Selling an Investment Management Solution
A. Selling vs. marketing
B. Creating a value proposition for an investment management business
C. Using a consultative sales model
D. Top Advisor sales practices (Core competency checklist)
VI. Implementation Strategy
A. Advisor “best practices” checklist
B. Advisor and staff skill and knowledge assessment
C. Five step implementation process
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