TABLE OF CONTENTS DEC. 12
25 Defining ‘Real’ Planning
If you’re not doing the hard work of
developing detailed plans for your clients,
maybe you need a new job description.
By Bob Veres
29 Making Introductions Happen
Use this 9-step process to request (and
receive) referrals from your existing
clients. By John J. Bowen Jr.
33 Great Expectations? Think British
New U.K. regulations mean advisors there
will need to make big changes. You should
consider following their lead. By Deena Katz
37 How to Wow Gen Y Clients
Younger consumers have high standards
and a different way of doing business.
Respect the value they bring — and try
some of their ideas. By Dave Grant
41 Raising the CFP Profile
CFP Board CEO Kevin Keller talks about
enforcing the fiduciary standard and
building the image of the profession.
By Kenneth Corbin
HIGH NET WORTH
45 Massive Wealth Transfer
Advisors have been racing to finish what
some say is an unprecedented
transfer of wealth. By Ann Marsh
51 Estate-Planning Nirvana?
Self-settled trusts seem to offer the
impossible: They remove assets
from an individual’s estate while still
allowing him to benefit from them.
By Martin M. Shenkman
67 Let Me Help You With That
Concierge services help advisors
strengthen existing client
relationships and attract new ones.
By Ingrid Case
72 Say the Magic Words
Often the right phrase or story can help
planners persuade clients to act.
By Miriam Rozen
75 What Women Investors Want
After a long time focused on medical
professionals, Cindy Conger’s new practice
targets female clients. That means doing a
few things differently. By Jim Grote
79 Up-and-Down Income
When a client is a performer, athlete or
anyone else with a variable income, a
planner needs a special strategy.
By Suzanne Sataline
83 Hot Swap: Property Exchanges
As boomers retire and relocate, these
tax-deferred deals offer a sweet way to
offload real estate investments.
By Donald Jay Korn
87 Paying It Forward
Funding a 529 plan for a grandchild can
offer estate tax benefits — plus feel-good
rewards — for wealthy clients.
By Donald Jay Korn
89 Cash Is Not Trash
Tempted to leave this asset class out of a
portfolio? Don’t do it. By Craig L. Israelsen
92 Wine, Wood and Song
The urge to diversify drives interest in
exotic assets — including trees and
violins — for high-net-worth clients.
By Elena Mannes
96 Index Merger: Ne w Landscape
The S&P/Dow Jones merger pits the
indexing giant against a changing
marketplace. Here are a few ways you
could be affected. By Joseph Lisanti
98 Betting on a Meltdown
Worried about the poor fiscal health of
the U.S., FPA Capital doubles down on
quality names. By Ilana Polyak
100 Acting to Reduce Risk
Many variable annuity issuers made
changes to older products or introduced
new ones. By Frank O’Connor
112 Independents Rising
When we’re lumped in with all financial
professionals, the value we offer is
compromised. By Joe Russo
UP fRONT & MORE
14 Editor’s View
19 Retirement Advisor Confidence Index
20 Hot Topics
22 Women Advisors Forum
102 CE Quiz