Ch2 - Wealth Accumulation, Discovery, and Marketing Flashcards

1
Q

2 components of the objectives-based planning approach

A

1- Focus on the client’s values and objectives

2- The discovery process

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2
Q

What is the objectives-based planning approach

A

A discovery method that helps build trust between the advisor and client. The discussion focuses on values and goals.

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3
Q

two types of questions to get information from the client

A

1- Current State Questions

2- Future State Questions

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4
Q

seed-money formation stage needs

A

« Paying for housing.
« Putting money aside for capital purchases
« Funding a lifestyle, vacations, clothing, entertainment
« Looking after children’s needs

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5
Q

pre-retirement stage needs

A
« Topping up funding for children’s education.
« Adding to retirement savings.
« Reducing debt.
« Upgrading a home.
« Purchasing a vacation home.
« Supporting parents or children.
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6
Q

retirement stage needs

A

« Managing disposable income or financial windfalls.
« Creating a legacy or acting as a steward for family money.
« Providing for future care.
« Giving to charities and being benevolent.
« Reducing debt.

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7
Q

items to calculate for retirement needs analysis

A
  1. The periodic cash flow income required after retirement.
  2. The income from all sources after retirement.
  3. The difference between items 1 and 2, which is the shortfall or the surplus.
  4. The assets required to cover the shortfall.
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8
Q

What is periodic cash flow

A

how much income the client needs during retirement,

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9
Q

Three ways to calculate periodic cash flow

A
  1. An itemized list of all expected expenses.
  2. Net income, adjusted for pre-retirement expenses.
  3. An estimated percentage of pre-retirement income.
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10
Q

what is the square one approach?

A

ignores the current reality of a client’s expenses and income, and focuses on his or her dream. (expected expenses)

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11
Q

2 ways to calculate assets needed for retirement income

A
  • 4% rule

* Rule of 20

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12
Q

what is the rule of 20?

A

For every dollar of annual pre-tax retirement income the client requires, they will need $20 in their retirement portfolio to fund it.

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13
Q

what is the 4% rule?

A

client can withdraw 4% of their investment portfolio in the first year, then adjust for inflation each subsequent year, and not run out of money for 30 years

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14
Q

What is the sustainable withdrawal rate (SWR)

A

The maximum amount of money a client can withdraw from a retirement portfolio with no probability of running out during their lifetime.

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15
Q

What is the Funding Factor?

A

indicates how much savings are required at the beginning of retirement to finance each dollar of annual withdrawal for a given time horizon.

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16
Q

The funding factor is the reciprocal of ___ and is calculated as ___

A

SWR and is calculated as 100 divided by the SWR

17
Q

four types of network relationships

A
  • Recommendation
  • Strategic Alliance
  • Reciprocal Agreement
  • Business Partnership
18
Q

Credibility is based on a foundation of:

A
  • Expertise
  • Trustworthiness
  • Consistency
19
Q

Three Elements for Effective Branding

A
  • Advisors meets client’s needs
  • Client has an emotional connection
  • Client must be able to explain what the advisor does
20
Q

3 reasons why advisors fail at branding

A
  • Do not buy into their Brand
  • Try to be a jack of all trades
  • Expecting prospects to find them on their own