Financial Planning: The Next Step

10/07/2007 12:00 am EST

Focus:

Roy Diliberto

Chairman and CEO, RTD Financial Advisors, Inc.

In his new book, Diliberto offers an in-depth review of what it takes to be a successful ‘Life planner’, which he defines as taking into consideration life issues and attitudes about money beforegiving advice.

Diliberto notes that after 9/11, many folks reassessed their goals, and now want to carve out a balance between enjoying life today and ensuring their future security. A financial advisor can assist with this endeavor, by focusing on merging your clients’ money with their lives. He suggests that advisors develop a system for qualitative discovery to determine who your client really is, by delving into their histories, values, transitions, and goals.

This system involves client meetings as well as a series of interview questions, which can be developed by constructing several worksheets, which Diliberto includes in the book.

Once this framework has been established, the book then addresses the practical side of your advice—the money itself, which involves constructing portfolios, estate planning and philanthropy.

Diliberto devotes the last one-third of his book to the mechanics of your firm: the ongoing servicing of your clients, marketing, organizing and compensating your team.

For advisors looking to step-up their practice beyond the numbers, and perhaps carve a new niche for themselves, this book just might be a good starting point.

Purchase Financial Planning: The Next Step

Related Articles on