CHAPTER 7
Objective Setting
The Wealth Management Index (WMI) is organized around two simple premises:
- Objectives
- Solutions
The objectives are established through the big questions that come into play below each of the key areas of the index. The solutions logically follow the questions. In this chapter, I want to go through how these questions work in the context of a client relationship. If we know the “why” of any situation, the “how” becomes quite easy to solve.
As we go through the various areas, we need to remember that these are the client's objectives. While we may lead them when our experience indicates that objectives may be unrealistic or are being ignored, we need to be careful not to strongly impart our own belief system onto theirs. ...
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