The New Managed Account Solutions Handbook

Industry experts share their insight and tell you why: Unified managed accounts represent the future of the managed money industry. "e;No other platform offers so many options and can be customized to meet the needs of so many different types of investors,"e; says one of the nation's most prominent money managers. "e;We are able to address a wide variety of investment needs with a single product."e; (Chapter Mutual fund wrap accounts are enjoying a resurgence in popularity. "e;With mutual fund advisory accounts, advisors can develop a consolidated strategy for their clients utilizing mutual funds,"e; explains one top executive at a leading investment bank. "e;Investors know that proper asset allocation produces better results."e; (Chapter 3) Exchange-traded funds have exploded in popularity with clients and advisors. "e;ETFs have changed the landscape by offering financial advisors a new way to diversify their clients' portfolios,"e; says the national sales manager of one of the world's largest ETF providers. "e;Advisors can fully diversify across all asset classes."e; (Chapter 4) Client demand is fueling the growth of alternative investments. "e;Larger clients are asking for these types of investments,"e; says one director of investment consulting solutions at one of America's largest banks. "e;Diversification to minimize risk is the key incentive for adding alternative investments to a portfolio."e; (Chapter 4) They'll also teach you how to: * Determine if managed account solutions are right for you, your practice, and your clients * Transform your financial advisory practice into a wealth management business * Differentiate yourself from other advisors * Develop a recurring revenue stream that will enable you to grow your business * Attract new clients and capture additional assets from existing clients * Conduct successful client meetings and host seminars that get results * Position yourself as a provider of managed account solutions and partner effectively with other advisors, allied professionals, and the media

Industry experts share their insight and tell you why:Unified managed accounts represent the future of the managedmoney industry."No other platform offers so many options and can be customized tomeet the needs of so many different types of investors," says oneof the nation's most prominent money managers. "We are able toaddress a wide variety of investment needs with a single product."(Chapter Mutual fund wrap accounts are enjoying a resurgence inpopularity."With mutual fund advisory accounts, advisors can develop aconsolidated strategy for their clients utilizing mutual funds,"explains one top executive at a leading investment bank. "Investorsknow that proper asset allocation produces better results."(Chapter 3)Exchange-traded funds have exploded in popularity withclients and advisors."ETFs have changed the landscape by offering financial advisors anew way to diversify their clients' portfolios," says the nationalsales manager of one of the world's largest ETF providers."Advisors can fully diversify across all asset classes." (Chapter4)Client demand is fueling the growth of alternativeinvestments."Larger clients are asking for these types of investments," saysone director of investment consulting solutions at one of America'slargest banks. "Diversification to minimize risk is the keyincentive for adding alternative investments to a portfolio."(Chapter 4)They'll also teach you how to:* Determine if managed account solutions are right for you, yourpractice, and your clients* Transform your financial advisory practice into a wealth managementbusiness* Differentiate yourself from other advisors* Develop a recurring revenue stream that will enable you to growyour business* Attract new clients and capture additional assets from existingclients* Conduct successful client meetings and host seminars that getresults* Position yourself as a provider of managed account solutions andpartner effectively with other advisors, allied professionals, andthe media

Foreword Christopher L. Davis viiPreface ixAcknowledgments xiChapter 1 The Evolution of Managed Accounts 1The managed account industry, which began amid pension reform, has mushroomed in response to clients' demands for a consistent process to manage their investments.Chapter 2 The Revolution of Unified Managed Accounts 15Unified managed accounts have evolved as investors sought greater coordination among their investments and more diversified portfolios.Chapter 3 Mutual Fund Advisory Accounts 36Financial advisors can leverage the potential of multiple mutual funds in a single client account by using a mutual fund advisory account.Chapter 4 Alternative Investments 42Alternative investments offer greater diversification and risk management than ever before, and many clients are asking that alternatives be included in their portfolios.Chapter 5 Key Benefits of Managed Accounts and Recurring Revenues 61Managed account solutions allow for a more efficient use of the advisor's time, access to a more affluent clientele, a consistent revenue stream leveraged by the market's growth, and a more valuable business entity; plus, clients prefer fees over commissions.Chapter 6 How to Tell If Managed Account Solutions Are Right for Your Practice 75Are managed account solutions right for you? Here's how to evaluate your potential for success.Chapter 7 Transforming Your Practice into a Wealth Management Business 94Step-by-step instructions for explaining managed account solutions to clients and prospects, gathering information and developing an investment policy statement, and structuring an effective client meeting.Chapter 8 Developing Your Managed Account Solutions Business 120Referrals from current clients can bring prospects to your door, but you must know how to ask for them and have materials on hand to promote your practice.Chapter 9 Positioning Yourself as a Solutions Provider 135By cultivating mutually beneficial relationships with service providers, allied professionals, and the media, you can develop a steady stream of referrals to help grow your business.Chapter 10 Attracting and Retaining Clients 151Seminars remain an effective marketing tactic in the sale of managed accounts. Here are proven techniques for staging a successful meeting and building your reputation.Chapter 11 Building on Your Success 161Throughout the course of the client relationship, you will have multiple opportunities for capturing additional assets and building your managed account business.Chapter 12 The Future of Managed Account Solutions 175Industry leaders present their visions of what the future holds for managed account solutions and the advisors who provide them.Epilogue: This Isn't Your Father's Advisory Practice 187Appendix A: Sample Business Plan 190Appendix B: Manager Evaluation Formulas and Ratios 197Appendix C: Sample Investment Policy Statement 200Appendix D: Seminar Checklist and Sample Invitations 209Advisor's Resource Guide 217Index 223