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P R AISE FORPractice Made Perfect The Discipline of Business Management for Financial Advisers by Mark C.. Author, The Wealth Management Index “ Practice Made Perfect is the ideal opport

P R AISE FOR

Practice Made Perfect The Discipline of Business Management

for Financial Advisers

by Mark C Tibergien and Rebecca Pomering

“ We hired Mark in 2000 to take us through a planning process for Accredited Investors, Inc Since that time, our assets under management have quintupled, our infrastructure and management systems have been refined, our priorities have been modified, and

we are working with bigger and happier clients We paid thousands

of dollars for his work and received a benefit far beyond that Now Mark and Rebecca have put many of their ideas into this book It’s a gift to the planning profession.”

ROSS LEVIN, CFP

President, Accredited Investors, Inc

Author, The Wealth Management Index

“ Practice Made Perfect is the ideal opportunity to spend quality time

with the best financial-advisory business consultants in the country You get tips, tools, and worksheets to ensure that you can manage your practice to become the business success you want it to be This book will be your new best friend—guaranteed.”

DEENA B K ATZ, CFP

President, Evensky, Brown & Katz

Author, Deena Katz on Practice Management and

Deena Katz’s Tools and Templates for Your Practice

“ Practice Made Perfect is outstanding Mark Tibergien and Rebecca

Pomering have captured the key strategic planning issues for financial advisers who are serious about making money with their practices The ideas offered in this book are worth many times the cover price.”

JOHN J BOWEN JR

Founder and CEO, CEG Worldwide, LLC

“ Mark Tibergien and Rebecca Pomering have served up a real treat

in Practice Made Perfect I’ve known them both for quite a while, as

consultants to our firm and as two of the most respected commenta-tors on our profession’s business management I thought I had heard

it all Not so Mark and Rebecca bring many new and important insights Everybody in this business needs to read this book.”

TIM KOCHIS, JD, MBA, CFP

CEO, Kochis Fitz Wealth Management

Author, Managing Concentrated Stock Wealth

“ Most financial planners, including myself, start a practice because

we love the work It doesn’t take long to recognize that if we want

to be successful long-term, we have to build a business Building a

business is what Practice Made Perfect is all about This book is not

a how-to for starting a practice Rather, it is a guide for taking your practice from where it is today to where you want it to be tomorrow

A must-read for practitioners who are serious about our profession.”

ELAINE E BEDEL, CFP

President, Bedel Financial Consulting, Inc

“ Mark and Rebecca are a dynamic duo—they are bright, insight-ful, and are able to get right at the heart of what is important

in managing and growing a financial-advisory business Practice Made Perfect is full of practical advice and ideas, which every serious

financial adviser should know when managing their business Their continued advice and this book are priceless.”

GR EG SULLIVAN, CPA, CFP

President, Sullivan, Bruyette, Speros & Blayney, Inc

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AL SO AVA IL A BLE FROM BLOOM BERG PR ESS

Virtual-Office Tools for a High-Margin Practice:

How Client-Centered Financial Advisers Can Cut Paperwork, Overhead, and Wasted Hours

by David J Drucker and Joel P Bruckenstein

Deena Katz on Practice Management:

For Financial Advisers, Planners, and Wealth Managers

by Deena B Katz

Deena Katz’s Tools and Templates for Your Practice: For Financial Advisers, Planners, and Wealth Managers

by Deena B Katz

Building a High-End Financial Services Practice:

Proven Techniques for Planners, Wealth Managers, and Other Advisers

by Cliff Oberlin and Jill Powers

In Search of the Perfect Model:

The Distinctive Business Strategies

of Leading Financial Planners

by Mary Rowland

A complete list of our titles is available at

www.bloomberg.com/books

ATTENTION CORPORATIONS

THIS BOOK IS AVAILABLE for bulk purchase at special discounts Special editions or chapter reprints can also be customized to specifications For information, please e-mail Bloomberg Press,

press@bloomberg.com, Attention: Director of Special Markets or phone 609-279-4600

Practice Made Perfect

The Discipline of

Business Management for Financial Advisers

BY

MARK C TIBERGIEN AND REBECCA POMERING

BL O O M B E R G PR E S S

P R I N C E T O N

© 2005 by Moss Adams LLP All rights reserved Protected under the Berne Convention Printed in the United States of America No part of this book may be reproduced, stored in a retrieval system, or transmitted, in any form or by any means, electronic, mechanical, photocopy-ing, recordphotocopy-ing, or otherwise, without the prior written permission of the publisher except in the case of brief quotations embodied in critical articles and reviews For information, please write: Permissions Department, Bloomberg Press, 100 Business Park Drive, P.O Box 888, Princeton,

NJ 08542-0888 U.S.A or send an e-mail to press@bloomberg.com.

BLOOMBERG, BLOOMBERG LEGAL, BLOOMBERG MARKETS, BLOOMBERG

NEWS, BLOOMBERG PRESS, BLOOMBERG PROFESSIONAL, BLOOMBERG RADIO, BLOOMBERG TELEVISION, BLOOMBERG TERMINAL, BLOOMBERG TRADEBOOK,

and BLOOMBERG WEALTH MANAGER are trademarks and service marks of Bloomberg L.P

All rights reserved.

This publication contains the authors’ opinions and is designed to provide accurate and authori-tative information It is sold with the understanding that the authors, publisher, and Bloomberg L.P are not engaged in rendering legal, accounting, investment-planning, or other profes-sional advice The reader should seek the services of a qualified profesprofes-sional for such advice; the authors, publisher, and Bloomberg L.P cannot be held responsible for any loss incurred as a result of specific investments or planning decisions made by the reader.

First edition published 2005

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Library of Congress Cataloging-in-Publication Data

Tibergien, Mark C.

Practice made perfect : the discipline of business management for financial advisers /

by Mark C Tibergien and Rebecca Pomering 1st ed.

p cm

Includes index.

ISBN 1-57660-172-2 (alk paper)

1 Financial planners 2 Management 3 Executive ability I Pomering, Rebecca

II Title.

HG179.5.T53 2005

332.024´0068—dc22

2004027809

Acquired by Jared Kieling

Edited by Mary Ann McGuigan

To Arlene Tibergien and Grant Pomering, for their indulgence