Larry Chambers & Ken Ziesenheim 
J.K. Lasser Pro Separate Account Management 
An Investment Management Strategy Designed for High Net Worth Individuals

A FINANCIAL ADVISOR’S GUIDE TO A PERSONAL AND FLEXIBLE MONEYMANAGEMENT APPROACH FOR HIGH NET WORTH CLIENTS

Twenty years ago separate account management programs (SAMs) werereserved for the sophisticated advisor who only served the verywealthy. Today, SAM programs have become available to most advisorsand several layers of the affluent. If you intend to work withaffluent clients that demand personal and flexible service, youmust have a complete understanding of this approach to moneymanagement-and J.K. Lasser Pro Separate Account Management is theperfect guide.

Filled with in-depth insights and expert advice, J.K. Lasser Pro Separate Account Management will introduce you to the nuances ofseparate account management as well as show you how to use thisinvestment vehicle to build your business and help your clientsreach their financial goals.

This invaluable resource will:
* Take the mystery out of providing professional asset managementservices to a broad cross section of your clients
* Educate you about the opportunities and advantages of usingseparately managed accounts
* Provide you with information about how separately managedaccounts work as well as who should be in them
* Illustrate how you can employ separately managed accounts in yourfinancial advisory practice
* Learn how to convert from commission to fees
* And much more

Filled with practical guidance and vital information, J.K. Lasser Pro Separate Account Management is a valuable road map forfinancial professionals looking to master this unique approach tomanaging money.

Table of Content

Forword.

Acknowledgments.

PART I: THE BASICS.

Chapter 1. Introduction.

Chapter 2. Separate Account Definitions.

Chapter 3. The State of the Separate Accounts Industry.

Chapter 4. Participants in the Separate Account Market.

PART II: THE PROCESS.

Chapter 5. The Investment Management Consulting Process.

Chapter 6. Start with Financial Planning.

Chapter 7. Asset Allocation.

Chapter 8. Understand the Different Styles and Types of Managers.

Chapter 9. Building a Core Investment Portfolio.

Chapter 10. The Creative Process of Writing an Investment Policy Statement.

Chapter 11. Selecting Separate Account Managers.

Chapter 12. The Control Account.

Chapter 13. What Does a Separate Account Cost?

Chapter 14. Tax Management in the Separate Account.

PART III: THE DELIVERY SYSTEM.

Chapter 15. Converting Existing Clients.

Chapter 16. Prospecting for High Net Worth Investors.

Chapter 17. Compliance.

Chapter 18. Leveraging Your Operations.

Chapter 19. Understa nd the Employee Retirement Income Security Act (ERISA) and Separate Accounts.

Chapter 20. Look into the Future.

About the Authors.

About the author

LARRY CHAMBERS is President of Chambers and Associates, afinancial-writing consulting firm. He is the author of thirty booksand 700 investment related articles. He was recently chosen as Business and Economics columnist for a three year period for Phi Kappa Phi Forum. The Forum is the quarterly magazine of the Phi Kappa Phi Honors Society, a community of scholars whose membershiphas grown to more than one million.
KEN ZIESENHEIM, JD, LLM, CFP, is President of Thornburg Securitiesand Managing Director of Thornburg Investment Management Company.Ken is currently serving as a Trustee for the National Endowmentfor Financial Education (NEFE) and as a member of the Ethics Committee for the FPA. He resides in Sebring, Florida.
PETER TREVISANI, MBA, is Director of separate accounts at Thornburg Investment Management based in Santa Fe, New Mexico. Peter was CEOof Waybid Technologies and prior to that worked as a sales traderon the foreign exchange desk for Lehman Brothers, UK.