"Comfort and confidence are among
the highest returns an investor can get!"

By Paul Hack

The most important lesson I've

Once I recognized this, I began to

consistently successful "stock pickers"

learned in over 30 years of serving

change the way I worked with clients.

who manage money for investors

clients as a Financial Advisor is that

1111

within each allocation strategy, and

the only really satisfied clients are

I started insisting that every

place our client's money with these

those who are comfortable with and

relationship begin with a thoughtful

managers. There are over 14,000

have confidence in their investments.

analysis of the client's needs: stage of

money managers around who can

life, immediate and future financial

handle individual investor accounts.

That lesson didn't come quickly or

needs, assets available for investment

So, finding the very best is plenty

easily. When I began to recognize it,

now and in the future, emotional

challenging. But it's doable.

I spent a lot of time working to

feelings about risk and the kinds of

understand what it is that gives a

investments the client is comfortable

Working together with the client,

client comfort with and confidence in
his or her investments.

with. These are critical in putting

we "allocate" the client's assets among

together an asset allocation strategy

a select group of managers in a way

designed to give that client greater

that's designed to carry out the client's
allocation strategy.

PAUL HACK

investment consulting

of Raymond James & Associates

comfort and confidence in his or her
investments.

Nov we are compensated for this

The process is something we start

work, but always from a fee that's

and finish together with the client.

based on a small percentage of the

I've come to

And, at Paul Hack Investment

client's invested assets. And as those

recognize that

Consulting of Raymond James &

assets grow (which is what the client

the clients who

Associates, we do a lot of hard work to

wants), so does our fee income. So,

have this com-

make sure the allocation l we
recommend meets the client's needs.

our interests and the client's interests
are exactly the same.

least four things

One thing this meant is that I would

Then, frankly, our priority is to

in common.

never again have to call a potential

make sure we are always available

client to try to get him to open an

to answer the client's questions,

First, they have an asset allocation

account with me and invest in

help the client move money or

strategy that provides the kind of risk

someone's latest "hot stock." It also

and diversification of investment they
are comfortable with.

meant that one by one I would have to

provide whatever service is
appropriate.

fort and confi-

dence have at

talk with each of my existing clients

and get them to go through this

The most rewarding thing about

working with clients the way we do is

very best experts in the world

process with me. Believe me, not an
easy thing to do.

choosing — and monitoring — their
specific investments.

Once

Second, they believe they have the

successful, or that we keep getting

our

client

becomes
comfortable with an asset allocation

strategy, we have to implement it in

Financial Advisor who works hard to

the best possible way. Picking stocks

The rewards come from knowing that

provide the service they need, when
they need it.

— whatever strategy they represent:

we've really found a way to help our

growth or value, large-cap or small-.

clients gain comfort and confidence .
about their investments.

And fourth, they have confidence

hard to do on a consistent basis. But

that their Financial Advisor's interests

that is often what provides a client

and their own are consistent, so they

with the comfort and confidence that

at 248-932-2902. We'll be glad to -

can have a high level of trust in that
advisor.

the people selecting his investments

show you how it works. Or, ask us to

are particularly good at what they do.

send you a copy of our brochure that

So, we search for the most

2002

10

new clients ... both of which are very
nice!

Third, they have easy access to their

cap, U.S. or international — is really

9/27

not just that our clients feel so

31550 Northwestern Highway Suite 250
Fan-nington Hills, MI 48334
www.hackinfo@35n.rjf.com

If you'd like know more, give us a cal

- explains what we do in more detail.

RAYMOND JAMES.

Member New York Stock Exchange/SIPC

You first,

644600

,

