The Total Client Model comprises seven categories that together represent a complete, personal picture of you as a successful business owner (see Exhibit

6.1). These seven categories are as follows:

1. Values are the principles and standards of behavior you hold as vital to conducting your business and your life.

2. Goals entail your comprehensive agenda as a successful business owner.

3. Relationships involve the people—both personal and professional contacts—who are important to you as a successful business owner.

4. Assets are the financial details of your complete economic picture.

5. Advisors are the various professionals with whom you currently engage for help and guidance.

6.Process entails the way you prefer to work with professionals and how actively you like to be involved in managing your financial life.

7.Interests are your passions in life when you’re not working. These might include charitable involvements, hobbies and other pursuits that give your life meaning.

There are other approaches wealth managers can employ to systematically collect and organize information about their business owner clients, but in our experience the Total Client Model leads to superior insights and superior results. It is critical for you to work with a wealth manager who is adept at gaining a holistic understanding of you and your personal and related professional circumstances. That understanding will enable him or her to offer the most appropriate customized solutions—integrated wealth management services and products—to produce the results that are most crucial to you. Only in this way can a wealth manager you work with be truly client-centered.