(July 17, 2000) Deena Katz, author of six books and guest on national television and radio, presents her thoughts on practice management including key suggestions on client fee structure, employee compensation, technology tools and more.

	Introduction
In this edition we’ll be discussing Practice Management for the Financial Planner. Our guest is Ms. Deena Katz, CFP and president of Evensky, Brown & Katz Financial Advisers.

	Question 1
Maybe you could start off simply by giving us a quick introduction to yourself, your book and your practice.

	Question 2
You place a lot of value on quality, when it comes to acquiring clients for your firm. What types of clients do you target and how, specifically?

	Question 3
Any advice for the planner struggling with managing their clients’ immediate investment-return expectations?

	Question 4
You seem to set high standards for your employees as well. Could you give us a little insight into your firm’s recruitment and employee retention strategies?

	Question 5
With 14 employees, your firm represents approximately 200 clients and $360 million. Where does that rank your firm among others in terms of account profitability?

	Question 6
How do you determine client fees and employee compensation in your firm?

	Question 7
What measures has your firm taken to prepare for the current consolidation trend in the financial services industry?

	Question 8
Was your firm’s Web site created with your current client base in mind, or is it primarily a tool to acquire new clients?

	Question 9
And do your current clients use the site on a pretty frequent basis?

	Question 10
How do clients find out about your site and how to access it?

	Question 11
In addition to providing a Web site, what other tools do you recommend for every tech-savvy financial planner to use in their practice?

	Question 12
Perhaps you could close this edition with a bit of advice for the independent financial planner who’s facing the challenge of balancing it all?

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