Relationship Management

The "Perfect" Book


“Independent (1099)” Compensation Formula

"Wirehouse" Compensation Formula

"Independent" Compensation Formula

Wirehouse Compensation Formula
Independent Compensation Formula

*Earnings Before Owners Compensation.

Client Service Worksheet

Household Profile

Household Profile

Information not captured on new account form.
Married couples & Domestic Partnerships: One profile for each person.

Client Service Matrix

Client Service Matrix

Religious Holidays

According to Gallop Poll, 3 in 4 Americans identify with a religious faith. Forty-nine percent of Americans say Religion is “very important” in their life, with another 27% saying it’s “fairly important”. Respecting the faith practices of clients shows personal interest and respect.


  • 65% of all Americans are Christian
  • Good Friday
    • Commemorates the crucifixion of Jesus Christ
  • Easter
    • Commemorates the resurrection of Jesus Christ
  • Christmas
    • Commemorates the birth of Jesus Christ
    • Holiest day of the year for Christians


  • 2% of all Americans are Jewish
  • However, 13% of all New Yorkers are Jewish
  • Rosh Hashanah
    • New Year
  • Yom Kippur
    • Day of Atonement
    • Holiest day of the year for Jews
  • Sukkot
    • Feast of Tabernacles
    • Joyful Day - Celebrate the Harvest
  • Hanukkah
    • Commemorates the Maccabean revolt against the Seleucid Empire Recapture of Jerusalem
    • Festival Lights


  • 1% of all Americans are Muslim
  • However, 9% of all New Yorkers are Muslim
  • Ramadan
    • Muhammad received initial revelations of the Quran
    • Holy month of fasting, introspection and prayer
  • AI-Hijra
    • Islamic New Year
    • Marks the end of Mohammad's journey from Mecca to Medina
  • Arafat
    • Ninth day of Jajj
    • Holiest day in Islam
    • Muslims around the world gather at mosques for a solidarity prayer
    • Day of forgiveness

Gifting Occasions

  • Referral (most important)
  • Birthday
  • Baby (Child / Grandchild)
  • Thank You
  • Engagement
  • Wedding
  • Holidays
  • Sympathy
  • Get Well
  • New Home (Primary / Vacation)
  • Retirement
  • Sold Business
  • Child's College Admission Or Graduation
  • Grandchild's College Admission Or Graduation

Gift Ideas

It's not how much you spend that impresses a client. It's the element of surprise and the relevancy to your client's interests. Per SEC & FINRA: FAs are allowed to give gifts to their clients assuming they're not excessive; nor quid pro quo. Gift limits apply.

Host Networking Dinner Party

Host Networking Diner Party