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The Family Office Book


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Table of Contents

Introduction xi PART ONE Family Office Fundamentals 1 CHAPTER 1 The Family Office Industry 3 What Is a Family Office? 3 The Family Office Universe 5 The History of Family Offices 6 State of the Family Office Industry 9 Who Uses a Single or Multi-Family Office? 10 Why Family Offices? 12 More Money, More Problems 13 Family Office Industry Conferences 13 Conclusion 14 CHAPTER 2 Family Office Services 15 Ultra-Affluent Clients Have Different Needs 15 Family Office Services 17 Additional Benefits and Life Management Services as a Competitive Advantage 17 Single versus Multi-Family Office Services 19 Differences in Global Family Office Service Offerings 20 Conclusion 21 CHAPTER 3 Family Office Operations 23 Outsourced Model 23 Family Office Team Members 25 Family Office Investment Committees 27 Board of Advisors 27 Family Office Governance 27 Individual Family Governance 28 From CPA to Family Office CEO 29 Family Office Service Providers 31 Developing a Well-Oiled Family Office Machine 32 Implementing Processes, Procedures, and Systems in Your Family Office 32 Conclusion 32 CHAPTER 4 The Ultra-Affluent?s Guide to Selecting a Family Office 33 Starting a Single Family Office versus Joining a Multi-Family Office 33 Objective Family Office Selection Advice 34 What Do You Want? 34 Character Judgments 35 Seven Critical Family Office Questions to Ask 36 Family Office Veteran Quotes on How to Select a Family Office 37 Family Office One-Pager Evaluation Form 42 Conclusion 42 CHAPTER 5 Family Office Marketing 45 Your Client Avatar 46 Crystal Clear Edge 47 Brian Tracy Interview Excerpt on Capital Raising 48 Capital Raising Trifecta 49 Capital Raising Funnel 50 Storytelling 54 Persuasive Writing (Copywriting) 58 Brian Hughes Interview on Family Office Business Development 60 Conclusion 68 PART TWO Family Office Veteran Interviews 71 CHAPTER 6 Single Family Office Interviews 73 Family Office Interview with Michael Connor of Consolidated Investment Group 74 Family Office Interview with Elizabeth Hammack of CM Capital Corporation 88 Family Office Interview with Frank Casey 101 Family Office Interview with John Grzymala 116 Family Office Interview with Matthew Andrade, Director of Investment Analysis at Kinnear Financial 122 Family Office Interview with Angelo Robles, President of the Family Office Association 131 Conclusion 146 CHAPTER 7 Multi-Family Offices Interview Transcripts 147 Family Office Interview with Charles Grace of Threshold Group 147 Family Office Interview with Lukas Doerig of Marcuard Family Office 159 Family Office Interview with Jeff Colin, Founder of Baker Street Advisors 171 Family Office Interview with Thomas Melcher of Hawthorne Multi-Family Office 187 Family Office Interview with Greg Kushner, Founder of Lido Advisors 200 Family Office Interview with Bob Benson, Chief Investment Officer of Laird Norton Tyee 217 Conclusion 229 PART THREE Family Office Mechanics 231 CHAPTER 8 Family Office Investments 233 Traditional Investments 234 Alternative Investments 234 Venture Capital and Angel Investor Investments 235 Infrastructure Investments 236 Hard Asset Investments 236 Family Office Investment Process 237 Three Family Office Portfolio Construction Models 239 The Operating Business Sandbox Model 239 The Diversified Institutional Model 241 The Hybrid Model 241 Family Office Investment Committees 242 Investment Committee Examples 243 Strategic versus Tactical Asset Allocation 247 Institutional Consulting Firms and Family Office Investing 250 Family Office Interview with David Thomas, CEO of Equitas Capital Advisors, LLC 251 Conclusion 262 CHAPTER 9 Fund Manager Selection and Deal Flow 263 The Six-Step Fund Manager Selection Process 264 Managed Account Trends 266 Fund Manager Preferences 267 Global Fund Manager Due Diligence 267 Family Office Partnerships with Fund Managers 271 Managing Deal Flow Overload 272 Objective Character Analysis 273 The 6 Cs of Character Analysis 274 Family Office Interview with Evan Cooperman of Artemis Wealth Advisors 278 Conclusion 290 CHAPTER 10 The Future of the Family Office Industry 291 There Is No Family Office Industry 291 Shifting Investment Criteria 295 Family Office Job Growth 295 Family Office Training 295 New Global Hot Spots 296 Four Global Drivers of Family Office Industry Growth 297 Conclusion 299 Conclusion 301 Appendix: Family Office Newsletter 303 About the Author 305 Qualified Family Office Training 309 Index 311

About the Author

RICHARD C. WILSON works with single and multi-family offices and the ultra-wealthy on a daily basis. Richard's team at the G.T.C. Institute, LLC operates the 40,000 member Family Offices Group association, a newsletter called Family Office Monthly, and the Qualified Family Office Professional (QFOP) training program. Richard also has a team that is laser-focused on connecting family offices to best-of-breed fund managers. Richard is a global speaker on family offices having spoken at and chaired more than 50 industry conferences and summits in Zurich, Monaco, Singapore, Moscow, New York, Liechtenstein, Sao Paulo, Tokyo, and the Cayman Islands.

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