by Lance Wallach
CPAs are the best and most qualified professionals when it comes to serving their clients needs, but they need to know when and how to coordinate with other experts.
Over the last twenty years we have worked with thousands of practitioners who have decided to add financial services to their practices. They do it for a variety of reasons, but the most common are as follows:
*They don’t want to refer their client elsewhere when they request financial services.
* They want to remain competitive.
*They want to diversify and increase their revenue as opposed to depending solely on tax and accounting revenue.
While helping these professionals add planning and investment services to their core offerings, we have found that they achieve four main benefits after doing so:
1. They are more satisfied with their work.
2. Their clients are more satisfied because they can work with someone they trust to meet financial goals.
3. Their clients give them more referrals.
4. Their incomes increase.
We believe that CPAs are the most appropriate–and perhaps the only–professionals who can provide comprehensive financial services to clients because they understand their clients’ tax and financial situations. Their clients trust these practitioners to provide professional advice that is in their best interest. In fact, we believe that tax professionals have an obligation and responsibility to advise their clients, and clients expect their professionals to advise them in these important areas.
With a combination of never-ending tax reform, the Tax Code’s significant and complex changes, and the market volatility we’ve experienced over the past few years, clients need guidance more than ever. Practitioners who provide financial planning and investment advisory services are in a position to advise and assist their clients with these issues.
Practitioners just starting out in this arena may not possess the myriad skill sets and substantive knowledge required to embark on new business ventures.
CPAs who don’t have all of the necessary talent in-house may find it easier to associate themselves with strategic “partners” who can provide the proper skill sets, training, technology, support and turnkey solutions in their specialized disciplines and niches, to help identify and meet their clients’ financial goals.
Adapted from “The Team Approach to Tax, Financial & Estate Planning,” edited by Lance Wallach, with chapters by Katharine Gratwick Baker, Fredda Herz Brown, Dr. Stanly J. Feldman, Ira Kaplan, Joseph W. Maczuga, Roger E. Nauheimer, Roger C. Ochs, Matthew J. O’Connor, Richard Preston, Steve Riley, Carl Lloyd Sheeler, Peter Spero, Paul J. Williams, and Roger M. Winsby. Product 017235.