Publisher's Synopsis
A blueprint for success in the 1990s Proven techniques for marketing and selling your financial planning services CPAs are discovering that to remain viable in the automated, hypercompetitive 1990s, they must break out of their "comfort zone" and take the big leap into financial planning services. This book is designed to get you quickly and confidently on–line with all the skills and expertise you need to make financial planning an important revenue generator in your practice. Accountant and certified financial planner Jim Ainsworth zeroes in on a controversial topic of major importance to the future of your businessshould accounting professionals sell investment products? His answer is a resounding "Yes!" and he arms you with the proven techniques he used to grow his business from a small town "tax–return factory" to a multimillion dollar financial services firm in just five years. With the help of real–life examples, sample correspondence, checklists, and other tools you can use in your own practice, Jim shows you how to:
- Become licensed to offer financial products and other nontraditional financial planning services
- Market yourself as a full–service financial planning specialist
- Structure fees and payment options to overcome client fee resistance
- Find your niche and develop the practice specialties that work best for you and your clients
- "Sell" your clients on the investments that will best help them meet their long–range financial goals
- Organize engagements, gather client data and customize client analyses, develop recommendations, prepare client reports and presentations, and much more
