Working with CPA's
Integrating financial services into your practice can help broaden and expand your client base and profitability.
The top issues facing the majority of CPA firms today can be broken into three major areas: finding and keeping good talent, succession planning and pressure to increase revenues and profitability.
THE FIRST ISSUE: FINDING, RECRUITING AND RETAINING GOOD TALENT, IS NOT LIKELY TO GO AWAY SOON. IN FACT, IT MAY BECOME EVEN WORSE DUE TO A SUBSTANTIAL DECREASE IN THE NUMBER OF CANDIDATES NOW COMING OUT OF THE COUNTRY’S COLLEGES AND UNIVERSITIES. EVEN THE BEST CPA FIRMS ARE HAVING TROUBLE BRINGING NEW, YOUNGER TALENT ON BOARD.
THE SECOND TOP ISSUE IS REALLY AN EXTENSION OF THE FIRST: SUCCESSION PLANNING. THE ISSUE IS REALLY TWO-FOLD: THERE ISN’T ENOUGH NEW TALENT COMING OUR OF SCHOOL TO FILL UP THE RANKS AND, AS A RESULT, MANY OF TODAY’S PARTNERS HAVE SERIOUS DOUBTS THAT WHAT TALENT REMAINS WILL BE ABLE TO GENERATE THE KIND OF REVENUE NEEDED TO KEEP THE FIRM AFLOAT AND PAY THEIR RETIREMENT BENEFITS.
THE THIRD ISSUE: PRESSURE TO INCREASE REVENUES, MAY BE THE ONE AREA WHERE AT LEAST SOME CPAs ARE MAKING GOOD PROGRESS. OVER THE PAST SEVERAL YEARS, MANY CPA FIRMS HAVE TURNED TO ADDITIONAL, VALUE-ADDED SERVICES TO INCREASE THEIR SOURCE OF REVENUE. AMONG THOSE SERVICES IS PERSONAL FINANCIAL PLANNING, WEALTH MANAGEMENT AND BUSINESS VALUATION SERVICES.
Of those firms venturing into personal financial planning and wealth management, some have gone into asset management and charged fees related to assets under management, while others have gone into sales of products such as life insurance. It is the latter group that seems to be making the most headway.
By partnering with reputable financial services companies—sometimes as a joint venture, sometimes in a strategic alliance—CPAs cannot only recommend a course of action to their clients, but also take an active role in helping them carry it out—right down to the selection and purchase of underlying products.
Some CPAs have become licensed to sell insurance and securities. Others rely on referrals to their joint venture partners and some have brought individuals in-house in order to retain a degree of control over the entire process. Regardless of which method works best, the CPAs who have integrated financial services into their practices have not only seen increased revenue, but also an increase in their customer base.
If your firm is looking to establish partnership arrangements with financial service professionals, before you start, do your homework. Look for a company that’s been working with CPAs all along, one that has an established program designed to get you up and running in the least possible time and at the least possible expense. Look for a company that gives you access to advanced marketing attorneys, pension specialists and product specialists and offers comprehensive training programs geared to you.
The opportunities in financial services for today’s small, independent CPA are many, and those who are taking advantage of them are the ones who are remaining in control of their finances and future.
JOIN OUR TEAM
YOU KNOW BETTER THAN ANYONE ELSE THAT TO REMAIN PROFITABLE, YOU MUST CONSISTENTLY DEVELOP FRESH SOURCES OF GROWTH AND INCOME. YOU ARE A TRUSTED AND RESPECTED FINANCIAL PROFESSIONAL. YOUR CLIENTS COME TO YOU TO HELP THEM ADDRESS THEIR FINANCIAL CONCERNS.
WHO BETTER TO TRUST THAN THE ONE MOST FAMILIAR WITH THEIR FINANCIAL NEEDS AND WANTS?
BUT HAVE YOU BEEN ABLE TO PROVIDE ALL THAT YOUR CLIENTS NEED?
FOR SOME TIME NOW, certified public accountants HAVE BEEN ABLE TO GET LICENSED TO SELL COMMISSIONED PRODUCTS, TYPICALLY LIFE INSURANCE AND SECURITIES. TREMENDOUS OPPORTUNITY NOW EXISTS FOR YOU TO PROVIDE YOUR CLIENTS WITH THE FINANCIAL PRODUCTS AND SERVICES THEY NEED. ARE YOU READY TO TAKE ADVANTAGE OF THOSE OPPORTUNITIES? THE CHOICE IS YOURS.
If you are looking to expand your practice by providing an integrated approach, tax strategies and financial planning, our CPA Advantage Program may interest you. Through our unique planning process, we have what you need to take your business to the next level.
• Training & Support
• Revenue-Sharing Arrangements
• Marketing Support
• Consultative Services
• Product & Design Services
• Technical Reference Materials
From local CPE seminars to a national symposium, we provide you with information and resources to help you assist your clients with their financial goals.
Traditional sources of revenue for CPAs have been eroding for years. To remain profitable, CPAs need to develop fresh sources of growth and income. By expanding your practice to include products and services traditionally offered only by insurance and financial services companies, you are not only able to broaden your practice, but your profitability as well.
Leverage our turnkey marketing strategies, including client letters, marketing brochures and educational seminars for your clients.
Are you working with small business owners or emerging to high net worth individuals? We are one of the few companies with a dedicated advanced sales team that is ready to help you with complex cases.
PRODUCT & DESIGN SERVICES
What’s your question? With over 230 years of combined experience, our sales support team provides proactive, personalized outreach on key sales, marketing and product strategies.
TECHNICAL REFERENCE MATERIALS
Our proprietary reference materials provide you with answers to complex planning strategies including how they work with the Internal Revenue Code.
THE PRODUCTS WE OFFER ARE THE SOLUTIONS THAT HELP YOU HELP OTHERS.
OUR VARIOUS FINANCIAL SERVICES COMPANIES OFFER A FULL PORTFOLIO OF LIFE, ANNUITY AND INVESTMENT PRODUCTS TO HELP MEET A VARIETY OF NEEDS FOR INDIVIDUALS, FAMILIES, PROFESSIONALS AND BUSINESS OWNERS. WE HELPED PIONEER THE CONCEPT OF “LIVING BENEFITS” AND THE IDEA THAT LIFE INSURANCE IS ABOUT PROTECTING THE LIVING.
FREQUENTLY ASKED QUESTIONS
HOW DO YOU WORK WITH CPAS?
Through our CPA Partnership program, you can expand your practice to offer financial services to your clients. Whether you want to offer our products through an agent partnership, or become a licensed agent yourself, we can customize an approach that works for you.
HOW LONG HAVE YOU BEEN PARTNERING WITH CPAS?
We have been partnering with CPAs for over 35 years.
WHAT TYPE OF RESOURCES WILL I HAVE ACCESS TO?
When you enter into a partnership with us, you will have access to in-house advanced marketing attorneys, retirement planning and qualified plan design specialists, as well as life and annuity product specialists. Through our Broker/Dealer/ Investment Advisor, you will have access to an extensive line of financial products and services.
HOW WILL YOU SUPPORT MY TRAINING AND MARKETING NEEDS?
We are one of a small number of life insurance companies in the United States licensed as approved sponsors on the National Registry of CPE Sponsors allowing us to offer CE credits through public seminars as well as private briefings for you and your associates. We also offer an online eLearning training platform for products and sales strategy training. For marketing support, you will have access to a number of marketing programs, customizable marketing material, newsletters and websites.