Designed for use by CPA Firms and other
Centers of Influence with Castle Financial Advisors, LLC
 

New and Exciting Revenue Sources for Your Firm

Your firm needs the flexibility to decide which additional services are made available to your clients and how you choose to be compensated for your efforts.  Currently, your clients are accustomed to paying you for the accounting, business planning and tax work that you perform.  They are willing to pay you fairly for the services you perform where they perceive value.  In our experience your client will be more than willing to allow you to charge a fee for financial planning services.  This is only the beginning.  We have also found that your clients would actually prefer that you also implement and oversee their Investment Advisory Accounts and Insurance Programs. 
 
The introduction of Financial Planning to your clients by your firm can and will be appreciated by your clients.  They will perceive the additional value that these services bring and they will be willing to pay for it.  This is why most accounting firms take their first step into financial services through Fee Based Financial Planning.
 
Life Disability & Long Term Care Insurance:
Often, your clients perceive insurance professionals as a blight on society.  In our experience, clients of reputable accounting firms are seriously under or inappropriately insured due to bad experiences with insurance sales people.  Your unique client perspective and understanding of your clients personal and business concerns allows you to provide your clients with sound and reasonable insurance protection programs.  You and your firm can also be compensated when your client purchases an insurance product provided you and your firm are licensed appropriately for the sales of these products.
 
 
 
The Proven Results of this New Client Service:
  1. Client appreciation for a new and valuable service offered by your firm.
  2. Clients will know that your firm is proactive and provides the best accounting and wealth creation strategies available.
  3. Your existing client base will be protected because if you do not provide this vital service to your clients, someone else will.
  4. A drastic increase to the revenue of your firm through a new and exciting profit center.
  5. The referral to new clients for accounting and financial services.
 
A Marketing System for:
  1. Personal Wealth Accumulation Plans
  2. Personal Wealth & Estate Distribution Plans
  3. Focused Financial Strategies
 
An Outline of Marketing Stages:
  1. The Approach Conversation
  2. Introduction to the Financial Planning Process
  3. The Confidential Questionnaire
  4. The Comprehensive Financial Review
  5. The Financial Planning Engagement 

Marketing System 

As your client’s most trusted advisor, the marketing process offered is both natural and effective.  You have already helped your client navigate the treacherous waters of taxation and finance.  You have taken on the added responsibility to review other areas of your client’s personal finance to help them make the right decision when dealing with other advisors.  Typically, you may be asked to comment on an investment program, an insurance policy, a mortgage loan or an estate plan written by a qualified attorney. 
 
Marketing to your clients is natural because they already view you as qualified to help them make the right decision.  Marketing these new services is effective because more often than not, your client would rather deal with you on these sensitive financial matters.  You and your firm can market these services to your clients with confidence knowing that Castle Financial Advisors can support you with the financial expertise necessary, a complete inventory of financial products and access to advisors who share a common goal with you.  That goal is to provide your client with highest level of professionalism and courtesy while helping them maximize the wealth within their personal economies, providing the best financial options and protecting their personal wealth from financial loss.

The Approach Conversation

Approach to a New Client:
In order to give you the best advise available, our firm needs to know more about you, your business, your family and your financial goals and objectives.
 
As part of your accounting package, our firm insists on completing a detailed financial review for your benefit.  The end result of this review will help us reduce or minimize income taxes, minimize financial risks and give you feedback that will help you maximize the wealth within your personal economy.  If you wish, we are willing and able to help address any financial problems or concerns that are uncovered in the financial review.
 
When I see you on ________________for our next meeting, I would like to explain to you in a little more detail how you can benefit from this financial review.  That’s OK, isn’t it?”
 
Approach to an Existing Client:
 
Over the years, our firm has given you the best tax advise available given the information we know about you.  Also, there have also been occasions where you sought out our advice as it relates to other financial concerns that were important to you, your family and business (give example).   We have found that in spite of our efforts to counsel our clients in these areas, many other financial concerns are not addressed.
 
As part of your current accounting services, our firm insists on completing a detailed financial review for your benefit.  The end result of this review will help us reduce or minimize income taxes, minimize financial risks and give you feedback that will help you maximize the wealth within your personal economy.  If you wish, we are willing and able to help address any financial problems or concerns that are uncovered in the financial review.
 
When I see you on ________________for our next meeting, I would like to explain to you in a little more detail how you can benefit from this financial review.  That’s OK, isn’t it?”

Introduction to Financial Planning Process

Everyone’s financial situation is unique.  Castle Financial Advisors has found that the financial planning process must match a client’s level of financial maturity and be geared to address a client’s heart felt concerns and financial wants.  The initial conversation to your client needs to address specific concerns that they have.  Often a general overview of financial planning will not do the job and may also bore your client to tears.  This is why our process is different and offers a variety of introductory conversations that will engage your client in dialogue and motivate them to achieve maximum financial success through either the process of comprehensive financial planning or implementing a focused financial strategy.

The introductory conversations available to engage your clients include:

Wealth Maximization           Financial Risk Management
Estate Engineering   Investment Risk Management
Financial Planning Models   Business Succession Planning

The Confidential Questionnaire

Castle Financial Advisors offers several Confidential Questionnaires.  Each document is designed with a specific purpose and to aid in the collection of the personal information and factual financial data needed to provide appropriate financial solutions for your clients.

The different questionnaires available are able to help you gather information to help your clients in the following areas:

Accumulation Planning      Investment Planning & Portfolio Review
Distribution & Estate Planning  Qualified Plan/Executive Benefit Design Business Continuity Planning
 
The Comprehensive Financial Review
 
It is difficult for anyone to make a financial decision until they fully recognize and understand their current situation.  The written Financial Review does just that.  It details every aspect of a client’s personal or business financial plan.  The Financial Review also highlights important “Areas of Concern” for a client. 
 
Typically, the Financial Review is provided for your client as part of your regular work with them.  It will help you determine if your client can benefit from the financial planning process.  Not everyone is a Financial Planning candidate.  The Financial Review might indicate that a single Financial Strategy is appropriate or that a single financial product should be considered.
 

The Financial Planning or Focused Financial Strategy Engagement

The Financial Review helps a client understand and quantify the value of a Financial Planning Engagement.  It gives a client a clear understanding of their financial situation.  They understand what they are doing right and are aware of potential “Areas of Concern”.  The Financial Planning process a methodology to build on a client’s past decisions, maximize client’s wealth and to protect a client’s financial security.  The Financial Planning Engagement explains, in detail, the work to be completed and the analysis that are involved as part of a client’s written financial plan.  The engagement also states the fee that is charged to prepare the Financial Plan.
 

Focused Financial Strategies

Not all clients are candidates for comprehensive Financial Planning.  It is possible that a client’s current situation does not warrant this approach.  It is also possible that even though a client is an excellent candidate for Financial Planning, other circumstances preclude the client from engaging in this sometimes-arduous process.  Focused Financial Strategies gives you the ability to help your clients by delivering sound financial solutions to specific concerns that your client may have.  Areas that can be addressed through Focused Financial Strategies include:

Personal  Business
   
Cash Flow & Debt Management  Cash Flow & Debt Management
Personal Insurance Review  Business Insurance Review
Income Tax Savings Techniques Income Tax Savings Techniques
Investment Portfolio Review Cash Alternatives
Retirement Planning Qualified Plan Design or Review
IRA Distribution Analysis  Executive Benefit Programs
College Funding Voluntary Employee Benefits
Estate Planning Business Continuity Planning

                       


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