{"id":130437,"date":"2024-11-03t12:00:02","date_gmt":"2024-11-03t17:00:02","guid":{"rendered":"\/\/www.g005e.com\/?p=130437"},"modified":"2024-12-06t12:20:02","modified_gmt":"2024-12-06t17:20:02","slug":"why-now-is-the-time-for-cpas-to-embrace-wealth-management","status":"publish","type":"post","link":"\/\/www.g005e.com\/2024\/11\/03\/why-now-is-the-time-for-cpas-to-embrace-wealth-management\/","title":{"rendered":"why now is the time for cpas to embrace wealth management"},"content":{"rendered":"\n\n\n
\n

\"portrait
fineberg<\/figcaption><\/figure><\/td>\n
seth fineberg is an accounting industry consultant, content strategist, analyst and speaker. his current business is accountants forward<\/a>. he has been a business editor and journalist for over 30 years, the vast majority of which has been spent overseeing the accounting profession\u2019s evolution.<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n

start with a conversation.<\/strong><\/p>\n

by seth fineberg
\nthe holistic guide to wealth management.<\/a>
\n<\/em><\/p>\n

today we are cresting the biggest waves of change that i\u2019ve seen in my 20-plus years of covering the accounting profession. i\u2019m talking about the need for cpas to go beyond simply being the trusted tax guy (or girl) for their clients and to help them manage all<\/strong> aspects of their wealth. this movement has been building for the better part of a decade, but only recently has it gone from \u201ci\u2019ll think about it\u201d to \u201ccan i afford not to get on board?\u201d<\/p>\n

not to sound the alarm bells here, but cpas must soon choose between riding the financial planning wave or being swept under it.
\n
\nsure, some cpas will be able to stay in their tax preparer lane and make a decent income. they\u2019ll always have a core group of loyal clients who require preparation of tax returns, financial statements and other routine recurring services. but many clients need help with many other areas of their business and personal lives. fortunately, advances in technology, service options and more have created unprecedented opportunities for cpas to remain in public practice and continue to thrive.<\/p>\n

the fundamentals of the accounting business have reached a point of inflection. cpas must evolve if they want to remain relevant outside of the limited services described above. an important new service area to consider is wealth management.<\/p>\n

i realize some cpas aren\u2019t going to change what they do despite all the evidence supporting the need to pivot. sure, they may make some incremental adjustments at the firm level to improve their efficiency but adding entirely new service areas \u2013 such as wealth management \u2013 is not for the faint of heart. doing so requires commitment, confidence, collaboration and a willingness to explore the unknown.<\/p>\n

from financial historian to advisor<\/strong><\/p>\n

vendors, service providers and industry organizations have long been urging cpas to become trusted advisors to their clients, not merely financial historians. some cpas have heeded the call, but many remain skeptical.<\/p>\n

so, what does the term \u201dadvisory\u201d really mean? in simplest terms, it begins with having conversations with clients \u2013 when it\u2019s not busy season \u2013 to discuss their total financial picture. these should be frank discussion of their worries and goals going forward. it\u2019s not about rehashing their financial history, which is what doing taxes is all about. having these important non-tax conversations with clients puts you well on your way to being their \u201dtrusted advisor.\u201d establishing the trust part is essential because it\u2019s what opens the door to having more meaningful conversations with clients, which can ultimately lead to providing them with wealth management and other services.<\/p>\n

why now?<\/strong><\/p>\n

first we have generational dynamics at play in the workforce. we have more people (i.e., boomers) retired or planning to retire than at any time in our nation\u2019s history. while boomers may be the most financially literate generation we\u2019ve seen, they still need plenty of help with their money issues. further, we\u2019re undergoing the largest transfer of wealth between generations that our nation has ever seen \u2013 and it should continue for several decades.<\/p>\n

whether you\u2019re a client\u2019s personal cpa or perhaps the cpa for the company employing them, there is no reason why you can\u2019t step in and offer boomers guidance. as mentioned earlier, there are a growing number of service providers in the market that would be more than happy to partner with you to provide various aspects of wealth management to your clients.<\/p>\n

for example, and not discounting lead author rory henry\u2019s own company arrowroot family office, service providers including trust & will, wealth.com, bento engine, nitrogen, dpl financial partners, docupace and many more providers have knowledge and tools to help accounting firms expand into the wealth management space.<\/p>\n

again, as a cpa, you are your clients\u2019 most trusted guide. you are the one who has been helping them in their financial lives the longest. and even if your client tells you they already have a financial planner, it\u2019s worth reaching out to that planner, and potentially collaborating with them as part of your service to ensure that your client is getting the best possible advice.<\/p>\n

second, we have the burgeoning number of gen xers (roughly age 43-58) who have ascended to management positions. they\u2019re at the stage of life at which they need to give serious thought to retirement planning and other wealth management concerns. i have found that gen xers generally do not have as much financial literacy and wealth management acumen as their elders. it hasn\u2019t been engrained in their psyche or made a high priority.<\/p>\n

in fact, a recent clever survey<\/a> found that only half (56%) of gen xers have less than $100,000 saved for retirement, although 55 percent believe they will need $500,000 or more to retire comfortably. according to an emoney report<\/a>, with support stats from experian<\/a>, \u201cgeneration x is dealing with a good deal of debt in the form of mortgages, credit cards and student loans. in fact, this generation carries more debt across nearly all credit products than any other,\u201d researchers asserted.<\/p>\n

but financial planning<\/a> magazine recently reported that \u201csenior members of generation x, who are now between the ages of 43 and 58, face a potentially acute financial crunch, according to the society of actuaries. that makes a good chunk of the roughly 63 million cohort a major test of how wealth advisors can best help clients at an age when they need it most, according to the society of actuaries.\u201d<\/p>\n

most gen xers plan to remain in the work force for many more years. they are open to learning what their cpa can do for them instead of working with a new wealth manager they don\u2019t already know and trust. you may have already worked with gen xers as individual taxpayers or business owners during earlier hard times. having a basic conversation with them about wealth management should not be a challenge.<\/p>\n

i can\u2019t stress enough the importance of offering clients help in areas for which they truly need assistance \u2013 but didn\u2019t know their trusted cpa was capable of providing it. doing so will cement your relationship with the client and provide you with higher margin, more fulfilling services that add more value to the client relationship.<\/p>\n

next steps<\/strong><\/p>\n

understandably, many cpas are reluctant to start offering wealth management or other new high-value services because they feel they may not be knowledgeable enough. or they may feel they don\u2019t have the right kind of training. but, for cpas, there are many different ways to offer wealth management services to your clients<\/strong> and doing so doesn\u2019t need to be all that complicated. as your client\u2019s most trusted advisor, chances are you already have many pieces of the wealth management puzzle in place.<\/p>\n

as an individual\u2019s or corporate client\u2019s cpa, you are likely already steeped in their financials. you know year in, year out what they owe in taxes and why. you know intimately where their spending goes, and you may already offer basic ways for them to save on taxes. in short, the trust is there. the data is there. so, with all due respect, when a client asks you to help them secure their financial future as well as that of their family and employees, why do you refer them to financial planners or wealth managers<\/strong> instead of helping them yourself? don\u2019t tell me it\u2019s because you do not have the initials cfp after your name. that doesn\u2019t cut it these days.<\/p>\n

you not only have years\u2019 worth of your clients\u2019 financial data at your fingertips, you have their trust and a good rapport \u2013 things that can\u2019t just be built overnight. why pass them on to other professionals who must essentially start the relationship from scratch with your client and spend months, if not years, trying to get to know your client as well as you do? even after all that time, certain decisions or recommendations will be left to interpretation by another individual or organization who doesn\u2019t have all the client data and insight you have to support those actions. this is at the very core of why you, the cpa, are best suited to help support the aspirations of your client, their family and their employees.<\/p>\n

in short, schedule a non-tax conversation with your clients about even the most basic next steps we\u2019ve discussed above. there are numerous ways to partner with other specialists and technology providers to make you even more valuable in this area of advisory work.<\/p>\n

when it comes to wealth management or other high-value services, don\u2019t wait for clients to ask. learn to anticipate their needs and help them understand why you are the right person to help them.<\/p>\n

remember those awkward junior high school dances you attended? you had sixth- and seventh-grade boys on one side of the gym and girls on the other. they all wanted to dance, but no one on either side wanted to make the first move. most believe if someone of the opposite gender really wants to dance with them, they would have already asked. ultimately everyone goes home at night feeling disappointed.<\/p>\n

conclusion<\/strong><\/p>\n

don\u2019t wait for clients to ask you to dance. have the courage to make the first move. there have never been more tools and resources available to assist you.<\/p>\n","protected":false},"excerpt":{"rendered":"

start with a conversation.<\/strong><\/p>\n

by seth fineberg<\/em><\/p>\n","protected":false},"author":5133,"featured_media":130892,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_relevanssi_hide_post":"","_relevanssi_hide_content":"","_relevanssi_pin_for_all":"","_relevanssi_pin_keywords":"","_relevanssi_unpin_keywords":"","_relevanssi_related_keywords":"","_relevanssi_related_include_ids":"","_relevanssi_related_exclude_ids":"","_relevanssi_related_no_append":"","_relevanssi_related_not_related":"","_relevanssi_related_posts":"","_relevanssi_noindex_reason":"","footnotes":""},"categories":[3120,3002,3139],"tags":[4699,4756],"class_list":["post-130437","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-pro-member-exclusive","category-special","category-wealth","tag-rory-henry","tag-the-holistic-guide-to-wealth-management"],"acf":[],"yoast_head":"\nwhy now is the time for cpas to embrace wealth management - 卡塔尔世界杯常规比赛时间<\/title>\n<meta name=\"description\" content=\"actionable intelligence for tax, accounting, and financial professionals\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"\/\/www.g005e.com\/2024\/11\/03\/why-now-is-the-time-for-cpas-to-embrace-wealth-management\/\" \/>\n<meta property=\"og:locale\" content=\"en_us\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"why now is the time for cpas to embrace wealth management - 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