Does Your CPA Firm Offer Wealth Management Services? | STRATEGY COACHING

If your firm offers wealth management services and you have not created a process for selling those services to a target group of accounting clients during the current busy season, you can still start a process of identifying target clients this year. One common reason given by CPA firms for not selling wealth management services by scheduling appointments during the busy season/ tax season for later in the spring or summer is that they have never had time to segment their client list

This year is the perfect time to address that barrier. You can still use this busy/tax season to build your segmented lists – when you are talking to your clients about their reports or taxes. There is still time to identify clients that need wealth management services. As you identify them, segment the list according to the level of service each needs.

You can take the first step in segmenting your list by choosing some of these Hourglass_iStock_000000350497XSmall_-_Resized

Those who earn more than $100,000 per year
Those that are within 5 years of retirement
Those who have just had a baby this year
Those that have more than x dividend income

Adjust these to your market and your client base

I think there is a very good chance that you have not completed work for your largest clients. You still have time to introduce the idea of wealth management services. At the very least, you can lay the groundwork for a more substantive and sales-focused conversation later.

If your team needs help building the process or sales training, call us at 732-397-8489. We can help you get a sales program on track.