A SPOT IN THE BIG GAME
Accountants bring solid tools to the table
but ones who earn a financial planning
designation bring more, and they want new
clients. Make sure they don’t poach yours. 14
6 NEGOTIATING LIFE’S CURVES
Let’s face it, nobody’s life unfolds strictly according to a
master strategy. That’s why every client’s financial plan
should change as their circumstances do. Accountants
who bring planners into the fold have a leg up when it
comes to keeping clients on the straight and narrow.
10 SCANT PROGRESS WITHOUT TRUST
Understanding finance is a prerequisite for successful
planners but so is understanding people. It’s tough
to create trust in the wake of the recent economic
upheaval, but it is key to success.
20 STAYING THE COURSE
The recent devastating recession was the first
experience of a dramatic downturn for many people.
It brought back into sharp focus the need to take the
long view when it comes to investing, as both clients
and advisors rode emotional rollercoasters.
24 TWO HEADS BETTER THAN ONE
When an accountant joins forces with a financial
planner the results can be impressive, as long as they
understand each other’s roles well.
28 WHAT’S IN A NAME?
Financial planners come in all shapes and sizes, and
with a whole bunch of different letters trailing behind
their names. We break it all down.
32 ACROSS THE GREAT DIVIDE
Part of financial planning can be selling a business,
and that can get messy, especially if it’s a family affair.
That’s when a mediator can make all the difference.
34 THAT SUITS ME NICELY
Cary List was an accountant who became a financial
planner in 1994. He wishes more people would do that,
especially given the looming shortage of planners.