Turn CPAs Into Referral Sources

Many financial advisors take the wrong approach to seeking referrals from CPAs, said Steven Jarvis, CPA, of Retirement Tax Services in his NAPFA Fall Conference presentation on “Delivering Massive Client Value Through Tax Planning in 2021.” Advisors go to networking events and ask CPAs to send them clients before they develop relationships with those CPAs. As a result, CPAs think of financial advisors as salespeople and try to avoid them, said Jarvis.

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