a woman named wanda leaves an ira nightmare

why estate planners may now need to re-think an uncountable number of revocable trusts in at least 30 jurisdictions.

by seymour goldberg, cpa, mba (taxation), jd
the practitioner’s guide to the ira distribution rules under the secure act

a kansas court case may make it necessary to redo many ira trusts and change them from revocable trusts to irrevocable trusts, affecting an untold number of estate plans in at least 30 jurisdictions. the case revolves around a woman named wand and a $93,314.48 promissory note to a bank.

wanda was living in a retirement home and getting by on medicaid when she died in 2003, leaving an estate that owed more than it owned. wanda’s ira accounts were set up to be payable to her revocable trust. but the court ruled that, because the estate’s assets were inadequate, the bank could seize wanda’s ira accounts.

more: why you really need a protective trustirs updates pub. 590b on ira distributionsirs pledges to fix secure act 10-year rmd rule

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so, from an asset protection point of view, it may be worthwhile to use an irrevocable standalone trust, instead of a revocable standalone trust, as the beneficiary of an ira account. this may be especially true in jurisdictions that have adopted versions of the uniform trust code.

the reason this case is so important is that during an ira owner’s lifetime, ira accounts are protected from creditors, except the irs, of course. but there has never been a case prior to the kansas case in which the deceased ira owner’s creditors – other than the irs – could collect from a beneficiary of a deceased ira owner’s ira account unless the beneficiary the ira account of the deceased ira owner was his or her estate.

since many attorneys in the u.s. use revocable trusts in estate planning and not irrevocable trusts, there may be many revocable trusts that have been selected as the ira owner’s beneficiary of his or her ira account. based on the kansas case, it may be necessary to review an uncountable number of trusts and change them from revocable to irrevocable trusts.

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four ways to leverage your referral network

executive on phone in officehow to get the best clients.

by anthony glomski and russ alan prince
your $5-million high-net-worth practice

most professionals, including accountants, get most of their client referrals from satisfied clients. the complication is that if you want to work with wealthier clients, the likely best way to source them is from other professionals they are currently engaging.

more: high-net-worth business development in four steps | 16 questions to set your practice goals | conviction + process + expertise = your next $5 million
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if you aim to work with the ultrawealthy and even the super-rich, be aware that as you move up the wealth hierarchy, they are less and less inclined to refer you to other people. it is something of a catch-22. in general, the better you are, the more the very wealthy are disinclined to share. that is, they are less likely to refer you to their financial peers. also, if you are maximizing your wealthy client relationships, there is hesitancy by these clients to make referrals because of a strong preference for extreme confidentiality (if not secrecy).
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high-net-worth business development in four steps

using the “everyone wins process.”

by anthony glomski and russ alan prince
your $5-million high-net-worth practice

when it comes to working with the wealthy, all your expertise and all your firm’s capabilities and all the other top-notch experts you can bring to the table are “givens.” put another way … they are table stakes, and you must have table stakes to play. you absolutely need a top-of-the-line high-net-worth practice.

more: 16 questions to set your practice goals | 6 steps to maximize referrals | a high-net-worth practice in four steps | how to attract the super-rich
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

as for your expertise, if you have a wealthy entrepreneur who wants to sell her business in a couple of years, there are some ways to mitigate capital gains and estate taxes. tax mitigation could come from the use of selected trusts or establishment of an offshore pension plan. the fact that you can do all these things does not inherently differentiate you from another quality accountant and many other high-caliber professionals. it most likely will separate you from many possible competitors, but they are not really the competition.
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there are 4 types of professionals

woman and man wearing masks, looking at laptopwhich one should you be?

by anthony glomski and russ alan prince
your $5-million high-net-worth practice

over the last decade with rising markets and the ranks of the wealthy swelling, it has certainly been possible to build a $5 million high-net-worth practice.

more: 16 questions to set your practice goals | 6 steps to maximize referrals | a high-net-worth practice in four steps
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

even with soaring competition, using the very same approach as we are discussing, you could have consistently generated those kinds of revenues or better.

so, what is the difference today? the difference is covid-19.
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four qualities of the wealthy

and what they need.

by anthony glomski and russ alan prince
your $5-million high-net-worth practice

by design, the clientele of an accounting firm’s high-net-worth practice is the wealthy, defined as having a net worth of $10 million or more.

more: 16 questions to set your practice goals | 6 steps to maximize referrals | a high-net-worth practice in four steps | how to attract the super-rich
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

we know that with clients at this level of net worth, you can indeed build a $5 million high-net-worth practice.
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16 questions to set your practice goals

businessman pole vaulting toward his goalplus three guidelines for setting financial targets.

by anthony glomski and russ alan prince
your $5-million high-net-worth practice

the accounting business was changing even before the onset of the covid-19 crisis.

more: 6 steps to maximize referrals | it’s all about your wealthy clients | conviction + process + expertise = your next $5 million | a high-net-worth practice in four steps | don’t ignore life insurance | adultery and other messy situations | how to attract the super-rich
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

three of the factors that are possibly impinging on your ability to be as successful as you want include:

    • significantly increased competition: from more accountants to other professionals encroaching on some of the expertise accountants provide, there is greater competition for the better clients.

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6 steps to maximize referrals

female executive greeting couplehow to foster opportunities from your wealthiest clients.

by anthony glomski and russ alan prince
your $5-million high-net-worth practice

as part of the discovery process, you are ascertaining who your wealthy clients can refer to you. in empirical study after study, accountants (as well as other professionals) say that they get most of their client referrals from their current clients. they also say that this happens because they do an excellent job for their clients.

more: it’s all about your wealthy clients | conviction + process + expertise = your next $5 million | a high-net-worth practice in four steps | don’t ignore life insurance | adultery and other messy situations | how to attract the super-rich
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

another insight we find in the research is that very few professionals are doing much to foster getting referrals from their highly satisfied clients.
read more →

foster opportunities from wealthy clients

female executive greeting couplehow to maximize referrals.

by anthony glomski and russ alan prince
your $5-million high-net-worth practice

as part of the discovery process, you are ascertaining who your wealthy clients can refer to you. in empirical study after study, accountants (as well as other professionals) say that they get most of their client referrals from their current clients. they also say that this happens because they do an excellent job for their clients.

more: it’s all about your wealthy clients | conviction + process + expertise = your next $5 million | a high-net-worth practice in four steps | don’t ignore life insurance | adultery and other messy situations | how to attract the super-rich
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

another insight we find in the research is that very few professionals are doing much to foster getting referrals from their highly satisfied clients.
read more →

it’s all about your wealthy clients

//m.g005e.com/2020/10/14/maximizing-wealthy-client-relationships/what do they truly want? listen between the lines.

by anthony glomski and russ alan prince
your $5-million high-net-worth practice

take a moment to consider:

how hard is it to find and bring on a wealthy client?

what does it take to keep a wealthy client highly satisfied and doing more business with you?

more: conviction + process + expertise = your next $5 million | a high-net-worth practice in four steps | don’t ignore life insurance | adultery and other messy situations | how to attract the super-rich
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

it commonly takes a lot to win a wealthy individual or family as a client. it takes a lot of effort to keep the wealthy as clients, let alone do more business with you. not only must you deliver top-quality expertise, but you often need to create a sensational experience. you must build a high level of rapport. yet, a great many accountants are not maximizing their relationships with their wealthy clients.
read more →

everyone wins! here’s how

client-focused business development in four steps.

by anthony glomski and russ alan prince

your $5-million high-net-worth practice

when it comes to working with the wealthy, all your expertise and all your firm’s capabilities and all the other top-notch experts you can bring to the table are “givens.” put another way … they are table stakes, and you must have table stakes to play. you absolutely need a top-of-the-line high-net-worth practice.

more: conviction + process + expertise = your next $5 million | a high-net-worth practice in four steps | don’t ignore life insurance | adultery and other messy situations | how to attract the super-rich
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

as for your expertise, if you have a wealthy entrepreneur who wants to sell her business in a couple of years, there are some ways to mitigate capital gains and estate taxes. tax mitigation could come from the use of selected trusts or establishment of an offshore pension plan. the fact that you can do all these things does not inherently differentiate you from another quality accountant and many other high-caliber professionals. it most likely will separate you from many possible competitors, but they are not really the competition.
read more →

conviction + process + expertise = your next $5 million

businessman working netbook outdoors, wearing sunglassesthis is your essential process.

by anthony glomski and russ alan prince
your $5-million high-net-worth practice

a lot goes into building a $5 million high-net-worth practice.

more: a high-net-worth practice in four steps | don’t ignore life insurance | adultery and other messy situations | how to attract the super-rich
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

it is a given that you will need wealthy clients. for most accountants, most of these wealthy clients are very likely to be successful business owners. but that is not always the case. you can potentially achieve your financial end goals with wealthy inheritors, for example.

read more →

four qualities of the wealthy

and what they need.

by anthony glomski and russ alan prince
your $5-million high-net-worth practice

by design, the clientele of an accounting firm’s high-net-worth practice is the wealthy, defined as having a net worth of $10 million or more.we know that with clients at this level of net worth, you can indeed build a $5 million high-net-worth practice.

more: a high-net-worth practice in four steps | don’t ignore life insurance | adultery and other messy situations | how to attract the super-rich
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

admittedly, the $10-million criterion is somewhat arbitrary. but in extensively researching the wealthy, coupled with “in the trenches experience,” clients with a net worth of $10 million or more consistently prove very rewarding for most accounting firms.
read more →