Published on February 19, 2014
Untapped Referral Sources by Brokerville www.brokerville.com
CPAs and Attorneys okay, but…… • Every advisor is courting them • Some are in competition with you • They worry about losing a client if you lose their client money • High threshold of competence required
Other Businesses • Already have relationships with the clients you want • Relationships are generally transactional • Cannot judge your competence • Most advisors ignore them • Easy to answer –what can you do for them
Commercial Real Estate Brokers • Do you ever have prospects that won’t sell because of tax reasons? • Solutions: CGET, Private Annuity Trust • Perfect for Seminars or joint meeting • Aggressive Tax Avoidance for Real Estate Owners—John Reed http://www.johntreed.com/realestate.html
Capital Gains Elimination Trust Parents Own $1 million low basis stock, no dividends. They gift it to Parents get annual income, e.g. hypothetical 10% for life = $2 million Parents get tax deduction for gift to CGET = $284,000 No estate tax as asset is removed from their estate = $470,000 savings CGET CGET sells stock, has $1 million to reinvest for income and gains. Sale is Tax Free. Requirement-when both parents die, at least 10% of original gift must go to charity
Private Annuity Trust Source: National Association of Financial and Estate Planning
Private Annuity Trust • Defers gain for years • Converts equity into cash • Basically an installment sale to heirs
Hospitals (LTC) • They want to court seniors • Program on LTC (or How to Analyze an Assisted Living Arrangement) • Use hospital for individual meetings
Outplacement Firms • Want to deliver long list of services • Clients are executives with rollovers • Class: How to Manage your Money Between Jobs Topics: Cash, credit, health insurance, cobra, stock options and foolishness of leaving $ in 401k plan
Business Brokers • They have clients that will have $$$ • You can help them provide more comprehensive services (and compete) • Perfect for Seminars or joint meeting
Who Else? • Has relationships with clients you want • You can help them • Under prospected by financial advisors • Transactional relationships • How about….
Who Else? • The luxury car dealer? • The yacht dealer? • High end residential real estate broker?
Action plan • Make your list (phone book or CD from INFOUSA) • Make your script • Create 6 drip letters • Do your study • Create a niche that pays like a slot machine
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