Untapped Referral Sourcesby Brokerville

www.brokerville.com

Untapped Referral Sourcesby Brokerville

www.brokerville.com

CPAs and Attorneys okay, but……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

• 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 BusinessesOther 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

• 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 BrokersCommercial 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

• 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 TrustCapital Gains Elimination Trust

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

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

Parents Own $1 million low basis stock, no dividends. They gift it toParents Own $1 million low basis

stock, no dividends. They gift it to

No estate tax as asset is removed from their estate = $470,000

savings

No estate tax as asset is removed from their estate = $470,000

savings

Parents get annual income, e.g. hypothetical 10% for life

= $2 million

Parents get annual income, e.g. hypothetical 10% for life

= $2 million

Parents get tax deduction for gift to CGET = $284,000

Parents get tax deduction for gift to CGET = $284,000

Private Annuity TrustPrivate Annuity Trust

Source: National Association of Financial and Estate Planning

Private Annuity TrustPrivate Annuity Trust

• Defers gain for years

• Converts equity into cash

• Basically an installment sale to heirs

• Defers gain for years

• Converts equity into cash

• Basically an installment sale to heirs

Hospitals (LTC)Hospitals (LTC)

• They want to court seniors

• Program on LTC (or How to Analyze an Assisted Living Arrangement)

• Use hospital for individual meetings

• They want to court seniors

• Program on LTC (or How to Analyze an Assisted Living Arrangement)

• Use hospital for individual meetings

Outplacement FirmsOutplacement Firms

• Want to deliver long list of services

• Clients are executives with rollovers

• Class: How to Manage your Money Between JobsTopics: Cash, credit, health insurance, cobra, stock options and foolishness of leaving $ in 401k plan

• Want to deliver long list of services

• Clients are executives with rollovers

• Class: How to Manage your Money Between JobsTopics: Cash, credit, health insurance, cobra, stock options and foolishness of leaving $ in 401k plan

Business BrokersBusiness Brokers

• They have clients that will have $$$

• You can help them provide more comprehensive services (and compete)

• Perfect for Seminars or joint meeting

• They have clients that will have $$$

• You can help them provide more comprehensive services (and compete)

• Perfect for Seminars or joint meeting

Who Else?Who Else?

• Has relationships with clients you want

• You can help them

• Under prospected by financial advisors

• Transactional relationships

• How about….

• Has relationships with clients you want

• You can help them

• Under prospected by financial advisors

• Transactional relationships

• How about….

Who Else?Who Else?

• The luxury car dealer?

• The yacht dealer?

• High end residential real estate broker?

• The luxury car dealer?

• The yacht dealer?

• High end residential real estate broker?

Action planAction 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

• 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