Advisor Clients Face Growing Complexity; An Opportunity For Professionals

Federal taxes may have become simpler for most Americans under the new tax law but have become more complex for many advisor clients. With the investment management industry in the midst of disruption, tax and financial planning professionals have an opportunity to more clearly define their value proposition publicly by framing the critical issues for high-income individuals. 


As the pace of change continues to accelerate in recent decades, thus triggering once-unimaginable business consequences, like last week’s news that Schwab will buy T.D. Ameritrade, the rapidly changing landscape obscured major trends affecting the actual advice professionals give.


For example, the tax reforms that went into effect for the first time just last year, have created a patchwork of new rules and spawned an array of new strategies advisors must teach or coach clients about. Put simply, much of the tax planning advice professionals gave clients just a couple of years has been rendered obsolete.



Moreover, the U.S. Government’s 2019 $1 trillion deficit and soaring debt makes a federal tax hike more likely going forward. With a national election less than a year away, and stock prices breaking all-time highs, ultra-low yields on fixed income, coupled with low inflation, have altered a fiduciary’s perspective on asset allocation.


To be clear, the business of providing financial advice is in the midst of a massive overhaul in which advisors are being replaced by technology at a fraught time of financial economic conditions and increasingly idiosyncratic tax rules affecting advisor clients.  However, this disruption is an opportunity for financial professionals who can focus on what is most important to high income and high net worth individuals, particularly those who might benefit most from advanced tax planning.     


The image and text below illustrate the tax strategies taught at Bob Keebler’s continuing ed classes on A4A.TV.  The image shows two snapshots and a selected text from a campaign educating pre-retirees about the current tax environment. The campaign was distributed last week by advisors in multiple formats, including  an email newsletter, video, PowertPoint presentation, article posted on advisor websites and animated GIFs with associated tweets. It’s an example of the thought leadership content advisors need to provide to pre-retired business owners, doctors, dentists and other high income and high net-worth individuals. For more info about our consumer education system, visit  


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