[IMGCAP(1)]One of the key hurdles that advisors encounter in considering the transition to offering integrated wealth management services is the fundamental gap between the marketing model employed by traditional financial advisors and the practices that tax advisors are familiar with from the accounting world.

Most tax and accounting professionals pride themselves on their position as trusted advisors to their clients. They do not want to jeopardize these relationships by shifting into a more sales-oriented role – and, in many cases, they believe that introducing wealth management services as part of their practice or as part of a given client relationship would put them in just such a position.

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