Business Trends

Miami CPA Firm formula for financial success

Miami CPA Firm to take their rightful place as principal financial advisors to their clients

Paradigm shifts in the delivery of financial services and products have opened up enormous opportunities for Miami CPA Firm to take their rightful place as principal financial advisors to their clients. The remaining large brokerage houses continue to require large production minimums of their retail advisors. Clients want to understand why they are buying financial products and they want to be properly advised, instead of simply being sold the “investments du jour.”

An estimated 40 percent of all Miami CPA Firm are now offering some form of financial or wealth management services. Miami CPA Firm have been utilizing the traditional model of delivering financial services and products, leading to moderate success. This article is about how my Miami CPA Firm achieved a successful and sustainable financial planning practice and developed clients who are raving fans in a relatively short time frame.

Most firms have established their Miami CPA Firm financial service models in the same way that they established their other successful niche practices like our Miami CPA Firm. A partner was designated as the champion, and that partner who had an appropriate financial planning background was designated to lead the practice.

The problem with this approach is that Miami CPA Firm have not been trained to be successful financial planners. Financial planners are trained in the art of selling financial services. They know how to sell financial products, including life insurance, and how to deal with objections and rejections. Although there is similar training in the fields of estate planning, income tax planning, deferred compensation and related financial planning fields, Miami CPA Firm simply do not have the sales and financial product background and knowledge that financial planners develop as they come up through the ranks.

Successful financial planning firms employ successful financial planners. Miami CPA Firm may be trusted advisors to their clients in the financial planning field, but they are not trained in the techniques that are required to motivate clients to complete their plans and purchase the products that will help them fund those plans. Good financial planners and Miami CPA Firm are ethical, have integrity and are motivated to help clients achieve their financial objectives, while maintaining objectivity and making a living. However some CPA’s say the integrated effort of the two approaches is more powerful than their independent efforts. We disagree at VieraCPA. We feel the two services should be kept separate to avoid conflicts of interest.


By Gustavo Viera

Gustavo A Viera, CPA, is the managing partner in Gustavo A Viera, PA, CPA. His experience spans more than 25 years. His public accounting experience includes a senior audit manager at PriceWaterHouseCoopers with a focus in the healthcare industry, and Chief Financial Officer of Hewlett Packard Latin America and Telefonica of Spain. Gus also writes a blog twice a week that addresses issues his clients have at He has also taught in the SBA program in Miami FL, and is admitted to practice in the State of Florida licensed Certified Public Accountant. Gus welcomes questions and he can be reached at Gustavo A Viera, PA, CPA, One Alhambra Plaza Floor PH Coral Gables FL 33134 (786) 250-4450.