Swimming In Shallow Water
She says the Genworth unit is a new specialty for the firm. “We do believe in that segment—a tax professional CPA is really in a great position to develop a broad holistic view of what their client needs. Well-educated and trained, they become great financial quarterbacks for their clients.” The Genworth tax business also had a higher penetration of fee-based relationships than other firms with this specialty, she says. Cetera deals with both commissions and fees, but the latter tend to strengthen bonds with clients, Brown says, especially higher-net-worth clients.
