How to Identify Advanced Planning Strategies

Client Information Questionnaire (CIQ) Review Guide

Understanding CIQ Basics

• Located in Week 3 of training program
• 25-minute introduction video available
• Includes flowchart for process understanding
• Access to advisor CIQ follow-up training

Types of CIQs

1. Advisor CIQ (advisor.ciq.com)
   • Used when working directly with clients/prospects
   • Includes questions about CPA relationships
   • Aims to facilitate CPA introductions
2. Accountant CIQ (accountant.ciq.com)
   • Used when working with CPA's clients
   • Different questions focused on trust/estate planning
   • Excludes CPA-related questions

Review Process Steps

Initial Assessment

1. Identify if client or prospect
2. Review motivation for completing CIQ
3. Check previous work history
4. Verify advisor licenses (securities, insurance)

Key Areas to Analyze

1. Income & Net Worth
   • Current income ranges
   • Expected changes
   • Tax liability
   • Asset distribution
2. Business Information
   • Ownership structure
   • Number of employees
   • Revenue figures
   • Business concerns
3. Insurance Coverage
   • Current policies
   • Beneficiary reviews
   • Coverage gaps
4. Investment Accounts
   • Account types
   • Asset values
   • Contribution status

Follow-Up Process

Setting Up Review Call

1. Send confirmation email (template available)
2. Schedule 20-30 minute follow-up
3. Include CPA when appropriate

During Review Call

1. Identify pain points
2. Determine top 2-3 priorities
3. Discuss CPA relationship
4. Explore open-ended questions

Post-Review Actions

1. Document priorities
2. Create action plan
3. Assign specialists as needed
4. Schedule follow-up meetings

Working with Specialists

• Access specialist contact information in Week 8
• Available specialties include:
  • Estate planning
  • Tax strategy
  • Business valuation
  • Insurance planning
  • Investment management

Best Practices

1. Always use open-ended questions
2. Document specific numbers rather than ranges
3. Look for unstated opportunities
4. Consider multiple planning phases
5. Maintain regular communication

Resources Available

1. Training videos in Week 3
2. Flow charts for process guidance
3. Email templates
4. Phone scripts
5. Facebook community support