1. Up Your Game: Adding Client Value Through True Collaboration
Fred Goldinov, JD, LLM, CFP®
Vicki Harris, CPA
David Rosenthal, MBA, CFP®
Julie Prue Cauich, CPA

6. Communication
Coordination
Cooperation
Collaboration

7. Frequency of Use and Required Skill Sets
Communication
Exchanging Information

14. Frequency of Use and Required Skill Sets
Communication
Coordination
Exchanging Information +
Altering Activities

15. Frequency of Use and Required Skill Sets
Communication
Coordination
Cooperation
Exchanging Information
Altering Activities + +
Sharing Resources

16. Frequency of Use and Required Skill Sets
Communication
Coordination
Cooperation
Collaboration
Exchanging Information
Altering Activities + +
Sharing Resources
Enhancing Capacity of Another +

17. Scenario #1: Fred Goldinov, JD, LLM, CFP®
Forty year old single client visits with you
Never held a job
Supported her whole life through multiple family trusts and businesses
Trusts and businesses worth more than $30 million
Family wealth initially created by her grandparents
Client has had two unsuccessful marriages
She has no children and two siblings (brother and sister)
She has attitude and expects things to be done for her
She recently found out that her parents, trustees of her trust, have been using her trust funds for their own purposes
She has received no trust accountings from her parents and she believes that income taxes have not been paid.
Kahoot! Time...Does this scenario require Communication, Coordination, Cooperation or a Collaboration level of professional interaction?

18. Scenario #2: Vicki Harris, CPA
Physician tax client owns a surgical center
He wants to transfer a portion of the practice to his physician son
Prior three years net income (after deductions) average $1,400,000
Client thinks the surgical center is worth $8,000,000
Kahoot! Time...Does this scenario require Communication, Coordination, Cooperation or a Collaboration level of professional interaction?
Client also wants to transfer a similar amount to his daughter (not a physician)

19. Scenario #3: David Rosenthal, MBA, CFP®
N E T W O R T H S T A T E M E N T
Charlie & Peggy Jean Brown, July 2016
ASSETS
Asset
Liability
Net Worth
Personal Assets:
Arizona Residence
1,000,000
600,000
400,000
Personal Property
50,000
Automobiles
Cash Accounts:
Arizona Bank
Schwab Trust Acct:
Trust Account
200,000
Investment Property / Business
Employee Benefits (1/1/2016):
401(k) - Charlie
500,000
401(k) - Peggy Jean
300,000
TOTAL ASSETS
2,150,000
1,750,000
Facts:
High school sweethearts
No Children
Both Charlie and Peggy Jean earn $150k per year
Kahoot! Time...Does this scenario require Communication, Coordination, Cooperation or a Collaboration level of professional interaction?

20. Scenario #3: David Rosenthal, MBA, CFP®
N E T W O R T H S T A T E M E N T
Charlie & Peggy Jean Brown, July 2016
ASSETS
Asset
Liability
Net Worth
Personal Assets:
Arizona Residence
1,000,000
600,000
400,000
Personal Property
50,000
Automobiles
Cash Accounts:
Arizona Bank
Schwab Trust Acct:
Trust Account
200,000
Investment Property / Business
Snoopy Enterprises
500,000
Red Barron Building
Employee Benefits (1/1/2016):
401(k) - Charlie
401(k) - Peggy Jean
Defined Contribution Plan - Charlie
15,000
Defined Contribution Plan - Peggy Jean
Defined Benefit Plan - Charlie
Defined Benefit Plan - Peggy Jean
30,000
IRAs (1/1/2016):
Roth IRA - Peggy Jean
100,000
TOTAL ASSETS
4,210,000
1,100,000
3,110,000

21. Scenario #3: David Rosenthal, MBA, CFP®
Facts:
High school sweethearts
Married at 21 y/o
Two children
Both Charlie and Peggy Jean earn $150k per year
Charlie owns a service company - Snoopy Enterprises - with $250k to $300k of net profits each of the past 3 years
Peggy Jean works in a support capacity at Snoopy Enterprises to increase the amount of money that goes into their retirement plan
Animosity between Charlie & Peggy Jean because of infidelity
Kahoot! Time...Does this scenario require Communication, Coordination, Cooperation or a Collaboration level of professional interaction?

22. Scenario #4: Fred Goldinov, JD, LLM, CFP®
A 68 year old husband and 66 year old wife come to see you
Husband makes $200k/year as a political consultant
Wife started an IT company 20 years ago and it’s now worth in excess of $30 million and growing
No children together but each has two children from prior marriages
Wife’s oldest daughter is married to a rock musician playing a local band for the past ten years
Wife’s youngest daughter is single and following in her mother’s footsteps. Has an MBA and now works in the IT company.
Wife’s two daughters have a distant relationship
Husband’s oldest child is married and was in a car accident leaving him out of work and addicted to oxycodone
Husband’s youngest child, a single daughter, has one grade school child from a previous relationship but receives no child support. Works odd jobs and still trying to find herself.
Kahoot! Time...Does this scenario require Communication, Coordination, Cooperation or a Collaboration level of professional interaction?

23. Communicate Coordinate Cooperate Human Dimension Collaborate
Designed by Fred Goldinov for FPA of Greater Phoenix Symposium, Sep 27, 2017

24. High
Technical Skills
Human Touch
Low
High
Low