One City Built to Last

y dan harvey
Thinking the UNTHINKABLE:
envisioning “What Ifs?”
Gary Crisci, AAMS,
ADPA, CRPC, is
one of the new breed
of investment advisors:
those who have
moved away from
large firms controlled
by banks and into
full-service independent practice. Crisci,
who heads the Naples, Fla.-based
Crisci Private Wealth Management,
helps the average investor better comprehend
the complexities of wealth
management – such as asset growth
and protection – and how the most appropriate
investment strategies relate
to their specific financial concerns and
upcoming life passages.
Often, this means confronting issues
no one likes to consider.
One of his firm’s main investment
strategies is making sure that clients are
as financially secure in retirement as
they were during their working years.
But age-related roadblocks can scuttle
that security. People are living longer
ever since 80 became the new 60, and
that changed the game as far as cash
flow, whether the client has $250,000 or
$20 million.
“Long-term care looms large, and
that needs to be brought up early in the
planning process,” says Crisci. Does the
client have enough assets to self-insure
for long-term care? Some do. For those
who don’t, he explains long-term care
insurance. “Many people think longterm
care means a nursing home,” he
explained. “Well, not always. Most clients
suffering age-related illness want
to remain at home. This means home
care and the cost to cover a health-care
professional coming into their home.”
Investment advisement can become
tricky at this point. “An advisor needs
to communicate clearly to make the client’s
retirement plans stay on track,”
Crisci emphasized.
That’s why communication – and
full disclosure – forms a big part of his
firm’s strategy. “When we identify clients’
goals, we then guide them in protecting
and even growing their assets,”
he said. “They need a financial advisor
who provides ongoing communication
and transparent services.”
Since Crisci’s business is part of the
Wells Fargo Advisors Financial Network,
which includes more than 1,200
independent advisors, it deploys the
firm’s “Envision” process. This helps
identify age-related issues involving illness
and, yes – death.
“With prospective clients, we use
the planning tool even before we start
talking about investments,” relates Crisci.
One of “Envision’s” scenarios involves
“what if?”
“What if your spouse passes away
first,” Crisci asks. “This needs to be considered,
because typically one spouse
handles the investments. We educate
both spouses about investment goals.
And what if the spouse with the pension
passes away? That could make a
huge difference in income. The surviving
spouse must rely on the investment
portfolio.”
The Envision tool helps Crisci provide
a higher level of service. Plus, his firm’s
pricing is much more client friendly – a
descriptor pointing to another important
element of the Crisci approach: “I
choose clients who are nice people. We
become friends. That leads to better relationships.”
And it’s simply good business sense.
“It also leads to referrals, which is a key
to building a business,” Crisci said. “Referrals
indicate a good reputation.”
850 Park Shore Drive, Ste. 200
Naples,FL 34103
1-888-224-0792 1-239-919-8901
www.crisciprivatewealth.com
THE SUIT MAGAZINE - NOV 2014