Practice Tips
Beloff suggests financial advisors look to the Special Needs Alliance and the Academy of Special Needs Planners, attorney organizations, to learn about special needs and make contacts in the legal community. That's what he did. His marketing suggestion: Develop good, compelling content that you can present to school districts and agencies that provide services and education. He has also spoken about financial issues at events held by the National Autism Association, the Connecticut Down Syndrome Congress and other groups.
"After 20 years, I'm still learning," says Rajput, who has taken the time to study many different disabilities at length. Knowing the ins and outs with special needs trusts is also critical. "We're not trying to practice law, but it's hard to rely on attorneys alone. They don't specialize in financial matters, and these things go hand in hand," she says.
Admittedly, this isn't a field for everyone. "You have to be social service oriented and balance your practice with other clients to make money," says Rajput. Still, advisors should learn enough so they're comfortable querying clients about special needs concerns and directing them toward additional help.