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Understanding the Asset-Building Needs of Tax Clients

The Assets Alliance 

Advancing Assets, Opening Opportunities

White Paper Number: 0601

Category: Linking Tax Preparation with Asset Building

Target Audience: Practitioners

Understanding the Asset-Building Needs of

Tax Clients

June 2006

Written by:  Inger Giuffrida and Marie Hawe 

The views expressed in this white paper are those of the authors, not the Assets Alliance.  For clarification or additional information, please contact the authors.

Introduction

Free tax preparation programs that focus on reaching Earned Income Tax Credit (EITC)-eligible individuals and families have provided community-based organizations with unprecedented access to households with low income.  Within the last two years, tax sites have been increasingly involved in finding ways to move clients from only receiving EITC to using the tax refund for other asset-building opportunities.

Most often, organizations have approached establishing this asset-building linkage for tax clients through distribution of information about other programs or services available within their respective agency or the community or through referrals to these programs.   Some organizations include financial institution representatives at tax sites to enable clients to set up checking or savings accounts.  Some have even instituted multi-benefits screening to ensure clients are receiving some or all of the private and public benefits for which they are eligible either during the tax preparation process or in the months following the filing of the return.

While all of these innovations have truly resulted in increased access to asset building for people with low income, many sites have struggled with maximizing the opportunity for asset formation intervention that the moment of tax preparation presents.

The purpose of this paper is to provide another approach to establishing or increasing the linkage between filing tax returns for EITC-eligible individuals and families and other asset- building opportunities.  The approach is threefold:

1. Approach the creation or strengthening of this linkage as a new product or service, which starts with information gathering.
2. Gather and analyze information about the intended uses of the refund and the financial and asset-building situation and needs of clients.
3. Institute linkages to actual services based on objective interpretation of this information.

This paper will focus on providing the rationale for this approach.  It also provides a survey instrument to be used with tax preparation clients to help community-based practitioners understand the goals of their clients so they can design or provide targeted links to products and programs that meet people where they are and move them toward other asset-building opportunities. 

Practitioner Challenge

Despite the focused efforts of many tax preparation sites to encourage clients to use their tax refunds to build assets, many sites have found it difficult to interest tax clients in financial education courses, Individual Development Accounts, homeownership programs, and even in opening accounts at financial institutions.  In most cases, the asset building opportunities presented to tax clients are those already housed within the agency sponsoring the tax site or at a close community partner.  

Part of this issue may be a slight mismatch between the asset building opportunities and the goals or motivations of clients.  When instituting new products or services, it is important to take a step back to ensure that new offerings align with clients’ realities and needs.   Taking time to gather this information will help practitioners:

1. Understand how clients are using their money now and how they intend to use their refund
2. Understand empirically the wants and needs of the clients
3. Develop programs that address those needs and wants

 As practitioners, it is easy to skip this critical step because staff often feels completely connected with the people they serve and, therefore, fully apprised of their situations and needs.  Furthermore, it can be challenging at best to find both staff time and financial resources to engage in new product and service research, especially since most funding sources require results within a short time frame.  This pressure to perform quickly keeps many programs from gathering the information that can be critical to successful program outcomes.

Additionally, since asset building for this target audience is a relatively new approach, practitioners are still learning the most effective and efficient ways to help clients achieve economic security.  Asset building as a viable option for clients with low income has only recently become feasible due to changes in some policies that allow families to accumulate assets without losing critical private and public benefits.   Therefore, learning about the financial lives from a data-driven perspective that goes behind household income information is essential to designing asset-building strategies that connect with clients and help them realize their own dreams and goals.

Solution to the Challenge

Tax time presents a unique opportunity for reaching low-income families.  During the time they are getting their tax returns prepared, they are focused on their finances and thinking about how they are going to use their return.  It is a moment that provides a critical opportunity for practitioners.  In addition to giving individuals and families information about asset-building opportunities that may be available to them, this time can be used to expand or deepen the organization’s understanding of the financial lives of clients.  This understanding can lead to asset building opportunities that are responsive to the needs of clients and will help them achieve their goals.

Following this narrative is a survey tool based on the excellent work of two groups:  the Forsyth County (North Carolina) EITC and Asset Building Program and Foundation Communities in Austin, Texas.  Both groups run community-based tax sites that focus on linking clients’ refunds with asset-building programs.  Both organizations have started using surveys to better understand the ways in which clients plan to use their EITC refund, and in the case of Foundation Communities, other information about their financial lives.  The tool at the end of the paper borrows from both surveys. 

This tool can be used to gather information so organizations can design linkages to asset building that are meaningful and matter to the tax preparation clients.

In the case of Forsyth County, additional resources have been invested to pay Asset Building Counselors to collect data, but more importantly to establish a personal connection with clients with the aim of engaging them in any one of the many asset-building opportunities available within the county (see sidebar).

Using the Survey Tool

The survey tool is meant to be used for a discrete period of time during tax filing season.  It is not meant to be used with every client.  It can be used for a 24-hour period, over 2 days, throughout a week or during a month.  Choosing how long to use the tool is contingent on:

• Capacity to administer the survey, compile the data and analyze the results.
• Time needed to get an adequate number of responses that are representational of the sites’ clients

 The tool can be administered at any time during the tax preparation process.  The tool is designed to be a written response survey; however, it can be administered orally.  In the case of the latter, questions with more than four possible responses may need to be condensed as keeping track of more than four possible responses can be difficult and confusing for the client.

Finally, the tool is meant to be tailored to meet the needs of each and every site.   Sites can use the survey in its entirety, cut questions or sections from the tool or add questions or sections.  For an electronic copy of the survey tool, send a request to either author listed at the end of this paper.

Conclusion

Linking tax preparation with some of the many asset-building opportunities for people with low income and low wealth not only maximizes the opportunity presented by tax preparation, but also truly serves the multidimensional and complex economic needs of clients.   Rather than just providing information about existing asset-building programs available in an organization or community, take time to systematically gain a deeper understanding of the needs, wants and goals of the clients.  With this information, asset-building programs can then be designed or promoted to meet the tax preparation clients where they are, with programs and services that meet their expressed needs and achieve their goals.  The end result is increased economic security for themselves and their families.

Sources for the Paper

Foundation Communities

3036 1st Street, Suite 200

Austin, TX 78704

www.foundationcommunities.org

Foundation Communities is a nonprofit organization dedicated to creating high quality affordable housing and empowering individuals and families with low income through programs that educate, support and improve their financial standing.

Forsyth County EITC and Asset Building Program

This is a collaborative program consisting of a wide range of partners that serve Forsyth County, North Carolina.  The Experiment in Self Reliance is one of the lead organizations.

Experiment in Self Reliance (ESR)

PO Box 134

Winston-Salem, NC  27102-0135

www.eisr.org

Experiment In Self-Reliance, Inc. is a non-profit Community Action Agency with the mission of eliminating poverty and homelessness in the Winston-Salem/Forsyth County area of North Carolina.

Tools for Practice

Tax Client Survey Tool

Author Contact Information

Inger Giuffrida

Financial Educator and Asset Building Strategies Consultant and

Coordinator, The Assets Alliance

4212 Blue Sage Road

Norman, OK  73072

(405) 362-4462

ingergiuffrida@hotmail.com

Marie Hawe

Asset Building Consultant

20 Allison Road

Stamford, CT 06902

(203) 249-1184

mhawe@optonline.net

Peer Reviewer

Sharon Henderson

Asset Development Strategies, Inc.

P. O. Box 25152

Albuquerque, NM 87125

(505) 349-4308

strategies@earthlink.net

Tax Client Survey

Survey Number:

Date Completed:

Staff:

Tax Filing and EITC History

Plans for Refund

Goals and Plans for You and Your Family

Financial Information

Other Services

This is intentionally structured as an open-ended question to elicit clients’ actual responses as opposed to leading them to choose what they think the community organization would want them to report.  This makes analysis harder, but hopefully the information more useful.

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