How to Pitch Your Clients So They Understand

hi today we’re going to talk about the
power of words placed in the proper order and how they can be
very very powerful or they can confuse your prospect or
potential client we see a lot of CPA’s attorneys advisers who are very very knowledgeable
in our areas of expertise high finance income tax planning estate
planning asset management and when they get in
front of a client let’s say they’re worth $25 million dollars that has income tax problems and
unprotected to stay asset management needs and they start
trying to solve those problems for instance when a CPA or Attorney or an Advisor
advises his clients saying mister Jones you’re gonna need to
set up a digit you’re gonna need setup about employee stock ownership plan and
make a tax-deductible contribution to this plan I in its gonna benefit your state is
going to benefit your income tax situation and so forth when using words like he stops in
captives in I am digits and Q birds even though we may understand what that
means someone who’s a business owner whose
expertise is making widgets and selling widgets we can assume they
understand in fact we know that in many cases those words can
confuse that client and can shut down that case or
opportunity immediately and so what we do when we’re
coaching or training a CPA firm or law firm Or advising other advisers are how
to position themselves in which words to
use we would recommend using very very simple language that anyone
can understand so I would eliminate using these words
like digits and he stops in captives in Q
Bert and replace them with simple concepts like a box for instance
that same business owner that has to pay over a million dollars
of income tax each and every year what if we set up a structure for you
mister Jones that enables you to contribute say two
million dollars a pre-tax dollars each year to the structure and give you
access to those funds in the structure that you can use to acquire competitors to purchase
buildings or to use as cash flow to help you
operate your business now the negative and up that structure
would be you have to give all give up maybe 30 percent of your
company to your employees but still retain
control if we could save you say ten million dollars have taxes over
the next seven to eight years and you would only have to use a
portion of that money say two million dollars about money to
fund a to have enough cash to buy back the stock from some of those employees
would that be a good idea for you or not now again we’re not using complicated
terms like he stops are captives were using terms like structure or for instance when were mitigating an estate in order to reduce the estate tax
liability instead of using words like digit or trust that may or may not be
complicated to that end user what if we use a word
like a box we set up a box we allow you to make
tax-deductible contributions to this box and your children would have to benefit
have those resources in that box however if you choose to
move those assets back out this box back into your estate you
have that privilege is that sound appealing to you or not so
today we talked about words the power of words in the proper order
and also utilizing very very simple words that anyone can understand

3 thoughts on “How to Pitch Your Clients So They Understand

  • January 14, 2018 at 9:01 am

    Hahaha the link really got me. I love how that got straight to the point. I didn’t even have to type it in to know what’s gonna happen next it’s not like That’s awesome, that’s rapport if I’ve ever seen it.

  • December 3, 2018 at 5:26 am

    Am learning thanks for the video…. I recently got employment as a sales advisor and am having difficulty with pitching on our product I work with insurance company am from Kenya Africa

  • May 22, 2019 at 6:36 am

    It looks like nothing was found at this location. Maybe try one of the links below or a search? why post a link that there is nothing for


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