As I was scrolling through my news feed in a private physician community, this headline caught my eye.
Illinois Doctor Pleads Guilty to Evading Approximately $1.6M in Taxes
What did this doctor do?
Sriram evaded payment of approximately $1.6 million he owed to the IRS. Among other steps, Sriram transferred ownership of two rental properties from himself to his children without their knowledge, even though he continued to receive income from these properties.
I thought about the advice my CPA offered me. “Do you features your kids’ pictures in your marketing materials? Hire your kids.” Some doctors may wonder…”What’s the difference between hiring your kids and transferring rental property to your kids?…I certainly don’t want to be the subject of an article about tax evasion!”
Let’s say you as a financial advisor successfully engage doctors with your strategic tax planning ideas. In fact, you just invited doctors on your list to a seminar about how doctors can cut their tax bills by tens to hundreds of thousands of dollars each year.
Now let’s say that the day before you sent your invitation, your doctor prospect just saw the sensational headline about the doctor who pleaded guilty to tax evasion.
Do you think they will sign up for your seminar?
It depends.
Imagine your invitation says, “Join us to see how doctors reduce their tax bills by hundreds of thousands of dollars each year. That’s millions of dollars of tax saving over your lifetime.”
If a doctor has never heard of you, they might think, “Sure. And get my name in the news for tax evasion…”
Let’s say your invitation now includes the following copy, “One of my doctor clients who attended this seminar said, ‘When I heard your tax savings ideas, they sounded too good to be true. But when I took them to my very conservative CPA, he assured me that these were legitimate ways to legally and ethically reduce my tax bill.'”
When you call out objections, your doctor prospects are more likely to take the next step with you.
But here’s the rub. Many financial advisors don’t feel comfortable addressing objections. They try to avoid these messy conversations. And it’s costing them clients!
Join us Thursday, March 20th at 9 AM Pacific for a live webinar about how financial advisors can successfully identify and overcome doctors’ objections. You’ll discover what to say and when to say it to engage doctor prospects more effectively.
Click here to register for this live training.
If you’re registered in the 1% Club, participation in this training is included in your membership. Plus each week of the month you get tips to improve your performance by 1%.
Can’t make the live presentation? We’ve got you. You will have access to the replay.
To your success,
Dr. Vicki