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By Eaton Vance Advisor Institute

Surveys suggest that on a wide range of topics, many investors do not receive the services they expect from their current wealth managers or financial planners. A majority report not receiving critical tax planning information they expect, which opens the door for After-Tax Advisors who can close this gap.

Equity awards offer the ideal avenue for conversation early in the calendar year when many employers grant new awards and awards from prior years vest. While stock plan administrators typically communicate with employees when equity awards are granted, vest or expire, they do not provide guidance on how to manage these awards.

You can differentiate yourself with prospective clients by asking: "Did you receive equity awards from your employer or have any shares vest recently?" If the answer is yes, offer to review their grant letters and incentive compensation statements (also called equity award statements) for any tax optimization opportunities.

Prospective clients will appreciate your offer to help improve their understanding of this element of their overall compensation. If they haven't received a similar call from their current advisors, you will have already started to demonstrate the added value you provide as an After-Tax Advisor.

Bottom line: Find — and then mind — the gap in the information your prospective clients receive from their current advisors.

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