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By Eaton Vance Advisor Institute

Tax Day is right around the corner. Are your prospective clients aware of how different tax scenarios might affect them? As an After-Tax Advisor, you can encourage them to look beyond this year's tax outcome by asking questions that will arouse their curiosity, stimulate their thinking and attract their business.

Imagine the conversations that could arise during tax season from asking questions such as:

  • "Are there any possible tax scenarios that might prompt you to change the way you invest?" Potential changes in one's tax situation, such as changes in filing status or jurisdiction, may encourage potential clients to contemplate changes to their asset allocations — changes their current advisor might not have considered.
  • "Were your tax outcomes this year better or worse than you expected them to be?" Offer to provide prospective clients who owed more than expected at tax time with information and ideas to build a better tax experience next year.
  • "Have you had to adjust any long-term plans or goals because of the pandemic and the financial uncertainty it has created?" Prospective clients may have adjusted their financial plans and timelines, which may invite tax-aware portfolio adjustments their current advisors haven't considered.
  • "Do you think your tax situation will change going forward?" Identifying and discussing possible impacts to prospective clients' portfolios might open the door to a conversations about why asset location can be just as important as asset allocation.

Bottom line: The After-Tax Advisor® turns prospects into clients during tax season by helping them think ahead to prepare their portfolios for optimal tax outcomes.