Advanced Tax Advisory Execution & Disposition Mastery

Question 1 of 35 · Section 1

What is the absolute core rule regarding sharing tax strategies on a Consultation Call?

Share one specific strategy to prove competence and justify the Assessment fee. Only share strategies if the prospect explicitly challenges your tax knowledge. Do not share strategies before they buy; free advice devalues the offer and removes urgency.

Question 2 of 35 · Section 1

According to the S.T.E.P.S. framework, what is the exact chronological order of the "Target Pain" questions?

How much? → How long? → What would you do with it? → Who's helped you? → What have you done? What have you done? → Who's helped you? → How much? → How long? → What would you do with it? Who's helped you? → How much? → What have you done? → How long? → What would you do with it?

Question 3 of 35 · Section 1

What is the recommended qualification threshold to offer a prospect the Tax Savings Assessment?

Tax liability of $25,000+ and income of $150,000+ Tax liability of $50,000+ and income of $300,000+ Tax liability of $100,000+ and income of $500,000+

Question 4 of 35 · Section 1

When you determine a prospect does not qualify for the Assessment, what is the most professional "Path 1" exit?

"Your tax liability is too low for me to make enough margin on your account right now." "Based on what you've shared, I don't think we're the right fit for where you are right now. That's not a bad thing. It just means the timing isn't there." "I can offer you a heavily discounted mini-assessment to help you get started."

Question 5 of 35 · Section 1

What is the mandated sequence for presenting the price and securing the close?

Guarantee → Present Price → Ask for Questions → Silence Present Price → Assumptive Close → Objection Handling → Guarantee Price + Close → Silence (count to 5) → Re-ask → If objection: Guarantee → Re-ask again → Objection handling

Question 6 of 35 · Section 2

A prospect reveals their financial books are months behind and they use a "shoebox system." What is your disposition action?

Sell them the Assessment and add an up-charge for bookkeeping cleanup. Redirect them to the end of the call, then evaluate if they have the budget. Exit the call, stating you cannot build strategy on bad data, and refer them to a bookkeeper to get caught up first.

Question 7 of 35 · Section 2

A prospect states they need to run all decisions by their three business partners. What is your disposition action?

Exit the call; implementation becomes a nightmare when everyone has veto power, so you must wait until they have one decision-maker who can move forward. Redirect the call to establish firm pricing, as they will likely want a group discount. Let them buy the Assessment, but refuse to do the Delivery call until all partners are present.

Question 8 of 35 · Section 2

A prospect demands to know if you can "get them to zero" before sharing any of their financial details. What is your disposition action?

Exit the call immediately; they have unrealistic expectations. Redirect them; state you have strategies that get clients to zero, but you must ask questions to see if they apply first. Give them a hypothetical example of a past client to satisfy their curiosity.

Question 9 of 35 · Section 2

A prospect says, "I just want some ideas to bring back to my CPA." What is your disposition action?

Redirect them to the end of the call, then explain why your ideas are better. Exit the call; you do not give strategies for other advisors to implement, and they are just using you for free consulting. Sell them the Assessment at a premium since they won't require your ongoing implementation services.

Question 10 of 35 · Section 2

A prospect jokes about unreported income and asks for "aggressive" strategies. What is your disposition action?

Exit the call immediately; state everything you do is fully compliant and defensible, and this is a major liability risk. Redirect the call, but heavily document their statements to protect yourself. Ask them to clarify what they mean by "aggressive" before deciding to exit.

Question 11 of 35 · Section 2

A prospect tells you they just want the plan so they can implement it themselves. What is your disposition action?

Charge them a "strategy-only" fee. Exit the call; they will botch the implementation, blame you, and attach your reputation to work you didn't do. Make them sign a waiver releasing you from liability before selling the plan.

Question 12 of 35 · Section 2

A prospect hesitates at the $2,497 Assessment fee and asks if they can pay in installments. What is your disposition action?

Send them a payment plan link; partial revenue is better than lost revenue. Redirect them to the guarantee to reduce their risk. Exit the call; if they cannot afford the nominal entry fee, they are not financially qualified for advisory services.

Question 13 of 35 · Section 3

What is the core truth regarding the difference between an Obstacle and an Objection?

Obstacles are logistical (like time); objections are financial (like price). Obstacles surface before the offer is made; objections surface after the offer is made. Obstacles happen on the Consultation Call; objections happen on the Assessment Delivery Call.

Question 14 of 35 · Section 3

Whether you face an obstacle or an objection, what is ALWAYS your default first move?

Immediately start the A.S.K. framework. Answer the question thoroughly to build trust. Redirect politely to the end of the call so you can finish the script first.

Question 15 of 35 · Section 3

If a prospect pushes back after your redirect and you must use the A.S.K. reflex, what does "K" stand for and require you to do?

Know the facts; present the relevant tax code. Keep control; immediately transition to the T.U.R.N. framework. Keep quiet; let them fully answer without rescuing them or filling the silence.

Question 16 of 35 · Section 3

When utilizing the T.U.R.N. framework to navigate an objection, what is the purpose of the "U" (Uncover what's real)?

To dig beneath their surface statement to find the actual underlying concern. To uncover their exact tax liability. To uncover whether they have the authority to make the purchasing decision.

Question 17 of 35 · Section 4

A prospect asks, "Can you tell me if the Augusta Rule works for my situation?" during the consultation. How do you respond using the Consultation Redirect?

Briefly explain the 14-day rental rule to show your expertise. "Great question, that all depends on a lot of factors. Let me finish up gathering info and I will show you how we can determine if this applies once I get to the next steps." "We don't give away free advice on this call; you'll need to buy the Assessment first."

Question 18 of 35 · Section 4

After applying the A.S.K. framework to a prospect asking "How much does this cost?" too early, how do you Reframe (R) the lens?

Explain that your services are an investment, not an expense. Explain that your pricing is dynamic and depends on their tax bracket. Explain that price without context is just a number, and the Assessment process must be understood first to build the value.

Question 19 of 35 · Section 4

A prospect states, "I already have a CPA handling my taxes." How do you reframe this using the T.U.R.N. framework?

Point out that their CPA is likely making mistakes on their current returns. Explain that there are two different jobs: compliance keeps you legal, while strategy keeps you from overpaying, and most CPAs are only built for compliance. Offer to collaborate directly with their CPA so they don't have to choose between you.

Question 20 of 35 · Section 4

A prospect insists on a "ballpark" figure for what they might save before finishing the discovery questions. Why must you reframe this and refuse?

Because quoting a number that is too high might trigger an IRS audit flag. Because giving a ballpark legally binds you to that number. Because a ballpark without a full analysis is how advisors and clients get disappointed, and responsible projections require a complete picture.

Question 21 of 35 · Section 4

A prospect says, "I used AI to look up these strategies, and they seem really risky." What is the most effective reframe?

AI tools are not qualified to give tax advice, and strategies that sound risky in general have clear, legal structures when applied correctly by a Tax Strategist. AI is notoriously inaccurate and hallucinated the risk; the strategies are perfectly safe. Only aggressive strategies yield high returns, so some risk is necessary.

Question 22 of 35 · Section 4

A prospect asks if they can just use AI to implement the strategies themselves. How do you reframe this?

Tell them the strategies are proprietary and they cannot legally use them without you. Warn them that if they try to do it themselves, you will not fix it when they get audited. Reframe that knowing a strategy exists isn't enough; incorrect setup, documentation, and timing can turn a tax benefit into an audit trigger.

Question 23 of 35 · Section 4

A prospect says, "I am in the middle of tax season, can we revisit later?" How do you reframe to create urgency?

Agree to call them back in May when things calm down. Explain that high-impact strategies require setup before year-end, and waiting may cost them a full year of savings. Offer a tax-season discount to secure their commitment now.

Question 24 of 35 · Section 5

During the Delivery Call, a prospect asks, "How do I know these savings are actually real?" What is the first question you should Ask (S) to seek clarity?

"Do you want to see the specific IRS tax codes that back these up?" "Why would I put my Enrolled Agent license on the line if they weren't real?" "What would make this feel real to you: is it the documentation behind each strategy, hearing from a current client, or something else?"

Question 25 of 35 · Section 5

A prospect gets sticker shock on the Delivery Call and says, "Why is this so much?" How do you reframe the price?

Justify your high hourly rate and the years of education it took to learn these strategies. Reframe around the return: ask them what the investment looks like relative to the outcome (e.g., $80,000 in savings over the next 12 months). Offer a "lite" version of the program to accommodate their budget.

Question 26 of 35 · Section 5

To mitigate perceived risk, a prospect asks, "Can we start with something smaller first?" How do you reframe this?

Tax strategy does not work in fragments; implementing pieces without the full framework around it is actually a much bigger risk. Offer to implement just one strategy at a pro-rated cost so they can see results. Explain that your firm doesn't make enough margin on small engagements.

Question 27 of 35 · Section 5

A prospect asks, "What happens if this doesn't work?" How do you Uncover (U) what is real?

Immediately repeat your 110% money-back guarantee. Show them a case study of a client who had the exact same fear. Ask them: "Help me understand: what would not working look like to you? What outcome are you worried about?"

Question 28 of 35 · Section 5

A prospect says they "don't have the bandwidth right now" to implement the program. How do you navigate them to yes?

Allow them to delay signing the contract until their busy season ends. Offer to train their assistant to handle the entire process. Set accurate expectations by quantifying the time: tell them they will likely only spend a few hours in setup and minimal hours per month after that, as your team does the heavy lifting.

Question 29 of 35 · Section 5

A prospect asks you to just "send more information." Why is this usually a delay tactic, and what should you do instead?

They are waiting for their next paycheck; send a payment plan link instead of a brochure. More information rarely changes a decision made at the emotional level; instead, schedule 20 minutes to address what is specifically on their mind directly. They want to forward your intellectual property to their CPA; refuse to send anything.

Question 30 of 35 · Section 5

A prospect admits, "I've been burned by people promising tax savings before." How do you reframe your service compared to their past experience?

Promise them that you are more ethical than their last advisor. Explain that the difference between a pitch and a plan is documentation, implementation, and accountability structure, not just a report and a handshake. Offer to review their last advisor's work and amend the old returns for free.

Question 31 of 35 · Section 5

A prospect is hesitant to commit to a 12-month engagement. How do you reframe the necessity of this timeline?

Tax strategy is not a one-time event; 12 months is the minimum cycle required to implement, monitor, and adjust strategies alongside the tax year timeline. Tell them the IRS requires tax planning to happen on an annualized basis. Offer a month-to-month option but with a 20% premium.

Question 32 of 35 · Section 5

A prospect asks deep, mechanical questions about how the strategies work, fearing audits. Why must you reframe this instead of lecturing them on tax mechanics?

Explaining the mechanics gives them the knowledge to DIY the plan. The strategies are proprietary and cannot be shared until the contract is signed. Going too deep creates confusion and kills the close; the reframe is that the complexity is exactly why they are hiring you to implement and document it legally for them.

Question 33 of 35 · Section 5

A prospect asks, "Can you handle my bookkeeping too?" What is the Tax Maverick policy?

Yes, bookkeeping is a core standalone service offered to everyone. Bookkeeping is available exclusively to clients who are already engaged on tax strategy to ensure books, returns, and strategy are completely aligned. No, bookkeeping is never offered to avoid conflict of interest.

Question 34 of 35 · Section 5

A prospect asks, "Can we just file our taxes with you and skip the strategy work?" What is the Tax Maverick policy?

We only file returns for clients working with us on strategy; filing alone captures nothing we didn't proactively build in advance. Yes, basic compliance filing is offered as a down-sell. We will file your returns, but only if you refer another strategy client to us.

Question 35 of 35 · Section 5

If a prospect needs time to think about it and you agree to a follow-up deadline, what is the golden rule if they do not respond by the end of the deadline day?

Call them continuously for 48 hours until you get a firm yes or no. Add an extra 10% discount on the day of the deadline to force a close. NEVER chase past the deadline; if they didn't decide by the agreed date, the answer is no, and you must respect your own boundaries.

Advanced Tax Advisory Execution & Disposition Mastery

Section 1: Frameworks & Fundamentals

Section 2: Disposition & Red Flags

Section 3: Handling Obstacles vs. Objections (A.S.K. & T.U.R.N.)

Section 4: Navigating Consultation Call Obstacles

Section 5: Assessment Delivery Call Objections & Policies

Answer Review