Prepare, Present & Practice Your Tax Plan + Handle Objections

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Be sure to join today’s live challenge call at 12 pm CST.

Today's Action Items

Step 1: Prepare Your Engagement Letter

• Draft your Engagement Letter before the client meeting.
  
  
• Confirm scope of services, fees, and timelines (don’t share yet).
  
  
• You can ask jAINe inside TaxPlanIQ for engagement letter templates OR use this direct link to our knowledge base:
   Engagement Letter Template & Disclosure for 1040 Individual Clients.

Step 2: Prepare Your Sales Deck / Proposal

• Use TaxPlanIQ to generate your proposal deck / one-pager.
  
  
• Include:
  
  
  • Estimated tax savings and ROI %.
    
    
  • Key strategies (retirement, entity structuring, deductions, etc.).
    
    
  • “What You Keep” slide showing net client savings after fees.
    
    
• Customize it to your client’s situation.

Presenting & Closing the Tax Plan Proposal

SCRIPT AND PPT Template

Download the PPT Presentation from within TaxPlanIQ to your desktop. Have a baseline company deck to then plug and play the TaxPlanIQ slides into. I suggest having:

1. Find a picture of the prospect and/or their family online and add to first slide
   
   
2. Meeting agenda Intellectual property rights of content
   
   
3. About us as a firm – People, Core Values
   
   
4. About you and your family.
   
   
5. About the prospect: What are your biggest goals?
   
   
6. Client testimonials
   
   
7. TAXPLANIQ EXPORTED SLIDES

Sample base deck (not pretty, but it worked!)

https://meyertax.sharefile.com/public/share/web-s5a502d86e7d8472c8679d959a5d699e0

Opening the Meeting

Script:

Welcome, Bob. It’s so nice to see you again. How are you doing?

I want to let you know that I’m very excited about this tax planning proposal I put together. I think you’ll be very pleased with the return on investment we can achieve.

Tip/Trick:

Use this as your icebreaker. Keep it warm and natural. Share one quick personal thing about you like something that happened this morning.
 

[INSERT YOUR FIRM’S CUSTOM SLIDES HERE AS NEEDED]

Disclaimer & IP

Script:

Please note a disclaimer of professional advice. Since you are not yet engaged as a tax planning client, this should not be taken as tax advice. This material is also our intellectual property and should not be shared.

Tip/Trick:

Always protect yourself legally. Keep this line consistent every time.

Explaining the ROI Method

Script:

Let’s talk about how we design our tax plans. They’re designed to maximize the ROI Method of tax planning, aligning your goals and values with ours. We focus on several categories: retirement planning, income shifting, optimizing deductions, entity structuring, and tax credits. We’ll never break the law, but confusing areas we make clear. We’ll always let you know whether a strategy is red light, orange light, or green light on complexity, urgency, risk, and other benefits, and you’ll decide how to proceed. We empower you with knowledge.

Tip/Trick:

Pause to gauge comfort level with risk. This helps build trust.

Showing Client Results

Script:

To give a few examples: One client invested $23,000 with us. We projected $43,000 in savings and actually got them $56,000.

Another client invested $9,400. We projected $25,000 and actually got them $29,000.

A third client invested $42,000. We projected $173,000 ongoing, and we nearly doubled that in practice.

Tip/Trick:

Use real examples for credibility. Always pause for questions after results slides. Use EDIT button within TaxPlanIQ

Presentation to change these.

Phases of Engagement

Script:

First, we go over the proposal today. Then you’ll pay the implementation fee and we’ll finalize your tax plan. After you engage us, we’ll execute the tax plan strategies with a timeline over 30, 60, and 90 days. Then we’ll do quarterly reviews so you always know what to expect. Finally, we’ll have an annual strategy meeting to compare actual to projected results and adjust your package accordingly.

Tip/Trick:

Emphasize clarity and structure here. Clients feel safe when they see the roadmap.

What You Keep Slide

Script:

We found $39,000 of tax savings for you in 2024. You’ll invest $13,200 with us and immediately net $31,140. Over 10 years, that’s more than $300,000 in net tax savings.

Alternatively, without us, you’ll pay $40,000 to the IRS and keep nothing. With us, you’ll invest $13,000, reduce your IRS bill by $40,000, and keep $26,000–$32,000 immediately.

Tip/Trick:

This is your key closing slide. Slow down and let the numbers sink in.

Year One and Year Two ROI

Script:

Year 1: About $30,000 net savings, ~300% ROI.

Year 2 and beyond: About $30,000 net annually, ~331% ROI.

10-year: Over $300,000 net.

As we move into Phase II, we’ll revisit opportunities and adjust your package as needed.

Tip/Trick:

Show excitement here. Clients should feel momentum and growth.

Closing the Sale

Script:

So, Bob, are you ready to move forward today?

Tip/Trick:

If yes: move straight to engagement and onboarding. If maybe: open your calendar and schedule a follow-up. If no: let them go respectfully and focus on higher ROI clients.

Next Steps

Script:

We’ll send you your e-Engagement Letter with a deadline we agree on today. Then we’ll schedule your customized onboarding meeting (30–90 minutes). In that meeting, we’ll review your onboarding guide, set expectations, and finalize the plan. After that, we’ll begin implementation and continue managing the engagement as your concierge accountant.

Tip/Trick:

Never share the engagement letter before they verbally commit. This keeps leverage on your side.

Deliverables

Script:

Proposal PPT presentation (customized or partially shared).

“What You Keep” slide (decision point).

Engagement Letter (sent after acceptance).

Full Tax Plan Report (after onboarding).

Tip/Trick:

Always control timing of deliverables to protect scope and pricing.

Step 3: Practice Your Delivery

• Do a dry run of your plan presentation.
  
  
• Record it (Zoom, Loom, or phone) and review yourself.
  
  
• Ask: Would I buy from me?
  
  
• Adjust clarity, tone, and enthusiasm before presenting live

Step 4: Be Ready for Objections

We’re covering this early so you’re prepared before the weekend.

• “It’s too expensive.”  
  → Reframe around ROI. Show how savings outweigh cost.
  
  
• “I need to think about it.”
  → Emphasize your expertise, tailored plan, and risk of cookie-cutter solutions.
  

Step 5:  Build Sales Improvement Habits

• Record calls (with permission): Review details and tone.
  
  
• Self-check after each meeting: Would you buy from yourself?
  
  
• Continuously refine: Sharpen your pitch, anticipate objections, and polish delivery.