TAX PLANNING
“If an advisor wants to be more productive,
more credible, and more respected,
understand the tax implications of the
offered advice. It will increase production,
increase referrals and benefit the client
and his or her beneficiaries.”
— William H. Black Jr., CLU
to astound me: watching advisors make recommendations to
a client that will adversely impact the client due to the tax
ramifications. The client’s CPA rightly quashes the recom-
mendation, and the advisor comes away thinking the CPA is
a “deal killer.” Nothing could be further from the truth. If an
advisor wants to be more productive, more credible, and more
respected, understand the tax implications of the offered ad-
vice. It will increase production, increase referrals and benefit
the client and his or her beneficiaries.
Charles K. Hirsch, CLU, is a contributing editor to Life Insurance Selling. He is the president of Hirsch Communications Consulting in Florissant, Mo.
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InsuRIng tomoRRo W todAy
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*Company assets as of 12/31/11.
