Here’s a solution for those times when a seriously interested prospect says something like this: “I really like your presentation, but I want to have my [attorney] [CPA] [tax adviser] look it over.”

At this point, if you don’t know the adviser, are you concerned your case might be going down the drain?

There is a letter or email (a letter is best) that you may be able to get your prospect to write that puts you on equal footing with the adviser.  Here it is:

Dear [attorney] [CPA] [tax adviser],

I’m in the process of analyzing a presentation made by [your full name].

I want your input on it.  Consider this [letter] [email] as authorization for you to make this study with [your first name].

Please keep each other informed on any separate aspects of the evaluation as I would prefer having you both in agreement prior to either of you getting back to me with your conclusions.  If alternatives appear to apply, by all means, I’d like you both to explore them.

If your billing for this project exceeds $[2,500], please contact me.

Thank you.

(signed)

[Name of Client]

cc:  [your full name]

Note:  The dollar value in the fourth paragraph varies based on the nature of the evaluation.

It’s important to stress with your client that you need to be involved in the presentation to the adviser.  Once this has been accomplished, present a sample copy of the letter or email and ask:

“I need some sort of authorization for your adviser.  Does this wording look OK?”  If so, be sure to get a copy.

This technique doesn’t always work – but when it does, it goes a long way toward saving your case.