Most tax advisory engagements begin with a discovery conversation, an initial meeting between the prospective client and the firm to determine whether the engagement makes sense for both parties. The quality of this conversation varies significantly across the industry. Some firms use the conversation primarily as a sales pitch. Others use it as a generic intake process. The best firms use it as a substantive evaluation of whether the client’s situation actually fits the firm’s capabilities and whether the firm can produce meaningful value for the client.
AE Tax Advisors has structured its discovery conversation around the second approach. The conversation is not a sales presentation; it is a structured evaluation of the prospective client’s tax situation, the planning opportunities that exist within that situation, and whether the firm’s capabilities match the client’s needs. The result is that prospective clients leave the conversation with substantive information about their situation regardless of whether they ultimately engage the firm.
The structure of the discovery conversation involves several specific components.
The first component is the situation overview. The conversation begins with a structured review of the prospective client’s current tax situation, income sources, entity structures, real estate holdings, equity compensation, retirement plans, multi-state exposure, family situation, and other factors that affect tax planning. The team member conducting the conversation, typically a senior advisor with experience in the prospective client’s specific category, works through each dimension to build a complete picture of where the client stands.
The second component is the gap analysis. With the situation understood, the conversation moves to identifying where planning gaps likely exist. The conversation focuses on areas where the prospective client’s situation suggests opportunities that may not have been previously addressed. Cost segregation potential for real estate holdings. S-Corp election for self-employment income above certain thresholds. Real Estate Professional Status qualification opportunities. Retirement plan optimization for high-earning business owners. The specific gaps vary across prospective clients, but the structured approach surfaces them systematically.
The third component is the strategy preview. For the gaps identified, the conversation walks through what strategies might apply and what the rough magnitude of the savings could be. This is preview-level rather than detailed analysis; the actual detailed work would happen during the engagement itself if the client moves forward, but the preview gives the prospective client a substantive sense of the planning opportunities that exist in their situation.
The fourth component is the engagement structure walkthrough. The conversation covers what the AE Tax Advisors engagement actually includes: the proprietary 3-Year Tax Lookback, the strategic tax plan with IRC citations, the quarterly check-ins, the mid-year projections, the direct advisor communication, the implementation coordination, the ongoing monitoring of tax law changes. The structure is described concretely so the prospective client understands exactly what they would be engaging.
The fifth component is the team and credentials overview. The conversation includes information about the firm’s team, the IRS Enrolled Agents, the licensed CPAs, the leadership of Christina Nortman, the staff expertise in specific specialty areas, and the firm’s compliance infrastructure including SOC 2 Compliance and secure communications protocols. The professional credentials and operational standards are appropriate context for the prospective client’s evaluation.
The sixth component is the pricing transparency. The annual $7,800 advisory engagement fee is explained clearly. The conversation covers what is included in that fee and what is priced separately, primarily cost segregation studies, which are priced based on property type, complexity, and value. The pricing is laid out without ambiguity so the prospective client can make an informed evaluation of the economic case.
The seventh component is the fit assessment. Not every prospective client is a fit for AE Tax Advisors. The firm primarily serves business owners with $500,000+ in annual revenue, high-income professionals with $300,000+ in earnings, and real estate investors with substantial portfolios. Prospective clients whose situations are simpler may be better served by traditional preparation relationships. The conversation includes an honest assessment of whether the AE Tax Advisors engagement would produce sufficient value for the specific prospective client’s situation.
The eighth component is the next-step clarity. The conversation concludes with clear next steps, what happens if the prospective client wants to move forward, what the timeline would look like, what information the firm would need, and how the engagement would actually begin. The clarity ensures the prospective client can make their decision with full information rather than being left to figure out the process on their own.
The discovery conversation is conducted via video call through the firm’s secure communications platform. The virtual format works because AE Tax Advisors serves clients in all 50 states, and the same format is used regardless of the prospective client’s location. The conversation is typically scheduled for 30-45 minutes and is conducted by the team member who would likely become the prospective client’s primary advisor if the engagement proceeds.
The substantive nature of the conversation is itself one of the differentiators the firm has built around. Many tax firms use initial conversations primarily for sales purposes; AE Tax Advisors uses the conversation to evaluate whether the engagement actually makes sense. The result is that the firm engages clients who genuinely fit the model and who are positioned to produce meaningful tax outcomes through the engagement.
For business owners, real estate investors, and high-income professionals considering whether the AE Tax Advisors engagement would be valuable for their specific situation, the discovery conversation is the natural starting point. The conversation provides substantive information regardless of whether the prospective client moves forward, and the structured approach ensures the evaluation is conducted on appropriate terms.
The firm can be reached for discovery conversations through the request form at the firm’s website at aetaxadvisors.com, by phone at (631) 614-5762, or by email at team@aetaxadvisors.com. The team, IRS Enrolled Agents and licensed CPAs led by Christina Nortman, handles the discovery conversations directly, ensuring that prospective clients are evaluating the engagement with the same team members they would work with going forward.
Disclaimer: This article is for general informational purposes only and does not constitute tax, legal, accounting, or financial advice. The applicability and potential benefits of any tax strategy depend on each taxpayer’s individual circumstances, and results may vary. Reading this article or participating in a discovery conversation does not create a professional advisor-client relationship. Readers should consult a qualified tax or legal professional before making decisions based on the information discussed.
