Possible Objections

CPA/Tax Professional ObjectionsCPA/Tax Professional Objections

CPA has already done thisCPA has already done this- It’s worth a free lookIt’s worth a free look- May have taken “low hanging fruit” May have taken “low hanging fruit” - IRS wants independent, engineered based IRS wants independent, engineered based

studystudy

Why an Eng. Study?

Best Economic Results

CPA/Tax Professional ObjectionsCPA/Tax Professional Objections

MisinformedMisinformed- May think it is only for new propertiesMay think it is only for new properties

• Explain 3115 formExplain 3115 form• No amending of tax returnsNo amending of tax returns

- When Cost Segregation first came about When Cost Segregation first came about fees were high, may not be aware that fees fees were high, may not be aware that fees have dropped due to more efficient have dropped due to more efficient processesprocesses

Client ObjectionsClient Objections

Lack of knowledgeLack of knowledge- Relatively new applicationRelatively new application

• First accepted in 1997First accepted in 1997

- Specialized Specialized

Client ObjectionsClient Objections

Too expensiveToo expensive- Bring ROI to attentionBring ROI to attention

• Typically 10:1Typically 10:1

- May think it’s more expensive than it May think it’s more expensive than it actually isactually is• Costly when first introduced, less expensive Costly when first introduced, less expensive

now due to more efficient processesnow due to more efficient processes

Client ObjectionsClient Objections

No sense of urgencyNo sense of urgency- Client believes he or she has time to put off Client believes he or she has time to put off

study since it is not “tax time”study since it is not “tax time”- Cost Segregation can significantly reduce Cost Segregation can significantly reduce

or eliminate quarterly tax estimatesor eliminate quarterly tax estimates

Client ObjectionsClient Objections

““Too good to be true”Too good to be true”- Use third party articles to show it is an Use third party articles to show it is an

accepted applicationaccepted application

Journal Of Acct. AICPA

Overcoming ObjectionsOvercoming Objections

Third party articlesThird party articles ReferralsReferrals Property AnalysisProperty Analysis