> For the complete documentation index, see [llms.txt](https://advisorhub.syntheticfi.com/llms.txt). Markdown versions of documentation pages are available by appending `.md` to page URLs; this page is available as [Markdown](https://advisorhub.syntheticfi.com/working-with-prospects-deep-dive/use-case-scenarios.md). # Use Case Scenarios {% hint style="info" %} ## Match the prospect in front of you to a scenario Each scenario includes who to look for, why it works, what to say, and the objection you're most likely to hit. Use this as a reference when you have a specific prospect in front of you. {% endhint %} ### Loan refinance **Who to look for:** Any prospect with an outstanding margin loan, SBLOC, HELOC, or high-rate personal loan. **Why it works:** It's a like-for-like swap. Same kind of loan, lower rate, and the interest is generally deductible. The savings are dollar-for-dollar obvious, so there's very little to argue with. **What to say:** > "You're paying a lot on that line, and none of it is deductible. I can likely get you a lower rate that is deductible, without touching your investments. Want me to run the numbers?" **The objection you'll hit:** "What's the catch?" They're used to bank pricing and assume there's a hidden cost. Walk them through the real risks and explain that the rate is lower because the loan is priced on an open market instead of by a bank adding a markup. ### The client about to sell **Who to look for:** Any prospect who mentions they're planning to liquidate investments for a large expense. **Why it works:** This is the highest-value conversation you can have with them, because they're about to make an expensive default decision. Borrowing instead of selling avoids the capital gains, keeps them invested, and the interest is generally deductible. **What to say:** > "Before you sell, let's look at borrowing against the portfolio instead. You'd avoid the tax hit, stay fully invested, and the interest is deductible." **The objection you'll hit:** "Isn't borrowing riskier than just selling?" It's a fair question. Selling has a guaranteed cost (the tax bill and the lost upside). Borrowing has a manageable risk that they control by how much they borrow. Frame it as a comparison, not as risk-free. ### Wirehouse SBLOC refi **Who to look for:** Prospects with an SBLOC at Morgan Stanley, UBS, Merrill, or another wirehouse, especially ones already frustrated with the rate or the service. **Why it works:** Their current firm structurally cannot match this, they can't offer the rate, and they can't offer the tax treatment. That makes it one of the strongest reasons a prospect has to move their assets to you. **What to say:** > "Your current firm can't offer this. I can get you a meaningfully lower rate, and unlike what you have now, the interest is deductible." **The objection you'll hit:** "Why doesn't my current advisor offer this?" Because most firms haven't adopted it, and wirehouses have their own lending products they're incentivized to sell. That's the whole point, this is what makes you different. ### Mortgage planning **Who to look for:** Prospects buying a home, especially jumbo buyers borrowing above the mortgage interest deduction cap (currently $750K). **Why it works:** SyntheticFi can supplement or replace the mortgage at a lower rate, and the interest is generally deductible with no mortgage deduction cap. The client also avoids selling assets for the down payment, which means no capital gains hit. Stacking a traditional mortgage (deductible up to the cap) with a SyntheticFi loan captures both deductions. **What to say:** > "Before you lock in that mortgage, let me show you an option that's usually cheaper, lets you deduct the interest with no mortgage deduction cap, and means you don't have to sell anything for the down payment." **The objection you'll hit:** "Is this really safe for a home purchase?" It's a portfolio-backed loan, so a large market drop could trigger a call. Address it directly: the client controls the cushion by how much they borrow, and it's monitored throughout. CBOE has published on this exact strategy if they want third-party validation. ### Buy borrow die planning **Who to look for:** Prospects with large appreciated portfolios who want to fund their lifestyle without realizing capital gains. **Why it works:** SyntheticFi can be a lower-cost, tax-efficient way for them to borrow against appreciated assets.\* Generally deductible interest, no forced sale, gains deferred, and a possible step-up in basis at death under current law. **What to say:** > "You don't have to sell to get liquidity. We can borrow against the portfolio at a low rate, defer the gain, and the interest is generally deductible." **The objection you'll hit:** "What about the tax treatment, really?" This prospect is sophisticated and their CPA will push on it. The deduction is governed by IRS Section 1256, reported on the standard consolidated 1099, and handled natively by TurboTax and any tax preparer. Send the tax materials and offer to loop in a SyntheticFi specialist. ### Business owners and real estate investors **Who to look for:** Prospects who need fast, flexible liquidity for operations, a deal, or an opportunity. **Why it works:** No credit check or traditional underwriting, no covenants, and often a rate below a bank line. Margin and options approval are required, and terms vary by custodian. For this group, speed and flexibility matter as much as price. **What to say:** > "You don't need to go through a bank for this. We can pull liquidity from your portfolio quickly, with no traditional underwriting, and often at a better rate." **The objection you'll hit:** "How fast can I actually get the money?" Be honest about timing: first-time onboarding takes roughly one to two weeks depending on the custodian, and after that the line is available. If they need money tomorrow, this isn't the tool for that specific deal, but it is the tool for every deal after. ### Bridge liquidity **Who to look for:** Prospects in a transition, selling a business, waiting on an IPO or liquidity event, buying a home before the old one sells. **Why it works:** Fast, flexible bridge financing without forcing them out of the market or into expensive short-term bank credit. They pay it down when the liquidity event lands. **What to say:** > "We can bridge the gap by borrowing against your portfolio. It's flexible, and you can pay it down as soon as the other transaction closes." **The objection you'll hit:** "What if my timeline slips?" There's no forced maturity on the floating-rate line and no late fees. If the sale takes longer than expected, the loan simply continues. {% hint style="info" %} ## Have a prospect who fits one of these? Run their numbers in the Proposal Center for a side-by-side savings comparison, and see [Handling Prospect Objections](/working-with-prospects-learn-more/handling-prospect-objections.md) for deeper answers. {% endhint %} *** [\* Important Disclosures](/disclosures.md) --- # Agent Instructions This documentation is published with GitBook. GitBook is the documentation platform designed so that both humans and AI agents can read, navigate, and reason over technical content effectively. Learn more at gitbook.com. ## Querying This Documentation If you need additional information that is not directly available in this page, you can query the documentation dynamically by asking a question. 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