> 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-learn-more/handling-prospect-objections.md).

# Handling Prospect Objections

{% hint style="info" %}

## The common objections

Prospects raise the same three objections: "too good to be true," "why have I never heard of this," and the tax question. Each has a clean answer backed by third-party sources. After the meeting, send a follow-up email that puts the savings and the answers in writing.
{% endhint %}

If you've pitched SyntheticFi more than a few times, you've heard the same three objections. They aren't deal breakers, they're signals the prospect is taking it seriously. Each has a tested answer.

### The three objections

1. **"This sounds too good to be true."** The prospect is comparing it to a bank loan and assuming there's a hidden catch. The honest answer: there's no catch, but there are real risks, and walking through them builds trust faster than dodging them. [Handling "too good to be true" →](/working-with-prospects-deep-dive/handling-too-good-to-be-true.md)
2. **"Why have I never heard of this?"** Because the strategy has been an institutional tool for decades and only recently became accessible through advisors. Hedge funds and family offices have used it all along, and it's now well documented in the financial press. Handling ["I have not heard about it" →](/working-with-prospects-deep-dive/handling-i-have-not-heard-about-it.md)
3. **"What about the tax treatment, really?"** The most technical one, and the one prospects and their CPAs push on hardest. The deduction is governed by IRS Section 1256, reported on the standard consolidated 1099, and handled natively by TurboTax and any tax preparer. See ["Why is it tax deductible?" →](/product-learn-more/why-is-it-tax-deductible.md)

### After the meeting

* **Always send a follow-up email.** The prospect forgets half of what you said in the room. A written summary of the savings and the answers gives them something concrete to share with their spouse, CPA, or attorney.
* **Bring in backup if they're still on the fence.** A SyntheticFi specialist can join the next call to handle the technical questions. It usually closes the deal.

***

[\* Important Disclosures](/disclosures.md)


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