Most advisors have experienced this moment. 

A client brings up taxes. 
They mention headlines, uncertainty, or recent changes. 
They ask a question that’s clearly about impact—but not about giving. 

The conversation stays squarely in numbers, projections, and mechanics. 

And then it moves on. 

For many advisors, this feels like the safest path. After all, the client didn’t ask about philanthropy. Redirecting the conversation can feel intrusive, or worse, sales-driven. 

But in reality, this moment is often the most natural opening advisors get. 

Why This Moment Matters More Than Advisors Think 

When clients talk about taxes, they’re rarely just asking for math. 

They’re signaling concern about: 

• Control 
• Timing 
• Tradeoffs 
• Uncertainty 

Philanthropy doesn’t interrupt that conversation, it completes it. 

The challenge is that many advisors assume they need to change the subject to introduce giving. That assumption creates hesitation. 

In practice, the shift is much smaller. 

You’re Not Introducing Giving, You’re Acknowledging Options 

The most effective advisors don’t jump from taxes to generosity. 

They stay in planning mode. 

Instead of reframing the conversation, they widen it slightly. They acknowledge that taxes often sit alongside other considerations without assuming what matters to the client. 

This keeps the conversation grounded, neutral, and client-led. 

Language That Keeps It Natural (and Low-Pressure) 

What works in these moments isn’t a perfect script. It’s observational language that sounds like something a human would actually say. 

Often, it sounds like: 

• “When clients bring this up, it’s usually because they’re trying to understand their options.” 
• “This may or may not be relevant for you, but taxes sometimes bring other planning questions into focus.” 
• “We don’t need to decide anything today. I just want to make sure we’re thinking holistically.” 

Notice what this language does: 

• It doesn’t assume intent 
• It doesn’t introduce a solution 
• It doesn’t ask for commitment 

It simply opens space. 

Why Advisors Hesitate Right Here 

Even advisors who are comfortable discussing taxes often pause in this moment. 

Common thoughts include: 

• They didn’t mention giving—should I? 
• What if this takes us somewhere complicated? 
• What if I don’t have the next step ready? 

But introducing philanthropy at this stage doesn’t require answers. It requires acknowledgment. 

Clients aren’t expecting resolution, they’re expecting awareness. 

What Happens When You Say Something (Even If They Say No) 

One of the biggest fears advisors have is that bringing up giving will derail the conversation. 

More often, the opposite happens. 

Clients might say: 

• “Not right now.” 
• “I’ve thought about it, but I’m not sure.” 
• “That’s something I care about, just not today.” 

Each response gives the advisor information and reinforces trust. 

Even a brief exchange tells the client that this topic is welcome, and that it belongs within the planning relationship. 

In Practice: Keeping the Focus on Confidence, Not Complexity 

Responding to tax conversations with confidence doesn’t require technical mastery of charitable strategies. 

It requires: 

• Staying in the client’s frame 
• Using language that invites, not directs 
• Separating conversation from execution 

Over time, these small acknowledgments add up. What once felt awkward starts to feel natural. 

Because for most advisors, the hardest part isn’t knowing what to recommend. 

It’s knowing how to respond in the moment.