Narrative
The headline price is not the client's number. How it is taxed decides what they keep.
Take a client who has agreed a headline price for their catalogue: five million pounds.
The natural focus is the valuation. The adviser's job is to redirect it to a question that is just as important and usually unanswered: how is this sale taxed?
The number on the is not what the client keeps. Two sales at the same headline price can land very differently, one nets roughly four million in the pocket; the other, structured or reclassified as income, nets closer to two and a half. Same deal, completely different outcome.
How the money is classified matters as much as the money itself.