Can we speak to references?

A proposal tells you what an adviser intends. A reference tells you what happened. The useful reference is a business of similar size in a similar field whose claim has been through a tax authority review, because that is where the adviser's process is tested. Testimonials chosen by the adviser tell you less than a conversation you lead.

Two or three references you can call, chosen to match your situation, including at least one whose claim was reviewed. Permission to ask them anything. No objection to you finding references of your own.

No references, or references that cannot be contacted. Only written testimonials. A reference whose claim has never been reviewed, offered as proof that the process works. A reference who turns out to have a financial relationship with the adviser.

Ask the reference the same questions you are asking the adviser: how the fee was worked out, whether they saw the claim before filing, what happened in the review, and whether they would sign again. The reference check guide lists the questions.

• The clause: liability and indemnity
• The script: asking how the fee is calculated
• Green flag: named people with qualifications you can check. Red flag: pressure to sign quickly
• Reference check guide