The Hidden Cost of Saying Yes to the Wrong Clients

One of my Mastermind members recently shared a story that stopped me in my tracks—not because it was unusual, but because it’s the exact moment every successful tax professional must face (plus it made very proud).

She met with a prospective client for fractional controller services. On paper, it was perfect: a former boss who knew her work, familiar processes, guaranteed income for three to six months. Easy money, right? Especially when she is trying to start a brand new tax firm.

Then came the pricing conversation.

Her rate: $250 per hour. His expectation: $45-$50.

That’s not a negotiation gap. That’s a fundamental misalignment of value.

Here’s where most practitioners stumble. The voice in your head whispers all the “reasonable” justifications: It’s guaranteed work. I already know the systems. It would be so easy to just say yes. It is money/cash today that I need.

But she didn’t.

She recognized something profound in that moment—her desire to please people and work with everyone could have sabotaged everything she was building. Three to six months of underpriced work would have meant three months of NOT building the practice she actually wanted.

This applies to every service you offer.

Whether it’s a tax prep client pushing back on your $500 return fee, a bookkeeping prospect expecting $25 per hour work, or a resolution case where someone wants champagne service on a beer budget—the principle remains identical.

You get to choose.

You choose the practice you build. You choose how you spend your time. You choose who you work with and at what price. Not your clients.

Notice I said “choose,” not “hope for” or “settle for.”

When you accept work at rates that don’t serve your goals, you’re not being flexible or client-focused. You’re actively building the wrong practice. Every hour spent on underpriced work is an hour unavailable for the clients and services that actually move you forward.

My mastermind member concluded her message with something that made me incredibly proud: “So thank you for your support and your mentorship. I’m learning so much and I’m finally starting to believe in myself and my ability to build this practice.”

That belief didn’t come from saying yes to easy money. It came from having the courage to say NO.

So here’s your homework: The next time a prospect has “sticker shock” at your rates, resist the urge to negotiate against yourself. Instead, wish them well and … Continue reading

You’re accidentally repelling high-value clients with this 4-letter word “BUSY”

Let’s cut through the noise: The word “busy” is destroying your professional brand, and you need to stop using it. Today.

I know you’re slammed. Tax season is relentless. IRS notices pile up. Deadlines multiply. You’re working 60-hour weeks. But nobody cares.

Here’s the brutal truth about what happens when you say “I’m busy”:

Your clients hear: “You’re bothering me. I don’t have time for you.”

Your prospects hear: “This person is disorganized. They can’t handle their workload. Why would I add to their chaos?”

Your referral sources hear: “Red flag. They’re overwhelmed. My reputation is on the line—I’m not sending my best clients to someone who’s drowning.”

And just like that, your referrals dry up. Your prospects hire someone else. Your clients start looking for a tax professional who seems more in control.

Would you trust your health to a surgeon who constantly complains about being busy? Would you hire an attorney who sounds frazzled every time you call? Then why are you positioning yourself this way?

“Busy” signals chaos. Strategic professionals signal capacity management.

Here’s what intentional positioning sounds like:

✓ “I’m currently working with several clients on IRS collection cases, but I’m scheduling consultations for mid-December” ✓ “My calendar is committed through November 15th. I’m protecting my clients’ timelines right now” ✓ “I’m at capacity, which is exactly why my clients get results—I never overextend” ✓ “I maintain a focused caseload so each client gets my full strategic attention”

Notice the difference? Same reality. Completely different perception.

The first version screams: “I can’t manage my practice.”

The second version says: “I’m in demand because I’m selective and strategic.”

Here’s what you’re really communicating when you say “busy”:

  • You’re reactive, not proactive
  • You can’t set boundaries or manage your time
  • You’re available to everyone, which means you’re valuable to no one
  • You didn’t plan for predictable seasonal demands
  • You’re not running a business—you’re being run by one

And here’s the thing that should terrify you: Your best referral sources are specifically watching for this.

CPAs, attorneys, financial advisors—they’re not sending their best clients to someone who sounds overwhelmed. They’re looking for tax professionals who project confidence, capacity, and control. Every time you say “busy,” you’re telling them you’re not that person.

The language of strategic tax professionals:

They talk about capacity, not busyness. They discuss commitments, not workload. They reference focus, not overwhelm. They communicate demand, not chaos.

Start … Continue reading

How AI Turns Your Tax Practice Into a Client-Attracting Machine

Let’s talk about the feast-or-famine cycle that plagues tax practices. January through April? You’re turning people away. May through December? You’re wondering if you should have kept your day job. Sound familiar?

The problem isn’t that people don’t need tax help year-round—they absolutely do. The problem is that lead generation often stops the moment you get busy, which means you start every year scrambling to fill your pipeline all over again.

The Lead Generation Treadmill

Effective lead generation requires running ads that don’t waste money, building referral programs that actually generate referrals (not just good intentions), managing complex funnels that nurture prospects from “who are you?” to “take my money,” following up on leads before they go cold, and creating lead magnets that people actually want to download.

Oh, and you need to do all of this consistently, track what’s working, and continuously optimize. All while preparing tax returns, answering client questions, and staying current on tax law changes. Oh, and have a personal life with your family, friends and fun things to do.

Most tax professionals handle lead generation in one of two ways: they either throw money at it inconsistently (hello, panic-induced Facebook ads in December), or they simply rely on word-of-mouth and hope for the best. Neither approach builds a sustainable, growing practice.

AI: The Lead Generation System That Never Sleeps

Artificial intelligence excels at the repetitive, analytical, and creative tasks that make lead generation effective. While you’re meeting with clients or actually living your life, AI can be identifying prospects, crafting ad copy, nurturing leads, and identifying patterns in what converts browsers into buyers.

Here’s how AI transforms each aspect of lead generation:

Running Ads: AI-powered advertising platforms like Google Ads and Meta (Facebook/Instagram) use machine learning to optimize your campaigns in real-time. But beyond platform automation, AI can help you write ad copy, create multiple variations for A/B testing, identify the best targeting parameters, and analyze performance data to suggest improvements. Instead of guessing which ad message will resonate, you can generate ten variations in minutes and let AI help you test them.

Building Referral Programs: AI can analyze your client base to identify your most likely referral sources, draft the messaging for your referral program, create automated follow-up sequences to remind clients to refer, and even personalize referral requests based on client characteristics. The CPA who does great work but never asks for referrals is leaving serious … Continue reading