Dan Henn CPA
Dan Henn CPA

Why Niching Your Tax Practice Isn’t Risky—It’s Smart

When most tax pros hear the word “niche,” they get nervous.

“But won’t I miss out on clients?”
 “I don’t want to limit myself.”
 “I need to be able to help anyone who walks through the door.”

These are common concerns (and myths), especially in the early stages of growing a tax resolution practice. But the truth is this: niching doesn’t shrink your business—it sharpens it.

In a crowded, competitive market, being the “general tax person” is the fast track to burnout and price-based shopping. On the other hand, specializing gives you clarity, credibility, and better clients.

What It Really Means to “Niche”

Niching doesn’t mean turning away work. It means defining your marketing, systems, and offers around a clear, target audience or service area.

Instead of “I help anyone with tax problems,” you say:

  • “I help independent truckers resolve back tax debt and get back on the road.”

  • “I work with self-employed service professionals who owe more than $25K to the IRS.”

  • “We specialize in resolving tax issues for high-income earners who’ve fallen behind on quarterly payments.”

These are specific. They speak directly to the client’s pain. And they immediately position you as someone who understands their world.

The Benefits of Picking a Niche

  1. Easier Marketing
     When you know exactly who you’re speaking to, your messaging becomes 10x clearer. You’ll write better website copy, email campaigns, ads, and social content—because you’re not trying to talk to everyone. Your message to the truck driver is not the same as your message to the doctor. The pains they have are different and they resonate with certain words.
  2. Higher Trust and Authority
     Clients don’t want a jack-of-all-trades. They want a tax pro who’s seen dozens of cases just like theirs. When you niche, you build instant credibility because your experience and success stories align with your clients’ specific needs.
  3. More Referrals
     People refer specialists, not generalists. If someone says, “My cousin owes $75,000 in back taxes from her small business,” your contact is more likely to say, “Oh, I know someone who does exactly that.”
  4. Streamlined Systems
     When your clients and services are consistent, your processes become more efficient. You can build templates, SOPs, and workflows that serve 80–90% of your cases. This saves time, reduces errors, and makes onboarding team members easier.
  5. Premium Pricing
     Generalists compete on price. Specialists set the price. If someone believes you’re the go-to expert for their situation, they’re less likely
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Delegation and Productivity for Tax Pros – How to Work Less and Get More Done

If you’re running a tax resolution practice, there’s a good chance you’re doing too much. Between managing IRS deadlines, handling client communication, prepping cases, marketing your services, and overseeing your team, it’s easy to fall into the trap of thinking that everything has to go through you.

But here’s the truth: doing it all is not a badge of honor—it’s a bottleneck. As Admiral Ackbar would say “It’s a TRAP!”. It’s a trap we all fall into, don’t realize we are there and then don’t know how to get out of the hole we dug. The most successful tax pros don’t just do more; they delegate better.

As John C. Maxwell put it, “If you want to do a few small things right, do them yourself. If you want to do great things and make a big impact, learn to delegate.”

Why Tax Pros Struggle With Delegation

Many practitioners—especially solo or small firm owners—resist delegation because they think:

  • “It’s faster if I just do it myself.”
  • “No one else can do it as well as I can.”
  • “Clients expect me, not my staff.”

While those feelings are understandable, they’re also a trap. Holding onto every task limits your capacity, increases stress, and stunts your growth. Delegation is not giving up control—it’s creating more space to focus on the work that matters most.

Identify What to Delegate

Start by categorizing your weekly tasks. Which ones require your expertise—and which ones don’t?

Delegate these immediately:

  • Appointment scheduling and calendar management
  • Document collection and filing
  • Data entry and tax prep basics
  • Email follow-ups and client reminders
  • Social media posting or blog formatting

Keep these on your plate:

  • High-level client strategy and consultations
  • IRS representation and resolution planning and case work
  • Business development and key relationship building

Use the 80/20 rule. If 80% of your results come from 20% of your activities, focus on those top 20%. Everything else can likely be automated, delegated, or eliminated.

Build Systems That Support Delegation

Delegation works best when you have clear, repeatable processes. That’s where SOPs (Standard Operating Procedures) come in.

Document how each task should be done—step-by-step—with tools like Loom (for video walkthroughs), ScribeHow, or Google Docs. The goal is to make it easy for anyone on your team to step in and follow the playbook.

Use tools like:

  • TaxDome to assign and track tasks
  • IRS Solutions to centralize case management
  • Google Meeting or Zoom for team communication
  • Asana or ClickUp
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Sell Like a Pro: Why Great Sales Skills Matter More Than You Think in Tax Resolution

If you think “sales” is a dirty word in the world of tax resolution, think again.

Too many tax pros hesitate to embrace sales as a skillset, worried that it feels “pushy” or “inauthentic.” But if you’re serious about growing your practice, mastering ethical and effective sales is not optional—it’s essential. At the end of the day, no matter how good you are at resolving IRS problems, if you can’t communicate your value and close the deal, you’re leaving money—and impact—on the table.

“Nothing happens until someone sells something.” – Zig Ziglar

Selling Is Serving

In tax resolution, sales isn’t about convincing someone to buy something they don’t need. It’s about helping someone take action on something they desperately do need. If a prospect has a levy, garnishment, or looming collection action, you’re not “selling” them—you’re offering a solution to a real problem. You are the doctor trying relieve their pain.

Approach the sales conversation as a diagnosis: you’re asking the right questions, listening to their pain, and presenting the best course of action. That’s not manipulation. That’s leadership.

The 3 Most Common Sales Mistakes in Tax Practices

  1. Talking Too Much, Listening Too Little
     Your job isn’t to dazzle the client with everything you know about the IRS or tax transcripts or Form 433-A. Your job is to listen. The more you understand about their situation—financial stress, prior tax prep nightmares, fear of the IRS—the better you can position your solution.
  2. Avoiding the Money Talk
     If you stumble when quoting your fees, you lose trust. Be direct and confident. “For this type of case, our fee is $3,500. Here’s what’s included.” Let them react. Don’t discount preemptively. The right clients will pay when they understand the value. Or better yet, reframe the statement with the word “investment”. “For this type of case, the investment in our services is $3,500.”
  3. Offering Free Work as a Way In
     Free consults. Free transcript pulls. Free advice. Stop giving away your expertise. Charge for your consultations—and make it known that what you offer is premium support. As Dan says often: “People value what they pay for.” or said another way “If people will pay, they will pay attention!”

Build a Sales Process That Works

Here’s how to set yourself up for consistent closes, without the stress or sleaze.

Qualify Before You Call

Use a pre-consultation questionnaire to screen for serious prospects. They should not even be talking to you … Continue reading