Category: Big Mistakes Tax Pros Make

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

Tax Pros: Who’s Really Running Your Day?

Is Your Schedule Controlling You?

You sit down at your desk, ready to tackle the big projects that will move your business forward. But before you even get started, your day is hijacked.

Client emails. IRS notices. Last-minute calls. The “Got a minute!” quick questions that somehow take 15-45+ minutes to answer.

And just like that, the work you planned to do? It never even started.

The truth is, if you don’t control your time, someone else will.

The Difference Between Reactive and Proactive Work

Many tax professionals spend their days in reactive mode—responding to what’s in front of them instead of intentionally focusing on what will truly grow their business.

Common signs you’re stuck in reactive mode:

📌 You start your day by checking emails (and get sucked in for hours)
📌 You take calls whenever a client reaches out—no matter what you’re working on
📌 You feel like you’re always working, but never making real progress
📌 Your most important projects keep getting pushed to “later”

Sound familiar? You’re not alone. The good news? There’s a way to take back control.

The Time Block Rule: How Productive Tax Pros Stay Ahead

The most successful tax professionals don’t just work harder—they work smarter by following The Time Block Rule.

Here’s how it works:

✅ Pick 1-2 “protected work blocks” per day. Usually in the morning or when you are the most energized and productive. These are non-negotiable. No emails, no phone calls, no internal meetings, no distractions—just focused work.
✅ Communicate boundaries. Set response times for emails and calls—your availability shouldn’t be 24/7. This should be a normal thing. Remember, we are not doctors and there is no financial emergency that you need to deal with outside of regular business hours. Your time is your time.
✅ Own your schedule. You don’t need to answer client requests the moment they come in. Set the rules for when and how you engage. Train (or retrain) your clients on your schedule, not the other way around. Does your doctor, dentist, attorney take your call when you call or return your call immediately. Probably not. They have a schedule and return calls or messages according to that schedule.

This isn’t about ignoring clients—it’s about creating space to actually work on the things that will build a profitable, sustainable tax practice.

How to Implement Time Blocking in Your Business

If you’re not used to protecting your schedule, … Continue reading

You’re Busy—But Are You Actually Productive?

The Biggest Lie We Tell Ourselves: “I Don’t Have Time”

If you’re a tax professional, you probably start each day feeling like you’re already behind. Your calendar is packed, your inbox is overflowing, and your phone doesn’t stop ringing. You’re constantly working—yet somehow, at the end of the day, the most important tasks remain untouched.

You’re not alone.

We’ve all said it: “I don’t have time.”

But here’s the truth—being busy and being productive aren’t the same thing.

Why Being Busy Feels Like Progress (But Isn’t)

There’s a reason tax professionals fall into the “busy” trap so easily. We thrive on solving problems, responding to client needs, and handling urgent tasks. The problem? Urgent doesn’t always mean important.

Many tax pros spend their best energy on:

📌 Answering never-ending client emails, immediately when they hit the inbox.
📌 Attending meetings that could have been an email
📌 Handling administrative work instead of high-value cases. You know, that $10-20/hour work.
📌 Jumping between tasks without real focus

At the end of the day, you’re exhausted—but what actually moved your business forward?

If you feel stuck in a cycle of busyness without progress, it’s time to shift your approach.

The Productivity Hack: The Priority Filter

Instead of starting your day by reacting to emails and client requests, try this instead:

🔥 The Priority Filter 🔥

Before you start your workday, ask yourself one question:

“If I only get ONE thing done today, what would make the biggest impact?”

Not just on today’s work—but on your long-term business growth.

This could be:

✅ Following up with a high-value prospect who could become a premium client
✅ Streamlining a process that wastes hours of your time every week
✅ Working on marketing efforts that attract better clients
✅ Raising your fees to reflect the real value of your services
✅ Delegating a task to a VA, contractor or employee. Or hiring one of these if you do not have them

Once you identify that task, block out time for it first.

Do it before checking emails.
Do it before responding to client messages or returning phone calls.
Do it before distractions pull you in 10 different directions.

The Power of Focused Work

Most tax professionals don’t need more hours in the day—they need better focus.

Think about the last time you had a completely focused hour. No interruptions. No checking notifications. Just deep work on something that actually … Continue reading