The riveting world of client acceptance for tax professionals—a realm where the power of “yes” and “no” shapes the destiny of your practice. Here, amidst the thrill of tax codes and the mystique of deductions, lies a less-discussed but equally critical skill: the art of selecting clients. Without it, you risk opening the floodgates to a deluge of nightmares dressed as clients. So, buckle up as we embark on a journey to master this art, peppered with professionalism, a dash of humor, and the ultimate quest for a drama-free tax season (Oh YES, PLEASE!).
The Cast of Unwanted Clientele
Imagine, if you will, you are the director of the stage set for the performance of your career, only to find the roles filled by the most uncooperative cast imaginable. Enter the Whiners, Complainers, Procrastinators, Non-listeners, Fibbers, and the most dreaded of them all, the Non-payers. Without a discerning client acceptance process, your tax practice becomes an open audition for these characters, each more capable than the last of turning your professional life into a tragicomedy.
The Symphony of Screening
To avoid such a fate, one must conduct the Symphony of Screening, a meticulous composition played before a client crosses the threshold into your esteemed practice. This symphony involves more than just assessing the financial health or complexity of a potential client’s tax situation. It’s about tuning into the harmony of mutual respect, honesty, responsiveness, and, let’s not forget, the ability to adhere to the sacred ritual of payment.
Conducting the Audition
Let’s dive deeper into the art of conducting this audition, shall we? The first step is setting the stage with clear expectations. This means communicating your policies, your working style, and your fees upfront. It’s like setting the dress code for your performance; nobody likes a surprise tuxedo requirement at the last minute.
Next, we have the audition itself. Here, you’re not just listening for the obvious cues. You’re watching for the subtleties: How do they talk about their previous tax professionals? Do they show up to the audition (read: initial consultation) on time? Are they prepared, or do they expect you to perform a miracle with a shoebox full of unsorted receipts?
The Art of Saying “No”
Perhaps the most powerful instrument in your symphony is the ability to say “no.” It might feel counterintuitive. After all, we’re in the business of growth, aren’t we? But saying “no” to a potential client who doesn’t fit can be the most growth-inducing decision you make. It’s about protecting your practice’s culture, your sanity, and yes, your bottom line.
Saying “no” isn’t a rejection; it’s a redirection. It’s ensuring that your practice remains a sanctuary for productive work and professional fulfillment, not a battlefield for negotiating basic respect and decency.
The Glorious Aftermath
What happens when you master the art of client acceptance? The stage of your practice is now filled with clients who respect your expertise, adhere to deadlines, appreciate your hard work, and yes, joyously pay your fees. These are the clients who fuel your passion for the profession, who make the late nights and endless cups of coffee worth it. They are the ones who send you referrals, who sing your praises to anyone who’ll listen, and who, year after year, remain loyal patrons of your tax practice.
As you approach the final deadline for tax season, be wary of the people who come in the first couple of weeks of April wanting their tax return done before the 15th. Your response should be NO. Alternatively, I instituted a 50% rush fee. Whatever your fee is (let’s say $500), then they would pay $750 if they wanted it done before April 15th. Why not make it worth your while. Or even better, say yes, but it will be extended and they need to pay something by the extended due date. You will complete the return after the deadline. Why should you bend over backwards when they did not have the courtesy to bring it to you sooner. Their emergency does not constitute your emergency.
So, my fellow tax professionals, I call upon you to embrace the fine art of client acceptance. Let’s bid farewell to the days of dreading client interactions and welcome a future where our work is not just appreciated but celebrated. Implement those screening procedures, communicate your expectations, and wield the power of “no” with grace and conviction.
In doing so, you’ll not only elevate the quality of your client base but also the quality of your life and practice (not to mention your sanity). Remember, in the grand theater of tax consultancy, you are in control, and it’s within your power to cast the dream ensemble that will make every tax season a standing ovation-worthy performance.
Together, let’s transform our practices into havens of professionalism, respect, and mutual success. The stage is set, the audience awaits, and the spotlight is on you. Let the symphony of screening begin!
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Dan Henn, CPA, CTR™
Managing Member
Tax Pro Academy, LLC
