If you’re a licensed tax professional, there’s a good chance you’re constantly behind. You’re bouncing between client calls, chasing missing documents, answering last-minute emails—and by the time tax season ends, you’re burned out, behind on billing, and wondering where your time went.
Sound familiar?
You’re not lazy. You’re not disorganized. You’re stuck in the Productivity Trap—a cycle where the volume of work, client expectations, and your own high standards make it impossible to grow without exhaustion.
But here’s the good news: there’s a way out.
The Real Problem: You’re Running a Volume-Based Business
Most tax professionals prepare returns for hundreds of clients every year. While that keeps the calendar full, it creates a false sense of productivity. What it really means is:
- You’re constantly reactive, not strategic
- You’re pricing based on time, not value
- You’re in survival mode every February through April (and again August to October)
And worst of all? Your business likely depends on volume, which makes it hard to scale, raise fees, or build in time for training, marketing, or rest.
The Solution: Shift from Low-Fee Prep to High-Value Representation
Imagine handling fewer clients each year—clients who:
- Desperately need help with IRS problems
- Are willing to pay $3,500 to $5,000+ per case
- Aren’t just looking for a fast refund—they want peace of mind
That’s the world of IRS representation—helping individuals and businesses resolve tax debt, respond to audits, and deal with complex IRS/state tax notices.
It’s not just more profitable. It’s more manageable.
How to Regain Control of Your Time
To break free from the time trap, you need both a strategic mindset and structured systems. Here’s where to start:
1. Time Block Like a CEO
Reserve focused hours for case work, client calls, and marketing. This is for Revenue Generating Activities. Don’t let your calendar be ruled by chaos.
2. Automate Admin Tasks
Use tools like CRMs, e-signatures, and scheduling links to cut out the back-and-forth and free up hours each week. This is not only for you but for your staff (assuming you have them).
3. Ditch Time-Based Billing (or even per form billing)
Hourly rates limit your earning potential. Flat or value-based pricing aligns with outcomes, not minutes.
4. Say No to Bad-Fit Clients
Not every collections/exam case, tax return, bookkeeping client, or tax planning/tax consulting work is worth your time (or the stress or grief it may provide). Prioritize clients with real problems—and the budget to solve them.
Final Thought: Time Freedom = Business Freedom
If you want to grow a practice that respects your time, values your skills, and actually pays you what you’re worth, you need to get out of the low-fee, high-volume trap.
Start building your time around high-value services like IRS representation—and reclaim the control, freedom, and focus you’ve been missing.
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Here’s to working smarter, not harder!
And a brighter future for your tax practice!
If you want to know more consider joining the Tax Resolution Academy® by clicking this link to earn your Certified Taxpayer Representative™ (CTR™) certification
I hope this helps.
If you have any questions, please reach out to us.
I would love to hear your thoughts, challenges, and successes in writing your very own book.
Have a GREAT day,
Cordially,
Dan
Dan Henn, CPA, CTR™
Co-Founder, Tax Resolution Academy®
Managing Member
Tax Pro Academy, LLC
P.S. Want to learn more about the Tax Resolution Academy®, go to https://community.taxresolutionacademy.com.
P.P.S. Check out our CPE classes here! Click the link to Follow our page and you will be notified when we release new classes.
