I came upon
an interesting topic for discussion while reviewing the August issue of
ACCOUNTING TODAY at dinner last week.
What caught
my eye was a highlighted quote from Chuck McCabe, president of Peoples Income
Tax and The Income Tax School, from Roger Russell’s article “Filling the time between April 18th and January” –
“It’s a good idea to provide multiple
services. The more services you provide,
the less likely your clients will be to leave.
Retention rate is critical.”
Back in 2009
I first published a post on advice to those starting out in the accounting
world, which I have included in my new e-book SO YOU WANT TO BE A TAX PREPARER (read a review of this book by Andy Frye of PRONTO TAX SCHOOL by clicking here). My advice involved a song
lyric and two advertising slogans –
* “You See
You Can’t Please Everyone, So You Got to Please Yourself”
* “Only
Sherwin Williams Can Cover the Earth”
* “Just Say
No!”
For “Only
Sherwin Williams Can Cover the Earth” I said –
“When I first began my own practice, many,
many, many years ago, I thought that I should offer, either personally or via
relationships with consultants in other fields, all kinds of financial services
to clients, not just 1040 preparation, so that their tax business could not be
stolen away by their insurance agent or broker or another financial
professional.
Then I remembered what a wise old
Texan (my boss at the Summit YWCA) once told me – ‘Only Sherwin Williams can
cover the earth’. You can’t be all things to all people. Don’t spread yourself
too thin and try to offer the world to your clients”
My advice
here is the exact opposite of the advice offered by Chuck in the article.
Roger’s
article concerned what tax professionals do between filing seasons. One of the things that first attracted me to
the tax preparation profession was its seasonal nature. Ideally you can work 10-12 hours a day, 7
days a week for 2½ to 3 months and only 1-2 days a week the rest of the year. I would truly be as happy as the proverbial
pig in reality tv if that was true for me.
Looking back
over my 45 years in the business, if I were to start all over again I think I
would limit my practice to 1040s.
Period. No 1065s. No 1120s.
No 1041s. No 990s. Just 1040s.
Not only to make the yearly schedule I suggested above a reality, but
also to limit my need for ongoing CPE to 1040 issues only, and to limit my
exposure to agita and liability. There
is certainly more potential for problems with business entity returns than with
1040s.
The article
also introduces another interesting concept –
“For tax preparers who aren’t interested in
expanding their tax business beyond the tax season, but would like to keep
themselves and their staff employed in some meaningful activity, some
accountants have found a solution – go into another seasonal business.”
This is an
idea I have thought of over the years, but never followed through on.
So here are
the questions I ask my fellow tax pros –
Do you limit your business to tax, or
just 1040, preparation, or do you also offer other services – insurance,
investments, real estate, college financial aid preparation, etc, etc?
And -
Do you have a second, totally
different, seasonal business during the summer of other parts of the “normal”
year?
I am looking
forward to your thoughts and comments.
TAFN
I work a 40 hour week year round by specializing in complex tax cases that are mostly filed on extension.
ReplyDeleteI offer tax prep and Tax debt resolution. In my 'off time', I am an affiliate marketer online. I love my tax business, but I also like having the variety of affiliate marketing to break the monotony.
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