What is marketing?

Yesterday, I wrote about growth and expansion in your tax firm.

Today, let’s discuss the critical thing you need to have in place in order to execute on most growth and expansion strategies: Marketing.

For many accountants, marketing is the pink elephant in the room that they don’t want to talk about. It’s outside their comfort zone, and something they want nothing to do with.

But not you. … [ Continue reading ]

What is growth & expansion?

In yesterday’s article about the entrepreneurial continuum, we defined an entrepreneur as the tax pro who focuses their business on growth and expansion as the primary goals.

But what exactly does that mean, “growth and expansion”? It’s obviously just a textbook definition, and I’m big on translating the theoretical into the practical.

It’s most common to measure growth by revenue, obviously, but in reality, it’s so much … [ Continue reading ]

Tax Firm Entrepreneurs & the Entrepreneurial Continuum

There are two types of tax pros that run their own shops: Small business owners and entrepreneurs.

What’s the difference, and why does it matter?

A small business in our industry, or what I’ll commonly refer to as a tax practice, is forever centered around the tax professional that started the practice continuing to personally deliver services to clients. You may hire staff, but in this business … [ Continue reading ]

Offering Advisory Services to Real Estate Investors


It’s that buzz word that we all keep hearing. Accounting journals, CPE classes, books, podcasts, etc., all telling us that we need to start making the shift from compliance to advisory if we want our tax and accounting firms to survive in the 21st century.

Of course, that advice is quite accurate. As more and more compliance services become automatable with advances in technology, and then actually … [ Continue reading ]

Helping tax clients with real estate deal analysis

In Wednesday’s email, I outlined an example of what the annual service fees from a real estate investor tax client can look like. 

In that breakdown, I mentioned helping real estate investors with doing deal analysis. A typical analysis can be done in about half an hour or less, assuming you have all the data sources lined up (which you will, once you’ve done a few for [ Continue reading ]

How much is a real estate investor tax client worth?

There are many things to love about dedicating your tax practice to serving a specific, narrow target audience.

When you niche, you get:

  • economies of scale
  • greater operational efficiency
  • reduced marketing costs
  • simplification of lead generation efforts
  • higher fees from specialized services

This is why I always encourage tax pros to niche, niche, niche. It’s simply the smart thing to do, and it’s what the large public accounting and … [ Continue reading ]

Real Estate Investors Make Great Clients

According to IRS tax return data, over 10 million American individuals (not even counting business entities) own at least one rental property.

That’s about 1 in 15 individual income tax returns filing a Schedule E with rental income.

As both a tax pro and a real estate investor myself, I find this statistic to be absolutely fascinating, particularly when viewed through the lens of a subject that … [ Continue reading ]

Content Marketing & You

What is content marketing?

Content marketing goes by many different names, such as:

  • Educational marketing
  • Info-first marketing
  • Inbound marketing
  • Demand generation marketing
  • Article marketing
  • Video marketing
  • Thought leadership

…and many more. As you can see from the names, it basically refers to any type of educational content that you produce with the intent to inform (and sometimes entertain) your target market. By educating a target audience, they come to … [ Continue reading ]

The Only Three Ways to Increase Profits

Do you want to increase your take-home profits in 2020?

Do you know the fundamental mechanics for making this happen?

Do you love articles that start with a series of questions?

If you’re going to increase revenues, and most importantly, profits, within your tax or accounting practice, then you need to be aware of the three ways for doing so.

Yes, there are three ways to make more money…. … [ Continue reading ]