{"id":23945,"date":"2021-10-08T08:00:01","date_gmt":"2021-10-08T13:00:01","guid":{"rendered":"https:\/\/taxprocenter.proconnect.intuit.com\/?p=23945"},"modified":"2023-08-22T11:08:19","modified_gmt":"2023-08-22T16:08:19","slug":"create-your-advisory-practice-its-the-relationship-that-matters","status":"publish","type":"post","link":"https:\/\/accountants.intuit.com\/taxprocenter\/practice-management\/create-your-advisory-practice-its-the-relationship-that-matters\/","title":{"rendered":"Create your advisory practice: It\u2019s the relationship that matters"},"content":{"rendered":"

Congratulations! You have now made the decision to boost your advisory services practice.\u00a0<\/span><\/p>\n

While any tax advisor can review a client\u2019s books and spit out a return, the ones who are doing only this are losing out on new business, continuous revenue streams, referral opportunities, and much more.\u00a0<\/span><\/p>\n

Advisory services are not for the tax pro who wants to hang up a \u201cGone Fishing\u201d sign on April 15. Instead, advisory services is for more engaged professionals who want to help their clients grow their businesses and provide opportunities beyond a traditional scope of services.<\/p>\n

Like most things in life, you must fight your way out of survival mode, first, before you can get attack and conquer. That\u2019s how I see compliance and advisory: reactive and proactive.<\/p>\n

Phase 1 \u2013 Compliance (reactive)<\/b>: Here, we look back. When was the last return filed, and are the books reconciled? What pressing items and fires need to be put out immediately?<\/p>\n

We also find low-hanging fruit and potential advisory services to talk about with the client, and while a lot of discussion is educational, you aren\u2019t pitching them advisory. You are merely suggesting things they may not know.<\/p>\n

Phase 2 \u2013 Advisory (proactive):<\/b> We fought to get out of survival mode and can now proceed with the fun part: advisory.<\/p>\n

By doing great advisory, you will get more referrals than just doing great compliance work. For example, many clients did not know much about the Employee Retention Credit<\/a>. From my conversations with other practitioners, firms that helped their clients with this got them money back that they didn\u2019t even know was possible.<\/p>\n

Creating a transactional vs. relational practice<\/h2>\n

If all you\u2019re interested in is a transactional relationship, then advisory is probably not for you. It\u2019s the relationship that matters.<\/p>\n

One of the best pieces of advice I ever received when I was in the sports coaching world was to ask yourself this question: <\/i><\/b>Do you care about your players outside of the sport?<\/p>\n

Let\u2019s say I coach a tennis player. Do I care about that person just becoming a better tennis player, or do I want them to become a better person and a better version of themselves? Ironically, just working on bettering themselves will<\/i> make them a better tennis player.<\/p>\n

If you are coming from this place, then you will naturally communicate this with prospects when you meet them, and pretty soon you\u2019ll convert these prospects into clients. It\u2019s that simple.<\/p>\n

Listening will get you advisory clients<\/h2>\n

Now that we\u2019re resuming in-person meetings, take your clients out to lunch just to talk with them, and listen to them to see how they are doing. The compliance and transactional tax person will never do this.<\/p>\n

Clients will tell you their challenges and you will be there to provide solutions. Do you genuinely care about your clients? Do you know when their birthdays are? Did their daughter just get married?\u00a0\u00a0<\/span><\/p>\n

Obviously, these all have tax ramifications, but it’s all about the place it is coming from. If you genuinely are a support system for the person, listen to them throughout the year, and learn more about them as people, the transfer of trust will be there.<\/p>\n

Build your advisory team<\/h2>\n

If you don\u2019t have talent in house, get the best of the best: bookkeepers, payroll specialists, financial advisors, lawyers, and other professionals. The good thing about advisory and tax is that you can quickly find out who is legitimate and who is not. Then, you can share your sphere of influence with your clients.<\/p>\n

The advisory team is not fighting with each other to be a mutually exclusive hand-off and competition for the client\u2019s wallet, but rather a true team that helps the client build their business.<\/p>\n

One of the themes I have been discussing recently is the concept of the family office. Most may think you need to have high-net-worth clients to niche in this area. However, what people are finding out now is that the advisory team can and should be modeled for the small business owner \u2013 and there is no better person to be the quarterback of this advisory team than the EA, CPA, or accountant who excels in an advisory role.<\/p>\n

What role do you want to play, and what kind of practice do you want to have? The \u201cclient for life\u201d relationships make your tax practice more meaningful in the long run.<\/p>\n","protected":false},"excerpt":{"rendered":"

What goes into adding advisory services to your tax firm? It all starts with establishing solid relationships. Brian Hershman, EA, explains.<\/p>\n","protected":false},"author":144649022,"featured_media":23947,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"rkv_browse_by_id":0,"rkv_cta_id":0,"rkv_optimize_for_pagespeed":false,"jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"useModifiedDate":false,"customPublishDate":"","_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":true,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"_wpas_customize_per_network":false},"categories":[646041873,507998780,116807],"tags":[],"intuit_collection":[],"intuit_series":[],"coauthors":[646041819],"class_list":["post-23945","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-advisory-services","category-grow-your-practice","category-practice-management"],"header_image":"","yoast_head":"\nCreate your advisory practice: It\u2019s the relationship that matters - Tax Pro Center | Intuit<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/accountants.intuit.com\/taxprocenter\/practice-management\/create-your-advisory-practice-its-the-relationship-that-matters\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Create your advisory practice: It\u2019s the relationship that matters - Tax Pro Center | Intuit\" \/>\n<meta property=\"og:description\" content=\"What goes into adding advisory services to your tax firm? 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His first business was in the sports world, where he developed from scratch a nationally recognized youth basketball academy that produced college players and an eventual NBA draft pick. He is big on the fundamentals, and sees his accounting and business expertise as \"coaching\" small business owners. Brian's passion is now in Buck Stops Here Accounting, Inc., a firm that revolves around creative financial and tax solutions, and to integrate as a trusted advisor within a client's management team. His favorite sport now is playing pickleball competitively. 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