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Bissett Bullet: The Big Three
Today’s Bissett Bullet: “Growing your firm is possible even with limited time and resources, if you simply focus on the three most profitable exercises that build your credibility as an expert in your field.”
By Martin Bissett
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Hands On: The Tax Professional’s Guide to AI, April 28
Bissett Bullet: Know When You’re Beaten … For Now
Today’s Bissett Bullet: “When should a lead be considered dead? Having invested time into a prospect, how do you know when to call it a day?”
By Martin Bissett
I would suggest that if someone has failed to come back to you on three occasions, over a legitimate period of time – let’s say a month or more – then that particular lead should be considered dead. You are expensive and your time, past a certain point, is far better spent arranging to meet with somebody who is more keen to work with you.
It doesn’t necessarily mean that you won’t ever convert them but for now, it’s time to file them under proposals you didn’t win and move on.
Today’s To-Do:
Who have you met with recently and subsequently been chasing? How many times have you made contact with no outcome? If it’s more than three, take the above advice. As a precaution, diarize one further follow-up, three or six months hence. If they have been legitimately waylaid, they will still have an interest in working with you.
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Advisory Revenue Strategies: Navigating the New FICA Tip Credit Landscape, with Jody Padar
New webinar: Wed., Apr 22, 2026, 1-2 PM ET.
The FICA Tip Credit is entering a new era.
With H.R. 1 and proposed IRS regulations redefining qualified tips and tipped occupations, tax professionals now face both a technical challenge and a major advisory opportunity. Firms that build clear, consistent, data-driven workflows will be better positioned to guide clients, reduce risk, and create recurring advisory revenue.
Join Jody Padar for a timely mix of tax-technical interpretation, practical workflows, and advisory insight that empowers you to lead confidently in the new tip credit landscape.
Advisory Revenue Strategies:
Navigating the New FICA Tip Credit Landscape with Jody Padar
Wed., Apr 22, 2026, 1-2 PM ET
Register here | Learn more