Clients Don’t Have a Fee Problem, They Have a Value Problem

Clients don’t pay you to fill in forms, they pay you to help them make better financial decisions.

By Kyle Walters

Key Takeaways

• Clients are buying expert advice and recommendations from you. They’re not buying the tools you use to do your job.

• Unfortunately, that makes many CPAs nervous because advice doesn’t balance. Advice can’t be guaranteed.

• Your output as a CPA firm is to help clients make better financial decisions. Everything you do needs to be centered around client success – not around manufacturing tax returns.

As a CPA, it’s easy to think your job is simply to provide tax and auditing services – i.e. to give clients a historical analysis of their financial statements. Your input is data; your output is more data in the form of a completed tax return. Chances are, you became a CPA because you’ve always liked numbers and structure. Like many of your peers, you have always enjoyed balancing debits and credits because that way, you can prove without question that the output is right.

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Kyle Walters

Kyle Walters

About the Author

Kyle Walters CFP®, CPWA®, CIMA® is the author of Taxes in Retirement, The Informed Investor, The Physician’s Tax Planning Guide and the forthcoming book, The Personal CFO. He has been featured in media sources ranging from The Wall Street Journal and Fox TV and The Dallas Morning News to Wealth Management.com and KTRH Radio.

Atlas Tax Advisors LLC specializes in helping entrepreneurs, physicians, executives, and retirees simplify their financial lives. Atlas Tax was founded on the belief that successful individuals and families are seeking a personal Chief Financial Officer who can go beyond simply preparing their tax returns and offer a holistic approach to simplifying their financial lives.

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