Real Tax Business Success: Tax Marketing Lesson 2 – The Mental Shift

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Most tax business owners think ‘tax preparation’ is the most important part of the business. That is simply not the case.

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The mental shift from “doer of the task” (preparing tax returns) to “promoter of your business” (marketing tax services) is vital if you plan on growing your tax business to the Million Dollar level. I would say over 99 percent of the tax business owners in America do not make this mental jump from, “I do taxes for a living” to “I market my tax business for a living.”

Now don’t think I’m being picky here. This is important to get straight NOW, right up front. 

Most tax business owners think ‘tax preparation’ is the most important part of the business. That is simply not the case. 

The tax business owner “doer” sees the task of preparing returns as their primary role. The “marketing minded” tax business owner sees acquiring clients, retaining them and maximizing their total client value as their primary role. (Tax preparation is seen as just another task in the office.)

I hope you can see the difference. (If you are hearing this concept for the first time, let it sink in and think about it for a second. If you don’t have clients coming through your door to do business with you and you’re the best tax practitioner in the world, you’re still going to starve if you can’t get clients!)

The most important part of your business is “making the sale!”

And how you get someone in front of you to sell your tax services to is called MARKETING. 

Getting people to call your office saying, “I want to do business with you,” and then to show up at your door wanting to give you money in return for a particular tax service IS THE MOST IMPORTANT THING YOU NEED TO MASTER.

(Since you ARE the owner, I figure you’d be interested in [more] paying clients coming to your office instead of someone else’s!)

This concept has to make sense to you or you will have a hard time making LARGE sums of money in the tax business. For now, make sure you do this. AS YOU GO THROUGH THIS CRASH COURSE, THINK OF WAYS YOU CAN MOVE FROM “DOER” TO “MARKETER” IN ORDER TO INCREASE YOUR TAX BUSINESS AND MAKE IT MORE PROFITABLE FOR YOU DOWN THE ROAD! 

*** And don’t ‘box yourself in,’ saying, “But I’m not good at sales or marketing!” ***

You can’t say that any more now that you’ve gotten your hands on this Crash Course. Just by reviewing my ‘Crash Course System’ you’re light years ahead of almost all the other tax business owners in this country!

I know you don’t want to be a “worker bee” (or a slave to your business) the rest of your life! 

(It’s time to change that mindset of yours, starting today!)

In fact, here’s ONE way you can do that…

Use the “DOMINANT THOUGHT” to accelerate the success of your goals! 

I am NOT talking about some mystical “Law of Attraction”. What I AM talking about is changing your mindset as a FIRST STEP to action. Simply by “thinking” something, doesn’t mean you’ll get it—but it DOES mean that your actions will slowly, but surely, begin to align themselves more with higher goals.

Here’s an example:

If the dominant thought in your mind is, “I’m going to grow my tax business to the million dollar level and it’s going to take me a certain number of years do to it, but I’m willing to do what it takes to make it happen,” and you are constantly thinking about new ways to grow your tax business and finding new clients, your chances of success GREATLY increases!
(PHEW that’s a mouthful!)

If that IS the dominant thought in your head, your subconscious is automatically (mentally) going to help you get to where you want to go. It’s one of these personal success principles that is true (and I don’t know how necessarily). But this subconscious stuff works. I can tell you that, mentally, if this is what you’re thinking about, you are naturally going to gravitate towards making it happen.

If your mind wanders during the day or you have a few hours where you don’t necessarily have to think about anything, but “that” (your dominant thought) is what you’re thinking about—well, it will help you get to where you want to go faster.

Do not underestimate what I just said. This one little secret could make the difference between an average tax business and an overall “successful lifestyle” running an extremely profitable tax business.

(Just make sure you’re careful as to what your “dominant thought” actually becomes.)


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Chauncey Hutter Jr.

Tax Marketing Expert

Chauncey Hutter, Jr, is a best-selling author and leading marketing consultant and success coach to the tax industry. Mr. Hutter grew his father’s $50,000 per year tax preparation business to a multi-million dollar empire with 24 locations, 400+ employees and over 27,000 tax clients all coming from his marketing campaigns.

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