What Clients Should Know Going In

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So you are about to bring a client onboard and they want you to file their personal tax returns. They have likely been referred by another client. What would you like them to do?

Suppose you positioned the services you wanted a client to use as a benefit of doing business with you? Suddenly, advisory services and referrals are no longer products, they are benefits. maybe even entitlements! It all starts with your introductory conversation.

Here is a list of 15 things clients should know when entering a relationship with your firm:

  1. Prompt tax filings.  This one’s obvious, but it’s contingent on them providing information and documentation in a timely manner.
  2. Accountability. If the IRS asks questions, you and your firm will help. You will defend the work you’ve done.
  3. Confidentiality. Clients can tell anyone they choose you are their accountant. That’s a one-way street. You don’t tell anyone, even if directly asked.  This has limits, of course.  You can’t condone criminal activity, for example.
  4. Current on tax law changes.  You attend continuing education classes in person and online.  You are involved with the local accounting society.  These activities help you to stay current on changes in tax law and guidelines that have been provided.
  5. Personal service.  If they call your office during business hours, their call will be answered by a live person, not a voicemail system.  If your assistant is on the phone, they have backup coverage from another person nearby.

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About Bryce Sanders

Bryce Sanders

Bryce Sanders is president of Perceptive Business Solutions Inc. in New Hope, Pennsylvania. He provides high-net-worth client acquisition training for the financial services industry. His book, Captivating the Wealthy Investor, can be found on Amazon.com.


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