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TaxBuzz Chat: How Leading Tax Pros Use Tax Planning to Boost Their Practices

TaxBuzz Chat: How Leading Tax Pros Use Tax Planning to Boost Their Practices

Welcome to June, #TaxTwitter! Now that the May 17th tax filing deadline has passed, we can start picking up some conversations that we've had on the back burner over the last few months.

In this June #TaxBuzzChat – hosted on our Twitter account @TaxBuzzOnline – we invited pros across the country to join us to discuss questions such as:

  • What are your thoughts on influencers who say tax preparation is no longer a viable source of income or that it is a time-consuming commodity that is not worth including in your future growth plans?
  • With the changing landscape of tax policy, and with some talk of retroactive changes, are you advising clients to proactively discuss tax planning strategies or taking the wait-and-see approach?
  • What is your best tax planning strategy for business owners facing higher tax rates?
  • Treasury nominee Ben Harris says the estimate that an $80B investment in the IRS would yield $700B in revenue over a decade is an understatement – it would likely generate higher returns. Do you expect increased enforcement to drive growth in tax audit services?
  • Has 2020-2021 made you reconsider your work-life balance? If yes, what changes are you making?

Thank you to all the members of the #TaxTwitter community who participated in our June chat – and welcome to all our new attendees. Make sure to check out the full recap below for top highlights of our conversation and sign up to receive our chat invites and recaps via email here.

@TaxBuzzOnline will be hosting our next #TaxBuzzChat on Wednesday, July 7th at 10am PT/ 1pm ET. Check back for updates to make sure you don't miss out on the conversation and Tweet us if there are topics that you'd like to chat about in the future.

Q1. What percentage of your clients now subscribe to recurring revenue tax planning programs? Is it a growing segment? #TaxBuzzChat pic.twitter.com/EMU9n3s0w7

A1: on our Business side, about 40% now have a subscription that includes tax planning, projections, and strategies. on our Individual side, about 20% now have a subscription that includes these items. #TaxBuzzChat @taxbuzzonline

A1. Maybe 8% if you count my business bundle clients. The business bundle includes tax planning. #TaxBuzzChat

A1: None yet. A lot of folks still prefer hourly as that's what they are accustomed to. #TaxBuzzChat

A1. This is how I handle it as well.

A1. I would definitely promote this model if I were in the practice-building stage of my career. A la carte promotes the commoditization of tax services - and that does no one any good. #taxbuzzchat

May I DM you with questions later? I'm trying to do this in Hickory, NC :)

None. If we were focusing on building a tax practice now - I doubt if I would even accept a client who did not participate. That allows for fewer clients - more attention to each - more revenue. Win-Win

A1. 100% - it is included in my fee. I set the appointment for tax planning when preparing their return. #TaxBuzzChat

Q2. What are your thoughts on influencers who say tax preparation is no longer a viable source of income or that it is a time-consuming commodity that is not worth including in your future growth plans? #TaxBuzzChat pic.twitter.com/u3n4bDUz6P

A2. Here's my general opinion of "influencers": 🙄🙄

Tax returns are not going away but I think it's smart to build out a practice that has other revenue streams. #taxbuzzchat

A2. My bet is enforcement is coming no matter the party in charge with the looming debt. They have to pay for this spending somehow. Enforcement might be easier than some of the tax law changes they are debating. Ex: Capital gains. #TaxBuzzChat

A2: I 100% disagree. Given the fact that Washington can't help themselves and prefers to make the tax code more challenging, I think that tax returns will be a viable source of income moving forward. Plus there are a lot of people who just don't want to do their own returns.

A2. Almost true...TikTok is rated as the #2 most trusted source now, just behind accountants but ahead of financial planners and lawyers. #TaxBuzzChat

Clients with basic, "simple" returns needs don't look like viable clients. BUT...stable people have savings, investments, retirements - and CHILDREN.

They need planning, estate planning, and how to tap into their funds with the fewest taxes possible.

A friend of mine worked with low-income college students. Low fees. But she helped them build savings.

Soon, their parents and grandparents became her clients. She built a lucrative practice by being kind to the "simple" return clients.

A2. And then there's the "fix the Turbo Tax" model. 😉#taxbuzzchat

Q3. With the changing landscape of tax policy, and with some talk of retroactive changes, are you advising clients to proactively discuss tax planning strategies or taking the wait-and-see approach? #TaxBuzzChat pic.twitter.com/F4kpeyohjz

A3. Yes, and all of the above. We can add value by advising our clients of what may be coming - retroactive or not - and help them with planning over multiple scenarios. #taxbuzzchat

A3. Add me to the "wait and see" chorus. I send out mass updates about what's being talked about, but no individual planning on vapor-law. #TaxBuzzChat

For some, with large estates, we are looking at planning considerations. For others...most will not be affected.

And I doubt some of those drastic reductions will pass Congress.

A3. I am a "wait and see" kind of gal. Time is money and I don't have a crystal ball. #TaxBuzzChat

Definitely considering the possibilities and discussing with clients. I don't think you can advise a client to do anything drastic at this point based on potential policy, but it's good to discuss the options and be prepared as policy becomes clearer.

A3. We can't do tax planning based off political proposals or legislation that hasn't passed Congress. Laws are hard to change. If and when the tax law actually changes, we will shift as appropriate. #TaxBuzzChat

Q4. How do you market your tax planning services or packages? #TaxBuzzChat pic.twitter.com/REF0CtHA3C

A4. When a potential client comes in to ask about services, usually compliance, I tell them about the partnership we can build together where they have a trusted team member in their corner year round, not just tax time, for a fixed monthly fee. #TaxBuzzChat

A4: We market to our tax preparation clients and we market through our website and through social media that we do more than just tax preparation. #TaxBuzzChat @taxbuzzonline

A4: Always in our niche areas--cross-border, high net worth. Other advisors know we handle those and that does the marketing for us. We get the word out through writing, speaking, social media, and old fashioned networking #taxbuzz

A4. I also take few new clients, although I always find some that pique my interest and that I want to help. I love being able to refer business to other trusted colleagues who are looking for growth. #taxbuzzchat

A4. Good fit is so important in a client relationship. And something that we continually re-evaluate as the relationships grow. #taxbuzzchat

A4: I market mainly through my website and use SEO & social media (mainly LinkedIn and Twitter) to get traffic to my site so people can look at items. So far so good (it helps to have lots of 5 star google ratings & great reviews.) #TaxBuzzChat

Q5. Do you use tax planning software? If yes, what vendor(s) and why? #TaxBuzzChat pic.twitter.com/AkNH8uOemn

CFS Tax Tools.

But, mostly, I create a test file in my tax software and use that live software to project various alternatives...mostly that works - if the law doesn't change too much in the following year. That and spreadsheet projections for several years

A5: We use Lacerte and a little bit of Lacerte Tax Planner. I've looked at Corvee and planning on reviewing TaxPlanIQ this year. Both of these look like solid systems for compiling and selling our tax planning strategies. #TaxBuzzChat @taxbuzzonline

A5: Liemberg Number Cruncher is a godsend for us #taxbuzzchat

A5: Liemberg Number Cruncher is a godsend for us #taxbuzzchat

A5. I am an early adopter of @Holistiplan . I can scan a PDF of a 1040 and get custom tax planning tips and run scenario analysis. It's a great tool. #TaxBuzzChat

A5: we use CS Planner as it came with our UltraTax package. #TaxBuzzChat

A5.b) I also found 1-2 online that are very useful and customizable. If anyone is interested DM me.

Q6. What is your best tax planning strategy for business owners facing higher tax rates? #TaxBuzzChat pic.twitter.com/3HDjjSvnDv

A6. When it comes to tax, estate, and charitable planning, it is important for business owners to plan early and often--before they sell. Don't forget about the "anticipatory assignment of income" doctrine. #TaxBuzzOnline

A6. Tough question because every situation is so different. Watching and waiting with an eye toward the best possible tax & business strategies is about the best answer I can give. #taxbuzzchat

A6. Buy a trailer park. #TaxBuzzChat pic.twitter.com/cAiZyOCAmL

A6. OMG, yes. How many times do we see things after the fact and think, "If only..." Educating clients about the things they should ask about before they transact is another way we can add value. #taxbuzzchat

A6: It depends on their financial situation. Trying to defer/spread out the gains of the big sale, we will look into installment sales, opportunity zone funds and other similar methods. Additionally, try to maximize tax deferred accounts to get under certain thresholds.

A6. Best recommendation of the day. You deserve it... #TaxBuzzChat

A6. The short answer: save more for taxes. The real answer: Look for any possible avenues not yet explored like organization change, etc. But the range of scenarios is infinite. #TaxBuzzChat

A6. Part 2: And don't gripe at your tax professional because the rules keep changing. It's not our fault. #TaxBuzzChat

Q7. What is your best tax planning strategy for high-income earners? #TaxBuzzChat pic.twitter.com/CCQoXmngh2

A7. So much depends on a holistic look at a person's long and short-term goals. Although I don't practice as a financial planner, I'm very thankful that I earned the CFP credential. That education and study broadened my scope and colors my tax work. #taxbuzzchat

A7. Tax planning for high-income earners depends on how they make their money and what their long-term plans are. Biz owners have a lot more options than W2 employees when it comes to planning. #TaxBuzzChat

A7. Deferred comp is becoming a more popular keyword in search. We are creating articles around it. So great planning tool. #TaxBuzzChat

A7. 2 words: Baby mama #TaxBuzzChat

A7. Yes, it creates great synergy for our clients when we're part of a diverse and collaborative team of professionals. #taxbuzzchat

A7 - Agree. Too many people think they're missing some magic strategy that wipes out their tax liability. You know, "the one all the rich people use". For the VAST majority of taxpayers, that just doesn't exist! #taxbuzzchat

A7. High income earners and those with wealth don't want to pay taxes and want to leave their wealth to heirs, not the government. (1/2) #TaxBuzzChat

A7. Annual review of both these needs allows for strategies to develop and along with other team members, attorneys and financial advisors educate the taxpayer on possibilities, risks and rewards of making changes to fit their wants, needs and desires. (2/2) #TaxBuzzChat

A7: Most of my high earners never do planning & just keep lots of money on hand to pay taxes. With others, capital loss harvesting, potential of having bonus next year instead of this year, plus make an extra mortgage payment early, SCorp planning if applicable. #TaxBuzzChat

Q8. Do you recommend Qualified Small Business Stock Elections? What are the pros and cons? #TaxBuzzChat pic.twitter.com/uTTzLzQAUQ

A8. I think the QSBS gain exclusion is just one more factor to consider in the C corp vs. Sch C vs. S Corp decision. Its a strong advantage to a C corp structure but not the only factor to consider. #TaxBuzzChat

A8. ABSOLUTELY!

Most people are stunned when they see the value in that. And that operating a C corp instead of an S or partnership, they can still reduce profits dramatically because benefits are deductible on the corp level.

A8. Can you provide more insight on the downside risk on maintaining the QSBS status. I think that would be great info for this discussion. #TaxBuzzChat

A8: Great article here: https://t.co/gOFGGzRSTI

A8. #taxbuzzchat If each spouse owns stock - that's $20 million!

A8. But Sec 1244 losses are often not that useful - lack of foresight. Only under $10,000 stock on the books and the rest of the money booked as loans.

Time to think strategy is at the beginning

Q9. Do you recommend high earners set up non-qualified deferred income plans? What are the pros and cons? #TaxBuzzChat pic.twitter.com/1tjyQCVCx7

A9: You have to be really careful with these as the smallest mistake can have big consequences. Plus, they are expensive to implement. The pros must really outweigh the cons to utilize one of these. #TaxBuzzChat

A9. A lot depends on the employer's sophistication and ability to comply with all of the requirements of the plan set-up and administration. Also, kicking tax down the road to a time where rates may be higher may not be the best strategy. #taxbuzzchat

A9. Agree! I think it depends on the TP. IE - if the choice is between no savings for retirement v. contributing to a 401K, then yes contribute. But if the TP can take that $ & invest it & make much more $ after-tax than they would in a deferred plan, do that. #TaxBuzzChat

Agreed but this assumes the deferred comp plan is some sort of stock grant or option. General deferred comp doesn't have an escape hatch like the 83(b). Perhaps having the employee direct that conversation would get it more advantaged.

A9. As employed executives, my clients are all for this, thinking they will not make as much in the future as now and pushing this income into the future would result in lower taxes on it. (1/2) #TaxBuzzChat

A9. The issue is the company: if funds are unsecured, as most are, they may not be there in the future. Frankly, these executives will want the same income in retirement as they have now, if not more, and taxes will surely go up. Educated clients are the best! (2/2) #TaxBuzzChat

Q10. Treasury nominee Ben Harris says the estimate that an $80B investment in the IRS would yield $700B in revenue over a decade is an understatement - it would likely generate higher returns. Do you expect increased enforcement to drive growth in tax audit services? #TaxBuzzChat pic.twitter.com/IznyrOeofl

A10: I also welcome higher tax audit rates... I would rather the IRS audit those who aren't being compliant with existing laws/taxes than raising rates on law-abiding taxpayers. I know its not either/or but I'd rather focus on enforcement. #TaxBuzzChat @taxbuzzonline

A10. For those of us who have advised our clients to do the right thing over the years, increased enforcement is very welcome. I do expect representation work to grow between increased IRS enforcement and the growth of people relying on TikTok for tax advice. #TaxBuzzChat

A10. Came here to say this, sadly #TaxBuzzChat

A10: Yes! Also because poorly trained IRS agents are going to make everything difficult=time consuming=expensive #taxbuzzchat

A10 I'd prefer they restock their toner and clear the unopened mail backlog first. I expect a perceived increase but not for a while so they can catch up on current cases. #TaxBuzzChat

A10. The need for quality representation services will increase. Unfortunately, we'll probably also see an increase in taxpayer exploitation by unscrupulous practitioners. #taxbuzzchat

Q11. Has 2020-2021 made you reconsider your work-life balance? If yes, what changes are you making? #TaxBuzzChat pic.twitter.com/MVkfT7FuEt

A11. Yes, big time. Say "no" more. Fire problem clients. Make smart hires. Get this CAS thing going and stick to my guns on fees. #TaxBuzzChat

A11. Reconsider? Hell, yes. Making changes? Doubtful. There has to be a better way but seems hard to obtain a good balance. #TaxBuzzChat

A11 #TaxBuzzChat My website now 1) doesn't list a phone # (and my next order of business cards won't either), 2) says I don't take unscheduled calls, and 3) directs them to either book a meeting on my scheduler or send me an email. They can request a phone mtg instead of Zoom. 2/

A11. I think we say this every year. For a part-time CPA, I work WAY more than I should. I need to raise rates but am stuck in that same rut that we all face. So basically, yes - more cats, more quilting, more volunteering. #TaxBuzzChat

You're definitely preaching to the choir there. I have been saying that for years, now I really have to plan to see it through.

A11 #TaxBuzzChat I feel seen.

A11. I would argue that the reimagination has already started. The problem is many pros are set in their ways and risk-averse. Good to see #TaxTwitter, on the whole, is ahead of the game. #TaxBuzzChat

A11. Actually 2018-2021 - I have worked more hours, without a break, than ever in my entire life.

Yes. I have reconsidered - and saying lots of NOs and not renewing some ongoing commitments. (notice has been given to some clients)

For 2022 - @TaxMama is taking her life back!

A11. 2020-2021 made me even prouder to be a Tax Pro. We work with what we are given, strive to prepare complete & accurate returns and devote ourselves to the US System of Taxation and the taxpayers we serve. What profession gives me the same opportunity? #TaxBuzzChat

That's a wrap #TaxTwitter! Thanks to all of you for joining this month's #TaxBuzzChat. Feel free to keep chatting today - recap will be up soon. Next chat will be 7/7. Talk to you then!

— TaxBuzz.com (@taxbuzzonline) June 2, 2021

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Lauren Detweiler

Lauren Detweiler

I am equal parts marketer, traveler, and writer, and I've been doing all three for as long as I can remember. I have spent most of my time since graduating university traveling and working remotely in Africa and Europe. My passion lies in conveying the right messaging to the right people, and being a part of the CountingWorks and TaxBuzz team means I get to do that not only for our company, but for clients across the country as well.

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