Fifty clients is the number to target for your first tax season. It’s enough to generate meaningful revenue, build your confidence, and create a returning-client base for year two. Here’s how to get there.
Months 1–2: Your Personal Network (Clients 1–15)
Tell everyone you know. Post on your personal social media. Send a text to friends and family. Mention it at every gathering, every school event, every church service. “I opened a tax preparation practice and I’m taking clients for the upcoming filing season.”
You’ll be surprised how many people respond. Most people have some level of dissatisfaction with their current preparer, or they’ve been doing their own returns and would happily hand it off to someone they trust. Ten to fifteen clients from your personal network is a realistic first-month target.
Months 2–3: Local Businesses (Clients 16–30)
Walk into 20 to 30 small businesses in your area. Barbershops, restaurants, nail salons, auto shops, cleaning companies. Bring a business card and a one-page flyer. Introduce yourself and offer a free review of last year’s return. These business owners need someone to prepare their personal and business returns, and many are either overpaying or underserved.
Even if they don’t switch immediately, they’ll remember you when their current preparer drops the ball.
Months 2–4: Referral Partners (Clients 20–35)
Identify five to ten professionals who serve the same clients you want: real estate agents, mortgage brokers, insurance agents, financial advisors, bookkeepers. Reach out, introduce yourself, and offer a mutual referral arrangement. One strong referral partner can send you five to ten clients per season.
Months 2–4: Online Presence (Clients 30–50)
Set up your Google Business Profile. This is free and it’s the single most impactful digital marketing step you can take. When someone in your area searches “tax preparer near me,” your profile shows up in the local results.
Create a Facebook business page. Post helpful tax tips in local community groups. Join Nextdoor and introduce yourself. Build a simple one-page website with your name, services, pricing, and a way to schedule an appointment.
Ask every happy client to leave a Google review. Ten to twenty positive reviews by the end of your first season can put you at the top of local search results.
The Referral Accelerator
Run a simple referral promotion: anyone who refers a new client gets $25 off their own preparation fee. This costs you very little and it works because personal recommendations carry more weight than any ad.
The Timeline
Start marketing in September or October for a January filing season. Don’t wait until January to begin client acquisition. The preparers who scramble for clients in February are already behind.
For a full client acquisition system with scripts, templates, and a step-by-step marketing plan, check out the MuseSpring Tax Prep Business Academy at musespring.com.