Join the Thrive Advisor Collective: https://mcea.rocks/skool

Every advisor knows the trap: a client asks to “book an hour,” and suddenly that hour turns into late-night emails, missing documents, rushed estimates, and stress you never billed for. Aaron breaks down why selling minutes will always cap your capacity—and why the shift to outcome-based subscriptions is the key to calmer Aprils, cleaner data, and clients who finally understand the value of proactive advisory so you can advise—not just react. He walks through the access, cadence, and clarity that define great advisory, the simple math behind a sustainable solo practice, and the three subscription tiers that protect your calendar while improving client results. He also gives the exact language he uses to handle objections, set boundaries, transition legacy clients, and articulate why “we don’t sell hours—we sell outcomes” is one of the most transformative sentences an advisor can learn. This episode is a practical roadmap for tax advisors ready to price the relationship, standardize their systems, and finally build a life-first tax practice that delivers consistent results without chaos.

Key Takeaways:

• Hourly Billing Forces Under-Scoping, Overworking, and “Commodity” Expectations

• Outcome-Based Pricing Centers on Access, Cadence, Clean Books, and Proactive Planning

• A Sustainable Solo Advisor Capacity Is ~16–18 Clients at $12–18K/Year

• Clients Make Better Decisions When You Create a Predictable Planning Rhythm

• Transitioning Clients Requires Clarity, Kindness, and Framing Around Outcomes

• Niching Increases Efficiency, Confidence, and Pricing Power Through Repetition

• The Membership Model Attracts Clients Who Value Guidance, Not Transactions

• Pricing From Capacity—Not Hope—Keeps Both You and the Clients Out of Crisis Mode

Key Timestamps:

(00:00:00) – Stop Selling Minutes & Start Selling Outcomes as a Tax Advisor

(00:02:30) – 3 Steps to Build an Outcome Based Tax Advisory Subscription Model

(00:03:30) – Comparing Hourly vs Outcome Based Pricing

(00:04:30) – How Much Can a Solo Tax Advisor Make?

(00:05:00) – Explaining Outcome Based Packaging to Prospects

(00:09:00) – Handling Objections and Onboarding Existing Clients to the New Pricing Structure

(00:13:30) – Why Niching Works

(00:16:00) – Join the Thrive Advisor Collective

Key Topics Discussed:

Thrive Advisor, Aaron Siegel, Tax Preparer, Tax Advisor, Tax Bookkeeper, Tax Advising, Tax Preparation, Tax Bookkeeping, Accounting, Profitable Advisory Business, Scaling Tax Advisory Services, Tax Firm Systems, Bookkeeping Accounting Tech Stack, Streamlined Tax Operations, CPA Workflow Optimization, Offshore Hiring For Tax Firms, Time Management For Tax Advisors, Bookkeeping Workflow Systems, Tools For Non-Tech-Savvy Advisors, Sustainable Advisory Model, Simplifying Advisory Services, Profitable Solo CPA Systems, High-Value Client Experience, Raising Advisory Prices, Advisor Imposter Syndrome, Escaping Tax Season Burnout, Avoiding Low-Paying Clients, Lifestyle Design For Advisors, Tax Advisor Leadership Strategies, Profitable Advisory Case Studies, Niching For Tax Advisors, Advisory Pricing Models, Advisor Mindset Shifts, Client Retention Strategies, Tax Firm Automation, Jason Staats

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