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Client coaching and CPA referrals during tax season

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Tax season is a busy time for financial advisors, but it also brings overlooked opportunities for client coaching on year-round tax savings and for future growth via CPA referral agreements.

With the right outreach and shared professional dedication to clients, certified public accountants and enrolled agents who prepare returns could turn into key long-term collaborators, sending prospect leads to advisors and vice versa. And clients who see tax planning as a short-term pain confined to a few months each year may be missing strategies that could reduce their payments to Uncle Sam.

By the time clients file their annual returns to the IRS, they are “just recounting history for the most part,” said Terry Parham, financial planner and chief financial officer of California, Maryland-based Innovative Wealth Building. “If April 15 comes around and you don’t like the result, then yesterday we should have done something about it. But today’s the next best thing.”

READ MORE: A primer on the IRA ‘bridge’ to bigger Social Security benefits

Pursuing growth and savings

CPA referrals sometimes come with a steep cost — like those charged to registered investment advisory firms by custodians — but they often don’t have any financial aspect beyond a friendly agreement between the advisor and the tax pro to send clients both ways, according to Parham and Mike Byrnes, the founder of advisor growth consulting firm Byrnes Consulting. The referral dealmakers and their clients reap benefits as the advisors “start to quarterback all of the professionals that go into a wealthy person’s life,” Byrnes said.

“Once you start to expand that way, it’s a multiplier. You’re all helping each other’s businesses and it really can flourish,” he said. “Direct mail, for example, is expensive, but the more the professionals start to combine into something the less money it costs.”

And those incoming and existing clients could greet future tax seasons with much less dread, as advisors’ teamwork, long-term planning and the accelerating use of optimization technology boosts the customers’ bottom lines and nest eggs for retirement. Currently, many view taxes with about as much enthusiasm as a weeklong visit to their in-laws or a trip to the Department of Motor Vehicles, according to Andy Smith, the executive director of financial planning in the Indianapolis office of Edelman Financial Engines.

A survey commissioned by Edelman Financial found that at least 44% of respondents said they only think about taxes during filing season. (The survey included 1,500 adults over 30 years old, with an oversampling of respondents aged 55 or above, with more than $100,000 in assets.) More than half, 52%, believe they’re missing opportunities for savings and a wealth boost from tax planning, while only 16% graded themselves with an “A” in that area and 42% said they were at a “C” level. Meanwhile, Edelman Financial’s planning and software for tax-optimized retirement drawdown strategies identified more than $1 billion in possible savings for a pool of 4,000 clients between January 2023 and Feb. 20, according to the firm.

“What we found is that there are a lot of people failing to realize that these are year-long conversations that likely need to be had,” Smith said. “It’s already a stressful time. Now you couple that with feeling like you’re missing something.”

READ MORE: Taxes + wealth: 2 connected but still (for now) distinct fields are merging

Tax questions take longer than a form

The savings that they’re losing out on could include openings to a capital gains rate of 0% if their annual income falls low enough in retirement, the avoidance of taxes or penalties tied to Social Security or Medicare benefits or the use of loans that are duty-free with the help of a home or another asset as collateral, Parham noted.  

“There are all these things that happen where people are just unaware,” he said. “The longer I’ve done this, the more I’ve seen that there really is a gap.”

Edelman Financial carries out its tax planning for clients’ retirement as “a one-size-fits-none approach” that plays out over decades after thoughtful planning that takes much longer than the filing season, according to Smith. Planning for traditional individual retirement accounts, possible Roth conversions, strategies for required minimum distributions, any possible pension questions, the client’s cash flow needs in retirement and accompanying tax analysis over every aspect of the equation yields those savings to customers, he said. In other words, the traditional 4% rule for retirement drawdowns just won’t cut it.  

“This isn’t necessarily a product — it is part of a process where people can find themselves, and then it’s also modular and changeable,” Smith said. “It’s trying to get your arms around, what do you have to do, what would you like to do and what’s that pie-in-the-sky stuff? … We spend a lot of time building that cash flow and retirement plan, then we do an overlay with that tax analysis.”

READ MORE: Advisory practices aren’t meeting clients’ tax demands, study finds

Cultivating CPAs referrals without hitting the wrong notes

To be sure, tax season still poses demands that leave many CPAs feeling “just overwhelmed, super stressed and they don’t have a lot of time,” Byrnes said. So advisors could send over some food or drink with a friendly note telling the tax pro, “‘Hey, I know you have a lot on your plate right now, and I just want to help you get through it,'” he said. An invitation to celebrate the end of filing season could be effective as well. 

Outside of tax season, advisors may lend a marketing advantage to a CPA by inviting them on a podcast, interviewing them for a written blog or social media video or holding a webinar or in-person event to discuss certain strategies or common questions.

“A new advisor doesn’t have a lead to exchange, so that’s where all those marketing tips can be really helpful,” Byrnes said.

Surveys on either side of the equation could identify the CPA customers’ satisfaction with any wealth management company they use or the degree that the advisors’ clients see their tax needs being met.

“Imagine you’re coming out of tax season. As an advisor, you know that a third of your clients are unhappy with their accountants because you did this survey,” Byrnes said. “It’s a great way to exchange leads.”

But some advisors “struggle to connect with CPAs” because they “have to have the knowledge, you have to acquire the experience, you have to build the relationship with the accountant and recognize that they’re super busy,” Parham said. Part of that is understanding the risks to CPAs or other tax pros that the advisor “could make their life harder and hurt the client,” he said. 

While there are sometimes financial arrangements based on asset levels or the number of clients, the suggestion of one could backfire on advisors as well.

“It’s, ‘You send people, I send people,’ and everyone’s happy. The vast majority of those relationships are informal and sporadic,” Parham said. “A lot of accountants, it actually turns them off if you offer to pay them. If they’re getting paid to refer, it feels gross, and now they don’t want to do it as much.”

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Accounting

In the blogs: Higher questions

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Valuations this year; handling interviewees; AI and accounting ed.; and other highlights from our favorite tax bloggers.

Higher questions

Haunting of the Hill House

  • Eide Bailly (https://www.eidebailly.com/taxblog): The House Ways and Means Committee planned to begin to publicly debate and amend tax legislation on May 13, with the ultimate goal to produce the “one big, beautiful” bill to extend the Tax Cuts and Jobs Act: “This is the stage where seemingly dead and buried ideas mysteriously come back to life to haunt the proceedings.” 
  • Wiss (https://wiss.com/insights/read/): Key highlights of the proposed beauty.
  • Current Federal Tax Developments (https://www.currentfederaltaxdevelopments.com/): And a bulleted summary.
  • Tax Vox (https://www.taxpolicycenter.org/taxvox): If Congress expands the Child Tax Credit with TCJA extension, who might benefit and what might it cost?
  • Tax Foundation (www.taxfoundation.org/blog): Policymakers will also decide the fate of the SALT cap. Debate rages about making the cap more generous, along with possible limits on pass-through workarounds and SALT deductions  by corporations. While capping business SALT could raise additional revenue, it would risk slowing economic growth.

Soft skills

Rational decisions

Tidying up

  • Boyum & Barenscheer (https://www.myboyum.com/blog/): Should you vacuum the meeting room? How many times should you talk with a candidate? Keys — some often overlooked — to effective interviewing.
  • The National Association of Tax Professionals (https://blog.natptax.com/): A WISP is the written information security plan that verifies how your firm protects taxpayer information. You can’t ignore them anymore, and here’s how to build a compliant one.
  • Taxing Subjects (https://www.drakesoftware.com/blog): An outstanding guide to SEO for accounting firms. 
  • AICPA & CIMA Insights (https://www.aicpa-cima.com/blog): Where does AI fit into accounting education? Everywhere.

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Accounting

House committee marks up tax reconciliation bill

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The House Ways and Means Committee held a hearing Tuesday to mark up the so-called “one, big beautiful bill” extending the expiring provisions of the Tax Cuts and Jobs Act while adding other tax breaks for tip income, overtime pay and Social Security income and eliminating tax credits from the Inflation Reduction Act for renewable energy as well as the Direct File and Free File programs.

“Today, this Committee will move forward on President Trump’s promise of delivering historic tax relief to working families, farmers and small businesses,” said committee chair Jason Smith, R-Missouri, in his opening statement. “The One Big Beautiful Bill is the key to making America great again. This moment has been years in the making. While Democrats were defending IRS audits on the middle class and tax carveouts for the wealthy, Republicans on this Committee got on the road, to hear from real Americans about how the 2017 tax cuts benefited them. This bill wasn’t drafted by special interests or K Street lobbyists. It was drafted by the American people in communities across the country.”

Democrats blasted the bill. “In 2017, Republicans passed a tax law that was supposed to pay for itself, raise wages, and help working families,” said ranking member Richard Neal, D-Massachusetts. “None of that happened. Instead, it exploded the deficit, worsened inequality, and left everyday Americans behind. Now they want to double down on the same failed playbook. One that rigs the system for billionaires and big corporations while everyone else pays the price.”

Among the provisions, the bill would make the expiring rate and bracket changes of the TCJA permanent and increase the inflation adjustment for all brackets excluding the 37% threshold, according to a summary from the Tax Foundation. The bill would also make the expiring standard deduction levels permanent and temporarily increase the standard deduction by $2,000 for joint filers, $1,500 for head of household filers and $1,000 for all other filers from 2025 through the end of 2028. It would also make the personal exemption elimination permanent, and make the $750,000 limitation and the exclusion of interest on home equity loans for the home mortgage interest deduction permanent. It would also make the state and local tax deduction cap, also known as the SALT cap, permanent at a higher threshold of $30,000, phasing down to $10,000 at a rate of 20% starting at modified adjusted gross income of $200,000 for single filers and $400,000 for joint filers.

Other changes and limitations to itemized deductions would be made permanent, including the limitation on personal casualty losses and wagering losses and termination of miscellaneous itemized deductions, Pease limitation on itemized deductions, and certain moving expenses.

The bill is likely to go through some changes when it goes to the Senate. “Politically, we’ve been talking about the process for the last couple months,” said Mark Baran, managing director at CBIZ’s national tax office. “Congress is finally able to pass a concurrent resolution to unlock the budget reconciliation process.”

“The House and the Senate have completely different instructions on what they’re going to cut and how they’re going to score,” he added. “Some of that’s very controversial, and that needs to be worked out. But now we’re getting into the actual crafting of provisions and legislation.”

According to a summary on the CBIZ site, the bill would make permanent and increase the Section 199A pass-through entity deduction from 20% to 23%, also known as the qualified business income, or QBI, deduction. The bill includes provisions that open the door for pass-through entity owners in specified service industries to use the deduction. It would also extend current deductions for research and experimental expenses through Dec. 31, 2029, and extend 100% bonus depreciation through that same date.

The bill would also allow businesses to include amortization and depreciation when figuring the business interest limitation through Dec. 31, 2029, while making permanent the excess business loss limitation.

In addition, the bill would retroactively terminate the Employee Retention Tax Credit for taxpayers who filed refund claims after Jan. 31, 2024. 

In keeping with Trump campaign promises, the bill would eliminate taxes on tips for employees in certain defined industries where tipping has been a traditional form of compensation. There would be a new $4,000 deduction for seniors that phases out starting at $75,000 of income. The bill would also eliminate taxes on overtime pay.

The bill would give individuals an above-the-line deduction for interest on loans used to purchase American-made cars, but that would be capped at $10,000 with income phaseouts starting at $100,000 (single) and $200,000 (married filing jointly).

The bill would also increase taxes on certain private college investment income up to a maximum of 21% on universities with a student-adjusted endowment above $2 million.

It would also roll back some of the renewable energy provisions from the Inflation Reduction, including a phaseout and restrictions on clean energy facilities starting in 2029, while also limiting or eliminating clean housing energy and vehicle credits. The bill would sunset major IRA clean electricity tax credits, including the clean electricity production tax credit (45Y), clean electricity investment tax credit (48E), and nuclear electricity production tax credit (45U) begin phasing out after 2028 and finish phasing out by the end of 2031; repeal hydrogen production credit (45V) for facilities beginning construction after 2025, according to the Tax Foundation. It would also phase out advanced manufacturing production credit (45X) for wind energy components after 2027, for all other eligible components after 2031. Across several IRA clean energy credits, the bill would repeal transferability after the end of 2027 and further limit credits based on involvement of foreign entities of concern. On the other hand, it would expand the clean fuel production credit (45K), and tighten rules on the 126(m) limitation for executive compensation.

The bill would terminate the current Direct File program at the Internal Revenue Service and establish a public-private partnership between the IRS and private sector tax preparation services to offer free tax filing, replacing both the existing Direct File and Free File programs.  

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Accounting

FASAB mulls accounting impact of federal reorganization

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The Federal Accounting Standards Advisory Board is asking for input on emerging accounting issues and questions related to reporting entity reorganizations and abolishments as the federal government endures wide-ranging layoffs and reductions in force, including the elimination of entire agencies by the Elon Musk-led Department of Government Efficiency.

“Federal agencies and their functions, from time to time, have been reorganized and abolished,” said FASAB in its request for information and comment

Reorganization refers to a transfer, consolidation, coordination, authorization or abolition of one (or more) agency or agencies or a part of their functions. Abolition is a type of reorganization and refers to the whole or part of an agency that does not have, upon the effective date of the reorganization, any functions.

The Trump administration has recently moved to all but eliminate parts of the federal government such as the U.S. Agency for International Development and the Consumer Financial Protection Bureau, and earlier this month, Republicans on the House Financial Services Committee passed a bill that would transfer the responsibilities of the Public Company Accounting Oversight Board to the Securities and Exchange Commission. 

FASAB issues federal financial accounting standards and provides timely guidance. Practitioner responses to the request for information will support its efforts to identify, research and respond to emerging accounting and reporting issues related to reorganization and abolishment activities, such as transfers of assets and liabilities among federal reporting entities. The input will be used to help inform any potential staff recommendations and alternatives for FASAB to consider regarding short- and long-term actions and updates to federal accounting standards and guidance in this area.

The questions include:

  1. Have any recent or ongoing reorganization activities or events affected the scope of functions, assets, liabilities, net position, revenues, and expenses assigned to your reporting entity (or, for auditors, your auditees)? If so, please describe.
  2. What accounting issues have you (or your auditees) encountered (or do you anticipate) in connection with recent or potential reorganization activities and events?
  3. Please describe the sources of standards and guidance that you (or your auditees) are applying to recent, ongoing, or pending reorganization activities and events.
  4. Have you experienced any difficulties or identified gaps in the accounting and disclosure standards for reorganization activities and events? What potential improvements would you recommend, if any?

FASAB is asking for responses by July 15, 2025, but acknowledged that late or follow-up submissions may be necessary given the provisional nature of the request. Responses should be emailed to [email protected] with “RERA RFI response” on the subject line.

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