Never prejudge which clients to educate

Never prejudge which clients to educate. It’s one of the most common mistakes accountants make. Treat every client as a potential advisory client, even if they’re currently just a basic salary return.

Why?

A client’s circumstances can change. Someone who’s a PAYG earner today might start a business next year. They might invest in property. Or inherit money. Or want to retire early. And even if they never need advice themselves, every client has family, friends, and work colleagues—many of whom do run businesses and are looking for a better accountant.

By limiting education to the clients you think are interested, you’re missing valuable opportunities. Instead, educate all clients consistently. Let them decide what’s relevant. This can be done through regular emails, newsletters, in-office prompts, social media, webinars, and client reviews. You don’t need to “sell”, you need to be visible, consistent, and helpful.

The goal is simple: build awareness, so when the client (or someone they know) needs help, you’re the first person they think of. Don’t assume. Don’t hold back. Educate everyone.