Steven Jarvis, CPA (00:51)

Hello, everyone, and welcome to the next episode of the Retirement Tax Services Podcast Financial Professionals Edition. I’m your host, Steven Jarvis, CPA. And this week, I’m really excited about our topic because it answers a question I get quite often from advisors when I’m talking about taxes. And no, it’s not about a specific IRS or technical tax matter. It’s Steven, how do I use taxes to generate more leads, more prospects, more clients? So joining me this week to help us understand the process behind some of these things is Hillary Gale from Moneta Copy. Hillary, welcome to the show.

 

Hillary Gale (01:23)

Thank you, Steven. I’m so excited to be here.

 

Steven Jarvis, CPA (01:26)

Now, Hillary, before we dive into the fun of all this, just give us a little bit of background about what you do specifically to help financial advisors so people know why you’re here having this conversation with me.

 

Hillary Gale (01:36)

Yes, so I founded Monetta Copy five years ago. I really wanted to work with advisors when I started into this world because I grew up with a CPA for a dad actually. And so I just, I grew up having these conversations about finance. I know how much of an impact advisors and CPAs have in their clients’ lives. I felt like these people are really mission driven. And so that’s why I love working with advisors. Now I help them with their marketing. So helping them, fine tune their messaging, figure out who their ideal client is, and then all the different places that they are going to both find those clients and find leads and then actually nurture them and turn them into clients.

 

Steven Jarvis, CPA (02:11)

Well, Hillary, I love hearing the background so that we know that this is what you do all day on this specific topic working with financial advisors. And the reason I’m excited for this conversation is because I get lots of great feedback about the way I talk about things. Some of the topics I cover, advisors tell me there’s value in this, their clients, which I see firsthand because I work with clients as well. But there’s a difference between me giving a catchy tagline or telling advisors like here’s a topic you should cover, and then an advisor taking that and putting it into a system that actually produces results because it really isn’t as simple as, hey, use this idea of don’t get killed on taxes. Sure, nobody wants to get killed on taxes, but there’s a big gap between being able to say don’t get killed on taxes and now somebody is a client. So, so Hillary, let’s, mean, we can use taxes as an example. We can use another example, but start laying a groundwork for us here for how an advisor should think about, Hey, here’s a topic I think is valuable to prospects and how do I start turning that into a system that works?

 

Hillary Gale (03:05)

Yeah, let’s stick with the topic of taxes because I know that’s kind of what people come here to talk about or to listen. So I think you’re absolutely right. I think sometimes we see this great tagline or we come up with a great tagline of our own. We know that our audience cares about this thing. We know that they don’t want to get killed on taxes. And then we make one LinkedIn post about it or we record one YouTube video about it or it’s the headline on our website. And then that’s kind of it. And all of those things are happening when someone is seeing you one time, right? And so you really have to think about, I want this person to see me multiple times and I want them to get that same message every single time that they see me. So instead of saying like, okay, I’m gonna post a LinkedIn post and hopefully someone really likes it and then they’ll book a discovery call with me. We have to think about creating more of a journey for them. Now marketers say this all the time, it’s a little bit cliche, but you have to create a journey for them, to build those know, like, and trust factors. Because if they are seeing your content, they’re probably seeing other advisors’ content, right? Maybe. And so they have a lot of places to choose from. And so you really have to give them a journey to create that connection with you and to know that you are the person that’s going to solve this problem that they have.

 

Steven Jarvis, CPA (04:21)

Yeah, I love the way you describe that. And it’s always interesting to me when cliches come up because what I’ve found is for the ones that are accurate, a lot of them are, they start to rub people the wrong way and they start to get lumped into this like negative category of cliches, usually because no one has executed on them and so they’re a little bit bitter that it hasn’t worked for them yet. And so just because you’ve heard this time and time again, like before you dismiss it, like actually think through, have I taken the time to create a journey?

 

(04:48)

You might start drawing this out on a piece of paper. That is, can you point me to how people go from hearing you talk about a tax topic on social media, on a podcast, in a newsletter, wherever it is the top of your funnel starts. Can you show me mechanically how that journey works to get from I’ve heard an interesting idea from this advisor to I am now working with them as a client.

 

Hillary Gale (08:05)

I love this question because I’m also a very like, I need to know how it works kind of person. And luckily for advisors, the journey is pretty much the same mechanically. The journey happens through email. So you have places where people discover you. People don’t discover you through email, right? They have to opt into your list somehow, but they’re either discovering you, maybe you’re speaking on stages somewhere, you’re giving seminars, you’re guesting on podcasts, or you’re posting on social media, or maybe you have a YouTube channel. There’s all these different places that people can discover you, and that’s great. But if your marketing stops there, you’re not taking them on a journey. You have to get them into the email list for the journey to really have an effect on turning someone into a client. There’s lots of different reasons for that. I don’t know if you want me to go into kind of like the reasons of why this email piece is so powerful. But it is the place that I feel like I see advisors kind of neglecting until they get to a certain point in their business. You know, they’ll be posting on LinkedIn and then the next thing is, okay, well, I’m gonna create a YouTube channel to pair with my LinkedIn. And then the next thing is, I’m gonna go speak, you know, on stages or whatever it might be and they just keep neglecting that email list. And I think that that needs to be like the second thing.

 

Steven Jarvis, CPA (06:22)

Yeah, I’ve definitely seen that in my own experience and we do a lot of email marketing and it works really well for us when we’re following a system. Maybe this is just me. I think one of the reasons that people don’t lean into email marketing more is because you don’t get the same dopamine hit that you get from social media or from getting on stage or from YouTube. When you look at the industry averages of how many people are going to open an email or click on an email or take any kind of action, there are all these really small numbers and that can feel super discouraging. Mean, you know, a different time we track all this data and make tweaks as we go. And if I had to guess any of these things, I would be way off because in my head it’s I want to write an email and I want everyone to buy the thing that I’m selling. And that’s just not that’s not the way it works. But if we understand the system and we build it correctly, it will work. It will produce incredible results. I know advisors who have built multimillion-dollar practices on this framework of I have some way to introduce people into my world. I’m capturing their email and then I have this journey that I’m taking them on that results in strangers becoming clients and trusting you with their financial life.

 

Hillary Gale (07:26)

And Steven, this is really the reason why I have leaned so much into email marketing in the past six months to a year is because I have the podcast. You’ve been on it. My podcast is called the Finance Marketing Podcast. And all of the advisors that I have had on there who are the most successful, who have really great practices, they have all said on the podcast that their email list is where they get new clients. And so I just started to realize I don’t think advisors realize how powerful this truly can be. And I can name names if you want me to, or I cannot, know, of some of the advisors that come to mind who have said that. But I do think it is just such a missed opportunity.

 

Steven Jarvis, CPA (08:06)

Yeah, so Hillary, let’s get tactical here. Let’s so if we take this idea of tax and so I mean, people who listen to this podcast obviously have an interest in tax, they see value in tax planning. And so for an advisor listening who says, Steven, Hillary, that all sounds great. Where do I start? Usually when I’m getting these questions from advisors, maybe it’s just because of what I do, but it’s more so how do I push people along on the journey? They’ve already they’ve they’ve usually picked like, hey, I do social media, I do YouTube, whatever it is for very top of the funnel.

 

(08:30)

It’s what comes next. And so a natural question that comes up is what’s that lead magnet? What’s that thing that’s gonna convince somebody to give me their email address as opposed to just me begging and saying, hey, please give me your email address. Which, full transparency, that’s exactly what we do. Our desktop tax guide that thousands of advisors download and use, that’s 100 % a lead magnet. That’s what it is. We think it’s very valuable. There’s a lot of intention behind that. But I use it so people feel good about giving me their email address. So, for an advisor who doesn’t have a desktop tax guide already. How does a person even think about what makes a good lead magnet?

 

Hillary Gale (09:04)

Yeah, and I think this is the thing. You can have a lead magnet. That doesn’t mean that you’re gonna get people into your list, right? Your lead magnet has to be good. And so I have a little framework of what I think makes a really good lead magnet in 2025. So the number one thing, it has to be for someone very, very specific. You have to, even if you are one of those advisors that is like, I’m not gonna niche, I love serving a wide swath of people. You need to pick one of your favorite clients and you need to create a journey for clients just like that one. That does not mean that you have to say no to everyone else that comes to you, but for a time in your business, you’re just gonna focus on this one market of clients that you love to serve. And so once you’ve identified who that client is, I actually like people to go to those clients and say, listen, I’m thinking about creating a resource to help more people like you. I have a few ideas. Which one of these things would have been most valuable to you? Before we started working together. So that way you know that you’re coming up with something that’s actually useful that people actually want. Now the second thing that I’m seeing for lead magnets, and maybe this depends on the audience, but for people just starting out who don’t have maybe a very engaged following, you need to create something that’s somewhat interactive, something that people can buy into. So my lead magnet right now is a seven day email list growth sprint challenge and people opt into it and they get an email a day and they implement the thing. Every single tip in my emails are something you can do in 10 minutes or less. And so it’s just something you can get people to kind of buy into and get excited about. It has this sort of interactive element to it. Now whether that’s a challenge or some people do quizzes. I don’t see as many advisors doing quizzes, but you can create, you know, kind of like quizzes that feel like a premium experience for someone to get some sort of result back.

 

Steven Jarvis, CPA (10:55)

So, Hillary, I would love your insight on this because not being an expert marketer myself, the other thing I’ve noticed about lead magnets as a consumer is that I’m more likely to put my email address in if it requires very little of me and I can clearly see here’s what I get back out of this. Because, we’ll just give everybody the benefit of the doubt that they’re fairly intelligent and they know that if they’re putting their email address into a website, it’s because they’re gonna get sold something. This game’s been around too long. We all know that there is a next step in this process. So it has to be compelling. I’m not gonna put my email address in to download 87 pages of homework. I’m not gonna put my email address in to spend the next hour telling you about my financial life. I will put my email address in if it’s something compelling, it’s clear that I’m gonna able to get through it, or I’m gonna get value out of it without having to get on a call with someone. So I love what you’re talking about with a seven day sprint where it’s, less than 10 minutes a day. So, okay, I can try this out for seven days and then I can hit unsubscribe if I don’t like it anymore. Which we both know that people aren’t likely to take the time to go in and unsubscribe and so they’re gonna keep getting your information. Or you’ve just given them this trial period where they haven’t given you any money, they’ve just given you an email address and now they get to really see what you’re all about.

 

Commercial (12:07)

retirementtaxservices.com/summit

 

Hillary Gale (12:47)

And they get a result. So that’s actually the third thing that I think makes a really good lead magnet in 2025. They have to get one very specific win from it. It has to be something that they can turn around and they can implement and they get a win from it because then they’re gonna do what you just said. They’re gonna look at you and say, whoa, I got this result from her for free. I wonder what it would be like if I stayed on the list or if she, you know, let’s see what kind of work she does.

 

(13:13)

What kind of results could I get if I paid her or something like that? So you also have to think about, yes, you want it to be a fair, specific client. You want it to have some sort of interactive element that makes people buy in, you know, want to participate, want to actually put in their email address. And then you have to give them a specific win that you really believe they could actually get if they do the work from the lead magnet. Because again, that’s incentivizing, and it creates so much trust for you. does so much of that heavy lifting of the trust part of building that know like a trust factor.

 

Steven Jarvis, CPA (13:45)

Love that. And so as we tie this back into tax topics for people listening, you’ve got to pick that thing that applies to most of your current clients, which probably represent your ideal clients of really, I’m looking for prospective clients who have this tax issue that I know I can solve. then as we design this lead magnet, which they don’t have to be complicated, they don’t have to be in depth, they don’t have to be long. They probably should be at least not visually unappealing. I’m probably saying that wrong. They can’t be trash. It does not have to be the new artwork that I’m gonna hang on my wall, but you do need to take a little bit time to make this look crisp and professional. But other than that, mean, this is a relatively low bar if, to your point, Hillary, we’re tying this to things we do for real clients. If it works in the real world, that’s gonna trump most other things because I’ve skipped lots of really pretty looking things because it was not clear to me how does this actually produce results for people like me.

 

Hillary Gale (14:41)

Right, right, and I will say too, yes, you want it to look pretty. I’ve created lead magnets before. I’m not a designer. I can log into Canva or something and just spend hours and come up with something that’s hideous. If you need to create a Google doc that is, or a Word doc or whatever it is, that is really well formatted because you can format really well in there and you can add some little design elements in there, but you don’t have to worry about creating a full blown PDF or something like that. That’s fine. And in fact, and I think people kind of like that sometimes because it’s really easy to type in those and you can kind, they can kind of interact and do like a little workbook style thing in there. Now if you do have a designer that you can pass off to, that would be ideal. But you don’t have to, you’re right, it doesn’t have to be the million dollar version.

 

Steven Jarvis, CPA (15:22)

Well, and Upwork and Fiverr are great resources for this too. Mean, this can be a contractor who helps you for a couple hours to say, okay, here’s my concept, drop it into AI, let it guide you in the right direction, then hire somebody who can pretty it up. But I think, because I like that the points that you made were not, hey, this has to be the most visually stunning thing that you’ve ever seen, or this has to be some kind of complicated software program that they can navigate through. Literally, some of the other lead magnets that we use are, from my perspective, very simple, they’re clean, but they’re not visually complicated in any way, but we relentlessly point it back to here’s how this works with other people just like you.

 

Hillary Gale (15:58)

Yes, yes, okay, so you bring up a good point. Number one, it has to be clean, it has to be simple for them to use, right? You don’t want your lead magnet to overwhelm them because then they’re not gonna get that win. So keep it simple. And then the other thing that I think you kind of alluded to is you’re talking about results that other people have gotten from the lead magnet, right? You almost gather testimonials for the lead magnet itself. That can also be a really powerful way to get people to want to opt in themselves.

 

Steven Jarvis, CPA (16:23)

Yeah, we all want social proof. It’s a way for us to feel better about even though we’re not giving money at this point. Like there still is this investment of our time and our kind of our privacy almost to say, okay, great, I’m going to give you my personal information. And so, yeah, we want that social proof to know that somebody else has done it.

 

Hillary Gale (16:39)

Right, right. One other thing that I’ll say about kind of coming up with an idea for a good lead magnet, and then maybe we can talk about what happens on the other side, is think about what do your clients need to do to be really primed to work with you? What is something that you could teach them or help them achieve that’s really quick, and then they’re ready for the more complex stuff that you can help them with? That’s also been really helpful for me when I’m thinking about lead magnets for either my own business or for my clients.

 

(17:09)

When somebody comes to me and they’re like slightly unqualified or I know I’m have to do a little bit more work on the front end to get them qualified to work with me, could I create a lead magnet that takes care of that problem?

 

Steven Jarvis, CPA (17:20)

Yeah, I love that taking a step further and using it as a screening mechanism because one of the things I look for in lead magnets, both free lead magnets and paid lead magnets as we move down the funnel, is I want them to not be for everyone. If I have a lead magnet that everyone loves, which probably means that they’re not really telling me the truth, but if I never get negative feedback, which usually comes in the form of questions of, Steven, why doesn’t this include X, Y, or Z? So as an example, we have a 37 point checklist on reviewing tax returns. It’s a paid lead magnet that over a thousand advisors have purchased and downloaded from us. And it is very specific to individual tax. And so on a pretty regular basis, I will get emails from advisors. I’ll get questions from advisors of Steven, where’s the business version of this? Stephen, why didn’t you include this strategy around moving to Puerto Rico? I’ll get pushback of, it needs to include other things. And I take feedback seriously, but a lot of times I see that feedback as, okay, good, I’m narrow enough that some people are turned away because that’s what I focus on, and the work that I do with advisors and the work I do with taxpayers. And so it becomes this screening mechanism. So if somebody comes to my website and says, that lead magnet looks like trash, this isn’t somebody I want to work with. Great, I probably didn’t want to work with you either.

 

Hillary Gale (18:33)

Right. And you know, I’m actually applying this in my own business. I launched this, this email growth sprint a week ago, two weeks ago. You know, been quite early. I’ve already got over 20 people like subscribe to it. It’s been really fun. But I have been noticing I need to make this more specific just to the people that I want to attract like advisors and coaches because a few of the people that are opting into it are other marketers like me, which is fine. You know, if it’s valuable to you, that’s great. That’s totally fine. But that doesn’t really do me a lot of good. So I’m already thinking about what are some ways that I could make this really, really specific to attract in the people that I want to attract in, and maybe repel the people who I’ll never be able to work with I don’t want to work with.

 

Steven Jarvis, CPA (19:15)

Yeah. Yeah. So, Hillary, talk us through what happens next. So let’s assume that we’ve done the work to identify a topic that’s relevant to our prospective clients. It’s going to be engaging. It’s going to show them value and demonstrate what we can do for them. What else do we need to have in place for this to actually be successful? Because downloading a PDF doesn’t turn them into my client.

 

Hillary Gale (19:36)

Right, getting them to download the PDF is 20% of the work, right? The other 80% happens after they have downloaded the PDF. So once they’ve downloaded the PDF, you want to get them into a welcome sequence. This is a series of emails that every single person who downloads the PDF will get as soon as they download it. Typically, so they get one email immediately that actually delivers the lead magnet to them. So if it’s a PDF, that’s linked in the first email. And then the next few are really strategic. They are really important to build those know, like, and trust factors. And so there’s a few things that I like to do in welcome sequences whenever I’m working on them.

 

(20:28)

Number one, like to, so after they get the actual lead magnet, so in the second email, you need to deliver them another quick win. You need to start training them that your emails are valuable and that they will get something out of them when they open them. So that does a really good job of like continuing to build that trust factor and like, wow, this is great. Then you want to take one or two emails to really develop a connection with your new subscribers. So you start to share a little bit about your story. Maybe you share a client success story of a client that’s similar to them and you know that it’s similar to them because your lead magnet is really targeted. So you start to just kind of build this relationship with them even if they’re not responding to you yet they are developing those know like and trust factors.

 

Steven Jarvis, CPA (21: 04)

I love having processes for this so that it gets, again, it’s really tactical for the people listening to say, okay, here’s what I need to do next. Because just like once you bring someone on as a client, I mean, this should feel very intuitive to financial advisors. Bringing someone on as a client is not one meeting and we’re done and we move on with our life. It’s this relationship that we build and execute over time. The marketing journey is very similar, that there are these key points along the way, but we need to nurture that or it’s gonna fall apart. They’re really not gonna get the value out of it.

 

Hillary Gale (21:31)

I have seen so many different advisors onboarding process often can consist of two to three meetings before they’ve even signed on the dotted line. I feel like there’s a lot of nurturing happening in the onboarding process as well. And so what if you could start some of this onboarding process in the emails before so that you’re not having to do so much of one-on-one time during your onboarding process. And so you can make your emails quite interactive. I always, in this welcome sequence, am inviting people to reply with something, actually kind of get that conversation started before they even get on a phone call with you and learn a little bit about them and share, okay, I always help people with this, or you know something like that. So taking some of what you’re doing to nurture people one-to-one and bringing that into your email sequence wherever you can can save you time and it can convert people more effectively too.

 

Steven Jarvis, CPA (22:24)

Absolutely. To me, that’s one of the biggest side benefits of creating content, of doing very intentional and valuable marketing, is that not only are you gonna convert more prospects to clients, but the clients that get converted through that process are gonna be more familiar with what you do and are gonna be more immediately onboard with the value that you deliver.

 

Hillary Gale (22:42)

They come to the meeting feeling like they already know you. They know what questions to ask because they already know what it is that you do. So it’s not, they’re not just coming and feeling like, I don’t really even know why I’m here, right? They know exactly why they’re there because you’ve told them how you can help, and you’ve told them your process and all of these things.

 

Steven Jarvis, CPA (23:00)

Hillary, let’s talk about what makes the difference on advisors being successful in these things. Because I mean, I could talk about this stuff all day. Like this is a really fun conversation. You’ve got great experience with this, sharing a lot of great expertise. And then there’s gonna be a lot of advisors listening who think, hey, that sounds cool. Maybe they’ll make a note of it. And then maybe they’ll sit down at some point and give it a try. Like, this is too hard. I don’t really wanna do this. This is gonna take more time than I thought. Whether we’re talking about marketing or tax planning or really any topic, the people who are the most successful are the people who time block and allow a space for these things to happen. So if you’re listening to this thinking, I…this is stuff I need to take action on whether it’s a new idea or it’s just hey I haven’t gotten around to it yet the first step is not to create a lead magnet the first step is to pull out your calendar and block time on your calendar for when this is going to happen and this is going to happen across multiple sessions on your calendar. There’s going to you’re gonna have to come back to this multiple times You probably have to include team members. Maybe you need to go hire someone off of up works. Maybe you need to work with a marketing specialist like Hillary, but this is going to come up multiple times and so that’s again whatatever topic we’re talking about, those are the people who have the most success. Don’t dive right into, let me figure out marketing in a day. Put it on your calendar so that you are being intentional with how this is going to get executed.

 

Hillary Gale (24:12)

Right, can I give you a suggested kind of calendar? This is what the order that I would do it in. So what I would do is I would go to chat GPT. You can use my custom GPT if you want. Can link it to it in the show notes if you want. But go to chat GPT or whatever AI tool you use. Tell them all about your ideal client. Tell them what your goal is. See if you can get some ideas back. Now typically if I’m being really detailed about who the ideal client is, chat GPT will give me a few ideas that I’m like, can I do all of them? These are really good. So then take your ideas, go to two or three of your best clients that you have a good relationship with, get their feedback. So I would do this about over a week process. Ask them.

 

(24:52)

Is this something that you would have found useful if you’re comfortable doing that? Then you have your idea. Then I would spend, give yourself another week to actually execute the idea. So write it up, do whatever you need to do to create it, whether it’s an email challenge or it is a PDF or it’s a workbook or it’s a quiz or whatever. Give yourself one to two weeks because sometimes these things do take a little bit of time to create. I’m the type of person that like I need a day to draft and get it all out. And then I need some time to pass before I can go in and refine and revise and edit. I don’t like to do things in one single day. Then when you’re done with that, map out your email sequence. So instead of just sitting down and writing and saying, okay, I’ll write one email today and I’ll one email tomorrow and one email the next day, map out the journey for them. So what’s the purpose of each email and how is it going to help them see the value of what you do and build those trust factors and things like that. 

 

(25:42)

One thing that we didn’t mention that I do think is important, that last email in the sequence or all of the emails in the sequence, they should have an invitation to actually book a call with you. You don’t need to wait. You can do that from the very first email if you want to. Keep those calls to action really prominent and unmissable. So that’s what I would do. I would start with the get feedback on the lead magnet ideas, create the lead magnet, write the welcome sequence. The other piece of this that you do need to create is the opt-in page, right, for people to actually go on. As you get people through the lead magnet and you start getting some of those testimonials, those are really good things to include on the opt-in page where people can actually input their name and their email address.

 

Steven Jarvis, CPA (26:20)

Well, Hillary, I love that framework. And as you go through that, there’s clearly a couple of technical things in there with creating the email, setting up the campaigns, opt in pages. But I mean, really, we’re to the point where there just aren’t excuses not to get this stuff done. Whether you’re working with a marketing specialist, whether you’re hiring somebody on Upwork, you’re having somebody on your team use chat GPT to feel like the number of click funnels and web pages that I see now that it’s an advisor who’s like, yeah, I just use Claude or something and built it myself. Like the barrier to doing this stuff is really, really low if you’re willing to block out the timing and get it done. And so yeah, there are definitely some things that need to happen in there, but we’ve got so many tools available to us, which to me, Hillary, is exciting because that means that my technical limitations are no longer a problem. I can get more quality information out there because the tools are so great.

 

Hillary Gale (27:10)

Right, and I just think if you want your business to grow, this is truly the best place to invest your time to reach that goal because once you get all this in place, then it’s gonna work in perpetuity for you. You know, the upfront lift I think is pretty high, but it’s not like social media or YouTube where you have to keep creating and creating and creating and creating. This is like kind of almost a one and done. Now, I absolutely think you should go in and tweak and update as you learn things about your audience, but it’s a one and done for the most part.

 

Steven Jarvis, CPA (27:40)

Yeah, yeah, that’s super exciting. Hillary, before we wrap up here, how can people learn more about what it is that you’re doing and how they could potentially work with you?

 

Hillary Gale (27:47)

Well, I’m always on LinkedIn. LinkedIn is, I’m there almost every single day. My website is monetacopy.com. And then I also have a podcast, the Finance Marketing Podcast, which is a great place to hear people like Steven come on and talk about his marketing journey. And then of course the email challenge. If you’re interested in growing your list, you can start it without having a lead magnet yet. Every tip for the first six days, are things you can do if you’re just trying to drive people into your newsletter. And then the seventh day will help you actually come up with that idea for your lead magnet.

 

Steven Jarvis, CPA (28:17)

Yeah, I love that. Learning from what other people are doing is always a great step. So go, go sign up for lead magnets from other financial advisors you respect. Go sign up for Hillary’s lead magnet, go out to retirementtaxservices.com and sign up for one of our lead magnets so you can see the journeys that other people are going through. The last thing I’m going to put out there because I put it out there so often because I feel so strongly about it is that you need to be getting tax returns for every single client every single year that might feel like a stretch based on today’s conversation. It’s really not it helps everything you do. If you want to know what tax topics are most relevant to your clients and therefore your prospective clients, the pictures or didn’t happen, get the actual tax returns. It’s probably the single biggest way for an advisor to add value to their clients as well as to their business as a whole. So, make sure you are getting client tax returns, follow up and go out to monetacopy.com to learn all about the great things that Hillary is doing. Hillary, thank you so much for your time and joining the podcast this week.

 

Hillary Gale (29:13)

Thanks for having me, Steven, it was fun.

 

Steven Jarvis, CPA (29:15)

Absolutely, and to everyone listening, until next time, good luck out there and remember to tip your server, not the IRS.