Peter Vander Wall

Selling tax strategy on its own stopped being enough now that everyone offers it. It works best as a cheap front door you profit behind, not the product itself.

Most business owners don’t need a CFO, they need one step above a bookkeeper. The premium package works better as a price anchor than as the thing you actually sell.

Whether you can move clients into higher-ticket advisory comes down to how you’ve set up the relationship and your pricing. How you run the firm decides if the upsell lands.

3 types of trust assets you need to build up