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Top 5 Marketing Mistakes to Avoid as an Enrolled Agent Firm


An Enrolled Agent in his office devastated by a marketing mistake he made.

Enrolled Agent Firms tend to market themselves as general tax professionals. Instead of capitalizing on the tax experts that they are. This is why it is easy to fall into the cash flow cycle of feast during tax season and famine the remainder of the year. Do you have this problem in your firm?


We often read and hear, always be closing. But how can you close if you don't have any prospects for your EA firm? Some have adjusted the saying to, always be connecting. That is nice in theory, but if you aren't connecting with the right people, you can't close the right people. That indicates that you have a marketing problem. Move with intention or don't move at all.



Note: If you want to dig deeper into this, the replay of my 2025 Post Tax Season Marketing class is now available for sale.


In this article we'll cover the following 5 mistakes you should avoid when marketing in your firm:


  • Mistake 1: Not understanding marketing or its purpose in your firm.

  • Mistake 2: Not having a clear message to call out your ideal client.

  • Mistake 3: Not positioning yourself/Enrolled Agents as the industry expert.

  • Mistake 4: Not having a marketing strategy for your Enrolled Agent Firm.

  • Mistake 5: Not being consistent with your marketing.


    What is Marketing and Its Purpose in Your Firm?


    Marketing is not posting random tax-related content to social media. That's just throwing something at the wall of social media and hoping it sticks. Marketing is the effort and time that you put into promoting and selling your services. Not sure what those services should be in your firm? Check out, What Does an Enrolled Agent Do? to get an idea of the main 3 categories Enrolled Agents tend to work in.


    Live stream video - What does an Enrolled Agent Do?

    The time and effort you put into selling services includes the time you take to research and communicate. With your research, you want to find out what your ideal client wants and what they need. Then you need to find out what questions they have and the way they think. This will help you create content with the right messaging. You can attract them using the 3 Es:


    • Education

    • Engagement

    • Entertainment


    These different types of content will help you reach your marketing goal(s). We all want sales, but sometimes content will focus on one of the 3 Es to help our prospect know, like, and trust us. Your content should always be intentional and focused on one of the following goals:


    • Creating a brand

    • Increasing brand awareness

    • Attract new customers

    • Drive sales

    • Keep current customers


    I'll give you an example. I have a podcast that I used to promote the America's Favorite EA brand. I post on a business Meta page to increase brand awareness. I optimize it on YouTube to attract new customers. I share it with an e-mail list and DM on LinkedIn to drive sales. I send it to current and past customers to keep them updated on what's going on in the tax world. In the words of Ross Simmonds, "create once, distribute forever." One piece of content can serve different purposes if you are intentional in how you use it.


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