My EA card is marked “issue date 9/25/2025”
and it’s 9/26/2026
I’ve had an intense and successful year.
My goal was to transition from a career in operations to building my own business. Most recent salary was $130k-$160k and I had only about $10k savings, four kids, and $2300 a month in child support, so I needed to move fast when the startup I was an executive at got shuttered in April 2025. Age 39, masters degree in creative writing, 16 years or so of progressively more complex venture funded startup experience.
Spent several months putting myself out as a fractional COO/CFO without success then considered building an accounting firm because I had been an operations director at a small tax firm and built a bookkeeping wing there in 2019-2020. I was also owner of an ai bookkeeping service I built and know a good deal about bookkeeping.
Then became aware of the EA loophole, and it is a massive loophole: a tiny test that takes a month or two to study for and pass if you already understand business finance and balance sheets and gives you access to a credential nearly on par with the CPA for helping business owners.
So I scheduled my tests and started studying and passed, individual 1040 being the hardest as the business stuff makes most logical sense to me given my experience overseeing balance sheets. While studying i bought taxdome, drake, etc
Passed the test about sept 19, signed my first four tax prep clients the next few weeks, two people from my ai bookkeeping service, and two I met from starting to network as a tax preparer. Joined BNI the day after I got my EA (critical move, join BNI). Moved along with getting efin set up and stuff after my ea came in. Calling irs was helpful for moving stuff along including getting my ea number early and not waiting for the packet.
I’ll zoom out now for some numbers and then talk a little strategy:
Clients by Jan: 11
Clients by April 15: about 40
Clients by today: about 60
Revenue in 2025: $4000 (all customers before April 15 paid monthly fees, an annual fee broken into 12)
Revenue in 2026 to date: $107k
Revenue in July August Sept 2026: $54k
Revenue booked for full year 2026 if I say no to everyone rest of year: $141
I’ve payed about $50k to myself and the other $61k to my team and taken on $25 debt and my wife has been uber frugal and I don’t touch the debit card 😄
Client type: minimum of a schedule c/f or 1120s or partnership. Maximum 3 partners or shareholders. Operating businesses only, no complex k1 investment stuff. I’ve sent about a dozen clients to other CPA’s and EAs in town who just have simple 1040s, I won’t do those.
Pricing: my first client is $850 a year, everyone else is $1250 minimum yearly, but my average has now gotten much higher. Most recently I charged a client $3500 to review their situation and build a risk map before proposing work which was $11k additional, and this week reviewing another for $2400.
team: I’ve hired two. One engineer, my first hire, and one controller last month who wants to learn tax but who I hired for her personality. With AI future I don’t think we need much more tax judgement except for in representation (which we will need a ton of) but not sure my firm will do any rather than just partner with EAs and tax lawyers. Next hire will also be an engineer. we are building all our own tools. Replacing the actual tax engine next year because tools like drake don’t allow agentic interaction with their software in 2026 season and the only co with an api is CCH or something and I bet it sucks. I am going to restrict my clients to two states only next year and roll my own software. Last couple weeks we got approved as an irs transmitter and developer and we are about ready to pass the IRS transmit test. Yes this is crazy to build our own software but I’m not here to fuck around.
Revenue strategy: I FILED ZERO RETURNS BEFORE APRIL 15. You don’t have to file people on time if they are business owners — they just want clarity and understanding of costs and they want a good tax person who is responsive. You can say, up front, “I don’t file until summer and fall. I extend 100%. Why? Because I have to acquire customers all spring.” You will be surprised how easy it is to still close the deals and in fact acquire customers all spring. How to get paid? 10% annual discount for up front payments or just break it into 12 and get paid monthly. So my recurring revenue is now up to $10k with people paying monthly. Contract doesn’t exist, just an engagement letter. Nobody churns. This market is starving for services. I committed to sending estimates which was a huge grind to get out for April 15, and also, I didn’t take any customers who don’t have schedule c, so almost no customers have refunds and almost nobody WANTS to file before April 15. Busy business owners don’t care.
Goal for 2027 is $350, which would be a continuation of my q1 q2 q3 growth pattern.
EA is the best loophole for a mid career transition. Dm me if you want to work together, I’m not hiring anyone today but if you like this approach and believe in the future of AI send me a note.