Podcast Transcript: Tax Advisory and Business Growth
Daniella: So I think that’s a misconception. A lot of people think that tax season is only from January to April. It’s actually from January to December. And the reason why is because if you want to lower your tax bill, you need to start paying attention to your taxes by the beginning of the year. And I tell every client and I try to educate people, all my social media is if you’re proactive, you’ll never pay taxes.
Daniella: The following year. But I’d rather claim in 2025 that we helped over 100 clients save over $10 million in taxes, rather than saying we had 100 clients and made $5 million. Right. Because if we’re able to do the first thing, if I’m able to sit there and say that we saved on your client’s $10 million, the revenue is going to come.
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Daniella: Hello everybody. Welcome to the first 100 podcast. This is the podcast where we explore the journey of entrepreneurs, business owners, agency leaders and so many more people as they share with us the strategies, the challenges, and the triumphs that have led them to secure those first 100 customers. That first 100, I’m very excited. Today we have a really cool guest.
Daniella: His name is Christian Maldonado. Hi, Christian, How are you?
Christian Maldonado (CM): Hi, Daniella. How are you?
Daniella: I’m very happy to have you today. For anybody who doesn’t know you are just to break the ice, Get us a little bit started. Get us started a little bit. Can you tell me about you? About what you do, about Tax Advisor Three Six Five and everything that we need to know.
CM: Yeah. Christian Maldonado. I am based in Tampa, Florida. I’ve been here for the last ten years. I did move to Miami one year, but I say ten years at home here. I went to college here back in 2014. I went to school for accounting. So it’s just always been a passion of mine. I’ve been an entrepreneur for ten years.
CM: I’ve been in almost every industry you can imagine, from real estate to cryptocurrency to, I mean, you name it, I’ve been in that cannabis, CBD, anything and everything. And yeah, it led me to finally creating my accounting agency at the end of 2022. We had really officially, publicly launched in 2023, but we had a lot of really early growth and it really kind of led me to my newest passion in the last year and a half, I would say, which was tax prodigy and really just kind of focusing on that more than anything.
Daniella: So that’s so interesting that your focus was on tax, which I mean, if you live in the US, I think we all know how complicated dealing with your taxes can be. But you know, to see someone so young be interested in this type of niche. What led you to want to focus on the taxing industry specifically?
CM: I think being in so many different industries as I’ve been, I’ve realized that I really wanted to build a business. I’m usually always in and out of businesses. It’s just always interested me to come in and grow scale and really help people not only within my business but just in other businesses that I’ve consulted. And in the years.
CM: And I wanted a business that I felt like everyone would need to be a customer for. And I wanted something that I was obviously passionate about. And taxes just always kind of came easy to me in every business that I was in, whether it was from an accounting perspective or figuring out the financials, managing projections, cash flow, things like that.
CM: So it just kind of came super easy. It wasn’t necessarily something I had to convince myself to do.
Daniella: That’s amazing because I feel like most people don’t even know where to begin when it comes to taxes. And here you are like, you know, it was super easy for you this whole time. But I guess, you know, that’s why, like, it’s great to have agencies like yours who can help with taxes.
CM: Right. Yeah.
Daniella: Which actually leads me to the first question that I had for you today, which is what gaps were you actually trying to fill in with the tax advisory? You know, industry when you were starting your company, when you were just starting to become a business owner yourself?
CM: Yeah. So when I started and saw it was the end of 2022 was around October to November, and I just remember going to a networking event and I ended up getting into a conversation about accounting randomly. And I didn’t have the business then, but I found myself answering a lot of questions around accounting to certain other business owners.
CM: And then someone had walked up to me and they were like, Oh, do you have a firm? And I said, No. And you know, I went to school for it. It’s just something I’ve always kept up with that study. I’ve owned businesses, so I’ve always needed to have that knowledge in terms of managing my own business. And that’s just kind of how the idea came.
CM: And I realized there was a huge knowledge gap with business owners never really having it as a priority or even just something on their mind until it came time for tax season. And I realized that there was really nothing Internet either. That was kind of like an all-inclusive solution for business owners to not only get services such as bookkeeping or taxable advisory or tax prep and filing, but also educating them along the way and kind of telling them like, you know, we do the bookkeeping this way and this is how we do it because of X, Y, and Z.
CM: This is what you should be doing on your end while we’re doing our job on our end. And same thing with tax prep and filing, you know, just like small little tidbits I realized were missing in the industry. And that’s really what led me to launch my firm and Salt. And then as we service people, I realized their real value lies in tax strategy.
CM: A lot of business owners that are out there, whether they have an accounting structure, they don’t. Taxes are the main thing that really killed our business from a profitability standpoint, sometimes 20 to 30% of their profit at the end of year is just swiped by taxes. So I realized that that was really the best way that I could help people.
CM: Obviously, bookkeeping and everything is very important and we still do do that. We do that behind the scenes. It’s just not something that we really push out as our main offer.
Daniella: Basically, though, yeah, like taxes are huge. And I do agree that like percentages, like you don’t think about it until you have to deal with it. I think even on a personal level, I studied abroad and when I was like I stayed for a few years working and when I was about to leave and moved back home, I had to do like taxes.
Daniella: But they had different laws for foreigners and they ended up taking about 20% of my earnings in taxes and like that, they’ll do it for you. So they’ll do the numbers for you in case you don’t know, but you’re not aware of how much 20% is because you think 20%. That is a lot of money.
CM: But it is. Yeah, I know even understand where that 20% comes from or what exactly 20% of what is being taken. Right. And it’s just those like little knowledge tidbits that I guess because I’ve known for so long, I never really realized that most people didn’t understand that. So yeah.
Daniella: No. Yeah. Because it’s like it’s also there’s just like such a specific thing. But at the end of the day, we all have to do our taxes.
CM: That fact, right? Yeah. I mean that was the biggest thing I realized was like this is a gender business no matter what. We all have one thing in common in America. We all have to file taxes.
Daniella: So I know and it’s like a headache. All of that same or. Yeah, but actually I wanted to ask because you have been doing this for I would say like I mean, it’s almost 20, 25 at the time of filming this. So that means you’re going on three years of doing this. At this point, how do you think you have been able to differentiate yourself from other tax advisory firms and the services that you have offer versus what other Butters have been doing?
CM: Yeah, I mean, tax advisory for us is still, I would say about a year, year and a half. But the way that I’ve figured out how we differentiate ourselves is really just transparency and pricing. I think that that’s the biggest issue in the tax advisory world, is you have very reputable, very big firms that do it. But it’s almost as if you know, you’re going to Bentley to go buy a $280,000 car, Right.
CM: It’s almost the exact same build as the $80,000, you know, Mercedes. Right. One just kind of makes you look a lot richer than the other. Doesn’t necessarily mean that they both can’t get you to the same place. So with us, it’s very transparent and what we charge and what we do. I feel like a lot of firms know that tax strategy is valuable, so you’ll find them charging anywhere from 10 to 20 to 30 to $40,000 retainers just before you even understand what’s going to be done.
CM: And it’s only because of their reputation and they’ve been around for a while. The best thing that I like to tell people is taxes change every single year, right? So regardless, if you come to us or you go to a firm that’s been around for 30 years, regardless of the experience they have, it doesn’t necessarily mean they’re doing the exact same thing better every year because the tax code changes every year.
CM: Right? So I also don’t think that there’s a big advantage in that fact. So when it comes to the transparency and the pricing piece, we’re really transparent with our clients on the call. For example, our tax strategy blueprint starts at around $5,000, and that’s really just based on the workload that we evaluate on the call. But most people that make anywhere from a quarter million, sometimes even up to 1.5 million in revenue a year fit that $5,000 bracket.
CM: And the problem with the lack of transparency and pricing in the industry right now is I think as soon as it’s a lot of other firms here, oh, you guys make $1,000,000? Well, you know, let me raise this to 15 to 20000 because we know you can afford it. And for us, it’s not really about maximizing revenue per client because our process is fairly streamlined.
CM: It’s really for us being able to claim, you know, and I say this all the time to people, but I’d rather claim in 2025 that we helped over 100 clients save over $10 million in taxes, rather than saying we had 100 clients and made $5 million. Right. Because if we’re able to do the first thing, if I’m able to sit there and say that we saved on your client’s $10 million, the revenue is going to come.
CM: So, you know, I just think transparency in pricing is the biggest issue in my industry.
Daniella: Yeah, honest work is the best works, right? For real? Yeah. And actually I which this leads me to the other question that I had, which is regarding scalability. You, you are working in an industry that is very seasonal based, right? So tax season, I imagine is the most demanding season for you. And then the rest of the year is probably a lot more stable.
Daniella: How do you maintain, you know, the workflow like that or what strategies do you use to manage workload when it comes to like having these type of peak periods that come in and that low?
CM: So I think that’s a misconception. A lot of people think that tax season is only from January to April. It’s actually from January to December. And the reason why is because if you want to lower your tax bill, you need to start paying attention to your taxes by the beginning of the year. And I tell every client and I try to educate people, all my social media is if you’re proactive, you’ll never pay taxes the following year.
CM: That’s all it takes. You just have to be really on top of your finances. You have to really be looking at your number first. You have to really be looking at your profitability and your business may be your W-2 earner. With a side hustle, you really need to look at the most important number, and that’s what is going to be my taxable income after December 31st of this year, because that’s the only thing that’s being taxed is your taxable income, right?
CM: So it’s really January to December. Whether I get a client that comes to me November 1st or I get a client that comes to me February 1st, I’m still selling them the exact same thing. The differences. I have less time to help them by November 1st. It’s not necessarily that we can’t help them. The other big thing is the supplemental services that go along with tax strategy.
CM: I mean, you got a client that comes to me four weeks before the year. I just had a client come to me last week that just signed up with us. And he’s like, I really need to get my bill down. You know, I made I think he made over $200,000 and he runs an online business and a lot of online businesses, which is what we specialize in a very, very, very low expenses.
CM: So the profit that they end up with is just immense. Off a 200,000, he probably has over 150,000 still sitting in his bank account because he’s barely been paying himself because, you know, he’s scared. He’s not sure what to do with taxes. It’s it’s it’s a mindset thing. And that goes into the whole proactive ness of planning ahead and really being on top of your financials.
CM: So we’ll still be able to help him. There’s still plenty of time. You know, four weeks is a very long time in the last few parts of the year where we can do a few things. So it’s really a year round business. It’s not necessarily from January to April.
Daniella: Which I mean, this I mean, we’ve talked about this earlier, but like you mentioned, this client, and it actually makes me wonder in an industry where your clients are so educated on your specific topic, right? Most of the general population is not very knowledgeable when it comes to taxes. And I think even if they are, most of us don’t know the first thing about actually sitting down and doing them ourselves right.
Daniella: It’s really hard for most people, which I can imagine really influences the way that you have to talk to your clients. How do you ensure that the clients that you’re signing up to your firm are fully understanding what their tax situations are so that they can also feel confident with the strategies that you’re proposing? They can sort of, you know, manage expectations, see what is happening, not expect miracles, but at the same time, you know, not like have that issue that you just said where your client was basically not paying himself anything.
CM: Yeah. So our client Avatar is usually business owners, sales professionals, anyone who is an entrepreneur. If you’re a W2 and you make a lot of money, you’re also the type of client we work with. But when it comes to just targeting and our messaging, we really go after the business owners and the freelancers and the sole proprietors because they’re the ones that need the most help.
CM: W-2 earners have their taxes managed for them by whoever’s paying them. Their taxes are already being sent to the IRS. Yeah, there’s a ton of things that they can still do to end up getting a refund, for example. But really the people that need help are the first few that I mentioned. And we don’t really work with anyone under 150,000 in revenue.
CM: It kind of bridges that gap of knowledge like you said, usually a business owner who’s making that much money a year has dabbled. They’ve possibly hired an accountant, they’ve possibly tried to educate themselves. They have thought about the realm of being able to save more in taxes. So it’s much easier to communicate what we do to them. But most importantly, it’s just really qualifying them.
CM: We have a fairly simple but easy process and how we call them when they book a call. So we just collect maybe about 4 to 5 questions. And those 4 to 5 questions really just give us the meat of the bone. I would say that when we get on the call, we understand where they’re at revenue is. We understand what they do for a living.
CM: There’s a couple other questions in there that we ask. And it it kind of sets the tone for the call because if we’re able to relate to what they do, understand what they do, and again, it kind of goes back into how we differ ourselves as we work with online based people, sales professionals, not necessarily an age demographic, but I think a lot of people that look into tax advisory or have tax advisory, they’re a little older and those firms are not accessible to these types of people, nor would these types of people ever really do the research to find these firms or maybe even feel like they could afford it.
CM: So when it comes to just the overall kind of person we go after an avatar and then how we bridge that gap of education, those are just a few ways that we do it, and it works really well. I mean, our business is all about trust. So for us, if we’re able to prove ourselves, if we’re able to give them as much knowledge as possible, I think that’s the other big thing that we do differently is when you get on your first call with us, it’s free.
CM: It’s a free consultation call. We kind of give you a lot of value without you paying us. We already kind of give you some things that we’re thinking about doing. And you know, we’ve had people that say, Oh, I need some time to think or Oh, I’m going to go look into that. And those aren’t the types of clients we want because when it comes to taxes, you don’t have time to think.
CM: You don’t really have time at all, really, depending on what one of the years. So it kind of qualifies them and it also disqualifies at the same time.
Daniella: But yeah, no, that’s actually great. Which I also wanted to ask you about how I think with the tax industry you mentioned earlier also that changes are always happening with taxes, right? Like every year it’s different with the laws as well. I mean, I think with the last presidential election, a huge point of contention was like what is going to happen with the taxes depending on what president got elected?
Daniella: And obviously that’s going to affect how next year comes with taxes in the year after that. And then the next president comes in and so forth. Which leads me to that question, which is with all of these things happening all of the time, you know, with all of the consent laws, regulations, all of the stuff that’s changing constantly within the taxing world, what do you think has the most significant impact on your clients and how do you help them?
CM: You know, stay up to date and navigate all of these changes that can be very overwhelming.
CM: So, I mean, on the year to year, what really changes are the numeric values, right? Sometimes bracket brackets change, percentages go up, they go down slightly. I mean, not really, You know, certain regulations like bonus depreciation or certain deductions you can take like for example, during COVID, you know, Biden and Harris basically pass through a 100% meal deductions and entertainment deductions, which was huge for a lot of people, specifically small business owners, because it incentivized people that take those deductions to go out and eat more and go out and splurge on tickets to events.
CM: And a lot of businesses that were affected very greatly during COVID. So it’s not necessarily our job to educate our clients on those changes because, frankly, they have a business to run. That’s really what you’re paying for us to do, is making sure that we’re staying on top of that on a year to year basis. The nice thing about tax strategy is if you came to us once, once a year, if you wanted to go and take advantage of those same strategies the following year and think that and are confident enough that you could execute them legally and compliantly, you can go do that, right?
CM: There’s nothing stopping you from taking the work we did and duplicating it. But what you’re paying us for is to stay on top of those things that you mentioned. Sometimes the tax rates are not the same. Sometimes the limits change. Sometimes, for example, retirement contributions limits go up all the time. They increase, sometimes they stay the same and, you know, if you don’t come back to us, that’s not something that you may now.
CM: So you may be missing out on an even bigger opportunity to save on taxes. So it’s not really something we focus on educating the client about. It’s more of the conceptual, the conceptualization and the process of what we’re doing that we educate them on where it’s not so much the numerical values, because again, those things change year to year.
CM: You know, with Trump coming in specifically, there’s a lot of tax proposal things that he wants to change. Some of them are good, some of them are bad, depending on what spectrum of the U.S. in terms of finances you set on. And it just happens every year. You know, we have a new president every four years, but that president tends to change things year by year as well.
CM: It’s one of the few things they tend to change a lot more than a lot of other things that need to be changed. But, you know, every year there’s a lot of IRS notices that go out to a lot of us that are certified tax planners and enrolled agents and CPAs. There’s a lot of groups, a lot of government owned organizations that educate us year to year on the major changes.
CM: The IRS is very on top of letting us know what’s changing and the nice thing is that if we know the process, it’s really the minutia that we need to focus on that changes. And that’s that’s just the values, the numbers and even seeing some links to available as a strategy.
Daniella: Amazing. Yeah, it’s great. And actually, here is my next question, which is technology A.I. Huge right now in a lot of industries. I’m wondering with the taxing industry, is this something that as has affected you negatively, positively, you know, is there like a development of new crimes or different systems for it, specifically tax calculations that I feel like now you could just charge up to anything and it’ll do it for you, right?
Daniella: So with all of these sort of technological changes and waves coming along, has that affected the way that you run your business? Have you had clients who were inclined to try A.I. based or anything like that?
CM: Yeah, we have used A.I. in our own business. The one thing I tell people when it comes to this topic about A.I. could replace the accounting industry one day is you have huge accounting companies like KPMG, Deloitte. These are huge billion dollar accounting firms that service some of the biggest companies in the world all around the world, and they’re currently using A.I..
CM: But you cannot teach a machine on conditional emotional logic or pushing limits because the one thing that will never happen is A.I. being able to fully take over what a tax preparer does, what an enrolled agent does, can it store the knowledge on a base level and be updated every year for sure. But the IRS is not. The IRS code is not written in plain language.
CM: There’s a lot of gray area that goes into what the IRS says you can and can’t write off, for example. And it’s really subjective. It’s really subjective to case law. It’s subjective, too. Sometimes there may not be a reference to a law. Right. There’s a lot of businesses that have emerged over the last five years that never existed ten, 20 years ago, mainly online.
CM: Right. My favorite that I like to reference because I have a few clients and that industry is only fans. Only fans never existed ten years ago. No one ever thought that they’d be able to almost create their own broadcast channel for whatever they like. I know a lot of people think that it’s just for, you know, nudity or sexual based actions, but no one ever knew that you’d be able to skip the traditional process of having to hire a production company and almost become your own and then be able to turn it into a model that could make you a 100 grand a month.
CM: No one ever thought that that would be possible. So because it is and it’s normal now, the whole production company model has almost been flipped on its head to where the IRS, what they deem a write off in terms of in a model needing some type of cosmetic surgery specifically for modeling while it’s written in the sense of a traditional company.
CM: Right. So what happens when an onlyfans model, for example, that uses her body about 70 to 80% of her day to make content do what she needs to do to make X amount of money a month, which is usually $50,000 plus. If she allowed to write off a cosmetic surgery in some capacity because she does use her body.
CM: So it’s very gray area and I never think I is going to be able to fully, fully, fully take that on in terms of pushing the boundary of the gray area, being able to take case law and adapt to case law and potentially be able to interpret case law that creates new case law, because there’s there’s kind of a not a saying in the accounting industry or tax industry, but there’s a scenario where if you gave ten different accounting and or tax preparers or enrolled agents, whoever is able to prep and file a tax return, if you gave all of them the exact same information about an individual, nine times out of ten, they’re all
CM: going to come back with a different number of taxes owed. And the reason is because of the interpretation. It’s because of the information that they’re receiving. It’s not so black and white. So they may not want to push the boundary on potentially itemizing deductions. They may not want to push the boundary on claiming certain deductions. So I don’t think I will ever take over accounting.
CM: I think it’s going to be a very big thing that’s going to advance the accounting industry. I think it’s going to leave a lot of the older generation behind. Unfortunately. I think the same way you see baby boomers and businesses being sold now more than ever, like laundromats and corner stores. And those old school businesses are now passing to the next generation.
CM: I think you’re going to see the same thing with the accountant.
Daniella: I yeah, I mean, I like you said, with discussions like Onlyfans, which are very nuanced, I think, and there’s a lot of like discourse just that comes into it. And I is never going to be able to actually grasp any of that or like apply it to a specific thing, because I think taxes is one thing, right? But there’s like so many other things that situations like those arise.
Daniella: And I always ask my guests in the podcast about this because I think AI is impacting every industry in so many ways and everyone always gives me a similar answer in a different font like yours, which is kind of like, yes, it’s revolutionizing the industry, but it’s never going to replace humans, right?
CM: Yeah. And I mean, even billionaires are seeing that, right? I remember I listened to a podcast the other day and Mark Cuban said, if you’re not using AI in your business, you’re already behind. Right? He doesn’t He also doesn’t think that it’s necessarily going to replace humans in a lot of industries. But if you’re not using it in your business, you are being left behind because it does take a lot of the tedious work off your plate.
CM: You know, like I think just just before this call I searched chat JP, I had a mirror on my camera for this podcast, you know, like I didn’t want to go finding, you know, searching for it for 3 minutes so we would delay ourselves. So.
Daniella: Yeah, I know. Chad, do. Beauty is my savior, too, until like, like you said, I think when social media and technology and websites started to become a necessity for businesses, a lot of people were kind of taken aback that, like, you know, it didn’t mean that it was going to replace your business or networking or other forms of traditional marketing, but it is it was something that was revolutionizing the industry at the time, which is what I think air is doing nowadays.
CM: Right? Right. Yeah. Which is like the same thing. Just start integrating it. And I think the best thing that you can do is learning to work with it, opposed to being afraid of it and try to keep it away.
CM: Exactly. Yeah. Now I completely agree.
Daniella: Yeah. What Chris Austin, so great to have you on the podcast today. Before I let you go, I do have a game prepared for you. It’s 20 questions and we’re going to do Rapid fire. These are not accounting questions, they’re not marketing, they’re not business related. So they’re just fun questions. And I’m going to set a one minute timer.
Daniella: And what we’re going to do is try to get it through as many as possible just to put a little bit of pressure on you, my best guest has gotten 13 questions, so I want to get somewhere. All right. So I’m going to get everything started. And here we go. Coffee or tea? Coffee early bird or night owl.
CM: Early bird.
Daniella: Favorite social media platform, Instagram. Go to karaoke song.
CM: Uh, Baby got back.
Daniella: Looks or podcasts.
CM: Podcasts.
Daniella: One word that describes you.
CM: Best.
Daniella: Dream Vacation Destination.
CM: Tulum.
Daniella: Most app use app on your phone.
CM: Google Calendar.
Daniella: Favorite Emoji.
CM: Angel Emoji.
Daniella: Hidden Talents.
CM: I can type 80 words for a minute.
Daniella: Go to comfort food.
CM: Mac and cheese.
Daniella: Superpower you’d want for a day.
CM: Being able to morph into anyone.
Daniella: Who inspires you the most.
CM: My mom.
Daniella: Guilty pleasure.
CM: Uh.
Daniella: Would be if you were an accountant. What would you be doing this. Oh, we got through 15. Wow.
CM: Nice.
Daniella: You broke the record, is it? That’s what, the car.
CM: Oh, yeah. Ah, I think it was going to be that hard.
Daniella: It was like everybody gets stuck with the go to karaoke song. I like. I always know. That’s. That’s when I know if you’re going to do well or do bad because everyone’s like.
CM: Cause the last time I did karaoke, it was Baby got back and I, we were really fun and I remember it, but that song came to mind.
Daniella: No, it’s a great song. That is a great song for karaoke. It was an amazing response. You did so great. So congrats. You’re holding the title. I’ll let you know when somebody wins that.
CM: Job, Please let me know. So ahead of the.
Daniella: So Christian, before we finish the podcast, I do want to give you the space to plug anything that you want to plug. If any of our listeners want to do their taxes with you. If you’re looking for anybody specifically to work with, you want to direct into your social media floor is yours to plug whatever you want.
CM: Yeah, for sure. So if you make at least $150,000 a year in revenue as a online business owner sales professional also has a W-2. So we have our tax strategy blueprint service. It is a one time fee. It is probably the most valuable service I’ve seen in the tax strategy industry and I’ve evaluated a lot of other firms.
CM: We’re really hands on. We give you everything you need to either implement yourself, we like to give that option, or we would also like to do it for you for an additional cost. But it does start at around $5,000. It is an investment that pays itself. We have a guarantee that if we can’t save you at least $10,000 in tax savings, you don’t pay.
CM: So it really is just a no brainer offer. If you’re interested, Instagram is my main channel that you could reach me directly on. It’s Christian Dot CFO. Christian is spelled traditionally and I hope we could connect.
CM: Amazing. Yeah. And I will be adding the links to all of this to the description so that all of our viewers can go in and check them out. For the people listening, you should go to the video check.
CM: Those links are all under construction. But if this video is done by then, you could also visit tax advisor 365 dot com.
CM: It should be so don’t worry, I will be adding it anyways. Okay. Thank you so much Christian for doing this and everybody else. I will see you on the next episode.
CM: All right. Sounds good. Thanks to everyone.
Daniella: You’ve been listening to Fully Managed brought to you by Penji. Check out the show notes to learn more about today’s guest and to learn more about Penji, the human first creative subscription service. Head over to Penji.co. And by the way, if you’re still listening, it would mean the absolute world to us. If you were to share this podcast with a friend and of course, subscribe.
