Want to make more money without working longer hours?
Then it’s time to stop doing one thing. It’s incredibly common. Quietly damaging. And probably costing you more than you realise.
What is it?
*** Making assumptions ***
So often, I see the making of assumptions as an invisible profit killer. When you make assumptions you’re eating into your income, your confidence and your client relationships.
The subtle ways assumptions sabotage your income and shrink your profits
Assumptions act like invisible filters. They shape how you see things—and more importantly, how you behave.
You don’t realise they’re there, but they creep in everywhere:
- You assume a client won’t pay more
- You assume a prospect isn’t that interested
- You assume they’ll say no, so you don’t ask
- You assume that copying someone with different clients and objectives to you will work for you too
- You assume that NOTHING you do will make a difference
- You assume everyone thinks like you do
None of this is based on fact. It’s based on fear, shortcuts and past baggage.
And it’s costing you real money.
Why do smart accountants make assumptions?
Assumptions are easy. They help us avoid awkward conversations, rejection, or discomfort. Your brain loves shortcuts, and guessing what someone else is thinking feels efficient.
I make loads of assumptions and have often needed someone else to point them out to me. I accept that making assumptions is often the result of lazy thinking. And it keeps us stuck.
Three traps I see regularly:
1 – You think clients think like you
If you wouldn’t pay for a premium service, you assume they won’t either. But clients have different priorities, pressures and values.
2 – You try to be a mind reader
You assume you know what they’ll say, so you don’t ask. But you’re guessing. And often, you’re wrong.
3 – You avoid rejection
It feels safer to assume a ‘no’ than to risk hearing it. But in doing so, you miss out on the yeses.
The accountant who asked, and got a yes
One of my clients, a well-established sole practitioner, had built a solid practice and was a confident communicator.
As we worked together to review his pricing, we spotted a common theme: long-standing “legacy” clients paying much lower fees than his newer ones. (This is NOT an uncommon scenario)
One of the accountant’s client in particular was demanding, time-consuming, and obviously underpaying. My client had assumed this person would never accept a higher fee. So he was preparing to part ways.
But I challenged that assumption. What if he simply asked his client to pay more?
We discussed how to approach it. He practised the conversation with me. And then he had the actual chat with the client.
To his surprise and delight, the client said yes – immediately!
It transpired that the client had been expecting a fee increase and was relieved it was finally happening. He was even worried my client might drop him for underpaying.
That single conversation turned an unprofitable relationship into a profitable one. No extra work. Just one brave question.
Of course, it doesn’t always happen that way. And it’s crucial to be clear whether you’d be happy to keep ‘difficult’ clients if they were paying higher fees.
The hidden costs of assuming
If you’re still making assumptions, like so many other accountants, here’s what they’re really costing you:
- Money – You undercharge or hold back higher-value offers
- Opportunities – You don’t propose retainers or upgrades
- Clarity – Unspoken expectations create confusion
- Confidence – You second-guess your worth
- Respect – Clients sense when you don’t back yourself
The simple mindset shift: from assuming to asking
Here’s how to change your approach:
1 – Catch yourself making assumptions
Notice when you’re filling in the blanks with guesses. Especially about money.
2 – Ask better questions
Curious, open questions open doors. Try:
- “Would you be open to a higher-level option?”
- “What does success look like for you?”
- “What’s your budget for this?”
- Reflect back what you’ve heard: eg: “So you’re happy to pay more for faster turnaround; Is that right?”
The shift from guessing to asking is simple. But powerful.
Your next brave step
Want to earn more? Start communicating with more clarity and confidence.
- Ask instead of assuming
- Speak your value
- Charge your worth
- Build better relationships
It’s not about pushing. It’s about communicating more honestly with confidence, clarity and courage.
A quick reflective challenge
Think back over the past week. Where did you make assumptions?
- Did you soften a quote before the client objected?
- Did you decide NOT to discuss scope-creep and the impact on future fees?
- Did you avoid following up on a proposal?
- Did you hold back on suggesting a better option?
Now imagine what might’ve happened if you’d asked instead.
This kind of self-awareness builds momentum – and income.
And one more assumption to ditch…
You might have some assumptions about me, too:
- “Mark’s probably too busy to help someone like me.”
- “He only works with bigger firms.”
- “I’m not ready for mentoring.”
- “I wouldn’t know what to say.”
But… you know better than that now, don’t you?
So if this post struck a chord, and you’re curious how mentoring could help you charge more confidently and communicate more clearly, let’s talk.
No pressure. No hard sell. Just a conversation that could be the start of a big shift.
