If you’re like most financial professionals right now, you’re knee-deep in tax returns, trying to make sense of what happened last year for your clients. But what if you could turn that rearview mirror into a crystal ball?

Welcome to Week 1 of our “Back to the Future” series, where we’re using past financial performance to drive tomorrow’s strategic growth.

The Trap of Only Looking Back

Tax season forces us to look backward. And while compliance is important, the truth is:

Tax is about the past. Advisory is about the future.

If all you’re doing is preparing reports and filing returns, you’re missing the chance to show your clients where they’re headed and how to get there more successfully.

Why Past Performance Matters More Than You Think

Every number on a financial statement tells a story:

• A decline in gross profit may point to vendor issues or pricing mistakes.
• Higher operating expenses could flag inefficient processes or bloated payroll.
• Stagnant sales might reveal missed opportunities or weak marketing.

When you know how to read those stories, you can help clients write a better next chapter.

How to Use Historical Data to Drive Future Strategy

Using Mike’s tools from the Clear Path To Cash program, you can:

✅ Spot dangerous trends before they become full-blown problems

✅ Compare key metrics to industry benchmarks to highlight underperformance

✅ Prioritize advisory conversations around the biggest impact areas (cash flow, margins, debt management)

One of the most powerful tools? The 7-Minute Conversation is a simple, structured framework for turning a few key numbers into a client conversation that drives action.

From Scorekeeper to Strategic Advisor

When you help a client understand why last year’s numbers matter and how they can improve them moving forward, you become more than their accountant or bookkeeper. You become their strategic partner.

And the best part? You don’t need hours of prep. With tools like the Home Run Financial System, you can:

• Quickly assess trends in sales, gross profit, operating expense, and net income
• Use industry ratios to compare and advise
• Deliver insights that matter in minutes, not days

A Challenge for This Week:

Pick one client. Look at last year’s numbers. Ask yourself:

• What’s the trend in their margins?
• Are their expenses growing faster than their revenue?
• What advice can I give them now to avoid the same outcome next year?

Then, book a 15-minute advisory check-in and use the 7-Minute Conversation format to guide it.

Want to Learn This System in Person?

Join us in 🎯  San Antonio this May for the Clear Path To Cash event where you’ll learn the exact framework to shift from tax work to transformation.

Because the best way to shape the future… is to understand yesterday first.