The product funnel for accounting and tax is designed to streamline processes and boost efficiency

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hey what's going on everybody rob satchem feedback wrench this video is again for the accountant's bookkeepers tax professionals if you're looking to start or grow an accounting practice this video's for you and it's because there is an urgent time upon us right now tax season is coming and what i want to talk about is there's this tension at play if you've watched any of my videos go back on my youtube channel go to feedbackrench.com and if you watch all my videos i make the case that the best type of accounting practice to make is one that doesn't specialize in just tax returns because you don't want to be the typical tax accountant and i'm going to make a case for how you have to make hay right now and how you can use your digital marketing to actually get a ton of customers that aren't just tax return customers but would be your monthly retainer customers that pay you between you know anywhere between 250 a month and 4 500 a month depending on what it is that you are able to deliver in this in this client model i call it the outsourced account model and if you jump on my website if you go to feedbackrench.com go for accountants here you'll see that i've got a page that talks about our websites for accountants you'll see that i have a whole set of articles that explain here's all my blog posts for this but if you go and check out my online course here it's 500 and this 500 is going to be well spent it will show you how to build and outsource the counting model and just go watch the other videos i'm not going to hit on that right now but here's what i want you to know when you're doing if you're trying to get business right now i want to hit on something real quick because um there's a lot of stuff out there when it comes to how to generate a steady flow of customers for an accounting practice do you do linkedin messaging and outbound i think there's a place for that do you do lead magnets to a niche on facebook and you just do a click funnel site but for the love of god don't do click funnels come to us we'll build you a much better website that does everything a clickfunnel site would do and it won't look like spam um or should you do you know outbound calling and cold calling and i want to show you what it is that will actually get you customers as an accountant and as a bookkeeper and i want to give you one actionable right now that you can set up and do that will actually get customers for you but before i do that what i want to do is i want to talk about this dynamic and the dynamic is the difference between what i call the outsourced accountant model and the typical account okay and really it's about the typical accountant you know when i first started nuance financial tax and accounting my old tax firm i had basically gone out and i was a financial advisor i had my series 7 series 66 i was doing investments and i had watched all these investment advisors position themselves to talk about taxes and estate planning in order to earn the business around certain financial products and i had this great idea that i'm like you know what i'm going to go learn tax planning for self-employed individuals then i want to specialize in 401k plans set by arrays simple iras and i build this plan i go out and i find you know probably between i think it was like seven or eight different uh self-employed people real estate agents construction people a guy that owned his own business and i go out and i buy them lunch and i sit them down and i show them like well here's my proposal you know do you have somebody that handles your tax planning in fact here here's kind of an ahead of packet that i had made on microsoft word and i was showing them like here's how to do an s corp you know here's some examples if you were making you know 200 000 or 80 000 kind of had some examples of how much they would save in taxes and then it was like bring this to your accountant no matter what and then if you like the idea look at how much you can save with a solo 401k an individual k um or maybe a simple ira all of them said the same thing they're like rob yeah we'll do the investment someday but that's but this accounting thing this tax planning thing my guy doesn't do that our accountant we just go towards the end of the year and like i don't know they tell us to make some purchases right before the end of the year maybe and then you know here do a regular ira and what i realize is that the typical cpa typical tax accountant the typical even bookkeeper tax person what it is is that they sell a commoditized service what they do is they sell you know a personal tax return for three four hundred bucks 150 whatever that is they sell a business tax return between 500 and 1500 depending on what they think they can get and because they are trying to make hay during tax season they're too busy to actually stop and pump the brakes and dive into that tax return and truly give it some analysis to identify what their financial position is what kind of things they could do to drastically changing taxes and it's because they're too busy and then when i started to get to know some more cpas i realized that they're basically hammering through hundreds if not some cases thousands of tax returns they're just filling out the information on that tax software they are not pumping the brakes and doing deep analysis and that's something that i learned so basically we put together this little firm that would always pump the brakes and then rather than do just tax returns we made a model and we called it the outsourced accountant model and when you worked with us you would always get the same set of value propositions and the idea was is rather than get busy too busy doing mediocre easy work tax return work we would save our capacity in order to do some really meaningful stuff and i just want to hit on this real quick i won't read all of it but and i'm going to get to how do you fill your sales funnel right now i don't want to get sidetracked it has to do with call us we'll set up a we'll set up advertising in a website for you but real quick what i want to show you is what this outsourced account model does so number one um all clients get their books set up and perfectly cleaned up right number two you'll take an this is what an accountant will do for a small business you'll take an in-depth snapshot of their taxes their financial picture and accounting system you got to do a snapshot number two you'll create a comprehensive tax plan focusing on both the current year taxes and the subsequent year number three four i'm off you'll then do all the necessary screwing around within reason to get them optimized for that tax plan which means you do the s corp which means you set up the accountant do it for them don't make them screw around in this stuff next you'll then keep up their books you'll keep their books up to date with the high levels of bookkeeping right do good bookkeeping for them then you'll set them up on the best payroll system and either run the payroll system for them or teach them how to do it while providing customer service remember if they're in s corp they're going to need a payroll system you'll then provide monthly or quarterly reports with real feedback and coaching throughout the year you'll eliminate the tax liability surprises this is huge eliminate tax liability surprises when they answer quarter four like right now all of us business owners are freaking out do we get a ten thousand dollar tax return or am i gonna owe twenty thousand dollars we have no idea if somebody's not coming alongside of us to help us understand our tax estimates and to do some tax planning particularly along an s corp tax plan where we're determining this payroll thing and paying it in we have all this anxiety towards the end of the year we have no idea what's about to happen right you should come alongside a business owner and b yoda they're luke skywalker they don't know how to use the force they're stuck you need to guide them through to have this peaceful situation where they've mitigated taxes you've provided a good outcome next you'll meet before your end and help them make tax mitigation decisions pre or proactively you'll close out the books and perform high levels of your end reporting you'll make the year-end tax season a breeze because you've done everything throughout the year you'll do all the tax returns for the business owner and their family right just do you get you have somebody who has you know sons and daughters and grandkids or whatever that just do the whole family but only do theirs you'll help provide wealth building strategies for the owner bordering on being their financial planner you're not going to be that financial planner but you can border on it and then you'll help them mitigate risk recommending trusts life insurance disability insurance and other simple common sense risk mitigation techniques so what i want to hit on is that that's what you're going to do if you do that you can charge a monthly retainer but you can't be this typical accountant that's too busy just focusing on the end of the year and usually the reason why you get stuck there is because you're not being a leader you're not being a leader to that client they're stuck in the quagmire you have a preferred future for them rather than living in the in the nonsense of the moment in the tyranny of the urgent move them to the non-urgent important things and basically force them hey we're going to connect now to set up a tax plan for next year and in order for you to get this you got to be part of my model and what we did is we made sure that we weren't doing one-off taxes we were only sticking to our model and by sticking to that model we were able to deliver on a small group of clients with a high monthly retainer in comparison to everything else so what i want to hit on real quick here is what is it that can get you in position you got to remember that you need to do a meeting cycle when people reach out to you you want to set a a connect meeting to get to know them just pique their curiosity about how you can make their lives better number two you got to do a good meeting or analysis you have to dive into their accounting and into last year's tax return and even take a look at their bookkeeping and everything just to make sure you understand the scope of what they've got going and some of the tax planning opportunities then come to them with a proposal and after that you want to provide the proposal with an actual scope of work and an actual monthly billing right and then make them jump into that but uh what i want to hit on right now is that when we when we do things for people our goal as a website company for accountants and bookkeepers how do we create a steady flow of sales for you and i'm gonna give you something away for free here right um really what we do is there's two things we build a high converting website and we do marketing and and have we generate traffic and market share with paid advertising we build a sweet mousetrap and then we buy seed for your farm we actually fuel things with advertising right and as you move through here you're gonna find that there's stages to this they go through curiosity enlightenment and commitment and really what's happening is we're trying to take people that are strangers make them visitors on your content eventually becoming a lead and eventually becoming a customer and the way we do that is we use advertising and content a marketing funnel a sales funnel and an onboarding process to help people move into sales but here's what i want to hit on real quick here's what's going to help you actually get sales guys and i want to move really quick here the core is paid search advertising with remarketing go watch my other videos i talk about this a lot paid search is the most predictable thing you can do to get um to get clients and this is why you have to make hey right now you need to do this if you actually want to get in front of people everybody looking for an account or a tax person you need to get in front of right now and if that means you get in front of 20 kind of not outsourced accountant type leads that's fine in order to get in front of two really good ones you can't be picky on the front end to a degree about the types of leads that are going to come through your marketing funnel right so here's what this is is um and you'll see me going back to this these are the monthly average searches around these core commercial keywords for accountants and bookkeepers and what you'll see here real quick is that there's these giant spikes right you're obviously in a feast or famine sega accountants near me towards the end of the year and through tax season have a giant spike 40 000 a month but almost all of them are right here right now folks if you want to grow your business even if you want to do the cfo model you're doing tax planning you're doing this outsource account model you have to have paid search advertising with a good remarketing campaign right now because you can command market share you can get in front of the people that are looking for this and you can create so the idea is you do paid search ads you got to spend between 10 and 40 a day somewhere in there to get in front of people with a paid search ad that will cause them to click on your website now you got to have a website that actually converts and conveys your your value proposition makes the case that you should be the one to solve their problems but then you want to have a remarketing campaign so once they've been to your website you make a small audience on facebook instagram facebook and instagram linkedin youtube and google display and i'm telling you you don't have to spend a lot in this if you commit between 10 and 30 a day so now we're talking you know 500 to 3 500 a month somewhere in there to make sure that people are you're filling your sales funnel right now remember that every one of these customers that you get are probably going to be 500 900 1500 a month clients go buy my course for 500 to learn how to actually do that um and and i'm telling you this is a super helpful course people love it go to accountants go to this online course and what you'll see is this is i gotta fix that button um how do you actually get people to take a step with you and to run this amazing account and practice this will show you exactly how to do it but what i want you to know right now is it's time to make hay right you have got to come in and get a paid search ad in front of people because it's about timing and if you get in front of them have a remarketing setup we can do that for you but here's the bottom line guys right now there's this giant spike of people looking for solutions they need tax accountants and if you have a paid search ad you will command a ton of traffic and hopefully your crm you know i would recommend using hubspot we set that up for people um your crm will get filled with people small business owners looking for help in this stuff and right now you got to do a paid search ad you have to intersect with these keywords if you go to my website um and go to blogs there's actually a two so go to blogs here's an article about the outsourced accountant model then when you come down here here's seo for accountants and cpas where we have that list of the keywords that you should be paying attention to how many um keywords there are out there and these are keywords for seo or for paid advertising we'd love to help you go to feedbackrunch.com like and subscribe to this video if you're seeing it we'd love to help you actually get customers right now reach out we can help you and we can create a predictable situation where you just turn that advertising up or down and it will fill your sales funnel good luck god bless appreciate your time