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I talk to accountants bookkeepers and tax professionals CPA firms that really like the idea of starting their own business and getting going but there's one thing they absolutely Miss and I want to hit on this now my name is Rob I own feedback rench we got a little team of seven that does strategy website and messaging to make the web your best employee we do websites advertising and SEO and then we provide you with the strategy and the messaging so that you can actually close a ton of business that's really what we're all about go look at our work go to feedback wrench.com go read the reviews and see what we're all about I've been doing this since 2015 I had an accounting firm before that but in this I want to talk about this one thing bookkeeping firms bookkeeping businesses really struggle with one thing that accountants and bookkeepers alike struggle with they look at an they look at a firm like similar to what I had built at Nuance Financial tax and accounting they see people online and they think by golly I'm a great accountant I'm going to go get the skills to do this I'm going to go out and buy the courses to really understand how to be a an accounting firm or a bookkeeping firm but they lack one thing the get it done sales okay if you want to have an accounting firm we all know this and I bet a bunch of you will click off right now but I'm telling you if you want a firm it doesn't matter how smart you are how good at accounting you are it matters how good you are at getting clients it matters at sales and production you certainly have to deliver on production I know too many intelligent accountants that stand around unable to deliver profits for themselves and can't have their dream business because they're too scared they don't know how or they don't embrace the reality that's required to get the kind of business that I had grown now I've done two businesses are the type of business that their the operation down the road has look if you're not willing to invest 80% of your energy into sales and then 20% into execution genuinely every minute of your day should fall in line with that every dollar within your operating budget should fall in line with that for the first three or four years now a lot of accountants will hear that and they're like yeah sure that's an account a marketing guy telling me I don't like marketers that's I understand but here's what you need to know without any sales you don't get to do accounting you know that already let me just walk you through a couple things you know I always ask people what if you could all of a sudden show up with a fantastic swing of the bat to everybody that's sitting within a 20m circle of you that's looking bookkeepers near me or bookkeeping services near me or business accountants near me and you had an opportunity to buy them A coffee would you buy them A coffee how many coffees would you have to have now there's some numbers behind this but I just want to talk about if you want an accounting business there's certainly you need sales and marketing you need digital marketing on top of this but it's only one side of this you have to passionately decide that you're going to do everything you possibly can to get enough front-end activity out in front of you so that you can actually get enough prospects to find diamonds see your perfect client that loves the outsourced accounting model which I always talk about that really values what you what you deliver that wants to pay a higher retainer they're like a diamond you're going to face a whole bunch of rubies and tin and trash or or okayl looking stuff but good is the enemy of great in this business you're going to hear me say this all the time and if you want to actually be able to have a successful business you have to get enough front-end activity you have to if you don't get enough front end activity you're really going to fail and the front end activity is simple you have to have great digital marketing a great website you have to run paid search ads you have to run Facebook and Instagram ads you need to have conversations in person you should probably do some cold email and some cold um calling you should be able to call a guy go drive up and down the road and see how many trucks you see with a logo on them with a business name on them how many how many lawn care services are there between between you and 10 miles down the road how many concrete people are there how many remodelers how many just tiling contract whatever it is if you Peak hard enough there are businesses everywhere that aren't getting proactive tax planning they don't have a great an accountant they don't have an outsourced accountant okay but what I want to talk about is um one of the things people will say is they're like oh I think that's the job of marketing well marketing and sales as part of it our setups and our setups are 4500 7,500 $122,000 it is the Cornerstone of what going to do but it's also the coaching and the messaging and the activity you have to do if you want a serious business you have to bring serious prospecting to the table if you really want to get it now if you persist through two or three years you're going to get this if you persist for the first two years and you do the front-end activity you make the phone calls you you do that you're going to succeed but what I want you to think about is what if all of a sudden you found out in the next week your or in the next month your family is going to pass away unless you can get a customer like if you actually ask yourself that I'm not saying actually play those sick games with yourself what would you do if you had to get a client now I know what I'd do I'd pick up the phone and I'd do what no other accountant is doing and simply call hey is this Joe's remodeling Joe how you doing man I see your truck drive up and down I'm a local accountant I'm down the road from you I do bookkeeping tax planning and accounting and I do it for small businesses I was wondering if I could kind of professionally call on you and I was wondering if I could send you an email to introduce myself because I'd love to earn your business I'd love to earn your business here's oh yeah I so if you needed to get a client that's what You' do and you do it with confidence that didn't sound so hard when I said it Hey Joe Joe are you the one that owns that business yeah hey I'm down the road from you I'm in Lakeville about 10 miles south of you I just saw you on Google I have an accounting business I do tax planning I do tax returns and I do bookkeeping do you have a really good solution for bookkeeping payroll and tax planning or could I send you an email to introduce myself and you'll find you just do that if you were to do that that's how you'd make sure that you you didn't lose out because it doesn't require anything now I learned this from the financial services industry because that's where like Dialing for Dollars kind of originated if you go watch Like the Wolf of Wall Street and the selling Investments and insurance is really where it's just a numbers game you get into these pyramid schemes the first thing they have you do is do your project three 00 where they stack up and say I want you to write down 300 people that you know and I want you to come up with their names and emails and I want you to confront all 300 of these people with the opportunity to do business with you if you don't do that you're not going to win so that's the number one thing that businesses miss out on and then Not only would you go out and call and cold call and interact but make videos create videos to the niche or sector very specific help them be a guide you're the Jedi that knows how how to help them go from stuck to succeed and don't just talk about taxes and bookkeeping they don't care about that talk about starting the business setting up the LLC setting up the bookkeeping talk about jobber talk about all these different pieces of software that are out there that they're going to need become competent in these things find adjacent ideas that you might be able show them how to set up an escorp in Florida how to convert to an escorp in Florida how to set up payroll in Florida how to do that in your city how to do that for your sector how to do it for the sector in the city how to do it for the sector in the state create so many YouTube videos that if they peek a little bit into Google about how to do this stuff they're GNA find you that's all that it takes you do that with making some phone calls you turn on some digital Market you have a sweet website with great messaging good retargeting so that you stay in front of them you will create a sweet business and here's another thing I want you to think about let's just imagine for a minute you landed a $500 a month client we so much of the time I I we forget how valuable these clients are right I worked at Best Buy bu and when I worked at Best Buy I remember love or hate Best Buy back in the like the 2004 till 2010 if you could get a customer to come in and give you 300 bucks to update their computer put antivirus on it Microsoft Office like holy CS that was a sweet package and and if you see what um the the people who sell door-to-door weed services and and Bug treatments and all this what they'll do to get people on like a $80 a month plan you start realizing how huge your services are now there's a lot that goes into them but you don't have any inputs you don't have to drive anywhere like you don't have any materials you have a super profitable business so in the first year if you if you land a $500 a month client the first year that's $6,000 let's be frank here they're not going to leave you unless you screw it up I think on average they most people stay with their CPA for seven years so year one 6,000 12,000 in year 2 18,000 in year 3 24,000 in year four year five 30,000 year 6 that's a 36 ,000 client don't you think you should try harder than the than the guys selling snow care or snow removal or any of this stuff like that's a serious contract that's $500 a month what would you do to get that like that's a big deal and that's just $500 a month cents I don't even think you can build a business off of that really I encourage you to be looking at $1,200 a month clients 900 to $1,500 $2,500 month clients you can land a $1,200 a month client that's 144 in the first year 28,000 in year two we go all the way to year 343,000 year 457,000 by year 6 that's an 86,000 client the lifelong and that's just there besides the fact that if you wow them they're going to come to you for other things they're going to refer you you have the opportunity to transform their life you can actually create that might sound like a lot of money but I'm telling you you're going to be cheaper than them hiring somebody that's an amateur to come in and do this stuff at half K tilt so you have the one thing that bookkeepers and accountants Miss is they don't focus enough on sales and marketing they spend too much time in execution and the moment they get something to execute on they just get distracted and don't come back and keep selling not only that but they don't sell during tax season tax season is prime yeah you're busy yeah it's awful keep good clients away so you can pursue the great you have to offload good customers so that you can take on the great customers you good is the enemy of great in this and some of the things that I recommend don't do individual tax returns don't do just tax returns from now on you have to have a perfect fit approach and you'll see this in lots of my videos there's four things I think that go go into creating a super successful accounting firm number one you have to have a high volume of leads and a perfect fit attitude don't let people just do taxes or just do bookkeeping only people that do the full outsourced accounting model cuz they're adjacent they're going to want you you're going to end up doing it whether you want to or not I'm telling you perfect fit only accept those and those that don't here's a secret find a competitor to send them to oh you just want your taxes done you should probably call Ted's tax down the road and inundate them with people that just don't see value don't do it in a mean way but they probably all right with it okay and then you have to have a high volume of leads if you don't get that high volume of leads number two and I'm just going to move quick there's other videos value driven service model you got to focus on value and have you ient onboarding that really is tied to the tax season and it's hard to onboard clients onboarding clients is a beast you better get good at it you better have checklists and stuff and then you got to sell during tax season um easy to follow Sops for clients and staff if you don't do that you're going to find yourself in a pickle because this is man you're driving a car 100 miles an hour while you build the car trust me when I say this I've done this twice this thing's a beast you got to get this set and then the last thing is you got to create a vision culture you have to have a vision culture so you can attract excellent Talent if you don't have a good purpose and a mission and a set of values or if you aren't living those values and you can't communicate that clearly to people they're just going to be bookkeepers and bookkeepers and accountants already are tended towards like not not being excited about what they're doing but if you can find passion passionate people they will engage with your customers at a passionate level they don't have to be extroverted like me they don't have to be wound up and caffeinated like me but by golly when you have a meaningful Vision culture the type of organiz and that's a Vision culture is it's not that you have rules and bureaucracy and red tape it's that you create a vision for the type of people the type of organization and the thing we're setting out to do we're heading there and I want people that are on board with this Vision culture so for us we want to make the web your best employee that's my mission the reason why I do that is because I know by impacting their business I actually impact their family their spiritual life like I'm a follower of Jesus I want to help more people have successful businesses because I think it transforms their communities I think it's the anti-communism I think that more people deserve to make more money and they're just not being shown how to I'm motivated by entrepreneurship I go on and on and on about that our values are to be trustworthy competent enjoyable and rigorous competent we want to be really good at what we do rigorous I hate coddled ideas let's put the screws to our plans and execute trustworthy for me is to pursue my customers best interests above all else that means I give away a lot of stuff that means I'm kind to other people that means it's never me it's genuinely about my customer that's how do we hand off we end well we start well I've built this thing and like even our price go check out our pricing we have upfront just strategic pricing you do a setup I you could just take it and run with it if you want or you can hire us to do more if you want to and then enjoyable I don't want to take myself too serious I know that my employees and my team or not my employees my team that I have around me is driven by that and if we do that we're going to be able to succeed so if you want a super successful accounting and bookkeeping business boy you better get enough sales CU if you don't get enough sales you don't get to have a firm you just got to go be an accountant somewhere else and I'll end on that like And subscribe take a look we're going to have accounting websites. org where we're going to share um comparing different websites analyzing websites we've got bookkeeper seo.com which is all about um how to rank an SEO and then we're going to have uh accountant hustle another website good luck God bless book and book a consultation if you want uh strategy messaging and writing man we'd love to help you go to feedback wrench.com good luck God bless