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hey what's going on everybody want to start an outsource accounting bookkeeping tax firm I'm gonna give you this one question that one set of questions that you should be using in order to get more clients I'm telling you this will work it's what worked for me and this is probably some of the best advice that it could possibly give you because I want to help you grow your business now we help CPAs tax and accountants and then construction home services businesses fill their sales funnel and dominate the competitors with websites and online advertising so if you need help with that give us a call there's a lot of things you can do to start for free but I'm telling you once you set up a real good communication and we kind of have four different levels first off we help you identify your core focus which with the accounting thing and in most of our construction companies we got that pretty doubt and the second thing is is we work on your messaging and it's really crafted around donald miller's messaging of marketing made simple and story brand marketing it's how do we make sure that we're helping move people through problems solution and result how do we show the results that you're gonna have how do we do that online how do we send the trust signals that are necessary and then after we do that we built your website in your marketing system and that's everything from how do you track conversions to the website and then we do proactive advertising right so I use Google Ads Bing ads and then remarketing to drive business but what's the one question what's the one idea and that's really what this is about is there's one set of ideas that will get somebody's butt in your seat and we'll get a meeting for you because real quick before I get to this question I hate when people do this but you got to run a meeting cycle your goal is to run a meeting cycle I'm gonna have a really in-depth explainer and download for people pretty quick here on our website about what how do you actually run a cycle so that people are ready to sign up with you but you have to prospect you have to run a connect meeting you need to do an in-depth analysis then you need to unveil what you found and show them the results that they would get with you or show them how their life would be made different and then you'll be able to close them you got to get a meeting you need these connect meetings and in that connect meeting you're gonna find out who they are what their story is identify what's important to them and you and you're gonna share what you do right and you're find out if there might be a good fit because you have to have character chemistry competency so you got to convey your competency you have to show that there's some chemistry there between you and the business owner because trust me you only want to work with businesses that you have chemistry with and then character you got to convey who you are right and you gotta you have to be full of character first but if you're running that meeting cycle and you're going towards that connect meeting that Connect meeting drives to the analysis then your goal is to somehow pique people's interest right you have to pique their interest to start this relationship and that's what this meeting is really all about the whole cycle is about how do you move people into more intimacy to really understand how you're gonna make their lives better right it this isn't about you but just like a good relationship whether you were asking out a girl or whatever that looks like if you just went out and asked for the sale right away that'd be weird right so you don't want a cold call and then ask for the sale there needs to be this development and I think there's three stages one you pique their interest by showing them how you make their life better helping them thrive or survive two you're going to help enlighten them as to how you work to solve their problems how you work to make their life better and once you've done that once you can convey that then eventually you'll get some commitments out of them and I think there's multiple levels of commitment one you've got the commitment that yes I want to become a customer too you got little commitments on the way up there maybe I'll I'll do that analysis with you I'll take that meeting with you but it all starts with peeking their curiosity and what gets a business owners curiosity piqued that's a big question right because I'll tell you right now I get more doggone emails and cold calls from isseo companies trying to help me do stuff it's insane every business owner that you intersect with probably has 15 people a day trying to separate them from their hard-earned money right I was just writing another article about how the financial services industries are like succubus just dragging life out of business owners because they don't actually add value they don't pursue their best interest that's a whole other subject but business owners get fatigued on this so you have to pique their interest of how you make their life better right so here's a couple things remember in my outsourced accountant model that we help people do and we help them do that online hire us we we love doing it is when you pique their interest about how you can save them in taxes every red-blooded American I don't care left or right Democrat Republican nobody wants to pay more than their fair share in taxes nobody I have seen hundreds of different businesses some of the more liberal eating some of them were very conservative leaving leaning none of them paid any extra in their taxes not one of them not one of them said no to a good wise proactive tax planning opportunity not of them did right some of them might be like I don't want to do retirement plans but that's a whole ordeal so they want to save taxes and this comes down to watch my videos this is pretty easy when it comes to saving taxes which you need to find out you got to find out what their relationship with their current accountant is remember we're trying to get a connect meeting in that connect meeting we're gonna unveil all sorts of stuff I'll have our guide will show you more of this then when we get to the analysis you get to do some really good analysis and then come back and show hey here's where I think the opportunity is but in that you want to find out what kind of relationship do they have with their accountant because if you're gonna do the three things because here's the three things I want you to do I want you to help the mitigate taxes I want you to help save their business time and money by doing stuff for them your staff alternative that's how you drive a bigger retainer and then you're gonna help protect them and keep them compliant right by doing things right by showing them how to protect themselves you do those three things there's a giant litany of services and advice that you should be getting underneath those umbrellas but that's how you make their life better help them build wealth and save their taxes help them save time and and labor by hiring you to do stuff and then keep them protected and compliant well if that's what you're doing pique their interest on the S corp benefit plan so it's questions like this so I meet a business owner I was trying to type this out and it doesn't work but let's just say I bump into a business owner so first of all you got to be prospecting right when you get to know people see the pickup's with logos on the site take interest in people around if you take interest around them you'll have an opportunity where they say well what do you do for a living well I tell you what I'm gonna I'm gonna count but I'm not your typical accountant I actually focus on mitigating taxes like I'm a big proactive tax planner most guys just do taxes but we're all about like reducing their taxes as much as possible now how long you been in business you learn their store how you been in business how'd you get started what's that like how BIG's your operation how many employees you got and as you're doing that in a natural way eventually need to ask so now I always got a question for you are you an S corp yet have you elected to become an S corp or or do you do a lot of proactive tax planning throughout the year are you more like reactionary come the way most of them are now this goes one of two ways either one they say yeah I am an S corp but I'm not that proactive or B they're like no I don't know I'm an escort but I'm not an S corp er it's just this I don't know now not all these business owners want to know the nuts and bolts they don't want to know how the sausage is made but if you start peeking their curiosity to show them well so are you an S corp yet let's just say you mean somebody that's making 150 G's a year and they're not an S corp right you can start showing them that it could be that maybe you take that 150 G's and you take $50,000 and make that a distribution multiply that times 15.3 maybe subtract a little bit out of there you're gonna show them how to save a ton in self-employment taxes right even if that's not a clear surefire way for you to show them how to mitigate taxes you'll be able to jump in and you can say hey how about have you looked at how to use a SEP IRA a simple IRA or solo 401k or retirement benefits are you paying for healthcare out of your business are you attracting good employees by providing tax incentive based benefits are you using real estate cost segregations depreciation to offset some of your income are you taking stuff that's subject to self-employment tax maybe owning your facility that you're gonna rent from and having that S corp rent from an LLC that owns depreciable real estate you know there's all these ideas you can get into you can show them how to hire veterans you can show them how to get tax credits you can you can do a ton of stuff because there's a and this is what it comes down to there's a huge difference between people that get proactive tax planning those that don't people who play proactively to pay their fair share an out up anymore and get good advice so you want to pique their curiosity ask them if they're an S corp if they're not an S corp show them hey do you mind me asking how much did you make yeah I don't know it's like like 110,000 on paper but I got out like a million write offs Oh did you know that it could be possible I might put seventy six hundred bucks a year back in your pocket maybe I don't know the bottom line is is here's how it works you cut your income in half half is subject to SE the other half isn't so half is subject to 15.3% half is not now there's some complexity in there that you need to work with a wise accountant to figure out but it might be worth it now you don't do a lot of proactive tax planning I would love an opportunity cut if you'd like I do an analysis for free where I look at your taxation and kind of look at your financial situation and and I'm not selling it well I'm selling my services but my goal is to help you kind of do three things mitigate taxes and build wealth we provide services sometimes I don't know what do you do for bookkeeping and then you just start unveiling what do you do for bookkeeping what do you do for payroll who actually processes that what does that look like in your business but if you pique their curiosity with the S corp it's huge if you pique their curiosity with what do you do for payroll but that S corp is really hard to beat because what that does is it exposes the relationship they have with their accountant and business owners deserve proactive tax planning okay so use that question to start asking because tied to an S corp is what so now let's say they are an S corp cool well there's this tension between how much you should take as a salary and a distribution how do you guys make that throughout the year you know does your accountant kind of share how much of a salary versus a distribution you're taking in what's going into the thought process because here's the deal accountants you have such a diverse cockamamy way that you make that decision I have heard so much craziness I'm not saying one is right and one's wrong all I'm saying is accountants have like 400 ways that they determine what your salary should be they go look at the chart at what what the average salary would be and make that up all the way from we don't do a salary I mean I've seen it all folks now I think mark koehlers books and ibaka ins books the the tax playbook by mark kohler koh lar and sandy botkin they got some good stuff guys if you need help doing this if you want help communicating this value and putting it on the inner doing some ads that's what we do we'd love to help you good luck in everything you do use that question you got a prospect and use that escort because you can peel back the onions of the conversation by it leads to so many conversations how are you making these decisions what does payroll look like god bless good luck go out there and execute take action doggone it and add value in business owners life there's a huge difference between people that get proactive tax planning and those that don't and you can bring that value good luck guys