How Accountants Can Master Sales By Managing Consciousness

by Andrew Argue in Uncategorized Comments (0)


As you’re going out and trying to make magic happen, achieve your goals, and do something you’ve never done before…

You’ve got to think, “How can I design my life to achieve my goals?”

“How am I interacting with the world?” 

In a long enough timespan, everything becomes the opposite of what it once was.

Things are moving and constantly changing.

They’re not always good or bad.

They’re not always hot or cold.

People see things very differently over a period of time.

So you might as well start believing whatever you want to believe about the world and yourself right now.

I very rarely ask, “What is true?”

I typically ask…

“What do I need to believe in order to have whatever I want?”

That’s a completely different way of thinking.

It’s getting your mind to think about success rather than just about truth.

So when we go into new situations like business, we don’t want to have these fixed beliefs like: 

“Omg it’s really hard to get appointments!”

“Ugh, people don’t want to pay high prices.”

If you’d just look at it in a different way… then you’d act in a different way.

But most people that are in this sort of two-sided mode of thinking can’t think of something else.

It’s the same thing in business.

Most people are walking through life getting triggered by these things that aren’t real.

When you talk to people who are feeling these kinds of emotions…

They say “no, I can’t do that. That’s not me. That’s not who I am.”

Your identity is what holds you back.

What you think about yourself and who you think you are… limits you and holds you back.

I really try  to make my identity completely flexible.

Because you don’t want to be stuck on anything for a long period of time. You want to be constantly moving and changing.

Everything you believe about your business that holds you back is a lie.

You have to take the opposite side and it’ll move you forward.

For example, instead of thinking of myself as just an accountant who can’t ALSO sell…

I think of myself as a good salesman.

It’s a natural tendency for humans to put themselves in a victim mentality where life is hard and they’re trapped.

But you don’t have to do that.

Because you can “flip” that belief and see the opposite side.

Luckily for me, I can be convinced of anything. I never believe anything is 100% true, which leaves my mind open to the idea that maybe the negative thoughts of “I can’t do this” aren’t true, either.

They’re just temporary thoughts.

You can change. You can be incredibly successful.

Any broken story you have, is just a BS story about your identity.

The way you break yourself out of being so fixed in your beliefs is just by doing the opposite of what you used to do.

If you start doing new things and people tell you, “That’s not like you”…

That’s a REALLY good sign that you’re on the right path to doing bigger and better things!

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7 Strategies Top Accountants Use To Crush Their Sales Calls

by Andrew Argue in Sales Comments (0)

How do you master the art of closing sales? 

You try your very best to sell your products and services, but for some reason it just feels scammy or scary to do.

But once you get the hang of it, it’s simple to get more of your clients to buy more from you, more often.

Here are 7 ways you can start making that happen now:

#1- Be in control of your calls

Sales is a mind game. You have to be the person who’s more aware.

I like to think of it like this.

When you’re on a sales call, you’ve got two people sitting across from each other.

But who’s in control and more aware?

On the left side, this guy who’s thinking, “I’m not going to buy, but I’m being polite.”

Or is the guy on the right side more aware because he’s thinking, “This guy doesn’t think he’s going to buy… but wait until he sees how I run this call.”

Who is in control of this call and running the conversation?

What if controlling the call was as simple as “scripting out the call” so you can know how it’s going to end?

Just like a movie that follows a script… you already know how it’s going to play out.

If you view your sales calls that way… you’re putting yourself in a position to WIN.

#2 –  Get your clients to sell themselves on working with you (so you don’t have to)

What if you didn’t have to upsell your clients because they’re SO happy with your services…

…that they WANT to give you more of their money?

The best part?

They sell THEMSELVES on signing up for your other service offerings, not the other way around.

There’s a simple way to make your clients do that. 

Here’s what it is:

Say something like, “Hey, how did we do on tax prep and tax planning? Did we save you a ton of money?”

They’ll say, “Yeah! It was great!!!”

You can say something like, “Well, I noticed you need this CFO service. If we provide this service for you, we can save you even MORE money!”

They’ll immediately sign up.

Because as soon as you asked them, “How did we do?”…

… And they think about how much money they saved working with you… they’re already sold.

#3 – Be ok with being uncomfortable

Imagine you’re 16 years old and all you want is a boyfriend or a girlfriend. It’s all you can think about.

You tell your friend, “All I want to do is go out on a date with somebody.”

Your friend says, “Hey, there’s someone you can ask standing right there at the mall. Go ask him/her out!”

You freeze up.

And you start freaking out.

You think, “I can’t do that. I’ve got to get a nice car. I’ve got to go to the gym. Lose weight first.”

You’ve got this laundry list of things you need to do first in your head.

But in reality…

The best thing you can do is just walk to the mall, ask 17 people on a date, and know that in a moment of weakness…

One of them is going to say yes!!!

Well, it’s the same thing in business…

You think, “Oh, well I’ve got to get a website. I’ve got to get a business card.”

You think you’ve got to do ALL these things before you can finally jump on the sales call.

But the reality is, you just need to pick up the phone and make the calls.

Sooner or later, in a moment of desperation, somebody will say yes to you!

Sales isn’t SUPPOSED to be comfortable.

If it’s uncomfortable, you know you’re doing it right.

Push through the fear.

It’s the only way you’ll reach your end goal.

#4- Make calls even when you don’t feel like it

I don’t know anybody who honestly enjoys sales and doesn’t feel a little fear in the pit of their stomach on a sales call.

That’s why people avoid doing it.

Because they don’t have the courage to do it.

It’s like the gym…

Going to the gym isn’t supposed to feel good. It sure doesn’t feel good the way eating a giant bowl of ice cream does.

But that’s not the point. The point of the gym isn’t to feel good in the moment.

You go to the gym so you can look your best and feel your best, even if you have to go through a little pain to get what you REALLY want in the long term.

Sales is the same way!

It’s not supposed to feel good.

But you have to do it if you want to see the kind of growth that you desire in your business, whether you want to provide tax planning services or work as a CFO or a controller or a bookkeeper.

#5- Get your clients naked 

Ok. So I don’t LITERALLY mean get your client naked. 

You might get in major trouble for that.

But in a less literal sense… you want to get your clients “naked” by finding their pain points, and pressing on them until they feel vulnerable.

For example.

Don’t tell your client they need accounting.

Ask your clients questions so they tell YOU that they need accounting.

Questions like, “Are you saving every month? Or is debt piling up on your credit cards?”

“How many credit cards do you have?”

“How much biz debt do you have? Personal debt?”

“Are you setting aside for taxes? How much?”

“How much do you pay yourself each month?”

Just get them “naked.” Get them to show you everything.

Get them uncomfortable, like when you go to the doctors office and they make you wear that flimsy robe.

Nobody feels good in that situation.

It’s just weird and you feel uneasy.

It’s the same way when you dig down deep into financial situations!

When you find the pain points that make your clients uncomfortable… 

You need to surround it and stab it from different angles so you can dig deeper into it!

Don’t start asking questions that have nothing to do with it.

Press on the pain like your dentist does when he presses on the painful spot in your tooth!

We have a script that can help you do that if you don’t feel comfortable asking these things or you don’t know how.

Once you reveal their deepest pains, you’ll be able to provide them the most value and charge rates that you didn’t think were possible.

#6 – Sell based on your clients needs, not your expectations

The easiest way to sell is to think about what your client’s needs are.

“What’s their problem?”

Don’t think about yourself selling.

No.

Just think about finding THEIR problem.

And then giving them a solution.

Selling = problem + solution.

That’s it.

So if you’re going for a roadmap or a tax plan…

… you may find that their problem requires a different solution.

Maybe they need a CFO and they’re ready to pay!

Maybe they tell you that they had someone that they were paying 85k/year but it fell apart, but they have an investor presentation in a few weeks so they need someone new ASAP!

Well… then go ahead and provide them CFO services!

It’ll be REALLY obvious on the call what the best solution is.

And maybe you can still sell them a roadmap, but add CFO services to it instead of a tax plan.

You’ll figure it out. Ask the right questions so you’ll know EXACTLY what solution you can provide them and then charge them accordingly.

#7- Get hung up on

If you get hung up on by someone who gets offended that you’re “trying to sell them,” or for whatever reason, it doesn’t even matter.

There’s a ton of fish in the sea.

So don’t let the fear of getting hung up on hold you back.

I always tell my team, “it’s not a good day until you get hung up on.”

It’s a numbers game. Keep on going!

Even I get hung up on (if you watch the video, you’ll see me get hung up on in front of hundreds of people)!

But that’s okay. 

What’s important is that you get back up and keep calling new leads.

Don’t let the fear of getting hung up on hold you back from making calls!

Now that you know you’ve got to pick up the phone and make phone calls if you want to grow your firm… what should you say on those calls?

You can apply to work with us here, and me or someone from my team will call you with a FREE on hour strategy session.

We can give you some ideas of what to say, how to overcome objections etc. if you already ARE making sales calls but not closing them as much as you’d like.

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Could A Twisted View Of Reality Get You More Sales?

by Andrew Argue in Sales Comments (0)

Let’s talk about virtual reality.

Have you ever played a game and felt like you had more of a chance at succeeding in that…

…than in your business?

Does winning at virtual reality seem easier than winning at life?

I mean, after all… some games even have cheat codes you can use to speed through the different levels so you can level up fast!

Let’s talk about how we can develop a new view of reality. Because reality MIGHT be different than what you think it is…

Is there more to reality than what meets the eye?

We all learned in school that atoms exist, right?

That when you look at a chair, or a wallet, or a desk…

…it’s all made up of atoms.

Take a green Expo® marker, for example…

It just looks like a marker, right?

It’s green. It has the word “Expo®” on it.

If you look at it with your naked eye, it’s going to look different than if you look at it through a cat’s eye.

If you look at it through a microscope, it would definitely look different.

If you looked at it through the eyes of an ant… it’s not going to look the same.

Or through the electromagnetic spectrum.

The marker is really nothing more than just particles and waves.

And the same goes for every single thing you look at. It’s just particles & waves.

So why is it that some accumulation of particles are easier to get and some are harder to get?

Take bacon and money for example.

Bacon is typically easier for most people to get than money, right?

But what if you could switch that?

What if bacon was hard for you to get your hands on…

But getting money was relatively easy?

The thing is, you CAN switch that.

It’s just a matter of “re-programming” the way you see the game.

Once you see things in a new way… money CAN be just as easy to get your hands on as bacon.

How can we reprogram the way we see the game of life? 

Just like you do in a virtual reality game…

…you want to create “cheat codes,” so that you can “win” the “game of life” while other people are stuck playing by the normal rules.

Here’s how most people are seeing the game of life (and it’s causing them to fail):

“I don’t have enough time.”

“I can’t charge my clients that much.”

“I’m too old.”

“I don’t have enough money.”

“I don’t have enough experience.”

“ I don’t have a license.”

Do you notice the ONE common word in ALL of these statements?

The common denominator is “I.”

It’s the ego. The way you’ve defined your character in this game.

All these people have a sort of identity crisis. They think the world is the way they see it.

That it’s hard and they can’t change it.

That it’s “real” and not just a system like a game that can be hacked or beaten.

First step to overcome this: Change how you view reality.  

Don’t let yourself get stuck because of how you see the world.

The reason you feel you can go into virtual reality and succeed, is because it’s like a game. You can go into a game and do anything, right? 

But the truth is… you can do that in real life, too! 

Life is a game. You have the power to do anything.

You just have to be willing to view things differently than you’re used to.

Second step: Realize there’s more that we DON’T know than we DO know.

You may have a LOT of knowledge about many different things.

But our experience of the world leaves us with a lot of unanswered questions.

Even if you’re the smartest person in the world…

At the end of the day, there’s more that we DON’T know than we DO know.

So the same is certainly true about you and your beliefs about what you’re capable of in business!!!

Can you get out of debt? Make $250k/ year? $1M/ year? 100?

You just don’t know.

But we need to expand our way of thinking to believe in crazy things if we’re going to create an “impossible business.”

We need to be willing to look at things through a different lens. Instead of assuming “I can’t,” ask yourself how you “can.”

How can you achieve the goals you’ve set?

It all starts when you become a different person and have a different view of your reality. What you’re capable of achieving.

I don’t tell myself that I can’t get clients.

I don’t tell myself that I can’t increase prices.

I don’t tell myself that I can’t get paid on the first call.

I don’t tell myself that I’m just an accountant and not a good salesperson.

It’s very difficult for you to succeed if you go on thinking life is hard, short and brutal.

If you think you can’t do something… then you won’t be able to. Because you won’t even try.

So start by changing the lens through which you see reality. 

I know for a fact that I was able to reach $10M in sales after just 3 years in business is because I believed I could.

And I know once you believe in the impossible…

You’ll be able to achieve whatever you set your mind to.

And you’ll make your own reality.

Want some help making a BRAND NEW reality for yourself?

One that includes getting leads on autopilot, choosing who you want to work with, and working less hours but earning more?

Click Here to Apply and then we will call you to set up a FREE strategy session.

We’ll make a plan to make your dreams your new reality.

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7 Things Every CFO (or Aspiring CFO) Needs to Ask Themself

by Andrew Argue in Growing A Firm Comments (0)

Wait… Accountants?

How could they help….

Increase profits…

Increase sales…

Improve margins…

Don’t they just add up numbers?

And you’d be right.

If you’re thinking of the old school BEAN COUNTERS.

But…

There’s an entirely new breed of financial consultants that aren’t just sticking to the traditional domain of doing the books and taxes…

They’ve moved on to greener pastures and new lands.

They work alongside entrepreneurs (and sometimes individuals) to help them see…

Exactly how much PROFIT they’re making down to the penny.

Understand the key DRIVERS of their specific company’s profits and how to expand them.

They’ve gone on missions to discover the OPTIMAL TAX STRUCTURE for their clients.

Even sometimes, they create methods to INCREASE REVENUES for their clients.

Chances are, you MAY actually already be offering CFO services, but you just don’t know it yet. 

That’s actually why I’m writing this post. I’ve found out that most accountants and most clients aren’t sure exactly what services a CFO offers.

Are you already providing some of these services — or do you want to know how you can increase your value to your clients even more? Then just keep on reading…

#1 – Are You Secretly Providing CFO Services?

I’ve discovered that most people don’t know what CFO services are.

Clients don’t know. And neither do accountants.

At first, you may think a CFO just helps with obtaining investor funding or securing debt contracts, but in the small business world, it can be much more than that. 

If you, the accountant is performing a basic engagement, where all you’re doing is reconciliations at the end of the month and closing up the books…

And you’re not doing any:

-Higher level reporting

-AP

-AR

-Controller level services like accrual accounting or consolidation 

You may think that you can only call yourself a bookkeeper, right?

WRONG.

If you’re doing any type of accounting services, you should call yourself a CFO. 

Even if you’re just doing basic services.

Because right out of the gate, there’s a concept of what value you bring to the table if you are labeling yourself as a bookkeeper.

And it comes at a cost…$100/mo bookkeeping client vs a $2000/mo Outsourced CFO engagement. 

If you switch your title to Outsourced CFO, you are taken seriously right off the bat and you can start charging what you deserve.

#2 – What Is The First Step, After The Client Said “YES” On The Sales Call?

Kick off calls are important, because without them, onboarding takes forever. If you just send a list to the clients… they’re not going to respond.

You end up waiting forever for them to send you the things you need to get started.

So here’s the better way to onboard a new client. 

Explain to them, “This is how it’s gonna go. We’re gonna schedule a kick off call. It’s best to have any of the people that are going to be working with us on this call.”

I’ll typically use zoom or sometimes a google hangout call. 

Zoom is nice because you can record meetings and it’s also free.

I suggest video for a couple reasons…

It’s good to be able to share your screen.

It’s also important for the client to see who you are.

I tell them, “I just want you to see who I am. I’m actually a real person. Hopefully I’ll get to know  you and vice versa.”

The main purpose of the call is to review the scope of work and to gain access to anything. Also, be sure to talk about any communication expectations and important deadlines.

#3 – Where Should You Focus Your Time, As A CFO?

Have you ever heard of the concept of compound interest? I’m sure you have…

But I’ll tell you a little secret about it that maybe you didn’t know.

Compound interest doesn’t just apply to money.

Most of all- it applies to your time!

I want you to think about this: If you can just tweak your priorities & time allocation a little bit… let that compound over time.

And watch what happens.

Because it only takes a small improvement to gain huge momentum over time.

A big mistake I see people make a lot is this…

They have something that takes a lot of time, so therefore it’s the first thing they work on. It’s the thing they allow the most into their lives.

They let customers text and email them all the time. They let it interrupt what they’re doing. They don’t set boundaries.

Remember this- if your interest is not compounding & you’re going into debt… you’re never gonna end up anywhere. 

So if you’ve got the wrong priorities, got the wrong time allocation you’re not going to gain momentum. 

#4 – How Many Clients Do You Need To Run A Successful CFO Practice?

Here’s the thing about the CFO business that’s different than financial coaching & tax planning.

CFO engagements can often be BIG deals. Because these clients will stick around for a long time!

You get one client at $1,000 or $2,000 a month… that’s $24,000 a year. 

If that client stays for 5 years, then it’s a $125,000 deal!

When you get a client to stay, there’s a lot of value that’s created over the long term. 

So with CFO services, you don’t need that many individual clients on a weekly and monthly basis in terms of appointments and meetings.

#5 – Which Is Right For You – CFO Services Or Financial Coaching? 

Financial coaching and CFO services are slightly different. 

For example, if you get a financial coaching client for $4,500… that’s a one time deal. 

But if you get a monthly recurring accounting client at $1,000 a month… that’s $12,000 a year reoccurring. And they could stay with you for many years! 

With financial coaching you’ll get higher upfront fees. But it could drop in an instant.

CFO services involve monthly retainers that you can rely on.

With financial coaching you can get higher sales, faster. But it can also drop in an instant and you have to be on it all the time. 

CFO services take a little bit longer to get ramped up, but it’s an asset you can scale and even sell.

So there’s a psychological component to this.

People that can delay gratification are potentially more suited for CFO.

I wouldn’t say one is more difficult than the other. 

But they each come with different challenges. So you have to be honest with yourself about what types of challenges you want to face.

CFO services take a lot more sales and marketing. Financial coaching takes a lot more service delivery, onboarding, hiring and training.

Both can be incredible. It just depends on which style fits you best. 

#6 – Is your pricing too low?

If you feel like you’re good at sales because you close people all the time… that might not actually be a good thing!

You might be thinking, “Wait. How could closing deals be bad??? You’re insane.”

But hear me out real quick.

If you’re closing 30-35% or more of people you talk to… it means your pricing is too low! 

And you don’t want that! 

You should only be closing around 20% of the time.  

For example, if you want to close 4 clients per month, then you need to put 20 appointments on your calendar.

Your time is valuable. So make sure you’re not undervaluing your services and selling yourself (and your clients) short!

#7 Are You Setting Your Goals High Enough?

How many years do you have left until you retire?

Let’s assume the same growth rate between now and the time that you retire.

How big is your company going to be when you retire? 

Let’s start at your current age.

Say you’re 40 years old. We take your age, 40. Until the age of 70.

Pretend your annual growth rate is $300,000. 

So you’ve got 30 years left to work, and it grows by $300k each year.

$300,000 x 30 = $9,000,000.

You don’t think anybody’s ever built a $9,000,000 business?

 We did $10M in sales last year. 

You know I joke with my sales team…I say, “Guys, sometimes people come into our training program. And they think they’re gonna be so successful. They throw out these huge numbers. You can’t help but think…is this person just crazy?” 

But to be honest… some of the most successful people who have gone through the program have been a little crazy! 

It’s true.

But I mean that in the best way. Because you have to believe that you can do something.

The only way to get what you want… is to believe that you can do it before you have it.

Otherwise you don’t even try.

So you have to believe it in your mind before it happens. That’s the way it works. 

If I’d told people that at my age in my situation that we would have hit those sales goals last year, nobody would have believed me .

Whatever the case may be, you just ignore those people and put your head down to get to work.

Remember to believe in yourself and you can achieve your goals.

So now that you know a little about what it means to be a CFO… you can check out more info about how you can charge high rates to provide CFO services here.

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7 Little-Known Facts About Scaling A Tax Planning Business

by Andrew Argue in Growing A Firm Comments (0)

Tax planning can be one of the most profitable opportunities available in the accounting world today.

The problem is, I see so many people doing it wrong and leaving TONS of money on the table.

Here are some tips to make sure that doesn’t happen.

Not only will your client LOVE you because you’ve provided them with so much value…

…you’re going to be pretty happy as well because you’ll finally be offering a High-Value, High-Margin product and service.

#1 Goal of the tax plan

You’ll know right away whether it’s going to work out with a potential client. The first strategy session you do with them is sort of a mirror of how the entire relationship is going to go. 

Our goal in going through the whole process of tax planning isn’t to get the client to a perfect place.

You might not come from a tax background at all.

Or you might’ve been in tax for 30 years already…

No matter what your level of experience is, just know this:

You’re not trying to learn everything.

You don’t need to do everything for your client.

The only thing you’re trying to do for your client is get them from where they are now to a better place. 

That’s the goal.

You’re not trying to get down every single strategy in the world.

You’re not trying to fix everything you see that could be done for the client.

 You just want to get them from where they are now…

…to a better place after working with you.

For example, let’s say you learn a new strategy 3 months from now…

You can implement that for them.

You can go back to them say, “Hey, I learned this new strategy. I went to a conference. I think this would be a great idea for you to implement. I really think we should work together on this.”

Then you can upsell them into other services.

#2 Avoid life-sucking clients on the initial sales call

You’ll know right away whether it’s going to work out with a potential client. The first strategy session you do with them is sort of a mirror of how the entire relationship is going to go. 

If they come in super demanding, for example, well who even wants to work with that person?

Worst-case scenario… they actually DO sign up to work with you and then you have to talk to them every day!

You need a process to weed out bad people.

Because if they’re acting crazy and not following your process…

… then when they become a paying client they’re probably going to act the same way.

If it’s not going well… sometimes it feels good to end the call. And it’s completely ok to say, “Hey, this isn’t going to work. I honestly do wish you the best of luck.”

That way you can leave with your dignity and go to the next call and you got to feel like you deserve what’s coming next. 

The main thing that matters is leaving the call feeling like you won even if you didn’t close the deal.

#3 Use this BIGGEST motivator to get clients to work with you

If you can show them what they’ve lost in the past year…

…it’s much more powerful than saying “I can save you $35k in taxes.”

Even if you can’t do anything about past returns…

It’s still a powerful tool to get the client to work with you.

Because the reality is…

They will start FREAKING out once they realize how much they’ve overpaid.

They’ll have a pit in the bottom of their stomach.

Gaining seems fake.

Loss feels real. Because it already happened.

FOMO and fear of loss is psychologically much more persuasive than talking about gain… so focus on it when talking to prospective clients.

#4 Stack your services (Prep vs Planning vs Implementation)

An important question to ask is, “How can you provide the most value for the client?”

Fundamentally, tax planning is really just providing education for your client, because when you deliver the plan, you’re teaching them the strategies.

 But if they want to implement, they’re going to have to do that on their own.

The challenge with that is, though…

… a lot of times they won’t implement it.

So again, “how do you get the best result for the client?”

It’s more of a done-with-you model.

Instead of just doing the tax preparation services (which is really the worst) or just doing the planning…

You want to do planning, implementation AND preparation.

So you can see with tax preparation, that’s the lowest value.

When you move to tax planning there’s high value…

…but the problem is, it’s not the highest result.

There’s high value in the plan itself, but there’s a certain percentage of people that are gonna drop off after only implementing a few things.

Or they’ll implement something wrong.

But when you add in planning, implementation and preparations all bundled…

…THAT’S where you really provide the highest value.

 Because you’re gonna go through and actually help them do it, which gets them the best results.

Not only is that best for them…

…but it’s best for you.

Because now you can charge the highest amount of money because if you’re getting the client the best result, then you can build the biggest fee.

#5 Protect your client’s assets using THIS loophole

There’s a difference between having a board meeting at your house and actually documenting the minutes…

… and have a “board meeting” in a restaurant with your spouse. 

Don’t go out to a fancy shmancy restaurant and have this great meal, and expect that it’s going to be deducted as a board meeting.

That’s not how it works.

If you do that, it’s not going to be a good thing if you get audited.

But if you do it and you make sure that you document that board meeting… you’re doing 2 things.

1)You’re taking advantage of the Augusta loophole which lets you deduct meals

2) You’re making your company more safe.

#6 Easily know how to price your first tax-planning client

You might feel insecure about what to charge your client (especially since you don’t know how much you’ll save them yet)…

…but ask for at least $2,500- $9,800.

At the very least, just go with the $2,500.

Here’s why.

In the beginning, your experience working with people is more valuable than the money you’re going to make.

Even if you make 5 grand per client for the first 10 clients and you make 50 grand…

…it’s worth it because you now have that skillset with you for the rest of your life.

The worst thing you can do…

…is talk to the client and do research for them without collecting any money.

I’ve seen SO many people do that, and it makes me want to bang my head on the table.

And always collect the money upfront before doing any work!

That’s the point of the plan!

You’re getting PAID to do the research.

That time is valuable, so remember to ALWAYS charge for any research you do.

#7 Recommend offshore tax incentives to your clients

If your client is crazy enough to move to a US territory like Puerto Rico or the Virgin Islands…

… you can offer them MASSIVE tax incentives.

That’s huge!!

But you/your client has to stay at LEAST 183 days per year in order to qualify.

Would it be worth it to you to take part of your business offshore?

It’s definitely something to think about.

These 7 tips are totally useless to you…

Unless you put them into action.

The problem is, that’s where a lot of people fall short.

Life gets in the way.

But that’s where the fun part comes in!

My team and I are willing to work alongside you to FORCE you to get this stuff done…

So that you can have a calendar full of high-paying clients & leave behind the life-sucking clients for the tax planners who have never seen this info.

We’ve already helped over 7,053 accountants take their firms to the next level.

Why not yours?

Click here to apply to talk to me or someone on my team.

Talk soon,

– Andrew Argue, CPA

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The Difference Between Tax Preparation and Tax Planning

by Andrew Argue in Growing A Firm Comments (0)

One of the big, I think, confusions that goes on in the industry right now and most small business owners do not know the difference between tax preparation and tax planning. Tax preparation is where we’re just doing the return based on what the client did, right? We’re putting the information in, we’re setting up the return based on what actually happened. That’s preparing the return to be filed with the IRS. And that’s obviously a seasonal activity, it happens at certain times of the year, there’s also extension season, okay? Versus tax planning where we’re gonna be looking at the client’s entire life and business and trying to figure out, okay, look, how could we restructure things in their business, in their life, to pay the least amount of taxes as legally possible? And we’ll maximize deductions, we’ll be restructuring legal entities, restructuring potentially the domicile country, the home country, that they’re located in, setting up retirement accounts. There’s a variety of things we’ll do and we actually have an amazing tax planning training later on in the program for anybody that wants to get started in this type of work. But these are two separate engagements. If you’re saving people money and you’re gonna be restructuring their business and their life to do so, and it’s not a de minimis amount, you know, it’s not $500 or $1000, it’s 5,000, 10,000, 15,000, 20,000, 30,000, 50,0000. You should not just lump that into the preparation, you want that to be a separate engagement.

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Grow Your Accounting Practice By Changing Your Mindset

by Andrew Argue in Growing A Firm Comments (0)

Does Mindset Influence How You Grow Your Accounting Practice?

As we continue to help people start from scratch with starting or growing their accounting and tax firms, we notice a common thread amongst people struggling with taking their firms to the next level: mindset. Many firm owners and new accountants can even be oblivious to the affects that mindset can have when trying to grow your accounting practice. Even seasoned accountants had trouble with this; watch the following video from our CFO/Financial Coaching Bootcamp.

Do You Just Need More Leads To Grow Your Accounting Practice?

As James Rainwater mentions in the video, he thought he just needed more leads. To an extent, he’s right; more leads is definitely part of the process to grow your accounting firm. To really grow your firm, changing your mindset can have a more impactful, over-arching effect that can resonate beyond just getting more leads. There’s a process for getting leads (we teach it in Next Level Firms™ and in our Sales & Marketing Workshop!), but beyond that, a shift in mindset is needed to grow your practice.

Learn to Grow Your Accounting Practice & More!

Book your FREE strategy session: https://www.accountingtax.com/book
Want to learn more? Visit: https://accountingtax.com/training

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Keep Your Pricing As Streamlined As Possible

by Andrew Argue in Growing A Firm Comments (0)

Pricing For Accounting Services

When considering the pricing of your accounting services, there are a lot of factors to consider. Profitability, the structure of your services, the value you’re providing your clients/prospective clients, etc. should be considered. Pricing for accounting services can quickly become complex, especially as you start to adjust pricing on a per-client basis. Sometimes you adjust your service structure to meet perceived client needs as well. The following video from our CFO/Financial Coaching bootcamp in early 2019 addresses the creeping complexity that often plagues accountants when pricing for accounting services.

In the above video from our recent CFO/Financial Coaching bootcamp, we focused on an audience question about pricing strategy. The featured question was regarding adding clauses for different cases/clients. We recommend keeping your pricing structure (and your service structure as well) as simple as possible, especially since layered pricing strategies don’t always result in a profitable engagement. Simplifying your pricing runs in parallel with our beliefs on not using contracts with your clients (see “Do You Need A Contract For Your Clients”).

Streamline Your Pricing

A profitable engagement is always the goal. Why introduce complexity to your pricing, packaging and sales if the bottom line does not reflect the effort to get there. If you spend a limited amount of time and effort testing a more complex pricing and service structure and you stop closing clients, go back to a simplified pricing strategy.

Learn How to Price Your Accounting Services and More!

Book your FREE strategy session: https://www.accountingtax.com/book
Want to learn more? Visit: https://accountingtax.com/training

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Do You Need A Contract For Your Clients?

by Andrew Argue in Growing A Firm Comments (0)

Personally I don’t care about contracts, because for me I just wanna win the engagement on value. You know I wanna build a system where the person doesn’t wanna leave because we’re a lynch pin, we don’t need an agreement or a contract to make them feel like there’s something in. I just think it’s sticky, and if somebody want’s to leave, I mean I don’t wanna work with people that don’t wanna be around me. And so I just don’t, I’ve never seen anybody exactly to this point where, you know they engage contracts like, “You need to stick to this contract, there’s 24,000 for the year, yes we’re in month four”, and you sold the business, you wanna work with somebody else, you’re not happy, we got to you late, whatever the combination of reasons is. And it just, it’s weird, so, I don’t think they’re really enforceable, even if you have it, because in small business it’s like, what are you gonna do, you know you gonna hire a lawyer?

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The First Strategy Session

by Andrew Argue in Growing A Firm Comments (0)

The key thing is the reason why that works is because even if they walk away from that meeting and they don’t take that, she still provided a value. The original value she promised on the first call, which is I can save you x amount, she’s already proved that out in the first tax plan, she’s walked through all that. Hey, the original value I promised provided, but there is a more complex opportunity that you could go through and so there’s nothing that she’s doing that wasn’t promised. I talk about this a lot that if you want something, it’s important to bring it up on the first strategy session. You can even say on the first strategy session that you require anybody, once you’ve gone through the process, to give you two references, and then at the end, if he asks for two references, you already said it at the beginning so it’s no big deal.

You can say anything at the beginning and it can be fine at the end, but if you start to ask for stuff at the end or you start to do stuff at the end and not include stuff you promised or ask for extra stuff that you didn’t say you needed, that’s where people get touchy but if you say you were going to do something at the beginning and you do it, you can pretty much do anything.

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