Are You a Parakeet Accountant? Here’s What to Watch Out For…

by Andrew Argue in Starting A Firm Comments (0)

Are you a “Parakeet” Accountant paid to peck at the keyboard all day? 

Are you working more “on” the business rather than “in” the business?”

Now, maybe you’re wondering….

“Andrew, what exactly is a “Parakeet?” 

I will explain in a minute…

But first I want you to ask yourself, “How can we work less time IN the business where we’re actually doing the accounting, and spend more time working ON the business as an entrepreneur?”

And there are multiple stages that soon-to-be entrepreneurs go through…

Today, I’m going to explain the first stage…

Stage #1: The Parakeet (or typically called the Generalist)

*Charging low fees for monthly services*

Most people that start their businesses in accounting start out as a “Parakeet.” If you don’t have any training, any help, or any mentors, it’s kind of the obvious way to start.

Typically this business is built on word of mouth, networking events, friends, family, and personal connections. You provide really any service that someone will pay for. You could have as many as 30 or more services. How could you possibly know how to do each of those services really well?

When you get into this situation, you’re not only a Generalist on the services you offer, but also the industries you work with. 

This really drives low fees. 

And the fees are low because, to be honest, the VALUE is low.

It’s very hard to be the best at the services delivered when there are so many different services and so much custom work to be done. Each industry is different and it’s kind of a learning curve with every new client.

So Parakeets generally aren’t respected by their clients and their work is seen as a commodity. 

And most of their clients are small. 

They’re doing services work only. 

There’s no training. 

There’s no higher level of value in these services.

Just baseline commodity services. 

And most of the companies they’re working with are less than $500,000 a year in annual sales. 

Parakeets are typically paid to play $100 a month calculator game.

Just paid to peck at the keyboard like a parakeet. 

And it’s a sad story and it’s unfortunate, but if you’re at this level, the good news is that it’s easy to get out of this level. 

There’s just one or two key things we need in order to make it beyond the Parakeet stage and get to the Confidant stage.

Make sure you are NOT a Parakeet Accountant and check out this FREE training resource here.

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From Now Until You Retire, What Will Be Your Biggest Annual Revenue?

by Andrew Argue in Growing A Firm Comments (0)

Here’s the thing….

There is no wrong answer to this.

But it’s a VERY important question that needs to be answered…

“From now until you retire, what will be the biggest annual revenue you plan on hitting?”

If you know your answer already, go ahead and comment it below!

The reason why this question is so important has to do with INTENTION.

If you do not identify a number, then you are not even looking for the things that relate to that number.

The things that may even help you in achieving your revenue goal.

Here’s an example.

If you have 3 baby juniors (i.e. kids)…

And you head to the mall, you may tend to notice all of the kid-related stores. Teddy bears, Legos, the Disney store, etc.

However, if you are walking into that same mall, and you are an entrepreneur…

Your focus may be instead on the different businesses that are operating and which stores are no longer in business.

This is important to recognize because…

If your life isn’t built around a CERTAIN SET OF OBJECTIVES…

Even if the answers to your questions are sitting right in front of your face…

You’re going to miss them.

The same entrepreneur that wants to do $1M on their practice vs $10M vs $100M vs $1B…

Will be able to recognize that there are individuals and companies performing at each of those levels.

And it is in fact, possible to hit those goals.

That’s why it’s so important to get this question answered.

Because at the end of the day…

“If you aim at nothing, you will hit it every time.” –Zig Ziglar

So I want to ask you again…

From now until you retire, what will be the biggest annual revenue you plan on hitting?

Comment your response below!

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“It’s Just A Tax Return”

by Andrew Argue in Growing A Firm Comments (0)

When on a sales consultation, have you ever had the following objection come up?…

“Well, this all sounds great but I need to talk to a couple of references first.”

For my client Eric, this is exactly what happened on his call.

He decided to grant the references to the prospect in hopes of closing the deal.

To give you a little bit of background on Eric, he is a successful accounting & tax firm owner and decided to pitch this prospect, let’s call her “Sarah”, on tax planning.

Eric utilized an AccountingTax.com sales presentation to help walk Sarah through the sales consultation and got to a point where Sarah just wanted to have a few references and do a bit more research.

Now most accountants ARE NOT doing Tax Planning.

When you offer tax planning, we typically recommend to our clients that they charge $2500 – $9800 for the very first engagement.

The Tax Plan is essentially educating the client on the specific tax strategies the client, i.e. Sarah, can implement in their business and life in order to save money on taxes.

At this point, you are not actually doing the tax implementation of the plan or the tax prep, you’re just doing the initial educational component by helping small business owners pay less in taxes.

What’s interesting is…

When you go through and you offer the tax plan, specifically following our sales scripts and sales decks…

And the client, wants to talk to someone else…

They are probably going to encounter another accountant who is going to charge $650 bucks for just the tax preparation service.

And so for Eric, this is exactly what happened.

Sarah went to speak to two other accountants.

A few days later, Sarah comes back around and reaches out to Eric.

And this is what happened….

When reading through this, I find it so indicative of the struggle that most accountants experience.

It doesn’t have much to do with offering tax prep vs planning, accounting vs CFO services…

Instead, it really boils down to the service provider trying to help clients at a high level and do something special for those small business owners…

Verses the accountants who are just trying to go through the typical motions.

Part of my journey is to help people who are Accountants, CPAs, EAs, Tax Preparers, Etc, basically figure out different ways to…

  • Provide more value to clients
  • Reprice existing engagements
  • Add higher level services
  • Get appointments with the right types of potential clients
  • Plus more….

And my team and I want to do whatever it takes to support you on your journey to becoming a high level, valued advisor. Not just a low level parakeet paid to peck the keyboard.

With that being said, I’ve decided to offer you an incredible free resource that will help transition you from a tax preparer to a tax planner and start landing fees between $2500-$9800!

The resource is called the 90-page Tax Planning Sales Script and you can access it today by heading over to AccountingTax.com/Enroll.

And it’s not only the PDF sales script, that you are getting…

You will also have . access to:

1. A Google Doc version of the sales script so that you can tailor . it to your firm’s brand & offerings

2. 4+ hours of recorded training by Andrew Argue & James Rainwater, who is an AccountingTax.com Expert Tax Instructor

3. Business Entity Optimizer and step by step training

4. Plus a walkthrough of the Tax Savings Estimator

If you are ready to get started, head over to AccountingTax.com/Enroll

See you on the training!

-Andrew

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How Accountants Can Master Sales By Managing Consciousness

by Andrew Argue in Growing A Firm 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 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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Successful People Are Not Always Smart

by Andrew Argue in Starting A Firm Comments (0)

So you have yourself here and then you have the client. Okay?

You have the client. The question is, do you know things? Right?

You just graduated with a degree. I can guarantee you don’t know much.

When I graduated with a degree, I was dumb as a doornail, right?

So I didn’t know anything, right? I didn’t know anything.

So the idea that I would go and take my knowledge to the client, right?…No stinking way.

I didn’t know anything. That would never work. And most people think, “I know things and I’m going to help clients and I’m going to teach clients.”

I’m too stupid for that. I’m way too stupid for that. So what do I do? I don’t do that at all.

I don’t try to teach people what I know. What I do is I study them. First I study them, right?

So one of the things we do for anybody that just got started working with us is if you have a niche you’re interested in working with, let’s do 7 to 10 interviews.

Let’s just ask what are their biggest problems?

And then from that study, I have personally studied and personally spoken with 4,000 accountants.

Somebody told me a few days ago, they said, “Andrew, I know some things about accounting and I don’t think what you know is right.”

And I said, “Okay, well how many accounting firms have you ever talked to about their pricing and what they’re doing?” And they said 3.

I said, “Okay, you’ve talked to 3. I’ve talked to 4,000.”

It’s not like these are my opinions guys.

Like I’m not telling you, oh this is the world of Andrew and Andrew is so smart. I’m not that smart.

It’s just that I’ve been fortunate enough to meet 4,000 people that do this type of business and share that knowledge with other people.

So it’s not like everybody’s living in the world according to Andrew.

I’m just looking at what are the best people in the world doing and how do we do more of that and how do we take that information and knowledge and get it to everybody else.

I studied them. I personally have studied 40,000 people.

But even if you study 100. Even if you study 20, it’s huge.

But it’s the way of thinking. So dude, what you gotta do Chandler in your situation is study these people, talk to them.

You have to talk to them first because you don’t know anything. You have to learn from them.

And then once you study from them, then you create for them. Create for them.

Invent on their behalf, invent on their behalf. Okay?

That is a different way of thinking. Most people think I have a degree, I have a CPA, I have job experience, and I take my knowledge to the client.

Those people are never going to get anywhere. Because even after having all those things, they’re still not anywhere near as smart as they think they are.

We are all much dumber than we think we are. Myself included.

And so the more that you can bring your ego down and constantly be someone that’s addicted to learning. Addicted to helping. Addicted to learning new things, studying the niche, and constantly creating better and better and better solutions for them…total game changer and a totally different frame of mind.

And with this way of thinking, not only can you get started today talking to people and getting clients, you have to.

Because if you have to wait for 10 or 15 years to learn something, the reality of it is at the end of that, once you try to go talk to people, you’re still not going to know what you’re doing.

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Make The Decision, Quit Your Job

by Andrew Argue in Starting A Firm Comments (0)

My goal is for every single person on this webinar today is to make the decision.

If you want to go out on your own, even people that work for me…

I hope anybody in my entire company that wants to eventually go out and work for themselves…

I hope that I can teach them a couple things that can aid in that journey.

You know, life is long.

People will do a lot of things and people here want to go on and do something else.

I’m honestly… all the more power to them…

So the number one problem people have when they still work a job is they haven’t made the decision…

They have not made the decision.

Now I’m not saying that you need to go in today and hand in your little resignation, hand in your little pink slip…

But you need to decide that you are going to quit.

You need to decide that you’re going to do it.

So mentally, from a mental perspective, you’ve already quit.

You just haven’t handed it in yet.

So you need to start doing the things to build the business on the side, to get this thing off the ground.

You need to decide.

I’m quitting my job.

I am going to quit my job.

It’s not an if it’s not a maybe.

It’s not an if things work out…

It’s not a maybe if I can do it. No, no, no.

I am going to quit my job.

I am going to have this business.

And once you’ve made that decision, mentally, then we can start to do the things that we need.

So the number one thing everybody needs to do, the number one thing you have to do is you have to freaking decide.

You have to decide…

Quitting the job is not something that is, oh, maybe I can do it.

You know, maybe this, maybe that. No, you need to decide.

Decide that you’re going to quit the damn thing…

Doesn’t mean you quit it today…

But you decide and then we start putting the ball into action.

So many people… they’re diddly daddling with it.

How long have you been thinking about quitting your job?

I want to see some comments right now.

How long have you been thinking about quitting your job to start your own business?

A month, six months, two years, five years, 10 years, 15 years, 20 years.

How long have you been thinking about quitting your job?

I want to see some comments in here.

And as long as you’ve been thinking about this thing and you’ve been dipping your toe in, right?

Just a little dip.

You’ve been dipping your toe in about a year. Two years. Two years…

Since the day I started my job five years ago.

You need to explode into this thing.

When you want to quit your job, you need a rapid fire, rapid fire explosion of activity in a short period of time to build this business up and go.

It’s not something where…

I had a woman tell me the other day, she was working a job, she makes 70,000 a year…

And she said, Andrew, I really want to make 100,000 dollars a year in sales on my practice in five years.

That makes no sense.

Makes no freaking sense.

You need to be thinking about making 100,000 a year.

That’s $8,000 a month.

By the end of this year in December…

You might say, Andrew, that’s impossible. That’s impossible. It’s not impossible. Many people will do it.

I had another client of mine, Jeff Trapp.

Jeff tried to quit his job before.

How many people in here have tried to quit their job before and go out on their own and fail?

How many people have done that?

I want to see some examples in here.

Did you try?

Did you already quit your job?

So last year in October, Jeff Trapp…

Jeff is back in the job for five or six years.

Joined up with me and in in the about a month after he joined up with me.

Might’ve joined a little earlier than October because I think he got fired in October, November, making like 140,000 a year.

He got fired in October.

By December was making, I think he did $23,000 a month in sales in December doing tax planning.

I had another client, Lori doing monthly accounting CFO services…

Left her job.

This is one of the better stories I’ve heard because so quick, right?

Just like Jeff, these are some of the better ones that people that have worked with me.

Lori quit her job in the last week of March.

By the first week of May, six weeks later, she was doing $21,000 a month recurring revenue on CFO work.

She only had like six, seven clients.

They were anywhere from a thousand to 7,000 a month.

So you got to make the freaking decision.

I don’t care if you’ve already left the job in the past and it didn’t work out and you came back and you drop.

You need to go this time, but you need to commit to building out the revenue that you need to get an income for yourself.

I was that type of person where I needed to quit immediately…

Immediately and focus on it full time because I couldn’t do the split focus.

If you’re somebody like that… let’s quit today.

How many people are thinking about quitting today?

Can we get one person at least?

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When to pick a niche and how to find people to get niche interviews

by Andrew Argue in Starting A Firm Comments (0)

Jordan says…

When to pick a niche…

Should I pick right now in week one and try to get some interviews?

Or should I think over the next week and then commit knowing I’ll get the niche interviews?

Best thing is you want to pick a niche in the beginning.

The thing about it is that…

I think in week one you definitely want to try to pick a niche when you go through the accountants mirror and figure out what we’re going to stick with…

And you want to reach out to those people for niche interviews.

But I also talk about in week one…

How, if there’s anybody else that you know…

That’s a business owner that could be a client…

Anyone else that you know…

We want to reach out to them as well.

We want to reach out to them and see if we can talk to them…

And see if we can do a strategy session with them.

Because to get to your first $100,000 a year in sales…

I want to make sure that we do it as quickly as possible.

So if we know other people that are business owners…

Friends, family, network, and acquaintances…

Bam!

Let’s reach out to them…

Right in the beginning.

Even if they’re not in the niche.

So I want to put together…

Pick my niche…

Start reaching out to people in my niche for niche interviews and reach out to anybody I know…

Friends, family, network and acquaintances…

And I’m actually even saying now…

Anyone you’ve ever met that owns a business…

So anyone you’ve ever met that owns a business…

Let’s hit him right in the beginning just to get to our first $100,000 in sales.

But the whole time we’re doing our niche…

It’s like when you’re doing any active marketing or active outreach…

It’s best to pick a niche and start working with it.

I spoke with somebody today that had a business and a business partner…

Her and her business partner split…

But she had done 400 strategy sessions with construction companies.

I was like, “wow, you know, that is a lot of strategy sessions and that is a tremendous amount of knowledge that comes from that.”

But the quicker you can pick a niche and then all your strategy sessions are sort of compounding on that one knowledge base…

That’s the best thing you can do.

So I would definitely pick it right in the beginning.

Jordan says, “great answer Andrew.”

How do I find people to get niche interviews?

So what I would say is you want to use the…

And I’m wondering if we have this in here because I talked to somebody about this the other day…

Niche interview, email messaging training…

So right below this accountant’s mirror training…

Niche interview, email messaging training.

So if you want to get a niche interview…

Bam!

Hit that training right there and we’ll walk you through exactly how to craft emails to get niche interviews.

And it’s pretty easy to get niche interviews because you’re not even trying to sell anything.

You’re literally just trying to get an appointment with someone to learn about their business.

And so it’s pretty easy to get niche interviews and I mean it’s pretty easy to get strategy sessions too if you want.

I spoke with somebody today that hadn’t had a consultation with a potential client from January to July 12…

That’s today…

July 12.

Had not had a consultation with a potential client…

And he was a business owner.

He had his own firm…

He had some clients like even had a CPA.

So not that that means anything, but you know…

If you don’t have an appointment with a potential client from January to July 7, that is a choice.

That is a choice, right?

That is not, “oh, I don’t know what to do.”

I mean, there’s a guy that’s right next to me and my building here is a radiologist.

I’ll just walk over there with a pack of doughnuts and start talking about things and start getting in touch with the radiologists.

I mean if you want to get an appointment with someone…

You absolutely can.

Friends, family, network and acquaintance, all that stuff.

You can just directly shoot an email to your neighbors.

Anyone in your city that’s in a niche, send them an email.

Like you could go to a networking event…

If you’ve had a streak of months…

And some people are just, they’re avoiding it really is what it is.

They actually are just completely avoiding it because they’re afraid…

Or because they’re making excuses or whatever the case may be.

But if I ever talked to somebody like that…

I mean I never let them act like that has something to do with life being hard or their business being hard…

All that has to do is that person is just avoiding that core problem in their business and not even trying

Because how in the world could you have no strategy sessions for 7 months?

That’s just someone that’s not even really trying.

I would even hold the reins tighter on myself.

I’ve gotten to the point now in my life where if I go a day without getting a client personally…

Not like my salespeople, not my team or anything…

But if I don’t get a client in a day, that’s unacceptable.

So every single day of the week I get a paying client.

Even sometimes on Saturdays…

If I’m working a Saturday…

I’ll make that a rule for myself too.

And even if I don’t have anybody on the calendar…

Even if I don’t have anybody on my calendar…

Because a lot of days I don’t have anybody in my calendar…

Because I tried to help my people at my company as much as I can.

I’ll just call someone that I think is a good fit to work with me…

Or I’ll call someone that I talked to three months ago, two months ago.

I do not want to have it close of business without a client…

And I don’t think I haven’t had, I think I had in the last couple of months.

I think I might’ve had one day…

One week day without getting a client myself personally.

But the point is like some people…

They don’t get a strategy session for six months and they think that that’s normal.

If I didn’t get a client for a day…

I’d be like, what the heck is going on?

And so I think anybody out here should be thinking like this.

Look, you cannot go a day without getting an appointment.

Can’t go one day…

Cannot go one day without getting an appointment.

And you can’t go a week without getting a client.

That frame of mind is going to help a lot.

And every day you’re coming back…

You’ve got to get an appointment today…

You got to get appointment today…

It’s 2:00 PM, 3:00 PM, 4:00 PM.

I don’t have a freaking appointment.

Who can I reach out to right now?

Who can I follow up with from the past to get an appointment for tomorrow, the next day or today even…

And so you’ve got to start thinking about how can I get an appointment today…

How can I get an appointment every day and then how can I get a client a week…

And honestly, I don’t even care when I said earlier that I get a client a day…

I don’t even care what it is.

It can be for anything, something big, something small.

The point is that over a month, which is about 20 to 25 business days, if you include Saturdays…

That’s a lot of individual clients, right?

And then if you include that over a year…

That’s also a lot of individual clients…

It’s the same thing with the week, right?

If you think about a week, one week…

If you get a client every week for a year…

That’s 52 clients.

That’s a lot of clients.

But it starts with focusing on every individual day.

All a year is, is an accumulation of individual days…

And so if you can start thinking about days…

And just focus on your day…

The year will take care of itself…

So I pretty much always try to focus on the specific day…

And getting some key target or some key result on that specific day.

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The Importance of Sales When Running Your Own Firm

by Andrew Argue in Growing A Firm Comments (0)

The Importance of Sales When Running Your Own Firm

Sales are really important to running your own firm…

After all, if you don’t have sales, there’s not any work and there’s no money to live off of.

When I think of sales, I don’t just think of making money…

I look at sales as an opportunity to get to know prospective clients…

To develop a relationship with them…

To really understand what it is they need and to figure out solutions to their problems.

When all of that is done, yes, there is an exchange of money, but at the end of the day, you’re going to have a relationship with your client.

They’re going to trust you…

Going to like you…

They’re going to refer more clients to you.

You are going to get satisfaction and enjoyment working with those people.

Overall, you’re going to have a better quality of life.

Sales in that way and in that definition is absolutely critical to your business, mindset and your overall mental health.

Getting up every day and being happy about whom you’re working with and not getting burnt out and not being overworked is absolutely the only way to be sustainable in any job, especially entrepreneurship.

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Facing Failure

by Andrew Argue in Becoming An Accountant Comments (0)

Failure is something that is always going to happen…

Failure is something that is always going to happen…

There’s always going to be ups and downs…

It’s not something that you can avoid…

You’re not going to be good at everything, and if you’re not facing failure, then you’re probably not doing anything that’s pushing yourself outside the comfort zone.

You’re probably not pursuing those goals or if you are pursuing these goals, your goals are set too low.

You want to be able to be pushing yourself…

You want to get outside that comfort zone…

You are in control of your life, nobody else is controlling your life.

Nobody else is telling you what to do, when to do it, how to do it.

It’s up to you to make the decision whether or not you want to do it.

It’s up to you to overcome barriers that come in your way and face that failure head on and be the one that’s going to be able to overcome that.

The responsibility lies with you and when you have the responsibility that lies with you, you can now do something about it.

A lot of times people push the responsibility on other people and then they feel helpless.

Be able to overcome whatever barrier or failure that gets thrown at you because you could just pick yourself back up and be back at it the next day.

So as long as you realize that it’s just up to you to be in control, then you have the real opportunity to see success because it’s yours.

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