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#1 Thing to Lure in Accounting Clients: How to get bookkeeping clients & accounting firm clients

Published on: December 6 2022 by FeedbackWrench

#1 Thing to Lure in Accounting Clients: How to get bookkeeping clients & accounting firm clients

#1 Thing to Lure in Accounting Clients: How to get bookkeeping clients & accounting firm clients

all right guys i'm going to tok about
how do you actually land a client to get
them we've already hit on this a bunch
so again
it's not meant to be repetition but it's
it's meant to
keep equipping you with different
perspectives i had this thought okay
either in person or virtually through
the internet
your goal is to work your meeting cycle
to connect
to drive towards an analysis and then to
come back with a proposal okay
and this is what i want you to get
really excited about we've already hit
on this
a bunch but your number one thing that
the hammer that hits
every time it needs to be something that
has such incredible benefit to it
that the business owner is just thrilled
to experience it and
it needs to be something that's specific
enough where they're like
they lean in a little bit okay your s
corp
is that okay now i want to switch in
your mind a little bit from
if you tok about s-corps to small
businesses it's not that you're going to
increase your sales it will but that's
not the main thing i want you to get
excited about
you should be so doggone excited that
you're going to bump into people
that are drastikally overpaying in taxes
and you get to wave your magic wand on
it
and transform their life
like you're genuinely going to help make
them
millionaires okay absolute and utter
millionaires
and let me explain how that works right
so if
also they're going to help pay you with
their tax savings
but you should get excited at this
thought that you're going to bump into
people that have been an llc or a sole
proprietor
and they are making 150 250 000 a year
those 150 000 uh folks a year are so
prime for the picking
and when you come in there and you you
go let's just say they make a hundred
thousand they're making a hundred
dollars they go from paying fifteen
thousand three hundred and
self-employment taxes to
seventy six hundred you cut that in half
maybe or maybe even cut it by 60 percent
that's unbelievable
like you should just get pumped about
that now there's certainly
they're going to want to hire you if
they're doing an escort boy they just
got to hire you but you should get
pumped
your blood should get excited like you
should be passionate about this thought
that people
and don't you don't want to get overly
excited about the s corp
but the s corp does a number of things
and the first thing it should do is it
should motivate you
to help save them in taxes and let's be
frank if you get them all set up and
they end up shifting out and not working
with you over time
isn't the goal to help people not just
help yourself
you know my my values are to be
trustworthy competent
enjoyable and rigorous and at the end of
the day i'm going to fight for my
clients and for my employees
above my own self-interest in some cases
but i know that
business continuity actually means that
i fight for their like we have to make a
profit right
but when it comes to adding value if you
can get into people's
head that they should be in s corp as
long as that strategy is still working
and that might change in the future as
we get more
commies making communist laws um
we should get excited about that not
only that but if you look
have you ever listened to the dave
ramsey
videos where people tok about the debt
that they've paid off and the financial
freedom that they've made and the
investments that they've made
it should make you excited that they can
take some of that tax savings and put it
into
a brokerage account at minimum and get
into vanguard or schwab
index funds or they could go in and they
could actually
start using a sep ira a simple ira or an
individual 401k from vanguard or schwab
those are kind of my favorites because
they're cheapest
but you got to get excited about that
and then you should also get excited
because
here's what i you need to know okay
you have no idea maybe you do but i
don't think
you as an accountant can genuinely
connect with the idea
of how much anxiety and uncertainty
a lack of great bookkeeping reporting
and tax planning brings us
okay it's kind of funny so here i am the
cobbler
that whose kids have no shoes there's
there's a ton of that that i do
but i'm not an accountant what i know is
i know enough things to be
so dangerous but basically what i have
done is i know that if i
i know what's deductible i know it's not
but i kind of neglected my bookkeeping
because i spend my time either doing
this stuff trying to add value and
generate income but i
and then i'm i wanted to hire an
accountant but i never like like oh
we'll save a minute we'll just clean it
up at the end of the year and then
the following year in 2021 here we'll
have a great accountant and i knew who
that was going to be i work with scores
of you
and i picked one that's a good client of
mine that i want to work with and
long story short towards the end of the
year all of a sudden
that tension starts to build
how much did i screw up how much am i
going to owe how much am i going to get
back
did i screw this whole thing up and if
you can
really own the thought that these
business owners often
have 10 000 2500 5000
8 000 bombs go off in their life
of taxes that they owe that if they
would have had you along their side they
would have been paying throughout the
year and the pain would have been
mitigated in the uncertainty would be
gone and they would be able to plan
and they'd probably reduce it if you can
really own that
that will motivate you okay it should
motivate you that these people are
freaking out they are the american blood
line or they're the the the lifeblood
of any local economy local entrepreneurs
taking something that didn't exist and
making it exist and then growing it
and keeping as much of that possible to
refuel that business rather than handing
it over to the government no matter what
it is
i don't care what you say that drives
local economies that also the fruits of
that labor
drive families and can transform lineage
that should get you excited so i'm
bringing this up because
an s corp or whatever strategy it is
that can help them drastikally reduce
their taxes is the most right now in
2021 what i found was you should just
get excited
like it's like a little game when you
meet people you just be
all focused on them and somehow you want
to ask the question so what do you do
for a living
i do this or that then they ask and then
if they tell you they're self-employed
you're like
this could be exciting and either one
when they ask you what you do you want
to be like you know what i own my own
little tax and accounting firm
so we do ironically and smile with it
like so they don't feel like i got you
you know i actually i help
guys like you we do small business taxes
and then like bookkeeping accounting and
payroll we kind of do it for all
but really what we do is like all year
round
we come to you with tax saving ideas so
we work as hard as we can
to reduce your taxes and then we built
this little
outsourced account model where for flat
monthly fees do
everything for you and you don't have to
worry about it um
so tell me about like do you have an
accountant that you've worked with there
you already have somebody like us or
right so what you're doing there
is is if you're equipped with that quick
presentation
then they'll say something and
the next there's a a little set of
things that you'll want to do
just so you know okay
i use the hey just so you know
and the idea is is that you need to be
ready for a quick presentation about the
most
down and dirty things that will
transform their business and solve their
problems help them thrive or survive
and the s corps is one of them hey just
so you know one of the main tax
strategies are you an s
corp yet yeah yeah we were thinking
about
i think my accountant made me an escort
i'm pretty sure cool well just so you
know
the s corp we specialize in maximizing
the s
corp long story short most accountants
are not very aggressive on this and they
just kind of they don't know what
they're doing
we specialize in maximizing and let's
just say for people that made like a
hundred thousand dollars
if you didn't maximize it your total
self-employment taxes your your social
security medicare
would be like fifteen thousand dollars
but when we're done with people it's
often like
seven or six thousand so just so you
know if you don't maximize that s corp
you're leaving a ton of taxes on the
table
do you guys tok about that because i
would here's what i tell you so
the idea is you're using this hey just
so you know
and that because you would be remiss
if you didn't ask and this is what guys
if you don't
take some risks to lean in
and probe about these really high value
strategies then you're just a
blah accountant you're too worried about
feeling uncomfortable than to go in and
and bring up something that could
possibly transform this person's life
in terms of finances because if they
take that six thousand dollars and put
it in through a sep or a simple ira into
an in
and they earn eight percent over the
next 25 years they're millionaires right
multi-millionaires sometimes they could
literally take that money and become a
millionaire
like you can help them retire and build
so much momentum let alone all sorts of
other things right
but if you're so concerned about feeling
uncomfortable about pushing in
or if you i didn't quite feel it here's
your transition point hey
just so you know are you an s corp
yeah i'm an escort cool because here's
what we do we specialize
in maximizing the s corp and by
maximizing that
s corp what we're able to do is
oftentimes save
three four five six seven thousand
dollars
and i tell you what a lot of accountants
do an okay job but here's what we do for
people
if you want i can look at your tax
return
and a quick look at your books and i
could tell you right now if you're
leaving
if you've got low-hanging fruit for
taxes that could be mitigated
right if you can lean into that and you
can tok to them about
here's what i want to do let me look at
your accountant real quick and let me
look at your checks
i'll tell you what i find it all the
time because genuinely we did this
this is what led to success get your
paws on that tax return
but the s-corp is what's going to
illuminate the option
to actually tok about that tax return
and get your hands on the tax return
because there's a huge chance that these
people aren't helping them at all
and all they're doing is the business
owners they look at the business owner
and they go okay
what should your salary be this year and
they like pencil whip something
and they file it towards the end of the
year they give no advice because they're
chickens
and they don't want to help them right
don't be that be that accountant that
comes alongside and gives that guidance
to help them be aggressive
and and then take the chance in a
prospecting conversation
and i think hey just so you know now
just so you know
one of the things that we do is kind of
based on maximizing
the s corp now are you an s corp yet oh
yeah i've been that for years okay cool
well a lot of times what we find is that
people
they they take what's called this
reasonable salary and they're not
aggressive with it and if you're not
aggressive with it
you leave a ton of money on the table i
mean if you wanted to just you know we
would love
to do an analysis on your tax return and
at minimum you can bring some things to
that cpa and say hey this other guy
said that i should do this what do you
think
and that's what you're doing is you're
you're going in and you're exposing that
faulty relationship you're exposing
that this guy's this other tax firm is
just a historian they're not helping you
so
again some of these critikal points the
s corp is the first one the second point
is getting that tax return right
and all you're trying to do is figure
out what are they doing for the s corp
right
and then the other thing you'll want to
do is just get a peek into their book so
hey i tell you what just add me in the
new
add me into the bookkeeping i can look
around and kind of figure out you know
how many transactions you have and
everything and then
um yeah let me see your tax return just
shoot it over to me i don't know where
it is okay well cool it's pretty easy if
you just go
find it you can send it over to me or i
can send you a vault and we can
get involved in that and whatever it is
so i'm telling you
one of the critikal points is
understanding your value getting excited
about it and pushing towards that s
corp in order to push towards the tax
return if you do that guys you're going
to be equipped
and then what you can do is you can kind
of just put together this presentation
to come back when you offer and we'll
tok about proposing what do you
actually need when you propose
versus what don't you need when you
propose
which will be kind of in the next video
here so good luck god bless guys if you
need help setting up your website or
anything i don't mean this
course to be like another uh sales point
for us but i'm telling you we're
starting to set up so many great in fact
just look at these websites like one of
the ones i really am excited about like
this is uh
this is my own website but this is
showing off quadrant um
if you look at quadrant taxes it's just
a really nice
slick site notike how fast that just
loaded and then scaled that's not just
because it's
so scaled we put in a tool here that's
pretty cool towards the bottom actually
so she helps women entrepreneurs and
she's really focused on
helping them save their taxes and take
back their sanity but even here like
again
we might try and just keep some more
simple language right
so it's either tax plan well she doesn't
even do tax returns she's doing tax
planning
and accounting services is really what
her focus is but down here
we made this little tool and this tool
is meant to be very simple if you look
at this
it's a little slider and you do a before
and after column and this is meant to
just show the before and after
of an s corp right so basically what we
have here is profit social security tax
medicare tax total taxes
before if you made 120 g's you and all
she does is she puts an image
puts this number this number this number
this number and this number this number
this number this number
all this is meant to do is to help her
have something to present and say hey if
you're making 120 g's
here's the type of you might be leaving
you know 9 000
on the table depending on how we're
doing it um
i'm telling you when it comes to
proposing
this is basically all you need
to show the tax plan because one of the
things of the tax plan is there's a lot
that goes into it but let's be honest
you're walking around with the s corp
you're looking for real estate bonus
depreciation
you're looking for some timing things
you're looking for retirement plans
right and all you do
for retirement plans is show hey i think
there's like nine
thousand dollars if we became an s corp
and then just do this
dave ramsey future value calculator
okay this calculator is sweet it's super
ui
it's very easy to use so you go and you
say this person's
20 years old or let's just say they're
put their age in right so they're 30
years old
and then it goes what year are you gonna
so this is a 37 year
future value you start with nothing
how much would you contribute monthly
let's just say 800 dollars right
let's just say we get eight percent
return if we calculate
boom over the next 37 years this 30 year
old when they're 67
we'll have 2 million dollars but you
know what this does is it helps you
extrapolate when you look at what core v
does in a lot of these
there's more complexity to it but what's
it coming down to
i'm gonna put eight grand back in your
pocket and don't just spend it
okay take that eight grand and invest it
and when you do that now you are putting
your money to work plus
you better be careful if you're being an
escort because your social security
check is going to be smaller
it doesn't get much bigger if you let it
go up but it is going to be smaller
you owe it to your clients to tok to
them about that okay
so what i've done is a lot of times i'll
just take this
you take a little screenshot you go to
them and boom
so here's what i'm thinking i think i'm
going to save you nine grand okay
you just pull this up and you don't even
need to complicate the thing and you
pull these
photos up and go over it with them
because that's real right you're not
you can make it look super formal if
you're charging fifteen thousand dollars
for the
the tax plan that's totally fine but i
don't think that's going to work very
long um tax binding is good
i think you could totally charge for it
but
i like making it part of the setup right
and that that that's a whole other deal
but
these critikal points are walk around
with the s corp
whether you're in person you're in video
or whatever it is you're able to present
some really compelling stuff
if you do that so guys i hope things are
heading upward and forward if you need
consulting calls give me a call
um we're going to be doing a group and a
couple different things here but
good luck god bless i hope things are
heading upward and forward for your
business