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3 Keys to Get (High Retainer) Bookkeeping Clients - How to Start a Bookkeeping Business Get Clients

Published on: December 6 2022 by FeedbackWrench

3 Keys to Get (High Retainer) Bookkeeping Clients - How to Start a Bookkeeping Business Get Clients

3 Keys to Get (High Retainer) Bookkeeping Clients - How to Start a Bookkeeping Business Get Clients

hey guys rob sasha from feedback wrench
if you're an accountant bookkeeper tax
professional or even if you're in the
financial services industry i'm going to
show you how to actually close a good
big deal i get uh i'm going to show you
how to do it i've done it 150 times for
nuance financial i've helped so many
other people um so i had my own firm and
now i do marketing and we do marketing
for construction businesses accounting
businesses home builders and stuff like
that but i do a ton to help folks leave
their cpa firm start their own from get
a sweet website set up a good value set
up get coaching around their sales and
get a funnel that actually keeps your
sales funnel full and helps you build
momentum right that's what we do so go
to feedbackrench.com if you like the
idea connecting i'd love to show you our
setup you know what you spend
a little bit um whether it's upfront or
if you go for like a six or 12 month
package that kind of pushes the prices
out we will get you set up with a tool
that will absolutely help you dominate
your competitors help you close business
and i'm gonna tok to you right now
about okay how do you actually close
business okay and the reason why i want
to hit on this is because so many of you
accountants suck at sales and i just
want to be nice about this you're just
not good at it you know why you're not
good about it because you're good
accountants you're good behind the
scenes people you're fine tooth comb
people you usually have an aversion to
rejection your cup is usually filled by
being a little bit more extrovert or
introverted not necessarily some of you
are also extroverts but generally
speaking by being an accountant you've
chosen to be
keeping things in order you don't like
chaos you don't love
throwing yourself out there right and
and not only that whenever you use your
clout or you use your relational equity
to move the ball down the field whether
you're convincing somebody of something
politikally or if you're convincing them
or trying to position yourself as a
guide so that they would choose you as a
salesperson boy that might cost you and
you might not have a lot of practike
most of the time if you've spent most
most of your life figuring out how to be
an accountant you haven't had the tens
of thousands of sales interactions that
i've had the blessing to have we're just
different right so i want to share with
you a couple of things on how to
actually close so first off you have to
run a meeting cycle okay so number one
you have to connect with people visit
with them and when you visit with them
you need to hear how how did you start
your business how did you get to where
you are where are you trying ahead find
out what drives them what challenges
they have what are they trying to do
who's their core customer you want to
discover everything about them because
guess what when it comes to
entrepreneurs we love our business it's
so much a part of us it's almost a
sickness right it can it actually has a
dark side that it will consume us and so
if you can get somebody toking about
their business or their family or their
kids or their hobby boy you're going to
find out what's important to them and
you don't use that for manipulation you
use that to help them you're a guide you
have an idea of where things can go
where you make their life easier by
doing all their accounting they have
pristine financials they avoid big risks
the irs doesn't audit them or if they
audit them things are done right they
reduce their taxes they can build
financial momentum you have a future
that is good for them and you must
believe it okay and it starts with a
connect meeting once you believe that
you say hey let me take a look at your
tax return in your books i want to find
out if you're doing everything possible
to reduce your taxes i want to find out
if things are done right and then i want
to find out what do your books and
accounting look like so let me take a
look at that then what you're going to
do is you're going to do this analysis
get them to add you to the quickbooks
get them to hand over the quickbooks
file whatever that looks like get into
their books find out how big of a wreck
they are find out what things look like
figure out how you can help the most and
then what you want to do is get the tax
return you might have to actually
leverage in and tok to that other
accountant to get it but get the tax
return and then what you're gonna do is
you're gonna look for tax savings now
what i like to do whenever i do a tax
savings analysis so this is how you're
gonna you're gonna close you're gonna
connect with them drive to an analysis
and eventually you're gonna come to them
with a take action
proposal right but before you do that
you have to have some value they have to
be understanding everything that they're
going to be getting and it needs to be
in alignment with what's important to
them and just trust me guys what's
important to most business owners is
increase profitability working on what
they love instead of getting stuck
wearing too many hats they don't want to
overpay in taxes they want to build
financial momentum they don't want to
hand over their estate to the government
they want it to go to their kids and
their grandkids like most of us have
pretty similar best interests we might
have different why's but generally
speaking most of us are fairly similar
similar so i'm just using this current
website so this is cbw accounting and
tax cbw accountant.com she's fantastik
out of cleveland if you're a small
business and you're looking for a great
accountant she is absolutely fantastik
smart as a whip humble kind just awesome
and so her name is catrell
and one of the things that you'd always
want to do now i have a part on this
page said that says should you be an s
corp the first thing you want to do is
how do you portray the potential tax
benefits right now you could use corvy
corvy's fine but really what you're
going to do is you're going to dive in
and find out you know the the big tax
strategies are they using them so number
one are they maximizing an escort number
two are they using retirement plans
should they use a sepia or a simple ira
solo 401k 401k whatever that looks like
three should they hire their kids four
should they be using like the uh
what do you call it the augusta rule
five should they get into real estate
and build a planner on that six are they
using benefits are they using you know
are they just doing their health
insurance plans their hsas all of that
stuff right um and really the core is
just do they have good timing or on
their investments and like are they
doing things they maximizing their home
office everybody like my whole lower
level now is becoming basically an
office are they maximizing all that so
the idea though is you want to come in
and you want to portray here's where you
were at here's where you can be now this
is just a simple illustration tool that
we put on a lot of our websites
they're very similar you could put
whatever you want but the idea here is
just a simple visual that you can use
where you showed the net profits all
right you made a hundred thousand bucks
this is the before column this is the
after you will close more sales if you
show them how much they're going to save
in taxes you could use carvey you could
do all that but you got to remember i
think tax planning is only part of it
not only do you show them tax savings
potentials but you also have to show
them and help them actually do it and
you got to support them if things change
the biggest thing i hate about selling
just a tax plan and not being their
outsourced accountant is if you sell
just a tax plan guess what happens when
they have a huge quarter four they're
going to call you and pay 20 million
dollars for this tax plan can you help
me make adjustments
like you have to be there i think tax
planning is just one of about eight
different value props so but you want to
start with this because it exposes the
lack of engagement that they're
currently getting so
let's just say hey i took a look at your
taxes looked like you made a hundred
thousand dollars you paid in about you
know fifteen thousand three hundred
dollars in self-employment taxes i think
if we were to make you an s corp it
could be maybe possibly and i get it you
have to help them abide by the irs rules
and all of you are different but help
them take a reasonable seller maybe it's
a fifty thousand dollar salary in this
case
we're going to save you seventy six
hundred dollars a year
that's sweet so how do you how do you
actually close more business you
visually tell them this i used to grab a
sheet of paper and just write that but
then the next thing is
you want to bring them over and you want
to focus on value you got to show them
what they're all getting and it needs to
be this overlapping layer there has the
result of the big three so the big three
things that i recommend so if you come
to her website the the three big things
you know what i'm gonna keep you out of
your books i'll get done in a minute
what takes you 25 and i'll do it right
you'll have pristine
financials genuinely no more big risks
no more guessing no more yeah on a scale
of one to ten it's probably a three in
terms of like excellence when it comes
to your actual accounting system they're
gonna be done right and then last i'm
gonna work throughout the year to make
sure you never overpay in taxes these
are the big three things that they want
and then what you do is how do you get
there well here's how we get there right
so what's all included in my service
and you go through this list we clean up
your books establish a perfect chart of
accounts and ensure that you're set up
properly we provide i'm going to provide
an in-depth analysis of your taxes
of your financial situation your debt
your investments and everything and
you're an accounting system i'm going to
dive deep then i'm going to create a
comprehensive tax reduction plan for the
current year and for the future years so
that we can actually look at this year
and in the next couple years to help you
reduce taxes and never overpay again
we're going to provide excellent
bookkeeping every month keep you up to
date and and doing it to perfection so
it's going to be done right we're going
to set up the best payroll and either
run it for you or equip your staff to do
it we'll pay in your taxes throughout
the year this one's huge guys all of us
that are married and we get towards the
end of the year and our spouse is like
are we know any taxes like my
temperature just rises trust me it's in
me too it doesn't even need a spouse to
do it um you'll pay in the taxes for
them according to the tax plan which
eliminates surprises you'll never
overpay or end up with a huge tax bill
again because i'm gonna be engaged in
this and i'm going to just pay it in
that's the other thing guys if you're an
accountant don't like send a tax send in
a check to the no use their payroll
system and pay it in for them just make
life easy for them um
we'll provide monthly or quarterly
reports and management dashboards for
key performance indicators so i'm going
to help you manage your business better
i'm going to set up trackers and some of
you do this a lot some of you won't have
to some clients like this some don't
we'll meet before the end of the year to
make big major tax mitigation decisions
around investments purchases and
strategy guys that's folks
it's huge a lot of these folks don't
even know there's bonus depreciation
section 179 they have no idea the
opportunity they have to buy new
equipment to make more money and they're
sitting on cash and a lot of people
don't even understand what happens with
the cash that's in my business bank
account do i pay taxes on it yup you
need to help them understand that and it
could be you know how many times do they
get done and all of a sudden the next
year they're like oh i wanted to buy a
camera well we should have done that
before the end of the year and you
wouldn't have to pay that that much tax
right
um
we'll close out your books and perform
high levels of year-end reporting so
we'll just make sure you understand what
happened last year we'll do it right
that'll help you manage everything from
your balance sheet to your financial
reporting that you're going to give to a
lender next year whatever that looks
like that closing out last year is
important we're going to make the
year-end tax season a breeze since we've
been doing all the bookkeeping tax
payments and tax plans and then we'll
prepare and file your taxes then we're
going to guide you to build tax
efficient wealth and build
and provide guidance on mitigating risks
for you and your family and your
business folks if you do that and then
what you do is you bring them to your
pricing page here so here's an example
of a price and then you say so we're
going to save you about seven grand in
taxes you're gonna get that list sounds
like that's attractive to you where i
would like you to be at is you're like
our middle client i want you at eleven
hundred dollars a month
and uh i think we're gonna have a twenty
five hundred dollar um catch up because
we got a ton of old bookkeeping that we
need to do how does that sound
and that's how you close more clients
you have to show them the value you have
to know who so first you connect analyze
and then propose when you connect you
find out what's important to them who
they are what their life looks like how
they get there where they're trying to
head all of those by using excellent
questions build a relationship with them
right not to manipulate them but to help
them get to where they want to be next
you're going to do an analysis then when
you come with the proposal you're going
to summarize it all up you're going to
show them here's your tax savings
estimates you know you can't promise
this you don't even have to show them
how to get it then what you're going to
do is here's everything you get
right and then here's how much it's
going to cost and i want you you know
you have a bigger business you have 35
employees
i want you at 2500 a month
and you find out what they like that
will help you close more business like
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