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Retainer Clients during Tax Season - Bookkeeping Business, Tax & Accounting Firm Startup

Published on: December 6 2022 by FeedbackWrench

Retainer Clients during Tax Season - Bookkeeping Business, Tax & Accounting Firm Startup

Retainer Clients during Tax Season - Bookkeeping Business, Tax & Accounting Firm Startup

hey what's going on everybody rob
satchem feedback wrench this video is
again for the accountant's bookkeepers
tax professionals if you're looking to
start or grow an accounting practike
this video's for you and it's because
there is an urgent time upon us right
now tax season is coming and what i want
to tok about is there's this tension at
play if you've watched any of my videos
go back on my youtube channel go to
feedbackrench.com and if you watch all
my videos i make the case that the best
type of accounting practike to make is
one that doesn't specialize in just tax
returns because you don't want to be the
typical tax accountant and i'm going to
make a case for how you have to
make hay right now and how you can use
your digital marketing to actually get a
ton of customers that aren't just tax
return customers but would be your
monthly retainer customers that pay you
between you know anywhere between 250 a
month and 4 500 a month depending on
what it is that you are able to deliver
in this in this
client model i call it the outsourced
account model and if you jump on my
website if you go to feedbackrench.com
go for accountants here you'll see that
i've got a page that toks about our
websites for accountants you'll see that
i have a whole set of artikles
that explain here's all my blog posts
for this but if you go and check out my
online course here it's 500
and this 500 is going to be well spent
it will show you how to build and
outsource the counting model and just go
watch the other videos i'm not going to
hit on that right now but here's what i
want you to know when you're doing
if you're trying to get business right
now i want to hit on something real
quick because um there's a lot of stuff
out there when it comes to how to
generate a steady flow of customers for
an accounting practike do you do
linkedin messaging and outbound i think
there's a place for that do you do lead
magnets to a niche on facebook and you
just do a click funnel site but for the
love of god don't do click funnels come
to us we'll build you a much better
website that does everything a
clickfunnel site would do and it won't
look like spam
um or should you do you know outbound
calling and cold calling and
i want to show you what it is that will
actually get you customers as an
accountant and as a bookkeeper and
i want to give you one actionable right
now that you can set up and do
that will actually get customers for you
but
before i do that what i want to do is i
want to tok about this dynamic and the
dynamic is the difference between what i
call the outsourced accountant model and
the typical account okay and really it's
about the typical accountant you know
when i first started nuance financial
tax and accounting my old tax firm i had
basically gone out and i was a financial
advisor i had my series 7 series 66 i
was doing investments and i had watched
all these investment advisors position
themselves to tok about taxes and
estate planning in order to earn the
business around certain financial
products and i had this great idea that
i'm like you know what i'm going to go
learn tax planning for self-employed
individuals then i want to specialize in
401k plans set by arrays simple iras and
i build this plan i go out and i find
you know probably between i think it was
like seven or eight different uh
self-employed people real estate agents
construction people a guy that owned his
own business and i go out and i buy them
lunch and i sit them down and i show
them like well here's my proposal you
know do you have somebody that handles
your tax planning in fact here here's
kind of an ahead of packet that i had
made on microsoft word and i was showing
them like here's how to do an s corp you
know here's some examples if you were
making you know 200 000 or 80 000 kind
of had some examples of how much they
would save in taxes and then it was like
bring this to your accountant no matter
what and then if you like the idea look
at how much you can save with a solo
401k an individual k um or maybe a
simple ira
all of them said the same thing they're
like rob yeah we'll do the investment
someday but that's
but this accounting thing this tax
planning thing my guy doesn't do that
our accountant we just go towards the
end of the year and like i don't know
they tell us to make some purchases
right before the end of the year maybe
and then you know here do a regular ira
and what i realize is that the typical
cpa typical tax accountant the typical
even bookkeeper tax person
what it is is that they sell a
commoditized service what they do is
they sell you know a personal tax return
for three four hundred bucks
150 whatever that is they sell a
business tax return between 500 and 1500
depending on what they think they can
get
and because they are trying to make hay
during tax season they're too busy to
actually stop and pump the brakes
and dive into that tax return and truly
give it some analysis to identify what
their financial position is what kind of
things they could do to drastikally
changing taxes
and it's because they're too busy and
then when i started to get to know some
more cpas i realized that
they're basically hammering through
hundreds if not some cases thousands of
tax returns they're just filling out the
information on that tax software they
are not pumping the brakes and doing
deep analysis and that's something that
i learned
so basically we put together this little
firm that would always pump the brakes
and then rather than do just tax returns
we made a model and we called it the
outsourced accountant model and when you
worked with us you would always get the
same set of
value propositions and the idea was is
rather than get busy too busy doing
mediocre easy work tax return work we
would save our capacity in order to do
some really meaningful stuff and i just
want to hit on this real quick i won't
read all of it but and i'm going to get
to how do you fill your sales funnel
right now i don't want to get
sidetracked it has to do with call us
we'll set up a we'll set up advertising
in a website for you but
real quick what i want to show you is
what this outsourced account model does
so number one um all clients get their
books set up and perfectly cleaned up
right number two you'll take an this is
what an accountant will do for a small
business you'll take an in-depth
snapshot of their taxes their financial
picture and accounting system you got to
do a snapshot number two you'll create a
comprehensive tax plan focusing on both
the current year taxes and the
subsequent year number three
four i'm off you'll then do all the
necessary screwing around within reason
to get them optimized for that tax plan
which means you do the s corp which
means you set up the accountant do it
for them don't make them screw around in
this stuff
next you'll then keep up their books
you'll keep their books up to date with
the high levels of bookkeeping right do
good bookkeeping for them then you'll
set them up
on the best payroll system and either
run the payroll system for them or teach
them how to do it while providing
customer service remember if they're in
s corp they're going to need a payroll
system you'll then provide monthly or
quarterly reports with real feedback and
coaching throughout the year you'll
eliminate the tax liability surprises
this is huge eliminate tax liability
surprises when they answer quarter four
like right now all of us business owners
are freaking out do we get a ten
thousand dollar tax return or am i gonna
owe twenty thousand dollars we have no
idea if somebody's not coming alongside
of us to help us understand our tax
estimates and to do some tax planning
partikularly along an s corp tax plan
where we're determining this payroll
thing and paying it in we have all this
anxiety towards the end of the year we
have no idea what's about to happen
right you should come alongside a
business owner and b yoda they're luke
skywalker they don't know how to use the
force they're stuck you need to guide
them through to have this peaceful
situation where they've mitigated taxes
you've provided a good outcome
next you'll meet before your end and
help them make tax mitigation decisions
pre
or proactively you'll close out the
books and perform high levels of your
end reporting you'll make the year-end
tax season a breeze because you've done
everything throughout the year you'll do
all the tax returns for the business
owner and their family right just do you
get
you have somebody who has you know sons
and daughters and grandkids or whatever
that just do the whole family but only
do theirs you'll help provide wealth
building strategies for the owner
bordering on being their financial
planner you're not going to be that
financial planner but you can border on
it and then you'll help them mitigate
risk recommending trusts life insurance
disability insurance and other simple
common sense risk mitigation tikniques
so what i want to hit on is that that's
what you're going to do if you do that
you can charge a monthly retainer but
you can't be this typical accountant
that's too busy just focusing on the end
of the year and usually the reason why
you get stuck there is because you're
not being a leader you're not being a
leader to that client
they're stuck in the quagmire
you have a preferred future for them
rather than living in the in the
nonsense of the moment in the tyranny of
the urgent
move them to the non-urgent important
things and basically force them hey
we're going to connect
now to set up a tax plan for next year
and in order for you to get this you got
to be part of my model and what we did
is we made sure that we weren't doing
one-off taxes we were only stiking to
our model and by stiking to that model
we were able to deliver on a small group
of clients with a high monthly retainer
in comparison to everything else so what
i want to hit on real quick here is what
is it that can get you in position you
got to remember that you need to do
a meeting cycle when people reach out to
you
you want to set a a connect meeting to
get to know them just pique their
curiosity about how you can make their
lives better number two you got to do a
good
meeting or analysis you have to dive
into their accounting and into last
year's tax return and even take a look
at their bookkeeping and everything just
to make sure you understand the scope of
what they've got going and some of the
tax planning opportunities then come to
them with a proposal and after that you
want to provide the proposal with an
actual scope of work and an actual
monthly billing right and then make them
jump into that but uh what i want to hit
on right now
is that when we when we do things for
people our goal as a website company for
accountants and bookkeepers how do we
create a steady flow of sales for you
and i'm gonna give you something away
for free here right um really what we do
is there's two things we build a high
converting website and we do marketing
and and have we generate traffic and
market share with paid advertising we
build a sweet mousetrap and then we buy
seed for your farm we actually fuel
things with advertising right and as you
move through here you're gonna find that
there's stages to this they go through
curiosity enlightenment and commitment
and really what's happening is we're
trying to take people that are strangers
make them visitors on your content
eventually becoming a lead and
eventually becoming a customer and the
way we do that is we use advertising and
content a marketing funnel
a sales funnel and an onboarding process
to help people move into sales but
here's what i want to hit on real quick
here's what's going to help you actually
get sales guys and i want to move really
quick here the core is paid search
advertising with remarketing go watch my
other videos i tok about this a lot
paid search is the most predictable
thing you can do to get um
to get clients and this is why you have
to make hey right now you need to do
this if you actually want to get in
front of people everybody looking for an
account or a tax person you need to get
in front of right now and if that means
you get in front of 20 kind of
not
outsourced accountant type leads that's
fine in order to get in front of two
really good ones you can't be picky on
the front end to a degree
about the types of leads that are going
to come through your marketing funnel
right so here's what this is is um
and you'll see me going back to this
these are the monthly average searches
around these core commercial keywords
for accountants and bookkeepers and what
you'll see here real quick is that
there's these giant spikes right you're
obviously in a feast or famine sega
accountants near me towards the end of
the year and through tax season have a
giant spike 40 000 a month but almost
all of them are right here right now
folks if you want to grow your business
even if you want to do the cfo model
you're doing tax planning you're doing
this outsource account model you have to
have paid search advertising with a good
remarketing campaign right now because
you can command market share you can get
in front of the people that are looking
for this and you can create so the idea
is you do paid search ads you got to
spend between
10 and 40 a day somewhere in there to
get in front of people with a paid
search ad
that will cause them to click on your
website now you got to have a website
that actually converts and conveys your
your value proposition makes the case
that you should be the one to solve
their problems but then you want to have
a remarketing campaign so once they've
been to your website you make a small
audience on facebook instagram facebook
and instagram linkedin
youtube and google display and i'm
telling you you don't have to spend a
lot in this if you commit between 10 and
30 a day so now we're toking you know
500 to 3 500 a month somewhere in there
to make sure that people are you're
filling your sales funnel right now
remember that every one of these
customers that you get are probably
going to be 500 900 1500 a month clients
go buy my course for 500
to learn how to actually do that um and
and i'm telling you this is a super
helpful course people love it go to
accountants go to this online course and
what you'll see
is this is i gotta fix that button um
how do you actually get people to take a
step with you and to run this amazing
account and practike this will show you
exactly how to do it
but what i want you to know right now is
it's time to make hay right you have got
to come in and get a paid search ad in
front of people because it's about
timing
and if you get in front of them have a
remarketing setup we can do that for you
but here's the bottom line guys
right now there's this giant spike of
people looking for solutions they need
tax accountants and if you have a paid
search ad you will command a ton of
traffic and hopefully your crm you know
i would recommend using hubspot we set
that up for people um your crm will get
filled with people small business owners
looking for help in this stuff and right
now you got to do a paid search ad you
have to intersect with these keywords if
you go to my website um and go to blogs
there's actually a
two so go to blogs
here's an artikle about the outsourced
accountant model then when you come down
here here's seo for accountants and cpas
where we have that list of the keywords
that you should be paying attention to
how many um keywords there are out there
and these are keywords for seo or for
paid advertising we'd love to help you
go to feedbackrunch.com like and
subscribe to this video if you're seeing
it we'd love to help you actually get
customers right now reach out we can
help you and we can create a predictable
situation where you just turn that
advertising up or down and it will fill
your sales funnel good luck god bless
appreciate your time