3-Step Formula on How to Get Referrals

Last week I wrote about a magic three-step system for doubling your referrals. Why? Most tax business owners tell us that referrals are your single most important source of new clients. But, few of you make a point of asking for those referrals — effectively — and fewer still have systems in place for generating those all-important referred prospects. Since they still don’t teach how to get referrals in accountants continuing education, we’ll cover it here. Last week's article struck a … [Read more...]

Leveraging Current Clients For Business Referral

I've done hundreds of new member consultations. One question I always ask is "what's your best source of new clients?" The answer is almost always, "business referral." But lately, I've been pulling a bit of a Columbo and asking "just one more thing." Specifically, I'll ask "what systems do you have in place to generate those all-important referrals?" And then there's an uncomfortable silence on the other end of the phone. After all, they don’t teach this kind of stuff in accountant … [Read more...]

Using Newsletters for Email Marketing to Build Relationships

Finding a way to stay in touch with clients and prospects is not only a great way for marketing financial planning, but a great way to create loyalty and softly stay in front of potential clients or prospects in your pipeline with email marketing. Providing your clients with an attractive personalized newsletter is one way to accomplish this.  The newsletter can serve as a means of communication – 12 touch points throughout the year.  The last thing you want is for your clients to hear about … [Read more...]

How To Turn Email Subscribers Into Paying Clients

Two weeks ago, we shared a blog called How To Create A Website That Converts. The million dollar question is, if a conversion for you is getting people to sign up for your email list, what do you do once you acquire all of those email addresses? Today we’re going to share some tips that will help you stay softly in front of your prospects without a lot of pressure and eventually, turn some into paying clients. If you think email marketing is all about pitching what you sell, think again. … [Read more...]

Must-Have Marketing Resources

You may not realize this, but unlike a lot of financial advisors like yourself, most CPA’s we talk with absolutely HATE marketing. They see it as time-consuming, confusing, expensive and often, difficult to quantify—and that’s exactly why it never ranks a spot on their top ten list of “favorite things to do.” The problem is, marketing is an essential component of every business success story. It’s next to impossible to build a thriving business without some form of it.  After all, if you … [Read more...]

Must-Have Marketing Resources

If you’re like a lot of CPA’s we talk with, you hate marketing. Often seen as time-consuming, confusing, expensive and often, difficult to quantify—it really struggles to rank a spot on your top ten list of “favorite things to do.” The problem is, marketing is an essential component of your business success story. You really cannot build a thriving business without it.  After all, if you don’t control the way your business shows up in the marketplace, someone else will. And considering the … [Read more...]

Four Ways To Increase Cashflow In A Business

Do you know, I mean really, really know what worries your entrepreneurial clients more than anything else? No, it’s not their competitors. Nor is it staffing. Or operations or many of the other things you may have thought about. The #1 thing that keeps entrepreneurs up at night is money. They’re worried sick that they simply won’t have enough money to make payroll, pay their vendors, cover the rent and in some cases, continue to keep the doors open. They need cash to grow their business … [Read more...]

The Power of Partnering

I’m often asked about the best thing someone can do to market their tax planning business. If you’ve watched me answer this question before, you’ve heard me explain that relying on one idea won’t get you the success you desire. However, that doesn’t mean that all marketing ideas produce the same results. Of course there are some strategies that work, and others that don’t work so well; the magic is in finding the best combination of tactics that will produce the greatest results with minimal … [Read more...]

How to Escape the Time For Money Trap

You know the problem with this time of year? We’re exhausted, burned out and need a break. And most of us finally take a few days off post 4/15. It’s great, right? Just one problem. When you make your money from selling time – taking time off has a cost. Trading time for money is a trap – like having a job. You don’t make money unless you are working. If you take time off, you don’t earn income. In the end, you may find yourself feeling like you just can’t afford to lose that much … [Read more...]

New Tax Law – Staying Current

New Tax Law More than many other professionals, tax professionals are constantly faced with the need to keep their knowledge and their skills current. Tax laws change – sometimes dramatically – from one year to the next. If you’re not up to speed on the latest changes, you’ll wind up making more work for yourself and potentially costing your clients money. What makes this situation even more frustrating is that the government often makes changes at the last minute, and that it takes time for … [Read more...]