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Value Add for Accountants: How to Give Your Tax Clients More Value

When you sign up a client, you want to think about how you’re going to serve that person over the long run. So many accountants I see they get worried, like, can I provide this person value? Is what I am really doing valuable? Or is my price is so low, when you sign somebody up for tax prep, when you sign somebody up to monthly accounting, how do you plan to serve that person at a higher level in the second year, the third year? 

Do you plan on adding tax planning? Do you add on CFO services? When I think about you working with a client, typically I’ll look at, what am I providing them right now? And what are they paying? But also I always think about what am I going to be able to do with this person later?

Value add for accountants is about thinking in this way. So you can kind of gain confidence in that first sale, that first consultation by knowing that it’s going to get better. I mean, I had a guy recently that worked with us and he stopped working with us two years ago, but he came back, started working with us today or last week actually. He hadn’t had a sale in two years. Hadn’t got a new client in two years since he stopped working with us.  What was interesting was when he worked with us last time, this was two years ago, this was before we did our tax planning event. 

We developed our tax planning materials. This was before we developed our decks. This was before we did our coaching program. Back then we were doing training education. It’s so interesting because I had this sort of epiphany moment where I realized, wow, what we were providing back then compared to what we’re providing now is just night and day.

Value add for accountants is continually doing more for your clients to bring them value. We probably have made a 15-17x improvement in the quality of our products and our experiences in that time period. Over the last two years, we didn’t have our tax planning. We didn’t have our CFO, we didn’t have wealth management. I mean, we didn’t have a coaching program. We didn’t have the consistent event cadences that we now do. We didn’t have a client success department. When you have a tax firm or an accounting firm, you’re just sort of doing the work. You’re not just constantly addicted to improving. I think that’s one of the biggest problems I see is…I talked to a guy yesterday, $1.2 million a year in sales. He’s not committed to growth and I’m not talking about growth just in terms of revenue or salary or net profit.

I’m talking about growth from the perspective of how do you grow the relationship you have with your clients to constantly look for ways to provide them more value. It’s a change of thinking, if you just, okay, I have a tax firm, I have an accounting firm. Okay. That’s great. Or are you constantly optimizing your life, your business, and your team for the value that’s provided to the customer? Are you constantly just sniffing? Like how can I provide them more value? How can I, what specific reports are you going to give them on an ongoing monthly basis? How can I train my team to be able to have a conversation with a business owner, to walk through their financials and understand where they’re at and set goals with them on a monthly basis and do that the same, or maybe even better than I could? How do I actually get better at saving people money on taxes? This is what value add for accountants is all about!

How do I learn new strategies? Not only how do I understand it, but how do I get them to actually implement it and achieve that actual savings in their business? How do I better organize the onboarding process to figure out how I can shorten the days to the person getting onboarded and receiving the ongoing reports, getting value quickly? How can I change the upsell process and what specific products might make sense for me to upsell people into other services? Like, it’s that kind of a mentality. How can I get better team members? What kind of a business owner do I need to be owning a tax, accounting, wealth management firm in order to attract great talent? 

Many times you could say, “Oh, the staff, my staff, aren’t interesting.” Well, you’re not interesting. One of my team members here. He went home for the holidays last year and his spouse, his whole family had a whole meeting and said, “Kyle’s not very engaged with the family. Like, he’s not very interested in everybody else. He’s just kind of doing his own thing.” So his wife confronts him and says, everybody here held a meeting and said that you’re not that interested in them. And he said, yeah, well maybe that’s because they need to be more interesting. That’s probably the same for you. If you don’t have good team members, if you don’t have good employees, you’re probably not that interesting. Where are you going? Are you talking about how big your firm is going to be with potential recruits? Are you telling them you’re gonna do 500,000? Are you telling me to do a million?

Value add for accountants is finding ways to keep improving. You’re telling me to do 5 million in sales and are you telling them and walking through the specific value that you’re providing to clients and how that’s getting better and how that’s getting more interesting and how you guys are doing it differently than other people? Or is it just a job? Is it just a job where you’re going to pay them to come in and peck the keyboard like a parakeet. Is that what they think they’re signing up for? Cause you’re not going to get any interest in people doing that. Not going to get anybody interested in doing that.  So what are you doing? What’s different? How are we actually selling ourselves to potential employees?

Or is it just a place to sit  in a room with bad wallpaper and bang out some tax returns? So, that mentality of constantly improving…I was telling my wife this morning, really one of the greatest compliments is when one of my clients says you guys are constantly trying to make it better. I know that in any moment, things could suck or things are suboptimal. Every moment of life, things are suboptimal, but it’s not important where something is, it’s not important where you’re providing value to the client right now. It could be low. You could be doing 1040s. You could be doing monthly accounting where you’re at right now on the spectrum of the size of your business in revenue, the value you’re providing to customers, the quality of your staff, where you’re at is not that important.

But the direction of where you’re going is more important than where it is. So it just matters, are the services getting better? Are the fees going up? Is the revenue going up? Is the quality of staff going up or is it just stagnant? Is it just stale? So if you’re interested in taking another look at working with us, if you haven’t, we have done an amazing job. I mean, I just forget how much we’ve changed. A lot of our, I don’t even like to call them competitors, cause I just think some of it’s such a joke out there, but some of the other people that people decide to work with instead of us at times, they never change. 

They just do the same stuff.  They’re just the same for like 10 years, they don’t change any of their products. They don’t change any of their services. Every six months I have reinvented this business and we’ll continue to do that because every six months I learn new things and I’m like, what we did before, it was good, but we can make it great if we do this. So every six months we have changed the game. And over the last six months, we switched from doing training and education to doing coaching. We have a 12 month coaching program. I’ve done an amazing job with, it’s pretty cool to watch. Now, whenever somebody signs up with us, I’m doing this video today is Wednesday, January 15th. Within three days, we will get you set up with a completely new sales deck that we have.

It has 160 slides. We have them for tax planning and CFO services where you take that deck, you go out and you present that to a potential client. You could do that to friends, family, network, acquaintances, existing clients. You can do that to brand new people that will help you get through marketing in about 10 to 14 days after we sign up and we show you how to completely change the way you’re presenting the value to the client. So, if you’re just having a conversation with somebody, whether it’s in person or on the phone, if you’re just conversing with them, but you’re not showing them visually all the things that they’re going to get…if they work with you, they’re not understanding the value and then understanding the value. You may not even fully understand the value that you’re providing. Sometimes when people come in, we have to change the services they’re providing.

But a lot of you watching this right now, you’re providing enough value. You’re just not getting the client to see that value and pay for that value. That’s one of the biggest things we help people do. So, if you’d like to see a little bit about what we’ve changed, what it’s like to work with us, there’s going to be a link below this video to fill out an application and you’ll set up a call, I’ll go through and show you one of our decks that we do. So, to understand what we do. it’s about 300 slides, it’s incredible… value stories of people that we’ve helped. The specific methodologies that we’re using right now that we’ve developed over the last few years, but that we’ve really upgraded substantially in the last six months. So if you’d like to consider working with us, those are linked below and I will see you on the other side.

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