Six Ways to Make More, Work Less and Serve
Clients Better
• All audio is streamed through your computer
speakers.
• There will be several attendance verification
questions during the LIVE webinar that must be
answered via the online quiz at the conclusion to
qualify for CPE.
• Please note: You will not hear any sound until the
webinar begins.
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Six Ways to Make More, Work Less and
Serve Clients Better
• Presented by Sandi Smith Leyva, CPA
• Date: June 26, 2014
• Time: 2:00-3:00PM Eastern
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Learning Objectives
• Determine 3 ways to increase your profits
so that you'll know where to focus
• Identify 2 ways to save time so you can
work less while making more
• Determine how to raise your fees so you
can earn what you're worth
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Value of this Webinar to You
•
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Less stressed-out
Relief of not having to figure this stuff out yourself
Boost your revenue or profits or both
Gain clarity about your next steps
More time with your family or more leisure time
Better planning – moving from reactive to proactive
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Why me?
• Grew up in Dallas, TX
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Why Me?
• CPA
• Certified QuickBooks ProAdvisor
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Why listen to me
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Why listen to me
“Trust me when I say you need the Kool-Aid Sandi's drinking!”
--JJ Virgin, Celebrity Nutrition & Fitness Expert
• More testimonials: http://accountantsaccelerator.com/testimonials/
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My Why
• You are all a best-kept secret
• Clients need you more than they think
• You have the answers to help small business thrive
• It’s about prosperity for everyone
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3 Ways to Increase Your Profits
• #1 Increase price or change your pricing method
– Hourly
– Fixed Fee
– Value Pricing
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3 Ways to Increase Your Profits
• #2 Increase volume
– Add more clients
– Increase your marketing
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3 Ways to Increase Your Profits
• #3 Increase revenue per client
– Add a service line
– Cross-sell
There are finite choices
when raising revenue
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Marketing Is a Skill
• On a scale of 1-10, how would you rank your marketing
skills?
• Dirty little fact: Marketing vs. technical education
• Price-sensitive clients?
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Increase Profits without Raising Fees
• #1 Increase leverage
– Leverage your time
– “No time to learn time management”
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Increase Profits without Raising Fees
• #2 Lower marketing costs
- Are you using the lowest cost
marketing channels?
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Increase Profits without Raising Fees
• #3 Improve systems and procedures
-Will increase the value of your practice
-Tremendous freedom
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Why Do We Have a Time Problem
• Constant updates in accounting “rules”
• Constant tax updates
• Some of us stop there!
• No time for any other learning, much less innovation!
– Soft skills, time management
– Result is we’re not working as smart as we could
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Your True Worth Per Hour
• The larger of:
-Your hourly rate
-Your total revenue / 2,000
hours
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Time Tip #1
• Learn what it’s costing you to waste time
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What This Is Costing
• If you pick up 1 hour per week:
– At $100/hour * 50 weeks = $5,000
– At $250/hour * 50 weeks = $12,500
• If you pick up 1 hour per day:
– At $100/hour * 250 days = $25,000
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Your True Worth Per Hour
• Start doing $500/hour
tasks first, then do
$10/hour tasks
• You don’t see a dr.
answering their own
phone, taking
appointments, filing…
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Quantum-Leap Productivity
• Idea #2: Learn what a $500 - $1,000 per hour task looks like
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How to Clone Yourself
• If you are trying to do everything yourself
-Need to prioritize instead of be reactive
-Email has trained us poorly
-Very self-sabotaging
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How to Clone Yourself
• If you are trying to do everything yourself
-“It has to be perfect”
-Can’t say no
-“Control freaks”
-Badge of honor - how busy you are
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How to Clone Yourself
• Think of a billionaire you admire
• “Would they be doing what you are doing right now?”
• Use video to record things you repeat
• Use handouts
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1 Secret to Raising Your Fees
• #1 Lower your risk of attrition
– Go up on one client at a
time
– Go up on new clients
– Have a back-out plan
• Don’t underestimate your own
personal need for confidencebuilding
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Your Action Items
• What one thing will you do from this webinar?
[email protected]
972-803-5868
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Thank you for participating in this webinar.
Below is the link to the online survey and CPE quiz:
http://webinars.nsacct.org/postevent.php?id=13377
Use your password for this webinar that is in your email
confirmation.
You must complete this survey and the quiz or final exam (for the
recorded version) to qualify to receive CPE credit.
National Society of Accountants
1010 North Fairfax Street
Alexandria, VA 22314-1574
Phone: (800) 966-6679
[email protected]
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