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<aside> 🎙️ Show Notes

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As an Accountant, You Should Ask the Questions!

• Client Scenario: Josh explains a scenario of a client owing taxes and not being aware of the benefits that outweigh the cons from paying taxes.
• Mentioning Pricing: When to mention pricing to a potential client.
• Understanding Client Needs:
  • Ask potential clients a lot of questions to get inside their head and understand their needs.
  • Key Questions:
    • Why are we having this conversation?
    • What did your last accountant not do that you wish they had?
    • Why did you leave your last bookkeeper?
• Expertise Over Credentials: At the end of the day, nobody asks about your credentials but judges your expertise.

The Accounting Candy Store

• Client Expectations: Set the expectation of when clients can expect to get your answer on a question and be upfront about what the pricing includes.
• Understanding Needs and Wants: Use the concept of the "accounting candy store" – ask clients to tell you what they want.
• Note-Taking: Always take copious notes in client meetings to stay focused and attentive.
• Legal Contracts:
  • Get a lawyer to help you write your contract or engagement letter.
  • The lawyer will provide a menu of clauses for your protection, customized to fit your business.
  • Bottom line: you need a lawyer to defend your contract.

ABC’s of Closing

• Competitor Reviews: Jay Abraham suggests looking at reviews, especially negative ones, for your competitors.
• Reasons for Firing Accountants:
  • Not getting enough attention (solution: Slack plan).
  • Screwing up their books (clients want to see that you have a system and a process).
• Assurances to Clients:
  • Never plug in numbers, ensuring all numbers are accounted for.
  • Have a clear and concise process for reviewing the books every month.