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Resources From This Episode

Featured Guest(s):

• Charlie Price:

Charlie Price

The High Profit Accountant Community | Facebook

Free Training

Additional Resources:

Time's Up!: The Subscription Business Model for Professional Firms

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Show Notes

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About Charlie Price:

• Charlie Price CPA has been in the industry for over 15 years working in public accounting firms and corporate businesses, mostly specializing in tax. Started consulting with accounting businesses in 2018 now helping to package, promote, and sell premium monthly services like business advisory.

  https://www.facebook.com/groups/marketingaccountants/ - High Profit Accountant FB Community

  https://bit.ly/highprofitaccountant - Free Training How Our Clients Added $100K-$200K+ Revenue to their Firm with 1 Premium Offer While Working Less

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Topics:

• Packaging Advisory Offers and Communicating the Value to Prospects
• Anything around sales stuff </aside>

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High Profit Accountants with Charlie Price

• Charlie Price, a CPA from Phoenix, discusses his transition from public accounting to consulting, focusing on packaging and promoting premium monthly services for accountants and tax professionals. He emphasizes the importance of moving from transactional to transformational services, leveraging technology to automate bookkeeping. Seth David and Joshua Standley highlight the need for accountants to shift their mindset from hourly billing to value-based pricing, using Ron Baker's principles. They stress the importance of asking clients about their goals and transformations, rather than just transactions. Charlie's approach includes a four-step process for packaging advisory offers, focusing on assessment, profitability, strategy, and implementation. </aside>

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Transcript

• https://otter.ai/u/kITiqsMulUcinJ_--SfDM01Vm7U?view=transcript </aside>

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Action Items

• [ ] Create advisory offers focused on client goals and outcomes rather than deliverables.
• [ ] Consider taking on a coaching/consulting mindset focused on client transformation rather than deliverables.
• [ ] Reach out to Charlie Price via The High Profit Accountant Facebook group for advisory offer packaging and sales training. </aside>

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Introduction and Background of Participants

• Seth David introduces himself and mentions his background in accounting videos on YouTube.
• Joshua Standley and Seth David discuss the importance of accounting videos on YouTube and Seth's efforts to improve his channel.
• Seth David and Joshua Standley discuss the informal nature of the meeting and the lack of formal introductions.
• Charlie Price introduces himself as a CPA from Phoenix, Arizona, and explains his work with accountants and tax professionals. </aside>

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Charlie Price's Transition to Consulting

• Charlie Price shares his background in public accounting since 2006 and his transition to consulting in 2018.
• He explains his pivot from public accounting due to a lack of purpose and a desire to offer more value.
• Seth David and Charlie Price discuss the importance of moving away from transactional services to more transformational services.
• Seth David mentions his active study of Ron Baker's book and his plans to integrate its teachings into his high-ticket offer. </aside>

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The Importance of Transformation in Accounting

• Seth David emphasizes the need for accountants to focus on transformation rather than just bookkeeping.
• He discusses the automation of bookkeeping and the importance of offering services that go beyond transactional work.
• Charlie Price agrees and highlights the transformational nature of their work with clients.
• Seth David and Charlie Price discuss the ingrained nature of transactional thinking in the accounting industry and the need for change. </aside>

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Challenges in Pricing and Value Presentation

• Seth David shares his experience with a client who was used to hourly billing and struggled to understand the value of a flat monthly fee.
• Joshua Standley and Seth David discuss the difficulty of explaining the value of advisory services to clients.
• Seth David emphasizes the importance of asking the right questions during sales conversations to understand the client's transformation goals.
• Charlie Price mentions their practice of auditing sales calls to ensure the right questions are being asked. </aside>

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The Role of Mentorship and Coaching

• Joshua Standley and Seth David discuss the importance of having a coach or mentor for personal and professional growth.
• Seth David shares his experience with a mentor who helped him understand the value of self-reflection and the importance of having someone to hold up a mirror.
• Charlie Price highlights the role of mentorship in his own journey and the importance of surrounding oneself with positive influences.
• The conversation touches on the need for accountants to develop marketing and sales skills to build a successful practice. </aside>

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The Transition to Advisory Services

• Seth David and Charlie Price discuss the transition from traditional accounting services to advisory services.
• Charlie Price explains their process of packaging and promoting advisory offers to clients.
• Seth David emphasizes the importance of thinking big and charging appropriately for advisory services.
• The conversation highlights the need for accountants to focus on the value of their services rather than the volume of transactions. </aside>

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The Importance of Empowering Clients

• Charlie Price discusses the importance of empowering clients to offer powerful advisory services.
• He explains the two key elements of their approach: having faith that it's possible and building evidence through action.
• Seth David and Charlie Price discuss the role of mentorship and community support in building confidence and momentum.
• The conversation touches on the importance of asking the right questions during sales conversations to understand the client's goals and pain points. </aside>

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The Role of Marketing and Emotion in Accounting

• Joshua Standley and Seth David discuss the importance of marketing and emotion in accounting.
• They emphasize the need to focus on the transformation and benefits of advisory services rather than just the technical aspects.
• Seth David shares his experience with a salesmanship class and the importance of effective communication in marketing.
• The conversation highlights the need for accountants to think outside the box and offer services that create value for clients. </aside>

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The Process of Packaging Advisory Offers

• Charlie Price explains their process of packaging advisory offers for clients.
• He mentions the four components of their advisory offers: assessment, profitability advisory, strategic planning, and implementation.
• Seth David and Charlie Price discuss the importance of presenting these components in a clear and compelling way.
• The conversation highlights the need for accountants to focus on the value of their services and how they can transform clients' businesses. </aside>