Build A Focused Firm with Hector Garcia, CPA

In part 4 of our 8-part series, we'll learn how to create a disciplined, consistent process to win and onboard customers.

Thank you to our sponsor, Avalara! Avalara’s award-winning tax automation solutions help accounting practitioners of all sizes, from sole proprietors to Top 100 firms. Avalara simplifies sales tax compliance with real-time rates, automated returns filing, registrations, tax research and automated tax solutions for specialized tax areas. We live and breathe tax so you don’t have to. Learn more at Avalara.com/Accountants.

-----------------

• (00:00) - Filtering out bad clients


• (00:24) - Welcome to Part 4: Sales Process and Onboarding


• (03:52) - Pre-Sales Strategy


• (04:31) - Defining a few key concepts


• (07:06) - Customers perspective


• (09:23) - Value and guarantees


• (15:46) - Pre-sales marketing strategy


• (17:57) - Thank you to our sponsor, Avalara


• (19:42) - Sales Process Step by Step


• (23:30) - The 5 filters of client selection


• (42:09) - Summary of what these "filters" mean


• (44:03) - Lets apply this theory to a real world example


• (48:31) - The why conversation


• (58:11) - Asking key questions about expectations


• (01:08:41) - Delivering a proposal


• (01:11:51) - Some viewer comments


• (01:15:08) - Onboarding


• (01:26:49) - Thanks for joining, where to watch live and how to earn free CPE


• (01:27:44) - 3 exercises to do if you enjoyed this lesson

Build a Focused Firm Session #4 Slide Presentation
https://drive.google.com/file/d/1Dorglzauml2LS52ak88ZsHBykGsflUMv/view?usp=sharing

-----------------

Join the Focused Firm email list to get notified of future streams and CPE courses:
https://go.earmarkcpe.com/the-focused-firm

-----------------

Get free CPE for listening to this podcast:
https://app.earmarkcpe.com/?course_id=11d08a91-988a-4465-8e0c-e974240b637d

-----------------

Connect with Hector Garcia, CPA:
Website: http://hectorgarcia.com
LinkedIn: https://www.linkedin.com/in/hectormgarciacpa/

Connect with Blake Oliver, CPA:
LinkedIn: https://www.linkedin.com/in/blaketoliver
Twitter: https://twitter.com/blaketoliver/

-----------------

Download the Earmark CPE App:
Apple: https://apps.apple.com/us/app/earmark-cpe/id1562599728

Android: https://play.google.com/store/apps/details?id=com.earmarkcpe.app