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SESSION 5: What is the best practice for offering/selling business advisory services, so that the clients want to buy and don't feel like they are being sold to?
During this webinar Mike and Trent will cover:
- What forums do you use to offer/sell the services to your clients?
- What skills and systems will enhance the conversion rate?
- What are the Top 7 mistakes accounting firms have already made when doing (trying to do) this?
ABOUT THE SERIES
Many firms would love to have Business Advisory as a revenue stream to their P+L but the reality is, they struggle to position it with their clients and as such lose momentum and carry on doing what they always do.
A Country Practice Accountants Group, Thrive Advice and Teach it Forward present this exciting new member-exclusive webinar series to help demystify and simplify Business Advisory.
Hear from two champions, Mike Crowley and Trent Taylor, who have implemented and rolled this out over a decade. They will talk frankly about,
- The successes and challenges they've experienced to ultimately provide you with guidance and direction so that you don't make the same mistakes they've made along the way;
- The simple steps you can take to IMPLEMENT effectively; and
- How to align your team members to share your Advisory vision.
SERIES STRUCTURE
We will be running 5 bi-monthly sessions as part of the series from June 2020 through to February 2021 plotting a course for your Business Advisory Success:
- 23/06/2020 - How to create capacity – really! And then what to do with that capacity?
- 04/08/2020 - What are the business advisory services you can use AND what is the best order to roll them out in?
- 07/10/2020 - What is best practice to roll out BD services – ala, when you start, HOW do you actually do it?
- 02/12/2020 - What people do you need in your firm to run a successful advisory side of the business?
- 10/02/2021 - What is the best practice for offering/selling business advisory services, so that the clients want to buy and don't feel like they are being sold to?
Speakers
Started in accounting & business advisory: 1991
Qualifications: Accountant FIPA, DFP.
Specialist areas: Mentoring growing businesses and business owners, asset protection, complex tax matters, superannuation & retirement planning.
Other loves: Family & friends socialising, travel, beach, food & wine (particularly around Orange), music and gardening.
Trent Taylor
CEO & Founder of Teach it Forward
Trent Taylor – CEO & Founder is a global award winning business growth and leadership trainer/coach whose 2 simple rules are; 1) Be curious, and 2) be congruent (practice what you preach).
He is a believer that the accounting industry has a REAL place and CRITICAL role to support business owners in the community grow themselves and their business.
Trent strongly believes it is not how big your top line or bottom line is in your firm, it is whether or not the business is providing for you and your family in the way you want it, that matters. What is the point of making huge dollars yet have no time with the people you love the most?
This is why the CONSISTENT approach he takes to working with clients is;
- Simplify the business structure and make it transparent (you cannot fix what you cannot see)
- Make the business sustainable, scalable and sellable (in that order) by upskilling your team into using the systems and processes needed to keep the standard of service you deliver clients at the highest level (so you don’t have to do everything
- Having the business owners learn to communicate and lead in a way that has your clients WANT TO WORK WITH YOU in more ways that just the tax side of your skill set
While different to a lot of coaches, the continual feedback Trent receives from his clients is 1) It makes sense 2) It actually works and 3) Why did I not do this earlier in my career. You will hear Trent say and think about this – “It is impossible to grow a business, you can only grow the leaders of a business to generate fiscal and cultural changes that make a difference!”
At Teach it Forward we teach and empower Accounting Business Owners in a very personal and individualised way, so you feel heard AND learn what YOU need, to make the changes to the business, so your family gets what it needs!"
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