Heads up: This is an awesome episode!! Robett Hollis joined Mel Power on the podcast from MYOB Partner Connect in Queenstown.

Show notes:

Robett starts with some awesome points about offense vs defense in terms of relationships and value.

He believes there are ways you can scale and hack relationships better.

It's hard for some accountants and bookkeepers sometimes to really engage with clients personally. It's easy to send an email and stay behind the office door. It creates a culture of not really engaging with clients, which makes it easy for people to switch advisors.

AI, data and machine learning is coming from everywhere but it's those human relationships that are actually even more important now. It's not always about the money, it's who do I know, who do I trust and can they execute?

In a market where everyone does everything, what's your point of difference?

If you are driven by a copy paste mentality then you are stuffed! Putting your logo on a faked up jpeg just won't cut it in 2020.

It's the truth, it's uncomfortable, but it's the reality.

Be strategic about your engagements. Figure out how you stand out.

How are different from the accountant down the road? We don't want to be grey. We want to stand out.

They're trying to scale things that aren't scalable - their time.

How does an accountant that isn't traditionally a marketer or a salesperson do this?

It depends on how they currently engage and what type of business they want.

Robett shares his story about Brad the Jeweller who survived the GFC. He was amazing with people, he aligned his strengths to where he could actually win.

Where do your strengths lie? What are you passionate about? What format could you exist on that would add values to other?

Play to your strengths and you'll do a lot better.

Paralysis by analysis - they know they need to do something but don't know what.

Get an expert in that knows how to do all these things (hint hint: we have a Revolutionary Mentoring program just for this: find out more

When you're uncomfortable with that world it is hard. But it's important to remember that for small businesses they don't understand numbers and spreadsheets and they need help.

Smartnerships - smart partnerships. Robett's math on partnerships is 1+1 = 3

Build your dream team, get people to do the things you're not great at. It's ok to bring in the big hitters.

You can't scale greatness alone. 

Find your weapon and bring them in.

What can you do? Don't wait for the opportunity with other people. What can you do right now?

Scale value - you can't catch up with 100 people for coffee.

Are you going for elephant or mice? Elephants you need bespoke one-to-one creation, you need the creation. What's their world, where do they play? For mice you need scale. You don't just go to Snapchat or Facebook

Robett's Three E's

Eyeball - where is the eyeball of that specific person.

Educate - on your brand and your product.

Execute - what's the call to action, the follow through?

Robett's Call to Action

Laser focus on who the eyeballs actually are. Otherwise all that happens around it is just noise.

Go from shotgun to sniper, find the hook and go deep.

Find out more about Robett: https://www.linkedin.com/in/robett/