GROWTH & PROFIT ACADEMY | Video Podcast

[font_size font_size=”28px” line_height=”38px”]’Person first, client second’ is one the core principle we have at My Accountancy Place, which enables us to serve our clients to a much higher level, give them far more value and which has contributed towards growing our monthly recurring revenue by 50% in the last nine months alone.[/font_size]

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Not only that, when you fully embrace this philosophy, it enables you to…

* Improve retention rates

* Develop lifelong relationships with your clients

* Sign clients up quicker

* Have them buying more of your most valuable services

* Have more fun

It’s a very subtle shift in thinking and seemingly backwards in some respects and therefore very few accountancy firms around the world ever make it.

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[font_size font_size=”28px” line_height=”38px”]Fee reviews are dead. We can no longer just carry out fee reviews like we have done for many years, where once a year, we sit with our clients and we explain to them that your fees have now gone up. Because what they think is, “Right, so you want to charge me more for the same services.”[/font_size]

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Your clients are more powerful and more knowledgeable than they ever have been before.

They’ve now got technology in place. They can see an instant snapshot of their finances on their phone. They can go on google and they can find anything they want. Google completely wiped out the value of knowledge. So, no longer is your knowledge of any value at all because your clients can find anything out themselves.

There’s books explaining this, courses explaining i t and mentoring programmes explaining it. Your client is so powerful, so knowledgeable, they’re not going to just stand for you saying, your fees have gone up and accept it.

What we need to do is be far more encompassing.

We need to look at a far wider range of factors when we carry out these “fee reviews”. Yes, your fees will come into it, but that is not the focus.

If you’re carrying out fee reviews, that’s all about you and your client doesn’t care about you, your client cares about themselves and their lives and how you can benefit them.

If you’re only carrying out fee reviews then you’re only thinking about yourselves and we need to switch that focus over to the client.

We need to be thinking about THEIR goals – their LIFE goals and their BUSINESS goals.

We need to be looking at the OBSTACLES that they’re currently facing, both personally and in their business as a whole.

We need to be looking at their CURRENT CIRCUMSTANCES that they have….. so what is their annual revenue, what number of staff do they now have, how many transactions that they have?

We need to look at the level of service they need from us and what speed they want to move forward at, because all of these different factors are going to affect the level of service they need and therefore, the price that they’re going to pay.

Yes your fees will have gone up, but that can’t be the focus.

This process isn’t a fee review, it’s a client review, it’s a gold review, it’s a success review, it’s a growth review, it’s an anything review, other than a fee review because nobody cares about the fees, they only care about themselves and how you can help them achieve greater success faster.

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[font_size font_size=”22px” line_height=”26px”]People do business with people. Yet we forget this and believe that people do business with our company. They don’t. They always do business with you, because your business is just an extension of you.[/font_size]

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Think about your favourite film. What is it? And why do you love that film? Is it because of the story, the cinematography, the special effect? More likely, it’s because of the characters in it which you connected with on some level.

Fans of Apple love their products, but fell in love with Steve Jobs. They believed what he believed which helped them to form a strong and deep connection with him and his company.

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TELL YOUR STORY

You’ve got to tell your story. Explain where you’ve come from, where you are now and where you going. Explain what you believe and why you believe it. Tell people your flaws. Tell people your passions. Use the words that you would use.

It won’t resonate with everyone, but it will resonate with the people who matter.

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HEAR MY STORY

You may have already seen this on the homepage or up above, but, watch it again, listen for the words I use and develop a similar structure for yourself. Then share it below in the comments. I’d love to hear it.

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[font_size font_size=”24px” line_height=”36px”]What is the #1 marketing strategy? What is the ultimate marketing strategy which can grow your business geometrically and it needn’t cost you a penny? Which is the best marketing strategy that will outlive Google, SEO, Facebook, Social Media and nearly everything else you’re doing? Do you know? Would you like to?[/font_size]

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I have been working with a major high street shoe company recently and I revealed to them, the idea of the “ultimate marketing strategy”. And as simple and as obvious as it is, it blew them away and is set to transform their business.

So watch this short 4m 44s video and learn the ultimate marketing strategy that could transform your business too (I also tell you the #2 and #3 strategies too so sit back, strap in and press play.)

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[font_size font_size=”24px” line_height=”36px”]If you’re in business, then you are investing time and money into attracting customers. You then have an ethical obligation your to your clients and customers to sell to them.[/font_size]

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I went to a Car Showroom to buy a car with money in my pocket, and the salesman f*cked up to the point where we walked out and bought a car from down the road.

This is a story of what happened and the Seven Key Sales Lessons you can learn for your business.

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Which of the 7 points will you apply to your business? Please share below.

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[font_size font_size=”24px” line_height=”36px”]Knowing what to say is one thing, but the tone in which we say it is another thing entirely. It is said that what we say, the actual words, only communicates about 7% of what we mean. However, the tone in which we say it accounts for 38% of what we mean.[/font_size]

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Do you know what tone of voice your staff use? Do you know how much their tone of voice is costing your business? Do you believe you have any control over it?

In this short video I explain the importance of your team’s tone of voice. I give an example of where a company’s tone of voice cost their business money. And I explain what YOU can do to make sure your team uses the right tone.

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[font_size font_size=”28px” line_height=”42px”]What I want to talk about today is something that’s had a huge affect on my life, and has a big impact on my client’s lives, especially on their teams that they have in their businesses. It’s all about an above or below the line attitude.[/font_size]

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I’ll bet you’ve come across this before, but basically above the line, is all about ownership, acceptance, and responsibility; and below the line, is blame, excuses, and denial. It comes down to where is your response? Where does your attitude lay? Is it an above the line or below the line response?

Now the most important one above the line for me is responsibility. By accepting responsibility for everything, it means that you are able to respond.

This is a very powerful position. It means that we can do something about it. Whenever we’re blaming other people, making excuses, or denying that it’s happening, it keeps us out of power. It makes us a victim. It means that we can do nothing about it. And while it’s nice to think that you’ve an above the line kind of guy or kind of girl, very often it’s easy to creep below the line.

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EXAMPLES OF AN ABOVE THE LINE ATTITUDE

Let me give you a couple of examples: I was working with a client recently and they were trying to make some sales. When I was speaking to him he says, “You know what, the clients, they’re just not getting back to me. I’m not making the sales because they’re not getting back to me.”

Now straightaway I could say, “Listen, is that an above the line or below the line response? Well it’s below the line because you’re blaming the customer;” ‘They’ve not gotten back to me.’

Let’s take it above the line. Taking the same response, above the line is, “I’ve not gotten back to them.”

Now as soon as you say, “I’ve not gotten back to them,” it puts you in a position of control because that means that you can get back to them; you can do something about it. The same guy I was talking to me and he says, “Yeah, I have not made as many sales because the customers just can’t buy; they couldn’t afford it.”

Yeah, take it above the line again. Listen; taking it above the line means how can you help them to afford it? How can you help them to purchase your product? What finance deals can you put in place? As soon as you accept responsibility for everything that’s happening, it means that you are able to do something about it.

Listen, nothing is happening to you. Everything is happening because of you

Listen, nothing is happening to you. Everything is happening because of you, and as soon as you accept that one fact, it means that you can start taking control of your life and taking control of everything that is happening to you.

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GET A FREE ABOVE THE LINE POSTER

Look in the Resources section, and I’ve created this Above the Line and Below the Line poster for you to download. It’s completely FREE. Get it pinned up on your wall and ask your team – this is really good for your staff.

So when they’re saying things when you say, “Why hasn’t this happened,” or “Why has this happened,” listen to what their response is and then very quickly, you can say, “Is that an above the line or below the line response?”

Get them onboard. This one thing will really drive things forward. It keeps everybody’s attitude totally positive. It never allows any negativity to creep in, and it really generates massive results, which you are in control of.

Guys, live above the line…

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Tony Robbins taught me that in business (and life) you will have experienced the phenomenon of BREAKING POINTS time and time again. You will certainly encounter them again in the future & you may even be experiencing them now. Knowing what they are, how to break through them and what’s on the other side, gives you a massive advantage.

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I first experienced BREAKING POINTS when I went to see Tony Robbins a few years ago. He worked with me to overcome the breaking points I was experiencing in my life and in my business, and when he showed me how to break through them, the results were instant and astounding.

In this short video I explain what my understanding of breaking points are and how I help my clients to smash through them time and time again.

If what I tell you in this video resonates with you, then please please please, share your comments below and even better, share this article with someone you know, who is hitting one of those breaking points right now.

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It is so easy to become distracted when you’re in business for yourself. There are people who want to waste your time, tasks which seem important but aren’t and just the massive amounts of crap you’ve got to deal with every day. Staying focussed on what’s important is a huge challenge, which is why I’ve developed the Battleplan of Battleplans to keep me, and you, on track.

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I become easily distracted. It’s just so easy. Who’s emailed me? Who’s that calling? Who’s that text from? Ooooh, who’s just connected with me on Linked In? Should I grab a coffee? Hi, not seen you for a while. Of course I can help. It is so easy for your day to become hijacked with the noise of the World & we lose site of the key tasks we must do each day.

If we are to stand any chance of achieving our goals we must stay laser focussed on the few, critical tasks that need completing each day.

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HOW THE DAILY BATTLEPLAN WORKS

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HOW I DEVELOPED THE DAILY BATTLEPLAN

Over the years I have studied the World’s leading business experts on daily goal and task setting. The likes of Jim Rohn, Tony Robbins, Brian Tracy & Grant Cardone. And I have brought together the best bits from everybody to produce the James Ashford Daily Battle Plan. I complete it at the end of each day so I know exactly what I need to do tomorrow to take me closer towards my goals.

Maybe you’re able to keep on track and know instinctively what must be done each day, and, you get it done. Or maybe you’re like me and need a powerful tool to help you cut through the noise and keep on track

If that’s true, then download my Daily Battleplan. Just fill in the form, download the PDF and get using it.

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DOWNLOAD THE DAILY BATTLEPLAN

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BOOM.