November 6, 2025 • 59 mins
You’re not invisible. You’re just not on Google.
In this special workshop episode, you'll learn the exact strategy that's generated:
- $125K of new revenue in 49 days (Shaun)
- 113 inbound calls in 16 days (Shalini)
- $83K in five months (Justin)
If you’re tired of referrals drying up or watching competitors win business that should be yours, this is your blueprint.
You’ll learn:
- How to rank at the top of Google Maps
- Why most Google Business Profiles never generate leads
- A 7-day checklist to turn your listings into a lead magnet
- How to get high-intent calls without blowing money on PPC
⚠️ 76% of people who search for a local service visit or contact that business within 24 hours. If you’re not there, someone else is.
📲 Want help setting this up or want us to do it for you?
Book a free strategy call at accountingleadsnow.com
➕ Connect with us on LinkedIn and follow the show for more tactical episodes like this.
This episode is brought to you by Bill.com
Ready to take your finances to the next level? See how BILL Spend & Expense can power up your business and get that free grill at http://bill.com/cfochronicles
Ready to turn your firm into a lead-generating, profit-driving machine?
We help Bookkeepers, Accountants & Fractional CFOs generate consistent local leads, book perfect-fit appointments, and close premium clients, without cold outreach or ad guesswork.
Let’s map out your growth plan together → Book your free strategy call
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
SPEAKER_02 (00:00):
Welcome back to another episode of CFO
(00:01):
Chronicles.
I am so excited for this episodeto be released.
It's a little bit different fromwhat we've typically done in the
past.
This one is a little bit longer.
It is a recent webinar that werecorded showing a handful of
firm owners how to dominatetheir local market using Google,
using Google Business Profileand local service ads.
Essentially showing up at on thetop of Google when decision
(00:22):
makers are looking for theservices you offer.
If you're not showing up, yourcompetitors are and they're
getting the business.
So make sure to listen in to theentire episode.
Let me know if this is the kindof stuff that you want to see a
little bit more of, and we'llmake sure we keep bringing what
it is you're looking for.
Enjoy, and we'll catch you inthe next one.
And today we're going to betalking about how to dominate
(00:44):
your local market, the ultimateguide to winning clients with
Google and local service ads.
Local service ads is a platformthat barely any accounting,
bookkeeping, and tax firms areutilizing.
And I can say wholeheartedly, itis hands down the easiest way to
go out and attract new clientson a consistent basis right now.
(01:08):
How many of you either show ofhands or put in the chat,
struggle with attracting newclients for your firm?
Okay, a couple hands going up.
Just gonna move this over.
Cool.
So what we're going to get intois how we're going to utilize
Google, how we're going to usethe organic and the paid side of
(01:28):
things.
This is not pay-per-click, andhow we're going to attract new
clients.
Ideally, by this time next week,you'll have a new client on your
roster.
So, what sort of results can youexpect from today?
Yes, I'm not um designed to makepresentations or slideshows so
that it is pretty cheesy withsome of the images.
It's pretty bare bones, butwe're going to get into some
(01:50):
really important stuff.
So let's just focus on thecontent, not how it actually
looks.
All right.
So we have been running thisstrategy.
We call it our local marketdomination strategy.
One of our clients, KevinRoberts, based out of um, he's
in Kentucky.
Within eight months, he was ableto bring in 187 inbound calls,
(02:10):
once turning this on.
So he's averaging about 23inbound calls per month.
This is dating back um a couplemonths, but just to show how
many inbound calls people aregetting from utilizing these
strategies that a lot of firmsaren't using.
So there's so much opportunityto take take um take over the
competition.
Have another client here,Shalini.
(02:31):
She implemented the exact samestrategy: 113 calls in 16 days.
This is with people raisingtheir hand who have very high
intent for the services you areoffering.
Um, we also have Sonia, whoafter implementing this, she was
able to close$4,000 of new dealsin a matter of 14 days.
(02:53):
This stuff works.
We have Justin.
Um, within a span of fivemonths, he was able to generate
$83,000 of new revenue.
Again, this is all from inboundcalls from people raising their
hand saying, I need what youoffer because he is showing up
where people are looking.
Sorry, I got my cat trying tojump up onto a standing desk
(03:15):
here.
It's it's chaos.
Then we also have Sean.
We were working with Sean forthe span of six months.
He was able to bring in 125grand of new revenue in a short
period of 49 days.
This is all from being visibleon Google organically and then
positioning yourself at the verytop with local service ads.
(03:36):
I'm gonna show you exactly howyou can set all this up by
yourself.
So the six things that we willbe going over today is how to
attract local clients.
There's six key pieces torunning this.
So the first one, easiest way toget found locally online, so
that more people are calling youinstead of your competitors.
(03:57):
The harsh reality is if you'renot showing up at the top of the
search, your competitors are andthey're getting that revenue
instead of you.
We are also going to go over thehidden setup that makes or
breaks your Google businessprofile.
You set this up right, you willstart to get calls coming in.
There is some friction to setthis up.
That's why a lot of people stop.
(04:19):
Once you get past that, you willget inbound calls, you will
position yourself better thanyour competitors.
The third thing, we're gonnaturn a few good words into a
lead machine.
What that means is we're gonnahelp generate more reviews on
your Google business profile.
Reviews are build massivecurrency on Google.
It also builds a lot of trust,which is going to attract new
(04:41):
clients.
Going to give you a template onhow to send that out this
afternoon so you can have newreviews on your Google business
page before you log off for theweekend.
We're also gonna fix the numberone thing that's quietly killing
your rankings.
When Google doesn't trust you,your phone doesn't ring.
It's that simple.
So we're gonna get that fixed.
Um, fifth thing, we're gonnashow you how to get high-intent
(05:05):
calls without burning throughthousands of dollars in ad
budget.
I'm very curious to know, showof hands, or put a put a one in
the chat.
Who has either ran your ownmarketing campaign or worked
with a company in the past andyou spent thousands of dollars
and you got no results from it?
Josh?
(05:26):
Josh can't be the only one.
Okay, no worries.
Josh, we're gonna sort that outfor you today.
Um, number six, the simplecontent trick that draws in
local buyers so that you're topof mind, you're relevant, and
prospects are choosing you overyour competitors.
I'm not asking everyone to be aninfluencer, but this is a really
(05:50):
simple way to generate contenton autopilot so you never have
to think about it again.
And you're providing value andyou're showing up at the top of
the uh top of the search.
Uh, and the last thing, I wantto make sure everyone leaves
with extremely actionable steps.
So hang around till the end.
I'm gonna give you a seven-daychecklist to jumpstart putting
(06:11):
your local growth on autopilot.
Again, you set this up, you gothrough the steps we're gonna
talk about here this afternoon.
I can guarantee you your firmwill make more money.
So, who am I and why should youeven listen to me?
I have a funny accent.
I am from Eastern Canada.
We're we're very trustworthypeople, so that alone is why you
should listen.
(06:33):
Um, I've helped over 300 plusaccounting, tax, and bookkeeping
firms set up and dominate theirlocal market.
So I would like to toot my ownhorn and say, I kind of know
what I'm talking about here.
So again, I appreciate your timejumping on.
My clients have generatedthousands of leads and six to
seven figures and new revenueusing these exact strategies
that we're going to lay outtoday.
(06:54):
They've paid thousands ofdollars for these on a monthly
basis.
I'm giving you the entireplaybook.
And then lastly, we're behindthis the scenes of many firms
ranking number one in CPA nearme and various key phrases in
multiple markets across the US.
What that means, not inmarketing terms, they show up
when people look for theservices in their area, not
(07:16):
their competitors.
So, why is this even importantto talk about?
Well, if you're not showing upat the top of Google, your
competitor is.
I used to have the word probablyin here, but that's not even the
case anymore.
If if you search on an incognitobrowser, uh accounting,
(07:37):
bookkeeping, tax firm near me,look inside the map and see
who's showing up.
If you're not there, those arethe firms who are getting all
those inbound calls, and thoseare the firms who are generating
the revenue.
76% of people who search for alocal service on their phone
visit within 24 hours.
Whether that's in person or toyour website, almost three out
(08:02):
of four people are making thatvisit.
So if you're not showing up,you're you're losing so much
potential revenue.
This is costing your firmsthousands of dollars a month by
not being visible.
And then the last thing 87% ofconsumers read online reviews
for local businesses, includingservice professionals like
accountants, bookkeepers, taxpreparers, etc.
(08:25):
Think about the last time youwent to go make a purchase and
the reviews you were checkingout.
This is where you're going toconvert or can take that
stranger online who knowsnothing about you and get them
building trust in your firm.
You do it for the own for yourown things you look for.
Your customers are doing, yourpotential customers are doing
(08:45):
the exact same thing whenthey're researching your firm.
So, first thing, easiest way toget found locally so that you're
getting more calls instead ofyour competitors.
Unfortunately, this is a lot ofaccounting firms out there.
We're working with a ton ofthem, we speak to a ton of them
on a weekly basis, we go toevents, we we hear what's going
(09:05):
on.
So many of you are are you wantto be kind of seen, you don't
want to be seen.
You have half your stuff online,you want customers, but you
don't want to actually putyourself out there.
So, easiest way, and we're gonnaget into this in just a sec.
This is the Google map.
This is just a screenshot fromwhere I am in Eastern Canada,
but this is what I'm talkingabout.
(09:26):
If you're not showing up in thetop three, it doesn't matter if
you're ranked fourth or 400.
No one's clicking on page two,three, etc., and scrolling.
A really lame joke that everyonerefers to in the marketing
world, the safest place to hidea dead body is on page two of
Google.
So get into the top three soyou're actually getting people
(09:49):
searching for your firm.
I'm gonna show you exactly howto do that.
So um step two is we're gonnaset up your Google Business
profile in seven quick and easysteps.
So hopefully, everyone on thiscall, you already have a Google
business profile and you alreadyhave it verified.
This getting a Google businessprofile verified, you have that
(10:11):
check mark.
Um, also when you're managingit, but you do get a check mark
when you're verifying the page.
It is a really annoying andtime-consuming task to jump
through the hoops with Google.
They'll make you do verificatevideo verification, they'll make
you send in different pieces toshow that you actually own that
business.
(10:32):
Work through that pain becauseit's worth it when you get to
the other side.
If you're not verified, you'renot showing up in the map that
we are looking back here.
Once you do get your businessprofile verified, the best ways
and the easiest way is to startclimbing up the ranks so you
actually show up in the topthree above your competitor.
The first thing is relevant andupdated photos.
(10:55):
Let people know a little bitabout your firm.
Upload a picture of where theoffice is.
If you have a home office, takea picture of your workspace, put
a picture of you and your teammembers.
Even if you have, say, like apet as a mascot in the business,
upload a picture of the pet.
People like to do business withwho they know, like, and trust.
(11:15):
The best way for that to happenis uploading pictures so they
feel like they actually knowyou.
And then anytime you have casestudies or screenshots, uh,
reviews or emails from clientsthat are kind of praising what
you're doing, feel free toupload those as um as pictures,
those screenshots.
The more consistently you'reupdating things, the more Google
(11:36):
is pushing you up the rank.
Yeah, go ahead.
SPEAKER_04 (12:36):
Yeah, so I just wondered if you had a little
advice for me.
I moved about a month a yearago, and I have not been able to
change my Google address, and soit's not verified.
I work from home, I work in anRV, and I have a long driveway,
and I've tried doing the videothat you have to submit, and I
(12:56):
get nowhere with it because bythe time I've walked up my long
driveway and into my RV, they'relike, Nope, this isn't a real
business.
SPEAKER_02 (13:05):
Okay.
SPEAKER_04 (13:06):
What can I do about that?
SPEAKER_02 (13:08):
I will get back to you on that with because one of
my team members, she's been likea wizard getting everyone
verified who runs into thosethose um those problems with
verification.
There are workarounds for it.
Um, we had another client whowas running into the same thing
because there's like you onlyhave so much time, right, to run
up the driveway to show proof ofit.
(13:28):
Right.
Two minutes a week.
Yeah, essentially, if you haveextra documents to kind of if
you can get on a live call, thenyou can walk through and and
show that Google rep on theother end of the phone.
Hey, this is where I'm at, it'sjust a long driveway.
But um, let me let me get ananswer for you and I'll loop
back either at the end of thisor um later today, just to give
(13:49):
you a super actual step on howto do that.
SPEAKER_04 (13:51):
Thanks a lot.
SPEAKER_02 (13:52):
Just remind me at the end, please.
Okay, perfect.
Um, so yeah, uploading relevantphotos, super important.
The second thing, consistentlygetting more reviews.
The average firm in the US has10 reviews on Google.
Absolutely pathetic number.
I can almost guarantee you,without even knowing anything
(14:13):
about your firms, all of youhave more than 10 people you're
working with now or have workedwith in the past who you're able
to send out a message to andsay, Hey, would you leave me a
review?
And I'm going to give you anexact template that you can send
out.
So by the time this is done, orby the time you leave for the
weekend, you'll have a newreview on Google.
(14:33):
And I would love to hear thefeedback after that actually
starts happening.
The more reviews you have,Google starts to recognize you
as a trusted authority and yourpotential customers looking,
they're choosing the firm thathas more reviews.
Think about if you're reachingout to a plumber or an HVAC
company.
You're not choosing the companythat has one or no reviews over
(14:54):
the one that has 30 or 40reviews.
So reviews, super, superimportant.
Number three, the correctaddress.
So many firms get this wrong.
You need to use your Googlebusiness profile as your source
of truth to have the correctbusiness address.
And from there, then you startupdating the Facebook business
(15:16):
page.
You start updating where you'relisted on Better Business Bureau
on your website.
But you need to have the correctaddress on Google and then have
all of your other platforms withthe exact same address.
It's sending links all acrossthe internet, and that's how
Google is saying this is atrusted source.
It's the right address.
The fourth thing, have yourcorrect hours.
(15:37):
There's been so many businessesI've called wanting to spend
money at because they saythey're they're open because of
their hours on Google, andthey're not.
Just take the time to put thecorrect address or sorry, the
correct hours in.
Choose the days that you're openor closed on holidays.
You can set all that up in theback end of your Google business
(15:58):
profile.
It takes a couple minutes, butit's going to serve you massive
benefit in the long run.
The sixth thing, or sorry, thefifth thing is updating your
company description, but make itkeyword specific to what you
offer.
If you need help, jump inChatGPT, prompt it to say, I'm
writing a description for myGoogle Business profile.
(16:20):
Make this optimized and relevantto who I work with, where I work
with them, and the industries Iserve.
Think about what people aresearching for online.
Best accountant in Boston formedical facilities.
Well, if that's you, put that inyour description.
The more of those keywords youhave, when people are looking
(16:42):
for the services you offer,you're gonna get pulled up
instead of your competitorsbecause you have all of those
keywords listed.
The sixth thing is your updates,also known as blog posts.
These are super important.
And I'm gonna be brutallyhonest, no one is going to read
them on your Google Businessprofile, but it doesn't matter.
(17:03):
You get up to 1,500 characterlimits, uh, sorry, 1500
character limit, and use this tospeak about again what it is you
offer, the industries you serve,and who in the services that
you're providing to them in thelocation.
From there, make it SEOoptimized.
Again, put that inside of ChatGPT, ask to clean through it,
(17:23):
make sure you're removing all ofthe M dashes so it doesn't look
like everything else thatChatGPT is spitting out, and
then upload these on a weekly orbi-weekly basis.
Um sec here.
Okay.
Um, and then the last thing,link all of your social media
accounts.
Again, make Google BusinessProfile your main source of
(17:44):
truth.
Get your phone number correct,your address, make sure all
that's that's correct, and thenstart linking your social media
platforms and go and make sureall that information is synced
on those other channels.
This does require some work.
I didn't say it was gonna be,you know, take two seconds to
do, but you put in the legwork,this will be so beneficial for
(18:05):
your firm.
So, third thing that we're gonnaspeak about is how to get more
reviews because more reviewsequal more money.
Think about any service that youhave wanted to either you've
bought a product online or youwent to go hire a service
online, you're looking at thereviews.
You want to know what wassomeone else's experience with
this company before I pay themmoney.
(18:27):
Your potential customers andclients are no different.
This is how you're going tobuild that trust and authority
online where people have no ideawho you are.
So, to get more reviews, um,what's super important, even
though this firm here has 28reviews, they're not responding
to their reviews.
It is so important to respond toevery single review that comes
(18:50):
in.
This is massive for your SEO,your search engine optimization,
which essentially means Googleis going to show you higher than
your competitors.
Your you will be visible.
The reason this is so importantis because one, you can ask your
customers or your clients toleave keywords in those reviews,
and then you double down and youleave that inside of your
(19:11):
responses.
So, a sample response to whatsome of these reviews would look
like.
Bob, thank you for the kindreview and for trusting us to be
your go-to accountingbookkeeping tax firm.
Talk about what it is you dowhen it comes to your taxes and
monthly accounting for yourdoctor's office in Boston.
(19:33):
Again, people are searching bestbookkeeper in Boston for doctor
offices.
Put that in your review so thatwhen the next time people are
looking for that, it's pullingup your page because you have
that listed in the review youget from your customer and
inside of your response, andit's in your business
description and it's inside ofyour articles.
This is how you're going toclimb the ranks so you're
(19:55):
visible instead of yourcompetitors.
So I want to make sure everyonegets more reviews.
Please take a um sorry, I'mgetting ahead of myself.
Best way to get reviews on yourGoogle Business profile.
When you go to click on reviews,you can grab the review link or
just download the QR code.
(20:15):
From there, what you're gonna dois pick three to five of your
best clients.
Three to five people who you'regetting, they're super happy
with.
Either they just came on board,they've been with you forever,
you've never asked them for areview.
Maybe you've asked them for onein a long time and they they
didn't take any action.
Then we're gonna email thoseclients.
I'm gonna give you exactly whatto say.
(20:35):
Feel free to take a screenshotof this.
It will be in the the umresources at the end, but it's
super simple.
Hey Bob, thanks again fortrusting us with your tax, uh,
your tax bookkeeping, accountingwork.
It means a lot.
If you feel we've added value,would you mind leaving us a
quick Google review?
Put the link, put the QR code.
(20:57):
I like the link, it makes it uhthere's a whole lot less
friction.
They can just click directly onit.
It's bringing them right in.
People won't do a lot of thingsyou ask them.
So the more friction you cantake out of that, the easier it
is.
And you say, Thanks so much.
I am beyond confident you emailthis out to your existing client
base, you will have more reviewsbefore you get back into the
(21:19):
office on Monday.
Um, and then when all thosereviews start coming in, respond
to them, especially negativereviews.
What we're gonna do here,obviously, when you're picking
your three, five best clients,hopefully, no negative reviews
are coming in.
If you do get negative reviews,super, super important you
respond because it's not anongoing thread.
(21:39):
However, you get the chance toget the final word in that
response.
So you can tell your side of thestory for whatever that review
is.
You can report them to Google,you could have multiple people
report them.
They're not always gonna gettaken down, but at the very
least, if someone's scrollingthrough and they see a one-star
negative review, someone's goingoff the handle.
Why not tell your side ofthings?
(22:02):
Showing you're at least tryingto de-escalate the situation and
get on the solution side of thatproblem.
So hopefully, all of that makessense for everyone.
And again, we're talking aboutthe service, the niche, and the
location.
These are the three kind of keyaspects you want inside of all
(22:22):
of those review requests thatyou're sending out, and then
inside of your responses.
Any questions on the reviewfront?
Is that helpful?
Perfect, couple, couple headnods there.
Cool.
So um, fourth thing we'll getinto why Google doesn't trust
(22:43):
you and how to fix it.
A big home alone fan, so I needto throw in Kevin McAllister.
Um, most important thing isreferred to as your nap, which
is just your name, address, andphone number.
We spoke about this a little bitearlier, but this just must be
identical across all platforms.
You really need to use GoogleBusiness Profile as your primary
(23:03):
source of truth, and then haveyour other, wherever your other
profiles are online for yourbusiness, make sure it matches
what's on your Google Businessprofile.
It's absolutely, absolutelycritical.
Um, we have a we yeah, we have aclient, he works in the HVAC
space, so there's no problemsharing this story.
He won't be out, you won't be onthis uh this recording or see
(23:27):
it.
Um, when we started working withthis HVAC client, the reason I
bring this up is because I wantto show you how important having
the correct information is.
When he when he came on with us,we started doing an audit of his
Google business profile, anaudit of his website.
Started making optimizations onhis Google business page.
He noticed there's an addressand there's a phone number.
(23:48):
We went onto his website.
He had two numbers on hiswebsite.
One of them was literallyhighlighted and bold red, and
then he had another number atthe bottom.
So we asked him, Hey, what whatwhere does this number go?
Who's responding to this?
This do you ever miss any phonecalls?
He said, I don't even know whowhere that number is.
That that's not part of ourbusiness.
It's like, okay, that's a majorconcern why it's bolded and
(24:11):
highlighted on your website.
So we phoned it, it was going toa competitor in his area.
Our client was running adsbefore bringing us in, sending
people to his website, and itwas prompting people to call
another business.
How that number got there, wehave no idea.
Whether it was an old number hehad, someone else bought it
(24:32):
afterwards.
Um, if it was a maybe amarketing company went in, they
put it, they didn't change it,whatever it was.
The point is, you need to stayon top of this because you're
working so hard to bring in newbusiness, and you could be
sending it elsewhere.
You could be, if someone'sphoning the number that's no
longer in service, they're notgonna give you a whole lot of
(24:53):
other chances to try to get intouch with you.
They're moving on to the nextbusiness in line.
So just make sure all this stuffis accurate, it will go a long
way as you climb the ranks, andagain, you're getting more
visibility than yourcompetitors.
Um, so how do you fix this aftera big ramble of what not to do
if you're a HVAC business in theCarolinas?
(25:14):
Well, the first thing you'regonna do is update your Google
business profile to your mainsource of truth.
Spoken about this a coupletimes, bit of a broken record at
this point.
Second thing you're gonna do isyou're gonna take one hour to
audit your online presence.
What is showing on your Facebookbusiness page?
What's showing on your uhLinkedIn business page, yellow
pages, better business bureau,QuickBooks Pro, um, your
(25:36):
website.
It doesn't matter.
Wherever you think you may belisted, do a search of your
business to see what is comingup in those citations,
essentially the links thatyou're gonna find on Google when
you search for yourself.
Just make sure all thisinformation is accurate.
There's a couple ways to dothis.
You can do it um a littlepainfully, just manually going
(25:58):
through.
Once it's done, just build aprocess around it, hand it off
to a team member, do it once aquarter, just make sure
everything's correct.
For whatever reason, sometimesthese things do change.
It is technology, platformschange, just make sure it's up
to date.
Maybe you've updated a phonenumber where you're bringing
everything in, whatever it is,just make sure it's up to date.
Or there's a couple tools outthere.
(26:19):
I haven't used Moz Local orWhite Spark, but there are some
reputable platforms that canhelp out with this.
Our team does help with all thecitation matching and making
sure that takes place as well.
But at the bare bones, just makesure you spend the time to go
and make sure all this stuff isaccurate because from a consumer
side of things, you want to workwith someone, you call them, the
(26:40):
numbers out of service, you'removing on to the next person.
And that's what your potentialcustomers are doing as well.
So, um, any questions with thename, address, phone, and how to
fix that?
No?
Cool.
All right, well, we're justgonna keep on rolling here then.
Um, so let's talk about how tonever worry about burning your
(27:05):
hard-earned dollars when itcomes to paid advertising.
All of the stuff we just spokeabout is great, it's organic, it
works, it takes time.
That's just the way it is.
I wish I could tell you it wassuper exciting, and when you fix
those things tomorrow, yourphone is going to ring.
It's not.
But if you stay consistent andmake sure your stuff's accurate,
(27:26):
you're publishing thosearticles, you're uploading
photos, you will start to climbthe ranks.
This will take a couple months,but it will make an improvement.
However, local service ads, thisis the stuff I get super excited
about because barely anyaccounting, bookkeeping, and tax
firms are using this platform.
It's been around for a while.
(27:46):
It's primarily run by homeservice companies, but no one in
the accounting space is using ityet.
There's a wide open opportunityto take advantage of this.
This is how you will startgetting phone calls the second
this gets approved.
Quick caveat (28:00):
this does take a couple weeks to get approved,
just like your Google BusinessProfile.
Again, I'll walk through all thesteps that are required for
this, but this is the stuff thatwill get your phone ringing
right away.
This is the platform, if yourecall back to the start, where
all of our clients have gotthose incredible results from
because they're getting super,super high intent calls through
(28:22):
local service ads.
It's a pay-per-call platform.
So, what that means,pay-per-call, it's different
from if you've ever run ads onFacebook or YouTube or Instagram
or call it meta for Facebook andInstagram.
Difference with this, you onlyget billed when someone
physically calls into yourcompany and they're asking about
(28:44):
any of the categories here thatyou have checked off.
If someone calls in for thisparticular client and is asking
for payroll services, Google outGoogle's algorithm is not going
to bill them because they knowthis company is not offering
payroll.
So you're only getting, you'reonly paying for qualified calls.
And you're getting people who'vetaken the time to search on
(29:06):
Google payroll company near meor accounting supporter, uh best
bookkeeper near me.
They are already aware they havea pain, which is 90% of the
sales process.
You don't even have to convincethem because they came to you
saying, Hey, I have a problemthat I'm looking to get solved.
Now I'm speaking to you.
(29:28):
So much easier in your salesprocess than reaching out to
thousands of people on LinkedIn,than running ads on Facebook,
hoping to get in front of theright person who potentially has
a problem.
This is a way to just sit backand wait for that phone to ring
with gold on the other side ofthe line.
So inside of local service ads,it is under the tax specialist
(29:50):
category.
When you go into Google, youtype in local service ads, walk
through setting up the account,it's really easy.
I'm not going to bore you withthat on here.
Um, tax specialist is thecategory right now in the
accounting world.
So you do need to have one ofthe following: either CPA
license, enrolled agent license,uh PTIN, or I think it's a tax
(30:12):
attorney license.
If you have one of those, you'regood to go.
If you don't have it, localservice ads, um, it's just one
of the verifications they dolook for.
Even if you don't plan onproviding taxes, I believe it's
very easy to get a P TINrelatively quick.
We've had some clients do that,and then we just keep on these
the normal services they'reoffering.
(30:33):
This is just again a verific uhverification method, so you're
eligible for this platform.
So, what that looks like, if youwere, I'm sure, I mean, you can
all test it out on your on yourbrowser, um, but just put in you
know tax planning near me orbookkeeping near me, you'll see
here this is what local serviceads looks like.
(30:54):
It all Always shows up at thevery top of Google.
Then you get your pay-per-clickads.
This is where people have spentthousands of dollars and they
wonder why Google doesn't workfor them.
They've wasted a lot of money.
Um, then underneath, a littlebit further here, is where the
map would show up.
The map is what we were speakingabout earlier, how you're going
(31:15):
to show up organically in therankings.
That takes more time.
Local service ads is a way tojust jump to the top of the line
and say, hey Google, I'm readyto pay for inbound calls.
Put me right at the top.
Someone clicks on get phonenumber, that phone call is
coming directly through to you.
Now the Google Home is going offbecause I keep saying Google so
much.
(31:35):
So now we're going to talk abouthow to win with local service
ads, also known as LSA.
So you've jumped in, you've setup your local service ads
account, you've put in theverification that's required,
you're ready to go.
You're ready to start gettingphone calls.
You're showing up at the top inyour local market.
Yes, this is run in your localmarket.
(31:57):
Ideally, it's within like a twoto three hour driving radius of
who you can service.
That all depends on howpopulated your area is, how
competitive it is.
But again, there's so few firmsusing this platform that it's
it's so easy to just get to thetop right away.
Um, we haven't, again, an HVACclient in North Carolina.
(32:17):
He doesn't have the same luxury.
There's every firm in HVAC isusing local service ads.
So it's significantly morecompetitive.
No one's using it in theaccounting space.
So this is a gold mine thatpeople are not taking advantage
of right now.
So, best way to win with localservice ads, every single day
when a phone call comes in, youneed to report that back to
(32:38):
Google inside their rankingsystem as soon as possible.
If Google's not hearing fromyou, they're going to assume
you're getting enough calls,they're going to slowly drop
your visibility.
So other people running the adswill get that visibility.
So you need to do this everysingle day.
You need to pre-qualify theleads as quick as possible to
avoid wasting time and beingcharged for bad leads.
My recommendation (33:00):
hire a dedicated concierge appointment
setter to take all of thoseinbound calls.
You're all very busy runningyour firm, working on higher
leverage tasks.
You don't need to be bogged downby answering the phone all day
long.
Have someone qualify those callsand weed out people who are just
looking for free advice.
(33:21):
People actually need yourservice.
There's a ton of differentservice offerings out there.
You can get an appointment setupfor$2,500 a month, their sole
job.
Just answer the phone to onlypush through qualified sales
opportunities for you.
Third thing, uh, review yourcampaign on a weekly basis.
How much are you spending?
What's your cost per lead orcost per call?
(33:42):
And then from there, what isyour conversion?
How many of those appointmentsare you booking?
Are you converting into dollarsin the bank account?
So just staying on top of that.
And then again, as I mentioned,the license is required, CPA,
enrolled agent, PTIN, or taxattorney license.
Once you have that, you're readyto rock and roll with local
service ads.
Any questions off the top on thethe initial parts of local
(34:07):
service ads?
SPEAKER_03 (34:09):
What's a cost per lead metric that you see in the
accounting space?
SPEAKER_02 (34:14):
Excellent question.
The average from what we'veseen, and we've run this for
kind of all pockets of the USnow, average you could look at
would be about$100 cost percall.
It does sound more expensive ifyou're thinking about running a
pay-per-click campaign where youmight spend a couple dollars for
a click.
If you're running a Facebookcampaign where maybe it's a$20
(34:36):
or$40 lead, massive differencewith this is you're actually on
the phone with someone who hasan immediate need who searched
for you versus someone who maybesaw an ad on Facebook that
doesn't actually have a need.
They're just clicking through,maybe they just want some
information, you're paying forthat, or someone who's clicked
onto your website and thenyou're hoping they go through a
(34:57):
form, then you still got to callthem, you still gotta make sure
they show up.
You more or less are getting anappointment right out of the
gate for$100.
And if you're offering um eventax returns at a couple hundred
bucks per return, makes a lot ofsense.
And again, in those 12categories you offer, if if you
are doing tax prep, I would justmake sure that the math makes
(35:20):
sense so that you're you'recharging more than$100 for tax
return if you're paying roughly$100 for that call to come in.
But if you have your bookkeepingstarting at$600 a month, you're
doing tax planning for$10 or$12,000 for the year, you have
monthly accounting services fora couple grand a month, it it's
an absolute no-brainer.
You pay$100 and you have a 10xopportunity to sell them a
(35:40):
service when they have a need.
Is that helpful?
Perfect.
So inside of local service ads,the ways to keep staying
relevant so that Googlecontinues to make sure they're
showing you instead of yourcompetitor.
We like to refer to this as thethree Rs.
That's radius, reviews, andresponsiveness.
(36:02):
So radius inside the localservice ad platform, you'll
choose exactly where you wantyour ad displayed.
So here for this client inTexas, if they were to get a
call for whatever reason inFrisco, Google will not bill
them for that call, or likelywon't bill them for that call
because it's outside of theirserviceable area.
So again, you're only gettingqualified calls based off of the
(36:24):
services you've selected youwant to get phone calls for, the
area you want to get them, andthe hours that you're available.
That's the other piece.
Um, Facebook, you can have yourad, you can choose when your ads
are running, but make sure ifyou're running local service
ads, you only choose the houryou set up so the hours are when
you're in the office, or yourappointment set or whoever's
(36:45):
able to take those calls isavailable.
Because if you start missingphone calls, Google's just gonna
think, all right, you're superbusy.
We're gonna make sure someoneelse is getting these calls.
I'm jumping ahead with that.
Goes into the responsiveness.
Reviews, more consistentreviews, are better than someone
who just has a ton of reviewsfrom the past that they haven't
got a new one in two years.
So don't let a firm in your areawho maybe has 50 reviews and you
(37:10):
have 10, but if they haven't gota new one in two years and
you're consistently getting themon a weekly basis or a bi-weekly
basis or a monthly basis, thatto Google is more important than
reviews from a couple years ago.
And I'll add in because I forgotto mention this earlier.
When you go to send out yourreview request, three to five is
(37:30):
fine in one batch.
But if you haven't got anyreviews in a while, do not email
your entire client list all inone shot.
And then you're gonna get allthese reviews overnight.
Google will look at that and go,this is all spam.
You haven't had a review in sixmonths.
Now you have 20 in the span ofan hour.
That's fake.
(37:51):
We're not gonna post them.
And it's really hard to go backto your clients and say, Hey,
can you leave us another review?
Because yours yours didn'tstick.
So, my suggestion just use adrip sequence or manually drip
out like two, two to threerequests a day every other day,
and you'll have reviews justdripping in on a more consistent
basis.
So that's the first two.
(38:12):
And then again, responsiveness.
If you're running local serviceads, just make sure you're
answering the phone.
If you're not answering thephone, Google is going to just
assume, hey, you're busy enough.
We're gonna make sure someoneelse gets there who needs to
take the business.
So that's super important.
Uh, the sixth thing that we'llgo over, or sorry, any any
questions on that piece withlocal service ads?
(38:34):
How how to make it work, how tomake sure you're getting the
phone consistently ringing, andhow to bring in really qualified
buyers.
SPEAKER_03 (38:43):
So, do you recommend maybe have a different phone
number than your main line justto make sure that like it goes
to an appointment center thatwon't affect any of your uh
Google profile, it just can beset to the local service ads.
Absolutely.
SPEAKER_02 (38:56):
So, local service ads will actually they they
predetermine that phone number,and then in the settings of your
local service ads account, youchoose where you want that to
forward to.
Okay.
So on the local service aditself, um I won't go all the
way back, but um on the localservice ad itself where it says,
you know, click here to getphone number, the QR code shows
(39:19):
up.
That's a predetermined number uhlocal service ads chooses.
You choose where you want thatto go to.
So yeah, that's where you canmake sure you always have
someone answering that line.
And then you keep your your yourregular business number on your
Google business profile.
Okay.
Any other questions on localservice ads before we move on?
SPEAKER_00 (39:40):
Hey James, question for you.
So uh what if we can set it upin a way for a firm or a
business to have an AI answeringservice or an AI appointment
setter to pick it up, but willthat flag anything with Google?
SPEAKER_02 (39:54):
It won't flag anything with Google, as far as
I know.
What I can tell you is we'vetested this for clients in the
past just a couple months ago,and it was really quick and
obvious that people phoning indidn't want to speak to an AI
bot, even regardless of howgreat that AI can sound.
Ultimately, I mean, we've allbeen there, right?
(40:17):
You phone somewhere, you'retrying to get through to
someone, and the bot justdoesn't.
It's not, I don't find voice AIis quite there yet where we want
it to be, and it will be in acouple months or next year, and
it's getting close.
But if you can afford to havesomeone sit and answer that
phone call, or if you don't mindkind of being taken off task all
day long, yeah, by all means umanswer those calls.
(40:43):
But I wouldn't, I probablywouldn't put an AI bot on it
right away unless you had itreally clean and really dialed,
because you will get peopleasking different questions.
So it's it's hard to train thatbot to know exactly how to how
to filter that call out.
The other thing, local serviceads, you have about a 30-second
window where you're potentiallynot getting billed for that
(41:06):
inbound call.
And with AI bots, there'sgenerally a little bit of a
delay.
So even if someone phones in andyou have taxes as a category
selected on your local serviceads, maybe you're only doing
that for businesses.
So my suggestion is when youanswer the phone, hey, is this
for personal or business?
If someone says personal rightaway and you're not doing
(41:27):
anything that's personalrelated, hey, sorry, we're only
taking on business, um, businessaccounts right now.
So we're gonna politely end thecall.
An AI bot might not be able todo that quick enough.
So you're you may end up gettingbilled for that call, and
there's not an opportunity foryou.
So you spent that money withoutpotentially being able to make
some.
SPEAKER_00 (41:45):
Awesome.
Thanks for that.
SPEAKER_02 (41:47):
Perfect.
All right, so we'll jump intothe content piece.
Um, because I want to make surewe have some time for some
questions here at the end aswell.
So, last thing, so we werespeaking about creating
articles, and I want to makesure this is super actionable
and you're not banging your headagainst the wall thinking I got
to be an influencer now, and Igot to create all this content,
and you're you're spending allthis time trying to do that
because that's not where you'remaking the most bang in your
(42:09):
business.
So, the easiest way to do allthis is to use our best friend,
ChatGPT.
And when you go to write thesearticles, you can create a
custom GPT and play around withthe prompts, but essentially
tell it you are a world-classmarketing expert.
Your goal is to consistentlywrite SEO optimized articles,
(42:30):
um, capping at 1,500 characters.
And we're always going to focuson the services we offer.
This is where we're based outof.
Any questions you have for me,ask it back so I can give you
all the info you need.
But prompt ChatGPT to be yourleading expert, be your
marketing advisor, and then whenyou go to create your content,
(42:52):
just put it in.
So now when this comes out,we're focused on tax planning in
Massachusetts.
So when someone in Massachusettsis searching, you know, tax
planning near me, Shanley'spopping up because this is
inside of all of her articles,it's inside of her reviews, it's
inside of her businessdescription.
Same thing with um with ourclient here.
(43:14):
If you're jumping in, again,Ohio tax laws, construction,
we're focusing on the location,the service, and the industry.
But use Chat GPT as your friend.
Just make sure you kind of skimthrough it after you remove all
those long hyphens, also knownas M-dashes.
You you pull out all theunnecessary emojis, make it look
(43:35):
like a human wrote it.
But ultimately, when you're inthere, you could even say,
create me two months or threemonths or four months worth of
articles.
Make sure we're touching on allthe important dates and relevant
times throughout the year thatour clients at a tax firm should
be aware of.
All that will get pumped out foryou, and then just schedule it
(43:57):
inside of Google BusinessProfile.
So then now you don't have toworry about your content.
It's all set and it's gonna goout automatically for you over
the next handful of months orover the next handful of weeks.
So just kind of bulk bulking allthat into one batch.
So hopefully that was helpfulfor everyone.
Um, I do want to now give you aseven-day action plan to
(44:20):
dominate your local market.
So if you want to go ahead andscan that QR code, it'll give
you essentially everything wejust spoke about in a very
actionable, digestible manner.
But day one, you're gonna createand claim your Google business
profile.
Super easy.
Day two, you're just gonna setup your Google business profile
correctly (44:38):
the name, address, phone number, start uploading
some pictures, make sure allthat stuff there is relevant.
Day three, you're gonna get youruh three to five Google reviews
from happy clients.
I would love, I love people totake action really quick.
Hopefully, some of you alreadysent out an email request.
Hopefully, you have some newreviews by the time you get back
into the office on Monday.
(44:59):
If you do, please let me know.
I love to celebrate these wins.
But third day, you're gonna getthree to five Google reviews
from happy clients.
Day four, you're gonna audit andfix listings.
So your name, address, phonenumber, make sure it's
consistent across all of yourplatforms online.
And then day five, we're gonnacreate local content with those
articles.
So jumping into Chat GPT,prompting it to be the expert in
(45:21):
that space.
You don't need to be the expertwhen it comes to writing SEO
articles, but you can tellChatGBT that they're the expert
and they'll help write that foryou.
Day six, you're gonna set upyour local service ads account,
and then day seven, you're gonnahire that dedicated appointment
setter and build your leadnurturing system.
Any questions with all of that?
(45:45):
No?
Okay, let's keep rolling.
So, I would love to show youwhat this could be worth for
your firm and do a quick livedemo.
We've built out a calculator toshow you exactly what this could
look like.
Do I have one volunteer from theaudience who's happy to share
some of the numbers within theirfirm?
SPEAKER_03 (46:09):
I can share mine.
SPEAKER_02 (46:11):
Okay, perfect.
I was kind of I was just aboutto kick you out of the crowd,
anyways, Josh.
So this is great.
SPEAKER_03 (46:16):
That's alright.
SPEAKER_02 (46:17):
Um, okay.
So, um if you're not comfortablesharing exact numbers, just for
the sake of the exercise, if youare awesome, this would be super
valuable for you.
I'm also gonna drop this in thechat so everyone can grab it if
they want to use it on theirown.
(46:53):
Okay, I'll I'll make I'm gonnatry to get this link to
everyone.
Okay, so Josh, um, where are youat right now on a monthly
revenue basis with your firm?
SPEAKER_03 (47:05):
So we have monthly recurring revenue would be
fifteen grand.
Overall, from a firm level, weaverage about fifty grand.
We do a lot of tax prep and taxplanning.
But for monthly people who payus monthly that I know is coming
in is about 15 grand.
SPEAKER_02 (47:22):
Okay, cool.
Let's let's just go with 15grand for the sake of this
exercise.
Um, what would be a goal monthlyrecurring revenue you'd be
looking to get to and in howmany months?
Uh 25 grand.
Okay.
How long do you would you behoping to take to achieve that
goal?
SPEAKER_03 (47:42):
Yeah, um, I mean, obviously months would be great,
but uh, you know, six?
Six or even twelve, right?
Six is fine.
SPEAKER_02 (47:51):
Okay, we'll do six.
Um cool.
Average client value who paysyou guys on a month.
SPEAKER_03 (48:00):
Yeah, it's probably a little under that.
So let's maybe say eighthundred.
SPEAKER_02 (48:05):
Okay.
Perfect.
And roughly, do you have an ideaof what your what your closing
rate or looks like?
SPEAKER_03 (48:12):
We're around 50%.
Okay.
You know, some of the referralsand stuff are much greater, some
of the blank generic stuff aremuch higher.
SPEAKER_02 (48:22):
Yeah, yeah.
Referrals, uh, I mean, those arethe best, right?
Because they're coming, they'reready to go.
Someone else has already saidthis company's amazing.
50%, that's awesome.
I would I would say it's a veryconservative number when it
comes to local service ads aswell from leads from the
internet.
I you could probably even putthis up to 60 or 70 just because
of the level of intent, but justfor for being super conservative
(48:44):
and the point of this, let's say50.
So those are your numbers.
We look at cost per lead atroughly 100.
If you were working with anotherfirm like us, we're roughly
about 1600, 1700 a month.
Um, there's there's differentpackages we have, but we'll just
use this for the sake of thisexercise.
Generally, how long do yourclients typically stay with you?
SPEAKER_03 (49:07):
You know, new clients will occasionally show
up and they'll leave thefastest.
Like they mean the like likeanything, like they want really
fast results, or hey, I haven'tused an account and never, so I
have 4,000 questions, and wecan't always I can't answer
4,000 questions always, you knowwhat I mean, as fast as they'd
(49:27):
like.
So, but after a client's beenwith us for six months, we don't
have anybody leave.
We haven't had anybody leaveyet.
So I don't uh you know, I mean,that's that's kind of it.
So I would say on average, theclients probably three years.
Okay, maybe conservatively.
You know, the some of the newclients will show up, maybe are
(49:49):
expecting, you know, maybeexpecting more than what they
get.
I mean, we're I think we'repretty um, I mean, I think we're
pretty, you know, hey, we we wedo what we say we're gonna do,
we charge what we're gonna saywe're gonna charge, we deliver
what we're gonna deliver, butforever reason, some of those
new clients, I think some ofthem are just maybe millennials
or not used to paying anaccountant or professional.
(50:10):
And so forever reason, some ofthose new clients don't stay as
long as I'd like.
Um, but if people stay past thatsix-month mark, they usually
stay for a long time.
SPEAKER_02 (50:19):
Okay, perfect.
Yeah, there's a lot of educationthat goes into that as well at
times, right?
People are they don't look ataccounting like the true
investment that it is within thebusiness, so that that does come
on the firm owners.
We need to educate them thatthis is an investment, right?
SPEAKER_03 (50:36):
Well, and I mean I have someone leave, I saved them
$30,000 with a couple taxplanning ideas, and they left to
go with someone in thenetworking group.
Yeah, like, oh well, I can't doany better, I can't do any
better than that.
SPEAKER_02 (50:49):
Yeah, okay, cool.
So these numbers look relativelyaccurate then.
So from here, just to give youan idea, if you're looking to
add an extra 10 grand ofrecurring revenue, if we're
basing this off of the$800ticket per month, 50% close
rate,$100 cost per lead.
If you're working with a firm ornot, we can come back and
manipulate these numbers, uh,change them around, and everyone
(51:10):
can use this calculator thatI've shared in the chat to use
them yourself.
You're only looking at bringingan extra sixteen hundred bucks
of new recurring revenue on amonthly basis.
So you're really you only needsix leads a month in order to
make that happen.
So, all in all, monthly adspend, you're looking at about
600 bucks a month.
Total investment,$2,200.
(51:32):
Monthly ROI is a little bit lowon the front end, but you can
see over time, six months,$13,000 invested,$120K of new
revenue, bottom line, just needsix new leads a month that
you're closing at that existingrate to add that extra that
conservative 10k of new MRR.
(51:54):
So I encourage everyone to usethis calculator, play around
with the numbers.
If we say jumped up here, and wesaid this even jumped to say
60%, how much this changes.
Now we're looking at 13kinvestment.
Um, we only need five leads amonth, right?
(52:16):
In order to hit that mark.
So I just just to give an ideaof how much do I need to be
investing to achieve the goalsI've set out.
Josh, you mentioned kind ofright sizing expectations with
your own clients who come in.
Same idea here.
We've just had a lot of peoplecome in in the past and they're
like, hey, I want to make amillion dollars and I got 500
bucks to spend.
That's amazing.
(52:36):
It's great to have dreams.
So this is just to help rightsize all those expectations.
SPEAKER_03 (52:42):
So I would ask, you know, so I've tried a couple
different things.
How long do you give differentmarketing or different agencies
an opportunity before you'relike, hey, you know, I'm not
quite seeing the return that I'mlike, I I you know, I always
either set up and there'slearning and there's some of
that stuff, but at some pointyou're like, the results are the
(53:02):
results, right?
Like, yeah, I you gotta seeresults, or I don't want to
continue to pay.
SPEAKER_02 (53:08):
I would say, I mean, with local service ads, we've
had clients get tremendousresults within 30 days.
Um, ultimately, it does comedown to their ability to sell.
And and we can certainly loopback to some more questions
after.
I'm gonna hang around here for alittle bit.
But generally, depending on whatthe strategy is, if it's paid
ads, 90 days is definitelyenough time to know at least,
(53:32):
are we on the right path, or isthis just kind of a sinkhole for
money?
If you're doing SEO, six to ninemonths kind of minimum to start
to see some real traction takingplace.
But paid ads, you'll know,you'll know pretty quick is this
working or not.
And training the algorithm, allthis is true, and I know a lot
(53:52):
of people hate to hear that, butit is a real thing.
It's just like going to the gymand hiring a personal trainer,
it's amazing.
But if you hire a personaltrainer and don't go to the gym,
you can't get mad at them in amonth when you don't have the
six pack.
It just you need to put in thetime, you need to put in the
reps.
So appreciate you playingplaying along and sharing your
(54:13):
numbers there, Josh.
Is this was this helpful foryou?
SPEAKER_03 (54:16):
Yeah, no, I absolutely okay.
So, what since since we'retalking about me, what one
question I always have is solike the Facebook ads affect the
the Google, and you know what Imean?
Like they affect all the SEO,everything you do affects
something, right?
And no one knows the SEO magicalgorithm, right?
(54:38):
So what I struggle with is ifhey, you're we're trying to do
something direct, right?
Direct towards business owners,but we get so many calls from
today.
Someone's just called, hey, howdo I enter my 1095A in my tax
turn I'm doing on triple tags?
Well, we're not gonna tell you,right?
We're not gonna do stuff forfree and take liability for no
compensation.
(54:59):
So we try to do stuff moretargeted, but we still get all
those individual tax questionsthat we just can't take on, you
know.
I mean, because they're lowermargin and just don't don't
we're not able to use theirexpertise.
So I always am like, well, hey,it's it's unfair to say what's
working and what's not if we'retargeting and we're not getting
(55:19):
those targeting results.
And I kind of feel like the samething with local service ads.
You click tax, well, is itbusiness tax, individual tax?
Are you gonna get everybody'stax questions?
Yeah, you know, how do you gonnahave your your your where you
focus?
Yeah, say these are what wewant.
SPEAKER_02 (55:35):
Great question.
So, in in the articles itself,what you're producing in your
Google Business Profile articlesand putting those on your blog,
focus on business taxes.
Over time, you will it will weanout other people at the end of
the day.
It is all search based, so youcan't 100% filter that out.
But having someone who cananswer the phone and is trained
(55:56):
to know to ask the rightquestions hey, is this for
personal or business?
Uh, it's personal.
Oh, no problem.
Well, we're actually not takingon any personal inquiries right
now, and then so you justpolitely end the call.
But if they're so there's acouple different safety nets you
can put in place, sure.
SPEAKER_03 (56:10):
Well, so what we've done too is because we're
getting so many random calls andstuff, we make a client
application form.
Yep.
So we just say, hey, you know,based on based on where our firm
is, we just want to make surebased on our capacity of our
firm, we just want to make surewe're good fit together.
Can we email you uh a clientapplication to make sure that
your needs match up with ouroffering?
(56:31):
Yeah, but I don't know if I wantto pay a hundred dollars to send
a bunch of those per, right?
Those are just organic calls.
SPEAKER_02 (56:40):
Yeah.
Again, with with any paidmarketing, you you're going to
get you're gonna pay for someleads that don't end up working
out.
You can't close 100% of them,but you're getting people with
super high intent at the verytop who are clicking on that to
phone in, and it is based offwhat you're looking for.
If you don't want any of thosepersonal tax coming in, I would
(57:00):
just suggest not turning on taxprep to begin with.
If someone's calling in, they'relooking for accounting, because
it's a relatively vague setup onthe categories, it's just a
matter of having that personwho's answering the phone being
trained to ask the rightquestions, and then on the back
end have a different form whereyou're asking everything that
they're looking for.
And then ultimately when youmeet with them, you can start
(57:22):
uncovering, oh, they mightactually be a good fit for tax
planning, or oh, they need thisdone and this, they just didn't
know it.
So there are there are some waysto protect yourself so you're
not burning your money.
Makes sense.
Cool.
Um, all right.
So everyone, I appreciate youhanging around for so long here.
Thanks for tuning in to thisepisode of CFO Chronicles, the
(57:42):
secrets behind success.
I hope you found value intoday's conversation.
As we wrap up, I'd love for youto do two things.
First, make sure to subscribe tothis podcast so you don't miss
any future episodes.
If you enjoyed today'sdiscussion, please rate and
review the show.
It helps others discover theinsights we share here.
Second, if you're ready to takeyour business to the next level
(58:03):
and attract the high-end clientsyou deserve, head over to
accountingleadsnow.com or clickthe link in the show notes to
book your strategy call.
It's time to position yourselfas the advisor your clients
need.
And don't forget, you canconnect with me on LinkedIn to
stay up to date on what'shappening in the world of
accounting and financial growth.
We've got exciting topics comingup, so stay tuned for the next
episode of CFO Chronicles.
(58:25):
Until then, keep pushingforward.
Your growth is just onestrategic move away.
SPEAKER_01 (58:31):
Thanks for listening to CFO Chronicles, the secrets
behind success.
We hope today's episode providedvaluable strategies to help you
attract more high-payingclients.
Be sure to subscribe, follow,and share with fellow
professionals, connect with uson LinkedIn, and leave a review
or comment to join theconversation.
(58:51):
Your feedback helps us bring youthe best insights in finance and
marketing.
Welcome back to another episode of CFO
(00:01):
Chronicles.
I am so excited for this episodeto be released.
It's a little bit different fromwhat we've typically done in the
past.
This one is a little bit longer.
It is a recent webinar that werecorded showing a handful of
firm owners how to dominatetheir local market using Google,
using Google Business Profileand local service ads.
Essentially showing up at on thetop of Google when decision
(00:22):
makers are looking for theservices you offer.
If you're not showing up, yourcompetitors are and they're
getting the business.
So make sure to listen in to theentire episode.
Let me know if this is the kindof stuff that you want to see a
little bit more of, and we'llmake sure we keep bringing what
it is you're looking for.
Enjoy, and we'll catch you inthe next one.
And today we're going to betalking about how to dominate
(00:44):
your local market, the ultimateguide to winning clients with
Google and local service ads.
Local service ads is a platformthat barely any accounting,
bookkeeping, and tax firms areutilizing.
And I can say wholeheartedly, itis hands down the easiest way to
go out and attract new clientson a consistent basis right now.
(01:08):
How many of you either show ofhands or put in the chat,
struggle with attracting newclients for your firm?
Okay, a couple hands going up.
Just gonna move this over.
Cool.
So what we're going to get intois how we're going to utilize
Google, how we're going to usethe organic and the paid side of
(01:28):
things.
This is not pay-per-click, andhow we're going to attract new
clients.
Ideally, by this time next week,you'll have a new client on your
roster.
So, what sort of results can youexpect from today?
Yes, I'm not um designed to makepresentations or slideshows so
that it is pretty cheesy withsome of the images.
It's pretty bare bones, butwe're going to get into some
(01:50):
really important stuff.
So let's just focus on thecontent, not how it actually
looks.
All right.
So we have been running thisstrategy.
We call it our local marketdomination strategy.
One of our clients, KevinRoberts, based out of um, he's
in Kentucky.
Within eight months, he was ableto bring in 187 inbound calls,
(02:10):
once turning this on.
So he's averaging about 23inbound calls per month.
This is dating back um a couplemonths, but just to show how
many inbound calls people aregetting from utilizing these
strategies that a lot of firmsaren't using.
So there's so much opportunityto take take um take over the
competition.
Have another client here,Shalini.
(02:31):
She implemented the exact samestrategy: 113 calls in 16 days.
This is with people raisingtheir hand who have very high
intent for the services you areoffering.
Um, we also have Sonia, whoafter implementing this, she was
able to close$4,000 of new dealsin a matter of 14 days.
(02:53):
This stuff works.
We have Justin.
Um, within a span of fivemonths, he was able to generate
$83,000 of new revenue.
Again, this is all from inboundcalls from people raising their
hand saying, I need what youoffer because he is showing up
where people are looking.
Sorry, I got my cat trying tojump up onto a standing desk
(03:15):
here.
It's it's chaos.
Then we also have Sean.
We were working with Sean forthe span of six months.
He was able to bring in 125grand of new revenue in a short
period of 49 days.
This is all from being visibleon Google organically and then
positioning yourself at the verytop with local service ads.
(03:36):
I'm gonna show you exactly howyou can set all this up by
yourself.
So the six things that we willbe going over today is how to
attract local clients.
There's six key pieces torunning this.
So the first one, easiest way toget found locally online, so
that more people are calling youinstead of your competitors.
(03:57):
The harsh reality is if you'renot showing up at the top of the
search, your competitors are andthey're getting that revenue
instead of you.
We are also going to go over thehidden setup that makes or
breaks your Google businessprofile.
You set this up right, you willstart to get calls coming in.
There is some friction to setthis up.
That's why a lot of people stop.
(04:19):
Once you get past that, you willget inbound calls, you will
position yourself better thanyour competitors.
The third thing, we're gonnaturn a few good words into a
lead machine.
What that means is we're gonnahelp generate more reviews on
your Google business profile.
Reviews are build massivecurrency on Google.
It also builds a lot of trust,which is going to attract new
(04:41):
clients.
Going to give you a template onhow to send that out this
afternoon so you can have newreviews on your Google business
page before you log off for theweekend.
We're also gonna fix the numberone thing that's quietly killing
your rankings.
When Google doesn't trust you,your phone doesn't ring.
It's that simple.
So we're gonna get that fixed.
Um, fifth thing, we're gonnashow you how to get high-intent
(05:05):
calls without burning throughthousands of dollars in ad
budget.
I'm very curious to know, showof hands, or put a put a one in
the chat.
Who has either ran your ownmarketing campaign or worked
with a company in the past andyou spent thousands of dollars
and you got no results from it?
Josh?
(05:26):
Josh can't be the only one.
Okay, no worries.
Josh, we're gonna sort that outfor you today.
Um, number six, the simplecontent trick that draws in
local buyers so that you're topof mind, you're relevant, and
prospects are choosing you overyour competitors.
I'm not asking everyone to be aninfluencer, but this is a really
(05:50):
simple way to generate contenton autopilot so you never have
to think about it again.
And you're providing value andyou're showing up at the top of
the uh top of the search.
Uh, and the last thing, I wantto make sure everyone leaves
with extremely actionable steps.
So hang around till the end.
I'm gonna give you a seven-daychecklist to jumpstart putting
(06:11):
your local growth on autopilot.
Again, you set this up, you gothrough the steps we're gonna
talk about here this afternoon.
I can guarantee you your firmwill make more money.
So, who am I and why should youeven listen to me?
I have a funny accent.
I am from Eastern Canada.
We're we're very trustworthypeople, so that alone is why you
should listen.
(06:33):
Um, I've helped over 300 plusaccounting, tax, and bookkeeping
firms set up and dominate theirlocal market.
So I would like to toot my ownhorn and say, I kind of know
what I'm talking about here.
So again, I appreciate your timejumping on.
My clients have generatedthousands of leads and six to
seven figures and new revenueusing these exact strategies
that we're going to lay outtoday.
(06:54):
They've paid thousands ofdollars for these on a monthly
basis.
I'm giving you the entireplaybook.
And then lastly, we're behindthis the scenes of many firms
ranking number one in CPA nearme and various key phrases in
multiple markets across the US.
What that means, not inmarketing terms, they show up
when people look for theservices in their area, not
(07:16):
their competitors.
So, why is this even importantto talk about?
Well, if you're not showing upat the top of Google, your
competitor is.
I used to have the word probablyin here, but that's not even the
case anymore.
If if you search on an incognitobrowser, uh accounting,
(07:37):
bookkeeping, tax firm near me,look inside the map and see
who's showing up.
If you're not there, those arethe firms who are getting all
those inbound calls, and thoseare the firms who are generating
the revenue.
76% of people who search for alocal service on their phone
visit within 24 hours.
Whether that's in person or toyour website, almost three out
(08:02):
of four people are making thatvisit.
So if you're not showing up,you're you're losing so much
potential revenue.
This is costing your firmsthousands of dollars a month by
not being visible.
And then the last thing 87% ofconsumers read online reviews
for local businesses, includingservice professionals like
accountants, bookkeepers, taxpreparers, etc.
(08:25):
Think about the last time youwent to go make a purchase and
the reviews you were checkingout.
This is where you're going toconvert or can take that
stranger online who knowsnothing about you and get them
building trust in your firm.
You do it for the own for yourown things you look for.
Your customers are doing, yourpotential customers are doing
(08:45):
the exact same thing whenthey're researching your firm.
So, first thing, easiest way toget found locally so that you're
getting more calls instead ofyour competitors.
Unfortunately, this is a lot ofaccounting firms out there.
We're working with a ton ofthem, we speak to a ton of them
on a weekly basis, we go toevents, we we hear what's going
(09:05):
on.
So many of you are are you wantto be kind of seen, you don't
want to be seen.
You have half your stuff online,you want customers, but you
don't want to actually putyourself out there.
So, easiest way, and we're gonnaget into this in just a sec.
This is the Google map.
This is just a screenshot fromwhere I am in Eastern Canada,
but this is what I'm talkingabout.
(09:26):
If you're not showing up in thetop three, it doesn't matter if
you're ranked fourth or 400.
No one's clicking on page two,three, etc., and scrolling.
A really lame joke that everyonerefers to in the marketing
world, the safest place to hidea dead body is on page two of
Google.
So get into the top three soyou're actually getting people
(09:49):
searching for your firm.
I'm gonna show you exactly howto do that.
So um step two is we're gonnaset up your Google Business
profile in seven quick and easysteps.
So hopefully, everyone on thiscall, you already have a Google
business profile and you alreadyhave it verified.
This getting a Google businessprofile verified, you have that
(10:11):
check mark.
Um, also when you're managingit, but you do get a check mark
when you're verifying the page.
It is a really annoying andtime-consuming task to jump
through the hoops with Google.
They'll make you do verificatevideo verification, they'll make
you send in different pieces toshow that you actually own that
business.
(10:32):
Work through that pain becauseit's worth it when you get to
the other side.
If you're not verified, you'renot showing up in the map that
we are looking back here.
Once you do get your businessprofile verified, the best ways
and the easiest way is to startclimbing up the ranks so you
actually show up in the topthree above your competitor.
The first thing is relevant andupdated photos.
(10:55):
Let people know a little bitabout your firm.
Upload a picture of where theoffice is.
If you have a home office, takea picture of your workspace, put
a picture of you and your teammembers.
Even if you have, say, like apet as a mascot in the business,
upload a picture of the pet.
People like to do business withwho they know, like, and trust.
(11:15):
The best way for that to happenis uploading pictures so they
feel like they actually knowyou.
And then anytime you have casestudies or screenshots, uh,
reviews or emails from clientsthat are kind of praising what
you're doing, feel free toupload those as um as pictures,
those screenshots.
The more consistently you'reupdating things, the more Google
(11:36):
is pushing you up the rank.
Yeah, go ahead.
SPEAKER_04 (12:36):
Yeah, so I just wondered if you had a little
advice for me.
I moved about a month a yearago, and I have not been able to
change my Google address, and soit's not verified.
I work from home, I work in anRV, and I have a long driveway,
and I've tried doing the videothat you have to submit, and I
(12:56):
get nowhere with it because bythe time I've walked up my long
driveway and into my RV, they'relike, Nope, this isn't a real
business.
SPEAKER_02 (13:05):
Okay.
SPEAKER_04 (13:06):
What can I do about that?
SPEAKER_02 (13:08):
I will get back to you on that with because one of
my team members, she's been likea wizard getting everyone
verified who runs into thosethose um those problems with
verification.
There are workarounds for it.
Um, we had another client whowas running into the same thing
because there's like you onlyhave so much time, right, to run
up the driveway to show proof ofit.
(13:28):
Right.
Two minutes a week.
Yeah, essentially, if you haveextra documents to kind of if
you can get on a live call, thenyou can walk through and and
show that Google rep on theother end of the phone.
Hey, this is where I'm at, it'sjust a long driveway.
But um, let me let me get ananswer for you and I'll loop
back either at the end of thisor um later today, just to give
(13:49):
you a super actual step on howto do that.
SPEAKER_04 (13:51):
Thanks a lot.
SPEAKER_02 (13:52):
Just remind me at the end, please.
Okay, perfect.
Um, so yeah, uploading relevantphotos, super important.
The second thing, consistentlygetting more reviews.
The average firm in the US has10 reviews on Google.
Absolutely pathetic number.
I can almost guarantee you,without even knowing anything
(14:13):
about your firms, all of youhave more than 10 people you're
working with now or have workedwith in the past who you're able
to send out a message to andsay, Hey, would you leave me a
review?
And I'm going to give you anexact template that you can send
out.
So by the time this is done, orby the time you leave for the
weekend, you'll have a newreview on Google.
(14:33):
And I would love to hear thefeedback after that actually
starts happening.
The more reviews you have,Google starts to recognize you
as a trusted authority and yourpotential customers looking,
they're choosing the firm thathas more reviews.
Think about if you're reachingout to a plumber or an HVAC
company.
You're not choosing the companythat has one or no reviews over
(14:54):
the one that has 30 or 40reviews.
So reviews, super, superimportant.
Number three, the correctaddress.
So many firms get this wrong.
You need to use your Googlebusiness profile as your source
of truth to have the correctbusiness address.
And from there, then you startupdating the Facebook business
(15:16):
page.
You start updating where you'relisted on Better Business Bureau
on your website.
But you need to have the correctaddress on Google and then have
all of your other platforms withthe exact same address.
It's sending links all acrossthe internet, and that's how
Google is saying this is atrusted source.
It's the right address.
The fourth thing, have yourcorrect hours.
(15:37):
There's been so many businessesI've called wanting to spend
money at because they saythey're they're open because of
their hours on Google, andthey're not.
Just take the time to put thecorrect address or sorry, the
correct hours in.
Choose the days that you're openor closed on holidays.
You can set all that up in theback end of your Google business
(15:58):
profile.
It takes a couple minutes, butit's going to serve you massive
benefit in the long run.
The sixth thing, or sorry, thefifth thing is updating your
company description, but make itkeyword specific to what you
offer.
If you need help, jump inChatGPT, prompt it to say, I'm
writing a description for myGoogle Business profile.
(16:20):
Make this optimized and relevantto who I work with, where I work
with them, and the industries Iserve.
Think about what people aresearching for online.
Best accountant in Boston formedical facilities.
Well, if that's you, put that inyour description.
The more of those keywords youhave, when people are looking
(16:42):
for the services you offer,you're gonna get pulled up
instead of your competitorsbecause you have all of those
keywords listed.
The sixth thing is your updates,also known as blog posts.
These are super important.
And I'm gonna be brutallyhonest, no one is going to read
them on your Google Businessprofile, but it doesn't matter.
(17:03):
You get up to 1,500 characterlimits, uh, sorry, 1500
character limit, and use this tospeak about again what it is you
offer, the industries you serve,and who in the services that
you're providing to them in thelocation.
From there, make it SEOoptimized.
Again, put that inside of ChatGPT, ask to clean through it,
(17:23):
make sure you're removing all ofthe M dashes so it doesn't look
like everything else thatChatGPT is spitting out, and
then upload these on a weekly orbi-weekly basis.
Um sec here.
Okay.
Um, and then the last thing,link all of your social media
accounts.
Again, make Google BusinessProfile your main source of
(17:44):
truth.
Get your phone number correct,your address, make sure all
that's that's correct, and thenstart linking your social media
platforms and go and make sureall that information is synced
on those other channels.
This does require some work.
I didn't say it was gonna be,you know, take two seconds to
do, but you put in the legwork,this will be so beneficial for
(18:05):
your firm.
So, third thing that we're gonnaspeak about is how to get more
reviews because more reviewsequal more money.
Think about any service that youhave wanted to either you've
bought a product online or youwent to go hire a service
online, you're looking at thereviews.
You want to know what wassomeone else's experience with
this company before I pay themmoney.
(18:27):
Your potential customers andclients are no different.
This is how you're going tobuild that trust and authority
online where people have no ideawho you are.
So, to get more reviews, um,what's super important, even
though this firm here has 28reviews, they're not responding
to their reviews.
It is so important to respond toevery single review that comes
(18:50):
in.
This is massive for your SEO,your search engine optimization,
which essentially means Googleis going to show you higher than
your competitors.
Your you will be visible.
The reason this is so importantis because one, you can ask your
customers or your clients toleave keywords in those reviews,
and then you double down and youleave that inside of your
(19:11):
responses.
So, a sample response to whatsome of these reviews would look
like.
Bob, thank you for the kindreview and for trusting us to be
your go-to accountingbookkeeping tax firm.
Talk about what it is you dowhen it comes to your taxes and
monthly accounting for yourdoctor's office in Boston.
(19:33):
Again, people are searching bestbookkeeper in Boston for doctor
offices.
Put that in your review so thatwhen the next time people are
looking for that, it's pullingup your page because you have
that listed in the review youget from your customer and
inside of your response, andit's in your business
description and it's inside ofyour articles.
This is how you're going toclimb the ranks so you're
(19:55):
visible instead of yourcompetitors.
So I want to make sure everyonegets more reviews.
Please take a um sorry, I'mgetting ahead of myself.
Best way to get reviews on yourGoogle Business profile.
When you go to click on reviews,you can grab the review link or
just download the QR code.
(20:15):
From there, what you're gonna dois pick three to five of your
best clients.
Three to five people who you'regetting, they're super happy
with.
Either they just came on board,they've been with you forever,
you've never asked them for areview.
Maybe you've asked them for onein a long time and they they
didn't take any action.
Then we're gonna email thoseclients.
I'm gonna give you exactly whatto say.
(20:35):
Feel free to take a screenshotof this.
It will be in the the umresources at the end, but it's
super simple.
Hey Bob, thanks again fortrusting us with your tax, uh,
your tax bookkeeping, accountingwork.
It means a lot.
If you feel we've added value,would you mind leaving us a
quick Google review?
Put the link, put the QR code.
(20:57):
I like the link, it makes it uhthere's a whole lot less
friction.
They can just click directly onit.
It's bringing them right in.
People won't do a lot of thingsyou ask them.
So the more friction you cantake out of that, the easier it
is.
And you say, Thanks so much.
I am beyond confident you emailthis out to your existing client
base, you will have more reviewsbefore you get back into the
(21:19):
office on Monday.
Um, and then when all thosereviews start coming in, respond
to them, especially negativereviews.
What we're gonna do here,obviously, when you're picking
your three, five best clients,hopefully, no negative reviews
are coming in.
If you do get negative reviews,super, super important you
respond because it's not anongoing thread.
(21:39):
However, you get the chance toget the final word in that
response.
So you can tell your side of thestory for whatever that review
is.
You can report them to Google,you could have multiple people
report them.
They're not always gonna gettaken down, but at the very
least, if someone's scrollingthrough and they see a one-star
negative review, someone's goingoff the handle.
Why not tell your side ofthings?
(22:02):
Showing you're at least tryingto de-escalate the situation and
get on the solution side of thatproblem.
So hopefully, all of that makessense for everyone.
And again, we're talking aboutthe service, the niche, and the
location.
These are the three kind of keyaspects you want inside of all
(22:22):
of those review requests thatyou're sending out, and then
inside of your responses.
Any questions on the reviewfront?
Is that helpful?
Perfect, couple, couple headnods there.
Cool.
So um, fourth thing we'll getinto why Google doesn't trust
(22:43):
you and how to fix it.
A big home alone fan, so I needto throw in Kevin McAllister.
Um, most important thing isreferred to as your nap, which
is just your name, address, andphone number.
We spoke about this a little bitearlier, but this just must be
identical across all platforms.
You really need to use GoogleBusiness Profile as your primary
(23:03):
source of truth, and then haveyour other, wherever your other
profiles are online for yourbusiness, make sure it matches
what's on your Google Businessprofile.
It's absolutely, absolutelycritical.
Um, we have a we yeah, we have aclient, he works in the HVAC
space, so there's no problemsharing this story.
He won't be out, you won't be onthis uh this recording or see
(23:27):
it.
Um, when we started working withthis HVAC client, the reason I
bring this up is because I wantto show you how important having
the correct information is.
When he when he came on with us,we started doing an audit of his
Google business profile, anaudit of his website.
Started making optimizations onhis Google business page.
He noticed there's an addressand there's a phone number.
(23:48):
We went onto his website.
He had two numbers on hiswebsite.
One of them was literallyhighlighted and bold red, and
then he had another number atthe bottom.
So we asked him, Hey, what whatwhere does this number go?
Who's responding to this?
This do you ever miss any phonecalls?
He said, I don't even know whowhere that number is.
That that's not part of ourbusiness.
It's like, okay, that's a majorconcern why it's bolded and
(24:11):
highlighted on your website.
So we phoned it, it was going toa competitor in his area.
Our client was running adsbefore bringing us in, sending
people to his website, and itwas prompting people to call
another business.
How that number got there, wehave no idea.
Whether it was an old number hehad, someone else bought it
(24:32):
afterwards.
Um, if it was a maybe amarketing company went in, they
put it, they didn't change it,whatever it was.
The point is, you need to stayon top of this because you're
working so hard to bring in newbusiness, and you could be
sending it elsewhere.
You could be, if someone'sphoning the number that's no
longer in service, they're notgonna give you a whole lot of
(24:53):
other chances to try to get intouch with you.
They're moving on to the nextbusiness in line.
So just make sure all this stuffis accurate, it will go a long
way as you climb the ranks, andagain, you're getting more
visibility than yourcompetitors.
Um, so how do you fix this aftera big ramble of what not to do
if you're a HVAC business in theCarolinas?
(25:14):
Well, the first thing you'regonna do is update your Google
business profile to your mainsource of truth.
Spoken about this a coupletimes, bit of a broken record at
this point.
Second thing you're gonna do isyou're gonna take one hour to
audit your online presence.
What is showing on your Facebookbusiness page?
What's showing on your uhLinkedIn business page, yellow
pages, better business bureau,QuickBooks Pro, um, your
(25:36):
website.
It doesn't matter.
Wherever you think you may belisted, do a search of your
business to see what is comingup in those citations,
essentially the links thatyou're gonna find on Google when
you search for yourself.
Just make sure all thisinformation is accurate.
There's a couple ways to dothis.
You can do it um a littlepainfully, just manually going
(25:58):
through.
Once it's done, just build aprocess around it, hand it off
to a team member, do it once aquarter, just make sure
everything's correct.
For whatever reason, sometimesthese things do change.
It is technology, platformschange, just make sure it's up
to date.
Maybe you've updated a phonenumber where you're bringing
everything in, whatever it is,just make sure it's up to date.
Or there's a couple tools outthere.
(26:19):
I haven't used Moz Local orWhite Spark, but there are some
reputable platforms that canhelp out with this.
Our team does help with all thecitation matching and making
sure that takes place as well.
But at the bare bones, just makesure you spend the time to go
and make sure all this stuff isaccurate because from a consumer
side of things, you want to workwith someone, you call them, the
(26:40):
numbers out of service, you'removing on to the next person.
And that's what your potentialcustomers are doing as well.
So, um, any questions with thename, address, phone, and how to
fix that?
No?
Cool.
All right, well, we're justgonna keep on rolling here then.
Um, so let's talk about how tonever worry about burning your
(27:05):
hard-earned dollars when itcomes to paid advertising.
All of the stuff we just spokeabout is great, it's organic, it
works, it takes time.
That's just the way it is.
I wish I could tell you it wassuper exciting, and when you fix
those things tomorrow, yourphone is going to ring.
It's not.
But if you stay consistent andmake sure your stuff's accurate,
(27:26):
you're publishing thosearticles, you're uploading
photos, you will start to climbthe ranks.
This will take a couple months,but it will make an improvement.
However, local service ads, thisis the stuff I get super excited
about because barely anyaccounting, bookkeeping, and tax
firms are using this platform.
It's been around for a while.
(27:46):
It's primarily run by homeservice companies, but no one in
the accounting space is using ityet.
There's a wide open opportunityto take advantage of this.
This is how you will startgetting phone calls the second
this gets approved.
Quick caveat (28:00):
this does take a couple weeks to get approved,
just like your Google BusinessProfile.
Again, I'll walk through all thesteps that are required for
this, but this is the stuff thatwill get your phone ringing
right away.
This is the platform, if yourecall back to the start, where
all of our clients have gotthose incredible results from
because they're getting super,super high intent calls through
(28:22):
local service ads.
It's a pay-per-call platform.
So, what that means,pay-per-call, it's different
from if you've ever run ads onFacebook or YouTube or Instagram
or call it meta for Facebook andInstagram.
Difference with this, you onlyget billed when someone
physically calls into yourcompany and they're asking about
(28:44):
any of the categories here thatyou have checked off.
If someone calls in for thisparticular client and is asking
for payroll services, Google outGoogle's algorithm is not going
to bill them because they knowthis company is not offering
payroll.
So you're only getting, you'reonly paying for qualified calls.
And you're getting people who'vetaken the time to search on
(29:06):
Google payroll company near meor accounting supporter, uh best
bookkeeper near me.
They are already aware they havea pain, which is 90% of the
sales process.
You don't even have to convincethem because they came to you
saying, Hey, I have a problemthat I'm looking to get solved.
Now I'm speaking to you.
(29:28):
So much easier in your salesprocess than reaching out to
thousands of people on LinkedIn,than running ads on Facebook,
hoping to get in front of theright person who potentially has
a problem.
This is a way to just sit backand wait for that phone to ring
with gold on the other side ofthe line.
So inside of local service ads,it is under the tax specialist
(29:50):
category.
When you go into Google, youtype in local service ads, walk
through setting up the account,it's really easy.
I'm not going to bore you withthat on here.
Um, tax specialist is thecategory right now in the
accounting world.
So you do need to have one ofthe following: either CPA
license, enrolled agent license,uh PTIN, or I think it's a tax
(30:12):
attorney license.
If you have one of those, you'regood to go.
If you don't have it, localservice ads, um, it's just one
of the verifications they dolook for.
Even if you don't plan onproviding taxes, I believe it's
very easy to get a P TINrelatively quick.
We've had some clients do that,and then we just keep on these
the normal services they'reoffering.
(30:33):
This is just again a verific uhverification method, so you're
eligible for this platform.
So, what that looks like, if youwere, I'm sure, I mean, you can
all test it out on your on yourbrowser, um, but just put in you
know tax planning near me orbookkeeping near me, you'll see
here this is what local serviceads looks like.
(30:54):
It all Always shows up at thevery top of Google.
Then you get your pay-per-clickads.
This is where people have spentthousands of dollars and they
wonder why Google doesn't workfor them.
They've wasted a lot of money.
Um, then underneath, a littlebit further here, is where the
map would show up.
The map is what we were speakingabout earlier, how you're going
(31:15):
to show up organically in therankings.
That takes more time.
Local service ads is a way tojust jump to the top of the line
and say, hey Google, I'm readyto pay for inbound calls.
Put me right at the top.
Someone clicks on get phonenumber, that phone call is
coming directly through to you.
Now the Google Home is going offbecause I keep saying Google so
much.
(31:35):
So now we're going to talk abouthow to win with local service
ads, also known as LSA.
So you've jumped in, you've setup your local service ads
account, you've put in theverification that's required,
you're ready to go.
You're ready to start gettingphone calls.
You're showing up at the top inyour local market.
Yes, this is run in your localmarket.
(31:57):
Ideally, it's within like a twoto three hour driving radius of
who you can service.
That all depends on howpopulated your area is, how
competitive it is.
But again, there's so few firmsusing this platform that it's
it's so easy to just get to thetop right away.
Um, we haven't, again, an HVACclient in North Carolina.
(32:17):
He doesn't have the same luxury.
There's every firm in HVAC isusing local service ads.
So it's significantly morecompetitive.
No one's using it in theaccounting space.
So this is a gold mine thatpeople are not taking advantage
of right now.
So, best way to win with localservice ads, every single day
when a phone call comes in, youneed to report that back to
(32:38):
Google inside their rankingsystem as soon as possible.
If Google's not hearing fromyou, they're going to assume
you're getting enough calls,they're going to slowly drop
your visibility.
So other people running the adswill get that visibility.
So you need to do this everysingle day.
You need to pre-qualify theleads as quick as possible to
avoid wasting time and beingcharged for bad leads.
My recommendation (33:00):
hire a dedicated concierge appointment
setter to take all of thoseinbound calls.
You're all very busy runningyour firm, working on higher
leverage tasks.
You don't need to be bogged downby answering the phone all day
long.
Have someone qualify those callsand weed out people who are just
looking for free advice.
(33:21):
People actually need yourservice.
There's a ton of differentservice offerings out there.
You can get an appointment setupfor$2,500 a month, their sole
job.
Just answer the phone to onlypush through qualified sales
opportunities for you.
Third thing, uh, review yourcampaign on a weekly basis.
How much are you spending?
What's your cost per lead orcost per call?
(33:42):
And then from there, what isyour conversion?
How many of those appointmentsare you booking?
Are you converting into dollarsin the bank account?
So just staying on top of that.
And then again, as I mentioned,the license is required, CPA,
enrolled agent, PTIN, or taxattorney license.
Once you have that, you're readyto rock and roll with local
service ads.
Any questions off the top on thethe initial parts of local
(34:07):
service ads?
SPEAKER_03 (34:09):
What's a cost per lead metric that you see in the
accounting space?
SPEAKER_02 (34:14):
Excellent question.
The average from what we'veseen, and we've run this for
kind of all pockets of the USnow, average you could look at
would be about$100 cost percall.
It does sound more expensive ifyou're thinking about running a
pay-per-click campaign where youmight spend a couple dollars for
a click.
If you're running a Facebookcampaign where maybe it's a$20
(34:36):
or$40 lead, massive differencewith this is you're actually on
the phone with someone who hasan immediate need who searched
for you versus someone who maybesaw an ad on Facebook that
doesn't actually have a need.
They're just clicking through,maybe they just want some
information, you're paying forthat, or someone who's clicked
onto your website and thenyou're hoping they go through a
(34:57):
form, then you still got to callthem, you still gotta make sure
they show up.
You more or less are getting anappointment right out of the
gate for$100.
And if you're offering um eventax returns at a couple hundred
bucks per return, makes a lot ofsense.
And again, in those 12categories you offer, if if you
are doing tax prep, I would justmake sure that the math makes
(35:20):
sense so that you're you'recharging more than$100 for tax
return if you're paying roughly$100 for that call to come in.
But if you have your bookkeepingstarting at$600 a month, you're
doing tax planning for$10 or$12,000 for the year, you have
monthly accounting services fora couple grand a month, it it's
an absolute no-brainer.
You pay$100 and you have a 10xopportunity to sell them a
(35:40):
service when they have a need.
Is that helpful?
Perfect.
So inside of local service ads,the ways to keep staying
relevant so that Googlecontinues to make sure they're
showing you instead of yourcompetitor.
We like to refer to this as thethree Rs.
That's radius, reviews, andresponsiveness.
(36:02):
So radius inside the localservice ad platform, you'll
choose exactly where you wantyour ad displayed.
So here for this client inTexas, if they were to get a
call for whatever reason inFrisco, Google will not bill
them for that call, or likelywon't bill them for that call
because it's outside of theirserviceable area.
So again, you're only gettingqualified calls based off of the
(36:24):
services you've selected youwant to get phone calls for, the
area you want to get them, andthe hours that you're available.
That's the other piece.
Um, Facebook, you can have yourad, you can choose when your ads
are running, but make sure ifyou're running local service
ads, you only choose the houryou set up so the hours are when
you're in the office, or yourappointment set or whoever's
(36:45):
able to take those calls isavailable.
Because if you start missingphone calls, Google's just gonna
think, all right, you're superbusy.
We're gonna make sure someoneelse is getting these calls.
I'm jumping ahead with that.
Goes into the responsiveness.
Reviews, more consistentreviews, are better than someone
who just has a ton of reviewsfrom the past that they haven't
got a new one in two years.
So don't let a firm in your areawho maybe has 50 reviews and you
(37:10):
have 10, but if they haven't gota new one in two years and
you're consistently getting themon a weekly basis or a bi-weekly
basis or a monthly basis, thatto Google is more important than
reviews from a couple years ago.
And I'll add in because I forgotto mention this earlier.
When you go to send out yourreview request, three to five is
(37:30):
fine in one batch.
But if you haven't got anyreviews in a while, do not email
your entire client list all inone shot.
And then you're gonna get allthese reviews overnight.
Google will look at that and go,this is all spam.
You haven't had a review in sixmonths.
Now you have 20 in the span ofan hour.
That's fake.
(37:51):
We're not gonna post them.
And it's really hard to go backto your clients and say, Hey,
can you leave us another review?
Because yours yours didn'tstick.
So, my suggestion just use adrip sequence or manually drip
out like two, two to threerequests a day every other day,
and you'll have reviews justdripping in on a more consistent
basis.
So that's the first two.
(38:12):
And then again, responsiveness.
If you're running local serviceads, just make sure you're
answering the phone.
If you're not answering thephone, Google is going to just
assume, hey, you're busy enough.
We're gonna make sure someoneelse gets there who needs to
take the business.
So that's super important.
Uh, the sixth thing that we'llgo over, or sorry, any any
questions on that piece withlocal service ads?
(38:34):
How how to make it work, how tomake sure you're getting the
phone consistently ringing, andhow to bring in really qualified
buyers.
SPEAKER_03 (38:43):
So, do you recommend maybe have a different phone
number than your main line justto make sure that like it goes
to an appointment center thatwon't affect any of your uh
Google profile, it just can beset to the local service ads.
Absolutely.
SPEAKER_02 (38:56):
So, local service ads will actually they they
predetermine that phone number,and then in the settings of your
local service ads account, youchoose where you want that to
forward to.
Okay.
So on the local service aditself, um I won't go all the
way back, but um on the localservice ad itself where it says,
you know, click here to getphone number, the QR code shows
(39:19):
up.
That's a predetermined number uhlocal service ads chooses.
You choose where you want thatto go to.
So yeah, that's where you canmake sure you always have
someone answering that line.
And then you keep your your yourregular business number on your
Google business profile.
Okay.
Any other questions on localservice ads before we move on?
SPEAKER_00 (39:40):
Hey James, question for you.
So uh what if we can set it upin a way for a firm or a
business to have an AI answeringservice or an AI appointment
setter to pick it up, but willthat flag anything with Google?
SPEAKER_02 (39:54):
It won't flag anything with Google, as far as
I know.
What I can tell you is we'vetested this for clients in the
past just a couple months ago,and it was really quick and
obvious that people phoning indidn't want to speak to an AI
bot, even regardless of howgreat that AI can sound.
Ultimately, I mean, we've allbeen there, right?
(40:17):
You phone somewhere, you'retrying to get through to
someone, and the bot justdoesn't.
It's not, I don't find voice AIis quite there yet where we want
it to be, and it will be in acouple months or next year, and
it's getting close.
But if you can afford to havesomeone sit and answer that
phone call, or if you don't mindkind of being taken off task all
day long, yeah, by all means umanswer those calls.
(40:43):
But I wouldn't, I probablywouldn't put an AI bot on it
right away unless you had itreally clean and really dialed,
because you will get peopleasking different questions.
So it's it's hard to train thatbot to know exactly how to how
to filter that call out.
The other thing, local serviceads, you have about a 30-second
window where you're potentiallynot getting billed for that
(41:06):
inbound call.
And with AI bots, there'sgenerally a little bit of a
delay.
So even if someone phones in andyou have taxes as a category
selected on your local serviceads, maybe you're only doing
that for businesses.
So my suggestion is when youanswer the phone, hey, is this
for personal or business?
If someone says personal rightaway and you're not doing
(41:27):
anything that's personalrelated, hey, sorry, we're only
taking on business, um, businessaccounts right now.
So we're gonna politely end thecall.
An AI bot might not be able todo that quick enough.
So you're you may end up gettingbilled for that call, and
there's not an opportunity foryou.
So you spent that money withoutpotentially being able to make
some.
SPEAKER_00 (41:45):
Awesome.
Thanks for that.
SPEAKER_02 (41:47):
Perfect.
All right, so we'll jump intothe content piece.
Um, because I want to make surewe have some time for some
questions here at the end aswell.
So, last thing, so we werespeaking about creating
articles, and I want to makesure this is super actionable
and you're not banging your headagainst the wall thinking I got
to be an influencer now, and Igot to create all this content,
and you're you're spending allthis time trying to do that
because that's not where you'remaking the most bang in your
(42:09):
business.
So, the easiest way to do allthis is to use our best friend,
ChatGPT.
And when you go to write thesearticles, you can create a
custom GPT and play around withthe prompts, but essentially
tell it you are a world-classmarketing expert.
Your goal is to consistentlywrite SEO optimized articles,
(42:30):
um, capping at 1,500 characters.
And we're always going to focuson the services we offer.
This is where we're based outof.
Any questions you have for me,ask it back so I can give you
all the info you need.
But prompt ChatGPT to be yourleading expert, be your
marketing advisor, and then whenyou go to create your content,
(42:52):
just put it in.
So now when this comes out,we're focused on tax planning in
Massachusetts.
So when someone in Massachusettsis searching, you know, tax
planning near me, Shanley'spopping up because this is
inside of all of her articles,it's inside of her reviews, it's
inside of her businessdescription.
Same thing with um with ourclient here.
(43:14):
If you're jumping in, again,Ohio tax laws, construction,
we're focusing on the location,the service, and the industry.
But use Chat GPT as your friend.
Just make sure you kind of skimthrough it after you remove all
those long hyphens, also knownas M-dashes.
You you pull out all theunnecessary emojis, make it look
(43:35):
like a human wrote it.
But ultimately, when you're inthere, you could even say,
create me two months or threemonths or four months worth of
articles.
Make sure we're touching on allthe important dates and relevant
times throughout the year thatour clients at a tax firm should
be aware of.
All that will get pumped out foryou, and then just schedule it
(43:57):
inside of Google BusinessProfile.
So then now you don't have toworry about your content.
It's all set and it's gonna goout automatically for you over
the next handful of months orover the next handful of weeks.
So just kind of bulk bulking allthat into one batch.
So hopefully that was helpfulfor everyone.
Um, I do want to now give you aseven-day action plan to
(44:20):
dominate your local market.
So if you want to go ahead andscan that QR code, it'll give
you essentially everything wejust spoke about in a very
actionable, digestible manner.
But day one, you're gonna createand claim your Google business
profile.
Super easy.
Day two, you're just gonna setup your Google business profile
correctly (44:38):
the name, address, phone number, start uploading
some pictures, make sure allthat stuff there is relevant.
Day three, you're gonna get youruh three to five Google reviews
from happy clients.
I would love, I love people totake action really quick.
Hopefully, some of you alreadysent out an email request.
Hopefully, you have some newreviews by the time you get back
into the office on Monday.
(44:59):
If you do, please let me know.
I love to celebrate these wins.
But third day, you're gonna getthree to five Google reviews
from happy clients.
Day four, you're gonna audit andfix listings.
So your name, address, phonenumber, make sure it's
consistent across all of yourplatforms online.
And then day five, we're gonnacreate local content with those
articles.
So jumping into Chat GPT,prompting it to be the expert in
(45:21):
that space.
You don't need to be the expertwhen it comes to writing SEO
articles, but you can tellChatGBT that they're the expert
and they'll help write that foryou.
Day six, you're gonna set upyour local service ads account,
and then day seven, you're gonnahire that dedicated appointment
setter and build your leadnurturing system.
Any questions with all of that?
(45:45):
No?
Okay, let's keep rolling.
So, I would love to show youwhat this could be worth for
your firm and do a quick livedemo.
We've built out a calculator toshow you exactly what this could
look like.
Do I have one volunteer from theaudience who's happy to share
some of the numbers within theirfirm?
SPEAKER_03 (46:09):
I can share mine.
SPEAKER_02 (46:11):
Okay, perfect.
I was kind of I was just aboutto kick you out of the crowd,
anyways, Josh.
So this is great.
SPEAKER_03 (46:16):
That's alright.
SPEAKER_02 (46:17):
Um, okay.
So, um if you're not comfortablesharing exact numbers, just for
the sake of the exercise, if youare awesome, this would be super
valuable for you.
I'm also gonna drop this in thechat so everyone can grab it if
they want to use it on theirown.
(46:53):
Okay, I'll I'll make I'm gonnatry to get this link to
everyone.
Okay, so Josh, um, where are youat right now on a monthly
revenue basis with your firm?
SPEAKER_03 (47:05):
So we have monthly recurring revenue would be
fifteen grand.
Overall, from a firm level, weaverage about fifty grand.
We do a lot of tax prep and taxplanning.
But for monthly people who payus monthly that I know is coming
in is about 15 grand.
SPEAKER_02 (47:22):
Okay, cool.
Let's let's just go with 15grand for the sake of this
exercise.
Um, what would be a goal monthlyrecurring revenue you'd be
looking to get to and in howmany months?
Uh 25 grand.
Okay.
How long do you would you behoping to take to achieve that
goal?
SPEAKER_03 (47:42):
Yeah, um, I mean, obviously months would be great,
but uh, you know, six?
Six or even twelve, right?
Six is fine.
SPEAKER_02 (47:51):
Okay, we'll do six.
Um cool.
Average client value who paysyou guys on a month.
SPEAKER_03 (48:00):
Yeah, it's probably a little under that.
So let's maybe say eighthundred.
SPEAKER_02 (48:05):
Okay.
Perfect.
And roughly, do you have an ideaof what your what your closing
rate or looks like?
SPEAKER_03 (48:12):
We're around 50%.
Okay.
You know, some of the referralsand stuff are much greater, some
of the blank generic stuff aremuch higher.
SPEAKER_02 (48:22):
Yeah, yeah.
Referrals, uh, I mean, those arethe best, right?
Because they're coming, they'reready to go.
Someone else has already saidthis company's amazing.
50%, that's awesome.
I would I would say it's a veryconservative number when it
comes to local service ads aswell from leads from the
internet.
I you could probably even putthis up to 60 or 70 just because
of the level of intent, but justfor for being super conservative
(48:44):
and the point of this, let's say50.
So those are your numbers.
We look at cost per lead atroughly 100.
If you were working with anotherfirm like us, we're roughly
about 1600, 1700 a month.
Um, there's there's differentpackages we have, but we'll just
use this for the sake of thisexercise.
Generally, how long do yourclients typically stay with you?
SPEAKER_03 (49:07):
You know, new clients will occasionally show
up and they'll leave thefastest.
Like they mean the like likeanything, like they want really
fast results, or hey, I haven'tused an account and never, so I
have 4,000 questions, and wecan't always I can't answer
4,000 questions always, you knowwhat I mean, as fast as they'd
(49:27):
like.
So, but after a client's beenwith us for six months, we don't
have anybody leave.
We haven't had anybody leaveyet.
So I don't uh you know, I mean,that's that's kind of it.
So I would say on average, theclients probably three years.
Okay, maybe conservatively.
You know, the some of the newclients will show up, maybe are
(49:49):
expecting, you know, maybeexpecting more than what they
get.
I mean, we're I think we'repretty um, I mean, I think we're
pretty, you know, hey, we we wedo what we say we're gonna do,
we charge what we're gonna saywe're gonna charge, we deliver
what we're gonna deliver, butforever reason, some of those
new clients, I think some ofthem are just maybe millennials
or not used to paying anaccountant or professional.
(50:10):
And so forever reason, some ofthose new clients don't stay as
long as I'd like.
Um, but if people stay past thatsix-month mark, they usually
stay for a long time.
SPEAKER_02 (50:19):
Okay, perfect.
Yeah, there's a lot of educationthat goes into that as well at
times, right?
People are they don't look ataccounting like the true
investment that it is within thebusiness, so that that does come
on the firm owners.
We need to educate them thatthis is an investment, right?
SPEAKER_03 (50:36):
Well, and I mean I have someone leave, I saved them
$30,000 with a couple taxplanning ideas, and they left to
go with someone in thenetworking group.
Yeah, like, oh well, I can't doany better, I can't do any
better than that.
SPEAKER_02 (50:49):
Yeah, okay, cool.
So these numbers look relativelyaccurate then.
So from here, just to give youan idea, if you're looking to
add an extra 10 grand ofrecurring revenue, if we're
basing this off of the$800ticket per month, 50% close
rate,$100 cost per lead.
If you're working with a firm ornot, we can come back and
manipulate these numbers, uh,change them around, and everyone
(51:10):
can use this calculator thatI've shared in the chat to use
them yourself.
You're only looking at bringingan extra sixteen hundred bucks
of new recurring revenue on amonthly basis.
So you're really you only needsix leads a month in order to
make that happen.
So, all in all, monthly adspend, you're looking at about
600 bucks a month.
Total investment,$2,200.
(51:32):
Monthly ROI is a little bit lowon the front end, but you can
see over time, six months,$13,000 invested,$120K of new
revenue, bottom line, just needsix new leads a month that
you're closing at that existingrate to add that extra that
conservative 10k of new MRR.
(51:54):
So I encourage everyone to usethis calculator, play around
with the numbers.
If we say jumped up here, and wesaid this even jumped to say
60%, how much this changes.
Now we're looking at 13kinvestment.
Um, we only need five leads amonth, right?
(52:16):
In order to hit that mark.
So I just just to give an ideaof how much do I need to be
investing to achieve the goalsI've set out.
Josh, you mentioned kind ofright sizing expectations with
your own clients who come in.
Same idea here.
We've just had a lot of peoplecome in in the past and they're
like, hey, I want to make amillion dollars and I got 500
bucks to spend.
That's amazing.
(52:36):
It's great to have dreams.
So this is just to help rightsize all those expectations.
SPEAKER_03 (52:42):
So I would ask, you know, so I've tried a couple
different things.
How long do you give differentmarketing or different agencies
an opportunity before you'relike, hey, you know, I'm not
quite seeing the return that I'mlike, I I you know, I always
either set up and there'slearning and there's some of
that stuff, but at some pointyou're like, the results are the
(53:02):
results, right?
Like, yeah, I you gotta seeresults, or I don't want to
continue to pay.
SPEAKER_02 (53:08):
I would say, I mean, with local service ads, we've
had clients get tremendousresults within 30 days.
Um, ultimately, it does comedown to their ability to sell.
And and we can certainly loopback to some more questions
after.
I'm gonna hang around here for alittle bit.
But generally, depending on whatthe strategy is, if it's paid
ads, 90 days is definitelyenough time to know at least,
(53:32):
are we on the right path, or isthis just kind of a sinkhole for
money?
If you're doing SEO, six to ninemonths kind of minimum to start
to see some real traction takingplace.
But paid ads, you'll know,you'll know pretty quick is this
working or not.
And training the algorithm, allthis is true, and I know a lot
(53:52):
of people hate to hear that, butit is a real thing.
It's just like going to the gymand hiring a personal trainer,
it's amazing.
But if you hire a personaltrainer and don't go to the gym,
you can't get mad at them in amonth when you don't have the
six pack.
It just you need to put in thetime, you need to put in the
reps.
So appreciate you playingplaying along and sharing your
(54:13):
numbers there, Josh.
Is this was this helpful foryou?
SPEAKER_03 (54:16):
Yeah, no, I absolutely okay.
So, what since since we'retalking about me, what one
question I always have is solike the Facebook ads affect the
the Google, and you know what Imean?
Like they affect all the SEO,everything you do affects
something, right?
And no one knows the SEO magicalgorithm, right?
(54:38):
So what I struggle with is ifhey, you're we're trying to do
something direct, right?
Direct towards business owners,but we get so many calls from
today.
Someone's just called, hey, howdo I enter my 1095A in my tax
turn I'm doing on triple tags?
Well, we're not gonna tell you,right?
We're not gonna do stuff forfree and take liability for no
compensation.
(54:59):
So we try to do stuff moretargeted, but we still get all
those individual tax questionsthat we just can't take on, you
know.
I mean, because they're lowermargin and just don't don't
we're not able to use theirexpertise.
So I always am like, well, hey,it's it's unfair to say what's
working and what's not if we'retargeting and we're not getting
(55:19):
those targeting results.
And I kind of feel like the samething with local service ads.
You click tax, well, is itbusiness tax, individual tax?
Are you gonna get everybody'stax questions?
Yeah, you know, how do you gonnahave your your your where you
focus?
Yeah, say these are what wewant.
SPEAKER_02 (55:35):
Great question.
So, in in the articles itself,what you're producing in your
Google Business Profile articlesand putting those on your blog,
focus on business taxes.
Over time, you will it will weanout other people at the end of
the day.
It is all search based, so youcan't 100% filter that out.
But having someone who cananswer the phone and is trained
(55:56):
to know to ask the rightquestions hey, is this for
personal or business?
Uh, it's personal.
Oh, no problem.
Well, we're actually not takingon any personal inquiries right
now, and then so you justpolitely end the call.
But if they're so there's acouple different safety nets you
can put in place, sure.
SPEAKER_03 (56:10):
Well, so what we've done too is because we're
getting so many random calls andstuff, we make a client
application form.
Yep.
So we just say, hey, you know,based on based on where our firm
is, we just want to make surebased on our capacity of our
firm, we just want to make surewe're good fit together.
Can we email you uh a clientapplication to make sure that
your needs match up with ouroffering?
(56:31):
Yeah, but I don't know if I wantto pay a hundred dollars to send
a bunch of those per, right?
Those are just organic calls.
SPEAKER_02 (56:40):
Yeah.
Again, with with any paidmarketing, you you're going to
get you're gonna pay for someleads that don't end up working
out.
You can't close 100% of them,but you're getting people with
super high intent at the verytop who are clicking on that to
phone in, and it is based offwhat you're looking for.
If you don't want any of thosepersonal tax coming in, I would
(57:00):
just suggest not turning on taxprep to begin with.
If someone's calling in, they'relooking for accounting, because
it's a relatively vague setup onthe categories, it's just a
matter of having that personwho's answering the phone being
trained to ask the rightquestions, and then on the back
end have a different form whereyou're asking everything that
they're looking for.
And then ultimately when youmeet with them, you can start
(57:22):
uncovering, oh, they mightactually be a good fit for tax
planning, or oh, they need thisdone and this, they just didn't
know it.
So there are there are some waysto protect yourself so you're
not burning your money.
Makes sense.
Cool.
Um, all right.
So everyone, I appreciate youhanging around for so long here.
Thanks for tuning in to thisepisode of CFO Chronicles, the
(57:42):
secrets behind success.
I hope you found value intoday's conversation.
As we wrap up, I'd love for youto do two things.
First, make sure to subscribe tothis podcast so you don't miss
any future episodes.
If you enjoyed today'sdiscussion, please rate and
review the show.
It helps others discover theinsights we share here.
Second, if you're ready to takeyour business to the next level
(58:03):
and attract the high-end clientsyou deserve, head over to
accountingleadsnow.com or clickthe link in the show notes to
book your strategy call.
It's time to position yourselfas the advisor your clients
need.
And don't forget, you canconnect with me on LinkedIn to
stay up to date on what'shappening in the world of
accounting and financial growth.
We've got exciting topics comingup, so stay tuned for the next
episode of CFO Chronicles.
(58:25):
Until then, keep pushingforward.
Your growth is just onestrategic move away.
SPEAKER_01 (58:31):
Thanks for listening to CFO Chronicles, the secrets
behind success.
We hope today's episode providedvaluable strategies to help you
attract more high-payingclients.
Be sure to subscribe, follow,and share with fellow
professionals, connect with uson LinkedIn, and leave a review
or comment to join theconversation.
(58:51):
Your feedback helps us bring youthe best insights in finance and
marketing.
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