New Clients, Inc.

For this interview we decided to catch up with our current seminar instructor and also the most successful client out of many successful clients in NCI's 24 year history.  Troy is the one who, using Plan 2 after attending the seminar, built a 6.6 million dollar, 11 office location accounting, tax and financial planning practice in Indiana.  Troy has since sold that practice and has gone on to focus on a multitude of other ventures including starting a new practice, overseeing a mutual fund, helping other accountants get into asset management and of course teaching the NCI seminar most months.  We wanted to talk to Troy about what he has been up to and what he has taken away from teaching the NCI Practice Development Seminars.

Chris: What have you been up to businesswise outside of teaching the NCI Seminar?

Troy: I'm really doing three main things.  I'm never one to just do one thing, I'm kind of insane from that standpoint (laughs.)  I do coachpatton.com where I teach accountants how to do a few things.  The main thing is asset management, getting CPAs involved in asset management.  They can either piggyback on our systems that we've already created and are time tested and proven or we show them how to become their own registered investment advisor.  The second part of that is business valuations, those two are the main things I want to get across on the coaching side.  The third thing is, I work with people to teach them how to buy a practice, how to do it correctly.  I also teach them how to pick up dentists as clients.  That's the other piece of it.

Don't you have a practice that caters to Dentists?

Yeah we do and we actually just created a website called usdentalcpa.com.

That begs the question, Troy, why dentists?

Well one, they have the ability to pay.  And two, some people might think of it as monotony, but when you have a specific set of clients that are all the same like that, you can create great efficiencies.  These are also the kinds of people that frankly, they're going to invest money.  They're going to have a 401k plan, they may need a business valuation for estate planning, that sort of thing.  So they really encompass the areas we want to focus on. 

Speaking of your practice that focuses on Dentists, you had recently re-implemented the NCI marketing program to see if it still applies to today's marketplace, what did you find in doing that?

It was great and I still, with all my coaching clients that come through, I tell them that NCI, hands down is the best system.  Especially for those who are just getting started or those that want to go out and add a quick $50,000 or $100,000 to their practice, there isn't a better system then to go out and use NCI's program as far as appointment setting, calling small to medium size business owners.  There just isn't a better way.  Getting back to your question, since I was teaching the seminar, I hadn't done the program in a while.  So I wanted to see how it worked and frankly, Chris, we brought in $23,000 in new business in one month.  I think we're going to do it again this October.

You've been teaching the NCI seminar for over a year now, how has that experience been for you and what have you taken from away from it?

I think for the most part, I love to see and hear of other people's success after the fact.  I was just talking to a guy , he had decided to do Plan 2, he was in my coaching group and I said you should do NCI, even though I don't get anything out of it, I told him he should do it and he did it.  Now they're picking up a ton of clients and they're good clients, he's made money off of it from day one.  There's a sense of self satisfaction knowing that I taught that guy.  I've had three people now that were in my coaching group and I sent to NCI and they did Plan 2.  One guy is just getting started in Florida and the other two have done quite well at it. 

Tell me a little more about coachpatton.com and how what you do for your coaching clients.

Yeah, for instance there's a guy in Arizona, he had called me and his interests were more operational.  You know, how is our practice working?  Are we hiring the right people?  What is our exit plan?  Are we getting utilization and realization correct?  That sort of thing, what I did was I flew out there and I spent two days with them out there reviewing not only their financials but their employee records and utilization versus realization.  What I always tell people, Chris, is that it's like having a partner without having a partner. 

Without the drawbacks of having a partner.

Exactly, I don't participate in your profits; I'm in it to try to help you.  So that's the way I look at it, having another set of eyes and ears and someone who's seen well over a couple hundred different practices.  I look for things that are being done well and things that can be improved upon.

What does the future hold for you, Troy?

I'm doing what I want to do.  People ask what you are going to be doing in ten years and I say I'm going to keep doing what I'm doing.

One last question, what advice do you have for our readers who are considering an NCI marketing program?

It's the same thing I tell people everyday, people always ask me what's the difference and I say I think the thing you have to look for is, there are those that dream everyday, and believe me I'm a big dreamer.  The difference is, I execute on my dreams and I believe when you execute on your dreams you'll fulfill any goal you have.  Even if you make mistakes along the way, who cares?  Don't let fear dictate your life.  With that in mind, if you're thinking of doing the NCI marketing program, it will help you grow, you just need to make the commitment to do it and follow through with it.