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Buying an Accounting Practice

What to Consider When Buying an Accounting Practice

Tuesday, December 20th, 2022

Whether you’re looking to expand your current business or to enter the accounting industry, purchasing an accounting firm can save […]

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how to value an accounting practice

How to Value an Accounting Practice: What Is Your Firm Worth?

Friday, November 4th, 2022

If you’re thinking about selling your accounting practice, the first question you probably have in mind is “What is my […]

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illustration of digital marketing tools

How to Market an Accounting Firm in the Digital Age

Monday, October 31st, 2022

In the digital age, accounting firms need to employ a variety of digital marketing techniques in order to reach their […]

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calculator on table being used to sell an accounting practice

Selling an Accounting Practice – 5 Things to Consider

Wednesday, July 13th, 2022

Are you thinking of selling your accounting practice? If so, there are a few things you need to consider. The […]

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How to Handle Prospects Who Want to Wait Until January to Get Started

Wednesday, September 28th, 2016

Here’s a strategy I’ve used late in the year for those “let’s wait until January” people. I’ve used this effectively […]

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Time Management for Salespeople

Wednesday, September 28th, 2016

The best time management tip for sales people is to qualify prospects more effectively. Let’s say a salesperson has ten […]

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Ask For Referrals From People Who Don’t Buy From You

Tuesday, August 16th, 2016

Ask for referrals after the prospect says “no”. This is a very powerful technique. Why not ask? You have invested […]

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What NCI Looks for in a Stellar Sales Performer: An Insider’s Perspective

Thursday, July 14th, 2016

The following is an interview I conducted with Pete Borelli who has been a Senior Account Executive with NCI for […]

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How to Confirm Appointments Properly

Wednesday, July 13th, 2016

In recent conversations with accountants and client service representatives I have heard complaints about prospects who fail to show up […]

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Respond to Emails With a Phone Call

Wednesday, July 13th, 2016

Respond to emails with a phone call. Let’s consider for a moment what a true conversation is like. People in […]

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Tips for Closing the Sale

Monday, June 20th, 2016

Closing a sale — getting your prospect to say yes — can sometimes be as easy as asking for the […]

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What To Do When You Have A Financial Problem

Tuesday, June 7th, 2016

Sell your way out of problems you encounter. Are you short on cash? Are you struggling financially? Sell! When faced […]

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Local Search and How It’s Affecting Your Accounting Firm

Thursday, June 2nd, 2016

Remember the commercial that repeatedly interrupted your favorite television show last week? Chances are you don’t – because we’ve trained […]

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If You Want To Sell Better, Buy Better

Wednesday, May 11th, 2016

If you want to sell better, buy better. We expect our buyers to buy the way we buy. If you […]

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Practice Active Listening

Monday, April 11th, 2016

The optimal salesperson uncovers the facts and the emotions from a prospect. The weather forecast calls for 2 inches of […]

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Don’t Wait to Replace Struggling Appointment Setters

Monday, April 11th, 2016

As has been said many times in this newsletter, the appointment setting portion of the NCI marketing program is typically […]

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Ask Questions of Yourself to Achieve More Sales

Monday, April 11th, 2016

Be prepared. Do some research on the business and the industry that business falls under before you go to make the […]

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Most Follow-Up Calls Are A Waste of Time

Tuesday, February 9th, 2016

Sales follow-up calls are destined to fail for those who do not plan for their success.  Success doesn’t just happen.  […]

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Bad Review Comeback

Tuesday, February 9th, 2016

A scathing review spread across a multitude of online channels can push the calmest business owner over the edge. But […]

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The Universal Rebuttal

Wednesday, January 13th, 2016

““If you remember that an objection is an opportunity to close, you will always be happy to hear one.”” — […]

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Beware of Personal Presence

Wednesday, October 21st, 2015

Body language speaks louder than the words you utter and your beliefs affect your body language. If you want to […]

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How to Generate New Clients with SEO

Thursday, September 24th, 2015

Business owners and individuals are searching for CPA’s over 1.2 million times each year in the U.S. So how do […]

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Go For The NO!!

Wednesday, September 16th, 2015

No is the second best word in sales. The worst is thing is a no preceded by a whole bunch […]

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How to Get More Appointments

Wednesday, August 19th, 2015

The difference between an average salesperson and an outstanding one is usually very little. A successful salesperson will put in […]

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Make a Commitment to Get a Commitment

Tuesday, July 21st, 2015

This short 1 minute 15 second video explains the commitment you have to make if you are to get a […]

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Continuing Education for Client Service Reps

Thursday, April 23rd, 2015

Continuing Education is required for CPAs to maintain their professional competence and provide quality professional services. NCI’s weekly coaching calls […]

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Getting the Most Out of Your Appointment Setting Effort

Tuesday, March 17th, 2015

Simply put, appointments are the lifeblood of any successful NCI program. In fact, a question on the Diagnostic Exam we […]

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Practice Makes the Perfect Presentation

Tuesday, March 17th, 2015

Sure, it’s an old, tired adage, but in any endeavor, practice does make perfect, or at least ongoing, significant improvement. […]

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Utilizing Mobile Payment Technology

Thursday, February 12th, 2015

Giving your customers more ways to pay you is never bad, right? You want to reduce any barriers or friction […]

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Asking the Right Questions

Thursday, February 12th, 2015

This video hits on a very important aspect of the sales process and one that is specifically emphasized in NCI’s […]

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How to Get Your Happy Clients to Spread the Word About You

Wednesday, January 14th, 2015

We’ve all heard it said that it’s easier to keep a happy client than to lose an unhappy one. The […]

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How to Handle Prospects Who Want to Wait Until January to Get Started

Monday, November 17th, 2014

Here’s a strategy I’ve used late in the year for those “let’s wait until January” people. I’ve used this effectively […]

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The Essence of a Sale

Monday, November 17th, 2014

I have been involved in sales for over 30 of my 51 years.  I have sold everything from lemonade and […]

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The System is the Solution

Monday, November 17th, 2014

I think we can all admit that McDonald’s doesn’t even come close to serving the best hamburger around, but in […]

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