This month’s success story interview is with Matt Jad, CPA based in Denver, CO. Matt started his practice in the middle of 2015 after a long corporate career. Like many of NCI’s clients, he wanted to have the opportunity to chart the course of his own venture instead of answering to someone else for the rest of his life. He didn’t want to take the risk of starting his own practice without a solid marketing program in place though, so he went with an NCI Plan 2 program from day one. A wise decision as it turns out! Matt is 18 months into his first practice and he is already up to at least $270,000 in annual billing. During the interview Matt offers some advice for those considering the NCI program and those currently running it. He also talks about his feelings on the program and what he has struggled with during the process.
Jay Steer, CPA has been a student of NCI since he first attended our practice development seminar in 1990. Back then he had just opened his own practice and by his own admission, had no idea how to market and solicit business. So he and his wife attended our seminar and implemented it. Once they had proven to themselves that it worked and became overwhelmed with new clients in the process, they upgraded to our Plan 2 program to bring on some help and really grow the thing, and grow it has. During the ensuing years, Jay worked with the same CSR for 20 of them. He no longer employs that CSR but he has a new one, one that has brought on 95 clients in only the first 10 months of 2016. He has also attended our seminar several additional times, including our Advanced Processing training, and he has grown a million dollar practice using what he has learned from NCI. He also maintains an ongoing business relationship with our founder and CEO, checking in over the years to pick his brain and see what new ideas NCI has developed. We’re always happy to hear from him and of his ongoing success. So Jay knows more than a thing or two about the NCI marketing model and how to implement it successfully and he’s happy to share some of that knowledge with our readers.
This month’s success interview is with Robert Azar, EA. Robert and Bruce Clark, NCI’s CEO, have a long and storied history together. Robert was originally hired by Bruce way back in 1987 as the CSR for an accounting firm in Shamburg, Illinois, a suburb of Chicago, under our Plan 2 marketing program. In six months Robert brought on 106 new monthly clients and essentially sold himself out of his job. Robert then contacted Bruce saying how much he loved the NCI system and wanted to come to NJ and work for the firm, which was promptly arranged. For several years Robert acted in a sales and seminar instructor capacity, eventually leaving to start and build his own firm using the NCI marketing system. 25 years later he returned to NCI where we pick up with him in this interview.
NCI’s business relationship with Ray Busch, CPA dates back to 1990, before New Clients Inc. was even known by that name. Back then we were Accounts Unlimited and Ray had already been in practice 17 years when he first attended our Practice Development Seminar, but he needed a new approach to marketing to grow his business to the next level. Since attending the seminar Ray has also sent his daughter and his son-in-law to attend the course to learn NCI’s sales and marketing magic. Even though he himself attended 26 years ago, he can still call NCI’s CEO Bruce Clark for marketing support or just a friendly chat, which typically happens a few times a year. Now Ray’s practice brings in over a million dollars a year and he employs several of his offspring in the business just like Bruce has done at NCI. Ray has been in the accounting business and the NCI system a long time so he has plenty of wisdom to impart in those particular areas.
You don’t know what you don’t know. It’s true of anything, but especially true if you’re embarking on a new venture. It’s certainly how the founder of Donald Button, CPA, PLLC feels looking back at the beginnings of his own firm in Greensboro, NC. And he doesn’t hesitate to admit that expert guidance of New Clients, Inc. (NCI) not only helped him launch his own firm but do it very successfully.
This month’s success story interview is with CSR Randy Harrison who works for Julia Shaw, CPA in Las Vegas, NV. As you can see from the title, Randy has been with Julia for a little over a year and he is doing a fantastic job. Randy is an interesting case in that this is the third accounting firm where he has been a CSR over a three year period. Unlike most professions, this “job hopping” is a result of Randy’s success as opposed to his failure. Randy managed to sell himself out of the two previous CSR positions by consecutively signing up 100 clients in a year for each of those firms. They get overwhelmed by the work and/or were satisfied with their growth at that point and had to let him go. Read on to learn from a successful CSR three times over! Tell me about your sales background prior to becoming a CSR for the first time.
Our interview this month is with CSR, Kevin A. Fortner who works for a CPA firm in a Texas market. Kevin has actually worked for and had success with several different accounting firms in Texas. His current firm is the fourth firm that NCI has placed him with over a fifteen year period and he is doing a phenomenal job there, bringing in over $350,000 in new billings in only his first seven months! In the interview Kevin and I discuss what makes him a great CSR, his approach to managing appointment setters and some of his amazing accomplishments in the position to name just a few.
I had previously interviewed Javier Goldin, CPA in November of 2011. At that time his practice had grown significantly thanks to the NCI seminar and the NCI Plan 2 program. His practice went from a startup in May of 2007 to grossing $600,000 by the end of 2011. That’s $600,000 in four years following the NCI marketing program. Bruce Clark, founder and CEO of NCI, had recently sent Javier a copy of his new book, Beyond the NCI Effect: Sales Strategies that Matter to Grow an Accounting Practice and Javier responded thanking him and letting him know that his firm had grown by 70% the past year and that cloud computing had opened a lot of doors for the accounting profession. So we decided it would be a good time to do a follow up interview with Javier to see what new heights he and his business have reached in 2015. In this second interview we talk about the niche that Javier has found for his firm and how he targets that niche and the ways that the marketing of his practice has evolved since 2011, among other interesting topics.
"I have spent a lot of time on the phone since beginning my career at NCI. After two and a half years spent dialing and smiling I decided it was time for a change. I always thought that my skills would be better utilized in a face-to-face environment and I realized that I had the opportunity to explore this career change right in front of me by becoming a CSR for an accounting firm..."
This is something you don’t see every day--an appointment setter promoted to the CSR position who then went on to be first runner up in NCI’s National CSR Sales Race. I would like to state that Krystal Johnson is the exception, not the rule, when it comes to using an appointment setter as a CSR. Generally it’s not a good idea, but what an exception Krystal has been! A few highlights from our interview: she has brought in single back work amounts of $35,000 and $20,000. She came in second place in the CSR sales race despite only being able to compete for nine of the twelve months that the competition ran. She developed an appreciation of what her firm does and the value it provides while doing her job as an appointment setter. It wasn't long before her employer, Susanne Mariga, took notice of Krystal's diligence and was willing to take a chance and promote her to CSR. That risk has paid off big time as Krystal has been phenomenal. Here is her story in her own words.
Alan Guillaudeu is on his way to becoming an entrepreneur. If you had told him this would be the case 15 years ago, he probably would have laughed at you. That’s because Alan worked by himself for 20 years. In those 20 years he built his practice up to $100,000 a year and he accumulated a lot of experience doing day to day accounting and tax work. In 2005, Alan decided that something needed to change if he was going to make more money and have less stress. That was the year he decided to do an NCI Plan 3 program and transition from a technician to a manager with our help and grow his practice significantly in the process. He signed on for a second Plan 3 program in 2013. His first CSR on that new program didn’t work out, but NCI found him a replacement that is going strong. I’ll let him tell you how he is transitioning once again, this time from a manager to an entrepreneur with a “big, hairy, audacious goal” of building a $3 million dollar a year practice.
This month’s interview is a follow-up to last month’s where I interviewed Robert Roth, CPA. This month we are featuring Robert’s CSR, Victor Romandine. Until just last month Bob and Victor had been holding steady in first place of the NCI annual CSR sales race. They fell into second place last month but that certainly hasn’t slowed down their momentum. Victor has only been on the job about nine months. He was the second CSR hired after the first didn’t work out, but in those nine months he has generated over $160,000 in new business for Bob. An impressive feat to be sure. Victor offers some great advice on working with appointment setters and being persistent throughout the sales process, among other things. Read on to learn from one of NCI’s current top performing salespeople in the field.
Retirement is a really important consideration that not enough people take into account early enough to matter. One needs to be prepared to live the comfortable life that they have become accustomed to once their ability to earn a living is diminished. In this month’s interview, I had the opportunity to speak with a man who is taking the right path to retirement and in the process, is making sure that the business and client base he has built up through hard work is going to be preserved and well taken care of once he rides off into the sunset.
That man is Frank Gutta, who has the distinction of attending NCI’s first Practice Development Seminar in 1987. He has managed to build a million-dollar accounting practice in the Florida market with help from NCI and our marketing programs. Frank recently turned 60 and has been thinking about retirement. He decided that he wanted to bring in a young, ambitious CPA to groom for takeover during a five-year transition period. Frank came to NCI for help in facilitating this buy-in because, after working with NCI on and off for over two decades, he knew that he could trust Bruce Clark with this incredibly important task. Within one month, he had the perfect fit for the position in place, along with a great financial deal that generated 80% of the cash up front for Frank. Read on to learn the details of this buy-in and also to get time-tested advice from a proven long-term success.
Things don’t always go the way you want them to, that’s a given. This can happen with the NCI Plan 2 program. In fact, approximately 25% of the Client Service Representatives we hire for our Plan 2 clients need to be replaced within the first 60 days of the program. Knowing this, we’ve built in safety measures to help our clients replace their CSR when this situation arises. Bob Roth was one such case. His initial CSR was not working out and needed to be replaced. He worked closely with NCI to see this through and we hired a replacement by the name of Victor Romandine. As you can read in this newsletter, and several prior issues, Victor has been highest performing CSR we have hired and trained over the past year and he and Bob have had a healthy lead in our annual CSR Sales Race for the majority of the race. Read on to learn more about this incredible story and how perseverance paired with an NCI Plan 2 marketing program can generate amazing results!
This interview is a companion to the interview we ran in December of 2013. That previous interview was with Ted Chapekis who is Linda’s husband and CSR set a new NCI sales record of 18 clients in one week. Linda is the accountant and manager of the million dollar practice that they have built together following the NCI marketing model. Ted and Linda decided to utilize the NCI Plan 2 Client Acquisition program to grow Linda’s small base of large clients into a large base of small- to medium-sized clients that could support their family when Ted left his job with Chrysler. Linda talks about her experience within the program and offers a lot of good advice on both marketing and processing.
Our success story this month is with Ted Chapekis, who is the CSR in his wife Linda’s accounting practice. In 2005, Ted and Linda decided to focus on taking Linda’s small, existing practice in an exciting new direction. They wanted to dramatically increase the size of the practice so that it could provide for the family after Ted left his job at Chrysler. To develop the business into the $1 million firm that it is today, Ted and Linda utilized the NCI Plan 2 Client Acquisition Program. After the initial CSR they hired did not work out, Ted decided to fill in at the position and he never looked back. Read on to learn some great tips from Ted on what makes him successful as a CSR, along with some other good insights into the program.
This month we are featuring CSR David Wilde as a companion piece to our interview last month with the CPA he works, Ken Russell. David’s story is fairly unique as far as NCI storylines go. David’s father used the NCI program to grow his accounting practice while David was growing up. David decided he wanted to pursue a career in sales and marketing and, upon graduating college, he asked if he could attend NCI’s Practice Development Seminar as a graduation gift. Talk about a go-getter! He attended the seminar to learn the sales techniques we teach and, also, with the hope that he might find an opportunity to go to work for someone as a CSR. He made some contacts, but nothing concrete materialized until about a year later, when he went to work for Ken Russell. I’ll let him tell the rest.
This month’s success story is with Ken Russell from Bellevue, Washington. Ken has been in practice since 2006 and he attended the Plan 1 Practice Development Seminar and the Plan 2 marketing program in 2011. After two years in the program, Ken has accumulated close to $250,000 in new recurring business for his practice. In our interview, Ken discusses his success with the program and lays out some great advice for those considering an NCI program and for those currently running one.
Doug Fabian, CPA, has done the NCI Plan 2 Client Acquisition program twice now. The first time around, in 1999, it worked so well he had to shut it down after 8 months, in which time he hit the guaranteed billing amount for a year. Eventually he merged with a larger firm and when he and his partners decided they wanted to ramp up their marketing, Doug, again, turned to NCI. Having learned from his previous experience, he had a much better handle on the program and the amount of work it can generate. The second program began in 2004 and has been running steadily since, with the same CSR originally hired and trained onsite by NCI. During our interview Doug talks about his two experiences running the program, offers advice to those running it or considering it and the importance of being able to replace lost clients through proactive marketing, among other things.
Wayne Bradford, CPA credits Bruce Clark and the NCI seminar with saving his life. I’ll let him share that story with you in just a moment. In addition, the program helped him to develop a million dollar accounting, tax and payroll practice that has grown steadily and consistently during its 26-year history, including significant growth each year over the past four years, despite the persistent recession. In the interview, Wayne talks about how the NCI seminar saved his life and helped him grow his practice. He also discusses the proper mindset for approaching the marketing program and how to get the most out of it, along with some things to be aware of while running it.
A Decision Three Years in the Making is Paying Off
This month’s interview is with Qin Tan out of Phoenix, Arizona. Qin considered the NCI marketing program for about three years and even tried a competitor’s program during that time before she decided to undertake our Plan 2 Client Acquisition program in 2011. She is coming up on two years in the program and she’s very happy with the decision she eventually made to grow her practice with NCI. She’s now just two months shy of two years in the program and she is on track to reach our billing guarantee of $300,000 in new business within two years. Read on to learn more about Qin’s decision to invest in the program and how it has helped her tremendously to grow her business and even open a satellite office in Mesa, AZ.
This month I had the pleasure of interviewing Joe Lombardo from Las Vegas, NV. Joe has been the CSR in two separate NCI Plan 2 programs in the Las Vegas market and he was able to accomplish fantastic results for those firms. Read on to gather some insightful tips into running an NCI marketing program.
Jeff and I had some difficulty connecting for this interview, so Jeff ended up typing up his responses to my questions. Jeff has been an NCI student since early in 2003, when he first attended our Plan 1 Practice Development Seminar. Back then, he expressed interest in upgrading to the Plan 2 program. He recently did so and has been getting great results in a small, rural market. Jeff has also attended the NCI Advanced Processing Seminar, which he discusses below and also attended the NCI Advanced Training Conference held in Hilton Head, SC, in 2008.
This is a bit of a lengthy interview, but it really speaks for itself. Chuck has been running the program for only six and a half months and has achieved phenomenal results during that short time frame. He is on track to reach his billing guarantee within 12 months (as opposed to the 24-month time frame that the guarantee allows for). Chuck has a lot of great insight into why the NCI program works so well, how this compares to buying a practice and the importance of being prepared to handle the influx of growth the program will produce.
This month’s interview was handled a little bit differently. George Spalenka was kind enough to take the questions I emailed to him and write up his responses to them, negating an actual interview. George has been a successful CSR twice over in two separate NCI programs. His newest role is within NCI as a Senior Account Executive, where he can utilize his extensive knowledge of the CSR position to help our future clients hire and train their own successful marketing teams.
What does an accountant do when they’re looking to start and grow an accounting practice but don’t know where to begin? Gary Adams faced that dilemma back in 1993 when he decided to attend our Practice Development Seminar. Gary is a smart man and he knew that starting a business is filled with potential pitfalls and false starts. He didn’t want to start a business, a risky and costly proposition for most, without a good plan for success and that is exactly what he received from training with NCI at our seminar.
When I asked Don Hillman if he would be interested in doing a success story interview with me, he agreed on one condition. He said that he would do the interview as long as we gave plenty of credit to the fantastic marketing team that NCI hired and trained for him. Of course I agreed, so here we are. Don told me that he is fairly hands-off with his marketing team, so they deserve a lot of the credit for developing that $75,000 in new business. Don’s CSR and his two appointment setters are Joshua and Jaime and as you will see, they are very good at what they do.
This interview is a follow up to our feature of CPA Tim Howard as a success story. This interview is with Tim’s CSR, Charles Katz, who has been in the position for about 16 months now and he has a lot of sales wisdom to share
As accountants are quite busy this time of year, we are featuring a CSR for this month’s success story. Jason Russell is the CSR for David Shirey, CPA, in Houston, Texas. David originally attended NCI’s Practice Development Seminar all the way back in October of 1994. He and his wife successfully used that seminar training to grow their start-up firm to over $450,000 in gross annual revenue plus another $125,000 in annual financial planning profit. In September of 2010, David decided to upgrade to the Plan II Client Acquisition Program. Jason Russell has been having tremendous success since starting in the CSR position at that time, signing up over a hundred new clients in that time frame with astonishing client retention to boot. In our interview Jason gives insight into what has made him so successful at selling accounting services.
Tim Howard first attended the NCI Plan I Practice Development Seminar way back in June of 1993. He also has purchased the home-study version of the Advanced Processing Seminar. After building and selling a practice using the methods he learned through NCI he tried his hand at a number of different business ventures. In November 2010 Tim decided to get back into the accounting business and he purchased a practice. Wanting to grow the practice he bought and increase revenue over the million dollar mark he upgraded to the Plan 2 Client Acquisition program, going back to a marketing system that he knew firsthand would work. Since doing so he has added $150,000 in new billings and is now that much closer to joining the NCI million dollar club! Read on to learn more about his journey to success.
This month I had the pleasure of interviewing NCI client Adil Baloch. He started his business with the NCI marketing program right at the start of 2007, looking down the barrel of a steady economic decline. Despite those setbacks he has grown a successful business employing several people and reached a point in 2009 where he could no longer handle all the work that was pouring in from the NCI marketing program. Adil has a lot of great advice to offer for both those considering the NCI marketing program and also those currently running it. Enjoy!
As a follow up to my interview last month with Javier Goldin, CPA this month we are featuring his CSR Hamoon. This is a fairly lengthy interview but it’s full of phenomenal insight from a CSR who is growing his CPA’s firm rapidly over the past several years during this tough economy.
This month I interviewed Lorraine Greenwald, one of Joe Pancerella’s appointment setters. We chose Lorraine to interview because she has been with Joe for over two years now (about a decade in appointment setter time…) and has been an instrumental part of the tremendous success the firm has seen over the past two years (over $430,000 in new business billed and collected!). We have already interviewed Joe, himself, and last month I interviewed his CSR, Tim Kline. To complete the picture, we decided to do our first-ever interview with a successful appointment setter. My goal was also to see if Lorraine could provide some tips on how to be successful in the difficult field of appointment setting. Read on to hear what she had to say.
Our interview this month is with what has to be the most successful CSR working in the program over the past two years. He was so effective, in fact, that he sold himself right out of his job after adding $432,000 (not an annualized number but, rather, billings collected over two years) in new business. That can happen in the NCI marketing program; most accounting firms can only handle so much new business over the course of a few years. Tim worked for Joe Pancerella, CPA, who now teaches the NCI Advanced Processing Seminar, taking over for Duane Gravley. Joe recently decided he’s had enough growth and so Tim Kline, his CSR, was now on the market. We extended an offer to have him work for NCI given his amazing track record and intimate knowledge of the marketing program. Tim has accepted that offer. I got a chance to interview him about the vast experience he has accumulated over the past two years and also his keys to success. Read on to see how a true professional gets the job done.
We featured Susan Haase as a success story almost exactly one year ago since she was off to such a great start with her program. I decided to check back in with her to see how she is progressing towards the million dollar mark in her practice. She is well on her way and continues to grow in leaps and bounds utilizing the NCI program but with one key difference: she had NCI train her as the salesperson for her firm. In our discussion she covers her progress with the program, some details on her very successful sales process and, also, the NCI Advanced Processing Seminar she attended to learn how to manage her growing practice more efficiently.
For this month’s success story I interviewed Brett Stigall. Brett is based in the tri-cities area in Tennessee. He first attended the NCI seminar in 1995. In the ensuing sixteen years Brett has built and sold three successful accounting and tax practices using what he learned at that seminar. Using rough numbers I can say with confidence that means Brett easily has made over one hundred times his initial investment to attend that seminar in 1995. Brett is currently starting a fourth practice using the NCI marketing method and in just over one month’s time has already amassed $33,000 in new annualized billings! Brett also worked briefly for NCI as a Senior Account Executive installing Plan 2 and Plan 3 programs around the country. Read on to hear him tell his story of success using NCI.
For this interview, I spoke with Andrew Carroll from Nick Hodges’ practice. Andrew works in an office in Orange County, California, for Nick. The firm provides primarily tax, accounting and financial planning services. They are also involved in a plethora of different types of marketing above and beyond the NCI program, including writing and distributing e-books and actual books, and holding seminars nationwide. The firm is very tech savvy and entirely paperless. Nick and Andrew were interested in the NCI Plan 2 program primarily to grow consistently each month, which would allow them to be able to continuously cross-sell the financial planning service to the large base of accounting and tax clients the program generates. I’ll let Andrew take it from here.
For this month’s interview I spoke with one of the longest-tenured Client Service Representative in NCI history. His name is Dan Duvall and he has worked for Arun Sareen, CPA, at his practice in Virginia for 16 years. Dan is one of several CSRs who Arun employs to grow his firm since starting the NCI Plan II program in March of 1993. Now Arun bills 4.5 million dollars annually and continues to grow using the NCI program.
This month I had the pleasure of interviewing a Plan II client that goes way back to around 1988, John Peterson, CPA. John has done the NCI Plan II program on three separate occasions, which in and of itself is a testament to his belief in our marketing program. John is located in Houston, TX, and has now shifted his practice towards the medical profession after initially building it up with the small and medium-sized business clients our program typically targets.
One year ago starting in October 2009, Joe Pancerella, a CPA from Reading, PA, decided to do something positive about the declining economy. Rather than sitting back and waiting to see what would happen and hoping for the best, Joe decided to be proactive and make it happen. We interviewed Joe a few months into his program. We wanted to revisit his success and see how much he has grown after one year of running the NCI Plan 2 Client Acquisition Program. Just wait until you see what is possible, even during the current recession.
Added approximately $200,000 in one year! For this month’s interview we have a bit of a unique scenario. Susan Haase is the focus of this interview and she did the NCI Plan 2 Client Acquisition Program (CAP.) We did not however hire a Client Service Representative for Susan because she is the CSR. As you can see below Susan preferred that aspect of the business and had processing help in place so she could focus on selling. We did do a week of field training with Susan to prepare her for going into the field and signing up new business and something she has proven more than capable of! In her estimation Susan as added around $200,000 in new business growth during a recession in under a year!
For this month’s success story I got to talk to an NCI client who implemented the Plan 2 Client Acquisition Program seven years ago when he was just starting his practice. The thing that really stands out about the success of this program is that we are now seven years into the program and Jason still has the same Client Service Representative and one of his two original appointment setters working in the firm. This is a testament to the ability of NCI’s Senior Account Executives to hire and train great employees and salespeople who stand the test of time.
Why remain anonymous? For this month’s success story we have a somewhat unique situation. Our interviewee has requested to remain anonymous in both name and location. Why would someone singing the praises of the NCI marketing program wish to remain anonymous?The answer to that question is simple; thisNCIclient did not want to encourage other firms in his market to implement our successful marketing program. He wants to avoid the competition that it would most certainly bring. That really says it all when it comes to the results of this marketing program. The Plan 2 Client Acquisition Program works so well that once an accountant is utilizing it, that accountant wants to make absolutely sure that no competing firm in his area has access to the same powerful system. In fact, some of our best clients and references will not give us a glowing recommendation to clients in their specific market. They tell us not to give out their phone number to anyone in their town or city to avoid the competition.This is a powerful testament to the success of this program.
The following is an interview I conducted with Pete Borrelli who has been a Senior Account Executive with NCI for a decade. He is a recruiter and trainer on our Plan 2 programs and we discuss what makes a good salesperson among other things.
Seeing as we are in the midst of tax season instead of approaching an accountant for a success story during this busy month I instead conducted an interview with a successful CSR. The gentleman being interviewed is Jeff Arndt the CSR for Jong Lee, CPA in the Oakland , CA area. Jeff has been able to bring in about 75 clients that represent $181,000 in annualized billings working for Jong during this rough economy. He offers some good pearls of wisdom for other CSRs out there and I encourage our Plan 2 clients to have their CSRs read this article.
For this month's interview we chose Eric Zetterholm who is based in Asheville, NC. Eric signed up for our Plan 3 Client Processing and Acquisition (CPA) in April of 2008. He had just opened his practice and wanted to get off to a strong start. Having done plenty of research on NCI he decided the Plan 3 program was the way to go. Utilizing the program during a down economy he was able to grow a new start up business $120,000 in only the first twelve months. Read on to learn more about Eric’s experience with NCI.
Joe Pancerella is one of NCI ‘s recent Plan 2 clients. His firm is located near Reading, PA. Joe had an established firm but he wanted to take things to the next level and insulate himself against what is happening with the recession. He has been considering NCI ‘s program since early 1993 and he felt now was the right time to implement. That’s right; he felt that during the depths of the worst recession since the great depression was a good time to start a consistent marketing program. We get into the reasons as to why that is in the interview below. As you can see in the title, in the past two months of running the program, Joe has already added over $48,000 in recurring monthly revenue.
For this article we are interviewing another CSR that was hired and trained by New Clients Inc. This Client Service Representative, Brian Gunderson, has a long and storied history with New Clients Inc. and with selling accounting services. He was hired and trained by the founder of NCI, Bruce Clark back in 1991. He actually did not get the job initially, but I’ll let you read how that played out. He gives a lot of valuable insight into the sales position and after reading this article you will understand why he has lasted 18+ years in the position, outlasting two former owners in the process.
For this month’s success story we decided to take a slightly different approach and interview someone who has only been running the program for a few months. The idea was conceived to show people considering our marketing programs that it does in fact work, and work well, during the current economic recession.
The CPA that is being interviewed today is John Davis out of Florida. John was a partner in a large practice in New York . He had the desire to relocate to sunny Florida but his partners didn’t want the branch office. John was faced with a decision, leave behind his lucrative position as partner in a large firm and start a new business in a new state or stay where he was, safe and secure. John took the plunge and is already on his way to growing a million dollar practice, even during this recession.
Who hasn’t at some point daydreamed about leaving their corporate job? Not having to answer to a boss and creating your own destiny (not to mention hours) is too appealing not to dream about. As you will read below in our interview, Chuck Foley, CPA had a high paying corporate job with Prudential insurance for ten years. In 1986 he was earning six figures but like many of the people I speak with on a daily basis, he was unhappy having to answer to someone and work within the confines of a corporate environment. That’s when he saw NCI’s ad and decided to take a leap of faith on what was at that time a new company. This decision would ultimately pay endless dividends and end his corporate slump for good. Since that time Chuck has built not one, but two tax and accounting practices using the NCI Plan 2 program. The first was in New Jersey which he sold (through NCI) for a 1.5 gross multiple, all cash. The second practice he built in Arizona and he just recently sold it for a 1.29 gross multiple, once again all cash. Now he has shifted gears again and is focusing on helping others become entrepreneurs like himself as a franchise consultant.
In 1993 Bruce Clark received a call from a CPA by the name of Arun Sareen. Arun, a corporate accountant, was looking to buy a small practice that NCI had for sale in VA. That particular practice was no longer available however, so Bruce went on to explain to Arun how NCI could help him to grow his own successful practice. After doing some research, he agreed and signed up for a Plan 2 Client Acquisition Program (CAP). What follows is the rest of this amazing story, told by Arun himself.
Sareen and Associates is one of New Clients Inc.’s most prolific clients. Arun came to NCI in 1993 looking to buy an accounting practice. Prior to this he had been a chief financial officer for a cable company in the British West Indies. NCI didn’t have any listings in his area so Arun looked into our marketing programs and undertook a Plan 2 Client Acquisition Program. From there he has grown his start-up business to over 4.5 million dollars in gross billings and he has multiple office locations in Virginia and Florida.
He also employs multiple Client Service Representatives trained by NCI. One such salesperson is Ken Tibbs. Ken and Arun go way back and he has been with the company selling since very early on. I spoke with Ken about his many decades of sales experience and what life has been like for him selling accounting services. He gives some great insight into the sales process so make sure you Plan 2 clients have your CSR’s give this a read.
I recently had the pleasure of doing not one but two interviews with one Mr. Bradley Cooper. The first of these interviews was filmed at our Advanced Training Conference in Hilton Head, South Carolina this past October. That interview will soon be added along with seven others to the testimonials portion of our website. Following that interview I contacted Bradley to feature him in our November newsletter.
Bradley has had extensive experience with New Clients Inc. Bradley has used the Plan 1 program to test the waters and build his first practice to sell. He listed and sold that practice through NCI. He then initiated a Plan 3 program to grow a new business from nothing. He has not looked back since and has added about $380,000 in only 3 years and continues to market and grow. Bradley gives some great insight into growing and managing a successful business using the NCI approach. It’s very clear to me having conducted these interviews, as to why Bradley is doing so well with the program and other accountants both using the program and those considering it can learn a lot from what he has said.
The NCI Sales Race has come to a close. After nine plus months of intense and close competition NCI is proud to announce the winner of both the Salesperson of the Year and Rookie of the Year awards is one and the same, Mr. Brant Lowrey of Accurate Accounting DP out of Hurst, Texas. Interestingly enough and a testament to both the NCI system and Brant’s resolve and willingness to follow said system, Brant has no prior sales experience. It was also a very tight race, with Joshua Villela of Suma Financial Solutions out of Los Angeles, CA coming in a very close second. The difference in annualized billings produced by Joshua and Brant was a mere $3,707. A very close race indeed! The following is my interview with Brant discussing his great success and he has a few very good tips for sales and practice success.
I recently had the privilege to sit down and interview a long standing client and reference for NCI, one Mr. Jay Steer, CPA. Jay’s practice is located in Virginia Beach, VA. He attended the marketing seminar and shortly thereafter undertook the Plan 2 Client Acquisition Program (CAP.) This was all the way back in July of 1991! He was a start up back then and has since built an impressive $800,000 accounting firm. He has also had the same salesperson who was hired and trained by us for that entire span of time. Now that Jay is comfortable in terms of billings, he decided to address the issue of processing all of that work. After a string of heinous bookkeepers he decided to try something different so he contacted NCI about our new outsourcing programs and has since started working with GKM Global through NCI to outsource some of his bookkeeping work to India. The start of the interview focuses on this and then we talk a little bit about the marketing program that helped him build his sizeable practice.
This month our success story hails from the Jacksonville area of Florida . Chris attended the Plan I practice development seminar in Orlando , FL during January of this year. He was interested in the Plan 2 program but not willing to commit without meeting some of the NCI staff and learning this system through the seminar.He obviously liked what he saw because he upgraded right then and there to a Plan 2 program which got underway in February. Since getting started only a few short months ago, Chris has dramatically added to the growth of his practice with the help of the marketing staff that we installed for him.
This month in our success story column we are trying something a little bit different. In order to give a different perspective on one of NCI ‘s many success stories, I have interviewed the salesperson instead of the accountant. I interviewed Angelica Aviles, the CSR and sister of NCI client Ivonne Aviles located in Orlando, FL. Another interesting aspect to this story and one that I can personally relate to, is that these are family members, two siblings specifically, who work together. I work for my father so I know the joy (and tribulations) of working with family. Ivonne undertook the Plan 2 program with NCI about a year ago, as is sometimes the case; the CSR who was initially hired needed to be replaced eventually. Instead of going through the hiring process again with an unknown, Ivonne decided to hire her sister to market the firm. This turned out to be a good decision, as Angelica has consistently been among the top five candidates of our salesperson of the year contest. I got to chat with Angelica about selling accounting services and how things have been going for her so far. What follows are excerpts from that interview.
For this latest edition of this series I interviewed a more recent client. We wanted to focus on someone who is doing well in our national sales race. It just so happens that as of the first week of May, Rene Mirabal and his CSR Frances Lopez have currently taken first place in the national sales race with $84,000 in new billings since starting in December 2007. Rene also has the distinct honor of being our first Plan 3 program in Puerto Rico, which he admitted was a bit unnerving when he was considering doing the program. He is now very happy with his choice and he can also lay claim to being our first great success story in Puerto Rico. Rene asked me specifically to note the fine job his appointment setters and CSR have been doing to help him grow his practice. It is interesting to note that Rene originally came through our practice development seminar 15 years ago! You can read for yourself how Rene felt before and now during this process in the excerpts from our interview.
I had the pleasure of recently conducting an interview with another success story of ours. For this feature, as you can tell by the title, we wanted to focus on someone from a smaller market who is doing very well utilizing our program. The man who I refer to is David Hensley and his firm is located in Springfield, IL.“When I went into it, we started with zero. This was April of ’05. Right now, we’re going to end this year, 2007 at $225,000. And I know that other markets do better, they’re bigger. We found an issue with Springfield, it’s a capital city and it has a decent population but it doesn’t have the business base because it’s a government primary.” Despite what some would see as a set back, David has managed to succeed in a short time frame.
In August of 2002, Donald Button was looking to purchase an accounting practice when he contacted NCI. Having spent the last seven years working for an executive benefit consulting firm, Don was ready to go out on his own. “I always wanted to start my own business, so I called NCI to discuss buying a practice. Your representative explained to me the benefits of building a firm and I found it intriguing that, for less money, I could build, rather than buy.”
After spending seven years taking a high tech firm public, Bob Mason, CPA from Santa Cruz, CA decided it was time to be on his own. “I had worked for an internet company that was doing telemarketing and sales, and had spent 20 years with various high tech firms. At times it was a roller coaster ride with firms running hot and cold. I saw net worth positions grow and then evaporate. I wanted to get off that roller coaster and build equity in a business that would be stable and grow consistently, and not be subject to the cycles of high tech.”
Ray Perez has a very unique and interesting story to tell. This story starts all the way back in high school for Ray, a time when his friendship with Thomas Behar first started. After high school, the two parted ways going to separate colleges, each to study accounting, but they kept in touch as good friends do. Tom went on to sit for his CPA, while Ray became an EA and began handling businesses from an advertising standpoint while still doing some accounting work. In 1994, Tom contacted Ray with an exciting proposition, he was considering the NCI Plan 2 Client Acquisition Program and he wanted to recruit his friend Ray as a possible salesman (CSR) for his program.NCI sent one of our senior account executives to the office to do the recruiting. Ray was interviewed as a possible candidate and he got the job. From there the practice grew in leaps and bounds. The growth ended up being more then Tom had bargained for and more in line with what Ray aspired to. Gradually, over a three year period the practice changed hands, amicably. And thus, Ray Perez & Associates was born. I had the chance recently to sit down and interview Ray for this feature. Here are some excerpts from that interview.
Steve Sykes is the only CPA you’ll find working in his $688,000 practice and that’s just the way he likes it. Steve has been an NCI client for quite a while, going back over ten years. He attributes all of that growth to the combination of NCI’s Plan 2 Client Acquisition Program in conjunction with Duane Gravley’s Advanced Processing Seminar. I recently interviewed Steve about his experiences with NCI.
Phil Roventini is a unique client at NCI . He is unique because he is one of the very few people to take us up on our one day money back guarantee. Phil first came to NCI ‘s practice development seminar way back in 1986. He decided this program was not for him and wanted to leave. We refunded his deposit and off he went. It would be seventeen years before we would hear from Phil again, but hear from him we did, in 2003.He contacted us interested once again in growing his practice, this time using our Plan 2 Client Acquisition Program. When I asked him about his decision to leave the seminar so many years ago he had this to say, “What happened was, I realized that I didn’t have the right mind set to make it work. I wasn’t ready, I just wasn’t ready.
Dean Owen, a CPA from Paducah, Kentucky . After serving in the Navy, Dean worked for a big 6 accounting firm as well as a Fortune 100 company. During this period of time, he decided to pursue his graduate degree, while building a small practice from the basement of his home. Upon completing graduate school Dean received a few offers from local accounting firms, but decided he wanted to have his own practice and needed to grow it at an accelerated pace. It was then he learned of NCI and its guaranteed practice development programs in various accounting journals. At this point he concluded that if NCI was willing to guarantee their results with a money back guarantee, he had nothing to lose but his time invested in the program and decided to sign up for the Client Processing and Acquisition program (Plan III).
As many of you may be aware, Duane Gravley has been working with NCI for the past five years providing training on how to effectively manage a practice. We thought it would be nice to feature him in our Spring Issue 2002 of New Client News so he could share with our readers some of the elements of his success
In Fall Issue 2001 of New Client News, our featured accountant is a CPA from Austin, Texas. In 1995 Nathan Robnett was a corporate accountant working for Dupont. While working for Dupont he had also been planning to either start his own practice or purchase an existing one.
After looking at buying a few practices, none of which appealed to him, he opted to build his own, and contacted NCI to help him achieve his dream. He decided to go with Plan II, our Client Acquisition Program. “Starting my own practice was very appealing to me. The practice would have my thumb print on it; it would have my personality and not someone else’s. These would be my clients.”
Last year, Dennis Burke, a CPA from Nashville, Tennessee had a vision but was missing the clients and the details to make it reality. Today, he is operating a successful practice with 51 new monthly write-up clients and he’s experiencing steady growth. He has an innovative system for client processing and profitability and his vision has been realized.
$120,000 in annualized billing in only seven and a half months
Sue Cirocco had been a corporate controller for some 20 years, but always wanted to be in her own practice. Being a single mother to four children would not allow her to pursue that dream until just recently. After getting married again and having two of the kids out of the nest, Sue felt it was time to pursue that dream.