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.
Brian DiBella has big goals and he’s not afraid to let you know about them, as you’ll soon find out. This makes sense since Brian is also a big fan of motivational guru Tony Robbins, who places a large emphasis on goal setting in his motivational programs. I’m familiar with Tony because my father, Bruce Clark, the founder and CEO of NCI, has been a big fan himself since 1991 when he attended Tony’s live seminar. He gives Tony Robbins and his programs a lot of credit for the man he is today and what he has been able to accomplish with his life and his company. He has incorporated some of the goal setting concepts that Tony puts forth in his material into the Plan 1 Practice Development Seminar.