Front line sales and marketing

How about a 700% return on your marketing efforts?

2009-07-22T13:31:00.000-07:00

WARMnet Newsletter Prospecting System ROI

I was asked a question recently about our newsletter system. It went something like this “Jim, what kind of money can I make using your newsletter system?” I thought I would put together some numbers (based on actual open and click rates) and try to give both my clients and prospective clients an idea just what the opportunity can be. In our program, we send out a newsletter every two weeks and help you find subscribers in your area to send the newsletter too. So if you had a subscriber base of 1000 prospects the numbers would look something like this:

26 newsletters per year

1000 subscribers (prospective clients that own a business)

13,000 newsletters sent per year.

1^st year cost of the newsletter plus database building is $5,373.00

With an open rate of 14% (the average is 20%) you would have 3,640 subscribers open

your newsletter during one year.

If only 10% of your subscribers that opened your newsletter read an article you would have 364 prospects reading your articles. (Articles read is currently averaging over 14%).

If only 20% of these readers turned into actual face to face meetings you would directly be presenting your services to 72 prospects. If we assume a close rate of 25% and annual billings to each new client of $2,000 per year, your ROI would be in excess of 500%.

At an average billing of $3,000.00 your ROI approaches 700%.

Keep in mind the businesses we feel you should target are the more established businesses in the $350,000 and up range. These figures also do not reflect the revenue that can be generated by cross selling other services to current clients, or the help the newsletter gives you in client retention.

If 18 new clients with billings of $36,000 to $54,000 or even more would be of interest to you we can help.

For more information call Jim Crenshaw at 214-550-0526 or email me at jim@crownjackgroup.com

Negotiation: The Game of Life

2009-07-09T06:22:00.000-07:00

Negotiation: The Game of Life

This is the first in a 12 part series on negotiation by Jim Crenshaw

CEO of the Crown Jack Group.

Negotiation is a part of every day life. Every day we are faced with differences, conflicts and relationships that need some sort of adjustment. Negotiation is the energy of almost any relationship. It can be positive or negative depending on how it is handled. For everyone from a small child to the oldest adult, life is about influencing others. It could be a client, a staff member or someone at the IRS. We are always trying to get others to agree with us. Whenever you are behaving this way, you are playing the game of negotiation. With that in mind always remember that the worst person you can negotiate for is always yourself. This is true with just about everyone. Our emotional involvement in the process of negotiation limits are abilities in other areas in which we would normally excel. We tend to care too much about the issue and it clouds our ability to see issues from all sides.

This lesson came to me very early in life when selling a business. It was a business I started at the ripe old age of 25 and at 35 the opportunity to cash out presented itself. My valuation of the business was somewhat higher than the offering price of my prospective buyers. I of course was the lead person on my team. The team consisted of a long time mentor, my CPA and my attorney. I of course was leading the negotiations because who knew more and was more business savvy than my team? Never mind that they had a combined 77 years of experience. You can see where this is going, can’t you?

I was upset because my team was not giving me a set path or structure. They kept telling me to relax and see what happens. Relax…are you kidding me? So obviously they needed me to structure the sale. What I should have been doing was holding back and trying to find out from them why the other party thought their offer was fair. I needed to understand their point of reference. We have all heard this before “your price is too high.”

Well the back and forth went on for several weeks and finally a meeting was called. About 45 minutes into the meeting, my counsel called for a break and I was escorted into the hallway. I was informed that if I did not allow my team to lead the meeting they were going to step down. This came as a shock to me to say the least. However, it was exactly what was needed. They informed me that I was the problem, and that if I wanted to sell the business I needed to step away from the table. I was to emotionally involved to be affective.

I walked back into the conference room and informed my prospective buyers that my input was no longer needed and the rest of negotiations would be up to my legal counsel and my CPA. I told my prospective buyers that they had full power to negotiate both the sale price and terms. With that we all shook hands and I left the building. I did not wait in the lobby or hover outside. I left the building completely. It was the hardest thing I have ever done. Oddly enough without my involvement the sale went quickly and smoothly, and it was a better deal than was expected for me.

The problem was that I cared too much to have enough detachment from the sale. Detachment is very important for success. In sales we call it the ability to take the deal off the table and walk away. For those that have been through our sales training it is known as the “take away.”

Negotiation involves dealing with or managing conflict. There are really 3 ways to deal with conflict, they are:

Avoid—If you can see it coming and know that you either don’t want to deal with it or don’t care to any longer deal with that person then you simply choose not to play the game.
Diffuse—Address the issue in advance if possible to keep it from becoming worse.
Confront—Find an alternative solution where both parties can gain from the exchange.

However, when negotiating think in terms of addition, not subtraction and you will have more positive results. Don’t think of the person across the desk as your adversary. Try to realize that this will not even be a drop in the bucket of your life. It is great to care, but try not to care too much.

This is the first in a 12 part series on negotiation by Jim Crenshaw CEO of the Crown Jack Group, an international sales and marketing consultancy firm. You may contact Jim at jim@crownjackgroup.com

or 214-550-0526. Part two will be in our July 30^th, 2009 newsletter as well as posted here on my blog.

A sale directly because of our newsletter (again)

2009-07-06T06:21:00.000-07:00

We were contacted Friday by someone who has read 24 different articles from our newsletter over the past 2 months. This thing really works! For those of you who don't know, we have a very "sales" oriented focus here at the Crown Jack Group. We understand marketing, but we we teach sales. Our marketing has created an opportunity and today we were able to take advantage of it. By the way, I know not only that this person has opened every newsletter we published in May and June, but I know what articles they read. This was powerful in closing the sale this morning. I knew what to ask, and what to ask it about. If you would like a sales newsletter instead of the limited newsletter you have or if you would like one that will work for you, give me a call. My office direct line is 214-550-0526 or email me at jim@crownjackgroup.com

Website ROI for Accounting Firms

2009-07-02T09:36:00.000-07:00

4 Secrets to Success - Website ROI for Accounting Firms

by Jim Crenshaw. jim@crownjackgroup.com

A website that does not add to your accounting firm revenue is a lost opportunity. When building a new website or updating an existing website, many small business owners are focused on the design from a graphics point of view. They are concerned with the technology (flash, for example), or the number of pages of the site.

What is important to focus on, though, is your website’s Return On Investment (ROI). Simply put, how is the website driving revenue and helping you to build your business? If you just thought to yourself “it does not” or “I don’t know” then as you market your accounting firm you are not alone.

With those thoughts in mind here are 4 ways to help improve the ROI on your website.

Define Success and Measure

Make sure that you clearly define how the website should be helping to add A and B clients your business. Do you want and expect online sales, leads or newsletter signups? (If you don’t have a firm newsletter then you are falling behind) How many phone calls has your firm received because of your website? Set specific monthly or quarterly numerical objectives and track the results.

Who is Your Audience

You cannot be all things to all people, so don’t try to be. Accounting firm competition right now is heating up as clients are being lost in our economy. The use of “niche” marketing online can help you to differentiate yourself from other accounting firm marketing campaigns. Define the audience you are targeting that best fits the work you do at your accounting firm, and then make sure that your accounting firm marketing plan convinces them that you are the best firm to work with.

Your Website is an Extension of You

Don’t just make a site just to have one, make a site that helps you grow your client base.

Your main accounting firm business is most likely offline, but even if you are not interested in actual online sales, your web site offers too many benefits and advantages for you not to capitalize on the opportunities.

Develop a Strategic Marketing Plan

Don’t use a free template as a blueprint for your website. Yes, you need a home page, about us page, and all the normal pages you would see on any accounting firm web site. However, beyond these fundamental building blocks, how does your accounting firm marketing strategy convince visitors that you are the accountant they need? What is your accounting firm marketing plan?

If you don’t have a plan then maybe you should call the Crown Jack Group and let us help you come up with one. 866-867-1189 or www.crownjackgroup.com is the first step so make the call now!

2009-06-02T09:12:00.000-07:00

The Crown Jack Group 3 Day Sales

and Marketing Workshop

Day 1

ü Learn to understand the average business owner, what they want

and how they perceive you. If you know what your prospect is thinking,

you can gain an important sales advantage

ü Learn the results of a survey of small business owners that will

give you insight into how they view accountants, the services you

provide and much more

ü The art of differentiation and how it increases a prospect’s awareness

of what you can do for them

ü Explore the advantages of aggressive vs. passive marketing

ü The most effective ways to set appointments with business owners

ü Cold calling techniques.

ü How to set the stage in order to close the deal

ü Developing a unique package of what you have to offer

Day 2

ü The ASK Triangle and the largest obstacle you will need to overcome

to be successful.

ü The lost art of listening and how it can affect your presentation

ü Find the pain and break the bond with the old accountant

ü Probing techniques to get to real issues

ü 5 questions you can ask that will get the prospect’s attention every

single time. If the prospect can’t answer these questions, they will

need to hire you!

Day 3

ü The power of 3^rd Party verification and how to use it to your advantage.

ü Learn to use advanced visualizing techniques to get the prospect to understand how you can help them

ü The power of the “Take Away”

ü Learn how to stay in control or gain control of the meeting

ü Layering questions for effectiveness

ü Getting the prospect to say YES!

All of this and much more for only $1845.00. The Crown Jack Group brings the experience of over 1500 live accounting sales presentations to you in an information packed 3 day course that will change the way you are perceived by your prospects and the way you do business. Class sizes are limited so don’t miss this opportunity. Take action and register today! Call 866-867-1189 or log on to www.crownjackgroup.com to learn more!

The 18 month close

2009-05-02T13:24:00.000-07:00

Anybody that has followed us for any length of time knows that at the Crown Jack Group we teach patience and advise everyone not to get in a hurry. Mark our client and friend out in Napa too that to heart. He met with a company about 18 months ago and spent about two and a half hours "visiting" with them. He never got in a hurry and spent time getting to know them and let them get to know some things about Mark.

We coach all of our clients to clear their schedules and focus solely on the prospect and be prepared to spend as much time as possible in front of the prospect as they can. Well...that is exactly what Mark does. He is not worried about how much time he is spending, or what he could be billing someone, or what needs to be done at the office (or home for that matter) he is all about whoever he is meeting with. Maybe Mark does not worry about what he could be billing, because he does not bill by the hour. He prices his services based on the value that the client perceives they will get by working with him. He understands, it is his time against the prospects wallet. If he is in and out too quickly, he cannot build enough value (in the eyes of the client) to get a fee that will allow Mark to do two things. Those are first of all he needs to get a high enough fee to make money and build wealth for himself AND he must get a fee that will allow his to spend as much time and effort on his new clients so the he can also help them make money and build wealth.

Mark does not just fill out paper and get a check for the amount of time or the number of forms he produces. He build value in the eyes of his client, does great work and bills them for that great work, and his clients appreciate that he runs his business this way.

Back to the 18-month close...after his initial two-hour meeting, the client did not immediately sign with Mark. However, he did make a lasting impression. 18 months later they called Mark back and said they would like to speak with him again. He went out and spent another two plus hours meeting with the client again. He was not in a hurry, and at the end he got another TIO (think it over).

Marks sales training kicked in at this point and he was not to be denied. He asked them why they had to think it over...they had 18 months to think about it and called him back. Mark got the business and I bet he got a nice fee also.

Mark knew he had them when they called him back, but he did not play the appointment that way. He started over, took his time, went back through the issues and when it was crunch time, he closed the deal.

If your closing a lot of your opportunities, we can help you increase your fees. If your not closing as many as you should be, we can help you learn to close the ones you absolutely don't want to miss and get a fee that will allow you and your client to both get value for your business transaction.

To learn more about the Crown Jack Group go to http://www.crownjackgroup.com/ or call 888-866-1189. Both our live and our online sales courses are forming now. We feel so

Get Higher Fees and Better Clients

2009-04-28T06:29:00.000-07:00

The Crown Jack Group consultative sales workshop will give you the tools to get higher fees and convert prospects into clients. Why have firms using the Crown Jack sales system been successful at increasing their fees? Their success has been a combination of their own business acumen and their hard work teamed with the Crown Jack Group Consultative Sales approach. They understand the complicated process of developing and building a modern accounting business in today's economy. It was up to them to create an environment where their clients valued what they did instead of viewing them as only a compliance officer and tax return preparer. With our system, the business community now perceives them as true business consultants with the value added services that solve the problems most small businesses are facing. By understanding the psychology behind the sales process and learning what motivates a client to change accountants, graduates of our sales system have increased their closing ratio when presenting to more established A and B level prospects.

The Crown Jack Group Consultative Sales system is all about learning the systems and
methodologies designed to change the perceptions that the marketplace has about you as an accountant. Our 3-day on-line course will show you how to differentiate your services from your competitors in the eyes of both new prospects and current clients. Learn to establish the foundation for an easier initial sale, higher fees and the groundwork for more value added services. All of this is done from the privacy and comfort of your own home or office.

This 3-day program is not a sit, listen and watch program, but a very interactive
educational process. Our sales system is designed to give attendees the mindset as well as the tools to target and acquire more mature, higher fee clients, and it is done with out all the expensive travel that other courses require. With our program you won't be away from home or spend the day being abused by the airlines. Save time, save money and most of all learn how to create value in the eyes of the prospect to increase your fees. Isn't it time you started working smarter and not harder?

To find out more vistit www.crownjackgroup.com or call 888-867-1189.

7 Top selling fundamentals

2009-04-19T17:18:00.000-07:00

I thought istead of the usual fare...I would give you something to work with. Here are tips that you can use!

Seven Selling Fundamentals

There has been a time that we have all experienced, where you totally surrendered to a sales technique and the enthusiasm of a true 'Sales Professional." You had no prior intention to buy ANYTHING, you made that decision on the way to the store. You just wanted to hear about the product and do a little price comparison or “shopping”. During the sales presentation your resolve began to crumble.
By the end of presentation, you did not change your mind, but you made a new decision based on new information, that made you want to buy that particular item. It was masterful: the timing of the questions, the tone of voice, the amazing ability to listen to what you were really asking for. The person took an interest in you and your needs. It seemed like that salesperson could understood your pain. We loved every moment of it! The sales process was effortless, far from the pain-filled norm and even enjoyable! I bet you even spent more money that you ever thought you might after you got done “shopping around”.
How did this happen? What happened was that the level of sales professionalism made us feel that our needs were safe we could trust this person. We felt comfortable. We began to relax and think about our future with that particular product in our possession. We love buying from a true professional because that makes our lives easier. Even better, we love referring them because they make us look good.
Effective professional selling fundamentals are what make this 'Sales Professional' that good. To be compassionate about being a sales person, with the drive to become this effective, you should become familiar with the following seven items.

1. A Selling Foundation
The fundamentals of selling consist of a basic foundational sales skill set. These include features and benefits, hot buttons, closing, silence after asking for the sale. A good foundation is what makes the process work.

2. The Art of The Sale
Anyone can paint a picture, but an artist paints a picture so beautifully that you might pay to put it on your wall. Learning the selling foundation is a great start and will make a dramatic impact on your sales career and pocket book. Now add learning how to deliver the about skill set in the same way an artist makes a painting and see your results soar. The art of selling consists of the proper use of voice inflection, body language, eye contact, presentation skills, type of questions, use of silence, pace of speech, etc. Research shows that tone of voice and body language make up 93% of the impact we make on other people. It's NOT what you say, it's HOW you say it that matters.

3. The Selling Psychology
All sales people face the same psychological challenges of facing rejection, reluctance to make return phone calls and procrastination. While these problems may not be logical in nature they exist in most salespeople just the same. At times will power can suffice, but when we fail to overcome these challenges it may be due to taking a purely logical approach (better time management) to solve emotional problems (lack of impulse control). You must use coping strategies and tools to deal with the realities of being a salesperson and create the proper mindset and attitude of a "Sales Professional." This task is difficult to master due to its complexity.

4. Generating Results
By using key scientific methods and understanding the role someone’s experiences and character come into play in making buying decisions, the Sales Professional can experience vast improvements in closing ratios and speed the trust building process with prospects. You must learn the sales process/methodology, and continue to practice it instead crossing fingers (or worse yet lowering your price) and hoping that the gift of gab or instinct will get you by.

5. The Sales Objective
True salespeople know exactly what their job is every day. They know what their objective is on every sales call and are comfortable driving the sales process because due to continued practice of a system they know each step by heart. Their prospects find it easy to do business with them because they reduce the number of decisions that need to be made, allowing them to focus on their business.

6. Objection Elimination
A proven selling strategy consists of creating leverage and compression, preemptive selling to eliminate all objections before they come up, and consultative selling. This is where your income breaks the six-figure barrier. By brining up and elimination objections before they happen, you lead the prospect to a purchase.

7. Self Accountability
Create your own sales accountability system. All of the first six pillars are skills that can be learned and improved on day by day if you are a committed sales professional. However, the key to bringing them all together and turning them into more income, is a system. This ensures all the right things happen, at the right time, every time, with minimal wasted effort and maximum benefit both to the customer and for you. Timely follow-ups with your contacts as well as your current leads are critical if you want to be successful.

To learn more about our sales systems, go to www.crownjackgroup.com

Interesting and funny at the same time

2009-04-01T02:36:00.000-07:00

Dear Comrade

Subject: OUR DEPARTMENT OF ENERGY

Read this slowly.

Absolutely the funniest joke ever......ON US !!!
Let it sink in.
Quietly we go like Sheep to slaughter.

Does anybody out there have any memory of the reason given for the establishment of the
DEPARTMENT OF ENERGY ..... during the Carter Administration?
Anybody?
Anything?
No?
Didn't think so !

Bottom line . . we've spent several hundred billion dollars in support of an agency ... the reason for which not one person who reads this can remember.

Ready???????
It was very simple
... and at the time everybody
thought it very appropriate...

The Department of Energy was instituted on 8-04-1977

TO LESSEN OUR DEPENDENCE ON FOREIGN OIL.

Hey, pretty efficient, huh?????

AND NOW IT ' S 2009, 31+ YEARS LATER ... AND THE BUDGET FOR THIS

NECESSARY DEPARTMENT IS AT $24.2 BILLION A YEAR

THEY HAVE 16,000 FEDERAL EMPLOYEES AND APPROXIMATELY100,000 CONTRACT EMPLOYEES

AND LOOK AT THE JOB THEY HAVE DONE!

THIS IS WHERE YOU SLAP YOUR FOREHEAD AND SAY ' WHAT WAS I THINKING? '

Ah yes, good ole bureaucracy.

And NOW we are going to turn the Banking System & the Auto Industry over to them?

God Help Us !!!

If you need help growing your business visit http://www.crownjackgroup.com

It has been a while

2009-03-26T09:32:00.001-07:00

We have been very busy this past month at the Crown Jack Group. I know that got a laugh out of my accountant friends. I have been working day and night just like you guys! I am not used to working for a living! We are developing some very good online programs for 2009. The first and largest undertaking is our 3 day sales and marketing workshop. It is now completed, here is a rundown of what is covered:

The Crown Jack Group 3 Day Sales
and Marketing Workshop

Day 1
 Learn to understand the average business owner, what they want
and how they think. If you know what your prospect is thinking
you can gain an important sales advantage.
 Learn the results of a survey of small business owners that will
give you insight into how they view accountants, the services you
provide and much more.
 The art of differentiation and how it increases a prospects awareness
of what you can do for them.
 Explore the advantages of aggressive vs. passive marketing.
 The most effective ways to set appointments with business owners.
 Cold calling techniques.
 How to set the stage in order to close the deal.
 Developing a unique package of what you have to offer.

Day 2
 The ASK Triangle and the largest obstacle you will need to overcome
to be successful.
 The lost art of listening and how it can affect your presentation.
 Find the pain and break the bond with the old accountant.
 Probing techniques to get to real issues.
 5 questions you can ask that will get the prospects attention every
single time. If the prospect can’t answer these questions, they will
need to hire you!

Day 3
 The power of 3rd Party verification and how to use it to your advantage.
 Learn to use advanced visualizing techniques to get the prospect to understand
how you can help them.
 The power of the “Take Away”.
 Learn how to stay in control or gain control of the meeting
 Layering questions for effectiveness.
 Getting the prospect to say YES!

All of this and much more for only $1845.00. The Crown Jack Group brings the experience of over 1500 live accounting sales presentations to you in an information packed 3 day course that will change the way you are perceived by your prospects and the way you do business. Class sizes are limited so don’t miss this opportunity. Take action and register today!If you are interested in registering for this workshop go here:
http://www.crownjackgroup.com/EventRegistration

We will also be having our 2 day workshop in June covering a variety of topics. I will post more on that later. If you would like more information about the Crown Jack Group visit us at http://www.crownjackgroup.com

Oracle Q and A: Websites

2009-02-26T13:40:00.000-08:00

Dear Oracle,

I am thinking about putting together a website, but I don't foresee a lot of business coming to me from a web site. Do you think a website will really help me?

Have you ever heard the term knowledge is power? Well I tend to think knowledge put to good use is power. There seem to be a lot of very knowledgeable people roaming around that are not putting what they know to work. A website can help you, but you have to use it like a tool. You can't just build it and walk away and expect magic to happen. We can show you how to drive customers to your website and ultimately to you.

If you want to harness the power of the Internet, go to http://www.crownjackgroup.com to find out how.

The housing crisis in simple terms

2009-02-25T07:19:00.000-08:00

This boils it all down to how it happened……………

Heidi is the proprietor of a bar in Dallas. In order to increase sales, she decides to allow her loyal customers - most of whom are unemployed alcoholics - to drink now but pay later. She keeps track of the drinks consumed on a ledger (thereby granting the customers loans).

Word gets around and as a result increasing numbers of customers flood into Heidi's bar.

Taking advantage of her customers' freedom from immediate payment constraints, Heidi increases her prices for wine and beer, the most-consumed beverages. Her sales volume increases massively.

A young and dynamic customer service consultant at the local bank recognizes these customer debts as valuable future assets and increases Heidi's borrowing limit.

He sees no reason for undue concern since he has the debts of the alcoholics as collateral.

At the bank's corporate headquarters, expert bankers transform these customer assets into DRINKBONDS, ALKBONDS and PUKEBONDS. These securities are then traded on markets worldwide. No one really understands what these abbreviations mean and how the securities are guaranteed. Nevertheless, as their prices continuously climb, the securities become top-selling items.

One day, although the prices are still climbing, a risk manager (subsequently of course fired due his negativity) of the bank decides that slowly the time has come to demand payment of the debts incurred by the drinkers at Heidi's bar.

However they cannot pay back the debts. They are unemployed or have spent they money on flashy clothes or fancy cars. Or drugs.

Heidi cannot fulfill her loan obligations and claims bankruptcy.

DRINKBOND and ALKBOND drop in price by 95 %. PUKEBOND performs better, stabilizing in price after dropping by 80 %.

The suppliers of Heidi's bar, having granted her generous payment due dates and having invested in the securities are faced with a new situation. Her wine supplier claims bankruptcy, her beer supplier is taken over by a competitor.

The bank is saved by the Government following dramatic round-the-clock consultations by leaders from the governing political parties. Sound familiar?

The funds required for this purpose are obtained by a tax levied on the non-drinkers. Sound familiar?

If you would like to be a part of something that makes "cents" then try our newsletter. Go to http://www.crownjackgroup.com and subscribe to our newsletter
for ways to build your practice so we can help the poor unfortunate souls that they are going to tax us for!

July Tea Party in Chicago? or where?

2009-02-23T15:03:00.000-08:00

Who is with me?

Watch this....maybe our president will get the message?

http://www.youtube.com/watch?v=6_JzSm0jlWo&eurl=http://conservablogs.com/bluecollarmuse/&feature=player_embedded

or not...the White House goes on the attack against someone who speaks out against them? I think they should remember who put them in office...watch the White House response and watch the CNBC response....

http://www.cnbc.com/id/15840232?video=1041856849&play=1

In January of this year Mr. Obama said...

"There is no disagreement that we
need action by our government,
a recovery plan that will help to
jumpstart the economy."

With all due respect Mr. President, that is just not true...
Over 300 of the nations leading economists including 3 Nobel
Laureats disagree....

You can find that here....

http://www.cato.org/fiscalreality?banner

I still don't think you can lower the tide of standards in order
to raise all boats.

I will be joining a tea party somewhere. Maybe I will start one?

Marketing For Beginners

2009-02-17T10:20:00.000-08:00

I hope you find this usefull...I will explain the difference between Direct Marketing, Telemarketing, Brand Recognition and Customer Feedback.

You see a gorgeous girl at a party and you say to her "Hi, I'm very rich, marry me!" That would be DIRECT MARKETING. Next, you are at a party and see a gorgeous girl and you get her telephone number. The next day you call and say, "I am very rich, marry me!" That would be TELEMARKETING. You are at a party and a gorgeous girl walks up to you and says "You are very rich, marry me!" That would be BRAND RECOGNITION. You are at yet another party and a georgeous girl walks up to you and you say "I am rich, marry me!" she then slaps your face. That would be CUSTOMER FEEDBACK!

No matter if your a beginner or a seasoned marketer, we can help your firm grow. Come to http://www.crownjackgroup.com to find out more!

Taxing Internet Porn? Submarines collide?

2009-02-16T20:49:00.000-08:00

New York is so broke the governer is thinking about taxing internet porn to raise money...I guess this means the balanced budget is in the hands of the men who live in New York.

Two Nuclear subs collide? How does this happen? Maybe the the people driving the subs were texting? It makes no sense at all.

We can help you make sense of what will work to build your accounting firm. Go to http://www.crownjackgroup.com for information on how to build your practice!

Warm leads for less than $2 each?

2009-02-15T15:23:00.000-08:00

Yes you read that right...warm leads for less than $2.00 each. I am on to something that may change the way some of my clients get prospects. I will keep you posted. I will be testing it and developing it for Crown Jack Group clients over the next few weeks so stay posted!

Want to learn more about how to build your accounting firm? Go to http://www.crownjackgroup.com to find out how to get better clients and manage the growth of your firm.

Oracle Q and A: Fee Structure

2009-02-11T08:43:00.000-08:00

Dear Oracle,

I am a new CPA starting my own firm. Can you tell me how to set up a fee structure? I have been working in a CPA firm for the past 4 years but now I am out on my own.

I assume you are talking about an "hourly" billing rate, but we teach to bill with fixed prices based on your value to the client. We have worked with many firms who have used this type of fixed fee structure. They tell us that they have bookkeeping departments billing in excess of $200 per hour. We would be happy to teach you how to make this possible.

Find out how you can increase the profits of your firm at http://www.crownjackgroup.com

SEC enforcement chief Linda Thomsen resigns

2009-02-10T13:25:00.000-08:00

I wonder what kind of bailout package she got on the way out the door?

Are your clients bailing out on you? If so contact the Crown Jack Group about learning how to keep a client for life. Go to http://www.crownjackgroup.com for more information.

Oracle Q and A: BNI Groups?

2009-02-09T19:00:00.000-08:00

Dear Oracle,

Do BNI Leads Groups pay off for accounting practice development? I have heard mostly good things about them. I am currently in a local non BNI leads group which has produced no leads since I joined six months ago. I do have an invitation to attend the local BNI groups next meeting.

The Oracle Says: Lead groups like any marketing activity never hurt, however how do you control the quality of the lead? As personal a service as an accounting service is, exactly how do your fellow members approach people about you to provide you with leads? It is not like pest control services, lawn care or pens and pencils. It is a totally different relationship. When you add to that the time and expense, I am not sure how really well it works. I have talked to many accountants that said it worked well for them, but upon further investigation, they were getting either brand new businesses or total train wrecks that did not have any money.

We don't teach you to work with new businesses. For more information go to http://www.crownjackgroup.com

Socialist Candidate for President?

2009-02-09T10:35:00.000-08:00

Norman Mattoon Thomas (November 20, 1884 - December 19, 1968) was a leading American socialist, pacifist, and six-time presidential candidate for the Socialist Party of America.

The Socialist Party candidate for President of the US, Norman Thomas, said this in a 1944 speech:

"The American people will never knowingly adopt socialism. But, under the name of 'liberalism,' they will adopt every fragment of the socialist program, until one day America will be a socialist nation, without knowing how it happened." He went on to say: "I no longer need to run as a Presidential Candidate for the Socialist Party. The Democrat Party has adopted our platform."

History is a great teacher. Some of the things we are dealing with in a sales environment mirror what we had to deal with in the past during a recession or after 9/11. For sales training that works in today's harsh environment go to http://www.crownjackgroup.com and start building your practice.

Casinos in trouble?

2009-02-09T04:28:00.000-08:00

Station Casinos which has about 14,000 employees is reportedly in trouble. Las Vegas now may lose its home-grown gambling joints! Station - which runs 15 casinos off the strip that cater to locals - recently failed to make a key interest payment, which is often one of the last steps before a Chapter 11 filing. For once, the house seems likely to lose.

Losing some clients? Work with us to get more! Go to http://www.crownjackgroup.com and sign up free email newsletter and sales tips bulletin. We are a pretty safe bet in these hard economic times!

Oracle Q and A: Interest on past due invoices?

2009-02-07T14:09:00.000-08:00

Dear Oracle,

I want to put a statement in my engagement letters that interest will be charged on invoices not paid after thirty days. I would like to include the interest rate. Any suggestions on the interest rate and or wording of the statement will be greatly appreciated.

THE ORACLE SAYS: WITH OUR SYSTEM YOU CHARGE EVERYONE UP FRONT. YOU COLLECT YOUR FEES VIA BANK DRAFT OR CREDIT CARD IN ADVANCE. START MAKING A DIFFERENCE IN THE LIVES OF YOUR CLIENTS AND STOP CHASING UNPAID BILLS!

How about reducing your write downs and write offs to zero? Visit http://www.crownjackgroup.com for more information. Be sure to sign up for our free sales and marketing newsletter!

Oracle Q and A: Burnout

2009-02-07T14:01:00.000-08:00

Dear Oracle,

I really suffer burnout after tax season. I get mentally exhausted from the long hours and issues I put with from my clients, however I am thankful for my business, but it takes me months to get the attitude back. Is this normal in our profession?

THE ORACLE SAYS: YES. THE MOST UNFORTUNATE PART OF ALL OF THIS IS THAT IS DOES NOT HOW TO BE THAT WAY. YOU CAN CHANGE THE WAY YOU MANAGE YOUR PRACTICE AND AVOID THIS SITUATION.

Fighting burnout? Go to http://www.crownjackgroup.com and learn how to start loving what you do again.

Oracle Q and A: Billing for small amounts of time

2009-02-07T13:50:00.000-08:00

Dear Oracle,

I spent 15-20 minutes answering tax questions from my client's financial advisor and when I sent my client a bill for $50. He went through the roof. The client profits, the FA profits, and the CPA takes it on the chin. What do you recommend that I do in these circumstances? The time does add up over a client base.

THE ORACLE SAYS: WITH OUR SYSTEM YOU SELL YOUR SERVICES BASED ON VALUE AND NOT YOUR TIME. YOU NEED TO BE USING MONTHLY BILLING IN A FIXED PRICE AGREEMENT. EVERYTHING IS PRICED (AND COLLECTED) UP FRONT.

Learn more at our website: http://www.crownjackgroup.com

Oracle Q and A: Bad Client

2009-02-07T13:41:00.000-08:00

Dear Oracle,

I have a client who complains every time I charge him for something that needs to be done with his accounting. This client has inventory, but refuses to track his inventory, and then cries when his employees are caught steeling from him. He gives me some of his work (for write-up), but often times waits until the March 4 or 5 to give me his information (for write-up) so I can prepare his 1120 by March 15. Often times, he does not give me all of his information - meals and entertainment expenses, etc. - so that the tax return can be properly filed - or even come up with a figure that is somewhat close to actual for paying taxes with the extension that is filed every year on March 15.

This same client then goes through the year, never giving me the missing information to complete the return by the deadline for the extension.

This client has said to me on numerous occassions that he would get all of his information to me by the end of January (2006) so that I can finally file his 2003 and 2004 (1120) tax returns.

I will have to bill this client for doing the returns (for 2003 and 2004) again (if and when he finally gets his information to me).

Do you have any ideas on how I should go about billing this client for redoing the 2003 and 2004 corporate tax returns?

THE ORACLE SAYS: FIRE THEM. THEY ARE A LOUSY CLIENT. BAD CLIENTS DRIVE AWAY GOOD ONES. IF YOU DONT WANT TO FIRE THEM OUTRIGHT, SEND THEM OVER TO ONE OF YOUR COMPETITORS THAT YOU DON'T LIKE. IT WILL DO WONDERS FOR YOUR BOTTOM LINE AND YOUR MORALE!

Get better clients and higher fees with our system. Visit http://www.crownjackgroup.com for more information and sign up for our free sales tips newsletter!

Social Insecurity

2009-02-07T11:19:00.001-08:00

Did you know the Social Security Department has a fraud number? Seems like and oxymoron to me...

I called them on their fraud line (800-269-0271)and reported them to themselves.

Visit my competitors website for more fraudulent information...can I say that? I think I just did!

Get higher fees and learn to sell your value not your time or some silly form at
http://www.crownjackgroup.com

I pods, eye glasses and a blackberry

2009-02-07T05:36:00.000-08:00

Did I spell those right? What would I do with something like an Ipod or an IPhone or whatever they are called? Half the time I don't have my Iglasses so I could not see how to operate one of the things anyway. Everyone tells me I can get email instantly and do all of these great things with one. What every happened to just picking up the phone and giving someone a call? If you are constantly emailing I would challenge you to pick up the phone and call someone instead. You might just sell something.

For more sales skill improvement go to http://www.crownjackgroup.com

Marketing vs Sales

2009-02-06T15:02:00.000-08:00

Does anyone really know the difference? As my dad used to say, let me explain it so that even you can understand it! If marketing were a hitch hiker, he or she would stand on the side of the road with thier thumb out. If Sales were a hitch hiker a sign would be included that said "must get home to the children"...not to mention they would be standing out in the middle of the road!

Don't let all the "Marketing guru's" fool you into thinking that Marketingis all you need. Marketing is very important, it is why instead of sitting on my back deck drinking a Crown Royal, I am here at my desk adding to my blog (and drinking a Crown Royal). However once your marketing efforts get a client in the door then what happens? You have to get them to sign an agreement and give you money. Not only that, you want them to give you top dollar right? That is where sales ability leaves marketing in the dirt. When everyone else gets done teaching you Marketing, work with us to learn how to sell the value you can provide.

Well folks the glass is empty...but the bottle is not. Maybe after a few more I will post again tonight...that should be interesting!

For more information on how to get better fee's and better clients go to http://www.crownjackgroup.com and be sure to sign up for our free email newsletter chocked
full of valuabe sales tips and a few marketing ideas just for good measure!

$50 Per month clients and no minimum fees?

2009-02-05T10:40:00.000-08:00

My competition says that if you have a Marketing team, your telemarketing staff
should be making one appointment every two hours and you should be getting 4 to 5 clients per week. This brings up a lot of questions...

1. How would ever make any money?
2. How would you ever do anything meaningful for your clients?
3. What exactly do you do for $50 per month?

We suggest a minimum fee of $200 per month...and that is pretty small. We must
not understand.

If you call on new businesses or home based businesses that will be out of business
in a few months (or are they even really businesses) it would seem to us that you are
just treading water and waiting to drown.

For more information on how to get better fee's and better clients go to http://www.crownjackgroup.com

Borrowing and Taxes

2009-02-05T06:49:00.000-08:00

I am not sure I understand how we borrown more money to solve a problem where we borrowed too much money...can someone help me with this? Also it has come to my attention that I am an idiot for paying my taxes...apparently nobody in our government does. I say skip the taxes and make a down payment to the Crown Jack Group for one of our fine programs. Borrow your company to wealth with the new Skip the taxes and borrow money program at the Crown Jack Group. Building your company has never been so simple! We are all about CHANGE for your future at Crown Jack!

For more information on how to get better fee's and better clients go to http://www.crownjackgroup.com

Then there was the one about...

2009-01-13T04:51:00.000-08:00

My company specializes in helping accountants and CPAs get higher fees. However there are some right and some wrong ways to do it. I was asked by a mutual acquaintance the other day if I could recommend an accountant. I know who they are using and he is quite competent, so I inquired as to why the would want to leave.

It would seen that they went to this CPAs office to have a meeting. After about a half an hour, they were invited by their accountant to go to lunch. They proceeded to have a 2 hour lunch that had about another half hour of business talk sprinkled through it.

This particular person told jokes, talked about local politics, the weather and to some great degree wasted their clients time. He did however make up for this by allowing the client to pay the tab...remember he invited them to lunch.

A few weeks later, they received a bill for $700. To me this is better than fiction. My imagination does not allow me the ability to make this stuff up, this is a true story.

If you read this and wondered what my problem is...don't call us we can't help you. If you read this and wonder what the accountants problem is, call us and we can help you get higher fee's in a much better manner than this.

I am sending these fine gentlemen to an accountant who will take them to lunch, pay the tab and not bill them for the meeting. Don't get me wrong, they will pay top dollar for his services, but they will be glad they did.

As for the $700 bill...this will be know as a write down or write off. No names have been used in this story to protect the idiots. For those of you who know me, even if you guess who this is, I won't tell you. We all do dumb things from time to time, however this person seems to trying to corner the market on stupid with this particular move.

Let us help you the smart way!
Go to http://www.crownjackgroup.com and change they way you do business!

Banks won't lend money? Yes they will!

2009-01-08T16:54:00.000-08:00

That is what BusinessWeek says. I thought our government just gave them billions to lend. I think my idea of sending everyone a check for $100,000.00 was a great idea to stimulate the economy. That is unless everyone just took it down and put it in the bank...then we would right back where we are now huh?

Well not to worry, our company (Crown Jack Group) is lending money. The Crown Jack Group is lending money and my bank will even lend money! It's true! If you give my banker a dollar...he will be happy to lend you 50 cents.

Now what is so hard to understand about that?

For more information on how to get better fee's and better clients go to http://www.crownjackgroup.com

Marketing and Innovation

2009-01-07T10:39:00.000-08:00

In the words of Peter Drucker, the father of modern management, “…the business enterprise has two—and only two—basic functions: marketing and innovation. Marketing and innovation produce results; all the rest are ‘costs.’”

It is a time for innovation...

if you would like some help with that give the Crown Jack Group a call at 574-807-7199 or for more information on how to get better fee's and better clients go to
http://www.crownjackgroup.com

50 Billion is not the largest ponzi ever!

2009-01-05T04:50:00.000-08:00

The largest Ponzi still continues to this day and we are all part of it...it is called Social Security! I saw on the news where the SEC was tipped off about 10 times as far as Mr. Madoff was concerned and failed to investigate. Our tax dollars at work! I think instead of going back to the market, I will just put my money into my own company. At least I know how it will be spent.

For more information on how to get better fee's and better clients go to http://www.crownjackgroup.com

Why I went into sales

2008-12-30T11:30:00.000-08:00

I tried boxing early on, but it was ruining my hands. The
referee kept stepping on my fingers...

My website: http://www.crownjackgroup.com

Credit Card Companies reducing credit lines?

2008-12-01T08:10:00.000-08:00

I got a notice a couple of months ago from one of my two credit card companies that they were going to reduce my line of credit if I did not start using the card (It had a zero balance). I told them I did not care. They reduced the line of credit from $10,000 to $1500. I reduced it to zero yesterday when I cut it up and sent it back to them with a letter telling them a $1500 credit card is almost useless. Why not give me a good incentive to use the card? What is the old saying? The beatings will continue until morale improves? I wonder what opportunistic bank will jump in and issue cards to people with all that money that is supposedly out there to lend? There is opportunity with the Crown Jack Group for an accountant who wants to build their firm.

Find out more at http://www.crownjackgroup.com

Lenders are scared to lend?

2008-12-01T07:55:00.000-08:00

They seem to want a perfect credit score and lots of collateral...I thought you were in business to take risks? If there is no risk, then there should be no profit right? We are not afraid to take a chance, don't you be either.

For more information on how to get better fee's and better clients go to http://www.crownjackgroup.com

Financing is available

2008-11-27T08:15:00.000-08:00

I read last week where Jerry Jones is having trouble getting short term financing for the $350 million dollars in cost over runs on his new football stadium and that the stadium might not open on time if construction is delayed. That combined with T Boone Pickens not being able to get the financing he needs for his 2 billion dollar wind farm can mean only one thing...Someone needs to do something!

So...Mike and I at the Crown Jack Group are going to make 1.5 million available to accountants to finance marketing programs. We mulled it over and thought we would help the accounting folks out instead of help build a wind farm or a stadium. This is no joke, we have secured this money and have it available RIGHT NOW. Your credit score does not have to be
perfect but the better it is the better the terms.

We feel that your competitors are sitting around watching their clients shrivel up and die and wondering how to get new clients to replace them. We can teach you how to put a system in place to do just that. We feel that right now is the time to go on the offensive, not sit back "ride it out".

Don't think some aggressive sales works? We have been working for less than a year with Scott P. in Walnut Creek California and he got three new clients in about a 10 day span that will bring him $11,500 a year in fee's with about $1,000 in back work. His cost to obtain these clients after a week of training? About $600 plus his time. I'm not very good with numbers (I'm just a salesman not an accountant) but it would seem that a return of over 19 times on his investment was to not too bad.

Well it is turkey day and I need to go check on the bird. I hope everyone who reads this has or had a happy thanksgiving!

JC

For more information on how to get better fee's and better clients go to http://www.crownjackgroup.com