1 Six Ways to Make More, Work Less and Serve Clients Better All audio is streamed through your computer speakers. There will be several attendance verification questions during the LIVE webinar that must be answered via the online quiz at the conclusion to qualify for CPE. Please note: You will not hear any sound until the webinar begins.

Six Ways to Make More, Work Less and Serve Clients Better Presented by Sandi Smith Leyva, CPA Date: June 26, 2014 Time: 2:00-3:00PM Eastern 2

3 Learning Objectives Determine 3 ways to increase your profits so that you'll know where to focus Identify 2 ways to save time so you can work less while making more Determine how to raise your fees so you can earn what you're worth

Value of this Webinar to You 4 Less stressed-out Relief of not having to figure this stuff out yourself Boost your revenue or profits or both Gain clarity about your next steps More time with your family or more leisure time Better planning – moving from reactive to proactive

Why me? Grew up in Dallas, TX 5

Why Me? CPA Certified QuickBooks ProAdvisor 6

Why listen to me 7

“Trust me when I say you need the Kool-Aid Sandi's drinking!” --JJ Virgin, Celebrity Nutrition & Fitness Expert More testimonials: 8

My Why You are all a best-kept secret Clients need you more than they think You have the answers to help small business thrive It’s about prosperity for everyone 9

3 Ways to Increase Your Profits #1 Increase price or change your pricing method –Hourly –Fixed Fee –Value Pricing 10

3 Ways to Increase Your Profits #2 Increase volume –Add more clients –Increase your marketing 11

3 Ways to Increase Your Profits #3 Increase revenue per client –Add a service line –Cross-sell There are finite choices when raising revenue 12

Marketing Is a Skill 13 On a scale of 1-10, how would you rank your marketing skills? Dirty little fact: Marketing vs. technical education Price-sensitive clients?

Increase Profits without Raising Fees #1 Increase leverage –Leverage your time –“No time to learn time management” 14

Increase Profits without Raising Fees 15 # 2 Lower marketing costs - Are you using the lowest cost marketing channels?

Increase Profits without Raising Fees 16 #3 Improve systems and procedures -Will increase the value of your practice -Tremendous freedom

17 Why Do We Have a Time Problem Constant updates in accounting “rules” Constant tax updates Some of us stop there! No time for any other learning, much less innovation! –Soft skills, time management –Result is we’re not working as smart as we could

Your True Worth Per Hour 18 The larger of: -Your hourly rate -Your total revenue / 2,000 hours

Time Tip #1 19 Learn what it’s costing you to waste time

What This Is Costing If you pick up 1 hour per week: –At $100/hour * 50 weeks = $5,000 –At $250/hour * 50 weeks = $12,500 If you pick up 1 hour per day: –At $100/hour * 250 days = $25,000 20

Your True Worth Per Hour Start doing $500/hour tasks first, then do $10/hour tasks You don’t see a dr. answering their own phone, taking appointments, filing… 21

Quantum-Leap Productivity 22 Idea #2: Learn what a $500 - $1,000 per hour task looks like

How to Clone Yourself 23 If you are trying to do everything yourself -Need to prioritize instead of be reactive - has trained us poorly -Very self-sabotaging

How to Clone Yourself 24 If you are trying to do everything yourself -“It has to be perfect” -Can’t say no -“Control freaks” -Badge of honor - how busy you are

How to Clone Yourself 25 Think of a billionaire you admire “Would they be doing what you are doing right now?” Use video to record things you repeat Use handouts

1 Secret to Raising Your Fees #1 Lower your risk of attrition –Go up on one client at a time –Go up on new clients –Have a back-out plan Don’t underestimate your own personal need for confidence- building 26

Your Action Items What one thing will you do from this webinar?

Thank you for participating in this webinar. Below is the link to the online survey and CPE quiz: Use your password for this webinar that is in your confirmation. You must complete this survey and the quiz or final exam (for the recorded version) to qualify to receive CPE credit. National Society of Accountants 1010 North Fairfax Street Alexandria, VA Phone: (800)