By Richard Brewinafgmedia.s3.amazonaws.com/docs/Everything You Ever Need To Kn… · some of this....

By Richard Brewin

EVERYTHINGYOUEVERNEEDTOKNOW…

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INTRODUCTION:

Wedecidedtoputthisreporttogethertogiveyouagreater

understandingoftheAccountantsGrowthProgramme.Itincludesover45testimonialsfrommembers(fromallovertheworld)andsupplementarynotesfromustoaddcontexttotheircomments.

Nothing’sperfectandtheAccountantsGrowthProgramme

certainlydoesn’tclaimtobe,butasyoureadthecommentsfrommembers,you’llgetagreaterunderstandingofwhat’spossibleonceyoustartimplementingtheprogramme.

Icanassureyouwehaven’talteredanyofthetestimonials.Occasionallywehaveadded

awordortwotoclarifymeaningandwhenwe’vedonethis,thewordsareplacedbetweentwosquarebrackets[likethis].

Weareveryproudoftheprogramme.Itisespeciallysatisfyingtoknowthatwearechangingthelivesandthebusinessesofhundredsofaccountantsallovertheworld.We’dlikeyoutobepartofthatsuccessstory.

Hopefullyonceyou’vereadthesecommentsyou’llknowyoucouldgetsimilarresults.Remember,theprogrammeisbackedbyour100%NoQuibbleMoney‐BackGuarantee

(cancelwithinthefirst30daysandwe’llrefundyourfeesinfullwithin24hours).Thatshouldgiveyoufurtherconfidencethattheprogrammedeliversallthepromiseswemake.

Enjoy!

Toyoursuccess,RichardBrewinP.S.Tojointheprogrammejustclickonthelinkbelowandfollowthesimpleinstructions…http://www.accountantsgrowthprogramme.com/pages/agp‐special/

RichardBrewin,FCA

http://www.accountantsgrowthprogramme.com/pages/agp-special/


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“InJustOverTwoMonthsWeHaveAcquiredNewBillingsOf$30,000InAnnualRevenue”

“Wearedoingwellandprogressingnicely.Sincewestarted,justovertwomonthsago,Ijustfiguredouttoday,wehaveaddednewbillingsjustshyof$30,000inannualrevenue.IamVERYpleased.AND,westillhavealottodo.Westillhavetolaunchthewebsite,sendoutthemailingforthetargets,andwejustsentthethirdpartyreferralletterslatelastweek,sowearestillveryearlyinsomeofthis.“I’dalsoliketotellyouaboutmyfirstprospectmeetingwhichseemsalongtimeagonow,butisinsightful(thankyousomuchforthetailoredpresentationtemplate).Theprospecthesitatedattheprice.Now,inthepastIwouldhavelethimwalkout,butIpracticedtheresponsesyougaveinthepresentationmaterialandhewentforit.Iquoted$1,200permonth,wenegotiatedto$985forthefirst6months,thenreview,andbumpuptothe$1,200.“Asitissaidinthematerials,Imaybeatalowerpricebutonlyforsixmonths,andIknowIhaveahighlevelclientandthatisabighit.Ifollowedallthepreliminarystepswiththemailings,andgavehimthebookattheendandhiseyesgotrealbig.HeWASimpressed.”ChristineTrumbull,CPA,CTC,CLTrumbull&Company,LLCUSAAFGComment:Injustunder10weeks,Christinehasaddedastaggering$30,000innewannualbillings,justfromusingtheprogramme.That’saBIGreturnoninvestment.Thisiswhat’spossiblewhenyoufollowtheprogramme.Evenwiththefirst‐evermeetingusingourprogramme,remarkablethingscanandoftendohappen...First,Christinenegotiatedandagreedafairdeal.Manyaccountantsdon’tnegotiateand,asaconsequence,loseanychanceofacquiringtheclient.Second,whenyouuseastrategic(pre‐planned)approachtoselling,youwillacquiremanymoreclientsduringtheinitialmeeting.NoteChristine’scommentregardingthe‘preliminarysteps’andthebook!Third,shequotedanall‐inclusivemonthlyfee.Very,veryimportantto‘reduce’thefeeinthemindoftheprospectiveclientandmakingitimpossibletocomparelikeforlike.ThisisHOWaccountantsselltheirserviceonvalueandnotasacommodity(ourprogrammedoesthisautomatically!).


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“DoubledMyTurnoverAndTrebledMyProfits”“Ifyoujustdoonething,makesureyoubecomeamember!Thissystemhasworkedwondersforus.Threeyearsonandwestillhaverecordbreakingmonths.Ourbestmonthsofaris23newclients.Overthelast11monthswehavegenerated153newclients.Moreimportantly,duringthistimeIhavedoubledmyturnoverandtrebledmyprofits.”AndyPage,PHAccountancyLtdUKAFGComment:It’sinterestingthatmanypeoplesaytous,canspectaculargrowthbemaintained?Thisis‘proofofthepudding’.Let’sbreakAndy’scommentsdownandaddafewofourownobservations…

(1) Andyalreadyhadaverysuccessfulfirm.Butitwaschallenging.Heworkedlonghours,hisstaffweregenerallyunhappyandhehadsomebadclients.Notanymore(theprogrammedoesn’tjustshowyouhowtogrowyourfirm,itshowsyouhowtotakecontrolofyourfirmandenableyoutorunithowyouwanttorunit.Itreallyismorethanapowerfulworld‐leadingsalesandmarketingsystem)!

(2) AndyappliesEVERYTHINGintheprogramme.Hedoesn’tquestionit–hebelievesinitandjustappliesit.Whilsttheprogrammeisverysuccessful,it’suselessunlessyouapplyittoyourfirm.ResultslikethisareonlyachievedwhenyouIMPLEMENT.

(3) Averagingover13newclientsamonthispossiblewhenyoufollowtheprogramme.Butnotepoint2above.Thisisn’tamiraclecure.Youhavetoimplement,puttheeffortinandCHANGEthewayyoudothings.Howmuchdoyoureallywanttotransformyourfirm?Manyaccountantssaytheydo,butthey’renotREALLYcommitted.

(4) FormulaForSuccess:ProvenProgramme+ImplementIt+ChangetheWayYou’veAlwaysDoneThings=MultipliedSuccess.

(5) WeonlystartedofferingourLifetimeMembershipPackageinJanuary2013.Amemberalreadyfortwoandahalfyears,Andyjumpedatit.Wonderwhy?


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“InTheFirst5MonthsWeHaveAcquired£51,000OfRecurringFeeIncome”

“Wehavecontinuedwiththemarketing(andaddednewsigns/clientparkingspace+muchmore)andinthefirst5monthsto31/05havenowtakenon£51Kofrecurringnewwork,plusalotmoreotherwork.”MarkFriend,Friend&GrantUKAFGComment:TherearesomekeywordsinMark’scommentsabove…‘continued’–aswe’vesaidmanytimes,youhavetoimplementtheprogrammetogetresults.Successdoesn’thappenbymagic.Itdoestakeeffort.Yes,wetakethe‘grunt’workoutofit,butyoustillhavetoapplythestrategies.‘+muchmore’–Simple.Themoreyouimplement–thebettertheresults.‘£51k’–That’swhathappenswhenyoufollowtheprogramme.£51,000ofnewclientincomeinjust5months.Nottooshabby!‘recurring’–Weworkinawonderfulindustry.Getaclient,treatthemwell,exceedtheirexpectations,andyoukeepthemforalong,longtime.ArecurringincomebusinessmodeliswithoutdoubtTHEBESTBUSINESSMODELINEXISTENCE.Onaverage,clientsstaywiththeiraccountants7years.£51,000isnot£51,000–it’smorelike£51,000x7=£357,000.Notabadreturnoninvestmentintheprogramme(andrememberthiswasrecurringfeeincomegainedinjust5months!).‘alotmoreotherwork’–Okay,that’sfivewords,notone,andalthoughthere’s£51,000ofrecurringincome–thatsameworkproducessignificantextraincomewhichofcoursemaynotberecurringbutitstilladdslifetimevaluetoeachclient.Welldone,Mark.Justshowswhatyoucandowhenyoudedicateyourselftogrowingthefirm.


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“FirstClientAcquiredTodayUsingTheProgramme.£10,000FirstYearFees”

“Usingtheapproachintheprogrammeweacquiredourfirstclienttoday.£7kgrossrecurringfee,withlikelyoneoffworkinyearoneof£3k+.Iamlookingforwardtousingtheentiresalesconversionapproachtomynextnewclientmeetings.”GregButtner,SRGNewmansLimitedUKAFGComment:Assoonas60%oftheprogrammeisinplace(bytheendofmonth3)youwillbegintoseethebenefitsoffinallyhavingasalesandmarketingsysteminstalledinyourfirm.Aswe’vesaidonmanyoccasions,theprogrammeisn’taget‐rich‐quickscheme.Youhavetoimplementtheelementsoftheprogrammetogetresults.Youcanspeedtheprocessup,but‘launch’isusuallyduringmonth3.Buthere’sthething!…Onceeverythingisinplace,itkeepsworking.Weekafterweek.Monthaftermonth.Yearafteryear.Yes,you’reprobablythinking‘wellthingschange,don’tthey?’Yestheydo,butsincewe’reatthecoalfaceofwhat’sworkingbestforaccountantsacrosstheentireglobe:wetweak,addtoandenhancetheprogrammecontinuously.Thisisoneofthe‘hidden’benefitsofmembership–wearepassionate,determinedandabsolutelycommittedtoensureourmembersgetthebestofthebest,notjustnowbuteverysingleyear.Weneverrestonourlaurels.WhilstweknowperfectionisNOTattainable,westrivevery,veryhardtoreachit.


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“We’veWonOver£22,000OfAdditionalRecurringIncome”

“TheAccountantsGrowthProgrammehasgivenourmarketingarealedgethathasrecentlyhelpedustowinover£22,000worthofadditionalrecurringincome.”BarryCowley,CowleyHolmesAccountantsUKAFGComment:Mostmembersinitiallyjointheprogrammebecauseithelpstodifferentiatethemandgivesthemaprovensalesandmarketingsystemtofollow.Clearlytheresultofboththeseelementsisincreasedfees,moreclientsandgreaterprofitability.AsBarrypointsout,theprogrammegivesmembersa‘realedge’.YourcompetitorswillNOTbedoinganythinglikethis.Automaticallyyoustandout.…andwhenyoustandout,anduseallthestrategiesintheprogramme,youWILLstartacquiringmoreclientsattherightfee.£22,000isnotaninsignificantamount.Andthisisasnapshotoverjustacoupleofmonths.That’sover350%returnoninvestmentintheprogramme,justonthosefigures.…andBarry’sfiguresaregettingbetterandbetter.Healreadyhadagoodfirm.Nowit’swellonitswaytothenextlevel.Notsurprisingly,BarryisaLifetimeMemberoftheAccountantsGrowthProgramme.


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“ReferralSystemWorksLikeACharm&I’mConvertingVirtuallyEveryProspectiveClientIMeet”

“AsamemberIamtotallyconvincedthatapracticefollowingtheprogrammesetoutbyAFGcannotfailtogrow.ThereferralsystemworkslikeacharmandwitheverythinginplaceIamconvertingvirtuallyeveryprospectiveclientImeetintoaclient–attherightfee!”JohnElstub,CrimsonHarvestUKAFGComment:Unfortunately,thereisn’tonemagicbullet.Inotherwords,thesuccessoftheprogrammecomesfromimplementingmany(easy‐to‐apply)strategies.Arguablyoneofthebestisthe‘ClientReferralSystem’.Nomatterhowmanyreferralsyou’regettingnow,theywillbetinydropsintheoceancomparedtowhatyou’llgetwhenyouapplyourreferralSYSTEM.Notethecapitalsandemphasisontheword‘system’.That’sthekey.Butevenwiththebestenquirygenerationstrategiesinexistencetodayforaccountantsanywhereintheworld,theywillallfailifyoudon’thavea‘SalesConversionSystem’inplacethatmethodicallyandsystematicallyenablesyoutoconvertahighpercentageofprospectsintoclients.Buteventhat’snotgoodenough…YouhavetoconvertthemATTHERIGHTFEE.Dothat,andyouhavearecipeforsuccess.Notsurprisingly,that’sexactlywhattheprogrammedoesforitsmembers!


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“DozensOfNewClientsAndNewOffices–FromStart‐Up”

“SinceIjoinedtheprogrammeIcantellyouthatthefirmisgoingfromstrengthtostrengthandacquiringclientshasgenuinelyneverbeenaseasy.Iwasastart‐upwhenIjoinedtheprogrammeandinalittleover12monthsIhavegenerateddozensofnewclientsandhavejustmovedintomyfirstpurposebuiltoffices.Thankyou.”AndyHall,Partner,HallAccountantsUKAFGComment:Yes,withoutquestion,thehardestthinginbusinessisstartingout.We’veallbeenthere,andfewwouldwanttogoback!Evenhardertodoitinarecession,whichiswhatAndydid(andmanyofourothermembersworldwidehavedone).Harderstillistakingthedecisiontoinvestinourprogrammewhenyou’rejuststartingout–it’sapremiumproductwithapremiumprice!Thattakesguts.Butwhenyouthinkaboutit,havingaprovensalesandmarketingsysteminthebeginningiswhatEVERYaccountingfirmshouldhave.Itensuresyouget‘there’quicker,withlessfrustration,lesshassleandfewerchallenges.Remember,onegoodclientisallittakestocovertheinvestmentinmembership.Thathastobesweetmusictoyourears,whetheryou’reastart‐uporanestablishedfirm.Andremember,whetheryou’reastart‐uporyou’reestablished,wehavetheImplementationPlantosuit!


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“£36,000To£54,000AYearFromJustOneOftheStrategies”

“TheAGPisagreatwaytodifferentiateourselvesfromcompetitorsandreinforceourmessagethatwearenotyouraverageaccountant“Wealsodobi‐monthlybusinessgrowthseminarsandarenowregularlyachievingattendancesof75peoplealmostallofwhomaretargets(notclients).WeusetheSeminarThatSellsSystemfromtheprogrammeandusuallyselloutmanyweeksahead.“Weusedtoget35–40attendeesbutthisrequiredalotofworkonphonecallsintheweeksleadinguptotheevent.Nowwegetabout6enquiriesfromeachseminarandonaveragesignup3withaveragefeesof£2‐3,000p.a.excludingconsultingwork.”MarcLawson,BusinessVisionUKAFGComment:Wedon’treallypushthe‘SeminarThatSellsSystem’mainlybecausemostaccountantsshyawayfromdeliveringseminars.Butforthosewhoenjoypresenting,thisisafabuloussystem.Itswholefocusistogenerateenquiries.Thisisachievedbydeliveringqualitycontentbasedonaprovenformula(everythingintheprogrammeisofcourseproven!).It’sjustnotgoodenoughtodeliverqualitycontentwithoutasimplemethodforconvertingvisitorsintomeetings.AsMarccomments,fromeachseminar,hegenerates6enquiriesresultingin3newclients,worthintotalbetween£6,000to£9,000.AndhedoesthisEVERYTWOMONTHS.That’sarecurringannualfeeincomeof£36,000to£54,000.Thistrivializesthemembershipfee.Andremember,thisisjustoneofthestrategies!


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“TheSupportHasBeenSecondToNone”“ThesupportgiventousbyAFGhasbeensecondtonone.Theirstrategiesaresimpleandhighlyeffectiveandmostimportantlywon’tbreakthebankaccount–there’ssomethingforeverybudgethoweverlargeorsmall."Weareconfidentthatwiththeprogrammeandthesupportwereceivewewillgrowourpracticethewaywewantto.” LesleyandRichardBaldwynTargetFocusAchieveUKAFGComment:Onethingwe’refullycommittedtoistoprovideaworld‐classsupportservicetoallourmembers.Thisisveryeasytosay,muchhardertodeliver.However,wehaveatrulyoutstandingMemberSupportTeam.It’srarewhenamemberjoinsthattheydon’trequirehelp,adviceandsupport.Infact,supportisafundamentalelementoftheprogrammeforallourmembers.Another‘hidden’benefitoftheprogrammeisthatmanyofthestrategiesareinfactlow‐costtoimplement.Eventhe‘WebsitethatSells’issurprisinglyinexpensive(butdon’tthinkthatinanywayreducesitsresults!).Eventhebiggestjewelofall,theSalesConversionSystem(howtoconvertahighpercentageofenquiriesintoclientsATTHERIGHTFEE),costsjustafewpounds/dollarstoputinplace.That’swhatmanymembersthinkisremarkable.Tosuddenlyhaveasystemaspowerfulasthiswithverylittlecostisofteninitiallyhardforthemtocomprehend.Butthat’sthetruthofit.


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“AsAMemberYouActuallyAcquireManyMoreClientsOfTheTypeYouWant”

“BeforeIbecameamemberoftheAccountantsGrowthProgrammeIthoughtthatmarketingwasanartwhichwaswhyIwasnotverygoodatit.Asanaccountant,beinganumerateperson,Ihadnoneoftheartisticandliterateskillsneededtobegoodatmarketing.HoweverInowunderstandthatmarketingislessofanartandmoreofascience.“Asamemberyouactuallyattractmuchmoreworkofthetypeyouwant.Ihavelongbeenawareoftheneedforaneffectivemarketingsystemintheaccountancyprofession.TheAccountantsGrowthProgrammeisit.ItisthemostcomprehensiveandsystematicmarketingprogrammeIhaveseen!” JohnHarrison,JohnHarrisonandCoUKAFGComment:Manyofourmembershavetriedvirtuallyeverythingbeforecomingtous.Johnwouldn’tmindussayinghe’sbeenaroundtheblockafewtimesandhe’sdefinitelytriedeverything.It’struewe’veonlybeenaroundfor‘5minutes’(well,sincelate2009)butveryfew“solutions”inourindustryareprovenliketheAccountantsGrowthProgramme.


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“FromLosing£600AMonthToMaking£4,000AMonth”

“Lastmonthwasawesome,Iwasfiringonallcylindersandfeltunstoppable!Itwasourbestmonthever.“Upuntillastmonthwehadbeenlosingabout£600permonth,sotomakesomuchprofit(over£4,000.00)wasanicechangeandasignificantmomentinthegrowthofourbusiness.“Thatdaywhenyoucoachedmeoverthephonebeforemymeetingslastweekwentverywell.Igotthetwocustomerstosignonthespot,onefor£175permonthandtheother(self‐employedbarber,verysmallbusiness)for£400permonth‐soabigthanksforthat!”JohnDonoghue,ClearViewAccountancyUKAFGComment:That’saniceturnaround.Butremember,whilsttheprogrammeisthesolution,resultslikethisareonlyachievedwiththeeffortofthemember!Theprogramme+effort=Results!


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“AReady‐MadeSolutionToGrowOurPractice”“Everybusinessneedsauniquesellingpointoradifferentiatortomakeitstandout.TheAccountantsGrowthProgrammenotonlyprovidesthisforourfirm,butalsogivesusaready‐madesolutiontogrowourpractice.Putsimply,itcannotfailifyoufollowtheplan.Evenbetter,Ibelieveweareinanelitegroupfortunatetobemembersanditstillamazesmethatsomeaccountantsjustdon'tgetwhatitisallabout.Thisisactuallygoodnewsforthoseofuswhodo!”AndrewGerrard,HardingLewisISLEOFMANAFGComment:That’sinteresting,isn’tit–‘youcannotfailifyoufollowtheplan’?We’veactually spentquitealotoftimewithAndrewandhisteamovertheyears,andifyou’renotfromtheUK,theIsleOfManisasmall(verysmall)islandbetweenWalesandIreland.Evenonasmallislandyoucanachieveresults(andit’sanislandwithhugecompetitionintheaccountingworld).AsAndrewsays,aslongasyoufollowtheplan,youcannotfail.The‘plan’iswhatwecallthe‘ImplementationPlans’.Wehaveoneforfirmslessthan12monthsoldandoneforestablishedfirms.Puttingtheprogrammeinplaceislikefollowingafoodrecipe…Ifyoucanbakeacake,youcandothis!Also,Andrewrightlymentionstheimportanceofdifferentiatinghisfirm.AtarecentLifetimeMemberMastermindGroupMeeting,itwasrevealingthatalmosteveryoneofthemembers(therewere24inattendance)saidthatthedifferentiatorwasoneofthekeyreasonswhytheyjoinedtheprogramme.Itiswithoutdoubtkeytothesuccessoftheprogramme.Youknowyourselfthatbeingdifferentfromthecompetitionisimportant.Theproblem,though,isthatit’sjustnotthateasytobedifferentanddemonstrateit.Sayingyouhelpyourclientsgrowtheirbusinessesiseasy,butwhenpressedtoexplainhowyoudothis,it’snotthateasy!That’swhygivingFREEaccesstotheBusinessGrowthSystem(arguablyoneofthemostsuccessfulmarketingsystemsevercreated)givesourmemberssuchauniqueness.Difficulttocompeteagainstthat,wouldn’tyouagree?


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“EverythingIsDoneForUsAndIt’sIncredibleValueForMoney”

“Isimplylovetheprogrammeandthefactthatwehaveamarketingsystematarelativelylowcostwitheverythingdoneforus.Iwouldcertainlyhavenohesitationinrecommendingittoothersasitisincrediblevalueformoney.”PhilBuckley–Buckley&CoUKAFGComment:PhilisanotherLifetimeMember.He’sinvested5‐figuresofhishard‐earnedmoneybecauseheknowshowmuchdifferencetheprogrammehasmadetohisbusinessandhislife.Having‘everythingdone’isclearlyabigattractionoftheprogramme.Ofcourse,aswekeepsaying,youhavetoimplementit,buteachstrategytakesonlyafewminutestotailortoyourfirm.Justthink,you’regettingthebestpossiblesetofstrategiesevercreatedforaccountantsandyoujusthavetodedicateafewminutestoeachonesotheystartworkingforyoutoo!Whenyouthinkaboutit,itdoesn’ttakemuchforyoutogetareturnonyourinvestmentintheprogramme.Onedecentclientisallittakes.Yes,justONE.Makesyouwonderwhysomanypeopledon’tjoin,especiallywhenwegiveallmembersa30‐day,no‐quibble,money‐backguarantee.Maybethey’rejustnotthatserious?


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“TheFirstClientWeSignedUpLovedTheWebsiteBecauseItSetUsApartFromTheCompetition”

“AsexpectedithastakenafewmonthstoseethefruitsofourlabourbutwehavesignedacoupleofclientsasadirectresultoftheAccountantsGrowthProgramme.Thefirstlovedthewebsite,hefeltthatitsetusapartfromthecompetition,andthesecondwasveryimpressedbythetestimonialbookinreceptionthathewasalsoveryhappytojoinus.”Wenowhavethesystemsinplacethatmakegainingnewclientseasy,fromgettingenquiriesthroughthesalesprocessandsigningthemupasclients.Wehavebeenabletolearnfromthebestinallaspectsofrunningandmarketingourpractice.”MartinHorton,RivingtonAccountantsUKAFGComment:Severalpointsareworthyofnotehere…

(1) First,aswehavesaidnumeroustimesalready,ittakesacoupleofmonthstoget‘READY’(aminimumoftwomonths).Sustainedsuccessisachievableonceyouputthefoundationsoftheprogrammeinplace.

(2) Second,youshouldNEVERunderestimatetheimportanceofyourwebsitetoyourongoingsuccess.99.99%ofaccountants’websitessimplydon’twork!.Evenifyou’vespentafortunedevelopingitorspentcountlessdaysonit.Onlyonethingmatters–enquiries!Ifyou’renotgettingregularenquiriesandinsignificantnumbers,yourwebsitedoesn’twork.Ifgrowthisofparamountimportancetoyou,awebsitethatworksisanabsolutemust.

(3) Foryourwebsitetostandanychanceofsucceeding,itneedstodifferentiateyoufromyourlocalcompetition.Itthenneedstobecreatedtogenerateenquiriesfromthetraffic(visitors)createdfromyourmarketingstrategies.Thesetwocriticalcomponentsaremissingfrom99.99%ofaccountants’websites.

(4) Partofthe‘SalesConversionSystem’detailshowyou‘setup’yourreceptionareatopsychologicallymovetheprospectiveclientclosertothesale.Oneofthetacticsisthe‘TestimonialBook’.AsMartinmentioned,initsownrightitisapowerfultool,butaspartoftheentireSalesConversionSystem,ithelpstoensureyouacquiretheclientATTHERIGHTFEE.


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“5ClientsWorth£15.5kPerYear”“Afterwaitinguntilallthesystemswereinplaceandgettingtheofficemoveoutoftheway,beforesendingoutthereferralvouchersonmycurrentclients,thefirstweekinFebruaryhasproduced5clientswithannualfeeincomeof£15.5k. “Oneofmyclients,whohasverystrongviewsonhowtorunabusiness,andwhohasamarketingdegree,likedthebook‘WhyBusinessesStopGrowing’somuchheboughtanother2forhisstaff!!”StephenHumphreys,SHMSLtdUKAFGComment:SteveisanotherofourUKLifetimeMembers.Ithinkit’sfairtosaythatmostmembers,whentheyjoin,don’treally‘believe’justhowsuccessfultheprogrammeis.Inparticular,becausethereferralsystemisoneofthefirstthingsyoulaunch(it’seasy,quickandisobviouslysenttoclientswhoalreadylovewhatyoudo),membersoftenlaunchitwiththeirfingerscrossed(literally!).Oftenittakesacoupleofmonthsbeforethereferralsstarttocomein(timingiseverything,remember),butsometimestheycomeinstraightawayjustlikeStevementioned.Generatingalmostthreetimeshisinvestmentintheprogrammejustafewmonthsin,it’saprettygoodreturn(infacttheFIRSTyearfeesofthese5clientsmorethanpaidforhisLifetimeMembershiptoo).The‘co‐authoredbook’isalsoanextremelypowerfulpartoftheprogramme.Whilstit’snotcompulsory,it’snotsurprisingthatourmostsuccessfulmembershaveinvestedinthebook(80%ofmembershavethebook).ABIGpartofgettingtheclientattherightfeeistopositionyourselfasanEXPERT.Nothingelseonthisplanetdemonstratesyourexpertisemorethanabook.Thefactthatit’safascinatingreadmakesitevenmoresignificantandreallyputsyouonthelocalmapasanauthority.Howmanyaccountantsinyourlocalmarkethavetheirveryownbook?Onceagain,thebookalsodifferentiatesyouinanovercrowdedmarketplace.


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“TwoClientsThisWeekWorth£6,000.00”“IjustwantedtosayabigTHANKYOUforyourteam’shelpinhelpingustothenextstageofourdevelopment.Theadvicewereceiveisexcellent,motivatingandbasedonsolidprovenprinciples.Alreadywehavereceivedgreatresultsfromourassociation,andlongmaythatcontinue.Supportwithmonthlycallskeepsusinclosecontact,andthisisappreciated.“Wehavecreatedagoodiebagwiththebook,notepad,penandchocolatebar,whichwetaketomeetingswithpotentialclients.“Signedup2clientsthisweekaspartofthegoodies.Feessigned£6kperyear.“Onceagain‐abigTHANKYOUfromallofusatGordonsKnight.”GordonD’Silva,GordonsKnightUKAFGComment:Gordonisatrailblazerintheaccountingworld.Oftenwinnerorfinalistof‘AccountantoftheYear’,herunsaverysuccessfulandground‐breakingfirm.He(andhisfirm)isworthyofstudy.Butevenwithafirmassuccessfulashis,heknewinvestingintheAccountantsGrowthProgrammewouldhelphimachievehisgoalsfarquickerthandoingitonhis‘own’.Notehowhehascreateda‘goodiebag’toimpresshisprospectiveclients.The‘goodiebag’conceptisNOTintheprogramme.Gordontookthebookandpushedtheenvelopefurther.Infact,manyoftheimprovementsintheprogrammenowcomefromtheactionsofourmemberstweakingthingshereandthereandtryingdifferentthings,oncethey’vemasteredtheprogramme.NotethatGordon’scommentsabovearebasedon‘ONEWEEK’.ThisresultisatypicalweekforGordon.Notsurprisingly,GordonjoinedasoneofourLifetimeMembersandisasignificantcontributorinourLifetimeMemberMastermindMeetings.


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“TheClientAttractionMailingPiecesHaveIncreasedTheNumberOfEnquiries,MostOfWhichHave

ConvertedIntoClients”“DSChavesuccessfullyincreasedthenumberofleads/enquirieswewerepreviouslygetting–andsuccessfullyconvertedonmostoccasions–fromtheprintedflyers[ClientAttractionMailingPieces].Thisisgreatandhasbeensurprisingsincewehavenotdonethisinthepast,butistestamenttothequalityofthematerial.WearealsohappywiththewaytheprogrammemanagedtogetDSCtofocusonspecifictargetingofparticularsectors(ratherthanthescattergunapproach).“Thefollow‐upsystemhasalsobeenmuchbetterforus.”JohnGarbutt,DSCUKAFGComment:Directmailisaverysuccessfulmarketingstrategywhenusedcorrectly.Therearenumerousvariablesthatyouhavetogetrightfordirectmailtoworkwell,butthat’sthebeautyoftheprogramme.Ourdirectmailpieces(wecallthem‘ClientAttractionMailingPieces’)arearguably12ofthemostsuccessfulpieceseverusedbyaccountants.Butbewarned:it’snotjustassimpleasmailingonepieceandexpectingamazingresults.Youhavetomakesureyourlist(thebusinessesyou’resendingto)isgoodquality(thattakestime)andyouhavetomailfrequently(totakeadvantageofwhatwecall‘TheMovingParade’).Butwhenyoudothis,resultscanoftenbespectacular.


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“SmallHingesSwingBigDoors”“Wesentout120testimoniallettersandgot80returned,40farmersand40others,sowedecidedtomakeuptwoseparatetestimonialbooks...1)"TESTIMONIALS"(the40non‐farmingclients)2)"WHATTHEFARMERSSAYABOUTUS..."(the40farmingclients)“Weswapthemaboutatreceptiondependinguponcircumstances.“OneFridayafternoonasIwaswalkingthroughreception,abuilderclientwasreadingthe"FARMING"testimonialbook.Hehelditupwhenhesawmeandshoutedovertome...‘Thisisbrilliant,howdidyougetthefarmerstowriteallthisaboutyou?’Ijustlaughedandreplied‘Believeitornot,it'sallthetruth‐notoneofthemaremadeup.’“ThefollowingMondaymorningat8.50amIgotaphonecallfromthesamebuilder.‘Wouldyoubeinterestedintakingmyfatheronasaclient‐he'safarmer?’We’renowintheprocessoftakingoverhisfather’saccounts...He'sgotover700dairycowsandisthebiggestdairyfarmerinourcounty!!!Andthefarmer’swifealsohasashop!!”JimTurbett,TurbettAccountantsIRELANDAFGComment:Thisjustshowswhatoneseeminglysmallstrategycanachieve.‘Smallhingesswingbigdoors’meansthatevensomethinginsignificantcanmakeabigdifference.Inthisinstance,Jimshowsusalltheeffectofthinkingstrategically.Ifhehadn’tcreatedtwotestimonialbooks,maybehewouldn’thaveacquiredthefather’sdairyfarmandhiswife’sshop.Infact,it’shighlylikelyhewouldn’t.That’swhat’ssogreataboutourmembers.Theygetreallysmartatmarketing,oncewechangetheirmindset(and,yes,youwon’tknowit’shappeningbutitwillhappentoyoutoo).Wedidn’thavetotellJimtodothis.Hediditinstinctively.Theresultfromthisoneactionisevident.Justthisoneseriesofactionshasresultedinamassivereturnoninvestmentintheprogramme.Niceone,Jim.


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“AsAStart‐Up,It’sAmazingHowFarWe’veCome”“It’samazinghowfarwe’vecome.Weweren’texactlypovertystrickenbutwe’vegonefromitbeingarealstruggletonotjustgettingourlivesbackbutreallyenjoyingthemagain.IsetoutinSeptember2011tocreateanindividualandunrivalledaccountancyfirmthatbrokealltherulesofastandardaccountancyfirm.Mygoalwastoprovideanexceptionallevelofservicewithafocusonhelpingbusinessownersmeettheirdesiredtargetswhilegivingthemthesupportandassistancetheywouldrequire.Theaimwastoprovideasupportnetworkthattheycouldtapintoasaplacetoturnwhenthingsweren’tgoingaswellasplanned,withafocustoputthembackontrackandinthedirectionthattheywouldrequire.Ispentagoodsevenmonthslookingforabusinessdifferentiatorthatwouldpositionmedifferentlyandprovideanofferthatwouldnotonlybeirresistibleinthemarketplacebutwouldsetmemilesapartfromanyotheraccountancyfirminthisverycompetitivelocalmarketplace.“Settingabusinessupfromscratchwasalwaysgoingtobedifficult.HavingnoexistingcustomerbasetofundmyoverheadsandmostimportantlyreferworktomewasthebiggestissueIhadtofaceand,withthecombinationofbeinginthemiddleofarecession,wasn’tgoingtomakethingseasy.Iwasgoingtohavetoattractnewclientsfrequentlyandonacontinuousbasis.Iwasself‐fundingandtheclimbtothetopseemedadauntingtaskatfirst,havingleftawell‐paidjobandcareerthathadleftmefeelingratherfrustratedafterhelpingcreatesomeverywealthybusinessowners.“WelltwelvemonthsonIcanhappilysaythat‘AcademyForGrowth’haveprovidedmewiththedifferentiatorthatIrequired,the‘BusinessGrowthSystem’.Agreatsalestoolthatgivesrecognisablebenefittopotentialclientswhenmakingthechoiceofanewaccountant.“TheAccountantsGrowthProgrammeisawonderfulsystemthatprovidesaregularandclearlydefinedpathofnewenquiriesandaprovensystemthatwowsandconvertsclients‐atagoodfeeincomeleveltoo,whichisofcourseamassivebonus.Myconversionratesaregreatconsideringthatmostofmyclientsarecoldleads.TheNoSellingMeetingPresentationhasclearlymadethisaneasytask,wellsometimesanyway.Thepositioningisexcellent,anauthoredbookwhichmostdefinitelypositionsyouwithahigherlevelofrespectwitheveryoneImeet.Asalessystem,salesconversionsystem,testedreferralsystems,templateddocumentsandsystems,provenbusinessstrategieswhichareallwellthoughtoutandclearlytakenfromprovenbusinessapplicationareallofcourseamassivepositive.


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(Continued…)“Thereisnodoubtthatmyresultsgetbetterandbettereachmonth.Newsign‐upsoutnumberpreviousmonths’recordssetmonthaftermonth.Ihavecompletefaithinthe‘AccountantsGrowthProgramme’.Itisbeingcontinuouslydeveloped,andwithnewstrategiesaddedonaregularbasiswhichcontinuouslydelivergreatresults,canonlybeseenasapositive.“Thesystemistrulypartofmybusinessplantoreachmyambitioustargetsoverthenextthreeyears.IjustwishIhadabiggermarketingbudgettoinvestinthesystematsuchanearlystageofmybusinessdevelopment.EverypennygoesbackintothebusinesstospeedmygrowthandachievethetargetsIhavesettoachieve.“ThesupportIhavepersonallyreceivedhasbeenfabulous.Bothtechnicallyandemotionally,alwaysupbeatandpositiveandkeepingmeontrack.Acombinationofaquality,experiencedaccountantwithaproventrackrecord,withasalesandmarketingsystemdesignedbyacreativeleaderinhisfield,deliveringtrulydifferentandindividualcontentwhichcan’tberivalledinthemarketplace.Allsupportedbyagreatteam‐remindmewhatPetedoesagain?“Whatisfabulousaboutthesystemcreatedisthatthemoreyouimplement,thebettertheresultsbecome.Itisalotofeffortthatclearlyisrewardedwithperseverance,commitmentandmostimportantlybeliefwhichIhavelearnttotrust.Idon’tdoubtanymore,Ijustimplement.Everymonthanewstrategykicksindeliveringnewleadswhichgrowfromstrengthtostrength.Thesedonotallworkfromscratchandsometakelongerthanotherstodevelopandbynomeanshappenovernight,butwhentheydodeliver,ROIisexceptional.“Ilookforwardwithanticipationtoacontinuedfastpaceofgrowthusingthesystemsandsupportof‘AcademyforGrowth’andachievingmyambitiousbusinesstargetforthisyear.Aneye‐openingjourneythathasonlyjustbegunandonethatIamtrulylovingeveryminuteof.“IcantastesuccessineverystepthatItake,withthebackingofsomegreatguysandagreatsupportteam.”AdamWarner,Warner&CoAccountantsUKAFGComment:Adamwonour‘WorldwideStart‐UpFirmOftheYearAward’in2013.HewrotethisBEFOREhewonit.Readhistestimonycarefully,itcontainsmanygoldennuggets.


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“UpAgainstHerBrother’sAccountantAndIWonEasily”

“Ihadmyfirst‘No‐SellingMeeting’withaprospectiveclientlastweek.Atthestartofthemeetingshetoldmeshewasevaluatingmeandherbrother'saccountant(whomshehadnotyetmet).AttheconclusionofthemeetingIhadbeenappointedandtheotheraccountantnevergotalookin!“YesterdayIhadmysecondmeeting–2outof2!“Soabigthankyoufromme‐thesystemworks!”GraemePeddleB(Bus),CA,QuestConsultingServicesPtyLtdAUSTRALIAAFGComment:Yes,evenmembersarescepticsandwithgoodreason.Mostaccountantshavetriedmanyotherprogrammesorsystemsinthehopeitwouldgivethemtheresultstheyseek.Soweunderstandourmembers’scepticism‐atthestartanyway.Butoncetheystartimplementingandtheresultshappen,scepticismfadesawayquickly.Graemesimplyfollowedtheplan.We’vesaiditbefore,the‘No‐SellingMeeting’isanamazingmeetingforbothyouandthepotentialclientbutitisamajorshiftfromanythingyou’veeverdonebefore.Ifyoudon’tlikedoingthingsdifferently,oryou’rereluctanttochange,thentheprogrammeisdefinitelyNOTforyou.The‘No‐SellingMeeting’isalsoonepieceofthe‘SalesConversionSystem’.It’stheculminationofaseriesofsteps,eachcarefullyengineeredtoconverttheclientattherightfee.Allthestepsareeasytoapply,youjusthavetoapplythem!


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“SeveralMeetingsThisWeekAllOfWhichConvertedIntoClients”

“Ihadseveralnewclientmeetingsthisweek,allofwhichconverted,sowecontinuetoattractnewbusinessand,atthesametime,IamalsodoingmyClientSegmentationexercise,whichishavingtherighteffect!”DavidMackeen,TamarAccountingUKAFGComment:It’sworthrepeatingthatonceyouputinplacethe‘SalesConversionSystem’,gettingclientsattherightfeeissimplyeasy.OfcourseYOUhavetoworkthesystem.Youhavetopractisethe‘No‐SellingMeeting’.Youhavetomakesureyourstafforteamfollowthesteps(whichareeasytoautomate),butonceyoudothat,yourresultswillastoundyou.It’sinterestingDavidsays‘wecontinuetoattractnewbusiness…’Theshockofgettingpredictable,repeatableresultsisoftenverysurprisingtoourmembers.Davidhasbeenoneofourlongest‐standingmembers,soitgoestoshowaslongasyoufollowtheprogramme,you’llKEEPongettingtheresults.It’salsogoodhementionedthe‘ClientSegmentation’module.Puttingyourentireclientbaseinto5easilyidentifiablegroupsisaliberatingandveryprofitableexercise.Whilsttheprogrammefocussesonhelpingyougetmanymoreclientsattherightfee,italsohelpsyoutomaximisefeeincomefromexistingclients.Bygoingthroughthissimpleexercise,you’llensureyouconcentrateonyourbestclients,withstaffandyourinternalsystemslookingafterthe‘breadandbutter’clients.Thisalsofreesuptimeandhelpsyouidentifyunprofitableandpoorclientswhichyoucaneithersellorsack!


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“SignedUp2NewClientsLastWeek”“Justlastweekwesignedup2newclientsthatwillbetakingadvantageoftheBGSprogram[BusinessGrowthSystem].WearejustnowgettingthemsetupinourofficesoIwillbeintouchsoonasquestionsorneedsarise.Thanksagain!”SaraCarlin,RagainFinancialUSAAFGComment:TheBusinessGrowthSystemisarguablyoneofthemostsuccessfulbusinessgrowthandmarketingsystemsevercreated.Itisthe‘thing’thatdifferentiatesourmembersfromtheircompetitors.Ofcourse,youdon’teverhavetothink‘HowdoIuseittodifferentiatemyfirm?’,becauseeverythingyouneedisalreadybuiltintotheprogramme.It’salsoworthmentioningthateventhoughtheBusinessGrowthSystemisaBIGdifferentiator,therearenumerousotherstrategieswegiveyouthatfurtherdifferentiateanddistanceyoufromyourcompetition.Forexample(andthisisnotanexhaustivelist)…

Co‐authoredbook WebsiteThatSellsincludingtheuniquewebsitevideo ‘SuperAccountant’visualsandmarketingpieces Guaranteesonservicestandards No‐NonsenseMarketingNewsletter All‐inclusivemonthlyfee ‘Free’support Andmanymore!


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“ImplementationMadeEasy”“Ihavetosay,first,thatI’mnotaCPA.IstartedworkingasamarketingassistantforaCPAfirmabout9monthsago.Upuntilthattime,Ihadsomemarketingexperience,butnotalot.“I’vebeenpullingmyhairoutforthelast9monthstryingtowritethebestmarketingmaterial,tryingtofigureoutwhentosendit,whotosenditto,and,tobehonest,withoutalotofreturnoninvestment.“ThefirmIworkforhasgonetomarketingconferences,boughtmaterialsandsubscribedtomarketingwebsites,butwewerestillflounderingevenwithallthatinformation.So,whenIsawtheAccountantsGrowthProgramme’s5‐dayvideosonCPAmarketing,itjustblewmeaway!Thedifferenceinwhatwehadandwhatthisprogramprovidesisstep‐by‐stepinstructionsandactualmarketingmaterialthathasbeenresearchedandprovensuccessful.“Wehaveabeautifulwebsite,but,likemostotherCPAfirms,itbasicallyjusttellsaboutourfirmanddoesalmostnothingtomovetheviewertowardaconferencewithoneofourpartners.TheAGP’swebsitethatsellsisamazing.Combinedwiththewritteninstructionsandmaterial,thewebsitemakestheirmarketingpackagecomplete.“WehaddonenothingtodifferentiateusfromalltheotherCPAsintheareaandwerelosingclientstoCPAswhochargedless.Ishowedthe45minuteoverviewvideotothe2partnersofourfirm,andtheysignedupimmediately.I’mverypleasedthatwenowhaveaprovenpathtofollow.”MarjiDenham,Bressler&CompanyUSAAFGComment:OneoftheveryimportantelementsoftheAccountantsGrowthProgrammeisthatithasbeencreatedsothepartnersofthefirmDON’THAVETOIMPLEMENTIT.The‘ImplementationManager’doesn’tevenhavetohavemarketingexperience.BecausetheImplementationPlansguideyouthrougheachmonth,combinedwitheverythingbeingdoneandready‐to‐go,youjustneedanorganized,responsiblepersontodotheimplementing!


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“SignedTheClientUpOn£800AMonthAndTheyWerePreviouslyPaying£580AMonth”

“Asuccessstoryforyou…Metaprospect.Currentlypaying£580permonth.Usedthesystem.ToldthemaboutBGS[BusinessGrowthSystem]andourtaxplanning.Signedupfor£800amonth.”RickPeet,AVNPicktreeUKAFGComment:Aperfectexampleofgettingtheclientattherightfee.Inaworldwhereaccountancyservicesarefrequentlysoldascommodities,ourmembersbuckthistrendbyfollowingtheprogramme.Ifyouthinkincreasingyourfeesisdifficult,you’reright.ButwhenyouaddvalueandfollowtheSalesConversionSystem,youstepawayfromcommoditysellingandjumpintovalueaddedselling.There’samassivedifference.Don’tlettheeconomyandthe‘priceslasher’competitionfoolyouintothinkingthatclientswantthecheapestprice.Ofcoursesomedo,butthemajoritydon’t.Buttheywillalwayschoosethecheapestifyoudon’tdifferentiateandaddvalue.YouhavetoapplynumerousstrategiesTOGETHERtoachievethis,butwhenyoudo,it’samassiveshift.AWARNING:Ifyoupersistwithtryingtocompeteonprice,ifyouinsistonnotdifferentiating,ifyouinsistonnotcreatingvalue,ifyouinsistonnotcreatingpriceelasticity……youwillNEVERachievethegrowthandprofittargetsyoudeserve.Youhavebeenwarned!


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“TheProgramIsAwesomeAndTheCustomerServiceIstheBestWeHaveEverSeen”

“Theprogramisawesome,andthecustomerserviceisthebestwehaveeverseen.“Also,aspecialthanksto'you'forthekindnessandcareyougivetousandourneeds.”JosephConrad,JosephConradTaxSolutionsUSAAFGComment:Wetakegreatprideinthefactthatmemberssenduse‐mailsaboutthequalityofoursupportand,morespecifically,ourSupportTeam.We’vesaidbeforethatwhenyoujointheprogramme,youdon’tjustgettheprogramme–yougetUSaswell.Supportisakeyelementoftheprogramme.Therearetimeswhenyou’llneedtoaskquestions.Therearetimeswhenyou’renotquitesurewhattodo.Therearetimeswhenyouneedadvice.Nomatterwhatyouneed,we’rehereforyouand,asyoucansee,theSupportTeamreallyisworld‐class.That’swhatourmemberstellusandwestrivehardeverydaytoensurewemaintainveryhighlevelsofcustomerserviceandsupport.It’snoflukewegetmemberslikeConradpraisingtheSupportTeam.Weworktoverystrictserviceguidelinesand,whilstnoneofusareperfect,wetrytoexceedmemberexpectationswhereverpossible.


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“FirstTwoClientsAcquiredUsingTheSystemAreWorthOver£8,000PerYear”

“Iwonmyfirstclientusingtheprogrammelastweekat£280/month(hewasacontactIhadknownfor5years,butI’dneverbeforebeenabletoconvincehimIwastheaccountantforhim!).Ithenacquiredmysecondclientfor£200/month.“TodayIwenttoseeanotherprospectasaresultofthereferralvoucher[partofthe‘ClientReferralSystem’]–theclientwhopassedonisanOKclient,butIwasn’texpectingmuchandIturnedupatthepremisesanditwasagarageathome–gotinside,startedtalking….theturnoveris£170kwithprofitsof£40k–IdemonstratedhowIcouldsave£5,900taxperannumandpresentedthepresentationagainnotverywell–Iquoted£225/monthandtheprospectdidn’tbarkdespiteonlypaying£700/annum!“Ihaven’tevenfinishedmywebsiteyet!Iamlovingthesystem.Thanksagain.”TimGhoorahoo,TimGhoorahoo&CoUKAFGComment:Tim’salittlenaughty–heshouldn’thavelaunchedbeforehiswebsitewasready!Anyway,luckily,thisobviouslydidn’taffecthisfirsttwonewclients!SowithintwomonthsTimhadacquiredclientsthatmorethancoverhisinvestmentinmembershipoftheAccountantsGrowthProgramme.Italsoshowstheincreasedpowertheprogrammebringsallmembers.First,heacquiredawarmcontact,butonewhoin5yearswasn’tconvincedTimshouldbehisaccountant.ThesecondclientwasacquiredusingtheClientReferralSystem.Incidentallythe‘ReferralVouchers’areaningeniouspartofthesystemthatenablememberstoautomatetheentireClientReferralSystemwithverylittleeffort.ThistestimonialwasgivenbyTimintheearlydaysofhismembership.He’snowaLifetimeMemberandthoroughlyenjoyingtheride.HavingayoungfamilyfocusesthemindsomewhatandTimiscreatinghisownperfectfirmusingtheprogramme.


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“WhenYouFollowTheProgrammeItCan’tHelpButGetYouMoreClients”

“TheAGPisabrilliantmarketingsystemwithpowerfulinnovativematerial,thatwhenfollowedcan'thelpbutgetyoumoreclients.We'vehadparticularsuccesswiththereferralstrategy[ClientReferralSystem],andwe'reseeingmoreandmoretraffictoourwebsiteandresultingnewbusiness.Forexample,thecombinedturnoverofanewclientwejustpickedupisaround£3.5million,andhe’sbeenlookingaroundseveralfirmswithaviewtochange.Hewasabsolutelydelightedwiththebookandourwholeapproachtotheinitialmeeting,includingaguidedtouroftheBGV!Itreallyhasmadeallthedifferenceinthiscaseandit’sworthatleast£9,000ayear.Brilliant!“Howeveraspleasedaswearewiththat,therealvalueinourrelationshipwithAFGisinthesupportthatRichard,Steve,Peteandtheirteamhavegivenusindevelopingourpractice,andinchangingthewholeethosofourfirm.Thathasbeeninvaluable,andIwouldsaytoanyfirmthatifyou'reseriousaboutyourownpracticedevelopment,youshouldbetalkingtotheseguys.”StevenRichardson,BrackmanWolfe&CompanyLimitedUKAFGComment:It’sfairtosaythatSteveandMorris(Steve’sbusinesspartner)ranaverysuccessfulfirmbeforejoiningtheprogramme.Infact,StevelivesinFranceandvisitstheofficeacoupleofdayseverytwoweeks(hedidthisbeforejoiningtheprogrammetoo).Buteventhoughthefirmwassuccessful,itwasn’treachingtheheightsSteveandMorrisknewitcould.EntertheAccountantsGrowthProgramme.It’sinteresting,Stevetalksabouttheeffecttheprogrammeandourteamhashadontheirethosandthewaytheyviewtheirfirm.We’vesaiditbefore,butit’sworthmentioningagain,thatawelcomeby‐productoftheprogrammeandthesupportweprovide,isthatitreallydoeschangeyourmindset.It’shardtoputintowordswhatthatreallymeans,excepttosayyouwillchange.Youwillviewyourfirmdifferentlyanditwillhaveamajoreffectonthegrowthofyourfirm.Finally,StevereiteratesthatIFyou’reSERIOUSaboutgrowingyourfirm,thenyoushouldtakealookattheprogramme.We’daddtheword‘AMBITIOUS’tothis.Ifyou’regenuinelyseriousandambitiousaboutgrowingyourfirm–theprogrammeisthesolutionyou’vebeensearchingfor.


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“Spent€3,500OnGoogleAdWordsButGenerated10TimesMoreInNewBusiness”

“TheAccountantsGrowthProgrammeisgreatonceyoukeepfollowingtheimplementationplanfully.Forexample,Ihavespent€3,500onmyAGP‐advisedGoogleAdWordscampaignsinceNovemberandalongwithmywebsite[WebsiteThatSells],ithasproducedwellover10timesthatinnewbusiness.”BarryRothwell,RothwellMcHughREPUBLICOFIRELANDAFGComment:Thereare4pointsinBarry’scommentthatweshoulddiscuss…

(1) Onceagain,theaccountantsthat‘getit’fullyunderstandtheimportanceoffollowingtheImplementationPlan.It’stherefortworeasons…Itensuresyoukeepontrackanddoeverythingintherightorder(thismakesadifference).Anditworks!

(2) Youwillstillhavetospendmoneyonyourmarketingtogetresults.OurGoogleAdWordsprogrammeisverysuccessfulformembers(NOTE:youshouldneverjustuseonestrategytogrowyourbusiness.Youmustusemultiplestrategies–thereareseveralreasonsforthis,butnotenoughspacetocoverhere).

(3) OnceyouhaveyourWebsiteThatSellsinplace,youcanbeconfidentthateverypenny/centyouspendonmarketingisbeingleveragedandnotwasted(asitmostlikelyisbeingatthemoment).

(4) Anystrategythatgivesyouareturnoninvestmentisgreat(evenifthatreturnisbetween1and2times).10timesisnotuncommon(asyouareseeing).SoBarryhasgenerated€35,000justfromAdWordsandhiswebsite.ThatsomewhatjustifieshisinvestmentintheAccountantsGrowthProgramme,don’tyouthink?


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“Clear,ConciseMaterialMakesItEasyAsPossibleToImplement”

“SincewejoinedtheAccountantsGrowthProgramme,wehavebeenprovidedwithadditionaltoolsandresourcestoimprovethemarketingofourpracticeandtohelpusfocusmoreongrowingourclientbase.“Thematerialispresentedinaclearandconcisewaythatmakesitaseasyaspossibletoimplementindividualstrategies.Wehavealsofoundthesupportservice,whetherbyphoneore‐mail,tobeveryefficientandfindthattheMemberDaysareaveryusefulboosttokeepusontrackwithourmarketingstrategy.“OverallwehavebeensoimpressedbytheprogrammeandwhatAFGofferthatwehavebecomeLifetimemembers.”DavidPorter,ViewpointBusinessServicesUK

AFGComment:Althoughwetryhard,it’shighlylikelythatwedon’temphasisetheeaseofimplementationenough.TheImplementationPlans(oneforfirmslessthan12monthsoldandoneforestablishedfirms)areorganisedmonthbymonthwithtaskslistedforyoutocomplete.Thetaskslinktothemodulesintheprogrammesoyoucanquicklydownloadandstartworkingonthestrategyrightthereandthen.It’sworthnotingthattheplansandthemoduleshavebeencreatedsoevenajuniormemberofstaffcanimplementtheprogrammeand,asDavidrightlypointsout,oursupportservice,wheneveryouneedit,reallyisworld‐class.Themodulesthemselvesarewritteninasimplestep‐by‐stepformat.AlltherelevantdocumentsareinMSWordformat,makingitquickandeasyforyoutotailortoyourownfirm(thistakesamatterofafewminutes).TheMemberDaysareveryimportantformembersandforus.WeholdMemberDaysintheUK,USAandAustraliaandeachtimeyouattendyou’llberubbingshoulderswithlike‐mindedpeoplewhoarealllookingtogrowtheiraccountingfirms.OurgoalswiththeMemberDaysaresimple:Togivemembersvaluablecontenttouseintheirbusinessesimmediately.Tomotivateandinspiremembers.Andtohaveagreattimedoingit!


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“TheNutsAndBoltsOfGrowingOurAccountingPractice”

“Forus,theAccountantsGrowthProgrammeisthenutsandboltsofgrowingourpractice.WehavehadyearsoftheoryfromthelikesofRANOneandAVN,soweknewwhatsortofthingsweshouldbedoing.Nowwehavethetoolsandresourcestoactuallydoit!”IanOliva,GlennDrummondUKAFGComment:Ifyou’rereadingthisandyou’reoutsidetheUK,RanOneandAVNareexcellentbusinessesservingaccountantsintheUK.Theybothprovideoutstandingproductsandservicesfortheirmembers.Youwillhavesimilarorganisationswhichevercountryyouresidein.Infact,manyofourmembersaremembersofotheraccountingmembership‐typeorganisations.Wedon’tseeanyoftheseorganisationsascompetitorsinthetruesenseoftheword.WearearguablytheONLYbusinessworldwidegivingaccountantsa100%step‐by‐stepsalesandmarketingsystemtoacquiremoreoftherighttypeofclientsattherightfee.Onceyou’vegottheclient,thenyoucanuse(ifyouchooseto)theproductsandservicestheseothernotablefirmsoffertoselltoyourclients.Thekeyisthis–withoutaprovenstep‐by‐stepsystemforacquiringandkeepingyourclients,your‘value‐added’productsandservicesareinmanywaysredundant.Youhavetogetandkeepyourclientsfirst.Becauseofthis,theAccountantsGrowthProgrammehastocomeFIRSTnotsecond.Formanyofourmembers,theydidn’thaveachoice.Theprogrammehadtocomesecond(weweren’taroundwhentheyneededus).Thesamecanbesaidaboutyou.Butdon’tmakethemistakethatyoucangrowattherateyouwanttowithoutaprovensalesandmarketingsystembyyourside.Gettheclientfirst.Learnhowtonurturethem.Thenmaximisetheirvaluebysellingyourothervalue‐addedservices.It’sasimpleA‐B‐Ctypeformulathatservesourmembersverywell.


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“TheSupportIsAlwaysHelpfulAndTimely”“Iamjuststartingonmy2ndmonth.ButIwantedtosharethesepointsabouttheAccountantsGrowthProgrammeandyourteam…

1. Supportisalwayshelpfulandtimely.

2. Ithinkyouhaveputtogetheragreatsystem,andIappreciatesystems.

“Thankyou.”EdwardWear,SeeClearlyAccountingCANADAAFGComment:Thereassurancemembersgetfromoursupportteam,especiallywhentheyfirststartoutwithus,isinvaluable.Wekeepmentioninghowimportantoursupportserviceistomembers,andit’scriticalintheearlydays.Mostoften,membersjustneedtoknowwe’rethereforthem.OftentheirquestionscanbeansweredbytheSupportTeam(whilsteachmemberisallocatedonepersonintheSupportTeamtolookafterthem,theyarealltrainedonEVERYaspectoftheprogramme),butoccasionallyquestionsaremorecomplexandneedtobedealtwithbyoneofthemanagementteam(Richard,Steve,PeterandErnie).Butnomatterwhatthequestion,itwillalwaysbeansweredinatimelymanner,andifclarificationisdifficultviae‐mail,thenwewillphoneyoutodiscuss.Oh,andifyou’relikeEdwardandyou’reverysystems‐orientated,likeweare,you’llabsolutelylovetheprogramme.…andifyou’renotcurrentlysystems‐orientated,youneedtobe.Thebestwaytogrowyourfirm(andbusiness,forthatmatter)iswithsystems.SincetheAccountantsGrowthProgrammeisasystemitself,it’snotsurprisingthatourmembersgetgreatresults!


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“Before,WeWereJustPiecesOfUn‐BuiltLego.NowWe’reBuildingASkyscraper”

“TheAGP[AccountantsGrowthProgramme]hasstartedtotransformourpracticeintwodistinctways.Firstly,andprobablythemostobviousway,ishavingaccesstothesystem,theclientandleadgenerationguides,thebook,thewebsiteandotherreferenceswithinthesystem.Thathasmadeamarkedimpactonourpractice.Ithasn'tnecessarilymadeasignificantdifferencetoourgrowthfiguresyetbutwehaveonlyjustreachedtheendofphase2withournewwebsite.“Havingsaidthat,wehaveseenadifferencewiththereferralsystemandthefixedfeeagreementsalready.Overthe22yearswehavebeeninpractice,wehavethoughtofmostofwhatAGPconsistsofaselementsbefore.Thedifferenceiswehavethoughtofideasasindividualcomponentsandnotasacompletesystemandhonestlyhaven'thadthe"know‐how"andthetoolstomakeasuccessofthereferralsystem,anewwebsite,testimonials,third‐partyleads,e‐mails,becauseindividuallytheydon'twork.Theymightaswellbepiecesofun‐builtLego.WhattheAGPhasprovideduswithisthemissingknow‐howandgivenittousasastructurewithasystemmadeupofallthesolutionsweneedtomakethecomponentswork.NowwemightbeabletogetsomepiecesoftheLegotogether.“ThemostinterestingaspectofbeingamemberofAGPisachangeinmindset.“Wehavealwaysthoughtofourselvesasbeingentrepreneurial,different,pro‐activeandhavetriedtocreateadifferentiatoraroundthosewrappedupintoapersonality.Thathasbeenbasedonthepremiseofpersonalityanddeliveringtheservicetoclientswiththatpersonality.Personalitycanonlygoasfarasourpersonalinvolvement‐wecan'tgiveoverpersonalitytoasystemortostaffwithinasystem.Havingreadthebookaboutpersonalitybusinessesanddevelopingintosystems‐basedbusinesses,werealisedthatisanaturalprogressionbutpersonalitydoesn'thavetobeforegonecompletely.Renamingourservicesandestablishingabaselineforapersonalityaspecttoourservicesandclientinteractionhasallowedustogrowwithoutthefearofour(thefoundingpartners)personalitybeingsuckedoutofeverythingthestafforthesystemdo.


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(continued…)“Takingtheopportunitiestoengagewithclients(andthekeyhereistoengageratherthanjustdelivertoclients)todeliverarangeofservicesthatmayincluderecord(thebasicbookkeeping,VAT,payroll),businesstracker(managementaccounts),businessgrowthvault,wealthretainer(taxplanning),base(registeredofficeandmailforwardservice)orlegatii(ourpara‐legalservices)givesusthatopportunitytotakeservicesdonebythesystemanddeliveritwithpersonalityandanoutlookthatwehopeisunique.Wearetakingtheseservicesalittlefurtherinthecomingmonthsandhavingidentitiescreatedforthemallco‐ordinatingwiththebroaderAccountingWorxidentityandpersonality.Bydoingthiswehavede‐commoditisedourrangeofservicesandmoreimportantlyunlinkedthemtoafeeandattachedthemtoanoutcome.“Thesecondelementtothechangeinmindsetwasn'tsomethingwesetouttoachieve.IthasrathercomeasaresultoftheAGPimplementationchangingaspectsofourworkenvironmentandclient‐care.Ithaschangedthewaytothinkanddothingswedo.Iwillsharejustafewexamplesofthiswithyou.Followingonfromyourtemplateletters,wehave"toneddown"theformalityinourletterswherewecan,wearefarmorefocussedonagreeingmonthlyfeesratherthanproposingannualfeesandatableofhourlycharge‐outratesforadhocwork,wehavereducedourlock‐out[theamountoffeestiedupinworkinprogressandunpaidinvoices/bills]byencouragingclientstooptforadirectdebit(infactallnewclientsmustsignadirectdebit)andwenowtakedebit/creditcardsaspayment(whichIsteeredawayfromforyears).Wehavealsoimplementedaclient‐careprocessforwhenthingsgowrong,somethingIsharedwithyoubefore.Theyareallsmallthingsinisolation,eachapieceofLegobutallbeingputtogetherwithotherpieces.“Asthefoundingpartner,Iamdedicatingmoreandmoreofmytimeonpracticemanagementanddevelopmenttowardsourkeygoalofbeinga£1‐millionpractice.Changingmymindsetiskeytogrowth,not"beingtheaccountant".ThisiswhereIcanbestretainanddeliverthepersonality,notinspreadsheets,accountsandtaxreturns.Wearethinkingdifferently,marketingdifferentlyanddeliveringdifferently.UntilwefoundAGPIwasveryreluctanttochangemymindsetandIamworkingonshiftingfrombeinganaccountanttoabusinessownerwhohappenstobeanaccountantwholoveshischosenprofession.


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(continued…)“Thesuccesses…“Tomeasuresuccessweneedapointintime,abenchmarkandameasureofsuccess.OurpointintimeiswhenweadoptedAGPasthefutureofAccountingWorxonthe1stofJune2013.Ifwetakefinancesasthemeasureofsuccess,wearealreadyupfromourpointintimeandtheclientreferralsystemhashelpedusachievethat.“Wehavealreadypaidoutcirca£1,000inclientincentivesthatadded£7,000ayearwithapotentialnewsigningof£3,000beingnegotiatedinthenextshortwhile.Inrealterms,wehaven'tstartedthegrowthsystemyet.Allwehavedoneisthebasicpointsofcontact(thebook,thewebsite,Aweber).Toachievethatgrowthisencouraginganditcertainlyexceedswhatwewouldhavegainedordinarily.“Ifweviewedsuccessbythenon‐financialbenefitsofthesystem,thisiswhereIthinkwehavebenefitedthemost.IhavereferredtothesebenefitsearlieronbutIthinkIcansummariseandclosebysaying:AGPhasgivenusthesystem,thetoolsandthemissingbitswejustcouldn'tputtogetherourselves.WewereafewpiecesofLegoandnowwe'refindingmorebitsandwe'rebuildingaskyscraper.“Ourinteractionwiththeteamhas,withoutexception,beenpositive.Thesupportstaffhavebeenbrilliantineverythingtheydo.IhaveenjoyeddealingwithyouandSteveandIhavetakenpositiveenergyandencouragementthattheAGPisn'tjustasystem,itisactuallyyourpersonalityandexperiencedeliveredintheformofasystem.”GrahamArnottAccountingWorxUKAFGComment:Wow!WefeltGraham’scommentswereworthshowinginfull.Eachpointhemakesisinvaluableandexplainswhattheprogrammecandowhenyouembraceit.Takethetimetoreadeachparagraph.HesummariseswhattheAGPisallabout–wecouldn’thavesaiditanybetter.Thankyou,Graham.


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“NotOverjoyed…ButGenerated$32.2kPerYearAfterJust11Weeks”

“OverallIwouldsaythatIamsatisfiedwiththeresults,butnotoverjoyed.“Weareaveraginglessthanoneenquiryperweekafterspending$200.00perweekonGoogleAdWords.Thegoodnewsisthatwehaveaveryhighconversionrateforseriousenquiries.Wearealsousingthesalesconversionsystemforotherenquiries(e.g.referralsystem)sothereisrubofffromAGPinexistingareasofleadgeneration.“TheSalesConversionSystem–verygood.Ittakesawaytheadhocapproachthatweareallinclinedtowards.Imustadmittosomedeviationfromthestraightandnarrow.Thisisprobablycausedbytheamountoftimeweinvestineachenquiry.“WehavelandedtwoclientsinelevenweeksdirectlyattributabletoAdWords&AGP.Thefirstisa$5Kperyearclientandthesecondisaboutthesame.AnotherclientthatiscertainlysubstantiallyattributabletoAGPis$22.2Kperyear.”WarrenMaris,MagnusAUSTRALIAAFGComment:Okay,youcouldsaywe’recompletelytoblameforsettingourmembers’expectationsveryhigh(andwemakenoapologiesforthat!).Butyouhavetoputintocontextwhattheprogrammecandoforyou…First,ittakesatleasttwomonthstogetreadyto‘launch’.So,sincelaunch,Warrenandhisfirmhavegenerated$32,200from3newclients.That’soutstanding.That’smorethan8timesreturnoninvestmentfromourmembership,andit’sjustthestart!Second,onceyoulaunch,you’vesetinplayoneofthemostpowerfulsalesandmarketingsystemsontheplanet.Itjustkeepsworkingandworkingforyou(aslongasyoukeepfeedingit).…andfinally,anythingreallyispossiblewhenyouapplytheprogramme.


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“WithinTwoDaysOfTheNewWebsiteGoingLiveWePickedUpOurFirstClient”

“ThereisnodoubtIgetmotivationfromtheMemberDays.AsaresultofthemotivationIdoinstigatesomeofthechangessuggested.AfterthelastMemberDayIchangedourwebsitetotheWebsiteThatSells.Withintwodaysofthenewsitebeingup,Isawandsignedupanewclientwhotoldmehehadtocomeandseeusafterseeingour‘absolutelybrilliantwebsite’.“IhavealsobecomemoreambitiousaboutthepricesIquoteandgettingpaidfrommonthone.Thisisimprovingourcashflowandhastakenthepressureoffsigningupthewrongtypeofclient.”RupertCarthy,CarthyAccountantsUKAFGComment:Noteverymemberisconvincedabouteverythingintheprogrammefromday1.Weunderstandthis.Wedon’tlikeit,butweunderstand.Afterall,we’reaskingyoutochangeprettymucheverythingyou’veeverdonefromasalesandmarketingpointofview.Butthegoodnewsisthatbyjoiningnow,you’renotoneoftheearlytrailblazerswhoputevenmoretrustandfaithinusandtheprogrammeinthebeginning(waybackin2009).Havingsaidallthat,itreallydoesholdyoubackifyoudon’t‘getwiththeprogramme’.AsRupertsays,hechangedhiswebsite(whichwouldhavebeenatypicallypoorwebsiteintermsofgeneratingenquiries)andheinstantly(well,withintwodays)sawtheresults.Imaginehowmuchmorebusinesshewouldhavegeneratedifhe’dchangedhissiteearlier?Rupert’slastcommentisimportant.Veryimportant.Weknowyoudon’tchargeenoughforyourservices.Wealsoknowyouarehighlylikelyandunwittinglysellingyourserviceslikeacommoncommodity.Wealsoknowyouprobablydon’tquoteanall‐inclusivemonthlyfeeandgetpaidon‘day1’oftherelationshipwithanewclient.Thesethreefactorsarekeyinbuildingyourfirm.Notsurprisingly,theprogrammetakescareofthesethingsautomatically(aslongasyouapplythem!).


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“YouHelpUsKeepOnTrackEveryMonthAndTheSupportCouldNotBeBetter”

“Wearerelativelynewmembersbutwehavebeenveryimpressedwiththequalityoftheprogrammeandthetangibletoolsitprovides.Ourquestionsarealwaysansweredpromptlyandevenwithoutourwebsitebeinglivewehaveusedprogrammetechniques/literaturetoclosetwoprospectsandfirmlybelievetheaddedvaluewewereabletodemonstratehelpedussignuptheseclients,hopefullythefirstofmany.”MarkHislop,AdvantageAccountancy&AdvisoryLLPUK“Themonthlyupdates,newslettersandremindershavebeenveryhelpfulinkeepingusontrackandassistinginourImplementationoftheProgramme.”TimothyJ.DonnellyCACFP,Donnelly&CoCANADA“Ihaveonlybeenamemberforjustoveramonth,butsofarsogood,thematerialisexcellentandthesupportcouldnotbebetter.”LeslieClarkeCA(Aus),CA(SA),NorthCityAccountingAUSTRALIAAFGComment:Wethoughtwe’dcommentonthesethreetogether.Allarenewmembers.Allareintheearlystagesofimplementingtheprogramme.Butnotethetwocommonthemes…(1)Theyallcommentonhowgoodoursupportis.Thisisnotanaccident.Weworkveryhardtomakesuremembersaresupportedataworld‐classlevel.(2)Theyallseeandacknowledgehowgoodthematerialintheprogrammereallyis.Again,wehaveworkedtirelesslytogetthematerialthiseasytounderstandandimplement.

Remember,thisisNOTaget‐rich‐quickprogramme(nosuchthing,isthere?).Thefirstfewmonthsisjustaboutimplementing.Youneedgreatsupportandgreatmaterialtomakethiseasy.Wehaveboth!


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“WeJoinedAsAStart‐UpFirmAndWe’reAlreadySeeingResults”

“WehavebeenmembersofAGPforthelast6months,althoughourfirmonlybegantrading4monthsago.“Duringthatperiod,wehavefollowedtheAGPStart‐UpFirmroadmapactionplan[ImplementationPlan]‐thisisreallyhelpfulinkeepingtrackofactionstodoeachmonth(andwasakeyattractionformetotheprogramme).“Theactionsarewellexplainedateachstage,buthelporclarificationisalwaysavailablefromthesupportteamwhoarereallyresponsiveandhelpful.“Theopeningmonthsrequireaninvestmentinbothtimeandmoney,butareessentialtogetthefoundationsinplaceforthefutureoftheprogramme,soareworthperseveringwith.“Sofar,wehavegeneratedalimitednumberofenquiriesasitisstillearlydays,butofthesewehavesignedoneclientupforanannualfeeof£3,644,withpotentialtoincreasebyafurther£1,800after3months.“Iamconfidentthatenquirieswillbegintoincreaseasthemarketingactivitiesestablishthemselves.Inthemeantime,theresourcesgiveustheconfidencetodemonstratethatwearedifferenttootheraccountantsinthearea.”PeterNeill,RedDotCharteredAccountantsUKAFGComment:Let’sbefrank.Thehardesttimeinbusinessiswhenyoufirststart.Yes,it’softenthemostexcitingtimetoo,buteverythingyoudo,you’redoingitforthefirsttime,andoftenyougetitwrong.Thisisespeciallytruewhenitcomestosalesandmarketing.Eventhoughmoneyisalsooftentightintheearlydays,investingintheprogrammeisarguablythebestthingyoucoulddo.Peterhadtheforesighttodothis,andhe’sgoingtoreaptherewards(alreadyhas).


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“AnAbsorbing,InspirationalExperience”“Asarelativelynewmember,IhavefoundworkingwiththeAccountantsGrowthProgrammetobeanabsorbing,butquiteinspirational,experience.“Whathasparticularlyimpressedmeistheattentiontodetail.Mostofthehardworkhasbeendoneforyoubutyoudoneedtocommitfullytotheprocesstoachievethebestresults.Iamnearlyreadyto"golive"andIfeelveryconfidentofachievinggreatresults!“Supportisvitalforthisfast‐movingserviceandthesupportreceivedfromallconcernedhasbeengreat.Also,itisrefreshingtodealwithsuchgenuinelynicepeoplewhomakeyoufeelpartofaspecialfamilyatAFG.”IanConway,Conway&CoUKAFGComment:Therearemany‘unadvertised’benefitsofjoiningtheAccountantsGrowthProgramme.Manypeopletellusthatitchangestheirmindset.Manymemberstellusthatitchangesthecultureintheirfirm(partnersandstaff).Many,likeIan,tellusthatit’sinspirational.Ofcoursetheseare‘soft’benefits,not‘hard’benefitslikegettingmoreclients,gettingmorefees,increasingprofits.Butnonetheless,the‘soft’onesarestillimportantbenefits.Ofcourse,thefactthateverythingisdoneforyouandready‐to‐gomakestheprocesseasyandoftenenjoyable.ThefactthatEVERYTHINGisprovenandtestedshouldgiveyouconfidencethatyourinvestmentintimeandmoneyisnotgoingtobewasted!Finally,it’spleasingthatIanhighlyvaluesthesupporttheteamprovideshimwith.Makenomistake,thisISimportant,that’swhyweworkreallyhardtodeliveraworld‐classSupportTeamtoALLmembers!


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“IBelieveIHaveFinallyFoundThe3rdLegThatWeHaveBeenMissing”

“Sofar,Ithinkyouhaveagreat,wellthoughtoutprogramandIamexcitedaboutitspossibilities.Weareaveryprogressiveaccountingfirm(unlikemostaccountingfirms),withmanyideasandfabulousprofitableproductionsystemsinplacethathavebeendevelopedovermanyyears.“Iliketothinkofthebusinessasathree‐leggedstool(marketing,production,administration)…all3legsmustbeworking,systematized,andstrongforthebusinesstobeprofitable,prosper,andthrive.Ifoneofthelegsisshorterornotfunctioning,thestoolwilleventuallytipover.IbelieveIhavefinallyfoundthe3rdlegthatwehavebeenmissing!”TonyFiore,CPA,AccountingFreedom,Ltd.USAAFGComment:Ah,so,sotrue,Tony.Weuseasimilar‘stool’conceptwiththreesimilarlegs(marketing,production,management).Weleavethe‘production’totheaccountant–becausethat’swhatyoudo.That’swhatyou’vebeentaughttodo.Thereareotherbusinessesoutthereforyoutoturntoifyouneedanyhelpinthisarea.Butofcourse‘marketing’isthekeylegandoneofthelegsweprovide.Forcompleteness’sake,it’sreally‘salesandmarketing’,botharekeyinacquiringmoreclientsattherightfee.Wealsoprovidethe‘managementleg’.Weseethisas‘PracticeManagement’andwecallit‘PracticeTransformation’.WehaveanentiresectionoftheAccountantsGrowthProgrammededicatedtothispartofyourbusinessandmanymembersbenefitaccordinglybyusingit.Wefocuson7PTIs(PracticeTransformationIndicators)…(1)MaximisingClientValue:strategiestoincreasefeeincomeandprofitabilityfromnewandexistingclients(2)Lock–Up:minimisingtheamountoffeestiedupinworkinprogressandunpaidinvoices/bills(3)ClientSegmentation:sortingyourclientbaseinto5easilyidentifiableclientsegments,maximisingfeeincomeandincreasingproductivityofpartnersandstaff(4)Recoverability:increasingtheproportionofchargeablehoursrecoveredthroughbilling(5)ClientSatisfaction:improvingthelevelofclientservice(6)ReducingUnproductivePartnerTime:makingsureyouonlydostuffyoulikedoingorshouldbedoing(7)PartnerProfit(theoutcomeoftheprevious6andofcourseTHEmostimportant).


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“AcceleratedClientBaseGrowth,BetterFeesAndBetterQualityOfClient”

“SigninguptoAccountantsGrowthProgrammehasbeenthemostimportantactionIhavetakentomakemypracticeasuccess.Ithasgenuinelytransformedmypractice. “Fromthestartingpointofhavingverypoormarketingresults,theAGPhasdeliveredastrategicfocuswhichtranslatedintoacceleratedclientbasegrowthcombinedwithfarmorecontroloverfee,afarmoresatisfactoryfeequalityandabetterqualityclientbase. “Thestrategicapproachandthesupplyofallresourcesnecessarytocarryoutthetacticswhichmakeupthestrategy,makethesystemveryeffective.Theaddedsupportregardingotheraspectsofpracticebuildinghasdeliveredsignificantandlastingvalue.“Itwasagreatdecisiononmyparttojointheprogramme,Idon'tknowwhereelseIwouldhavegotsuchavaluablepartnertohelpmegrowmypractice.Thankyou.”AlbertWatson,AlbertWatsonAccountantsUKAFGComment:Yes,Albert,itwasagreatdecisiononyourparttojointheprogramme.Likeallmembers,theprogrammehasgivenAlberteverythingwesaiditwould……moreoftherighttypeofclientsattherightfee.That’stheultimategoaloftheAccountantsGrowthProgramme.Therearemany,manymorebenefits,butthat’swhatourmembersreallywant.Moreclients.Therightclients.Andclientsattherightfee.Inthisworldofcommodityselling,savagecompetitionandstrugglingeconomicfactors,youabsolutelymusthaveaworld‐classsalesandmarketingsystem.Youneedlooknofurther!


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“3NewClients”“IamalittlebehindonthingsasIhadtofinishoffaprojectwhichwasongoingforanumberofmonthsanditisconcludingthisweek.Iwillbedrivingthingsonfromnextweekfullsteamahead.“Fromagoodnewsperspective,IhavealreadyacquiredthreenewclientsbeforeSeptemberdrawstoacloseandthat’swithoutalltheitemsinplaceintheimplementationplanwhichwillbeaddressedasIhavealludedtoabove.SoIamexcitedaboutwherethisisgoing,tobehonest,andtheprospectsthatlieahead.Thanksforalltheassistancetodate.”PaulGahanF.A.I.A.,PaulGahan&CoAccountingServicesIRELANDAFGCommentPaulonlyjoinedtheprogrammeinAugust,soconsideringhe’snotevencompletedmonth2oftheImplementationPlan,acquiring3newclientsalreadyisexcellentnews.Whilstyourresultswillusuallystarttoshowfrommonth3onwards,Paul’scommentsdemonstratethattheycanhappensooner.It’sinterestingtonotethatPaulhasn’tbeenabletodedicateasmuchtimeaswewouldhavelikedtotheimplementation.Butthathappens.Thingsgetintheway.Eventhebestplanningintheworldwillneedtobechangedonoccasiontoaccommodatesomethingmorepressing.That’sokay.Wecompletelyunderstandthis.What’simportant,though,isyourecogniseit’sjustatemporarysetbackandyougetbacktoimplementingassoonasyoucan..Ifthefirsttwomonthsoftheplantakeyou4months–sowhat?It’snotagamechanger.Remember,theprogrammeisdesignedtoprovidegrowthforthemonthsandyearsthatfollow.Twoorthreemonthsoffscheduleisn’taproblemaslongasyoudon’tlookattheprogrammeasashort‐termsolution.LikePaul,appreciateit’snotaperfectworldandthenmoveforward.


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SummaryAndWhatToDoNext…Well,IhopethatgivesyouacompletepictureoftheAccountantsGrowthProgramme.Younowknowthatyoucangetamazingresultsfromtheprogrammeifyouputtheeffortin.Sure,we’vemadeitaseasyaspossible,butwithoutyourdedicationandambition,theprogrammewillbeuseless.Ifthisreporthashelpedyoumakeupyourmind,it’sdoneitsjob.Whetherit’sa‘yes,Iwanttojoin’ora‘no,it’snotforme’,Igenuinelywishyousuccessingrowingyourfirm.Weworkinawonderfulindustrywhereaccountantsallovertheworldmakesignificantdifferencestothebusinessesandthelivesoftheirclients.Nowit’syourturntocreateabusinessthat’stheenvyofyourclientsandyourcompetitors.Thanksfortakingthetimetoreadthisreport.Ifyou’dliketospeaktomepersonallyabouttheprogrammeoraboutthisreport,mypersonale‐mailis…>>[email protected],RichardBrewinFCAP.S.Ifyouwouldliketojointheprogramme,justclickonthelinkbelowandfollowthesimpleinstructions…http://www.accountantsgrowthprogramme.com/pages/agp‐special/…ortowatchtheAccountantsGrowthProgrammevideopresentationpleasegoto…http://www.accountantsgrowthprogramme.com/pages/agp‐presentation/

http://www.accountantsgrowthprogramme.com/pages/agp-special/

mailto:[email protected]

http://www.accountantsgrowthprogramme.com/pages/agp-presentation/

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