Build A Focused Firm with Hector Garcia, CPA Transistor (https://transistor.fm) https://feeds.transistor.fm/focused-firm If you want to build an accounting or bookkeeping firm that gives you joy, you need to stop, and focus. Learn strategies and best practices for practice management and earn FREE CPE while you're at it! © 2022 Earmark LLC aab08687-f919-596c-afed-5a2eed000a89 yes Blake Oliver Hector Garcia, CPA en Wed, 23 Jul 2025 07:34:03 -0700 Wed, 23 Jul 2025 07:43:14 -0700 https://earmarkcpe.com https://img.transistor.fm/CCD4y5eONA2s7qf7WzEbDTE4o9r871nDXuSXgxSoyFc/rs:fill:0:0:1/w:3000/h:3000/q:60/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS9zaG93/LzM1Nzk2LzE2NjY4/OTIxNDYtYXJ0d29y/ay5qcGc.jpg Build A Focused Firm with Hector Garcia, CPA https://earmarkcpe.com serial Hector Garcia, CPA If you want to build an accounting or bookkeeping firm that gives you joy, you need to stop, and focus. Learn strategies and best practices for practice management and earn FREE CPE while you're at it! If you want to build an accounting or bookkeeping firm that gives you joy, you need to stop, and focus. Earmark LLC No No Positioning 1 1 Positioning full 0a5e8ce7-6062-48a7-a195-175195d00fc6 https://share.transistor.fm/s/a49b2338 Thank you to our sponsor, Avalara! Avalara’s award-winning tax automation solutions help accounting practitioners of all sizes, from sole proprietors to Top 100 firms. Avalara simplifies sales tax compliance with real-time rates, automated returns filing, registrations, tax research and automated tax solutions for specialized tax areas. We live and breathe tax so you don’t have to. Learn more at Avalara.com/Accountants.

-----------------

Join the Focused Firm email list to get notified of future streams and CPE courses:
https://go.earmarkcpe.com/the-focused-firm

-----------------

Get free CPE for listening to this podcast:
https://app.earmarkcpe.com/?course_id=11d08a91-988a-4465-8e0c-e974240b637d

-----------------

Connect with Hector Garcia, CPA:
Website: http://hectorgarcia.com
LinkedIn: https://www.linkedin.com/in/hectormgarciacpa/

Connect with Blake Oliver, CPA:
LinkedIn: https://www.linkedin.com/in/blaketoliver
Twitter: https://twitter.com/blaketoliver/

-----------------

Download the Earmark CPE App:
Apple: https://apps.apple.com/us/app/earmark-cpe/id1562599728

Android: https://play.google.com/store/apps/details?id=com.earmarkcpe.app

]]> Thank you to our sponsor, Avalara! Avalara’s award-winning tax automation solutions help accounting practitioners of all sizes, from sole proprietors to Top 100 firms. Avalara simplifies sales tax compliance with real-time rates, automated returns filing, registrations, tax research and automated tax solutions for specialized tax areas. We live and breathe tax so you don’t have to. Learn more at Avalara.com/Accountants.

-----------------

Join the Focused Firm email list to get notified of future streams and CPE courses:
https://go.earmarkcpe.com/the-focused-firm

-----------------

Get free CPE for listening to this podcast:
https://app.earmarkcpe.com/?course_id=11d08a91-988a-4465-8e0c-e974240b637d

-----------------

Connect with Hector Garcia, CPA:
Website: http://hectorgarcia.com
LinkedIn: https://www.linkedin.com/in/hectormgarciacpa/

Connect with Blake Oliver, CPA:
LinkedIn: https://www.linkedin.com/in/blaketoliver
Twitter: https://twitter.com/blaketoliver/

-----------------

Download the Earmark CPE App:
Apple: https://apps.apple.com/us/app/earmark-cpe/id1562599728

Android: https://play.google.com/store/apps/details?id=com.earmarkcpe.app

]]> Thu, 27 Oct 2022 12:32:52 -0700 Hector Garcia, CPA Hector Garcia, CPA 3655 This is where your brand and business strategy meet. Learn how to position your firm to present the greatest value to clients. Then get free CPE for listening by downloading the Earmark CPE app. See the show notes for details. This is where your brand and business strategy meet. Learn how to position your firm to present the greatest value to clients. Then get free CPE for listening by downloading the Earmark CPE app. See the show notes for details. branding, positioning, Avalara, expertise No Hector Garcia, CPA Blake Oliver Business Model 2 2 Business Model full 7655d2f0-e271-4e93-8b52-f244dae54924 https://share.transistor.fm/s/d9c084f6 Thank you to our sponsor, Avalara! Avalara’s award-winning tax automation solutions help accounting practitioners of all sizes, from sole proprietors to Top 100 firms. Avalara simplifies sales tax compliance with real-time rates, automated returns filing, registrations, tax research and automated tax solutions for specialized tax areas. We live and breathe tax so you don’t have to. Learn more at Avalara.com/Accountants.

-----------------

Check out Strategyzer's Business Model Canvas here: https://www.strategyzer.com/canvas

-----------------

Join the Focused Firm email list to get notified of future streams and CPE courses:
https://go.earmarkcpe.com/the-focused-firm

-----------------

Get free CPE for listening to this podcast:
https://app.earmarkcpe.com/?course_id=11d08a91-988a-4465-8e0c-e974240b637d

-----------------

Connect with Hector Garcia, CPA:
Website: http://hectorgarcia.com
LinkedIn: https://www.linkedin.com/in/hectormgarciacpa/

Connect with Blake Oliver, CPA:
LinkedIn: https://www.linkedin.com/in/blaketoliver
Twitter: https://twitter.com/blaketoliver/

-----------------

Download the Earmark CPE App:
Apple: https://apps.apple.com/us/app/earmark-cpe/id1562599728

Android: https://play.google.com/store/apps/details?id=com.earmarkcpe.app

]]> Thank you to our sponsor, Avalara! Avalara’s award-winning tax automation solutions help accounting practitioners of all sizes, from sole proprietors to Top 100 firms. Avalara simplifies sales tax compliance with real-time rates, automated returns filing, registrations, tax research and automated tax solutions for specialized tax areas. We live and breathe tax so you don’t have to. Learn more at Avalara.com/Accountants.

-----------------

Check out Strategyzer's Business Model Canvas here: https://www.strategyzer.com/canvas

-----------------

Join the Focused Firm email list to get notified of future streams and CPE courses:
https://go.earmarkcpe.com/the-focused-firm

-----------------

Get free CPE for listening to this podcast:
https://app.earmarkcpe.com/?course_id=11d08a91-988a-4465-8e0c-e974240b637d

-----------------

Connect with Hector Garcia, CPA:
Website: http://hectorgarcia.com
LinkedIn: https://www.linkedin.com/in/hectormgarciacpa/

Connect with Blake Oliver, CPA:
LinkedIn: https://www.linkedin.com/in/blaketoliver
Twitter: https://twitter.com/blaketoliver/

-----------------

Download the Earmark CPE App:
Apple: https://apps.apple.com/us/app/earmark-cpe/id1562599728

Android: https://play.google.com/store/apps/details?id=com.earmarkcpe.app

]]> Wed, 02 Nov 2022 07:34:28 -0700 Hector Garcia, CPA Hector Garcia, CPA 4585 In part two of our miniseries, we'll rethink the traditional accounting firm’s business model and focus on a value-driven business strategy. In part two of our miniseries, we'll rethink the traditional accounting firm’s business model and focus on a value-driven business strategy. Business model, value-driven strategy, Avalara, Hector Garcia No Hector Garcia, CPA Blake Oliver Technology 3 3 Technology full 8b6d3607-0132-444d-b3b1-7f7d53a093d7 https://share.transistor.fm/s/47417e00 Thank you to our sponsor, Avalara! Avalara’s award-winning tax automation solutions help accounting practitioners of all sizes, from sole proprietors to Top 100 firms. Avalara simplifies sales tax compliance with real-time rates, automated returns filing, registrations, tax research and automated tax solutions for specialized tax areas. We live and breathe tax so you don’t have to. Learn more at Avalara.com/Accountants.

-----------------

Join the Focused Firm email list to get notified of future streams and CPE courses:
https://go.earmarkcpe.com/the-focused-firm

-----------------

Get free CPE for listening to this podcast:
https://app.earmarkcpe.com/?course_id=11d08a91-988a-4465-8e0c-e974240b637d

-----------------

Connect with Hector Garcia, CPA:
Website: http://hectorgarcia.com
LinkedIn: https://www.linkedin.com/in/hectormgarciacpa/

Connect with Blake Oliver, CPA:
LinkedIn: https://www.linkedin.com/in/blaketoliver
Twitter: https://twitter.com/blaketoliver/

-----------------

Download the Earmark CPE App:
Apple: https://apps.apple.com/us/app/earmark-cpe/id1562599728

Android: https://play.google.com/store/apps/details?id=com.earmarkcpe.app

]]> Thank you to our sponsor, Avalara! Avalara’s award-winning tax automation solutions help accounting practitioners of all sizes, from sole proprietors to Top 100 firms. Avalara simplifies sales tax compliance with real-time rates, automated returns filing, registrations, tax research and automated tax solutions for specialized tax areas. We live and breathe tax so you don’t have to. Learn more at Avalara.com/Accountants.

-----------------

Join the Focused Firm email list to get notified of future streams and CPE courses:
https://go.earmarkcpe.com/the-focused-firm

-----------------

Get free CPE for listening to this podcast:
https://app.earmarkcpe.com/?course_id=11d08a91-988a-4465-8e0c-e974240b637d

-----------------

Connect with Hector Garcia, CPA:
Website: http://hectorgarcia.com
LinkedIn: https://www.linkedin.com/in/hectormgarciacpa/

Connect with Blake Oliver, CPA:
LinkedIn: https://www.linkedin.com/in/blaketoliver
Twitter: https://twitter.com/blaketoliver/

-----------------

Download the Earmark CPE App:
Apple: https://apps.apple.com/us/app/earmark-cpe/id1562599728

Android: https://play.google.com/store/apps/details?id=com.earmarkcpe.app

]]> Thu, 10 Nov 2022 07:33:41 -0800 Hector Garcia, CPA Hector Garcia, CPA 5896 Learn how to leverage cloud systems to manage work and free up time. Learn how to leverage cloud systems to manage work and free up time. Technology, Avalara, Hector Garcia, cloud systems, productivity No Hector Garcia, CPA Blake Oliver Sales Process & Onboarding 4 4 Sales Process & Onboarding full b8178c20-0f48-403e-b7ce-d6a77ac22b85 https://share.transistor.fm/s/573d0be3 In part 4 of our 8-part series, we'll learn how to create a disciplined, consistent process to win and onboard customers.

Thank you to our sponsor, Avalara! Avalara’s award-winning tax automation solutions help accounting practitioners of all sizes, from sole proprietors to Top 100 firms. Avalara simplifies sales tax compliance with real-time rates, automated returns filing, registrations, tax research and automated tax solutions for specialized tax areas. We live and breathe tax so you don’t have to. Learn more at Avalara.com/Accountants.

-----------------

  • (00:00) - Filtering out bad clients
  • (00:24) - Welcome to Part 4: Sales Process and Onboarding
  • (03:52) - Pre-Sales Strategy
  • (04:31) - Defining a few key concepts
  • (07:06) - Customers perspective
  • (09:23) - Value and guarantees
  • (15:46) - Pre-sales marketing strategy
  • (17:57) - Thank you to our sponsor, Avalara
  • (19:42) - Sales Process Step by Step
  • (23:30) - The 5 filters of client selection
  • (42:09) - Summary of what these "filters" mean
  • (44:03) - Lets apply this theory to a real world example
  • (48:31) - The why conversation
  • (58:11) - Asking key questions about expectations
  • (01:08:41) - Delivering a proposal
  • (01:11:51) - Some viewer comments
  • (01:15:08) - Onboarding
  • (01:26:49) - Thanks for joining, where to watch live and how to earn free CPE
  • (01:27:44) - 3 exercises to do if you enjoyed this lesson

-----------------

Build a Focused Firm Session #4 Slide Presentation
https://drive.google.com/file/d/1Dorglzauml2LS52ak88ZsHBykGsflUMv/view?usp=sharing

-----------------

Join the Focused Firm email list to get notified of future streams and CPE courses:
https://go.earmarkcpe.com/the-focused-firm

-----------------

Get free CPE for listening to this podcast:
https://app.earmarkcpe.com/?course_id=11d08a91-988a-4465-8e0c-e974240b637d

-----------------

Connect with Hector Garcia, CPA:
Website: http://hectorgarcia.com
LinkedIn: https://www.linkedin.com/in/hectormgarciacpa/

Connect with Blake Oliver, CPA:
LinkedIn: https://www.linkedin.com/in/blaketoliver
Twitter: https://twitter.com/blaketoliver/

-----------------

Download the Earmark CPE App:
Apple: https://apps.apple.com/us/app/earmark-cpe/id1562599728

Android: https://play.google.com/store/apps/details?id=com.earmarkcpe.app

]]> In part 4 of our 8-part series, we'll learn how to create a disciplined, consistent process to win and onboard customers.

Thank you to our sponsor, Avalara! Avalara’s award-winning tax automation solutions help accounting practitioners of all sizes, from sole proprietors to Top 100 firms. Avalara simplifies sales tax compliance with real-time rates, automated returns filing, registrations, tax research and automated tax solutions for specialized tax areas. We live and breathe tax so you don’t have to. Learn more at Avalara.com/Accountants.

-----------------

  • (00:00) - Filtering out bad clients
  • (00:24) - Welcome to Part 4: Sales Process and Onboarding
  • (03:52) - Pre-Sales Strategy
  • (04:31) - Defining a few key concepts
  • (07:06) - Customers perspective
  • (09:23) - Value and guarantees
  • (15:46) - Pre-sales marketing strategy
  • (17:57) - Thank you to our sponsor, Avalara
  • (19:42) - Sales Process Step by Step
  • (23:30) - The 5 filters of client selection
  • (42:09) - Summary of what these "filters" mean
  • (44:03) - Lets apply this theory to a real world example
  • (48:31) - The why conversation
  • (58:11) - Asking key questions about expectations
  • (01:08:41) - Delivering a proposal
  • (01:11:51) - Some viewer comments
  • (01:15:08) - Onboarding
  • (01:26:49) - Thanks for joining, where to watch live and how to earn free CPE
  • (01:27:44) - 3 exercises to do if you enjoyed this lesson

-----------------

Build a Focused Firm Session #4 Slide Presentation
https://drive.google.com/file/d/1Dorglzauml2LS52ak88ZsHBykGsflUMv/view?usp=sharing

-----------------

Join the Focused Firm email list to get notified of future streams and CPE courses:
https://go.earmarkcpe.com/the-focused-firm

-----------------

Get free CPE for listening to this podcast:
https://app.earmarkcpe.com/?course_id=11d08a91-988a-4465-8e0c-e974240b637d

-----------------

Connect with Hector Garcia, CPA:
Website: http://hectorgarcia.com
LinkedIn: https://www.linkedin.com/in/hectormgarciacpa/

Connect with Blake Oliver, CPA:
LinkedIn: https://www.linkedin.com/in/blaketoliver
Twitter: https://twitter.com/blaketoliver/

-----------------

Download the Earmark CPE App:
Apple: https://apps.apple.com/us/app/earmark-cpe/id1562599728

Android: https://play.google.com/store/apps/details?id=com.earmarkcpe.app

]]> Tue, 28 Feb 2023 08:45:54 -0800 Hector Garcia, CPA Hector Garcia, CPA 5472 In part 4 of our 8-part series, we'll learn how to create a disciplined, consistent process to win and onboard customers.

Thank you to our sponsor, Avalara! Avalara’s award-winning tax automation solutions help accounting practitioners of all sizes, from sole proprietors to Top 100 firms. Avalara simplifies sales tax compliance with real-time rates, automated returns filing, registrations, tax research and automated tax solutions for specialized tax areas. We live and breathe tax so you don’t have to. Learn more at Avalara.com/Accountants.

-----------------

  • (00:00) - Filtering out bad clients
  • (00:24) - Welcome to Part 4: Sales Process and Onboarding
  • (03:52) - Pre-Sales Strategy
  • (04:31) - Defining a few key concepts
  • (07:06) - Customers perspective
  • (09:23) - Value and guarantees
  • (15:46) - Pre-sales marketing strategy
  • (17:57) - Thank you to our sponsor, Avalara
  • (19:42) - Sales Process Step by Step
  • (23:30) - The 5 filters of client selection
  • (42:09) - Summary of what these "filters" mean
  • (44:03) - Lets apply this theory to a real world example
  • (48:31) - The why conversation
  • (58:11) - Asking key questions about expectations
  • (01:08:41) - Delivering a proposal
  • (01:11:51) - Some viewer comments
  • (01:15:08) - Onboarding
  • (01:26:49) - Thanks for joining, where to watch live and how to earn free CPE
  • (01:27:44) - 3 exercises to do if you enjoyed this lesson

-----------------

Build a Focused Firm Session #4 Slide Presentation
https://drive.google.com/file/d/1Dorglzauml2LS52ak88ZsHBykGsflUMv/view?usp=sharing

-----------------

Join the Focused Firm email list to get notified of future streams and CPE courses:
https://go.earmarkcpe.com/the-focused-firm

-----------------

Get free CPE for listening to this podcast:
https://app.earmarkcpe.com/?course_id=11d08a91-988a-4465-8e0c-e974240b637d

-----------------

Connect with Hector Garcia, CPA:
Website: http://hectorgarcia.com
LinkedIn: https://www.linkedin.com/in/hectormgarciacpa/

Connect with Blake Oliver, CPA:
LinkedIn: https://www.linkedin.com/in/blaketoliver
Twitter: https://twitter.com/blaketoliver/

-----------------

Download the Earmark CPE App:
Apple: https://apps.apple.com/us/app/earmark-cpe/id1562599728

Android: https://play.google.com/store/apps/details?id=com.earmarkcpe.app

]]> sales process, onboarding clients, Avalara, client relationships, accounting firm marketing No Hector Garcia, CPA Blake Oliver Value Pricing & Offering Guarantees 5 5 Value Pricing & Offering Guarantees full 03a2e850-fbd9-4308-91f5-3fc3cae338ef https://share.transistor.fm/s/b0a7098f Align the customer’s desired results with the firm’s interest to maximize profits.

-----------------

Thank you to our sponsor, Avalara! Avalara’s award-winning tax automation solutions help accounting practitioners of all sizes, from sole proprietors to Top 100 firms. Avalara simplifies sales tax compliance with real-time rates, automated returns filing, registrations, tax research and automated tax solutions for specialized tax areas. We live and breathe tax so you don’t have to. Learn more at Avalara.com/Accountants.

-----------------

  • (00:00) - Building a Focused Firm Ep 05
  • (00:35) - Welcome to Part 05: Value Pricing & Offering Guarantees
  • (06:40) - Where is the value?
  • (08:14) - Compliance Value
  • (08:47) - Economic Value
  • (11:00) - Accounting Professionals vs. Number of Potential Clients
  • (15:17) - What does price and value mean to an accounting firm?
  • (15:59) - The rule of 3
  • (21:25) - Does any of this matter to your customers?
  • (25:27) - How does Spiritual Value translate to your clients?
  • (27:21) - What does this concept of spirtual value mean in context of pricing our services?
  • (30:43) - Types of Value Pricing
  • (34:38) - The problem with hourly rates?
  • (38:13) - Answering the time/rate questions
  • (51:28) - Types of Pricing Models (not based on time)
  • (57:24) - Task-based and Output-based pricing
  • (59:14) - Productized Service
  • (01:00:52) - Access-based or Subscription Model
  • (01:01:26) - Value-based Pricing
  • (01:04:36) - Value Conversation Tips
  • (01:07:28) - Mahan Khalsa 5 Golden Questions
  • (01:10:55) - The 12 Ts for Option Building
  • (01:14:18) - Service Delivery Options
  • (01:16:48) - Option Building Results Options
  • (01:18:14) - How to present your value options?
  • (01:26:59) - Presenting your best option first
  • (01:27:47) - Golden Rules for options
  • (01:29:12) - Big guarantees, should set apart the top option
  • (01:32:03) - Creative Guarantees
-----------------

Join the Focused Firm email list to get notified of future streams and CPE courses:
https://go.earmarkcpe.com/the-focused-firm

-----------------

Get free CPE for listening to this podcast:
https://app.earmarkcpe.com/?course_id=11d08a91-988a-4465-8e0c-e974240b637d

-----------------

Connect with Hector Garcia, CPA:
Website: http://hectorgarcia.com
LinkedIn: https://www.linkedin.com/in/hectormgarciacpa/

Connect with Blake Oliver, CPA:
LinkedIn: https://www.linkedin.com/in/blaketoliver
Twitter: https://twitter.com/blaketoliver/

-----------------

Download the Earmark CPE App:
Apple: https://apps.apple.com/us/app/earmark-cpe/id1562599728

Android: https://play.google.com/store/apps/details?id=com.earmarkcpe.app

]]> Align the customer’s desired results with the firm’s interest to maximize profits.

-----------------

Thank you to our sponsor, Avalara! Avalara’s award-winning tax automation solutions help accounting practitioners of all sizes, from sole proprietors to Top 100 firms. Avalara simplifies sales tax compliance with real-time rates, automated returns filing, registrations, tax research and automated tax solutions for specialized tax areas. We live and breathe tax so you don’t have to. Learn more at Avalara.com/Accountants.

-----------------

  • (00:00) - Building a Focused Firm Ep 05
  • (00:35) - Welcome to Part 05: Value Pricing & Offering Guarantees
  • (06:40) - Where is the value?
  • (08:14) - Compliance Value
  • (08:47) - Economic Value
  • (11:00) - Accounting Professionals vs. Number of Potential Clients
  • (15:17) - What does price and value mean to an accounting firm?
  • (15:59) - The rule of 3
  • (21:25) - Does any of this matter to your customers?
  • (25:27) - How does Spiritual Value translate to your clients?
  • (27:21) - What does this concept of spirtual value mean in context of pricing our services?
  • (30:43) - Types of Value Pricing
  • (34:38) - The problem with hourly rates?
  • (38:13) - Answering the time/rate questions
  • (51:28) - Types of Pricing Models (not based on time)
  • (57:24) - Task-based and Output-based pricing
  • (59:14) - Productized Service
  • (01:00:52) - Access-based or Subscription Model
  • (01:01:26) - Value-based Pricing
  • (01:04:36) - Value Conversation Tips
  • (01:07:28) - Mahan Khalsa 5 Golden Questions
  • (01:10:55) - The 12 Ts for Option Building
  • (01:14:18) - Service Delivery Options
  • (01:16:48) - Option Building Results Options
  • (01:18:14) - How to present your value options?
  • (01:26:59) - Presenting your best option first
  • (01:27:47) - Golden Rules for options
  • (01:29:12) - Big guarantees, should set apart the top option
  • (01:32:03) - Creative Guarantees
-----------------

Join the Focused Firm email list to get notified of future streams and CPE courses:
https://go.earmarkcpe.com/the-focused-firm

-----------------

Get free CPE for listening to this podcast:
https://app.earmarkcpe.com/?course_id=11d08a91-988a-4465-8e0c-e974240b637d

-----------------

Connect with Hector Garcia, CPA:
Website: http://hectorgarcia.com
LinkedIn: https://www.linkedin.com/in/hectormgarciacpa/

Connect with Blake Oliver, CPA:
LinkedIn: https://www.linkedin.com/in/blaketoliver
Twitter: https://twitter.com/blaketoliver/

-----------------

Download the Earmark CPE App:
Apple: https://apps.apple.com/us/app/earmark-cpe/id1562599728

Android: https://play.google.com/store/apps/details?id=com.earmarkcpe.app

]]> Fri, 17 Mar 2023 13:07:12 -0700 Hector Garcia, CPA Hector Garcia, CPA 5802 Align the customer’s desired results with the firm’s interest to maximize profits.

-----------------

Thank you to our sponsor, Avalara! Avalara’s award-winning tax automation solutions help accounting practitioners of all sizes, from sole proprietors to Top 100 firms. Avalara simplifies sales tax compliance with real-time rates, automated returns filing, registrations, tax research and automated tax solutions for specialized tax areas. We live and breathe tax so you don’t have to. Learn more at Avalara.com/Accountants.

-----------------

  • (00:00) - Building a Focused Firm Ep 05
  • (00:35) - Welcome to Part 05: Value Pricing & Offering Guarantees
  • (06:40) - Where is the value?
  • (08:14) - Compliance Value
  • (08:47) - Economic Value
  • (11:00) - Accounting Professionals vs. Number of Potential Clients
  • (15:17) - What does price and value mean to an accounting firm?
  • (15:59) - The rule of 3
  • (21:25) - Does any of this matter to your customers?
  • (25:27) - How does Spiritual Value translate to your clients?
  • (27:21) - What does this concept of spirtual value mean in context of pricing our services?
  • (30:43) - Types of Value Pricing
  • (34:38) - The problem with hourly rates?
  • (38:13) - Answering the time/rate questions
  • (51:28) - Types of Pricing Models (not based on time)
  • (57:24) - Task-based and Output-based pricing
  • (59:14) - Productized Service
  • (01:00:52) - Access-based or Subscription Model
  • (01:01:26) - Value-based Pricing
  • (01:04:36) - Value Conversation Tips
  • (01:07:28) - Mahan Khalsa 5 Golden Questions
  • (01:10:55) - The 12 Ts for Option Building
  • (01:14:18) - Service Delivery Options
  • (01:16:48) - Option Building Results Options
  • (01:18:14) - How to present your value options?
  • (01:26:59) - Presenting your best option first
  • (01:27:47) - Golden Rules for options
  • (01:29:12) - Big guarantees, should set apart the top option
  • (01:32:03) - Creative Guarantees
-----------------

Join the Focused Firm email list to get notified of future streams and CPE courses:
https://go.earmarkcpe.com/the-focused-firm

-----------------

Get free CPE for listening to this podcast:
https://app.earmarkcpe.com/?course_id=11d08a91-988a-4465-8e0c-e974240b637d

-----------------

Connect with Hector Garcia, CPA:
Website: http://hectorgarcia.com
LinkedIn: https://www.linkedin.com/in/hectormgarciacpa/

Connect with Blake Oliver, CPA:
LinkedIn: https://www.linkedin.com/in/blaketoliver
Twitter: https://twitter.com/blaketoliver/

-----------------

Download the Earmark CPE App:
Apple: https://apps.apple.com/us/app/earmark-cpe/id1562599728

Android: https://play.google.com/store/apps/details?id=com.earmarkcpe.app

]]> pricing strategies, offering guarantees, value pricing models, profit maximization No Hector Garcia, CPA Blake Oliver Attracting & Retaining Talent 6 6 Attracting & Retaining Talent full 1b1996b2-8cd2-4c85-8a3e-2dd7172866b1 https://share.transistor.fm/s/63a8c432 Learn how to transform your firm into the place accounting and bookkeeping professionals want to join.

-----------------

Thank you to our sponsor, Avalara! Avalara’s award-winning tax automation solutions help accounting practitioners of all sizes, from sole proprietors to Top 100 firms. Avalara simplifies sales tax compliance with real-time rates, automated returns filing, registrations, tax research and automated tax solutions for specialized tax areas. We live and breathe tax so you don’t have to. Learn more at Avalara.com/Accountants.

-----------------

  • (00:00) - Introduction and thank you to our sponsor, Avalara
  • (01:55) - Attracting and retaining talent
  • (03:47) - Separation rates (retention)
  • (09:58) - Cost of replacement and why employees quit
  • (17:48) - Thank you to our sponsor, Avalara
  • (19:05) - Attracting talent
  • (21:09) - The Golden Rule of hiring
  • (25:38) - How do you get a lot of candidates to choose from?
  • (32:13) - The importance of your BRAND
  • (34:16) - Positioning statement
  • (36:57) - The role of technology in attracting talent
  • (42:08) - Culture and brand
  • (45:42) - Hiring for talent and hard and soft skills
  • (49:05) - Context and habits
  • (52:58) - How to filter candidates
  • (59:57) - Compensation
  • (01:08:59) - Annual performance evalutations vs AAR
  • (01:12:28) - What about salary increases?
  • (01:14:23) - Wrap up and how to earn FREE CPE and where to find our next stream
-----------------


Join the Focused Firm email list to get notified of future streams and CPE courses:
https://go.earmarkcpe.com/the-focused-firm

-----------------

Get free CPE for listening to this podcast:
https://app.earmarkcpe.com/?course_id=11d08a91-988a-4465-8e0c-e974240b637d

-----------------

Connect with Hector Garcia, CPA:
Website: http://hectorgarcia.com
LinkedIn: https://www.linkedin.com/in/hectormgarciacpa/

Connect with Blake Oliver, CPA:
LinkedIn: https://www.linkedin.com/in/blaketoliver
Twitter: https://twitter.com/blaketoliver/

-----------------

Download the Earmark CPE App:
Apple: https://apps.apple.com/us/app/earmark-cpe/id1562599728

Android: https://play.google.com/store/apps/details?id=com.earmarkcpe.app

]]> Learn how to transform your firm into the place accounting and bookkeeping professionals want to join.

-----------------

Thank you to our sponsor, Avalara! Avalara’s award-winning tax automation solutions help accounting practitioners of all sizes, from sole proprietors to Top 100 firms. Avalara simplifies sales tax compliance with real-time rates, automated returns filing, registrations, tax research and automated tax solutions for specialized tax areas. We live and breathe tax so you don’t have to. Learn more at Avalara.com/Accountants.

-----------------

  • (00:00) - Introduction and thank you to our sponsor, Avalara
  • (01:55) - Attracting and retaining talent
  • (03:47) - Separation rates (retention)
  • (09:58) - Cost of replacement and why employees quit
  • (17:48) - Thank you to our sponsor, Avalara
  • (19:05) - Attracting talent
  • (21:09) - The Golden Rule of hiring
  • (25:38) - How do you get a lot of candidates to choose from?
  • (32:13) - The importance of your BRAND
  • (34:16) - Positioning statement
  • (36:57) - The role of technology in attracting talent
  • (42:08) - Culture and brand
  • (45:42) - Hiring for talent and hard and soft skills
  • (49:05) - Context and habits
  • (52:58) - How to filter candidates
  • (59:57) - Compensation
  • (01:08:59) - Annual performance evalutations vs AAR
  • (01:12:28) - What about salary increases?
  • (01:14:23) - Wrap up and how to earn FREE CPE and where to find our next stream
-----------------


Join the Focused Firm email list to get notified of future streams and CPE courses:
https://go.earmarkcpe.com/the-focused-firm

-----------------

Get free CPE for listening to this podcast:
https://app.earmarkcpe.com/?course_id=11d08a91-988a-4465-8e0c-e974240b637d

-----------------

Connect with Hector Garcia, CPA:
Website: http://hectorgarcia.com
LinkedIn: https://www.linkedin.com/in/hectormgarciacpa/

Connect with Blake Oliver, CPA:
LinkedIn: https://www.linkedin.com/in/blaketoliver
Twitter: https://twitter.com/blaketoliver/

-----------------

Download the Earmark CPE App:
Apple: https://apps.apple.com/us/app/earmark-cpe/id1562599728

Android: https://play.google.com/store/apps/details?id=com.earmarkcpe.app

]]> Fri, 17 Mar 2023 13:08:03 -0700 Hector Garcia, CPA Hector Garcia, CPA 4519 Learn how to transform your firm into the place accounting and bookkeeping professionals want to join.

-----------------

Thank you to our sponsor, Avalara! Avalara’s award-winning tax automation solutions help accounting practitioners of all sizes, from sole proprietors to Top 100 firms. Avalara simplifies sales tax compliance with real-time rates, automated returns filing, registrations, tax research and automated tax solutions for specialized tax areas. We live and breathe tax so you don’t have to. Learn more at Avalara.com/Accountants.

-----------------

  • (00:00) - Introduction and thank you to our sponsor, Avalara
  • (01:55) - Attracting and retaining talent
  • (03:47) - Separation rates (retention)
  • (09:58) - Cost of replacement and why employees quit
  • (17:48) - Thank you to our sponsor, Avalara
  • (19:05) - Attracting talent
  • (21:09) - The Golden Rule of hiring
  • (25:38) - How do you get a lot of candidates to choose from?
  • (32:13) - The importance of your BRAND
  • (34:16) - Positioning statement
  • (36:57) - The role of technology in attracting talent
  • (42:08) - Culture and brand
  • (45:42) - Hiring for talent and hard and soft skills
  • (49:05) - Context and habits
  • (52:58) - How to filter candidates
  • (59:57) - Compensation
  • (01:08:59) - Annual performance evalutations vs AAR
  • (01:12:28) - What about salary increases?
  • (01:14:23) - Wrap up and how to earn FREE CPE and where to find our next stream
-----------------


Join the Focused Firm email list to get notified of future streams and CPE courses:
https://go.earmarkcpe.com/the-focused-firm

-----------------

Get free CPE for listening to this podcast:
https://app.earmarkcpe.com/?course_id=11d08a91-988a-4465-8e0c-e974240b637d

-----------------

Connect with Hector Garcia, CPA:
Website: http://hectorgarcia.com
LinkedIn: https://www.linkedin.com/in/hectormgarciacpa/

Connect with Blake Oliver, CPA:
LinkedIn: https://www.linkedin.com/in/blaketoliver
Twitter: https://twitter.com/blaketoliver/

-----------------

Download the Earmark CPE App:
Apple: https://apps.apple.com/us/app/earmark-cpe/id1562599728

Android: https://play.google.com/store/apps/details?id=com.earmarkcpe.app

]]> recruiting, accounting, attracting talent No Hector Garcia, CPA Blake Oliver Innovation Thought Experiment 7 7 Innovation Thought Experiment full 265c9fe7-9d52-4c50-b25d-5ba5bf042ff4 https://share.transistor.fm/s/5f393822 We ask the question: "What if Disney started a cloud accounting firm?"

-----------------

Thank you to our sponsor, Avalara! Avalara’s award-winning tax automation solutions help accounting practitioners of all sizes, from sole proprietors to Top 100 firms. Avalara simplifies sales tax compliance with real-time rates, automated returns filing, registrations, tax research and automated tax solutions for specialized tax areas. We live and breathe tax so you don’t have to. Learn more at Avalara.com/Accountants.

-----------------

  • (00:00) - FF 7 : Inovation Thought Experiment
  • (00:32) - Introduction and what this episode will cover
  • (01:25) - Thank you to our sponsor, Avalara
  • (04:47) - Lets talk about innovation
  • (06:18) - Inspiration bookshelf
  • (11:28) - Quick recap of what the first 6 episodes of this series covered
  • (12:59) - Peter Drucker quote
  • (15:45) - Thank you to our sponsor, Avalara
  • (17:03) - Value increases or decreases based on where its presented
  • (25:38) - A quote on maintaining the status quo & more
  • (28:37) - How we can innovate?
  • (30:50) - Classic definition of innovation and Hector's definition
  • (33:03) - Blake's issue with innovation in the accounting profession
  • (36:43) - Reframing as a technique
  • (40:22) - Summary of innovation steps
  • (43:08) - Thought experiment: What if Disney started an accounting firm?
  • (48:53) - What would they name their firm?
  • (51:23) - What would they charge?
  • (57:14) - What would they call their employees?
  • (01:00:24) - What would they call their customers?
  • (01:04:27) - How would they deliver information? Diversity? & a few more quesitons
  • (01:10:46) - Final thoughts from Hector
-----------------


Join the Focused Firm email list to get notified of future streams and CPE courses:
https://go.earmarkcpe.com/the-focused-firm

-----------------

Get free CPE for listening to this podcast:
https://app.earmarkcpe.com/?course_id=11d08a91-988a-4465-8e0c-e974240b637d

-----------------

Connect with Hector Garcia, CPA:
Website: http://hectorgarcia.com
LinkedIn: https://www.linkedin.com/in/hectormgarciacpa/

Connect with Blake Oliver, CPA:
LinkedIn: https://www.linkedin.com/in/blaketoliver
Twitter: https://twitter.com/blaketoliver/

-----------------

Download the Earmark CPE App:
Apple: https://apps.apple.com/us/app/earmark-cpe/id1562599728

Android: https://play.google.com/store/apps/details?id=com.earmarkcpe.app

]]> We ask the question: "What if Disney started a cloud accounting firm?"

-----------------

Thank you to our sponsor, Avalara! Avalara’s award-winning tax automation solutions help accounting practitioners of all sizes, from sole proprietors to Top 100 firms. Avalara simplifies sales tax compliance with real-time rates, automated returns filing, registrations, tax research and automated tax solutions for specialized tax areas. We live and breathe tax so you don’t have to. Learn more at Avalara.com/Accountants.

-----------------

  • (00:00) - FF 7 : Inovation Thought Experiment
  • (00:32) - Introduction and what this episode will cover
  • (01:25) - Thank you to our sponsor, Avalara
  • (04:47) - Lets talk about innovation
  • (06:18) - Inspiration bookshelf
  • (11:28) - Quick recap of what the first 6 episodes of this series covered
  • (12:59) - Peter Drucker quote
  • (15:45) - Thank you to our sponsor, Avalara
  • (17:03) - Value increases or decreases based on where its presented
  • (25:38) - A quote on maintaining the status quo & more
  • (28:37) - How we can innovate?
  • (30:50) - Classic definition of innovation and Hector's definition
  • (33:03) - Blake's issue with innovation in the accounting profession
  • (36:43) - Reframing as a technique
  • (40:22) - Summary of innovation steps
  • (43:08) - Thought experiment: What if Disney started an accounting firm?
  • (48:53) - What would they name their firm?
  • (51:23) - What would they charge?
  • (57:14) - What would they call their employees?
  • (01:00:24) - What would they call their customers?
  • (01:04:27) - How would they deliver information? Diversity? & a few more quesitons
  • (01:10:46) - Final thoughts from Hector
-----------------


Join the Focused Firm email list to get notified of future streams and CPE courses:
https://go.earmarkcpe.com/the-focused-firm

-----------------

Get free CPE for listening to this podcast:
https://app.earmarkcpe.com/?course_id=11d08a91-988a-4465-8e0c-e974240b637d

-----------------

Connect with Hector Garcia, CPA:
Website: http://hectorgarcia.com
LinkedIn: https://www.linkedin.com/in/hectormgarciacpa/

Connect with Blake Oliver, CPA:
LinkedIn: https://www.linkedin.com/in/blaketoliver
Twitter: https://twitter.com/blaketoliver/

-----------------

Download the Earmark CPE App:
Apple: https://apps.apple.com/us/app/earmark-cpe/id1562599728

Android: https://play.google.com/store/apps/details?id=com.earmarkcpe.app

]]> Wed, 29 Mar 2023 13:24:34 -0700 Hector Garcia, CPA Hector Garcia, CPA 4424 We ask the question: "What if Disney started a cloud accounting firm?"

-----------------

Thank you to our sponsor, Avalara! Avalara’s award-winning tax automation solutions help accounting practitioners of all sizes, from sole proprietors to Top 100 firms. Avalara simplifies sales tax compliance with real-time rates, automated returns filing, registrations, tax research and automated tax solutions for specialized tax areas. We live and breathe tax so you don’t have to. Learn more at Avalara.com/Accountants.

-----------------

  • (00:00) - FF 7 : Inovation Thought Experiment
  • (00:32) - Introduction and what this episode will cover
  • (01:25) - Thank you to our sponsor, Avalara
  • (04:47) - Lets talk about innovation
  • (06:18) - Inspiration bookshelf
  • (11:28) - Quick recap of what the first 6 episodes of this series covered
  • (12:59) - Peter Drucker quote
  • (15:45) - Thank you to our sponsor, Avalara
  • (17:03) - Value increases or decreases based on where its presented
  • (25:38) - A quote on maintaining the status quo & more
  • (28:37) - How we can innovate?
  • (30:50) - Classic definition of innovation and Hector's definition
  • (33:03) - Blake's issue with innovation in the accounting profession
  • (36:43) - Reframing as a technique
  • (40:22) - Summary of innovation steps
  • (43:08) - Thought experiment: What if Disney started an accounting firm?
  • (48:53) - What would they name their firm?
  • (51:23) - What would they charge?
  • (57:14) - What would they call their employees?
  • (01:00:24) - What would they call their customers?
  • (01:04:27) - How would they deliver information? Diversity? & a few more quesitons
  • (01:10:46) - Final thoughts from Hector
-----------------


Join the Focused Firm email list to get notified of future streams and CPE courses:
https://go.earmarkcpe.com/the-focused-firm

-----------------

Get free CPE for listening to this podcast:
https://app.earmarkcpe.com/?course_id=11d08a91-988a-4465-8e0c-e974240b637d

-----------------

Connect with Hector Garcia, CPA:
Website: http://hectorgarcia.com
LinkedIn: https://www.linkedin.com/in/hectormgarciacpa/

Connect with Blake Oliver, CPA:
LinkedIn: https://www.linkedin.com/in/blaketoliver
Twitter: https://twitter.com/blaketoliver/

-----------------

Download the Earmark CPE App:
Apple: https://apps.apple.com/us/app/earmark-cpe/id1562599728

Android: https://play.google.com/store/apps/details?id=com.earmarkcpe.app

]]> Innovation, Disney, cloud accounting No Hector Garcia, CPA Blake Oliver Capstone Webinar: "Let's Talk Practice Management" 8 8 Capstone Webinar: "Let's Talk Practice Management" full 65958199-cc00-41a8-802d-01a1af48a0b3 https://share.transistor.fm/s/bdc00c67 Hector Garcia summarizes the key takeaways from all seven episodes of this series. Discover the most important things accounting firm owners need to know about positioning, the business model, technology, sales process & onboarding, value pricing & offering guarantees, attracting & retaining talent, and innovation.

Thank you to our sponsor, Avalara! Avalara’s award-winning tax automation solutions help accounting practitioners of all sizes, from sole proprietors to Top 100 firms. Avalara simplifies sales tax compliance with real-time rates, automated returns filing, registrations, tax research and automated tax solutions for specialized tax areas. We live and breathe tax so you don’t have to. Learn more at Avalara.com/Accountant

-----------------

  • (00:00) - Build A Focused Firm Episode 08
  • (00:05) - Intro and thank you to our sponsor, Avalara
  • (03:43) - Series recap and practice management
  • (04:11) - Positioning
  • (16:55) - Business Model
  • (20:44) - Thank you to our sponsor, Avalara
  • (22:04) - Technology
  • (27:01) - Why aren't more tax softwares cloud based?
  • (29:34) - Sales process and onboarding
  • (32:19) - Value pricing and offering guarantees
  • (37:27) - How do you value price tax returns?
  • (41:25) - How do you scope these types of engagements?
  • (44:21) - Attracting and retaining talent
  • (48:42) - Innovation
  • (52:08) - Practice management "system" and software
  • (58:51) - CRM's and things to consider before deciding
  • (01:06:21) - Designing a workflow
  • (01:11:39) - How to pick your practice management software
  • (01:14:31) - Some questions about employees and their training
  • (01:21:19) - How would you get CAS clients in a practice that mainly does 1040s?
  • (01:29:23) - Wrap up and how to earn free CPE
-----------------


Thanks for watching or listening to the final episode of this series!
For more, visit earmarkcpe.com/focus

-----------------

Get free CPE for listening to this podcast:
https://app.earmarkcpe.com/?course_id=11d08a91-988a-4465-8e0c-e974240b637d

-----------------

Connect with Hector Garcia, CPA:
Website: http://hectorgarcia.com
LinkedIn: https://www.linkedin.com/in/hectormgarciacpa/

Connect with Blake Oliver, CPA:
LinkedIn: https://www.linkedin.com/in/blaketoliver
Twitter: https://twitter.com/blaketoliver/

-----------------

Download the Earmark CPE App:
Apple: https://apps.apple.com/us/app/earmark-cpe/id1562599728

Android: https://play.google.com/store/apps/details?id=com.earmarkcpe.app

]]> Hector Garcia summarizes the key takeaways from all seven episodes of this series. Discover the most important things accounting firm owners need to know about positioning, the business model, technology, sales process & onboarding, value pricing & offering guarantees, attracting & retaining talent, and innovation.

Thank you to our sponsor, Avalara! Avalara’s award-winning tax automation solutions help accounting practitioners of all sizes, from sole proprietors to Top 100 firms. Avalara simplifies sales tax compliance with real-time rates, automated returns filing, registrations, tax research and automated tax solutions for specialized tax areas. We live and breathe tax so you don’t have to. Learn more at Avalara.com/Accountant

-----------------

  • (00:00) - Build A Focused Firm Episode 08
  • (00:05) - Intro and thank you to our sponsor, Avalara
  • (03:43) - Series recap and practice management
  • (04:11) - Positioning
  • (16:55) - Business Model
  • (20:44) - Thank you to our sponsor, Avalara
  • (22:04) - Technology
  • (27:01) - Why aren't more tax softwares cloud based?
  • (29:34) - Sales process and onboarding
  • (32:19) - Value pricing and offering guarantees
  • (37:27) - How do you value price tax returns?
  • (41:25) - How do you scope these types of engagements?
  • (44:21) - Attracting and retaining talent
  • (48:42) - Innovation
  • (52:08) - Practice management "system" and software
  • (58:51) - CRM's and things to consider before deciding
  • (01:06:21) - Designing a workflow
  • (01:11:39) - How to pick your practice management software
  • (01:14:31) - Some questions about employees and their training
  • (01:21:19) - How would you get CAS clients in a practice that mainly does 1040s?
  • (01:29:23) - Wrap up and how to earn free CPE
-----------------


Thanks for watching or listening to the final episode of this series!
For more, visit earmarkcpe.com/focus

-----------------

Get free CPE for listening to this podcast:
https://app.earmarkcpe.com/?course_id=11d08a91-988a-4465-8e0c-e974240b637d

-----------------

Connect with Hector Garcia, CPA:
Website: http://hectorgarcia.com
LinkedIn: https://www.linkedin.com/in/hectormgarciacpa/

Connect with Blake Oliver, CPA:
LinkedIn: https://www.linkedin.com/in/blaketoliver
Twitter: https://twitter.com/blaketoliver/

-----------------

Download the Earmark CPE App:
Apple: https://apps.apple.com/us/app/earmark-cpe/id1562599728

Android: https://play.google.com/store/apps/details?id=com.earmarkcpe.app

]]> Wed, 12 Apr 2023 09:33:43 -0700 Hector Garcia, CPA Hector Garcia, CPA 5582 Hector Garcia summarizes the key takeaways from all seven episodes of this series. Discover the most important things accounting firm owners need to know about positioning, the business model, technology, sales process & onboarding, value pricing & offering guarantees, attracting & retaining talent, and innovation.

Thank you to our sponsor, Avalara! Avalara’s award-winning tax automation solutions help accounting practitioners of all sizes, from sole proprietors to Top 100 firms. Avalara simplifies sales tax compliance with real-time rates, automated returns filing, registrations, tax research and automated tax solutions for specialized tax areas. We live and breathe tax so you don’t have to. Learn more at Avalara.com/Accountant

-----------------

  • (00:00) - Build A Focused Firm Episode 08
  • (00:05) - Intro and thank you to our sponsor, Avalara
  • (03:43) - Series recap and practice management
  • (04:11) - Positioning
  • (16:55) - Business Model
  • (20:44) - Thank you to our sponsor, Avalara
  • (22:04) - Technology
  • (27:01) - Why aren't more tax softwares cloud based?
  • (29:34) - Sales process and onboarding
  • (32:19) - Value pricing and offering guarantees
  • (37:27) - How do you value price tax returns?
  • (41:25) - How do you scope these types of engagements?
  • (44:21) - Attracting and retaining talent
  • (48:42) - Innovation
  • (52:08) - Practice management "system" and software
  • (58:51) - CRM's and things to consider before deciding
  • (01:06:21) - Designing a workflow
  • (01:11:39) - How to pick your practice management software
  • (01:14:31) - Some questions about employees and their training
  • (01:21:19) - How would you get CAS clients in a practice that mainly does 1040s?
  • (01:29:23) - Wrap up and how to earn free CPE
-----------------


Thanks for watching or listening to the final episode of this series!
For more, visit earmarkcpe.com/focus

-----------------

Get free CPE for listening to this podcast:
https://app.earmarkcpe.com/?course_id=11d08a91-988a-4465-8e0c-e974240b637d

-----------------

Connect with Hector Garcia, CPA:
Website: http://hectorgarcia.com
LinkedIn: https://www.linkedin.com/in/hectormgarciacpa/

Connect with Blake Oliver, CPA:
LinkedIn: https://www.linkedin.com/in/blaketoliver
Twitter: https://twitter.com/blaketoliver/

-----------------

Download the Earmark CPE App:
Apple: https://apps.apple.com/us/app/earmark-cpe/id1562599728

Android: https://play.google.com/store/apps/details?id=com.earmarkcpe.app

]]> practice management, Avalara, accounting firms, positioning, business models, accounting technology, sales processes, onboarding, value pricing, offering guarantees, attracting talent, retaining talent, innovation No Hector Garcia, CPA Blake Oliver