Making Your Meetings More Valuable to Your Clients

Time is money. And since meetings require your time—and cost your clients money—being intentional about scheduling and conducting meetings will make you far more valuable to your clients and improve your profit. All meetings should have a purpose, and in our business, that purpose should always be to help the client. Establish—for yourself and your […]

One Big Happy Family After Closing

My favorite visit to the dentist-a patient’s/business broker’s perspective A couple of months ago I made my somewhat dreaded bi-annual trip to the dentist. (I have become much more consistent with my check-ups as time goes by.)  Anyway, a week before my scheduled visit I got a letter in the mail announcing that my old […]

The Power of Focus

Concentrate your energies, your thoughts, and your capital. The wise man puts all his eggs in one basket and watches the basket. Andrew Carnegie The benefits of focus are many. If you want to excel in a specific area, just do it—and do a lot of it. There’s truth to the old saying, “practice makes […]

Considering Client Retention

In my experience, I have come across many horror stories regarding client retention. There are so many disaster rumors running rampant, it is a wonder that any practices are transferred at all. I’m here to set the record straight as a 20-year veteran of accounting practice sales brokering. Client retention: The real story The truth […]