In Episode 45, Sam dives into some practical and powerful habit changes that you can make to improve efficiency as a person and as a professional.

One of the areas where there are often inefficiencies in our day-to-day is that of conversations with others. In the podcast, Sam covers a simple framework to follow to have more effective and effient conversations with clients.

As Sam discussed in Episode 21, it’s important that during times of a pandemic, and any type of crisis for that matter whether it be economic, bushfires or something personal, we are offering support to our clients also.

As proactive advisors this will help us to be on the front foot of situations impacting our clients as well as help maintain and strengthen our relationships.

Revolutionise the way your firm processes jobs. The Job Workflow Blueprint helps to provide guidance and a helicopter view around the compliance workflow that occurs on a client job from start to finish.

When I was starting my journey to becoming a proactive advisor, I realised that I needed to take charge of the client relationship and to deliberately change the conversation. To be the one to instigate and open the dialogue well before my client does. At this stage, there were a couple of things that I struggled with.

Finding out and understanding what our clients want at all levels, is at the core of effective client engagement. How do we find out what our clients want, unless we straight out ask them? Also, if we can ask them in a systemised and driven way that collects and prioritises their responses as well as establishes their gaps, then this is more powerful.

Estate planning - a unique opportunity for engaging and adding value to your clients. Mark Holton gives us four key steps to achieving recurring client engagement in the estate planning process for accountants.

One key question I seem to get asked regularly is; what’s wrong with being a compliance practice and why should I add new services when we’re already flat out? Both good questions however, with limited growth potential. Let’s consider a few key points.

The power of the follow up is probably one of the most under-utilised sales strategies ever. In fact according to the National Sales Executive Association a staggering 48% of sales people never follow up with a potential client. If that scary stat doesn’t stop you in your tracks, best you ask your sales people if they are the chosen ones!

So the question begs, if it is so powerful to follow up why do so few people engage in doing it?