Transitioning from Accounting to Business Ownership and Growth Strategies with Paul Roy

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I love when coaches, consultants, and
professional service providers Ann do big
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things in their business.
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They wanna rise to the top and influence their
market and the world around them.
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They Ann have a greater impact and make a more
lucrative income.
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Look, this is you.
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Welcome to Expert Ann You podcast.
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The show where I interview other experts and
coaches consultants so that they can share
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their success strategies with you.
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We're gonna talk about marketing and how to
close more sales, how to get more premium
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clients Ann how to really build your visibility
in the market and scale your business like a
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boss.
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If this is you, welcome to the show.
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are.
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Hello, everyone.
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Welcome back to another episode of Xfinity new
podcast.
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I'm your host Ann Carden, and oh my gosh.
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I'm so excited for my guests today.
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He is amazing with what he does in his
business.
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He's a business consultant, coach, mentor, for
CPA's accounting firms, people that have
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practices and firms, and we are going to dive
into his expertise and how He can help people
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that have accounting practices and firms grow
to high profits and love their business
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actually working 40 hours a week or less.
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Oh my gosh.
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I love this.
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So, Paul, Roy, welcome to my show.
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Oh, and it's, so wonderful to be with you.
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Your your high energy is infectious.
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So thank you.
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Gotta keep that energy up.
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So
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Yeah.
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I'm so excited.
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I Okay.
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So here's a little, backstory.
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Paul and I have known each other for many years
I don't even know how many years maybe.
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I think it's 7 or 8 years.
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Oh, is that all?
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I thought it was more like 13.
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I kind of met Paul first came into the coaching
and consulting space.
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We were in a company and an organization
together, Ann, we have just remained friends
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and have done some work together.
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And I just I just think the world of him.
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He is just amazing at what he does, and he's
just such a great person.
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So, Paul, we're going to just dive into how you
got into working with accountants and CPAs
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people that have practices and firms, sort of
in the accounting world because I know you've
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coached a lot of different kinds of businesses
through the years, but you've landed on this
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and you even have a really cool program.
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And sort of method called profitable practice
pro, and we're gonna dive into that a little
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bit more.
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But, Paul, how did you kind of land in this
world?
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Ann from a coaching perspective, because I'd
had a, I'd lost a business due to consolidation
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in an industry and it rebuilt myself Ann built
other businesses and helped other businesses
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survive.
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And whenever somebody was struggling, they
would say, well, just get Paul Roy a call.
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He, you know, he's done it.
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He can help you out of it.
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So it just sort of people started arriving on
my doorstep, and I said, oh, this kinda feels
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good.
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So I was doing it as I said.
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I'd kick for a while, and then it was, just
well, it's actually 9 years ago.
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It would have been Ann that we met that I
stepped aside and said, I'm gonna do this full
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time.
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You know, I'd owned an office products
business, a printing business, a yachting
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facility, I mean, an entrepreneur at heart, and
I knew the struggles of entrepreneurs and he
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wanted to be able to help them.
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And I felt that I because I had lived in their
shoes that I could help them.
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I love it.
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So now use really have kind of dialed in
working with CPAs and accounts, and you've been
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doing that for a long time, helping them build
more profitable practices and run really
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smoother businesses and and really get their
life back.
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I mean, working less than 40 hours because a
typical accountant or CPA works 70, 80, 90
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hours.
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If if you're with 1 of the big firms and you
want to go grow to be a partner, Yes.
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Those are the hours.
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Even midsize firms under contract minimum 45
hours a week, right in their contract.
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That's how hard
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you work.
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So and and what happens is, and this is where
it got me is that accountants who are
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technicians working in the big firms and in the
systems, we're saying, oh, Ann I'm only getting
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$55 for all the work that I do.
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Mhmm.
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I'm gonna go out and do it for myself, and then
they land in business as technicians, not as
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business people,
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Yes.
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Enter Paul.
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So then, you know, that's one of the first
questions I asked them.
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Do you wanna be an accountant or do you wanna
be a business owner?
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Yes.
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And nine times out of 10, they say, yeah.
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I Ann only do a little bit of accounting with
some of my favorite clients.
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I love to hear that.
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Oh, who are they?
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Who are your favorite slides?
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Yeah.
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I love them.
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So So then you, you know, and so it gets into
that.
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So it's, you know, so and often, you know, the
we hear this, the 80, 20 rule, some it it exist
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in accounting practices too.
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These accountants are making 80% of their money
from 20% of their clients.
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Yes.
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Ann they don't realize it.
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And they don't realize it.
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Yes.
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And so how do we get them to go?
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Oh my goodness.
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You know, who is my ideal client Ann then how
much should I charge them?
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So then we go down that road of of establishing
that profitability Ann giving them the
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confidence that what they bill that they truly
earn.
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And then through that process, that when they
understand that the value they deliver, and
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it's through a lot of poking and prodding.
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They don't know that.
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We, you know, we have to we have to poke Ann
and what it is that what what is it?
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Why are you special?
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Why should I pay you this amount of money?
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So and and then it's so it's giving them
confidence that they have the ability to go and
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seek and help their better clients and seek
more of them.
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Yes.
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So that, you know, that whole profitability
piece is tied to ideal clients Ann, of course,
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your pricing structure Mhmm.
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Putting good offers together to your clients.
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Yes.
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One of the things you talked about is they
they're doing the work for somebody else.
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They're working hard.
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They're only making a portion of what they
could be making.
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And so they think I'm going to go out.
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I'm gonna do this on my Ann.
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But what typically happens is they stay
overworked and underpaid.
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They end up with a job that's probably twice
the job they ever wanted or ever would have
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worked.
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And they don't know how to get out of that
model.
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And one of the things that you do is show them
how to quickly get out of that model being,
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like you said, being the tactician and becoming
a business owner, becoming a CEO in their
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company, and the best business look I still
love to coach my clients.
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I love it.
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It lights me up is so important to me, but I
still am a CEO of my company.
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I don't get so inundated in coaching clients
that I can't work on the growth of my business,
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manage my team, I'm still a business owner Ann
I'm still a CEO of my business.
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And until you start putting on that hat, you
stay stuck in the grind Ann you will never get
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out of the you'll never get off that hamster
wheel if you don't think differently.
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Ann it's and one of the toughest parts Ann
getting accountants to actually go, okay.
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I'm I'm gonna take the leap is that our I'm
already worked to death where am I gonna find
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the time to make the changes?
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So this is this is where yeah.
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So you know what?
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Let's hold that thought.
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I wanna dive right into your program.
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So you work basically your profitable practice
pro program.
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Ann coaching, mentoring, what consulting,
whatever you Ann to call it.
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It's it is around 3 Ps.
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It's around profitability.
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Around processes Ann it's around people.
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So now you've gotta build out a team if you're
gonna scale this and make more money and work
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less.
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Right?
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Yep.
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So let's dive into each of those.
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Sure.
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Yeah.
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So tell me what are and let's walk through the
profitability piece.
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What are the things that you do with your
clients to help them be more profitable right
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out of the gate?
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Is to, 1st of all, identify who their ideal
clients are, and many many accountants know
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them as a, b, c, and d clients.
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Ann, you know, and they can name their a
clients just Ann oh, and why do you like
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working with them?
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And then we that's a way for for me to extract.
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Oh, this is the value you bring.
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You enjoy working with them.
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Mhmm.
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So to getting to that part is all of these
lower clients, you need to either increase
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increase their rates or get rid of them so that
you have the room to bring on the new people.
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Ann the new people will come through referrals
from helping them get their a game clients in
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there.
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So that's numb so attracting the ideal client
will increase your revenue.
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Mhmm.
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We're gonna restructure their pricing So again,
as I mentioned earlier, that the value that
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they bring, we're gonna take them away from by
the hour billing we're going because by the
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hour billing means that the client is measuring
you to go, well, what did you do in that hour?
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Right.
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It's this is what you get when you
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Oh, it's the worst business model ever.
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The worst business model ever.
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Ann so we restructure the pricing, to do that
at the various levels of their business, and it
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may be that oh my goodness.
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We have an unprofitable portion.
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Maybe we shouldn't be doing bookkeeping, or
maybe we shouldn't be doing payroll.
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We should outsource So that all comes into the
profitability piece.
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And then through this, the other thing that
happens is I Ann I jumped a bit ahead from
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this, but it increase increases the retention
of your clients because of the value that you
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bring.
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Right.
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And those clients that you retained then become
part of your sales team Ann they tell their
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business owner friends that you need to talk to
Paul Roy.
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And so that's kind of the the the the big
picture, there's lots of moving parts in there.
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Of course.
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But it's at a high level, those are kind of the
three steps, the three buckets.
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Okay.
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So helping them implement a system to get more
of their favorite top tier plans.
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Yes.
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Right.
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Restructure their pricing so that they are
getting paid what they deserve.
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Ann, also, I think you and I discussed before
we got on here, Bill doing it with confidence.
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A lot of times, you're seeing them not actually
send the whole bill because they're like, oh my
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gosh.
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This client's gonna freak out when they see
this bill.
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Ann so you help them really alleviate all that.
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Write downs, write downs are like, an a rotten
cold in a business.
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Yes.
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Oh, the client will be upset if I send them
this bill.
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So we help with the things with write downs.
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And also included profitability, a small piece
that's in 1 in this profitability piece of that
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bucket is work in progress.
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Ann if you've got 80% of the client a file done
and that you can't get the last 20% done, all
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those hours dumped into that 80% of the bill,
Well, you haven't built the client yet.
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Right.
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And that's called the WIP, the work Ann
progress.
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So we put that in, and we're gonna talk,
perhaps, systems a little bit later but those
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are the things we put in place to ensure those
billings get out quickly and accurately and for
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a fair price.
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Yes.
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And one of the things too that you do that I
think makes you very unique from a lot of other
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people that are working with accountants and
CPAs and and their practices is you actually
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because your your background is business Ann
business coaching and you worked in multiple
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industries you actually coach them on how to
coach their clients to be more profitable.
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I will tell you most accountants, they don't
have the skill set that they really understand
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how to build businesses because there's a lot
of moving parts to build a business, but you
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help them co you coach them to coach their
clients to be more profitable.
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So you're teaching them too to help their
clients, which is amazing.
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Yeah.
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I mean, that's that's part of the joy of this
is, you know, is to see them released from the
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chains of of being a technician slash business
owner.
235
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Yes.
236
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Yes.
237
00:12:57,799 --> 00:13:04,584
And so So that's sort of the the the
profitability piece you, start them off with.
238
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And then you help them with the processes.
239
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So you help them fix their time Ann to get down
to 40 hours a week or less working, but while
240
00:13:15,919 --> 00:13:20,544
still growing, and that's the key because in
their mind, they're thinking, I can't still
241
00:13:20,544 --> 00:13:23,504
grow if I work less Ann you help them fix that.
242
00:13:23,504 --> 00:13:24,004
Right?
243
00:13:24,304 --> 00:13:24,804
Exactly.
244
00:13:25,565 --> 00:13:32,639
Ann it's if it's measurable and it's slow and
consistent Ann you, you know, racing up to
245
00:13:32,639 --> 00:13:38,235
something, there's always gonna be holes in So
if it's measured the step, the step, this step,
246
00:13:38,235 --> 00:13:43,490
and where the system piece is important of
this, Ann and we're gonna talk to people a
247
00:13:43,490 --> 00:13:49,570
little bit later is that when you understand
what you want to build, you know Ann what parts
248
00:13:49,570 --> 00:13:54,164
of the growth that you're gonna need in a
senior account, or you're gonna need another
249
00:13:54,164 --> 00:13:54,664
CPA.
250
00:13:55,125 --> 00:14:01,930
So you already know Ann that evolution of your
growth, instead of making the decision when
251
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you're overwhelmed Ann getting into that boom
bust, oh, I need another accountant because I'm
252
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overworked.
253
00:14:08,970 --> 00:14:15,615
So that planning process, putting those systems
in place for onboarding clients and onboarding,
254
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staff and what points are gonna come from.
255
00:14:19,779 --> 00:14:20,759
That's the deal.
256
00:14:21,299 --> 00:14:21,700
Yes.
257
00:14:21,700 --> 00:14:27,554
And we know that that is what really gives
owners freedom is putting stems and processes
258
00:14:27,615 --> 00:14:30,035
in place in your in your case you call them
processes.
259
00:14:31,134 --> 00:14:33,695
That is what really helps them get their time
back.
260
00:14:33,695 --> 00:14:37,769
And one of the big mistakes I see business
owners make.
261
00:14:37,769 --> 00:14:42,909
I know you have too is they think I don't have
time to put in the processes and systems.
262
00:14:43,209 --> 00:14:49,035
And though it may take you a little time on the
front end, It will save you hours and hours and
263
00:14:49,035 --> 00:14:56,240
hours a week a month a year to get those things
in place So it's a little bit of pain really
264
00:14:56,779 --> 00:14:59,120
for a whole lot of enjoyment.
265
00:15:00,059 --> 00:15:08,305
If if we can use the analogy of compound
interest Once it gets going, it starts to go
266
00:15:08,539 --> 00:15:10,205
Ann it builds and it builds.
267
00:15:10,205 --> 00:15:10,705
Yes.
268
00:15:10,925 --> 00:15:17,490
And, so if for a basic simple analogy,
investing that small amount of time in the
269
00:15:17,490 --> 00:15:22,195
front end systematically will produce the juicy
stuff down the pipe.
270
00:15:22,754 --> 00:15:23,235
I love it.
271
00:15:23,235 --> 00:15:23,794
I love it.
272
00:15:23,794 --> 00:15:25,894
So the first piece was the profitability.
273
00:15:26,115 --> 00:15:27,735
The second piece was the processes.
274
00:15:28,355 --> 00:15:32,279
The other so you help them build this fix their
time.
275
00:15:32,279 --> 00:15:35,019
They're this is their schedule, everything that
they're doing.
276
00:15:35,159 --> 00:15:41,095
And then the 3rd bucket or piece of your
program is you really help them build a team.
277
00:15:41,095 --> 00:15:47,369
And this is where they can take their business
to whatever levels they Ann, working less Ann,
278
00:15:47,470 --> 00:15:52,829
again, the best business is to get to work what
you actually love to do in your business as
279
00:15:52,829 --> 00:15:56,144
much as you wanna do it, but you're not change
to that.
280
00:15:56,144 --> 00:15:57,585
You're not tied to that.
281
00:15:57,585 --> 00:16:01,504
And so you're helping them still be able to do
something if they love it.
282
00:16:01,504 --> 00:16:06,649
If they still love pushing the pencil and doing
the you know, that kind of work, but they still
283
00:16:06,649 --> 00:16:10,169
have to run their company Ann and they don't
wanna be chained to that.
284
00:16:10,169 --> 00:16:11,870
They shouldn't be dependent on them.
285
00:16:12,065 --> 00:16:16,925
Ann and at a simplifies level, what I'd love to
do, it's the difference between choose to and
286
00:16:16,925 --> 00:16:17,745
have to.
287
00:16:18,365 --> 00:16:18,865
Absolutely.
288
00:16:19,085 --> 00:16:20,545
Perfectly said, yes.
289
00:16:20,860 --> 00:16:21,980
So that's the thing.
290
00:16:21,980 --> 00:16:23,500
I'm I'm here because I choose to.
291
00:16:23,500 --> 00:16:25,600
If I love to work, that's fine.
292
00:16:25,820 --> 00:16:26,220
Yes.
293
00:16:26,220 --> 00:16:29,580
But, you know, that's so the people is
important.
294
00:16:29,580 --> 00:16:32,355
And I I'm I'm I'm also a certified life coach.
295
00:16:32,355 --> 00:16:37,875
So, I mean, I I don't mind getting into this
stinky gooey stuff Ann asking the hard
296
00:16:37,875 --> 00:16:42,139
questions because it's from the hard questions,
come the right answers.
297
00:16:42,440 --> 00:16:42,940
Mhmm.
298
00:16:43,080 --> 00:16:49,415
And, you know, we talked about, you know, the
procrastinating, you know, Well, we I can just
299
00:16:49,415 --> 00:16:50,535
put this off another month.
300
00:16:50,535 --> 00:16:53,115
Well, if we put it off another month, this is
what happens.
301
00:16:53,575 --> 00:16:58,990
And what is the real reason for but putting the
right people in place, I've got a system that I
302
00:16:58,990 --> 00:17:06,444
have that we do, assessments if the firm owner
wants to find out what their, preferences,
303
00:17:06,664 --> 00:17:10,125
decision making preferences are, their
leadership style is.
304
00:17:10,184 --> 00:17:14,599
And once they know these things, they can go
Oh, well, I need help in this.
305
00:17:14,660 --> 00:17:19,700
I need to hire my next person who's gonna do
the things that I really don't like to do that
306
00:17:19,700 --> 00:17:22,724
much, but is gonna build out and round the firm
more.
307
00:17:23,845 --> 00:17:28,984
So we do these as a a firm assessment, a
profile of the firm.
308
00:17:29,125 --> 00:17:34,009
This is what the firm looks like from a
holistic piece.
309
00:17:34,009 --> 00:17:39,210
This is who we Carden, and then who are the
people that we're bringing in who are gonna fit
310
00:17:39,210 --> 00:17:39,994
this team?
311
00:17:40,234 --> 00:17:40,555
Mhmm.
312
00:17:40,555 --> 00:17:45,515
So we do that assessment piece, and it's not
just because accountants are technicians, as
313
00:17:45,515 --> 00:17:50,210
you know, and they're very skills based, but
you can have a person with all the skills in
314
00:17:50,210 --> 00:17:53,269
the world who just goes in their office and
closes the door.
315
00:17:53,812 --> 00:17:58,744
Ann you don't know what's going on in there Ann
occasionally you'll see their work come out.
316
00:17:58,805 --> 00:18:06,059
So having a fit just like your own clients It's
important to have the right fit of the person
317
00:18:06,059 --> 00:18:10,779
coming in who's gonna compliment the firm who
wants to be part of it and wants you to help
318
00:18:10,779 --> 00:18:12,080
them on that growth journey.
319
00:18:12,494 --> 00:18:12,974
Yeah.
320
00:18:12,974 --> 00:18:16,355
And here's the other thing that I I really
wanna talk about.
321
00:18:16,894 --> 00:18:18,275
The world has changed.
322
00:18:18,414 --> 00:18:19,535
Business has changed.
323
00:18:19,535 --> 00:18:21,234
We now have the virtual world.
324
00:18:21,809 --> 00:18:26,609
These accountants and practice owners can be
building their business all over the world, and
325
00:18:26,609 --> 00:18:28,789
then a lot of them are not doing that.
326
00:18:29,025 --> 00:18:31,825
They're not leveraging the resources and the
tools.
327
00:18:31,825 --> 00:18:35,105
They're still staying stuck in the old way of
doing things.
328
00:18:35,105 --> 00:18:38,304
The old model, the old I had an accountant like
that.
329
00:18:38,304 --> 00:18:40,579
I want you to know, and he wrecked his health.
330
00:18:40,880 --> 00:18:47,140
He eventually passed away, which is such a sad
story, but that is more real than people think.
331
00:18:47,505 --> 00:18:48,725
You can't continue.
332
00:18:49,025 --> 00:18:51,445
Again, do you want a business or do you want a
job?
333
00:18:51,664 --> 00:18:58,380
And the problem with an accounting practice
where the accountant is doing for for the most
334
00:18:58,380 --> 00:19:01,900
part, all of the work, and everything's
dependent around them, and they're the
335
00:19:01,900 --> 00:19:03,119
bottleneck in the business.
336
00:19:04,025 --> 00:19:08,924
They eventually burn out wreck their health,
lose their family.
337
00:19:09,065 --> 00:19:15,890
There are multiple things that Carden Ann a
result of them not changing the way that
338
00:19:15,890 --> 00:19:21,494
they're doing business and stepping into how
business should be done and can be done today.
339
00:19:21,494 --> 00:19:22,794
Do you agree with that?
340
00:19:22,855 --> 00:19:24,634
I completely agree.
341
00:19:24,934 --> 00:19:29,880
And and I see it in in, you know, respective
firms and firms that I've worked with who are,
342
00:19:29,880 --> 00:19:33,660
you know, promoting their county practices
across Canada and the US.
343
00:19:33,720 --> 00:19:33,960
Mhmm.
344
00:19:33,960 --> 00:19:35,500
And they're growing like crazy.
345
00:19:36,275 --> 00:19:41,815
Because they have built a system that brings in
their ideal clients.
346
00:19:42,115 --> 00:19:46,500
They have a system that brings in their ideal
staff as they grow.
347
00:19:46,720 --> 00:19:47,220
Mhmm.
348
00:19:47,359 --> 00:19:50,660
And you can go nationally when you do that.
349
00:19:50,720 --> 00:19:51,220
Yes.
350
00:19:51,434 --> 00:19:56,394
There's nothing keeping you in your in your
small town or in in the suburb of your city.
351
00:19:56,394 --> 00:19:59,035
You can you can go national with virtual.
352
00:19:59,035 --> 00:20:04,859
I don't know these numbers to be a fact, but
for accountants and CPAs in particular, but I
353
00:20:04,859 --> 00:20:07,039
would assume that they would be pretty
comparable.
354
00:20:07,744 --> 00:20:11,154
Ann of the things that I talk about with
coaches, consultants, professional
355
00:20:11,214 --> 00:20:16,255
entrepreneurs is that if they get out of their
local market and they start learning to build a
356
00:20:16,255 --> 00:20:22,119
national or a global business, they will make
Ann average 35 to 50 percent more.
357
00:20:22,259 --> 00:20:23,480
That is significant.
358
00:20:23,779 --> 00:20:24,599
That's significant.
359
00:20:24,740 --> 00:20:24,980
Why?
360
00:20:24,980 --> 00:20:29,125
Because you're opening up the whole world Ann
when you learn how to mark to them, you can
361
00:20:29,125 --> 00:20:30,985
pull in the best clients.
362
00:20:31,045 --> 00:20:33,144
You can pull in those top tier clients.
363
00:20:33,684 --> 00:20:33,924
Yeah.
364
00:20:33,924 --> 00:20:38,829
I did, actually, if I can share because when I
was vice president Ann a call center, which was
365
00:20:38,829 --> 00:20:43,710
a regional call center Ann had made the
decision with the owner that we're going to go
366
00:20:43,710 --> 00:20:45,065
national Mhmm.
367
00:20:45,125 --> 00:20:49,464
And within 2 years, 70% of our business was
elsewhere
368
00:20:50,424 --> 00:20:50,644
Ann
369
00:20:50,644 --> 00:20:53,224
North America outside of Ann Canada.
370
00:20:53,980 --> 00:20:56,400
By going national, and the firm just went.
371
00:20:56,940 --> 00:20:57,440
Yeah.
372
00:20:57,579 --> 00:21:04,924
And it's it's, so, yeah, if if growth is if you
want growth, You've gotta think you've gotta
373
00:21:04,924 --> 00:21:06,785
think national region.
374
00:21:07,884 --> 00:21:12,305
I know that in my own business, have I not done
that years years ago?
375
00:21:12,589 --> 00:21:17,230
I would probably still be hovering around that
six figure mark in my business because that was
376
00:21:17,309 --> 00:21:21,490
and I was exhausted running around networking,
getting referrals.
377
00:21:21,710 --> 00:21:22,974
I was exhausted it.
378
00:21:22,974 --> 00:21:31,075
When I went national Ann global, it opened up
my business to, like, literally twenty times
379
00:21:31,210 --> 00:21:32,569
what I had been making.
380
00:21:32,569 --> 00:21:35,710
So it's such a lucrative way to build.
381
00:21:35,769 --> 00:21:41,684
And there but yet, there are a lot of
accountants and practices that aren't doing
382
00:21:41,684 --> 00:21:46,005
that, or even if they are, they're kind of
stuck in the weeds Ann they haven't figured out
383
00:21:46,005 --> 00:21:47,740
how to really make that work yet.
384
00:21:47,819 --> 00:21:48,140
Yeah.
385
00:21:48,140 --> 00:21:51,359
They're they're afraid to step out of that
comfort zone.
386
00:21:51,900 --> 00:21:54,299
It's it's it's probably the simplest way to do
it.
387
00:21:54,299 --> 00:21:56,934
I'll just keep doing what I know Ann Yeah.
388
00:21:56,934 --> 00:22:02,394
Feeds the bill Ann somebody will come along and
buy my practice at 1.1 times gross revenue.
389
00:22:02,694 --> 00:22:03,015
Right.
390
00:22:03,015 --> 00:22:04,500
Well, good luck with that.
391
00:22:04,660 --> 00:22:06,519
Have fun on that hamster wheel.
392
00:22:06,660 --> 00:22:07,640
You got it.
393
00:22:09,299 --> 00:22:09,700
Yes.
394
00:22:09,700 --> 00:22:11,319
They don't wanna buy your problems.
395
00:22:11,883 --> 00:22:13,065
Ann, you know, here's the thing.
396
00:22:13,065 --> 00:22:15,705
I know, Paul, you have the same heart I do.
397
00:22:15,705 --> 00:22:18,505
I'm not just in this because I wanna make
money.
398
00:22:18,505 --> 00:22:23,769
I literally wanna change people's lives through
their businesses because I know business can
399
00:22:23,769 --> 00:22:24,570
create wealth.
400
00:22:24,570 --> 00:22:25,950
It can change your lifestyle.
401
00:22:26,170 --> 00:22:27,789
It can impact other people.
402
00:22:28,144 --> 00:22:31,024
There are so many benefits to being in
business.
403
00:22:31,024 --> 00:22:35,504
And I believe if you've been called to be an
owner or an entrepreneur, you've been called a
404
00:22:35,504 --> 00:22:36,230
bigger things.
405
00:22:36,230 --> 00:22:39,109
And so I'm on this mission Ann I know you are
too.
406
00:22:39,109 --> 00:22:41,210
We're gonna change the small businesses.
407
00:22:41,429 --> 00:22:41,929
Right?
408
00:22:42,309 --> 00:22:42,789
Yep.
409
00:22:42,789 --> 00:22:49,475
My biggest payday this week was a client who
went away 4 months ago who came back to me 2
410
00:22:49,475 --> 00:22:50,215
weeks ago.
411
00:22:50,434 --> 00:22:50,755
Yes.
412
00:22:50,755 --> 00:22:52,455
And he thanked me this morning.
413
00:22:52,835 --> 00:22:54,055
No amount of money.
414
00:22:55,150 --> 00:23:01,555
Fulfills what I'm doing to help them and to,
fuel me to keep doing what I do
415
00:23:01,875 --> 00:23:02,375
Absolutely.
416
00:23:02,434 --> 00:23:03,634
We have a heart for this.
417
00:23:03,634 --> 00:23:03,875
It's
418
00:23:04,195 --> 00:23:04,355
Yep.
419
00:23:04,515 --> 00:23:07,955
And the great thing is we get to make really
good money doing it too.
420
00:23:07,955 --> 00:23:10,250
Let's not you know, we're in business.
421
00:23:10,250 --> 00:23:10,570
Right?
422
00:23:10,570 --> 00:23:14,490
So that's Ann piece, and this is exactly what
you wanna help them do.
423
00:23:14,490 --> 00:23:15,850
They have a Carden to help people.
424
00:23:15,850 --> 00:23:17,230
They love what they do.
425
00:23:17,625 --> 00:23:23,945
They're great at what they do, but you wanna
help them be profitable, work less, have more
426
00:23:23,945 --> 00:23:29,210
of a lie build a life around their business
versus build or build their business around
427
00:23:29,210 --> 00:23:34,065
their life versus their life around their
business, which is what most of them are doing.
428
00:23:34,065 --> 00:23:35,904
They're building their life around their
business.
429
00:23:35,904 --> 00:23:38,384
And, hey, I've been guilty of doing that in the
past.
430
00:23:38,384 --> 00:23:40,384
I know you have been as well.
431
00:23:40,384 --> 00:23:47,009
We had to learn a different way Ann Paul, I
just absolutely love what you are doing here
432
00:23:47,053 --> 00:23:53,315
Ann I think this is going to change so many
people's lives I know you're already doing
433
00:23:53,315 --> 00:23:58,595
that, but I know that you personally are
getting ready to ramp this thing up in your
434
00:23:58,595 --> 00:24:01,109
business Ann take this
435
00:24:01,109 --> 00:24:01,929
easy stuff.
436
00:24:02,789 --> 00:24:06,390
You know, for my business to get to the next
level and to
437
00:24:06,390 --> 00:24:06,549
get
438
00:24:06,549 --> 00:24:12,555
in front of more small firm accounting owners
and help them change their lives and forever.
439
00:24:13,095 --> 00:24:13,575
Yes.
440
00:24:13,575 --> 00:24:14,075
Absolutely.
441
00:24:14,455 --> 00:24:18,109
And then have something that they can exit and
sell.
442
00:24:18,109 --> 00:24:22,029
I've sold businesses, and I know that that is
also a wealth builder.
443
00:24:22,029 --> 00:24:27,825
So, getting people to that point is is
phenomenal, and that's such a big piece of what
444
00:24:27,825 --> 00:24:28,545
we do.
445
00:24:28,545 --> 00:24:29,045
Yeah.
446
00:24:29,184 --> 00:24:29,684
Exactly.
447
00:24:30,545 --> 00:24:31,265
I love it.
448
00:24:31,265 --> 00:24:36,029
What else would you like to say that we haven't
covered in your program in what you do.
449
00:24:36,029 --> 00:24:41,464
We've we've talked about a lot of the pain
points of accountants and and you let's talk
450
00:24:41,464 --> 00:24:42,424
about who you work with.
451
00:24:42,424 --> 00:24:48,765
So you work with you can work with bigger firms
in these same areas Ann these same buckets.
452
00:24:48,979 --> 00:24:49,720
Ann you have.
453
00:24:49,720 --> 00:24:51,100
You've worked with big firms.
454
00:24:51,451 --> 00:24:51,530
Ann
455
00:24:51,960 --> 00:24:53,580
I've I've worked with larger firms.
456
00:24:53,960 --> 00:24:58,865
It's it can be a bit more challenging if I can
share this because when with the larger firms
457
00:24:58,865 --> 00:25:04,224
who may have 2 or 3 partners, even though there
would be a managing partner, decisions then
458
00:25:04,224 --> 00:25:05,284
come by committee.
459
00:25:05,700 --> 00:25:07,319
So it takes a little longer.
460
00:25:07,539 --> 00:25:10,599
It's gonna take ownership of making the
changes.
461
00:25:11,059 --> 00:25:17,904
So there's a lot more, of my my time managing
the relationships within the business Mhmm.
462
00:25:18,105 --> 00:25:22,869
And and holding them to task to do their
homework to move forward.
463
00:25:24,049 --> 00:25:27,589
And that's enjoyable, but it's it's extreme
it's hard work.
464
00:25:27,875 --> 00:25:28,275
Mhmm.
465
00:25:28,275 --> 00:25:29,394
Oh, but again, rewarding.
466
00:25:29,394 --> 00:25:36,355
But for me, it's it's that 5 employee to 20
employee that is pretty much one owner,
467
00:25:36,355 --> 00:25:42,179
possibly 2 owners, of people who have Ann you
you mentioned earlier, you know, gotta have
468
00:25:42,179 --> 00:25:43,859
that you gotta make that decision.
469
00:25:43,859 --> 00:25:45,079
You gotta move forward.
470
00:25:45,139 --> 00:25:45,539
Mhmm.
471
00:25:45,539 --> 00:25:50,015
You don't wanna sit and procrastinate on
needing to make this decision for months.
472
00:25:50,555 --> 00:25:55,695
So working with them, because they own they own
it themselves.
473
00:25:55,755 --> 00:25:56,255
Yes.
474
00:25:56,599 --> 00:26:03,579
Ann, so they're my ideal people, and it's it's,
everybody works at a different pace, but it's
475
00:26:03,579 --> 00:26:04,720
on my shoulders.
476
00:26:05,274 --> 00:26:11,375
To see them get results, you know, in 60 days
where they go, okay.
477
00:26:11,674 --> 00:26:12,474
I see it now.
478
00:26:12,474 --> 00:26:13,454
I get it now.
479
00:26:13,730 --> 00:26:16,789
You just this isn't gonna happen in one meeting
or 2 meeting.
480
00:26:16,849 --> 00:26:16,930
Right.
481
00:26:16,930 --> 00:26:17,250
All we're
482
00:26:17,250 --> 00:26:20,529
gonna do is clarify where you're headed.
483
00:26:20,529 --> 00:26:22,150
We're, you know, working on a build.
484
00:26:22,575 --> 00:26:24,194
That's the the beginning process.
485
00:26:24,575 --> 00:26:24,894
Mhmm.
486
00:26:24,894 --> 00:26:31,359
So it it often can beat 2nd, 3rd, 4th meetings
to actually start implementing the changes that
487
00:26:31,359 --> 00:26:32,240
you wanted to make.
488
00:26:32,240 --> 00:26:32,559
Right.
489
00:26:32,559 --> 00:26:33,359
It takes a little
490
00:26:33,519 --> 00:26:36,899
It's making that investment time commitment to
go.
491
00:26:37,039 --> 00:26:37,679
You know what?
492
00:26:37,679 --> 00:26:39,380
I've gotta give this 6 months.
493
00:26:39,724 --> 00:26:43,424
Ann often 6 months comes Ann they say, let's
keep going, Paul.
494
00:26:43,424 --> 00:26:44,304
Let's keep going.
495
00:26:44,304 --> 00:26:45,125
That's right.
496
00:26:45,184 --> 00:26:45,684
Yes.
497
00:26:46,224 --> 00:26:46,464
Yeah.
498
00:26:46,464 --> 00:26:50,630
Because formation doesn't happen overnight, and
there's you're you're like me.
499
00:26:50,630 --> 00:26:55,509
There are so many things I can keep teaching my
clients to help them continue to grow, continue
500
00:26:55,509 --> 00:26:57,735
to scale, you're the same way.
501
00:26:58,355 --> 00:27:02,595
But if you they don't get the foundation in
place, which is what you help them do here,
502
00:27:02,595 --> 00:27:04,195
they're not set up for growth.
503
00:27:04,195 --> 00:27:07,390
They're not set up for what they could
accomplish in their business.
504
00:27:07,390 --> 00:27:12,830
They they can't reach their full potential
without these foundational pieces in place.
505
00:27:12,830 --> 00:27:16,494
You know, as much as accounts like numbers, and
dashboards.
506
00:27:17,835 --> 00:27:19,615
We don't start out with the dashboard.
507
00:27:19,914 --> 00:27:22,880
We start out with where you want to be and what
we're gonna build.
508
00:27:23,119 --> 00:27:23,440
Mhmm.
509
00:27:23,440 --> 00:27:28,079
And then we can create your own dashboard to
measure your success and where you're going.
510
00:27:28,079 --> 00:27:31,934
So that's the co creation piece after we
realize where you are.
511
00:27:32,255 --> 00:27:32,755
Mhmm.
512
00:27:33,055 --> 00:27:33,555
Yes.
513
00:27:33,775 --> 00:27:34,735
I love it.
514
00:27:34,735 --> 00:27:37,235
So, Paul, how can people get a hold of you?
515
00:27:37,535 --> 00:27:39,134
Well, they can get a hold of me.
516
00:27:39,615 --> 00:27:41,154
I'm quite visible on LinkedIn.
517
00:27:41,919 --> 00:27:42,419
Mhmm.
518
00:27:42,960 --> 00:27:43,279
Yes.
519
00:27:43,279 --> 00:27:43,839
You are.
520
00:27:43,839 --> 00:27:45,299
Also through Paul@paulroy.ca.
521
00:27:47,919 --> 00:27:51,924
Yes, I'm Canadian, but the bulk of my business
I do in the United States.
522
00:27:53,744 --> 00:27:57,125
Accountants are the same here as they are in
the US.
523
00:27:57,345 --> 00:27:58,865
You're still business owners.
524
00:27:58,865 --> 00:28:00,085
So Numbers are numbers.
525
00:28:00,545 --> 00:28:01,045
Yep.
526
00:28:01,389 --> 00:28:05,830
Ann, and I'm a Canadian, but I don't put a lot
of, I'm sorry, Ann my language.
527
00:28:09,125 --> 00:28:09,625
Hey.
528
00:28:10,964 --> 00:28:11,284
But,
529
00:28:11,684 --> 00:28:16,664
Paul at Paul Roy or find me at Paul Roy, on
LinkedIn, I should be very visible.
530
00:28:16,809 --> 00:28:16,890
So
531
00:28:17,049 --> 00:28:21,450
We'll put all your links in the show notes as
well, and people will be able to reach out to
532
00:28:21,450 --> 00:28:21,769
you.
533
00:28:21,783 --> 00:28:26,734
Ann, listen, maybe you're listening to this
podcast Carden you're not in an accounting
534
00:28:26,734 --> 00:28:31,054
practice or you're not a CPA Ann you think, oh,
this isn't for me, but I want you to know that
535
00:28:31,054 --> 00:28:37,140
every one of my shows We're talking business,
marketing, and sales, and scalability, and
536
00:28:37,140 --> 00:28:37,640
people.
537
00:28:37,700 --> 00:28:38,900
It's all the same.
538
00:28:38,900 --> 00:28:41,285
It does not matter what kind of business you're
in.
539
00:28:41,365 --> 00:28:47,045
So if you know someone who is in an accounting
practice where they're overworked, they're
540
00:28:47,045 --> 00:28:51,859
exhausted, you can't ever get your stuff done
from them, or maybe your own accountant.
541
00:28:52,559 --> 00:28:54,079
Refer them to Paul.
542
00:28:54,079 --> 00:28:59,279
They need to know that there is help out there
to get them off the hamster wheel and help them
543
00:28:59,279 --> 00:29:05,345
build a really lucrative business that they
will be able to exit someday Ann again, impact
544
00:29:05,345 --> 00:29:08,545
more people and have a business they love and
have a life they love.
545
00:29:08,545 --> 00:29:11,049
And that again, ultimately is why we do this.
546
00:29:11,049 --> 00:29:12,890
We wanna help people create that.
547
00:29:12,890 --> 00:29:14,750
So refer them to Paul.
548
00:29:14,890 --> 00:29:16,430
Make sure they get the information.
549
00:29:16,970 --> 00:29:17,450
Yes.
550
00:29:17,450 --> 00:29:17,950
100%.
551
00:29:18,490 --> 00:29:19,684
So Alright, Paul.
552
00:29:19,684 --> 00:29:21,045
This has been so much fun.
553
00:29:21,045 --> 00:29:27,625
I cannot thank you enough for being my guest on
expert in you Ann everyone until next week.
554
00:29:27,970 --> 00:29:29,509
Go rock your business.
555
00:29:29,650 --> 00:29:30,450
God bless you.
556
00:29:30,450 --> 00:29:32,049
Have an amazing day.
557
00:29:32,049 --> 00:29:32,690
Bye bye.
558
00:29:32,690 --> 00:29:33,429
Bye bye.
559
00:29:34,049 --> 00:29:39,035
If you've enjoyed this show, then I wanna
invite you to check out a free automated
560
00:29:39,095 --> 00:29:45,630
webinar where I show you how you can bring in
ultra high fee clients for $25,000 to a
561
00:29:45,630 --> 00:29:48,769
$125,000 or even more.
562
00:29:48,909 --> 00:29:53,144
I show you how you can do this maybe even in
the next 7 to 60 days.
563
00:29:53,285 --> 00:29:59,605
So if you Ann check out that free webinar, just
go to expert Ann you accelerator.com, and I'll
564
00:29:59,605 --> 00:30:00,825
see you on the inside.
565
00:30:01,029 --> 00:30:02,470
You have an amazing day.
566
00:30:02,470 --> 00:30:05,130
And until next time, god bless you.
567
00:30:05,190 --> 00:30:06,409
Go rock your business.