Introduction To Becoming a Rainmaker


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Slideshow introducing Becoming a Rainmaker: How to Win at the Practice Development Game

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Introduction To Becoming a Rainmaker

  1. 1. <ul><li>An Introduction To </li></ul><ul><li>Becoming a Rainmaker : </li></ul><ul><li>How to Win at the Practice Development Game </li></ul>
  2. 2. What does it take to …? <ul><li>… double the size of your practice? </li></ul><ul><li>… attract high quality referrals? </li></ul><ul><li>… manage your staff to perform better? </li></ul><ul><li>It takes a Rainmaker! </li></ul><ul><li>We believe Rainmakers are MADE not BORN </li></ul>
  3. 3. What Do Rainmaker’s Know? <ul><li>It is not about: </li></ul><ul><ul><li>Selling your services </li></ul></ul><ul><ul><li>Chasing prospects </li></ul></ul><ul><ul><li>Signing up new clients </li></ul></ul><ul><li>It is about: </li></ul><ul><ul><li>Defining what you want </li></ul></ul><ul><ul><li>Qualifying high quality clients </li></ul></ul><ul><ul><li>Communicating your value </li></ul></ul>
  4. 4. What Do Rainmaker’s Know? <ul><li>Rainmakers </li></ul><ul><ul><li>Master the “Inner Game” </li></ul></ul><ul><ul><li>Manage the relationship </li></ul></ul><ul><ul><li>Project high value </li></ul></ul><ul><ul><li>Know the RIGHT client is better than ANY client </li></ul></ul>
  5. 5. Do you want to become a Rainmaker? <ul><li>Becoming a Rainmaker </li></ul><ul><ul><li>Requires learning </li></ul></ul><ul><ul><li>Takes practice </li></ul></ul>
  6. 6. What Will You Learn? <ul><li>Consultative Selling Process </li></ul><ul><li>How to think, communicate and behave like a Rainmaker </li></ul><ul><li>How to differentiate yourself from your competition </li></ul><ul><li>How to maintain control using a system of specific behaviors </li></ul>
  7. 7. What People are Saying? &quot;This workshop is not just for Partners and Managers.  If you really want to grow - attend as a group so you all speak the same language.  This workshop brought us closer as a team.  It pumped us up and we are ready to rock!” Wendy Waters, Shwiff, Levy & Polo, LLP      CPAs and Management Consultants
  8. 8. What People are Saying? “ I have been operating my firm in 1st and 2nd gear…this process will allow me to shift to 3rd and 4th gear!” T. Thompson, CPA
  9. 9. What People are Saying? &quot;I found the information that [Kevin Phillips] and John [Ezell] presented extremely valuable.  I believe that anyone in [a CPA] practice should take time and take your workshop.” Nicholas Stameroff, CPA
  10. 10. Investment in Becoming a Rainmaker <ul><ul><li>Program Fees $2,500 </li></ul></ul><ul><ul><li>Travel and Meals $1,000 </li></ul></ul><ul><ul><li>Lost Billable Time ($250/hour) $4,000 </li></ul></ul><ul><li>Total Investment $7,500 </li></ul>
  11. 11. Return on Investment <ul><ul><li>Greater Confidence (1-2 clients/year) $ 5,000 </li></ul></ul><ul><ul><li>Mastering the Inner Game (1-2 clients/year) $10,000 </li></ul></ul><ul><ul><li>Managing the Relationship (2 hours/month) $ 6,000 Managing the Relationship (2 clients/year) $10,000 </li></ul></ul><ul><li>Annual Return on Investment $31,000 </li></ul>
  12. 12. Return on Investment Investment Return Cumulative Net Year 1 $7,500 $31,000 $23,500 Year 2 0 $31,000 $54,500 Year 3 0 $31,000 $85,500 Year 4 O $31,000 $116,500 Year 5 0 $31,000 $147,500
  13. 13. What’s Next? <ul><li>If you have additional questions about the program call </li></ul><ul><ul><li>800-729-3242 </li></ul></ul><ul><ul><li>speak to John or Marty </li></ul></ul><ul><li>Participate! </li></ul><ul><ul><li>Spend 2 days out of the office and away from the day to day grind </li></ul></ul><ul><li>For schedule and registration information </li></ul><ul><ul><li> </li></ul></ul>“ This was the most helpful seminar or workshop I have ever attended.” D. Kent, CPA