Turn the Practice You Have Into the Practice You Want
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Transcript of Turn the Practice You Have Into the Practice You Want
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Copyright © 2017 Burkert Valuation Advisors, LLC.All rights reserved. Do not duplicate or copy without permission.
TURN THE PRACTICEYOU HAVE
INTO THE PRACTICE
YOU WANT!Copyright © 2018 Burkert Valuation Advisors, LLC.
All rights reserved. Do not duplicate or copy without permission.
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✦ Our marketplace is more competitive …✦ Our clients are more empowered …✦ And our value is less obvious.
The commoditization of our work has left us competing with do-it-yourself websites that offer cheap valuation solutions, leaving our audience of prospects, clients, and referral sources believe this is all we have to offer.
We mainly have ourselves to blame.✦ Read: Legal Marketing Spend Is Up - So Is Client Dissatisfaction. Now What?
the problem
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The solution requires creating an action plan that builds your authority.
Why?Because authority is your competitive advantage.
Within your practice area or industry niche, authority stems from:✦ Having specialized knowledge AND advancing your unique perspective.✦ Being known for your expertise AND getting recognized for it.
the solution
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Rod Burkert, CPA, CVA, ABV, CVB
In one way, shape, or form I’ve been performing valuations since the late 1980s. In July 2000, I started Burkert Valuation Advisors in Philadelphia where I ran a “traditional” valuation practice for 9+ years.
In March 2010, I began traveling full time throughout the United States and Canada in an RV with my wife and our dogs. Today, I run a mobile consulting firm that includes my valuation practice, a report review service, online education, and a coaching business … all of which I built by leveraging my professional network and social media.
who i am - what i do
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how i roll living the life
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the practice you (may) have
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Copyright © 2013-2016 Thought Leaders IP, Inc. & Rod Burkert All Rights Reserved. Do not duplicate or distribute without permission. Visit PracticeBuilderAcademy.com Copyright © 2013-2016 Thought Leaders IP, Inc. & Rod Burkert All Rights Reserved. Do not duplicate or distribute without permission. Visit PracticeBuilderAcademy.com
ineffective marketing
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Copyright © 2013-2016 Thought Leaders IP, Inc. & Rod Burkert All Rights Reserved. Do not duplicate or distribute without permission. Visit PracticeBuilderAcademy.com Copyright © 2013-2016 Thought Leaders IP, Inc. & Rod Burkert All Rights Reserved. Do not duplicate or distribute without permission. Visit PracticeBuilderAcademy.com
slow deal flow
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Copyright © 2013-2016 Thought Leaders IP, Inc. & Rod Burkert All Rights Reserved. Do not duplicate or distribute without permission. Visit PracticeBuilderAcademy.com Copyright © 2013-2016 Thought Leaders IP, Inc. & Rod Burkert All Rights Reserved. Do not duplicate or distribute without permission. Visit PracticeBuilderAcademy.com
no leverage
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Copyright © 2013-2016 Thought Leaders IP, Inc. & Rod Burkert All Rights Reserved. Do not duplicate or distribute without permission. Visit PracticeBuilderAcademy.com Copyright © 2013-2016 Thought Leaders IP, Inc. & Rod Burkert All Rights Reserved. Do not duplicate or distribute without permission. Visit PracticeBuilderAcademy.com
low profit
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the practice you (may) want
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Copyright © 2013-2016 Thought Leaders IP, Inc. & Rod Burkert All Rights Reserved. Do not duplicate or distribute without permission. Visit PracticeBuilderAcademy.com Copyright © 2013-2016 Thought Leaders IP, Inc. & Rod Burkert All Rights Reserved. Do not duplicate or distribute without permission. Visit PracticeBuilderAcademy.com
layered marketing
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Copyright © 2013-2016 Thought Leaders IP, Inc. & Rod Burkert All Rights Reserved. Do not duplicate or distribute without permission. Visit PracticeBuilderAcademy.com Copyright © 2013-2016 Thought Leaders IP, Inc. & Rod Burkert All Rights Reserved. Do not duplicate or distribute without permission. Visit PracticeBuilderAcademy.com
more deal flow
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Copyright © 2013-2016 Thought Leaders IP, Inc. & Rod Burkert All Rights Reserved. Do not duplicate or distribute without permission. Visit PracticeBuilderAcademy.com Copyright © 2013-2016 Thought Leaders IP, Inc. & Rod Burkert All Rights Reserved. Do not duplicate or distribute without permission. Visit PracticeBuilderAcademy.com
leveraged work
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Copyright © 2013-2016 Thought Leaders IP, Inc. & Rod Burkert All Rights Reserved. Do not duplicate or distribute without permission. Visit PracticeBuilderAcademy.com Copyright © 2013-2016 Thought Leaders IP, Inc. & Rod Burkert All Rights Reserved. Do not duplicate or distribute without permission. Visit PracticeBuilderAcademy.com
higher profit
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lay of the land
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Copyright © 2015 Thought Leaders IP, Inc. & Rod Burkert All Rights Reserved. Do not duplicate or distribute without permission. Visit PracticeBuilderAcademy.com.
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Copyright © 2015 Thought Leaders IP, Inc. & Rod Burkert All Rights Reserved. Do not duplicate or distribute without permission. Visit PracticeBuilderAcademy.com.
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rescue me and take me in your arms
✓ 2013 AICPA FVS Membership Top Issues Survey
✓ 2014 AICPA Survey on Int’l Trends in FVS Services
✓ BV Wire’s February 2016 Online Poll
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finding experts like us
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how do buyers of professional services find experts like us?
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✓ Free ebook (133 pages)
✓ HingeMarketing.com
✓ Visible Expert definition: a professional with high marketplace visibility and a reputation for expertise
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what buyers of professional services value
Source:(The$Visible$Expert,(p.(21,(Figure(3.1(
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why buyers seek out experts
Source:(The$Visible$Expert,(p.(50,(Figure(5.1
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how buyers find experts
Source:(The$Visible$Expert,(p.(51,(Figure(5.2
You write for and speak at trade associations and conferences.
Expert directory listings not as valuable as you may have thought.
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where buyers search online
Source:(The$Visible$Expert,(p.(52,(Figure(5.3
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how buyers evaluate experts
Source:(The$Visible$Expert,(p.(53,(Figure(5.4
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how screened expert is selected
Source:(The(Visible(Expert,(p.(55,(Figure(5.5
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so, how do you get the practice you want
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what do i do? how do i adapt?
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- differentiate yourself1
I help [a] do [b] so that [c], unlike [d] because of [e].
I help [a] taxpayers [b] with IRS valuation disputes so that [c] they get better resolution results, unlike [d] many other valuation professionals because [e] I’ve got the unique perspective of having worked on both sides.
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SpeakingBroadcasting
Writing
Authority (Thought Leadership) } Consistency
Social Media
- build authority
• grow your influence
• build your brand
• be seen differently
2
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- lay out an action plan
WHERE EXACTLY will you show up?
> in print
> in person
> on screen
It is CRITICAL that you show up in front of an audience that can give you the work you are looking for!
WHAT SPECIFICALLY will you do?
> writing
> speaking
> broadcasting
> social media
3
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Copyright © 2015 Thought Leaders IP, Inc. & Rod Burkert. All Rights Reserved. Do not duplicate or distribute without permission. Visit PracticeBuilderAcademy.com.
Attracts attention
Starts conversations
Generates leads
- sculpt a LinkedIn profile4
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- build a website that shows you can do what you say you can do5
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summary of key principles
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Copyright © 2013-2016 Thought Leaders IP, Inc. & Rod Burkert All Rights Reserved. Do not duplicate or distribute without permission. Visit PracticeBuilderAcademy.com Copyright © 2013-2016 Thought Leaders IP, Inc. & Rod Burkert All Rights Reserved. Do not duplicate or distribute without permission. Visit PracticeBuilderAcademy.com
positioning obsessed1
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Copyright © 2013-2016 Thought Leaders IP, Inc. & Rod Burkert All Rights Reserved. Do not duplicate or distribute without permission. Visit PracticeBuilderAcademy.com Copyright © 2013-2016 Thought Leaders IP, Inc. & Rod Burkert All Rights Reserved. Do not duplicate or distribute without permission. Visit PracticeBuilderAcademy.com
media mentality2
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Copyright © 2013-2016 Thought Leaders IP, Inc. & Rod Burkert All Rights Reserved. Do not duplicate or distribute without permission. Visit PracticeBuilderAcademy.com Copyright © 2013-2016 Thought Leaders IP, Inc. & Rod Burkert All Rights Reserved. Do not duplicate or distribute without permission. Visit PracticeBuilderAcademy.com
repackage work3
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Copyright © 2013-2016 Thought Leaders IP, Inc. & Rod Burkert All Rights Reserved. Do not duplicate or distribute without permission. Visit PracticeBuilderAcademy.com Copyright © 2013-2016 Thought Leaders IP, Inc. & Rod Burkert All Rights Reserved. Do not duplicate or distribute without permission. Visit PracticeBuilderAcademy.com
strengths first4
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Copyright © 2013-2016 Thought Leaders IP, Inc. & Rod Burkert All Rights Reserved. Do not duplicate or distribute without permission. Visit PracticeBuilderAcademy.com Copyright © 2013-2016 Thought Leaders IP, Inc. & Rod Burkert All Rights Reserved. Do not duplicate or distribute without permission. Visit PracticeBuilderAcademy.com
marketing driven5
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time to wrap up
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our practices
Our practices are a direct reflection of the amount of time, effort, commitment, and - yes - passion that we put into them.
If there are “bad” practices, it’s because we may lack the energy, attitude, or imagination to make something great out of them.
~ Rod Burkert
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how do you turn the practice you have into the practice you want?
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focus your time and energy for your greatest growth
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if you want help
take a 10-question practice self-assessment to get a sense of how your
practice is working for you now
rodburkert.com/practice-self-assessment/
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and get my free newsletter!
it's my best work, delivered bi-weekly you can sign up at rodburkert.com
As a long time recipient of Rod's newsletter, I can represent that it is some of the best and wisest advice I get on a weekly basis.– C. Zachary Meyers, CPA, CVA
I really enjoy your newsletter … I always seem to get something I can use. And always interesting to hear where the RV is!– Kent Pummel, CPA/ABV, CVA
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read!
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what is the most valuable thing you got out of today?
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1. If you only used one type of social media, what would it be? LinkedIn, FaceBook, Twitter, YouTube…. What would you post and how often?
2. Which social media is most effective at reaching the most folks?
3. What is the effectiveness of investing additional time in social media. LinkedIn seems to be a basic entry point but Twitter, blogs, FaceBook, and others are available. Where are the diminishing returns?
What is the 1 thing that you want to know more about using social media in order to expand your practice?
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1. Finding leads.
2. Explaining valuation to prospective clients - in other words, letting them know that what they really want is a "supportable" valuation. The challenge is educating the buyer of the services.
3. Time to properly market.
What is the 1 thing that you're struggling with most when it comes to getting the kind of work you want?
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1. Faster, more efficient completion of projects.
2. Converting social media leads into prospects (and then into clients).
3. Bringing in new business from scratch.
What is the 1 thing that, if you were more effective at, would move the dial on your practice furthest, fastest in 2018?
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Rod Burkert Building relationships … Creating value …. Having fun …So you can create a practice you’ll love coming to and find success in
Cell: 215-360-6100Skype: rodburkertEmail: [email protected]: subscribe for free at rodburkert.com