280 How To Find People Who Run Firms Like Yours!

How do you find people that run firms like you or do, I don't know, do whatever it is you do so that what you do is not so isolating how you go out and find them. We don't all have time to make videos and just shill our wares online all day like you do. Jason I actually have a job also on this Friday's Q&A. Why have my shirts been so wrinkly this week? How to make a sick pro onboarding video that you give to new clients that they're just going to be so dazzled by. If I move away from hourly billing, it breaks the reporting in my how do I navigate that? How would my content change if I didn't have to have sponsors? And how would I present pricing on my website if you were a brand spanking new little baby firm? Come on in, it's Q and A Friday with me. Mr. Jason Daly. Got this one via dm. Good on you for sending the dm. Just for sending this dm, we're going to have this conversation and it's going to help people. My question is this is the dm. I feel very isolated in accounting circles, especially since I'm relatively young and my side business, this is like their side firm they're getting going is so small. I don't feel like I exactly relate to reach out to other full time firm owners and I also feel like people will think I shouldn't be having my own small firm since I'm relatively young. I have no idea how I'm going to grow or just leave the business small while I work my main industry job. But I'd love to have some community that I could lean on and even help them in whatever way I can. I hear you talk about this a lot and how important community is, but I'm just not sure how that works with my side gig setup or as being in the side gig camp. Not a good setup to find community in the industry. Any thoughts are appreciated. Thanks for all your content gang. Here's the thing. The world is bigger and more nuanced than our little monkey brains can get around. There's no such thing as I do this specific thing so make maybe there aren't other people that do it or maybe I can't find community because this thing feels so specific. Those people are out there. I would say first man, you are so far ahead of the curve just by being a part of this we community that's tuning into this content and being a part of this little tribe that is chucking Questions in and trying to grow together. How do you find your community? Though I don't know much about this person, I can tell you what the answer is for most people. And so this is my first recommendation is most of the time when I get a question like this is from somebody who has virtually never posted on social media to talk about what they do. For example, have you ever posted a comment under these videos? Do you regularly talk about what you're doing anywhere? Building a community, meeting other people to do? What you do is a product of like your surface area for discovery. How are people going to find you and what are all the different ways that you can increase that surface area? Turning up at conferences, going to local events where there's going to be other accountants there, posting consistently on social media, not being afraid to send that dm even though it's scary for all the same reasons that it's scary for my little kids to ask somebody if they want to have a playdate. All of these things increase your surface area for people to discover you and you then being able to build a relationship. Obviously I have a, I have a huge surface area. My business is kind of built around how do I optimize my surface area so that people find you and are able to learn from your content and all that. But that's not everybody else's lives. Most of us are super heads down doing the work that is immediately connected with somebody paying you to do the work. But if that's a hundred percent of your time, you're missing out on like the really cool opportunities and serendipity that visibility will enable. The folks getting exposed to the coolest opportunities today are the folks whom people know exist. If all you ever do is is serve your clients and you're not visible out in the world and online where people are spending their time scrolling algorithms and meeting people, then nobody's going to know what you're capable of. Like they won't know about you. So that's like the first recommendation is go out there, optimize for visibility. Like talk about what you're doing. This might be a little trickier if you're doing like a side hustle in secret. But I would also say we have this spotlight effect that makes it feel like anytime you post something on social media, everybody's going to see it. When the reality is nobody gives a crap about you. Everybody's just thinking about themselves. So even if you are doing a sneaky secret thing, there's a very high likelihood that nobody's ever going to see where whatever it is you're getting up to online, if you're talking about what you're doing and trying to build community, there's an element of, like, vulnerability to this, where it can be hard to be willing to be the person to start the conversation or to take things to the next level, as it were, and be like, hey, you want to, like, hop on a call and just talk through this idea that we were bouncing around on social media. But that is how all cool relationships start. Somebody's got to make the first move. And man, it is so, so worthwhile. You're gonna meet people that you don't vibe with along the way. But again, if you can optimize for the surface area of people who can discover you, the more surface area you are, the greater the likelihood that you're going to find more people that you vibe with. It's definitely the case. For me, like, my best friendships, my best business relationships have all come from meeting these people online and starting really small and having conversations and it being clear that you're very aligned. And then somebody's like, hey, you want to like, hop on a zoom and talk about this thing sometime? And then it kind of just grows, grows and builds from there. But it all starts with investing and finding and creating that network. And that is a investment that will pay dividends for the rest of your life. Like, I honestly think just being visible online is part of being a professional these days. Just, I mean, you take two people doing the same job, one person writes about it every single week or does a social media post about it a few times a week, and then the other person doesn't. They're invisible online. You never see them. What is the impact of that? Two decades down the road? I guarantee within five years, the person that's posting online is ahead of the other. But then that compounds over the years because you meet more people, more folks find you. Like, there is just. And there's just a certain inevitability to turn up. Turning up consistently. Did I say turn upping? Turning up consistently online and sharing value, like not trolling, not just lurking and, and scrolling. That's the very worst version of social media is lurking and doom scrolling. And most of the time, when I get this question from folks, they're lurkers. They don't engage. For every one person that engages, you have a hundred people that don't. And gang, that's an opportunity for you because when you engage, you get ahead of all those other folks. You start having actual, like, meaningful conversations there. So it's not. I would say, don't think of it as okay, my goal is to make a new friend this week and post a few times. What I'm telling you is be a citizen of the world today. Where everyone, almost without exception, spends their idle moments scrolling algorithms. That's where they meet people. That's where they learn. That is the reality of the world that we live in today. And most of us have not caught up to that yet. Being visible, they're creating. They're not just consuming, they're creating. There is the way to find people. It just is. And there. There's nothing right now that would indicate we're not just going even further in that direction, potentially at the cost of like, in person relationships, unfortunately. But that's where we're at. Thanks for the question. Good question. You're 1,000% right. The solution for isolation, building those relationships, finding people that have a deep understanding of what you do. You're running a side hustle. There's literally a community, Kate Johnson's community. Maybe you're in it. Bookkeeping, side hustle. There are tons of people running side hustles. There's a lot of folks tuning into this content, thinking about launching a firm or in the process of doing so and just trying to learn best practices. So, yes, there are tons of people just like you that are out there, bro. Stop talking about your age. Anyone that is going to change how they talk with you because of your age or change what they think you that let that impact what they think you ought to be allowed to do, that person's not your friend. They're not going to be a good mentor. Like you don't want them in your circle anyways. But also avoid the trap of. Of letting yourself think any of this is because of your age. Take this by the horns. Make it what you want it to be. Attract the people like you, whether they're the youngs or the olds, who are willing to collaborate and just make a new friend that's doing this stuff. Age has got nothing to do with it. This episode is sponsored in part by Alive Flow. You ever look at the reporting apps and think, man, I don't need another PhD in learning this new hard thing just to tell my clients what they need to do or to give them a fancy report that they're not even gonna look at. Sometimes. Sometimes the old ways are the best. The best. Just plug it into a spreadsheet. That's what liveflow does. Takes all of your accounting data, the QBO stuff, and you now Have a plugin in your Excel or in your Google sheets that with just a. Just a whippity click. A couple clicks and you've got all of your client data. For any QBO clients you've got access to, you got that stuff in a spreadsheet. Pull it in like one time. Do a live sync that never stops. All your favorite reports from QuickBooks, pull it in. Just use those reports. Create your own sheets that reference those reports. And so it's like live Updating information man. If you are a spreadsheet enthusiast, it is like, it's like the upgrade your spreadsheets have always needed. Like putting a jetpack on something old that hasn't changed that much on Jim Belushi. If that resonates with you, check out Live Flow link in the Show Notes this episode is sponsored in part by Cloud accountant Staffing man. People have strong opinions on offshoring. How dare you send accounting work accounting work overseas? I've shared before starting to hire people offshore was probably top three top five biggest unlocks I had in my firm running days because we're perpetually people constrained. And when we started hiring folks in the Philippines and they just became a part of our distributed team, I ran a distributed team and there was just one more team member. We went four for four. Every single one of them were awesome. I had never hired four people in a row onshore and all of them worked out. They were going through trainings alongside my onshore team. So stinking good. And the amazing thing was just the supply of accountants in the Philippines was completely different than it was here in the States. So we could actually plan and know, okay, we will be able to go out and find this type of person and that type of person before we get there. Like here's what we want things to look like in nine months. Here's where we might make a hire. There's where we make a hire. I had been blocked for four years on any sort of planning like this just because we had such a hard time finding the right people onshore. This completely changed how we ran our firm. It did change the makeup of what roles were client facing and what roles weren't client facing. It shuffled that up a bit. But there is a certain inevitability to the globalization of work. I'd encourage you to learn more about it. I'll put a link to cloud account staffing in the Show Notes. You can hop on a call with them, ask all the embarrassing, the ignorant questions. It's just one of those things where a lot of people have strong opinions on it, but most people still just haven't done it, haven't even touched it. And I think until you work with offshore people, until you have integrated them into your business and seen the pros and the cons of it, I think it's a big blind spot. Big old blind spot, Particularly in the context where we are usually going to be staffing. Constrained people. Blocked. Right. Want to learn more about that one? Check out the link in the show notes. Okay, Jason, why have your shirts been so wrinkly this week? Here's the thing, gang. I moved. I'm keeping it on the DL because privacy has actually gotten a lot harder for me, and I put a greater premium on it than I once did. But all my clothes have been stuffed into a couple of totes, and they don't come out looking the same way they did when they. When they went in. So we're. We're working through some laundry cycles right now. I promise it will get better. Also, Jason, were you wearing a toupee this week? Fair question. So here's. Here's the thing. I got this, like, the back of my hair right here. For some reason, audio listeners, which is 75% of people, you picked a good week to miss. For some reason. Like, my hair is too long in the back here, and it, like, it's. It can't decide which way it wants to part, and so it likes to do something in the middle. There were a couple episodes this week where you had, like, this big arc. It totally did look like a toupee on the back. This totally big arc. I told people I paid a lot of money for this hair. It's complex to describe in full the dynamics of everything that's happening and the different professionals that are kind of working together on it. But it also just boils down to, it's been a busy couple of months, and I need a haircut. Okay, back to business. Adam Ritter dropped this one in the YouTube comments. Do you know of an effective professional way to create an onboarding video for clients? I'd like a video of me outlining basic company procedures and FAQs so I don't need to waste 30 minutes on each client. Yes. Right now, all I can think of is a YouTube video to them, but that doesn't sound professional. It depends how you define professional. My tippy top bit of advice is, why so hung up on it being professional? We are accountants. The best part of being accountants is people expect so little from us. I mean, if you can form a sentence, without bumbling around and having mustard on your face. They're already impressed. Any sort of video, anything. I started doing video deliveries five years ago in my firm and I honestly don't think much changed from five years ago to at the very end. People were blown away when I would make them a video. And these were stanky old videos on a laptop webcam. They were blown away because I would put that level of effort into sending something to them. It wasn't that hard, but I don't think they understood that. They were blown away just at the fact that somebody would get on video. I would argue that is still the world that we live in. People are blown away that someone would just get on video to explain something. They are going to be impressed by an onboarding video, whether it's. It's super razzle dazzle and professional or not. I think stressing over things like that can be the enemy of just doing it and it being helpful. So the function of the video is to give people good information. The function of the video is not to impress people, you know, with your lighting setup or something like that. Focus on what's useful. Let that take the wheel. Just ship that baby. Go download. Loom the chrome extension. I'm pretty sure there's a free version. Spice it up somehow. Like you're walking around the office or something like that. But don't overthink it because as soon as we start putting these bars ahead of ourselves to say we gotta do this, that or the other thing, then we just don't do it. And that, that works against us. My content sets the bar too high for people. People look at what I do and they're like, my stuff's not good enough. Look at how shiny that is, gang. I have, I have full time employees that do media stuff for me. We have a way bigger budget than any accounting firm ever ought to spend on gear. And I've been doing this for three and a half years. And when I started it was every bit as bad as, as you would expect. I try to share that a lot, what it looked like when I started. But you know what, when I started it, it was super, super useful for people still, arguably in many ways just as useful as the stuff that I make now. Comparison is, you know, the enemy of, what's the expression? Progress or something like that. You got a great idea here. Make a really cool onboarding video. Do it, man. Focus more on how your personality can come through that than on the production value or how it's delivered. Nice thing about loom is they host the video for you. Also you, you can use it to record. There's even very basic editing functionality in it. But Loom will host the video so that you can embed it on a webpage or in an email or something like that. Otherwise, if you're just using your phone, then yes, you do have to upload that to YouTube or Vimeo or something like that to then have a player that you can put somewhere. That might have been the entire question. And I just went on a whole rant about Adam, how you need to stop worrying about whether your mustache is waxed and curled just perfectly that day. Generally, yes, you will need a service that will be like a video player. So you can link that in an email if that's what's going out. For onboarding, you can make a little image that's like a still from the video and put a little play button on there or something. And it's just an image that links to the video. But for me, I'd probably just go with Loom cause that's super easy. I love how inside Baseball this question is. It's coming on a YouTube video from an anonymous user. As as hopefully more firms shift away from charging our budgets and time based strategies, there are some ripple effects in terms of reporting in the firm's gl. The big question what's the best strategy for redefining quote revenue if it doesn't include some WIP or work in process number, hours, times rate? I assume workflow triggers and quoted prices are the answer here. But curious to hear of real world experiences and how to get partners on board with the change in methodology. I can tell you this was a huge pushback I experienced with my legacy partners on moving away from this billing model. They were like how are we even going to make the GL right if we make this change? To which I said if this is a like a better way to run our firm that makes it more profitable, does it matter? And accountants will struggle with things that are not quantitative. There are so many aspects of our business that are, that are qualitative, that are non financial, that are really important variables when it comes to assessing the performance of the firm or a business or something like that. Accountants, I think sometimes we like to fixate on the balance sheet and the P and L because that's, that's our sweet spot. And so we try to shoehorn anything and everything that we can into a balance sheet and a P and L. When like a monthly scorecard for your firm, it will have financial Things, but it'll have just as many non financial things. So stuff like over budget projects, things that are running late, like there's a whole bunch of things that aren't going to show up on a financial statement that need to be taken into account both in like a monthly scorecard sort of thing, but also on an ongoing monitoring sort of basis. I still track time in my firm and I have no problems with that. I've. I've talked about that quite a bit. Ultimately my, the people in my firm decided that they still wanted to and we would use that information to make sure that we weren't leaving anybody hanging in a remote work environment where they may need help. Things are taking longer than they should. And it was one of various inputs into measuring like is this still a profitable project for us? Posting WIP to the financial statements is already a contrived sort of made up estimate of work in process. Honestly, for me it's as simple as defining a different work in process because there's a lot of other things that break this too, like fixed monthly billing, how do we allocate how much work's going into it and the fact that in December maybe it's more work than it is in July. And I'm, I'm actually hopeful that all these changes that sort of break that bring us back to a more simplified version of here is the cash position of the firm. Here's what the P and L looks like now. Here's the recurring revenue that we have going forward. Like actually thinking about your, your firm a little bit more like like software startup or trying to build that recurring revenue. Like what is that floor going forward? How does our cost structure fit into that? Worrying less about nickeling and diming people for all the little things that we're doing for them and more about the long term health of the business, which is cash. How do we get recurring buyers to give us money every single month and run the business as a whole, not split hairs over every single engagement. But if you're navigating that with legacy partners, that is a. It is for sure a big mental shift that's made even worse if you have stuff like profit sharing built on top of that stuff. Today's episode, sponsored in part by the folks at Team up who help you find talented accountants in the Philippines. Today we're learning more. What's an employer of recording? Do I have to hire people in the Philippines through an employer of record? Basically you got two options. You can hire them as a contractor, just pay them directly on contract or hire them as an employee via an employer of record. Now employer of records, usually you running like 4 to 500 bucks per month per employee. If you do want to hire that individual as an employee. Got some other stuff there around like benefit requirements from the Philippines, but the employer record, they'll help you handle most of that. The majority of firms I talk to who hire folks directly hire them on contract, but it could make sense to go either way. We mentioned BPOs talked about BPOs recently. A BPO is like a company that not only employs them, serves as the employer of record, but is usually giving those people a place to work like managing it, managing more of the infrastructure. An employer of record, all they do is the person that works for you is an employee of the employer of record and you pay the employer of record for them to work for you. So it's a bit more direct than a bpo, but maybe not quite as direct as bringing them on board as contractors. So there you go. Good stuff to know that you're probably too embarrassed to ask. Actually wasn't super clear on that until I went through this ad read right now and if you want somebody to help you through the process that's done this with a bunch of other firms, team up, will go out and find you some awesome hires. You pay a one time recruiting fee, but because they're neither a BPO or an employer of record, you don't pay them anything ongoing after that. Learn more about Teamup. Check out a link in the show Notes. This episode of the podcast is sponsored in part by Makers Hub. Hey, the age of AI Just like the cloud accounting transition is going to create lean in arbitrage opportunities. Arbitrage, it's the word of the day. Opportunities where tech gives us a wildly better way to do something overnight. We stumble into these things still with our clients that have awful back office procedures and we just get them on a better tech stack and are like cuts the necessary headcount to do all that work in half. That's why I loved doing our managed accounting service where we just come in, find super unoptimized back offices and be like hey, we'll come in and do this for more or less what it was costing them to hire a team to do it and then we just automate the heck out of it. As we're in this very transitional period with AI, I think the first example of a AI driven arbitrage opportunity is frankly going to be accounts payable. Makers Hub is one of the providers now using AI vision models to Take extraction, like automated extraction to a wildly different level than has ever been possible before. You know that old chestnut, the whole notion that your tool is going to do bill extraction so well that it'll completely eliminate manual entry, which people have been saying for over 10 years. But I don't know if you're like me, you do an AP for a client, all it takes is an extra digit somewhere and you just, you just burned a whole lot of the client's cash and that's going to be an uncomfortable phone call. So that's a little easier said than done to like blindly trust invoice extraction when it comes to bill pay. I've already done some, some demo days on my channel now with Makers Hub showing off like just the level of detail that it will pull off of invoices, especially complex accounts payable use cases where you're doing like inventory and receiving and matching numbers of widgets to products in your system and all that. I had clients that had multiple staff doing like detailed receiving and all that matching with purchase orders. An insane amount of like manual work in these systems that Maker's Hub is now like automating to a level that it's never been automated before. If you're looking for tech enabled opportunities where you can, where you can use AI to deliver super like high leverage, more profitable work to your bookkeeping clients, Makers have a really interesting example to look at. I'm actually excited for, for more of this stuff. I feel like it's kind of like the cloud accounting transition but with even like even more promise, potentially even higher leverage. You want to explore that for ap, check out Microsoft put a link in the show notes Got a comment on a on a sponsored demo day YouTube video Tax Modern. I thought it was worth worth talking about. Comment is. It's just unfortunate that this is a sponsored video rather than an actual unbiased review video. That means we know he's not telling us what he thinks he noticed it does badly, what it lacks or what other competitors we should also be using. And him having been sponsored by this company will have at least some influence on what he says about this product and its other AI competitors too in the future. Even if it's just a subconscious bias. That sucks. Yes, channels need sponsors to fund good content and he probably won't take sponsors with products he doesn't believe in. But still just kind of unfortunate for us viewers when it's a product in a category where it would be so much more valuable to see genuine unpaid evaluations. Honestly, no notes. I agree With. With almost all that, folks don't see this. We are very selective in the sponsors that we take. And my business used to be people inbound coming in, asking for me to sponsor stuff for them. It's increasingly transitioning to us being outbound to brands we want to work with. Because if I'm shilling stuff that's kind of lame, like, that sucks, I don't want to do that. Does it suck that it's a sponsored video? Um, it does, I guess. The reality of it, unfortunately, media companies have not escaped this model of making money. I mean, brands write posts just to be able to sell ads on the posts. It is a hamster wheel where they have to keep creating content. And so what would a better version of this look like where you can get unbiased? An unbiased review? You know, let's say everybody wanted my opinion on, like, what is. How do I. How am I going to rate tool A versus tool B? It is. That is a. It's an extremely hard thing to do for a couple of reasons, to somehow rate something like that because there's so many different approaches tools take to solving a problem. That's hard to say is one better than the other because it is so contextual and it comes down to user preference and stuff like that. There's stuff that just sucks, and we don't do sponsorships with stuff that just sucks. There are software companies that have bad business practices that I don't work with. You won't see me highlight them on the channel, at least in like a. In a sponsored context. I may talk about something that they did or something like that, but we don't. We don't promote those people via sponsorships. But what would it look like for me to. Like, what would a platform like that even look like? I guess you would have to charge for access to that platform to see those unbiased reviews in order to stand up a YouTube account, for example, that's doing those reviews for free. A big problem here is getting access to the platform. And so for sponsors that are working with us, we got a. One of the requirements is they have to give us sandbox access for us to be able to hop in and record it in high quality and all that stuff so that we're not using a record recording from them and so that the video can be delivered. Well, that's sort of tricky if the brand isn't consenting to being reviewed. But even then I just. A like, deterministic review of, like, this one's fundamentally better than the other, that's just a really tricky thing because it is so contextual. That's a bit of a cop out. There's definitely things that are worse than other options. And we already do that filtering. If there's tools that nobody has any business using, you're not going to see them on this channel. But yeah, unfortunately, like, there are not a ton of ways to monetize this stuff. I'm a big believer in creating spaces for folks to share their thoughts in very contextual ways on how they feel about a piece of software. I don't know if I've talked about this publicly or not. That's a problem that we're working on, that we've poured a whole ton of engineering into. In my opinion, the best version of this is a place where real users can be like, here's what works about this product and here's what doesn't work about this product. And you understand that, okay, the person that said that, you can see the context that they are a tax firm with 15 people in Canada or in the U.S. or something like that. And so you have this very contextualized feedback where you can see what people are saying and what they aren't saying. Because if there's a great thing to come from all of this content, it is hopefully just greater transparency of information. Because I will never forget getting burned picking the wrong practice management system because I did my decision making based on what a salesperson told me. I want to like eliminate those walls. Because when you do, the winners win and the losers get what they deserve. The folks that are building bad products, not delivering good, you know, support to, to their users, I got no problem shining a light on that stuff. So the best version of what this person's talking about I think is something like that. That is more of a, a community platform, not, not like a private community sort of thing, but like a platform where the community can all speak into. Here's what my tech stack is, here's what I feel about this tool and that tool. It does this aspect great, it does this other aspect not very well. And these are real users with no incentives sharing their thoughts, no paid reviews or incentivized reviews or anything like that. Because that just ruins it. It becomes a game of who can best incentivize the most people to go leave five star reviews and then you can throw all those numbers out. That I think is the best version of that that this person brought up. Is it unfortunate that the way that they learned about this tool was via a sponsored video Maybe. Is it better than having not learned about it at all? Probably. I maintain control over how the videos get scripted. I ask for help from the brand on what's the right way to show certain things off. Because to also just step into a new software tool, I think about a practice management system and understand all the nuance and everything that it does. That's a massive, massive undertaking. You will use a tool for years and still not know everything that it does. So for me to just step into a tool and be able to like say with absolute confidence, oh, this is better than that, that's not realistic because I don't know that I can even get my head around all that for all the tools. Um, the practice management report I think was an example of just trying to expose as much information as possible to help people make their own decisions. But agreed that it's unfortunate that there's maybe not a ton of ways to just get unbiased information on that stuff. I think the influencer aspect of like our profession, the, the full time creator in our space, it's still really immature and there's not very many people doing it. And I'm, I'm hopeful that I can show people there is a way to do this and you can have make a great living and, and I'm really educating, trying to educate brands on the value of influencer marketing because they don't have budgets for that sort of stuff either. But meanwhile they will pour absurd money, piles of money into like Google, Google Ads and stuff like that. When I'm like, no, accountants buy on social proof. They want to hear about what you're doing through the mouth of an accountant and like how it actually helps them. My hope is in me doing what I do and being transparent about how I do it. I encourage more folks to enter the kind of content creator space because this is the future of media. This is who we learn from. I don't learn from Accounting Today or Journal of Accountancy. I learned from other peers who I trust and I would love for more of those people to be visible and do their own version of what I'm doing and find ways to improve upon it. Just like this person saying, last one. Last Sunday's video was about what's the best way to put your pricing on your firm's website. It's on the main YouTube channel. Super practical. I think I ran through a bunch of ways to do it and my favorite and least favorite ways. Spoiler alert. Minimums. I'm not super high on that. I think it actually anchors people to that price when you don't actually want all of your clients coming in and expecting to pay your minimum. But got the question, would you do the same? Would you, Would you. Would I have the same answer of what's the right way to do it if they were a brand new firm? I think the fact that whether you're a new firm or a mature firm on the outside, externally to clients, I think shouldn't matter. I stand up my website the same way. Maybe if I'm an established firm, I've got some more social proof that I can show off to say, like, look at this impressive person that we, that we serve and how happy they are with our services. But that's maybe the only difference. I wouldn't stand it up any differently. My preferred approach, as I outlined in that video, was some combination of sharing, like, you know, the median price, like what's kind of middle of the road, but also sharing examples of different types of clients, some demographics about them and how much they pay every single month. Obviously they're redacted. We're not showing the company name unless we get permission. Actually, that's kind of a cool idea too. But if I'm launching a new firm, I would definitely, I would just have some client avatars there and they don't even have to be real clients. Say, for this type of business, making this much money, this big of a team that has these sort of asterisks of things that are maybe as complex or less complex. Here's what the price would be. The value of having those examples out there for me is clients can see themselves in those examples. They, by the time they found you, they have scrolled through a whole bunch of accounting firm websites that are all looking the same. And when they get to your site and it's the first one that calls out, oh, this is a company that's like mine. Boom, you got them. Like, that's a great differentiator. And I think the same applies there whether you're a new firm or an old, old, mature firm. That's it for this week. Thanks for coming and hanging. Got any questions? Keep them coming in the comments. Every time you ask a question, it helps other people because we're discussing it. I learn, I get feedback on the ways that I answer the questions and it helps my understanding evolve and widens my perspective because, I mean, there's a ton of things that I'm blind to. But when we have the conversation, it creates an opportunity for me to learn too. So keep those questions coming and we all get a little smarter from them. I'll see you next week. Thanks for hanging.