Raise Your Value and Raise Your Prices

So you guys, Mark is. Well, there we go. There's all his books I was going to start with. He's the best selling author of several books, the Tax and Legal Playbook. And you can see the others in front of him right there. So I'm so glad you're here, Mark, because you don't have just like one niche thing that you're able to talk about. You have a breadth of knowledge around a breadth of things. And I think that's really cool because when people are like that, they offer more value because you have more context and that sort of thing. So what we. I know you do a lot of things. And what we're really excited to hear about today is how you've most recently transitioned away from the accounting firm and you founded Certified, a certified Tax advisor program. And so your goal is perfectly aligned with this audience. Your goal, to train thousands of CPAs and enrolled agents around the country on strategies so that in turn you can change the lives of millions of small business owners. And that's what we all want here. We're all, we're all in it for the same thing. So thanks for being here. And I'd like to start by asking you, before you jump into your presentation, a little bit about why you do what you do. You know, like from the heart, why you've created this program and why you're putting this on for folks.

You bet. You bet. Thanks so much and thanks for having me, Sarah. And I'm not. I don't have slides. I'll pull a whiteboard up here if I need to. I've also, I've also got webinar chat open. I won't be here for the Q and A later. So as I'm going, if anybody has a question, throw it in chat. I'll hit it quick. My studio producer here will read it off to me. Why do I do what I do? Because I'm a nerd and I love freaking saving money making money. I love small business. I love Main Street America. I'm a CPA and an attorney. I've worked at the big four. I've worked in tax court. I've been, I've taken thousands of hours of useless hours of cell and trying to find golden nuggets of actual street smart tax strategies that make sense. And there's, I've had thousands of CPAs and enrolled agents follow me over the years and, and I'm grateful for that. I've got a big presence on YouTube and social media and my podcasts and, and I'm grateful for that following. I used to hold my strategies tight and close. And in the last couple years I'm like, I our accounting firm, we're not taking new clients in our accounting firm. We're swamped and we stopped. And so I'm just like, have my partners take care of that. We have a full service law fir firm that's taking new clients constantly. But the accounting firm, there's capacity. Right. And so I've been training accountants around the country so that they can be better advisors themselves and learn strategies that actually make sense and not boring. C.E. that is ridiculous. So that's what I do. I love it. Yeah.

And that's awesome. And that really ties into, what I'm going to talk about later is what do high net worth clients, what do business owners really want out of their CPAs? So they want efficiency, organization, all of that. But then they really want a certain level of strategy. They want their CPA to be the expert in what they're trying to do, which is grow their wealth, keep more of their wealth. And so when you say you know that that's what you're sharing. Are you providing CPAs with like, look, here's all these tax strategies.

Yeah. Well, first of all, you could. I have many CPAs have bought my books. They're five stars, hundreds of ratings on Amazon. I write for Entrepreneur magazine every week as a senior tax specialist for them. I want you CPAs to know I'm legit, for crying out loud. I'm not out teaching crappy strategies that are ridiculous. And on the Dirty Dozen, I want strategies that clients could actually use. And I've been teaching them through blog articles and podcasts. I have millions of downloads, 15 million views just the first six months of this year on my YouTube videos, because they're strategies that actually work. And so in my certification, just to be clear about that, I've got 12 modules, 70 topics. I'm shooting 12 more next week. 800 quiz questions and final exams you have to take to get through it. Because if you think you know how to do self directed IRAs or hire kids or hire your spouse or a backdoor Roth ira, or the self rental strategy or the DASH Force short term rental. I mean DASH Force self rental and the short term rental strategy. I mean I've got, I go on, on and on, irc, everything. So if you think you know all that, tell me who you're using because I'd like to know. There's no program like mine that actually takes what you don't learn in The CPA exam. Don't learn in a master's program. Don't learn in law school or the bar exam. Done it all. Go to CE conferences where you're falling asleep and they're reading stuff so they don't get sued. I'm actually teaching strategies that make sense. Hundreds of strategies. We do weekly trainings. I just had one this morning again with over 100 CPAs and enrolled agents on a call talking about capital gain strategies from 1031 to installment sales, to CRTs to opportunity zones, and then to mitigate capital gains when your client doesn't call you. So I'm teaching the real shiz. And if you guys think you know it all, I take issue because I learned things today. I learned things when I collaborate with my tribe. Every freaking training. And I'm sick of CPA saying, well, I know I don't need a certified tax advisor program. I got it all. The old white guy in the corner of the office, I learned it all from him. Well, good luck. Good luck. So I've been there, done that. So I'm. That's what I'm doing, Sarah. I know I get a little animated and dramatic because.

Oh, that's awesome. I love it because I end up getting on the phone with our investors, CPAs and explaining our investments, how they could fit into tax strategy. When people are like, oh, I'm gonna, you know, take some of my traditional IRA and go into. Roll it into a Roth, and, well, okay, well, you can use our oil and gas fund to offset the, you know, the AGI impact. Da, da, da. And their CPAs are like, what? So I'm like, I should take it.

But they think they know more than you. But they think they know more than you.

Yeah.

And it drives you crazy. And then they demean you like, well, you can't do that. Bullshit. You can do that. And it drives me crazy. And so if you want to throw down any of you CPAs here, throw it in the chat and say, mark, you're full of crap. Let's talk about it. I've got. I don't know it all, but I know enough to know that I love Main street business owners. These aren't. They don't have to be high net worth clients. We take clients that make 100 grand a year and 100 million a year, and we want to help them the right structure, the trifect. I could pull up a whiteboard, whatever. But anyway, so that's what I do. And I want to. Today I was going to teach you on how to better build an advisory practice, which is the golden. That's the gold ring that every accountant wants. Let's stop doing transactional and get to advisory. How do I do that? And so I have some thoughts on that. But whatever you want, Sarah, I'm all yours.

Oh, no, I think that's great. I would say go for that, because that really ties into what I'm going to talk about later, which is how to be your client hero. What do they want? And what you just said is exactly what they want. They want an advisor. They don't want the tax preparer. And that's how you. You grow your business. Right. You can charge more. There's a solid ROI for the investor because they're going to save money on their taxes if they follow your advice. That's what they want. That's really.

Yeah, they go hand in hand. You're going to do tax prep, you're going to do bookkeeping. I'm a QuickBooks Pro. I've done it all. And you're going to do payroll and. And you're going to do the prep. But you combine it with advisory. And I'm not saying you get rid of your current clients. You slowly transition them. I like to take my CPAs and enrolled agents, accountants, and bring them along over three years and start converting that 10% of advisory work you do and make it 60% of your business.

Yeah.

And your income triples. Clients are happy, you're happy, and you don't work your ass off. It's pretty straightforward. But who teaches that? You don't go to CE to learn that. Where do you go? The AICPA is not teaching it. The local state chapters are not teaching it. So I am.

Take it away. Tell us. Tell us how we do that. Tell everyone how they do that.

All right. Do we have any important questions or thoughts or what? My audio's off. I'll hold off on the whiteboard for a minute. I may pull on the whiteboard. How much time do I have? Sarah, too? 15? 20 more. 35.

You have 25 more.

Okay, cool. All right. So much to tell me. All right, let's, let's, let's start with how you build an advisory client. This is how you attract and build an advisory client. Then I'll get into some basic marketing you need to be providing you don't have to go out and do podcasts and YouTube and all that BS like I do to be extremely successful. I have a different model for that. Don't try to follow my model unless I can Tell you why or now. But if you want to. But. Okay, so here's the deal. Every accountant needs a website that looks good, makes sense, describes your services and it better say the word advisory right out of the gate. And it has a description of bio on every one of your key tax advisors. Very straightforward. And then you're going to have an integrated CRM. You have to have a good CRM. Choose whatever the hell you want. You can go HubSpot. I want. You can go, go to Infusionsoft, activecampaign. There's 50 of them out there. I don't care. I'm not selling a CRM. Find the CRM that's good for your business and your size. Don't pay a lot for it. And on the homepage of your website better be. Click here for an interview. For a discovery call, click here. It better be integrated with Calendly or what's the other one we use? We don't use Calendar. Was it. What is it, Robbie? I can't remember. But you switch over. Then they make an appointment right there with one of your new client specialists. They don't have to be an actual CPA or attorney. They can be a new client specialist. You're going to do. They can make an appointment right there. It's free. There's. It's not a free consult. It's not a free consult. It's a discovery call, an interview and they get to find out what your firm's about. So that needs to happen on every website we do. We're making appointments all day long and we've done it before where I have my accountants and Lawyers take a 20 minute call three times a day and they do the interview or on. But they're so busy now. I just have a new client specialist team that knows enough about the strategies of what we do that they can do that, that call. Okay, so that's number one. You got a good website, you got a good clean CRM. Now I like to give away a newsletter. I like to give away a little bit in your funnel. I want you to give away something for free and get their name and email address. You can follow up with them and that's going to be a part of. So you can get people to at least sign up for your newsletter, which you better be doing weekly. We're going to come to that. And then number two, they're going to sign up for a call. At that point you'll grab their info. Now once you get their info and you got a discovery call that's a 30, 20 to 30 minute call and that's it. And what are the half the client's gonna want free advice. And if your people are trained, go. This is not a free advice call. You want to move forward, here's how we operate. It's number one back. Okay? We'll leave it at that. Okay. Now once you do that onboarding call, the discovery interview call, what your pitching to them is if you want to be a client, we say freaking taxes. We want to build an advisory relationship. We're going to have monthly calls or at least quarterly calls. We're going to do your taxes. We can provide bookkeeping. And even if you're outsourcing to Gusto or whatever the hell you're doing, you're going to say we can handle all these things. As your advisor, we're going to do it as a monthly fee. Depending on the time of year, that monthly fee will change until it's constant. You got to get them caught up to the tax deadline I have scheduled and teach my advisors how to do that. But they're going to give them. But we're going to say we want to bring you on as advisor and we want to save you taxes. So if you want to move forward, we're going to move to an onboarding comprehensive consultation. If you want an. Excuse me, I was fighting a cold earlier. I went fishing in Alaska last week was amazing. Caught a bunch of halibut and salmon and got a cold. Okay. Now so once you do, once you do your interview discovery call your client specialist. This could be your, you don't have to have a staff of 50, you know, your secretary, whatever, do this onboarding. Not, not onboarding, guardian, onboarding again, discovery interview call. Then they're going to sell the onboarding comprehensive consult. And you might charge anywhere from. I like to keep it at least at a thousand to no more than 2,000 somewhere in there, maybe 750 to 2,000. And you're going to tell them in this onboarding call, I'm going to give you a plan for the year. I'm going to build you a trifecta, a strategic plan. We're going to review your tax return. I don't need any effing software to do that. I don't need anything crazy to do that. I can look at your tax return and because you're trained and because you have 50, 60, 70 strategies at your mindset ready to go, you can look at their small business and go, we need to adjust your payroll and your s corp we need to get your kids on payroll. Do you have a board of directors? You're going to analyze the asset protection issues, estate planning issues, tax return issues, and you're going to build a comprehensive plan for a year. And you're going to tell the client, if I don't save you in taxes five times what it costs you for this onboarding comprehensive consult, I'll give you your money back. I'm that confident you're going to be able to deliver that to any freaking client. It's been three, five years since I had a client say, can I get a refund? And then I get on the phone and find out they were full of BS to begin with. People, if you know your stuff, you're going to get on that comprehensive console and blow their mind. And you're going to save them taxes. You're going to send them a color diagram the trifecta with action items. They're going to love it, and you're going to charge them in advance anywhere from 750 to 2 grand for that call. Are they a client yet? Nope, they are not a client yet. Because in that meeting you're going to be vetting them as much as they're vetting you because you're going to be selective and you're going to quit taking crappy clients. And you know the clients I'm talking about, the clients you wish you could get rid of, where you're going to start onboarding so many good clients, then you can fire those shitty clients. And you know what I'm talking about. So you're going to onboard this client if you decide to in that comprehensive consultant and go, we'd love to work, by the way. You're going to prep for maybe an hour, half hour, I teach you how to analyze a tax return in their legal situation that fast. So in this phone call of a comprehensive consult of no more than an hour and a half, you're going to give them an action item list followed up with an email, done out the door. It's not going to be down to the penny, but it's a strategy session, giving them exactly what they need to be doing and being able to articulate several thousand dollars in savings and say, if you want to go find an accountant that can do this or maybe I'll take you on as a client. I want the client begging to be a client of mine. And they do. I have a wait list. And so then they go, well, what's with the advisory relationship? The advisory relationship is I'm going to charge you X dollars a month. We're going to meet monthly or quarterly, depending on the complexity of the client and how much time you think they need. An hour a month, three hours a quarter, two hours a month, whatever. You're going to add that to the estimated prep fees, the estimated accounting fees and the estimated payroll fees. And you're going to say for this, 12 grand a year, 10 grand a year, 8 grand a year, and I've got different models. And then you'd say, oh, that's 750amonth, that's a thousand a month, that's 1500amonth. And the client goes, hold it. You're going to save me. You're going to help me implement all these strategies. I'm going to save ten grand in tax, bare minimum on what you just showed me. And you'll be there along the way and actually return phone calls and return emails and schedule a call with me and be an accountant. That's like one out of a hundred out there in a freaking screwed up industry. And you're going to say, yeah, because we're changing the industry. We're an advisory firm and we're proactive. Well, what about my tax prep? Tax prep that comes with it. That's a separate, that's part of the plan. But the advisory relationship is talking on a regular basis in advance before you make stupid decisions, because that's what clients do. So then you're going to say, here's what we're going to do. And then you decide. In that call, all my attorneys and CPAs do is I train all my advisors in that call. You have a quick okay, it'll be a thousand a month, 1500amonth, 750. You've got an engagement letter that allows for some flexibility. They show up with a 1031 exchange or some, you know, 500 crypto transactions. We can modify the relationship, but you're going to have a bare minimum that you're going to be getting every month. And you're going to be spreading out your work during the year. You're going to have a better client. You're going to have a client that loves you and appreciates you and you're going to be building advice advisory clients that you can get rid of the transaction when slowly, as you're transitioning your transaction clients to advisory and the transaction clients that don't want it, Bye. Because you're making so much damn money over here with your advisory clients, you're off to the races. So you start with the introductory discovery call. Free 30 minutes. Not you or one of your CPAs or attorneys or advisors. Then they go to a onboarding comprehensive console from 750 to 2 grand paid in advance. And in that call, if you decide they're going to be an advisor client, then you project, I'm sorry estimate quote the cost for them to be an advisor client, send them an engagement letter, they sign you get a credit card and you're billing a monthly for services based on a schedule. Like I said, it's going to be dynamic depending on the time of the year and you're off to the races. Now you're building an advisory practice. Now here's the scary part Sarah, is people come into my program and they go Mark, I want to do that, but I don't know what to say in the comprehensive consult. CPAs that have been CPAs for 20 years are like mark, that sounds great but I'm scared to death I'm not going to be able to provide the value you're talking about. That's why I created a certification program of 80 effing strategies with quiz questions and case studies and a three day workshop twice a year that's included that you can come to live for free or on virtual. I have, I had 15 different CPAs and attorneys teaching at my last three day workshop and it was nothing compared to the crappy CE that's out there. And by the way, it qualifies for CE because there are real strategies that are pushing the needle and your clients are starving for them. You know it. The accounting industry is on fire, it's broken. Accountants are burned out, they're stressed, they're trying to make money frickin three months out of the year and they're hating it. But they want to be an advisor but they don't know how to get there and they're so damn cocky they can't sit down and learn from a group of people twice a week and go oh my gosh, I've got real strategies I can produce in a comprehensive console. And then when I meet with a monthly and quarterly I'm implementing the plan I designed the year before. And I have a law firm I can rely on, a trust company I can rely on and Hundreds of other CPAs and enrolled agents and a tribe that speaks the same damn language in books and white paper. That's what I'm doing and I'm buried. That's how you build an advisory practice.

Yeah, and totally you would be the hero. I mean as you're saying that I was like, I Want that. All of my investors want that.

Oh. Everywhere I go, I go to a dinner party and I explain as people are like, how do I get an advisor? I go go to my website, Tax Advisor Network. You can find one young, old, male, female, bilingual, not, da, da, da. Big firm, little firm. Choose one. They'll do an introductory discovery call with you. And I had a client recently go, okay, I called him. They started interviewing so much that the advisor was like, I don't want you. The guy called me, he's like, what the hell your people are taking. That's because you're a pain in the ass. If you really want a good cpa, you got to show up the way accountants want. Because CPAs take everybody. They say, they start the conversation with, this is how much we charge for a 1065 and 1120s. And this is what we. No, we start the dialogue with, I'm going to save you taxes, and here's how much you're going to pay me to meet with you monthly and quarterly. And then we're going to do your taxes on the side. You want that relationship? And they say, yes, here's the price. That's what you do.

Yep. Investors will totally pay for that. Business owners that totally pay for that.

Yep, they'll pay for it all day long. Okay. Any questions in chat? Anything good? This is so worth it. I love you. I want. Well, I can't read them all. Is there anything sexy? That's really good. Can you blow that up? I'm loving that. Mark. You look great. Oh, I see that one. Mark. You look like Matthew McConaughey. I've been working on it. I'm trying to grow this out, Sarah. It takes a lot of work.

Yeah.

This is all I got. This is all I got. You know, I gotta. I gotta work it and anything. Robbie, it's a lot of people that have seen you and recommend you. Oh, you guys are awesome. If you want to check out my. You can do a free demo. This is not a sales pitch. I want to give some real advice here, too. Whatever the hell you guys want. Ask a question. I'm here for you. But, Sarah. So if you want to check out my program, go to Mark J. Kohler.com, get a free demo. The end. I got four incredible young salesmen that'll walk you through the program. It's free. Do a demo, see what it's about. There might be some people on here that are already in the program. I see. Oh, Isaac. Isaac. Oh, yeah, Sweet.

Who said that after 40 years, then he went through your program and things drastically changed for him. Yeah Kevin.

I had a client at a conference in the bathroom. A guy I'm trying to go to the bathroom and get over to the sink and he tears up and he goes, mark, in a month I have more clients than I got all last year and they're all dying to pay me.

So let's talk about that, Mark. Let's talk about increasing visibility. So there it's knowing the strategies, you know, having the website. But how do you. How do you get out there and yeah. Oh, beautiful. Here we go.

It's okay. I'm just getting ready. I can't do any. Look at. This is a. This was one of the trainings today.

Okay.

How to do a multi. An S corp with multiple owners.

Yep.

And where the single member LLCs, how the K1s flow through. This was a. And we did how to mitigate a short long term gain when a client calls you and jacked it up. Short term rental, a self rental. Both cost seg. Have all classes on cost equipment going with Turo, RV outdoorsy, an IDC, a 401k or a DB plan, a 401h or a captive insurance or opportunity zone. Now those aren't going to work for every client. Hell, I haven't done an R and D tax credit in 10 years. But these things are for the main street business owners that happen all the freaking time. Yeah, we talked about that today. Okay, so you asked me a question. What was it?

Visibility. So even if they. They have these great strategies and they have these great prices and this great website and the great. But visibility. How. How do they scale the front end of making everything else work?

Okay, okay, go back to the beginning, everybody. You got to have a damn good website and you don't, don't. It's better be your URL. I don't want to see your name at Gmail. Freaking get your own URL. Get a good website, go to upwork. Go to Upwork and find a good website creator designer. Don't spend more than three grand. It can be a freaking landing page number two, add your CRM. Make sure you have a free offer on the page for a weekly newsletter and then grab your people and get them into a calendar appointment opportunity for the free interview. Okay, now what I said and all that was important. And next level CRM. You want to build your list. When I go out and talk to accountants, I'm like it's kind of funny you go to workshop with accountants that know what they're doing. You're like how big is your list? And they know what you're asking. How many people are on your email list? How many are like actively opening your email list and they can go to mailchimp, infusionsoft, wherever and go who's on your list? How many? That's a big deal. You want to build your list.

100. Agree. That's any business. That's my business.

Hell yeah. Hell yeah. So, but accountants terrible at this. Accountants are terrible at it. So you got to own it and say, I'm going to have a good CRM. I'm going to have a free offer for write a damn ebook on something you love. I don't care if it's the home office or writing off an S150, just write a little ebook for something. Give it away for free. Have it on your homepage. Boom. And then you gather their information and now you do a weekly newsletter. I'm this might blow some of your minds. It blows my minds when I say this, Robbie, I don't know if you know this. For over 15 years, every Monday night from about 9 to 11pm I'm in front of my computer writing a blog article and publishing a newsletter. For 15 years. I did that three years ago. I brought on a big enough marketing director and team that they could build my newsletter for me. But I did it myself. I knew infusionsoft backwards and forward. I'd sit down. My family knew at 9 o' clock dad was going into the office and he was going to write a blog article. So you're going to have a WordPress template site so you can publish a blog. That's goes without saying, sorry. You're going to have on your website a blog pull down menu option and you're going to write an article every week and you're going to use my articles. I tell my CTA is just take my article and just say oh, Mark Kohler said this cool thing and link my article. Whatever the hell. I've got hundreds of articles to choose from. Then you're going to put an article in your newsletter and you're going to remind your clients of important deadlines and give them a tip. A monthly tip, whatever the hell month. A weekly newsletter, people. It's called toma Top of Mind awareness. You want your client when they go who's your accountant? Boom. Who's the first accountant you think of? Mark Kohler. Who's the best accountant in the country? Mark Kohler. I want toma. I want. If you put my. If you put anything in YouTube or on Google looking for a tax strategy. If I'm not In the top 10 of that search, I failed every time. And so now you don't have to go to that level, people, because I can swamp you with my network tomorrow. And you can just having a basic website and having a plan, you will be swamped because anybody that has a relationship with you are going to tell 10 friends, they're going to go, holy shiz. I found an accountant that actually picks up the phone, actually meets with me once a month or quarterly. Holy hell, those accountants are few and far between. You will grow so fast. So anyway, you've got your newsletter, you got your free offer for your funnel, you got your CRM, you got a decent website, you've got a calendar and a calendly. If you can do that and you're not, have a wait list within three months, I'll add some others. If you want to go next level, get into your social media. Make sure you've got a good LinkedIn profile because you're going after business owners and professionals. Then I go to Facebook, then I guess to LinkedIn, I'm sorry, then to Instagram, and then TikTok, you kind of go down the drive. Because I'm not looking for 17 year olds that are, you know, roiding out on gaming. But the point is, you start with your social media, the big four, and you start posting daily or posting weekly. All you do to do this, because many of you are like, I don't have time for that. You go hire a sorority girl at 500 bucks a week or 500 bucks a month, because every sorority girl at a local college knows Facebook and social media better than you. And you say, here's my content. Make a post every day, and these girls, they'll rock it. I have twin daughters that are now 25 each. Both of them were my social media manager for three years, at least while they're going through college. So every one of the kids has to go through the ranks of being dad's social media manager. So if you have teenagers, this is why you're putting kids on payroll and on the board of directors. You're gonna teach your clients. This is anyway, start your social media. If you want to do a podcast, you want to do YouTube videos, you want to do events, you want to build affiliate relationships, you want to do paid ads, I do all that and 10 other things. But you don't have to go to that level. Just have a damn good website, a good free offer, start showing Up. When you say you're going to show up, do your newsletter every week and people you. And I'm just going to say get certified. No. 80 strategies like the back of your hand. Now, let me. Let me. Can I say, Sarah, you asked me a question, because I'm just going to keep rolling. If anything comes in. That's a good question, Rob. You stop me and ask me. Okay, Sarah. Any question. You want me to throw down some strategy?

Well, there is a question in the chat. I'm totally new. Can I build an entire firm using your program or your strategies?

Let me. Give me. This is a technical response. Hell, yeah. Okay, so, okay. In fact, I love you because you're starting from scratch. You know how many accounts have shitty clients they're trying to get rid of? You got to start from scratch. So I love it. Now, if you're not an EA yet or a cpa, I have a route for you. I can teach you how to do that. We talk about it in our training, but you're. When you start from scratch, you're not even taking the bad clients. You're doing it right, right from the start. And you don't need a team now. You're going to get an assistant immediately, and you're going to figure out how you're going to outsource your prep and you're going to partner with something. You're going to build a team quickly. I have a training on how to build your team, and so you can do that. And it's all included in my one fee to get through all of your classes, get all certified, and then you're coming every week for 300 bucks a month. 300 bucks a month to collaborate with 100 CPAs twice a week. Are you kidding me?

Comes for myself. So then I can just. You, like, spark ideas and.

Yeah, Sarah, I have financial advisors get trained. I have the attorneys get trained. I have business owners get trained. Because you're always your best tax advisor first.

Totally.

I have 20% of my certified advisors are business owners because they're sick and tired of a crappy cpa.

Yes, totally. So the next question that I'm seeing, Mark, is, so how do people find out more info if they do, you know, if they want to learn more about the program?

MarkJ. Kohler.com markjkoler.com Sign up for a free demo. Boom. But a bang. And today it's not. I want to. I'm actually trying to teach you how to be an advisor, how to change your mindset. And I want to show you some strategy here of what you're going to do in a comprehensive consult because I want to leave you with some real actionable content. But if you want to get into the program, get to markjkoler.com and do a demo. Was there another question, Robbie? Okay. All right, here's what I want you to and I give you a 40 point comprehensive consult spreadsheet so you kind of know what to take a client through. And I'm not a software guy. If you don't know it, you're screwed anyway. So know it. Just talk about it with your client. Build it fluidly with your client. You're going to plug it. And I'm not trying to take away from the software team, but presented for me, that's before me. That's great. Use software if it helps facilitate that relationship, that's wonderful. But I want my advisors to be able to answer the questions right away and move forward without having to go put it in something and then try to figure out how to tell the client what it means. Just know it.

Just know it. Well, why don't we wrap up with this Mark? What are the top three things that they should say or do in the, in that first interaction, that first call? So it's not them. You said it was, you know.

Yeah, yeah. I'll give you 30 seconds, I'll blow your brain. Here's what I do in a comprehensive consultation built. We design a trifecta and we're going to build a checklist of things they need to do throughout the year. So I get the client on the call. This is with every one of our onboarding clients. This is what I teach my accountants, the cpa. We do this in our law firm, we do it in our accounting firm. This is nothing new. Been doing this 20 years, just getting better at it. Okay, so you build a trifecta. That's what one thing, first thing, Sarah, we want to build a trifecta. We're going to put operations on this side, we're going to put assets on this side. The trifecta is simply this. You're going to have the revocable living trust as a foundation of your structure. You shouldn't spend more than 2,500 bucks for a good revocable living trust. I do that for clients that are worth 50 million or 500 bucks, the same price. I do not value, bill or take advantage of wealthy clients. I don't give a shiz. I want to take care of my clients and non denominationally. So revocable living Trust is down here, their 1040 is down here. All the water, all the money flows down. That's the foundation. Then over here on operations you might. You're going to diagram this with your client. You're going to, in the interview you're going to say, oh, you have a side hustle llc. Or you have a client that's already a s Corp with 50 employees. Somewhere in between, I don't know. But you're going to teach them how to transition to an S corp when they should. And nine times out of ten a client has an S corp and they've jacked up their W2. They're either paying their spouse and they shouldn't be because I teach a whole class on Social Security. But there we got the primary business owner on with the proper W2 with the proper reasonable comp. And I teach the Kohler payroll matrix. Just Google it, it'll blow your mind. Half the CPAs that read it freak out because they think it's too aggressive. And I've got prior IRS agents that work for me and I've never had an audit in 22 freaking years. So if you want to get pissy about reasonable comp, I can teach you something. So anyway, we're going to do reasonable comp for the S corp. We're going to push the K1 down here and that's number one. Sarah, we want a trifecta. We want the S corp, we want proper payroll. We're going to move the LLC to the S corp, backdating it as needed. Then we're going to have an LLC for the real estate and this. So this is the trifecta. We have assets owned by the trust. We have operations owned by the trust. You diagram for this client, they're like oh my gosh, that makes sense. Client blows clients minds. Like no one's ever explained it like this. So I've got my ops here. They may have a day job on the side with the W2 feeding a 401k. I teach the match now, fund the 401k up to the match and then get out. Then we're going to be funding our Roth IRAs. We're going to be funding the HSA. We may be doing a solo 401k. And all this is going to allow us to do what's called the backdoor, mega backdoor Roth ira. If we choose to do that, we may put kids on payroll through a management company here. We may build an HRA health reimbursement arrangement. We're going to dissect this, this is going to be our tax free side. We're going to teach Roth chunking just like you do, Sarah. We teach clients to kick it to Roth as much as they can every year and find an offsetting deduction with an IDC or whatever it takes. Then we're going to be talking about building real estate. We might be talking about the long term rentals with real estate professional status. We might be doing a self rental under a dash for election. This will be the dash nine. We might be doing short term rentals which we don't have to be a real estate professional. We just have to show material participation. We're going to have your home owned by the trust. We're going to make sure the client has a proper estate plan. You get an affiliate fee. If you use our law firm to build the estate plan. You're going to talk about asset protection. You're going to talk about wealth building. Because it's okay to be a financial advisor. You're not telling them what to buy or sell. You're telling them to get out of debt and save money. Holy hell, that's great financial advice. So this is just a basic trifecta. We might have RVs in the mix. We're going to have a board of directors invest. We're going to have a board of advisors in the mix. We're going to put kids on payroll through 1099s if they're over age 18. We never pay kids under age 18 with a W2 or a 1099. Heaven forbid countless screw that up all the time. Oh my gosh, there's so much here. But anyway, this is what you're building. And if you can't explain every one of these pieces, you don't know enough to be an advisor. Get it? If you don't like me and you don't like learning from me, go learn it somewhere else. And if you find a good place, let me know, I'll sign up for it. I, I sign up for everything I can to keep learning because I don't know it all. Perfect, Sarah.

Yeah, this is perfect, Mark. I, I, that was a ton of value in a short amount of time. Super, super. Appreciate it. I'm actually going to look at it for myself because I want to be able to give better advice to.

Damn straight.

My clients love it. No more than their CPAs. I mean I always say, you know, take this, take my strategy and take it to your cpa. So I'm going to check it out. Thank you for that.

Yeah. What's happened, Sarah, what happens? You say take your CPA and the CPA because it wasn't the CPA's idea.

Yeah.

They shoot it down.

Well, yeah, I use special words to make it not right.

Yeah, but it's true because you teach them a great strategy and there's dumbass, you know, 60 or 5 year old CPA that thinks they know it all shoots it down because it wasn't their idea. So now in the future you're going to go, hey, let me teach you a strategy. And by the way, I'm going to send you to a new accountant over in the Tax Pro network that speaks my same language that's going to edify what we did because we make sense and that dumbass in the corner office doesn't.

And that's what I'm talking about. We have one more speaker and then on my talk that's what I'm going to talk about is like why do people want referrals? Who do they want to leave and who do they want to go to? So we'll talk about that last everyone.

All right, thanks for having me.

Appreciate it. That was fabulous. Thanks for the fun talk, education, value, all that.

Thank you Everybody. Get to YouTube, type in my name, subscribe. I go live every week. I do webinars every week. I got a webinar starting when? In an hour, two hours, whatever. And then my social media, sign up for everything and get to my website, do a demo. Thanks, Sarah. Appreciate you guys.

Thank you so much. Mark.