here’s what you’re looking for: sandi smith leyva

outlook & analysis

are your clients price-sensitive? maybe it’s you, not them

by sandi smith leyva, cpa
accountant’s accelerator

i hear more accountants grumbling every day about how price-sensitive their prospects and clients have gotten.  and they are right, to a degree.  the economy has caused even the rich to count their pennies, and the percentage of people who look at a price tag before they buy has increased over the last five years.

yet studies show that roughly 54% of buyers are not price-sensitive, and i would be willing to bet even more are selectively price-impervious depending on what they buy:  women’s shoes, men’s cars, personal services, jewelry, vacations, cosmetics, and hair, to name a few exceptions.

so why are so many accounting clients and prospects price-sensitive? read more →

outlook & analysis

five resolutions for the run-up to busy season 2014

by sandi smith, cpa
accountant’s accelerator

i’ve worked with a lot of accountants who do not realize how valuable their skills are in the marketplace.  most people can’t do what we do with numbers.  we need to shake any self-limiting beliefs we have in this area because it limits our ability to serve more clients.

if you were making resolutions for the accounting industry, what would you suggest? the first resolution i’d make is: read more →

outlook & analysis

the right time to talk about your fee

how to focus on value first. 

by sandi smith leyva, cpa
accountant’s accelerator

how do you talk to a prospect or client about your fee?

some of the answers i have heard are:

  • “it depends.”
  • tell them and get off the phone as fast as possible.
  • “i don’t know.”
  • “what is your budget?”

most accountants spill the beans about their rates way too early in a conversation with a future client.  so when should you talk rates?

the best answer is: read more →

management

5 tips to managing and motivating virtual team members

by sandi smith leyva, cpa
accountant’s accelerator

it’s not uncommon for even the smallest of businesses to have employees and contractors all over the world.  right now, i have an employee in the ukraine, two employees in san jose, a virtual admin in orange county, a warehouse team in indiana, a transcriptionist in las vegas, partners in new york, chicago, missouri and atlanta, and a coach in sydney, australia.

in the last few months, i‘ve moved from san jose, calif., to plano, texas, while my team stays put.   and it won’t hurt my business one tiny bit. here are five tips to help your virtual team play at their best. read more →