Align the customer’s desired results with the firm’s interest to maximize profits.

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• (00:00) - Building a Focused Firm Ep 05
• (00:35) - Welcome to Part 05: Value Pricing & Offering Guarantees
• (06:40) - Where is the value?
• (08:14) - Compliance Value
• (08:47) - Economic Value
• (11:00) - Accounting Professionals vs. Number of Potential Clients
• (15:17) - What does price and value mean to an accounting firm?
• (15:59) - The rule of 3
• (21:25) - Does any of this matter to your customers?
• (25:27) - How does Spiritual Value translate to your clients?
• (27:21) - What does this concept of spirtual value mean in context of pricing our services?
• (30:43) - Types of Value Pricing
• (34:38) - The problem with hourly rates?
• (38:13) - Answering the time/rate questions
• (51:28) - Types of Pricing Models (not based on time)
• (57:24) - Task-based and Output-based pricing
• (59:14) - Productized Service
• (01:00:52) - Access-based or Subscription Model
• (01:01:26) - Value-based Pricing
• (01:04:36) - Value Conversation Tips
• (01:07:28) - Mahan Khalsa 5 Golden Questions
• (01:10:55) - The 12 Ts for Option Building
• (01:14:18) - Service Delivery Options
• (01:16:48) - Option Building Results Options
• (01:18:14) - How to present your value options?
• (01:26:59) - Presenting your best option first
• (01:27:47) - Golden Rules for options
• (01:29:12) - Big guarantees, should set apart the top option
• (01:32:03) - Creative Guarantees

Join the Focused Firm email list to get notified of future streams and CPE courses:
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https://app.earmarkcpe.com/?course_id=11d08a91-988a-4465-8e0c-e974240b637d

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Connect with Hector Garcia, CPA:
Website: http://hectorgarcia.com
LinkedIn: https://www.linkedin.com/in/hectormgarciacpa/

Connect with Blake Oliver, CPA:
LinkedIn: https://www.linkedin.com/in/blaketoliver
Twitter: https://twitter.com/blaketoliver/

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