THENEXTLEVEL BUSINESS GROWTH METHOD

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1 THENEXTLEVEL BUSINESS GROWTH METHOD for Accountants and their Clients Introducing a Proven, Effective Method to Steadily Grow Your Accounting Practice by Holding onto your Best Clients and Attracting More of the Same 1

2 2 We are 100% focused on Accounting Firms in Australia and New Zealand

3 Helping You Build the Firm of the Future Here s what we know Your clients want you to help them... Grow their Business Create a Profitable Business Increase their Cash Flow Position the Business so it s readily Saleable Become or remain Financially Independent Create a Succession Plan and Protect their Assets and Income Streams Meet their Governance and Compliance requirements Enjoy their Time at Work...and have less Stress Improve their Overall Lifestyle In addition they also want to know that YOU (...and it may be stating the obvious) Understand their business Love your work and want to invest in the relationship Take on the role of a partner Can provide clear, efficient and timely service Can present options and solutions Will listen to them...really listen Share their values of Integrity, Consistency and the importance of a Cultural Fit Communicate with them no excuses Add REAL value to their business. Value that is measurable. It s a big ask isn t it? But then again why not? 3

4 Here s the Problem with What we Know Do you truly believe your clients want you to help them grow their business? According to all the reports and surveys (Deloitte, CCH and so on...) the answer is THEY DO...whether we believe that or not is up to us... If we do believe they want help with growing their business then we have to throw that into the mix of the future. You know, this is the one where the accounting industry is changing at a rapid rate and accountants have one of two choices. To be brave and become a firm of the future or the other one...which will be forced upon them...is to simply be left behind and become a firm of a bygone era. With the advancement of cloud technology and the introduction of off-shore processing, more transparency within firms and downward pressures on traditional revenues...it does seem that accountants will have to consult more and process less. So, the opportunity is there to help them grow their business and if that s what they want WHY NOT? Well the problem is, finding the time, finding the right people, and having the essential knowledge and skills...to actually help them grow their businesses by SHOWING THEM HOW. We all know what needs to be done in terms of Marketing, Selling, Delivering and Servicing the Four Pillars of Growth...but HOW DO WE DO IT? 4

5 If you always do what you always did you will always get what you always got. Anne Kaiser Stearns So, what s the Problem with the Problem of What we Know? If you don t find the time, if you don t find the people and if you don t have the knowledge or skills...then someone, someone who does have the time, the people, the knowledge and skills will step up to the plate and make it happen because your client IS going to seek help from someone. Your client wants to achieve their goals, dreams and ambitions just like you and they will do what they need to do to make it happen. That someone could be: another accountant who has put themselves out there as a business adviser/business growth strategist in some capacity. Or a business coach, consultant or mentor. What does this mean?... Well it means you run the risk of losing a client or two; you run the risk of not being able to meet the wants and needs of your clients...which will affect your attractiveness to potentially new clients and with the added downward-pressure on traditional forms of revenue, you miss out on the lucrative growing market called business coaching; business consulting or business advisory... a market that is, in my opinion, rightfully yours. Rightfully yours because you have the experience, you have the qualifications and you have the trust of the client. You are the trusted advisor and 9/10 accountants do not make full use of this fact. 5

6 What s the solution How do we get out of this mess? How do we cross the chasm into business advisory and not be one of the 9/10 accountants who want to do this but never do You have to get your hands on a proven, effective method that delivers increased revenue; increased profits and improved business performance for you, your firm and your clients. A proven, effective method that doesn t eat-into your time, a method that doesn t rely upon you having the right people with the right knowledge and skills and a proven, effective method that doesn t cost you an arm and a leg. THE NEXT LEVEL BUSINESS GROWTH METHOD...built in partnership with Accountants and their Clients throughout Australia and New Zealand. What you want is a method that has been tried and proven by at least a dozen other firms...well how about 52 firms and 670 accountants. A method that at least 1000 business people have been through well how about a little over 5000 business people...and of course this is only the beginning... 6

7 FOR EXAMPLE there s: Great course. Gave us a lift just when we needed it. Would recommend it to anyone wanting to grow their business. Greg Rynne MD A must do program that will challenge and transform your sales and marketing methodology and results. It sets you and your team on a new path for success. It creates a new frame of mind. Eddie Hayes and Colleen Young The Radio station that is on target for an extra $200,000 pa revenue simply by changing its ads from 30 seconds to 25 seconds The butcher who was struggling with 1 ½ butcher shops and has now just opened his third The first time business owner. A lady who had just bought one Hi-Lux Ute and hired it out to the mines when she started the program...now 18 months later she has Thank you Trevor there were times when I was doing your course that I wasn t quite sure how it was all going to come together and why all the ideas and strategies you discussed were so important- now I know. Eighteen months later, 25 vehicles later and a thriving business from scratch- proves to me your method not only works it is world class and is the best value for money in the market. Thank You again. Jacinta Mannion Ultrafleet What would it mean to your clients if you could help deliver results like this? Absolutely love the course. Gave an excellent insight into the problems most businesses face while allowing a solution to be engineered that best suits you. Would recommend it to anyone Alex Georgi 7

8 So, what s this method and How does it work? There is a proven, effective method that works on the principle that you can grow your business to the level you want at the pace you want - by helping your clients grow theirs The method is called... The Next Level Master Class Business Growth Series It is the creation of Trevor Marchant. Trevor is the principal and founder of Marchant Dallas Consulting. He was once the Head of Training, Education and Development for Westpac, and is now a veteran of Sales, Marketing and Service training and coaching. Trevor and his partner Eve Dallas have been featured in the top 1 percent of Sales and Marketing coaches in Australia and New Zealand and now specialise in working with accountants and their clients. Marchant Dallas only work with selected accounting firms... Accountants who want to go to the NEXT level and take their clients with them... In a nutshell the MASTERCLASS Series is a 12 month program of workshops and one on-one coaching sessions for accountants and their clients covering up to date, practical, proven Marketing, Selling and Service ideas and strategies guaranteed to improve your business performance, grow your business and increase your profitability delivered by a world-class coach, trainer, author and mentor Trevor Marchant. Whilst Marchant Dallas offer a range of Sales, Marketing and Service products their flagship product is The NEXT level Masterclass Business Growth Series. 8

9 Here are some of the key benefits and learning points from the MASTERCLASS for both the firm and the clients PROFIT DRIVERS Discover the 7 Key profit drivers in your business and learn how to ÖÖ ÖÖ ÖÖ ÖÖ ÖÖ ÖÖ ÖÖ ÖÖ DNA Increase the retention rate of existing customers/clients Increase the number of leads generated each year Improve your conversion rate of leads to sales Increase the average value of each sale Guarantee repeat business Minimise your costs of goods sold. Increase your cash-flow and overall sales revenue Increase your profits Establish a point of difference that separates you from the sea of sameness in the market place Create a compelling vision for your business that keeps you and your staff focused and motivated Discover your businesses DNA for more clarity and influence over your market Calculate the marginal net worth of your clients and see how it can be the most profitable action you can take in your business MARKETING Create a Marketing Plan that works every time and includes the three steps that ensure success How to avoid the six biggest marketing mistakes of all time How to discover your clients hot buttons and understand why they buy(and don t buy) Discover which of the 7 distribution channels is best for your product or service See how many businesses similar to yours have achieved success not by imitating the expensive advertising methods of the industry goliaths but by using simple methods to build trust with their customers Discover the four pillars of growth and how to support each one with a range of cost- effective strategies SELLING How to build your optimum sales strategy How to build a referral system which you control and is not reliant on word of mouth Learn the basics of human nature for more sales and greater productivity 9

10 DELIVERING Discover the business success formula that never fails Learn the greatest productivity secret ever discovered and see how the power of 16 can multiply your sales revenue and profits beyond your present thinking How to manage your time with the hourglass epiphany the system used by many of the world s most successful business people Discover the geometry of your business- MAXIMUM result, minimum effort, minimum expense, minimum time and minimum risk! Choose the right KPIs for more sales and extraordinary service Create your work/life balancing act Master Plan Learn the keys to managing people for peak performance OTHER BENEFITS Join a group of people who all have one thing in mind to grow their business and take it to another level Create another Network of like- minded people many of whom will have ideas for your business based upon their industry and experience Receive coaching and mentoring from one of Australia s leading Sales and Marketing coaches. Participate in a program that has been adapted from Trevor s one on one program valued at $36,000 pa.for LESS than 20% of this amount (minimal cost to firm) Accountant and client work together through each of the six workshops and all the follow up projects and mentoring. SERVICING How to create a winning sales and service culture for increased revenue and lasting profits How to select winning players for a winning team Discover how to give your customers little extra services that cost little but impress them no end so they shout your story from the rooftops Learn how to make simple, effective systems that make sure your business runs like clockwork-whether you are there or not Why you should( and exactly how you can) encourage genuine friendship between your team-members and their customers. 10

11 What others say matters most Hello Trevor & Eve, Felishar and I would like to thank you both for making available your training course to us. We believe this has helped us with our business and also helped us win the Hunter Region Business Award 2010 for best Real Estate. Yours Sincerely Lloyd Parker-Manderson Sales Manager/Principal Hunter Valley Real Estate Kurri Kurri THE TEAM YOU CAN TRUST Hi Trevor The program so far for me has been amazing. It s the first course/program I have attended that has kept me motivated and interested. I have also learnt lots of new methods to help improve myself and the business. Thanks Trevor, look forward to the next workshop. Regards Tony Merchant Hi Trevor, This is to let you know how beneficial and enjoyable I have been finding the course. Our sales are up and this increase appears to be coming from the changes we have made to our advertising. Normally the greatest contributor of new clients is word of mouth, but since changing the ad, over the last couple of weeks we have noticed the ads being more effective than word of mouth, which hasn t happened to us before. The thing I have been most pleased to learn under Trevor however, is how my professional philosophy which I assumed was a drawback, as it relies upon low pressure and less repeat custom than others in my profession, is actually a readily marketable strength. It has been refreshing to learn that sales does not have to be about pushing something you do not believe, but can be about just articulating well what you already believe, and helping others around you. What I feel we are learning is how to build a business under adversity. Thanks Luke Larsen ARMIDALE CHIROPRACTOR I ve known Trevor Marchant for about 15 years now. Apart from the fact that he is one of the top Business Coaches in Australia, not many people know that he is also a Master Sales & Marketing Trainer. I have attended many of Trevor s workshops, seminars and courses over the years and recommend anything he does. This Workshop series (which includes his now popular Sales and Marketing Toolkit) is just another example of the professional and first-class practical material he produces for business owners all over the country. Great Stuff, Congratulations! Ewan Fletcher, Engineer, Melbourne, Vic 11

12 Hi Trevor, This course is so motivating and inspiring. It is the Best Answer to keep on track for business and staff growth. I would recommend it for any type of business, Trevor has a wealth of knowledge to share... Lorraine Stewart, Manager Both David and I have long struggled with marketing and relied very heavily on word of mouth for sales. Although this has sustained us for many years, growth was not happening without professional intervention. Roll in Trevor. The whole idea of a year long program with short monthly workshops and one on one discussions, gave us the time in between to discuss and test the ideas and concepts learnt from the workshops and convert them into applicable actions for our business. We now have a focus sales and marketing plan that we can actually implement, we have a clear focus and we are confident that real results will flow. We also know that getting some professional help with words on paper and regular sales actions will be well worth even cent spent. I would like to say that I thoroughly enjoyed the time spent with you and the team from Crowe Horwath. I honestly believe that it was time very well spent and would recommend that any business large or small would benefit from this course. I think the diversity of the businesses attending the Ballina sessions proved that. If I were to summarise what I found most appealing I would have to say that it was the manner in which the course was conducted it was kept simple, we were kept involved and the material presented and the principles discussed would fit any business model. Thanks again Trevor and The Crowe Horwath Team. Kind Regards, Craig Locke Manager Beaudesert Soft Drinks 183 Brisbane Street, Beaudesert Q 42 Having other business in the workshops was a lot of fun and provided the variety of perspectives that sparked ideas in us as well. Overall the best sales and marketing dollars we have spent. Michael May Director Loved the course. Trevor is a brilliant teacher... I know exactly how to market my business. My figures are up 70% this year - since doing the course Claudia Nevelle 12

13 A Selection of MasterClass Graduates PROFESSIONAL SER- VICES Accountants Lawyers Bankers Insurance Agents Financial Planners Mortgage Brokers Real Estate Agents Architects Surveyors Investment Property Specialists Web Designers Graphic Artists Publishing Biz Tools Accountants Event Organisers Interior Decorating Time Share Luxury Boats FARMING Crop Dusting Air Crop Dusting Ground Rigs ATV Sales and Service Tractor and Equipment Supply IT Solutions Supply and Service TRADES Electricians Plumbers Builders Residential & Commercial Landscaping Lawn Mowing Sales and Service Gutter Servicing Outdoor Living Patios and Pergolas Pool Builders Insulation Hire and Sales C&D Tile wholesale and retail Saws Sales and Service RETAIL Superstores Furniture Bedding Manchester Tyres Whitegoods Power Tools Lighting FRANCHISE SYTEMS Real estate Sports Stores Sheds ENGINEERING Diesel Mechanical Consulting Hydraulic Sheet Metal Civil MANUFACTURING Steel Foundries Specialised Steel products Commemorative Plaques Winery Commercial Kitchens Cabinet Makers Exporters Timber Mill Signs Fishing Lures FOOD Corner Store Grocery Shops Chicken shops Butchers Seafood Bakeries Green Grocers Asian Food Supllies ENERGY Building Certificates Energy Savings Clean Air specialists Earth Moving equipment Drilling Vehicle Hire - Mines AUTO Car Brokers Mechanical repairs & Service Driving Schools Motor Cycle Sales and Service HEALTH Doctors Dentists Optometrists Chiropractors Vets ( animals and food supply) Personal Training Gyms Self Defence Pharmacists Massage Therapists Aged Care Facilities Bicycle shops OTHER Community Radio Motels Travel Agents RTOs Commercial Cleaners Transport Companies Soft Drinks Confectionery Caravan Parks Safety Equipment Forklift Specialists Fire Services Picture Framing Home wares 13

14 we are only half-way through the MasterClass with 10 of my clients and already my billings have increased and we ve attracted three new clients.., this program is a must for all accountants Bill Sexton, Chartered Accountants, Cairns Qld.... we ve just started our 3rd series of the MasterClass series meaning that about 30 of my clients have been through it. The program is fundamental to any successful business we use it to educate and train our staff in Sales and Marketing, to increase our retention rate and attract new business...its tough getting new business using the same ideas and products as everyone else. This gives us a strong point of difference... David Leddy, DLA Partners, Aspley QLD... We were one of the early adopters with this program... about 4 years ago. We found it worked exceptionally well with all clients no matter what the industry or their business background. Most small to medium size business owners don t do their Marketing and Selling all that well...trevor s MasterClass series takes care of that...i m happy to recommend it to anyone. Just give me a call... Some Accountants You Could Ring... Firms Contact Details Bill Sexton Accountants Bill Sexton DLA Partners David Leddy The Poole Group Don Poole Crowe Horwath Andrew Stevens BMO Accounting Peter McKinnon Skybridge Financial Sam Gerard Burnett Business Centre Graham Archdahl Lutz and Associates Steven Lutz MacLean Partners John Kerrisk Coutts Redington Greg Redington Peter McKinnon, BMO, Dalby QLD 14

15 What additional benefits are there to the firm? 1. It gives you another Point of Difference. You now have a practical, proven system that can take you and your business clients to the NEXT level whatever that level may be and help you retain what you ve got and attract more of the same. This is a unique product offered exclusively to only a handful of accountants. This product is guaranteed to work and your clients will love you for it. 2. It helps you clarify your Vision for the firm and gives people something to aim at every day. There s nothing more inspiring than a compelling vision to keep people aligned and focused. 3. It helps you identify your ideal client and brings into play the greatest productivity secret ever discovered 4. It helps you and your clients focus on the areas that really matter in terms of revenue growth and increased profitability. It identifies the key profit drivers of your business and selects the right strategies to get them moving. 5. It helps you create even more of a Sales and Service culture within the firm leading to more people helping you and the other partners identify, attract, get and keep clients. It gives you a sense of being back in control of your future. 6. You will be shown how to develop a systematic referral system - one that can be relied upon 100% of the time and can be turned on and off at will to fit with your capacity to handle. It also moves you to being closer to a referral-only business. 15

16 7. You will learn how to develop a simple and effective Product Matrix system you can use as the basis for your revenue plan as well as a marketing indicator for your full range of products and services including your business advisory tools 8. The Next Level Masterclass Business Growth series has its own method of developing a practical easy to use Marketing Plan one that is used every day and one that doesn t sit on the shelf gathering dust 9. Apart from MasterClass being a methodology for holding onto what you ve got and attracting more of the same it is also another revenue stream for your firm. 10. You will be coached/mentored by an internationally acknowledged specialist in the area of Sales, Marketing and Service... Trevor Marchant 11. Trevor will teach you his exclusive method of seeking more referrals. You can go from a firm that gets 50% of its business from referrals to 100%. 12. You will be given exclusive rights to use the Marchant Dallas method of building your own business club that can intoduce you to 80 new business clients p.a. 13. Trevor will also help you create a winning sales and service culture throughout your entire firm...one that produces more clients, buying more more often 16

17 Finally - Why does the MasterClass Series work and What sets it apart from anything in the Market? Well there are three reasons: Any training/coaching solution worth its salt will address the three (and there are only three) key areas to improved performance whether that be teaching your child to tie their shoelace, putting a team of people on the moon, or growing your business be that BHP Billiton or Fred s Chicken Shop. The three areas Focus, Capability and Willingness. The MASTERCLASS Business growth series gets everyone signed off on Focus what is the goal, what is the ultimate goal. The system then ensures everyone involved, everyone who is focused on the goal, has the Capability the knowledge, skills, attitude, habits and resources to make it happen. Then finally the secret ingredient: Willingness do you really want to do this. Look me in the eye and say you really want to do this or do you just want to talk about doing this. However, willingness needs regular motivation, it needs inspiration, it needs leadership and support, it needs someone to hold you accountable it needs a master coach. This program, this system works because there is a Master Coach behind it a person who has the ability (proven time and time again) to educate, coach and inspire business people to be the best they can in all areas of their lives. Trevor Marchant. BBus Trevor believes that every business is two businesses there s the one that does the work and the one that sells the work if you don t sell the work, well there s no work to be done. This belief, coupled with the thought that people know how to make the thing they sell but generally don t know how to sell the thing they make, gives rise to his passion to show people how they can improve their businesses and their lives by mastering the marketing, selling, delivering and servicing of their business and their products and services. 17

18 THENEXTLEVEL BUSINESS GROWTH METHOD MARCHANT DALLAS CONSULTING Trevor Marchant Director Eve Dallas Director Julian Roux National Sales Manager T E W A Suite 6/5 Wride Street Maroubra Beach NSW Australia

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