EP426: Jeff Bartsch - Telling Your Story: How To Attract & Retain Your Ideal Client - Part 2

Michael Palmer: You don't have to know everything, but if you can ask the questions and then you can figure out how those tie into the financials and you can say, here are the numbers, but here's what they mean. Oh, that is— people will pay money for that all day long. Please believe. You're listening to The Successful Bookkeeper with your host, Michael Palmer. Listen each week as inspiring guests share their secrets of success to help you increase your confidence, work smarter, and build a business you love. This episode of The Successful Bookkeeper is brought to you by purebookkeeping.com, the proven system to grow your bookkeeping business. Welcome back to The Successful Bookkeeper podcast. I'm your host, Michael Palmer, and it's part 2 of our 2-part series with Jeff Bartsch. In this conversation, he'll focus on a tactical approach to adding advisory services, including a simple strategy to help your business. All right, let's get to that conversation. We got spectrum stuff. It's about moving, and this is where I think the work you do is magical, because when you get the story right and you have people just wanting to buy what you do and pay more for it, even if it's a little more, there's such a big return on that kind of work, right? Because already what we're doing, the compliance work alone, that story needs to be shifted. Because if you walk Rock up and say, "Hey, yeah, you need some compliance work. Hey, that's what we do. We do compliance work." I mean, that is— Just like everyone else.

Just like everyone else, right? So if you are doing that work and you're really great at it and you you don't know that you can even move on to the more advisory thing, having a better story to tell about your firm and what you do and how compliance work is going to transform their life, that is going to be the first step, really. And that'll be a good step to take. So let's maybe talk a little bit about that and how do you help people do this? It?

Jeff Bartsch: Well, I'll tell you, it begins with— it begins with that same idea of the character who wants something, overcomes obstacles to get it, and experiences transformation as a result. Apply that to yourself. If you say, who am I? If I went through my entire life thinking I'm going to be— I'm Jeff Bartsch the piano guy, I'm a musician, I'm going to be doing this for the rest of my life, and all that kind of a thing, that means that I will want different things and I will come up against different obstacles to