Episode 445: 18-Month Blueprint for Building a Business Empire
Embarking upon the entrepreneurial journey is filled with aspirations for growth, particularly for start-ups eager to achieve those coveted revenue milestones.
In this edition of the BGS Audit, Adam Stott engages with Anita Rasheva, an early-stage entrepreneur aiming to transform her accountancy practice into a million-pound enterprise. Having overcome initial fears, Anita has embraced networking, webinar marketing, and award recognition to structure her fledgling business.
As Adam provides personalised guidance, they explore how to leverage Anita’s Bulgarian heritage to target an untapped niche market of Bulgarian business owners in the UK.
Show Highlights:
- Networking and partnerships prove vital for early-stage businesses to reach new client bases efficiently.
- Demonstrating a compelling reason for clients to switch to your service is essential, particularly in sectors where customer loyalty is high.
- Distinguishing your brand within a niche market, such as Bulgarian business owners in the UK, can provide a robust competitive advantage.
- Focusing on skills development in sales is crucial for business owners to overcome barriers and achieve their financial goals.
- Implementing a mixture of marketing strategies, including webinars, live events, and content creation, can systematically increase business visibility and client acquisition.
Links Mentioned:
Get your Business Growth Secrets SUCCESS PLANNER for FREE and profit like a pro: https://adamstottplanner.com/free-book47315172
Adam’s website: https://adamstott.com/?el=Pod
Watch the Episode on Adam’s YouTube Channel: https://www.youtube.com/adamstottcoach?el=Pod
Connect with Adam on Instagram: https://www.instagram.com/adamstottcoach/?el=Pod
Join Adam’s network on LinkedIn: https://www.linkedin.com/in/adam-stott-coach/?el=Pod
Coaches, consultants, and business owners – lower your marketing costs, increase ticket prices, and get more high-ticket clients: https://3daybrandbuilderworkshop.com/start-here?el=Pod
Transcript:
Please note this is a verbatim transcription from the original audio and therefore may include some minor grammatical errors.
Adam Stott: How do you take a new start business and in this case, an accountancy business from not knowing where to get customers to a million pounds plus in revenue in just 18 months? That’s what we are gonna do today. On this episode of the Business Growth Secrets Business Audit,
[00:00:17] Anita: I’m struggling to convert established businesses because I’m, I don’t have to talk to established business
[00:00:24] Adam Stott: right now.
[00:00:26] You lack. Compelling reasons for somebody to move the most private financial aspects of their business. Over to you.
[00:00:40] Watch over my shoulder as I take Anita, step-by-step through how to take her accountancy business into the millions. Let’s jump on in to building a million pound accountancy business from scratch in 18 months. Hey everybody. Welcome back to another Business Growth Secrets audit. I’m really excited today because I’ve got someone joining me to have a deep dive audit on their business, which is Anita Rasheva, who is one of our clients.
[00:01:09] She’s in our Gold Circle. She’s absolutely lovely. She won our A Player of the Month and our A Player A Month is a, a trophy. We give out to 80 players. People that, you know, we really feel that are pushing, that are going over and above. That are listening, that are executing on the program. And then we invite them in to the studio to have a session with me where I do the audit on the business, give the suggestions of how Anita can grow.
[00:01:33] So I’m really excited. She’s someone that’s at the earliest stages of her business. You know, she’s not started too long ago. She just, when she joined us, she’s just getting started up. Uh, she’s, uh, made a big. Old leap to go and get started. She’s been following the program, doing really well, and what we want to do in this session is take her to the next level and get to that point where she’s really clear on where she’s gotta go, what she’s gotta do, and what the steps are.
[00:01:55] Welcome Anita. Thank you for coming. Welcome for coming. Are you excited?
[00:02:00] Anita: Yes, I am.
[00:02:01] Adam Stott: Yeah.
[00:02:02] Anita: Yeah.
[00:02:02] Adam Stott: Good stuff. Well look, um, really looking forward to hearing more about where you are at and really catching up with you. All right. During this session, if you want to tell us about your business, introduce your business to everybody that is watching, and, and we’ll jump into what your business is, what type of challenges that you’ve been having, you know what it is you need to do to get to the next level.
[00:02:23] But kick us off with ad accounting. I.
[00:02:26] Anita: Right. So, um, I’m founder of, uh, multi award-winning accountancy practice, AD accounting and business solution. I set up the business when I joined Gold Circle last June, and, uh, since then we won a lot of awards, which I’m really proud. Um, I really Congrats. Um, thank you.
[00:02:47] I have a. Small client base, and I’m looking to grow the business. Now, we offer different services. I’m saying this every time because I’m different accountant. I don’t do like a simple accountancy stuff like reporting declaration returns and things like this. I do little bit more because I do the business plans, um, tax planning and all these things.
[00:03:13] So whatever, whatever my clients need. I can help and, uh, good. This is my target for December and this is my current revenue, which is actually I set up the business in June while I was working on the corporate. So I quit my job in November. So this is the revenue from November till March.
[00:03:39] Adam Stott: Okay, brilliant.
[00:03:40] Anita: Yeah. I still need to generate, um, 37 k. Until December, because then my plans are changing after 50 K I’m planning to get someone to help me.
[00:03:53] Adam Stott: Good. Okay. So you set this target. Yeah. Which I think is a cool thing for you to go in a kit and when you hit that target, you can be bringing other people in to help you grow the business.
[00:04:02] Yeah. Yes,
[00:04:02] Anita: I do bring some people already. Yeah. Uh, but they do a marketing stuff and, um. Payroll. Um, I changed three companies because they was rubbish and, and yeah, I, I still have, I have some team now, but, uh, my plans are bigger than 50 K. But this is the,
[00:04:23] Adam Stott: the starting goals? Yeah. The start. Yeah, the starting
[00:04:25] Anita: goal.
[00:04:26] So the, this is around 4K per month, which is. Not a lot currently. Um, my, um, the way I work with the clients is we do the 12 month contract, so. Okay. And already hit this target, but not on March because this is the March numbers.
[00:04:44] Adam Stott: So you’ve had a month where you’ve done an excess of 4,000. Yes. But on an average month at the moment, you know this is what you need to do every single month.
[00:04:52] Month in, month out. Yes. To hit your 50,000 pounds to to be able to take the next step in your business. Is that correct? Yes.
[00:04:57] Anita: Yeah, exactly. Some months is more than a 4,000. Some months. Just a thousand.
[00:05:02] Adam Stott: Yeah. So the revenue of 12,700.
[00:05:05] Anita: Yeah.
[00:05:05] Adam Stott: If you’ve had some months that are 4,000, then if you had some very low months as well.
[00:05:09] Anita: Yes. So the first month, actually while I starting November and December. Why I was actually figuring out that I need to do more networking. Yeah. Then go over this, uh, networking fears and things like this. Right. And, um, the speaking part of the networking then. Yeah, I would see. Yeah, and I think, I
[00:05:28] Adam Stott: think that’s why you’re here.
[00:05:29] And I, and I’ll say that to, you know, directly as well to, to everyone that’s watching. You know, Anita, I remember the first time that I met you. You were in a place in your business where you did have a lot of fears and you are a single mom. I believe, is that correct? Yeah. And, and I remember you telling me that, you know, you’re a single mom, you really wanna succeed, but the odds are stacked against you.
[00:05:51] You were nervous, you were fearing getting out there, and you’ve gone on this journey. And, and that’s why I wanted I gave you a played a month is because I feel like you overcame those fears. You took action in spite of fear and you started building your business. So I commend you for that. Yeah, and you can get a virtual round of applause in the comments everyone can give Anita, because you know what?
[00:06:11] Loads of people go and start businesses. But you, you have done it. You’ve gone and started the business. You’ve taken the action unlimited funds, you’ve pushed it. You’ve gone and signed clients, you’ve gone networking, all the fear, all the things that you didn’t wanna do, you did them anyway. And now you’re here.
[00:06:26] So I’m really happy to be helping you through that next stage. So that’s where we want to be. Yeah. That’s where we want to go. Okay, great.
[00:06:32] Anita: So now I’m focusing on attracting high value a clients, um, to achieve this target. And, um, my prices are based on the turnover. Yeah. Just because I want to keep the prices fair.
[00:06:47] I don’t want to charge someone that. Doesn’t earn enough money. The same amount that I will charge someone who earns, for example, a million for the same services because the service that I will provide to the one who have a 50 KA year and the service that I will provide. To someone who have a million a year, I will be the same like, um, bookkeeping and uh, management accounts and things like this, but then I will look on the different things.
[00:07:14] So I may spend like two hours for the clients who has a 50 K, and then I may spend three days for the one who have a million Yeah. To do the tax planning and things like this. That’s why I want to keep the, my prices fair and um. Actually, so they, I focus on the, I
[00:07:31] Adam Stott: I I understand that, but they also have to be fair for you.
[00:07:35] Yes. As long as we’re factoring that in, because, you know, you’ve got obviously a big heart, but we don’t want that to, you know, we want to build a great business here. Right. And we’ve gotta remember why we’re doing it. And I think a lot of people, a lot of business owners and entrepreneurs are like that, and they’re like, oh, you know, I want to, I want to make sure that people are okay.
[00:07:51] And, but this is the thing. We, we’ve gotta be really smart. About the way that we build the business and do it in a way that we can do it in a simple way and replicate it. But this is the target, right? You’re saying you wanna get eight clients and you want those clients to have turnovers between 150 to 250 K.
[00:08:08] Yeah. Yeah. Okay, great. So those eight clients, as it stands, um, the product range that you’ve currently got. Yeah, tell me about the product range. If I’m coming to you and I’m a potential one of these eight clients
[00:08:21] Anita: Yeah.
[00:08:22] Adam Stott: What would you offer me? What are you, what’s your offer?
[00:08:25] Anita: So I do offer bookkeeping, um, which includes basically, I.
[00:08:32] Everything plus payroll. Um, then, um, management account budgeting, cashflow forecasting, tax planning, um, tax preparation. And on top of that, I also offer a business strategy session. So when we do the management accounts, we find out where are the mistakes and with the manage with the. Strategy session, we found out how to fix them.
[00:08:57] Yeah. Uh, and on this session, actually, I use my connection. So if someone, I, I feel that the marketing strategy that they use for their business, not really bringing any money to the business, so then I offer someone who can help. Um, and. Same with the finances. Um, if they want to, for example, property business, if they want to purchase some, um, more commercial properties or if they don’t have, um, uh, even a pension factor.
[00:09:24] So you do a,
[00:09:25] Adam Stott: you do a lot, right? Lot. That’s what we’re hearing is like, I do this and this and this and this. So when we break down the revenue that you have had, because the business is very early, this is what, um, obviously you, you’ve got a lot of skills. So your background is you worked in accountancy for Yeah.
[00:09:39] Quite some time. Is that correct?
[00:09:40] Anita: Yeah. And I also used to work with HMRC in Bulgaria.
[00:09:44] Adam Stott: Okay. So you worked for HMRC in Bulgaria or the version Yeah. Of HMRC in Bulgaria. You’ve got this accounting background, you know your stuff.
[00:09:51] Anita: Yeah.
[00:09:51] Adam Stott: So you’ve got value to add. Yeah.
[00:09:53] Anita: Which
[00:09:53] Adam Stott: is probably not enough. People know about the value you’ve had to add.
[00:09:56] Is that correct?
[00:09:57] Anita: Yes.
[00:09:58] Adam Stott: Yeah. Okay. Right. Good stuff. Okay, good. Alright, so then we know where we’re at, but you’ve got all these things that you can do. Yeah. What is it that you’ve sold so far? What are people buying? What’s the most popular product or item that people are buying?
[00:10:13] Anita: When I have a consultation call and someone come to me and say, I need this.
[00:10:19] And I say, no, actually don’t need this. You need this, this, and this. So it is difficult because yesterday, for example, I have a consultation with a, another accountant, but she asked me for advice on, um, she wants to close her business. Can I close the business? Yes I can. But when I have a conversation with her, I actually told her that.
[00:10:37] If she close the business, she will make a mistake. So she’s better if she keep the business. And then, uh, I explain why she agree with me. And then she said, can, um, can I do this myself? I say, yes, of course, if you are accountant, you should be able to do this. So this mean I help her. I clear her mind. I didn’t offer any service.
[00:11:01] I lost the business. But that, how long did you
[00:11:03] Adam Stott: spend with her?
[00:11:04] Anita: Maybe 30 minutes. Okay. Only
[00:11:06] Adam Stott: 30 minutes, right? Yeah. No. Okay, cool. Hey everyone, hope you’re enjoying the podcast. We’ve got a free training that I’m doing right now online from the comfort of your own home called Standout Brand. What this does is it shows business owners how to get noticed on social media out.
[00:11:23] Get more leads and get more sales. So if you want to make more money in your business, head over to adam.com/sob, that’s adam.com/sob and join us on the free three-day workshop, standout brand. You know, so that is an isolated incident, and I do think that’s really important and I will say to. To people that are watching right now.
[00:11:49] This happens all the time in early business. Um, we, because our experience levels, we go through a journey in building a business. And if we’ve been in business six months, let’s say for example, um, what we’ve experienced in six months, we have a very small pool of evidence of situations and scenarios. So what we do is we learn from these situations and scenarios, and we think because that thing happened.
[00:12:15] It is quite likely that that thing might happen again. And then what we do is we start to make generalizations. So a generalization is something like when we say. Oh, consult calls are not great. Oh, consult calls are bad. Why are consult calls bad? Well, ’cause I had this person that did this. You go, Facebook ads don’t work.
[00:12:33] Well, why are Facebook ads don’t work well? Because I run an ad and they shut down my account. Now the, and it’s about understanding that the root cause of the problem is not always the problem. And in this instance, you probably had the wrong person on the consult call, right? Yes. Rather than the fact that the consult call was the problem.
[00:12:51] Does that make sense? Yes. Yeah. So what we want to try and do is, is, is keep open minded, which I think you are, which is great. Um, but how many, um, tell me your challenges. So you’ve wrote out some challenges. We want eight clients, is what you’re saying. And this is some of your marketing you’re doing now.
[00:13:06] Is that correct? Yes. So, so you wanna talk us through this, then we’ll jump into the challenges.
[00:13:11] Anita: So I run Eventbrite ads because I do the webinar on the mastering tax planning. Okay. And, um. Then I do the networking. This is all my marketing for the most. This bring me around 63 leads. Um, this I would change because, um, one of the clients confirmed yesterday, so it become 3000 here on the.
[00:13:39] A return on ad spend. So basically I spend this money and I gain around three, 3000.
[00:13:48] Adam Stott: Okay. So thi this, so you’ve done, you’ve got a webinar running.
[00:13:50] Anita: Yes.
[00:13:50] Adam Stott: You created a webinar.
[00:13:51] Anita: Yeah.
[00:13:52] Adam Stott: Yeah. This is what, again, another thing and, and we’ll get into it in a sec, but I do think you are, you are a worker. You’re working hard, aren’t you?
[00:14:00] Right? Yes. Yeah. You’re grinding it out. You’re trying everything. Yeah. Right. So we want to get you really focused today. I think this is gonna be a big breakthrough. So you’ve gone and created a webinar. You’ve gone and you’re running ads to your webinar. You spent 182 pounds. Yeah. You’ve only been in business six months.
[00:14:13] Well done. Right. And you’ve spent some money on networking as well. Yeah. You’ve generated 63 leads for your webinar, is that correct? Yeah. Yeah.
[00:14:21] Anita: Yep.
[00:14:21] Adam Stott: And of those 63 leads you are saying. That you’ve made of that 182 on Eventbrite and the 1 27 in networking, you’ve made 3000 pounds in revenue. Is that correct?
[00:14:32] Yes.
[00:14:33] Anita: Yeah.
[00:14:33] Adam Stott: Okay. So the 3000 pounds you made, what did they buy?
[00:14:38] Anita: So it was, um, I, I would do year end accounts for them. Yeah. Plus business plan. Yeah. Because they want to apply for grants and things like this. Um, so yeah, I do all this. Um. Yeah. Year-end account. And this is, um, this 200 pounds is, um, self-assessment tax return.
[00:15:01] Adam Stott: Okay. So you did a self-assessment. Okay. So of the 63 people, and this is where you want to get into if you’re running a webinar.
[00:15:08] Anita: Yeah,
[00:15:08] Adam Stott: we’ve, we’ve like morphed, we’ve gone into. We got this target, you know, it’s not quite working, so, so now we’re running webinars, we’re generating leads, which is awesome. And I wanna get into the challenges in a moment.
[00:15:18] But when you are running webinars, one of the most important things, you’ve got lots of the good metrics there, which is understanding your ad spend, understanding your leads generated, and understanding your return on ad spend. Uh, but how many of those 63 people showed up to the webinar is what I’m really interested in,
[00:15:34] Anita: uh, around 17.
[00:15:36] Adam Stott: Okay, so 17. Yeah. Of the 63 actually attended. Okay.
[00:15:41] Anita: Yes. Yeah.
[00:15:42] Adam Stott: And how did the two that bought buy?
[00:15:46] Anita: So, um, on my webinar, uh, at the end of the webinar I’m offering, um, cool. Yeah. Call. Yeah. Cool. Yeah. Before this one was from free call. So free webinar, free call, and then I generate this money. Uh, but I changed because I’ve got this coaching session with Marco.
[00:16:07] He, and then he basically said that I should sell more on my webinar rather than educating. Mm-hmm. And um, so I’m trying now to start selling on my webinar. Right. Okay. Which, uh. And he also advised me to put price on the, um, the CO because this way we were attracting more people, which are like financially prepared to work with me.
[00:16:30] So I put 47 pounds, um, consultation for one hour and they are getting, um, simple tax planning at the end of the, the call actually.
[00:16:40] Adam Stott: And how many people booked that?
[00:16:42] Anita: No one. Okay. Since I put the price.
[00:16:44] Adam Stott: But when you did the free call Yeah. How many people booked that?
[00:16:47] Anita: It’s around five, six.
[00:16:49] Adam Stott: Okay, so outta the 17, five to six booked.
[00:16:52] Yeah. Yeah. Okay, cool. Alright, so look, Marco is amazing. Love Marco. Yeah, he is one of our coaches. He’s incredible what he does and, and. He’s certainly, we add bigger volumes.
[00:17:03] Anita: Yeah.
[00:17:03] Adam Stott: I would say that’s a really good idea. And the reason you wanna do that is when you’ve got a bigger volume. If you imagine you had a thousand people on the webinar Yeah.
[00:17:10] And you offered a free call and you had 800 people book a call.
[00:17:14] Anita: Yeah.
[00:17:14] Adam Stott: You’d be on call for the rest of your life. Yes. Right? So in that case, we want to filter down, but the problem is your volume is too small.
[00:17:21] Anita: Yeah.
[00:17:22] Adam Stott: To put a barrier in. At this stage. Right. Okay. So we’ll look at that in a moment, but you, okay, so we’ve done, so this is the numbers.
[00:17:29] Um, the two ad spends, the Eventbrite ad spend and the networking ad spend. Yeah. The 17 people that showed up, where did they come from?
[00:17:38] Anita: From the webinar.
[00:17:39] Adam Stott: Yeah. So you, they got to the webinar, but what the generated 63 leads? Yeah. But the ones that actually came on the webinar, were they from Eventbrite or were they from networking?
[00:17:49] Anita: So when, uh. One of them was from the webinar, uh, which generate me 200 pounds, and then networking generate me more.
[00:18:01] Adam Stott: Yeah, I understand that. But on this webinar
[00:18:04] Anita: mm-hmm.
[00:18:05] Adam Stott: When you went networking, did you tell people to go on the webinar? Is that what you told ’em to do?
[00:18:10] Anita: Um, no.
[00:18:11] Adam Stott: Okay. So, okay. This is important. So what we’ve got here, yeah.
[00:18:13] And this is what people do, is you are bundling together your marketing types. Yes. But they’re independent. So this is a good moment to just sort of say to someone, you want to look at your campaign separately, because running your ads on an Eventbrite or webinar is one campaign. Networking and going out.
[00:18:30] Networking, meeting people spending money on that is another marketing campaign. And we want to look and analyze the results of those campaigns in separately rather than bulk together. So looking at that, of the a hundred of the 17 people that came in the webinar. They all came from the Eventbrite spend?
[00:18:48] Yes. Okay, great. And the 63 leads, did they all come from Eventbrite or networking?
[00:18:54] Anita: This is Eventbrite. I don’t know about the networking because, um Okay, good. Yeah, I do a lot of different networking and I don’t really. Um, they follow me on LinkedIn so I don’t count them.
[00:19:06] Adam Stott: Okay, fine.
[00:19:06] Anita: Until they, I have actual, actual conversation with them.
[00:19:08] All
[00:19:08] Adam Stott: right. That gives me a good insight into what we are doing with your marketing. This is awesome. If you’re a small business watching this, there’s so many things that we’re about to break down that you’re gonna love, right? Because, uh, as soon as I show you, I know you’re gonna love it. It’s gonna be awesome.
[00:19:23] Let’s now get into the challenges and we’ll come back to this no doubt in a moment,
[00:19:27] Anita: right? So, yeah. Uh, I already mentioned the first challenge. Okay. Um, I’m not sure if should be a free or paid. Yeah. I’m struggling to convert established businesses because I’m, I don’t actually talk to established business.
[00:19:45] Most the people that I meet on the webinars, they’re just starting out and on the networking, they already have, um, they already have, um, accountants, um. And uh, actually on the last event I met someone who I managed to save him 170 k, um, just with the conversation and his accountant was with us, so she said I would do that and, um,
[00:20:14] Adam Stott: I’m sure he was grateful.
[00:20:15] Yeah. What did you get out of it?
[00:20:17] Anita: I get, um. Uh, invite for the, um, show like business exhibition that they do in May. Oh,
[00:20:25] Adam Stott: good. Okay. Yes. So that’s great. So they invited you? Yeah. Good.
[00:20:28] Anita: Um, yeah, and I want, I have question about this as well.
[00:20:31] Adam Stott: Okay, great. Okay. So, um, we’ve got four challenges which we’ve got here.
[00:20:36] Anita: Yeah. And then
[00:20:36] Adam Stott: you said, what’s your other question? You’ve got one other important question. I know you’ve got, so what is that for us?
[00:20:41] Anita: Yeah. So I am. I think, I feel, um, really I do a lot of things. I do everything that Gold Circle program, everything follow everything. Uh, but I feel that I don’t talk to the right people.
[00:21:00] I dunno where to find them. Okay. Because on the webinars, as I said, there is a good people to come to the webinars. They starting just the business, but I can’t charge them a lot. So I actually want to talk to the people that are, have established businesses and things like this. Um, I met the other day, I.
[00:21:18] A lady, um, I make offer for her, which was 4K four KA year. And she come back to me, she said, can you quote me for my three companies? So possibility for me on Monday, I can give her 10 12 K price for this three company. But it’s really difficult to meet people like this. That actually have business.
[00:21:39] They’re running. They want some, some advice and help like this. So this is my biggest challenge. And the second one is, as I already mentioned, I do a lot of free consultation, a lot of free advices, and other people charge the for this. And I can’t charge just because I’m not scared to charge. But if I feel if the person don’t have enough money on his bank account and his business don’t make money, I can’t say.
[00:22:05] Look, you need to pay me for year end, 2000 pounds, actually. And I, I always put the prices down just to help him.
[00:22:13] Adam Stott: Okay. Right. Fine. Um, so we’ve gotta talk about, there’s a lot of emotion coming up and, and that emotion that we wanna, we want to build in and understand. Yeah. So we’ve got a few problems there, um, that we are gonna go into.
[00:22:26] Yeah. And let’s go through ’em step by step. Okay. So. Do. Who are the businesses that you are working with now that you’ve done a great job for? So who is like, who is the ideal client? And this is an important question that you wanna ask any business starting out that’s new. ’cause you’re going like, I can’t find the client.
[00:22:44] And to give everyone watching a bit of context when you start a new business. If you serve everyone, it becomes really hard to find anyone because everyone’s a prospect, which means you talk to everyone. Then you end up talking to the wrong people and you’re like, well, I want, like, none of these people want it.
[00:23:01] And, and this is where you’re at, Anita. What we need to do is we need to say who is the absolute ideal client? And really we want to tap into what their identity is. You’ve tried to say to me, Adam, I want clients with a one 50 to two 50 turnover. What industry, who are these people, is gonna make it much easier to target.
[00:23:21] So what? Who is your current client base and who do you love working with? Who’s awesome?
[00:23:27] Anita: I don’t work with the people that I don’t like. So all my clients, they’re awesome. First. Uh, I don’t good the other day. I just don’t like someone and I just tell them, um, big price because I don’t want to work with them.
[00:23:40] So. Oh, there are different industry. I’ve got, um, vet practice, property, business, um, retail, restaurants, pubs and things like this. So there are different industry, um, automotive industry as well. So I can’t say I want to work only with the property business. But, um, I, I understand that I need to put some identity and the identity that I give them is
[00:24:09] Adam Stott: Okay.
[00:24:09] Just ask the question differently. Yeah, because I, I understand that you don’t wanna cap yourself into one industry. What client are you working with right now? That you’ve got a mega result for.
[00:24:23] Anita: So is uh, in which industry you mean? Yeah.
[00:24:26] Adam Stott: Who’s this person? The person you got the best result for since you started.
[00:24:30] You absolutely helped ’em out. Saved them money. Made ’em money. The most massive, impactful result you’ve got so far. Who is that for?
[00:24:39] Anita: Um. Restaurant business.
[00:24:44] Adam Stott: Okay. Yeah. And what did you do for that restaurant business
[00:24:47] Anita: in terms of the service? I do all, all my services. I offer bookkeeping management accounts.
[00:24:53] Adam Stott: What result did you get them though? What did you do? Did you save them money? Yes. You save them money on a tax bill tax. What did you do? How much
[00:25:00] Anita: so the. 150.
[00:25:05] Adam Stott: 150,000. 50.
[00:25:06] Anita: Yeah. Incorporation
[00:25:07] Adam Stott: tax.
[00:25:08] Anita: Yes.
[00:25:08] Adam Stott: Yeah. Okay. Well, do you know what exactly it was? Was it around one 50? Was it one 40? 1 48, 1 42?
[00:25:14] Anita: Um, 1, 4, 8, 9, 900.
[00:25:19] So that’s why.
[00:25:20] Adam Stott: Okay.
[00:25:20] Anita: Yeah.
[00:25:21] Adam Stott: Alright. And what type of restaurant was this?
[00:25:24] Anita: Um, it is a takeaway with sitting in, yeah. So. They do a lot of different things, but yeah.
[00:25:31] Adam Stott: Okay. What do they sell? What food?
[00:25:34] Anita: Um, it’s a Bulgarian food.
[00:25:36] Adam Stott: Okay, so they sell Bulgarian food?
[00:25:38] Anita: Yeah. Okay. This, it’s a mix. It, it’s a mix. It’s not just Bulgarian, but it’s that.
[00:25:41] Okay. Is your
[00:25:42] Adam Stott: background Bulgarian?
[00:25:43] Anita: Yes. Yeah. Okay, great.
[00:25:44] Adam Stott: Alright. This is what I’m doing is I’m going deeper, deeper, deeper, deeper. Deeper. Yeah. Because what I’m trying to do, I do is identify. Um, so is your native language Bulgarian?
[00:25:54] Anita: Yes.
[00:25:55] Adam Stott: Okay, great. So this is what I would be looking to do on the audience.
[00:25:58] We’ve got the answer to the audience. Um, how do you feel about Bulgarian people? I.
[00:26:05] Anita: I like them
[00:26:07] Adam Stott: if the, if the cameras weren’t on
[00:26:09] Anita: No, it’s, it is a people and people. Yeah. So I, I do really like them. I feel easy to
[00:26:15] Adam Stott: communicate,
[00:26:15] Anita: communicate, laugh with them. And because we’ve got different, because Yeah,
[00:26:19] Adam Stott: of course.
[00:26:20] Yeah. Okay, great. Okay, so we are gonna, we’re gonna look at that in a moment. And we’re gonna look at, so your, your challenges you’ve given me, you are saying consult after webinars. Let’s tick that challenge off, right? Yeah. Uh, this is for you and anyone else that’s running webinars, that’s listening right now, when your volume is low.
[00:26:39] There’s no point in putting massive barriers in the way. Right. So I wouldn’t charge them for the consult call at this stage, because you’ve got 17 people on the webinar. Yeah. You what all you are doing by charging them is you are stopping them from being able to move forward with you and to have a longer conversation.
[00:26:57] If somebody is going to move their finances, they need to know the person they’re talking to. Yeah. Knows what they’re doing. They need to wanna work with ’em. They need to trust them. So I would initially. I would make your consult calls free as you continue on the webinar structure. Yeah, that is what I would do.
[00:27:15] That would be my advice for now. When you get a hundred people on your webinars and we are bigger and we’re spending more money on ads, then I would introduce a fee for the call potentially, or 200 people a fee to the call or. I probably still wouldn’t do that. I’d just hire somebody else to do the course.
[00:27:33] Right? Yeah, yeah. Rather than you. Yeah. So that sort of ticks number one off, um, and understand why, and hopefully you, you understand why. Yeah, yeah, yeah, yeah, yeah. And then everyone, uh, there hopefully understands it’s watching as well. They understand why small volumes, less barriers, please. Okay. Number two, the audience, you’re saying, you’re talking to the wrong audience right now.
[00:27:55] You lack compelling reasons for somebody to move the most private financial aspects of their business over to you. You have won awards. You’ve been very successful with building your brand ’cause you’re a Gold Circle member. You understand branding, you’re building your brand, you’re winning awards, you’re doing cool stuff, and that will continue to build and that will continue to build trust for you, which is really cool.
[00:28:22] However, you lack a, a compelling enough reason unless you go and spend loads of time with someone for them to move the business to you. One of the things that people very rarely do. Is they very rarely move accountants.
[00:28:35] Anita: Yeah.
[00:28:35] Adam Stott: Okay. Now the challenge that that that creates for you as an accountant, and if you’re watching this, you’re accountant business, this is really good for you too, is that the challenge it creates is it means that when you go and get new business and you want to get new business, your first thought is, well, I need to get ’em at the beginning.
[00:28:54] Yeah, because then that way they’ll stay with me. ’cause no one ever leaves their accountant.
[00:28:58] Anita: Yeah. So
[00:28:58] Adam Stott: that’s what people think. But the problem is that beginner business is low money, slow money, slow burn, lots of work for low margins. So it causes you a lot of issues. Is this all making sense to you? Yeah.
[00:29:12] Okay. So what we need to do instead is we need to have a compelling reason for somebody to move to you. Okay. Now, the series of questions I asked you was designed to uncover what the compelling reason is and what the message is that will really benefit you. So let’s come up with this result. So the benefit that someone moving their business to you, Anita, is if they’re a restaurant business and you went to another restaurant business and you said to them, Hey, I just saved this restaurant business 148,900 pounds on their tax bill.
[00:29:45] I’m an expert at working with restaurant businesses. I can show you. Some strategies that are gonna save you a lot of money and make you a lot of money. Would you like to book a call? Then you’re gonna get a better response, but you’re like, no, I don’t want to niche down. I don’t wanna work with those businesses.
[00:30:01] That’s okay. So instead of niching down, I. I believe that we should work, and I would say this would be the fastest strategy for you to make money. Do you wanna make money?
[00:30:11] Anita: Yeah.
[00:30:11] Adam Stott: Do you wanna make money fast?
[00:30:12] Anita: Yeah. Yeah. Do you wanna
[00:30:13] Adam Stott: get better results drawn quick?
[00:30:14] Anita: Yeah.
[00:30:15] Adam Stott: Yeah. Alright. I believe that we should go out and we should work with Bulgarian business owners operating in the UK because they speak your native tongue.
[00:30:23] Okay. Yeah, and I see the resistance rise up in you, but guess what? Before you gimme the resistance, which is fine, I’ll take the resistance and we’ll go back and forth on it, no problem at all. But before you gimme the resistance, the first thing to understand is this is there’s a compelling reason for them to move.
[00:30:39] You are Bulgarian. Yeah, they’re Bulgarian. You speak their language. Yeah. You understand them better. You can help them to navigate. You understand? Sending money back home. You understand the HMRC in Bulgaria used to work there. You get it completely. You can help them, you can serve them, and they will move to you because they have trust in you.
[00:30:59] So it’s gonna end. If that is not enough of a compelling reason for you to wanna do this, there’s another big reason as well. They’re easy to find. Yeah. We can go and find a group of Bulgarian business owners on Facebook tomorrow. We can tap into 20,000 of them. And we’re cooking on gas.
[00:31:15] Anita: Yes. Actually, I joined the Bulgarian Business Club, which is in London.
[00:31:20] Yeah. And I do like. Have a lot of business from there and inquiries all the time. Great. And um, I also been invited to a, uh, Bulgaria National TV to talk about my business brand and things like this. Great. Um,
[00:31:33] Adam Stott: so where’s the resistance? ’cause you’ve dabbled in this. I’m gonna show you how to stop dabbling and start really going for it.
[00:31:39] Where does the resistance come from?
[00:31:41] Anita: Uh, just because I want to work with here in the UK with, um, my, um, idea is to. Make this business global because I have experience with, um, Spanish, um, low and, uh, requirements. You didn’t mean
[00:31:57] Adam Stott: to tell you very quickly how you go global.
[00:32:00] Anita: Starting from Bulgaria. Of course.
[00:32:02] Adam Stott: No. Okay, so you start local.
[00:32:04] Anita: Yeah.
[00:32:05] Adam Stott: Then you go regional, then you go industry. Yeah. Then you go national, then you go international, then you go global.
[00:32:12] Anita: Okay.
[00:32:12] Adam Stott: We can’t run before we can walk and we’ve gotta start where we are. And you’re in London. You know you are. You are in this area and you’ve got businesses all around you that would love your help and would love your assistance.
[00:32:24] If you want to go global, we need cash in bank. Yeah, we need money. Right? Exactly. Yeah. So we can then spend more money on marketing. So let’s go and get ourselves some of that easy money. Let’s start going and then start building up, and then we move to the next stage.
[00:32:37] Anita: So this mean I should say yes to the Bulgarian tv because I, I, I didn’t reply to them.
[00:32:43] Yes. Yet.
[00:32:44] Adam Stott: Right. Playing hard to get.
[00:32:45] Anita: Yeah.
[00:32:47] Adam Stott: Right. The answer is what do you think
[00:32:49] Anita: I. Yes. I should say yes. Yes, you should
[00:32:51] Adam Stott: be doing this right, of course. Uh, but we’ll come in deeper in, in this in a bit. Yeah. In a moment. That’s how you solve your audience problem. But I wanna not just solve, we’ll solve that.
[00:33:00] I’m gonna give you some good tips on that in a minute. Yeah. And we’re gonna give you a good strategy to get going. Okay. Uh, the structured approach, number three, converting established businesses is this will be solved when you solve number two. Okay. Yeah, because we’re gonna give you a structure for number two, which then lends into number three.
[00:33:20] There’s gonna be loads of Bulgarian businesses in the UK that are doing really, really well that you can work with, and they would be established, and then you can go and get some really good business from them. It’ll be awesome. Okay. Yeah. And we can break into them. Right? And your number four, how to position the services, the sales pitch.
[00:33:39] Um, I’ll give you some stuff on that in a minute. We’ll look at some tears. Um, and then before I jump into, I’m gonna go quite quick and solve these problems for you.
[00:33:47] Anita: Yeah. I wanna
[00:33:48] Adam Stott: just speak to you about the emotional stuff for a minute. Okay.
[00:33:50] Anita: Yeah. Okay.
[00:33:52] Adam Stott: Charity begins at home. Okay. Yeah. And you’ve, you said you’re a single mom.
[00:33:57] You are bringing up your family. Um, have you got a boy or a girl?
[00:34:01] Anita: A girl.
[00:34:01] Adam Stott: Yeah. A girl. How old?
[00:34:03] Anita: 16.
[00:34:04] Adam Stott: 16? Yeah. Okay. So you’ve been doing that, you’re bringing up for a long time, right? Yeah. So 16 years, right? Yeah. So, uh, you need to look after you and you need to look after her. And then when you’re in a really good position, you can go and you can help lots of other people.
[00:34:18] Okay. Yeah. But the first thing we’ve gotta do is we’ve gotta help you. So when it comes to your emotions, you want to give to people, you want to help people, um, we’re gonna have to start to, you know, put these, these emotions aside and we’re gonna have to get more business orientated because as much as you’ve got a really kind heart, it’s not helping you at the minute.
[00:34:39] Yeah. Is that fair?
[00:34:41] Anita: Yeah, yeah, of course. Yeah.
[00:34:42] Adam Stott: You know, that’s, that’s obviously demonstrated and the reason I’m saying that is this happens a lot when somebody starts a business. They’re at the beginning, they’re in this place where, you know, they wanna help everyone and, and, and it’s a really good trait.
[00:34:55] But the problem is if you go out and help everyone constantly and you don’t have any time to build your business, you get yourself in a difficult spot. So we need to build this business first and then make impact second. Alright. Which is the way that we want to go on here. Okay. So this is what I’ll do.
[00:35:11] Anita: Yeah.
[00:35:12] Adam Stott: This is the steps. So you’re ready to, you can take action on these steps. Yeah, yeah, yeah, of course. Yeah. Okay. Long we, what we’re gonna do here is we’re gonna go short term and we’re gonna go. Uh, long term. So I’m gonna tell you what to do short, then I’m gonna tell you what to do long. I want you to achieve a lot more than 50,000 in revenue.
[00:35:30] Yeah.
[00:35:30] Anita: I
[00:35:30] Adam Stott: know that’s your first goal, that you wanna have that done and locked up till, till December. But I want you to achieve more. So we’re gonna start, we’re gonna build these out on the screen now. And give you some short term actions and some long-term actions. Yeah. Does that sound good?
[00:35:43] Anita: Yeah.
[00:35:43] Adam Stott: Are you excited?
[00:35:44] Anita: Yeah, of course.
[00:35:45] Adam Stott: Good. Let’s go. So now I’m gonna jump in and literally step by step show Anita how she can take some short term actions to get her to her target very, very quickly. But that’s not enough. We’re not here just to get her to 50,000 in extra revenue. I wanna show her how she can move towards a million pounds in revenue in just 18 months.
[00:36:06] So watch as we do this step by step and map out. The short term and long term actions. Okay, so let’s now get into the plan. Anita. I’m really, really excited. I’ve said to you that what we wanna really look at is we want to look at our, our short term actions, and then we want to look at what our long-term actions are.
[00:36:28] And, and the reason it’s really important is there’s some certain moves that we wanna make to get you to your 50,000, get you going quick. And then there’s some longer term moves that, that I really feel would be great for you based on some of the things that you’ve said already. So over in the long term section, eventually we will scale your webinar.
[00:36:49] I. It is not a now thing. Yeah. Because at the moment, it’s gonna cost us a lot more money to invest and scale that webinar to get tons of people on. So what I wanna do is I want to get you making money first in the short term, so you can then start to invest in the webinar longer term, because eventually you want to get yourself into a place where you turn up hour, hour and a half a week.
[00:37:13] Live. You give loads of great value to someone. You invite ’em to book calls eventually. Not only do we want to book calls, we want to actually put a person on those calls so you don’t have to do ’em, and then they are literally serving the people. They’re closing them for you, so you just end up a new client and it’s hands off.
[00:37:31] Does that sound good? Yeah.
[00:37:32] Anita: Yeah. We’re
[00:37:32] Adam Stott: not gonna do that straight away because that’s gonna cost. Quite a lot of money to really drive the volume that you need and that we want to create for you and your business. So what I wanna do instead in the, in the time, I’m gonna talk more about the long term in a minute.
[00:37:47] And if we look at the long term, this is the, the year after, right? So this is up to December? Yeah. Is, is, we’ll call this short term and then we’ll call the long term actions. That’s the, the following on. 12 month plan, 12 months that we’ve got, and this is what we’re gonna go and accomplish. Yeah. Doesn’t that make sense to you?
[00:38:04] Yep. Yep. Great. Yeah. Great. Okay, so short term, this is what I wanna do, first of all. Um, there are multiple different organizations, and you’ve mentioned some organizations that you are a part of, but you’ve got the, the Bulgarian version of the Chamber of Commerce. Yeah. Which is, uh, one that we can look at.
[00:38:21] You’ve also got the Bulgarian Business Association that you can also look at. So you want to look at going and having conversations with these, and this is really important, especially if you’re watching right now, you’re at home, you’re like, oh, you know, where’s that come from? Well, I’m always looking. Is who’s already got my people, rather than me trying to have to go and round them all up, I just wanna go to the person that’s got ’em already.
[00:38:44] I want them to introduce me to them as a warm friend, which means that I’m gonna get tons of business from the bat. And you want to get some partners on board like that. At the beginning. So I would be going, um, as you, this is what I’ll be doing if I’m, I was in your situation to the Bulgarian Chamber of Commerce, to the Bulgarian Business Association.
[00:39:03] Mm-hmm. And every, any other Bulgarian entity based in the uk. And I’ll be saying to them, look, I want to partner with you. I want to become a recommended supplier. So I want you to be recommending me, um, to everyone that comes on as being the accountant. What do I need to do? For you to get into that position and you say, I’m happy to come and talk to your people.
[00:39:28] I’m happy to do some talks. I’m happy to create some content if you want me to. I’m happy to offer a clinic where we give accounting and business advice and, and help for free to get us in front of these people, and you go with a value led offer. Yeah, one of these partners would just get you to 50 K.
[00:39:47] ’cause they’ll just give you 10 people. Those 10 people you sold your eight client problem. But I’m not here to get you to 50 K. Yeah, we get you to half a million. We wanna get you to a million. We wanna get you there beyond. Yeah. Is that fair? Yeah, yeah, yeah. Because we wanna go long term. So that would be my first move.
[00:40:01] I’ll be looking for a JV or a strategic partnership with the people that we’ve got there. Okay. My second move. Would be more of a marketing move is that I would go and do a deal. So if you imagine this, you’ve got a Facebook group owner of Bulgarian expats in the uk. Right, and they’ve got all the Bulgarian business owners in there, and they’ve got Bulgarian expats in here, and they’ve got a group on Facebook and that, let’s say that group’s got 30,000 people, you can go and check out and you can look these groups up, or they’ve got these different groups online where people come together, they hang out, they talk, and they do all these different things, right?
[00:40:37] So you’ve got this group. Okay, now. In that group, they’ll be making no money. And the person that’s running that group is probably running it as a hobby. They’re leading with their emotions. They’re trying to help everyone. Yeah. From Bulgaria in the uk. Yeah. You know, you don’t run one of these groups, do you?
[00:40:55] Right. So they’re gonna be helping everybody out, and they’re gonna be doing all this jazz and stuff like that. So what we want to do is we want to go to them with an offer that they’re gonna love. We say to ’em, Hey, for 250 pound a month for 150 pound a month, whatever you feel comfortable with. Yeah. I would like to sponsor your group.
[00:41:15] I like sponsor. I haven’t got any sponsors.
[00:41:17] Anita: Yeah.
[00:41:17] Adam Stott: And I would like to do a live video in there every single week where I talk to people and I give advice on accounting UK rules. And you go out there and I wanna be the financial authority for your group of 30,000 people. 150 pound a month, you’re now in front of 30,000 different people.
[00:41:35] Look, not everyone’s gonna love it, but they don’t love it. They don’t have to watch it, right?
[00:41:38] Anita: Yeah.
[00:41:38] Adam Stott: But the whole point is you are out there that, again, that’s gonna get you eight clients if you’ve already got two moves to get you your 16 clients. Nice and easy. But my third move is I always prefer to control the asset.
[00:41:51] Prefer to what?
[00:41:53] Anita: Control the assets.
[00:41:53] Adam Stott: You got it right. We want to control the asset, so I will then would be creating my own group of Bulgarian business owners, and I’ll be doing that on the school platform. I love the school platform. It’s really good. You’re probably familiar with it because you’re in all our programs, you’re using our programs.
[00:42:09] We use that for delivering, and that way you can use school platform and you can invite these people. Say, Hey, if you’re a business owner and you’re Bulgarian, you can come over to my group
[00:42:17] Anita: now
[00:42:18] Adam Stott: you are in control. Now you can really start to run your own networking group, which can be amazing for you and amazing for your business.
[00:42:27] Now any one of these three moves mm-hmm. Gets you to your outcome. But then the fourth move that I would be looking at in the short term as well, maybe you just do one to start with and you see how it goes, is I would look at running a live event.
[00:42:43] Anita: Mm-hmm.
[00:42:44] Adam Stott: Now that live event, you could do it either on Zoom online.
[00:42:48] Where you invite people in or you can run that event actually in person in London, wherever you want, where you invite Bulgarian business owners in Bulgarian to talk finance and talk finance about running their businesses. And then you offer the book call. You go, you give ’em loads of value, and then you’ve literally got four strategies there.
[00:43:08] Mm-hmm. Every single one of them can get you your eight clients. Now, if you are really ambitious, I think you’re really ambitious. Are you not?
[00:43:15] Anita: Yeah, sometimes,
[00:43:17] Adam Stott: but sometimes you are or you’re not.
[00:43:19] Anita: Yes, I am.
[00:43:20] Adam Stott: You are right. Yeah. Okay, cool. So what I wanna do is I wanna do all four. Right. So we do one, we do two, we do three, we do four.
[00:43:29] We get eight. We get 16. You’re an accountant, you know the trend. We go 24, we end up with our 32 clients, right? Um, coming into the business. Then you got 32 clients. You can start to hire the people into the business and now you’re in a situation where you can just literally go, you know, do I, I only take on businesses that are doing a million pound turnover, not a hundred, not two 50.
[00:43:52] Yeah. ’cause you’ve got 32 clients, you’re making enough money, you hire people into the business, now you rock and roll. Make sense?
[00:43:59] Anita: Yes.
[00:43:59] Adam Stott: Can you do that?
[00:44:01] Anita: Yes,
[00:44:02] Adam Stott: of course. Yeah, of course, of course. That’s the answer we want, right? Of course. Yeah, of course you can. And look, this is, um, just to give a bit of context, for those of you that are watching along is.
[00:44:12] In order to give the solution, we have to dig under the surface. The answer is always there. But we, sometimes it’s hard when we are in the picture, we can’t actually see what’s going on in the picture frame. So you need an outside lens to look at. And if you look at what we did there with Anitas, we got di, we dug deep and we were really looking at its target market.
[00:44:31] Eventually it became apparent. When that became apparent, how to find them became apparent, which is very, very obvious now, but it wasn’t very obvious before. We’d dung under the surface, and this is the problem. You know, one of Anita’s problems, I dunno where to find them. Now. We know exactly where to find them.
[00:44:49] We know exactly what to do. We know exactly how to do it. Now we can go out and we can start to attack. Now, your longer term plan will then be, after we put these moves in place, is we can really start to run a webinar, attach ’em ad spend to the webinar, and then all of these clients that you’ve acquired over here.
[00:45:09] You want to build a team of people that are doing this work, so you can have those people, perhaps you do some outsourcing from Bulgaria because you’ve already got all of these different people with Bulgarian backgrounds. So you probably want some more Bulgarian speaking people in there. I’m sure you’re gonna find some people that wanna come and work in the uk.
[00:45:27] You can probably even hire them in a little bit cheaper. Um, don’t hate me on YouTube for this, right? Uh, you can also hire from the UK good old British workers, right? Um, but whatever you want to do. To build that out. But you’ve got Bulgarian clients, you might wanna have some Bulgarian people speaking in the team.
[00:45:42] They then run the business. Your new acquisition model becomes a webinar. All of a sudden, you can start spending, you know, a thousand pound a week on this because you’ve got plenty of income coming in that thousand pound a week. It turns into 5,000 pound a week with a revenue. Now you’ve got a five roas, then you can continue to scale the business, and that’s how you can quickly take your accountancy business.
[00:46:03] This is the first, um, what’s this, the next six, seven months, and then this is the next 12 months. So in 18 months, you can have a million pound accountancy business with that longer term plan. How do you feel about that, Anita?
[00:46:17] Anita: Um. Everything is achievable. Sounds achievable. Just I haven’t done the right steps.
[00:46:24] Um, I do agree with everything you said about the Bulgarian people because if I have Bulgarian clients would be more easy to them to communicate with Bulgarian people. So, um, I do agree with this. Yeah. Um.
[00:46:40] Adam Stott: What, anything that would stop you from going out and getting this money right? Anything would stop you from going out and building this better life.
[00:46:47] Anything that stop you from taking actions on the things that we’ve said,
[00:46:50] Anita: um, will stop me only, no, it cannot stop me. Just will slow me down because sometimes when I do the consultation, I don’t sell. I never sell actually.
[00:47:07] Adam Stott: Okay. So this is what I mean. So this is a really important thing. And what we’ve just done here is like, um, Anita should be jumping up and down right now, but she’s not.
[00:47:17] And the reason that she’s not jumping up and down, and this happens to, uh, business owners all the time, is that we find a solution. But when we find a solution, sometimes we can get a new problem. And the new problem sometimes can be a limiting belief. Like, yeah, I could do that, but. And this is what people do a lot and it’s very understandable ’cause you’re new to a business, Anita.
[00:47:37] Yeah. So when it comes to building a business, we’ve got a long term plan. So you know the short term Yes. You know the long term. We’re screen cap that because we’re gonna move to the next page now. Yeah. So what, what we’re gonna look at now. Is we are gonna look at change and this is gonna be good for you.
[00:47:52] And if you are someone that’s watching, that’s a business owner out there, you know, you’ve just literally seen it mapped out a roadmap of how we go and get great results. And this is what comes up for a business owner. So what I want to do now is some of the psychological work that’s gonna help you implement what we discussed, right?
[00:48:08] Yeah. So whenever we’re going on a new journey to build anything out, we have a situation where we are, where we are. We know what we know. We have a particular lens of the world. These are glasses, um, of how we see things. We have a vision of how we see things. This vision is usually based on the things that we have done before, the things that we’ve seen before.
[00:48:33] If I have a different vision and I’m over here and I’m like, you can build a million pound accountancy business, and I’m saying to you, you can borrow my vision. Sometimes that can be scary if you’ve not seen it before, you’ve not experienced it before, but having now built multiple seven figure and eight figure companies, I can tell you there’s nothing that can stop you from doing this if you follow through.
[00:48:55] But it sometimes it can be scary to borrow somebody, somebody else’s view. Having said that, there’s always a journey, and the journey is how do you go from where you are now? To where you want to be in your business. Well, first of all, we need the vision. We’ve now got that vision. We’ve got a vision, and we’ve got an understanding about how we make that transition.
[00:49:19] We’ve even got steps. Okay?
[00:49:22] Anita: Yeah, because
[00:49:22] Adam Stott: we’ve actually outlined, look, these are the steps you’ve gotta take. This is how you’re gonna get there. But there’s usually one of three problems that occur with the implementation of said vision of said steps. And these are the three. Critical resources of a business.
[00:49:42] Okay? You possess three critical resources. When you go and you attack this and you, you wanna build your business out, right? So you’ve got these three critical resources. They’re a part of you. They’re a part of every business owner that’s watching, that’s building a business. And everyone that’s not even a business owner yet, the ones who run a business, you’ve all got these three critical resources, right?
[00:50:01] They are one time. You have a certain amount of time to deploy to the plan. Agreed. Yeah. You have money and you have a certain amount of money to deploy the plan. Yes or no?
[00:50:16] Anita: Yes.
[00:50:16] Adam Stott: Now, part of this is that the strategies we’ve given you, I was conscious of that being that where the turnover of the business is, all of the strategies I’ve given you are very low cost to implement strategies.
[00:50:28] Exactly. Yeah. So on that basis, we’re okay here.
[00:50:30] Anita: Yeah.
[00:50:31] Adam Stott: Now time could be a challenge for you, but I feel that you are a hard worker. Will we agree?
[00:50:37] Anita: Yeah.
[00:50:38] Adam Stott: And I feel like you’re gonna make the time. So I feel that of the two issues we could have, we’ve kind of covered those already. Would you agree? Yeah. Now the third one and the third critical resources that every person and every business owner that starts a business has that can either empower them or disempower them, is their skills.
[00:50:59] I. You have all the skills required to make the impact for the business owners that you are going to work with. You’ve got ’em in abundance unit, know, upside down, inside out, how to do tax returns. You know how to do bookkeeping. I’ve got a strong belief that you get that, don’t you? Yes.
[00:51:13] Anita: Yeah, definitely. I’m confident.
[00:51:15] Great.
[00:51:15] Adam Stott: But there is a skill set issue around sales.
[00:51:19] Anita: Mm-hmm.
[00:51:21] Adam Stott: You are like, oh, and the thing that come up for you when I paint the picture and I show you the vision of this is where you are, this is where you can be. I show you the steps. I show you how to do it with low, low amount of money. I show you how to do it with low amount of time.
[00:51:36] This is the blocker, this is the barrier sales. Make sense? Yeah. So now you’ve got a choice. And every business owner, every entrepreneur, every want to be business owner, I. Basically comes up against this choice when coming to build a business. We’ve got the choice of fear and we’ve got the choice of success.
[00:52:01] The thing to understand is that you cannot have both. I. You have to have one or you have to have the other.
[00:52:07] Anita: Yeah. I’m, I’m choosing success, of course. Yeah. Not you’re choosing success. I’m not, I’m not having a fear of sales. I don’t have a structure of sales. Okay.
[00:52:16] Adam Stott: Right. So we are, but that manifests itself in fear.
[00:52:20] So what we gotta do. Yeah. But you are, there is fear there. And I’ll tell you why there’s fear there.
[00:52:24] Anita: Why?
[00:52:25] Adam Stott: Because you’ve had opportunities to close the deal. You’ve had opportunities to close the business, you’ve had opportunities to have the candid conversations, and you’ve not had them.
[00:52:33] Anita: Yeah.
[00:52:34] Adam Stott: So why have you not had them?
[00:52:36] Anita: Pride sometimes.
[00:52:38] Adam Stott: Okay. So we gonna even do, so we got pride, a lot of issues here. Yeah. Right. Okay. Pride. And what else might be stopping you? I. Why are you proud? What are you proud about? What’s the pride?
[00:52:47] Anita: No, it is. Um, I was in the pro speaker event.
[00:52:50] Adam Stott: Mm-hmm.
[00:52:51] Anita: And, um, I do my speech on the last day and they lady come to me and say, you know what?
[00:52:56] We need to have a conversation. And I say, um, I was talking to one of the coaches and I say, yeah, I, we we do that, that’s fine. And, um, he, um, I think was. Anyway, I think it was Jim and say, he said to me, you should go now to talk to her. I say, no, she, she need to come to me to talk to me again. I don’t want to go to her, you know, this.
[00:53:19] And when we are, even if, if we are in the Bulgarian situation, I, I’m the same. I don’t go to the people. If they want to use my service, they should come to me, you know? I’m not following them. Like,
[00:53:31] Adam Stott: okay, so, so great. Well, what you’ve done is you’ve been really truthful and candidly honest about what’s holding you back, but have you heard the phrase pride comes before the fall?
[00:53:42] Anita: Yeah. Okay. Yes, I do. Yeah.
[00:53:46] Adam Stott: Yeah. And, and this is a thing your ego or pride is not your amigo.
[00:53:52] Anita: Yeah,
[00:53:54] Adam Stott: and we’ve got to go out. If it’s meant to be, it’s up to me. We’ve got to make the business happen. We’ve got to chase the business down. If this business is gonna be successful, how proud will you feel in 18 months from now?
[00:54:09] This is you, by the way, give you some hair. How proud will you feel when you’re doing a million pound in revenue and you’ve absolutely crushed it? What sort of example is that gonna set for your daughter?
[00:54:20] Anita: Exactly. It’s amazing. Yeah. So
[00:54:22] Adam Stott: you’re gonna feel proud.
[00:54:23] Anita: Yeah.
[00:54:23] Adam Stott: Okay. So you are gonna have all the pride that you ever need over here, but you’re not gonna have it over here right now is your time to grind?
[00:54:32] Right now is your time to get rejected? Okay to go and have as many conversations as you possibly can have to execute on the plan.
[00:54:40] Anita: Yeah.
[00:54:40] Adam Stott: And if you execute on the plan, you are gonna end up in a position where you are literally over here, you are celebrating, you’ve got a great business, you’ve really been successful.
[00:54:50] You set a great example for your daughter. You’ve just gotta go and you’ve gotta make that business happen. Now, my final thing for you. Yeah. Is you are gonna have to do everything it takes and consume. So everything you listen to now, everything you do everywhere you go, you should just focus on sales.
[00:55:10] You should get obsessed on it. You should be listening constantly, every single day to, you’ve got access to Gold Circle, so you’ve got the whole sales process in there. Yeah. I wouldn’t listen to it once you, you know, coach Jamie.
[00:55:22] Anita: Yeah. You
[00:55:22] Adam Stott: know, coach Jamie. Yeah. Yeah. Coach Jamie’s one of our coaches. Great guy.
[00:55:26] You know, when he started off, he’s an electrician, he’s now a speaker. He is absolutely crushing it. He’s doing really, really well. I told him, I gave him a set of, of, of me speaking on stage and I said, this is a sales process. This is a sales structure. And he was listening to all this different stuff. I said that I don’t need to listen to all this random stuff.
[00:55:42] I went to listen to this one thing a thousand times.
[00:55:45] Anita: Yeah.
[00:55:45] Adam Stott: And if you listen to this one thing a thousand times, you’re not inside out. You’ll be able to do it. Stand on your head. That’s exactly what he’s done, and now he knows it inside out. He can do it. Stand on his head. So for you, I would just listen and consume sales again and again and again.
[00:56:00] I’d go out, I’d enjoy it. I’d enjoy the challenge. I’d get excited about it. If you’re gonna read any books, you read books. If you’re gonna watch YouTube, you watch YouTube. If you don’t watch a film, you watch a sales film. Yeah. That’s how obsessed you get about sales, right? You go and watch Boiler Room, you watch Wallford Wall Street.
[00:56:16] If you wanna watch a movie and you’re sitting down watching a movie, you watch a movie on sales, you wanna listen to a podcast. You listen to a podcast on sales, you wanna listen to a video. Yes. You listen to a video on sales, you get absolutely obsessed to the point where you fall in love with it and you go get that money.
[00:56:29] Anita: Yeah.
[00:56:30] Adam Stott: Does that sound good?
[00:56:31] Anita: Yeah. Amazing. Yeah. Are
[00:56:32] Adam Stott: you ready to do the plan?
[00:56:33] Anita: Yes, definitely. Well,
[00:56:34] Adam Stott: well done. Congratulations. I’m looking
[00:56:37] Anita: forward to seeing you. You
[00:56:38] Adam Stott: get these results. Incredible. Thank you. You can do it. Yeah. And I’m looking forward to hearing about your success and your results, Anita. Thank you.
[00:56:45] Thank you very much. 18. Well, I really, really enjoyed doing that with Anita, and you know, I think it’s really rewarding when you’ve got a. Business owner that, you know, has got a mission, got lots of talent, lots of skill, but doesn’t necessarily know how to get that moving and to really, really break it down, I think what we’ve seen on this particular episode, and I love the fact that Anita is very, very sincere, very, uh, vulnerable and just like, Hey, you know, I need the help.
[00:57:13] I don’t quite know what to do. How do I go and map it out? And I think she laid it all out on the table. So big kudos to her. Um, what’s really interesting is she talked about pride. I don’t think she actually approached this with pride. I think she was open-minded, very, very coachable, and, you know, wanting to understand what the next moves are.
[00:57:30] She certainly got those next moves and if you’ve been watching along and listening and you’re sitting there and maybe you’ve got a business, whether it’s a small business or a big old business, and you’re like, I need some help too, and you know, you’d love us to get under the hood of your business, if you go over to the description.
[00:57:46] You can find out there, there’s a link there that talks about our gold circle and talks about how you can come into our network of business owners that are getting amazing results and really go and have a, a look at that to see how we can help you and your business. And finally, if you watched it all the way to the end, go and claim your status now as an A player.
[00:58:05] ’cause that’s exactly what you are. If you’re watching this message, go and comment a player that way. I know that you’ve watched all the way to the end, and I look forward to helping you in person very, very soon.