Don’t wait for things to happen…

…Make them happen.

Many times we encounter what we think are obstacles to progress. We think that we don’t have the time, the money, the energy, the ability, the knowledge, the skills, the…. STOP.

Successful entrepreneurs don’t permit obstacles to their success. Successful entrepreneurs find ways to make things happen.

This is the single most important lesson that any accountant could learn to ensure the successful growth of their practice.

If you sit around waiting for the stars to align, then you’re going to be waiting until you’re dead. Quite frankly, this is also one of the most fundamental differences between the poor and the not-poor in Western, industrialized countries.

Let’s look at one of the simplest examples. I’ve been harping lately about the necessity of doing multi-hit marketing to your leads, rather than one-hit marketing. The single biggest complaint I hear about the process of doing this is, “I don’t have the money to do that.” Inevitably, my answer is, “Find a way to make it happen.”

“But how?” Well, there are any number of means of making it happen. Utilize the resources at your disposal. Hold a garage sale and use the money for marketing (which I’ve done). Take items of value that you own down to the pawn shop or sell them outright in order to do marketing (also done). Simply find a way to make it happen.

So, you don’t have the cash in the bank to do a 12-week sequence to 2,000 tax liens. Then do a 6-week sequence to 200 tax liens. Can’t do that? Then physically show up at the offices of local small businesses in your area that have employees and sell payroll processing or Quickbooks work face to face. Get out there and do SOMETHING to start getting revenue in the door. Then, once there is revenue, you can use that revenue to fuel better marketing methods.

There’s an old saying: “You can’t do business sitting on your ass.” Truthfully, we actually CAN do that these days, especially in our profession. But the message is still there.

One of my favorite business stories has to do with the launch of the Chrysler Sebring convertible. Ordinarily, it takes a team of engineers 2-3 years to design a new car. Plus, auto makers put millions of dollars into public opinion research to see if a new car design will even be sellable.

Well, sometimes the luxury of spending that money and waiting all that time doesn’t exist. Back when Lee Iacocca was running Chrysler and attempting to turn the company around from the brink of bankruptcy, the company simply didn’t have the time or money to launch a new product line. One day, while walking around a factory floor, two plant workers pointed out to Lee that a particular car would look good as a convertible.

Instead of convening a team of engineers to figure out how to make it a convertible, Lee told the guys to get a blowtorch, and they cut the roof off. Instead of spending millions on market research, they took the car out into town and made note of whether women looked at it. And they did. And thus launched a the Chrysler Sebring cnvertible.

Instead of looking at time, money, and engineers as obstacles, they used the resources at their disposal: A blowtorch and turning heads on the street.

Find your practice’s blowtorch, and use it.

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