Strategy​ ​Call​ ​Script

“Don’t​ ​sell​ ​them​ ​the​ ​service.​ ​Sell​ ​what​ ​the​ ​service​ ​will​ ​get​ ​them.”

Pre-Call​ ​Preparation
● 5​ ​minutes​ ​before​ ​call​ ​-​ ​eliminate​ ​noise​ ​and​ ​distractions
● Use​ ​headphones​ ​with​ ​mic​ ​so​ ​your​ ​hands​ ​are​ ​free
● Meditate
● Release​ ​all​ ​attachment​ ​from​ ​the​ ​win
● Get​ ​excited​ ​about​ ​the​ ​possibility​ ​of​ ​helping​ ​someone

Call​ ​1:​ ​The​ ​Discovery​ ​Call

Part​ ​1:​ ​Introduction
Hey​ ​John,​ ​It’s​ ​Ben​ ​from​ ​BRB​ ​Advisors.​ ​How​ ​are​ ​you?

Awesome.​ ​Well,​ ​thank​ ​you​ ​for​ ​taking​ ​my​ ​call​ ​today.

I​ ​know​ ​you’re​ ​busy,​ ​so​ ​I’ll​ ​get​ ​right​ ​to​ ​the​ ​point.

The​ ​way​ ​these​ ​calls​ ​work​ ​is​ ​I’ll​ ​ask​ ​you​ ​questions​ ​about​ ​your​ ​business​ ​and
what​ ​you​ ​guys​ ​do.

You​ ​can​ ​ask​ ​me​ ​any​ ​questions​ ​you​ ​have​ ​along​ ​the​ ​way.

And​ ​we’ll​ ​see​ ​if​ ​it​ ​makes​ ​sense​ ​for​ ​us​ ​to​ ​work​ ​together​ ​in​ ​any​ ​way.

Sound​ ​fair​ ​enough?​ ​(Wait​ ​for​ ​a​ ​“Yes”​ ​or​ ​“Sure”)

 ● It’s​ ​very​ ​important​ ​to​ ​open​ ​strong​ ​and​ ​take​ ​control​ ​of​ ​the
conversation.​ ​For​ ​this​ ​script​ ​to​ ​work,​ ​you​ ​have​ ​to​ ​be​ ​able​ ​to​ ​go
through​ ​the​ ​call​ ​your​ ​way.
● If​ ​a​ ​client​ ​has​ ​a​ ​question​ ​that​ ​you’re​ ​not​ ​ready​ ​to​ ​address,​ ​say​ ​“Sure,
we​ ​can​ ​get​ ​to​ ​that​ ​in​ ​just​ ​a​ ​second,​ ​but​ ​first​ ​I’d​ ​like​ ​to​ ​understand
more​ ​about​ ​_____.”​ ​And​ ​then​ ​go​ ​back​ ​to​ ​the​ ​script.

Part​ ​2:​ ​Background​ ​Information

What​ ​motivated​ ​you​ ​to​ ​invest​ ​the​ ​time​ ​in​ ​a​ ​call​ ​with​ ​me​ ​today?

How​ ​would​ ​you​ ​describe​ ​the​ ​current​ ​state​ ​of​ ​your​ ​business’s​ ​finances?

Do​ ​you​ ​think​ ​there’s​ ​anything​ ​that​ ​can​ ​be​ ​improved?

● The​ ​goal​ ​of​ ​this​ ​section​ ​is​ ​to​ ​try​ ​to​ ​understand​ ​the​ ​prospect’s
motivation​ ​for​ ​getting​ ​on​ ​a​ ​call​ ​with​ ​you.​ ​Hopefully​ ​they’ll​ ​tell​ ​you​ ​what
they’re​ ​most​ ​worried​ ​about,​ ​and​ ​this​ ​can​ ​guide​ ​the​ ​questions​ ​you​ ​ask
in​ ​the​ ​next​ ​section.

Part​ ​3:​ ​Diagnosis​ ​(SPIN​ ​Process)

In​ ​this​ ​section​ ​of​ ​the​ ​call,​ ​you’re​ ​going​ ​to​ ​ask​ ​your​ ​prospect​ ​questions​ ​so
you​ ​can​ ​learn​ ​about​ ​their​ ​problems​ ​and​ ​how​ ​you​ ​might​ ​be​ ​able​ ​to​ ​help
them.

There’s​ ​a​ ​very​ ​specific​ ​structure​ ​to​ ​the​ ​way​ ​we​ ​ask​ ​questions.​ ​It’s​ ​a​ ​method
called​ ​SPIN,​ ​and​ ​we’re​ ​going​ ​to​ ​go​ ​over​ ​it​ ​in-depth​ ​in​ ​the​ ​next​ ​video.

When​ ​you​ ​watch​ ​the​ ​next​ ​video​ ​and​ ​develop​ ​your​ ​SPIN​ ​questions,​ ​come
back​ ​and​ ​add​ ​them​ ​here​ ​in​ ​Part​ ​3.
Part​ ​4:​ ​Identify​ ​Solutions

Ok,​ ​so​ ​how​ ​do​ ​you​ ​want​ ​to​ ​grow​ ​or​ ​improve​ ​your​ ​business​ ​over​ ​the​ ​next​ ​12
months?

What’s​ ​the​ ​biggest​ ​thing​ ​stopping​ ​you​ ​from​ ​achieving​ ​your​ ​goals?

What​ ​keeps​ ​you​ ​up​ ​at​ ​night​ ​with​ ​respect​ ​to​ ​your​ ​finances?

Does​ ​your​ ​current​ ​accounting​ ​function​ ​hold​ ​you​ ​back?​ ​If​ ​so,​ ​how?

● These​ ​questions​ ​will​ ​help​ ​you​ ​confirm​ ​the​ ​services​ ​you​ ​think​ ​they
need​ ​based​ ​on​ ​the​ ​client’s​ ​answers​ ​to​ ​questions​ ​in​ ​Part​ ​3.

Part​ ​5:​ ​The​ ​Consultative​ ​Sell

Ok,​ ​John.​ ​I’m​ ​hearing​ ​you,​ ​and​ ​it​ ​sounds​ ​like​ ​there’s​ ​definitely​ ​an
opportunity​ ​to​ ​[lower​ ​your​ ​tax​ ​liability/increase​ ​revenues/etc].

The​ ​good​ ​news​ ​is​ ​that​ ​I​ ​can​ ​totally​ ​help​ ​you.

I’m​ ​an​ ​accountant​ ​that​ ​specializes​ ​in​ ​_____.

I​ ​typically​ ​work​ ​with​ ​business​ ​owners​ ​like​ ​you​ ​and​ ​help​ ​them​ ​_____,​ ​_____,
and​ ​_____.

This​ ​is​ ​what​ ​I​ ​think​ ​we​ ​should​ ​do:​ ​two​ ​things.

First,​ ​I​ ​would​ ​like​ ​you​ ​to​ ​send​ ​me​ ​your​ ​QuickBooks​ ​so​ ​I​ ​can​ ​give​ ​it​ ​a​ ​review
to​ ​make​ ​sure​ ​I​ ​fully​ ​understand​ ​your​ ​accounting​ ​needs.

Also,​ ​I’d​ ​like​ ​to​ ​review​ ​your​ ​tax​ ​returns​ ​(if​ ​applicable).
I’ll​ ​be​ ​happy​ ​to​ ​send​ ​over​ ​a​ ​Non-Disclosure​ ​Agreement​ ​if​ ​that’ll​ ​make​ ​you
feel​ ​more​ ​comfortable.

Second,​ ​we​ ​schedule​ ​a​ ​follow-up​ ​call​ ​to​ ​go​ ​over​ ​my​ ​findings.

I​ ​won’t​ ​charge​ ​you​ ​a​ ​thing​ ​for​ ​the​ ​initial​ ​review​ ​and​ ​follow-up​ ​call.

So​ ​best​ ​case​ ​scenario,​ ​I​ ​find​ ​missing​ ​money.

Who​ ​knows,​ ​it​ ​could​ ​be​ ​tens​ ​of​ ​thousands​ ​of​ ​dollars,​ ​and​ ​then​ ​we​ ​work
together​ ​to​ ​fix​ ​it.

Worst​ ​case​ ​scenario,​ ​we​ ​don’t​ ​get​ ​to​ ​work​ ​together,​ ​but​ ​you​ ​get​ ​your​ ​books
reviewed​ ​by​ ​a​ ​professional​ ​and​ ​have​ ​peace​ ​of​ ​mind​ ​that​ ​everything​ ​is​ ​on
the​ ​right​ ​track.

[SILENCE​ ​-​ ​WAIT​ ​FOR​ ​RESPONSE]

● Then​ ​work​ ​out​ ​the​ ​logistics​ ​of​ ​getting​ ​the​ ​financials​ ​and​ ​tax​ ​returns,
and​ ​schedule​ ​a​ ​follow-up​ ​call​ ​right​ ​then​ ​and​ ​there.
● Now​ ​that​ ​you’ve​ ​reviewed​ ​the​ ​prospect’s​ ​books​ ​and​ ​tax​ ​return,​ ​you
should​ ​be​ ​able​ ​to​ ​go​ ​through​ ​Part​ ​6​ ​using​ ​detailed​ ​examples.

Part​ ​5B:​ ​The​ ​Hard​ ​Sell

Ok,​ ​John.​ ​I’m​ ​hearing​ ​you,​ ​and​ ​it​ ​sounds​ ​like​ ​_____​ ​is​ ​your​ ​biggest
problem.

The​ ​good​ ​news​ ​is​ ​that​ ​I​ ​can​ ​totally​ ​help​ ​you.

I’m​ ​an​ ​accountant​ ​that​ ​specializes​ ​in​ ​_____.

I​ ​typically​ ​work​ ​with​ ​business​ ​owners​ ​like​ ​you​ ​and​ ​help​ ​them​ ​_____,​ ​_____,
and​ ​_____.

● Then​ ​go​ ​straight​ ​to​ ​Part​ ​6.

● The​ ​Hard​ ​Sell​ ​is​ ​good​ ​for​ ​clients​ ​who​ ​are​ ​warm​ ​to​ ​the​ ​idea​ ​of​ ​working
with​ ​you.
● If​ ​you​ ​have​ ​a​ ​strategy​ ​call​ ​go​ ​really​ ​well,​ ​and​ ​the​ ​prospect​ ​is​ ​anxious
to​ ​work​ ​with​ ​you,​ ​then​ ​go​ ​for​ ​the​ ​Hard​ ​Sell.
● If​ ​you’ve​ ​spoken​ ​with​ ​a​ ​prospect​ ​in​ ​the​ ​past,​ ​and​ ​they​ ​reach​ ​out
again,​ ​they​ ​most​ ​likely​ ​have​ ​already​ ​made​ ​the​ ​decision​ ​to​ ​work​ ​with
you.​ ​The​ ​Hard​ ​Sell​ ​can​ ​be​ ​effective​ ​here​ ​too.
● If​ ​you’re​ ​not​ ​sensing​ ​much​ ​enthusiasm​ ​on​ ​the​ ​prospect’s​ ​part​ ​by​ ​the
time​ ​you​ ​get​ ​to​ ​this​ ​stage​ ​of​ ​the​ ​call,​ ​the​ ​Consultative​ ​Sell​ ​is​ ​likely​ ​a
better​ ​approach.
● If​ ​the​ ​prospect​ ​isn’t​ ​ready​ ​to​ ​work​ ​with​ ​you,​ ​it’s​ ​because​ ​they’re
having​ ​difficulty​ ​understanding​ ​the​ ​concrete​ ​benefits​ ​of​ ​working​ ​with
you.​ ​The​ ​Consultative​ ​Sell​ ​can​ ​help​ ​you​ ​better​ ​demonstrate​ ​your
value​ ​to​ ​a​ ​prospect.

Call​ ​2:​ ​The​ ​Coaching​ ​Call

Part​ ​6:​ ​The​ ​Prescription

Ok​ ​John,​ ​based​ ​on​ ​everything​ ​I’ve​ ​heard​ ​and​ ​seen,​ ​it​ ​sounds​ ​like​ ​_____​ ​is
your​ ​biggest​ ​problem.

Right​ ​now,​ ​it’s​ ​hurting​ ​your​ ​business​ ​in​ ​several​ ​ways.

It’s​ ​(Pain​ ​Point​ ​1).

It’s​ ​also​ ​(Pain​ ​Point​ ​2).

And​ ​also​ ​(Pain​ ​Point​ ​3).

I​ ​think​ ​_____​ ​would​ ​be​ ​your​ ​best​ ​solution​ ​here.

By​ ​(implementing​ ​solution),​ ​you​ ​would​ ​(Benefit​ ​1).

You’d​ ​also​ ​(Benefit​ ​2).

And​ ​you’d​ ​even​ ​(Benefit​ ​3).

The​ ​best​ ​part​ ​is​ ​we​ ​can​ ​do​ ​this​ ​without​ ​(Pain​ ​Point).

Can​ ​you​ ​see​ ​how​ ​effective​ ​this​ ​would​ ​be?​ *​ silence​ ​-​ ​wait​ ​for​ ​answer*

How​ ​would​ ​(Benefit​ ​1)​ ​change​ ​things​ ​for​ ​your​ ​business?​ *​ silence​ ​-​ ​wait​ ​for
answer*

How​ ​would​ ​(Benefit​ ​2)​ ​free​ ​up​ ​more​ ​time​ ​to​ ​spend​ ​working​ ​on​ ​your
business​ ​instead​ ​of​ ​in​ ​it?​ ​*silence​ ​-​ ​wait​ ​for​ ​answer*

How​ ​would​ ​(Benefit​ ​3)​ ​give​ ​you​ ​peace​ ​of​ ​mind?​ *​ silence​ ​-​ ​wait​ ​for​ ​answer*

Part​ ​7:​ ​The​ ​Close

Ok​ ​John,​ ​I​ ​just​ ​have​ ​one​ ​more​ ​question.​ ​Do​ ​you​ ​want​ ​me​ ​to​ ​help​ ​you?

● Wait​ ​for​ ​them​ ​to​ ​say​ ​“What​ ​does​ ​that​ ​look​ ​like?”​ ​or​ ​“How​ ​much​ ​would
it​ ​cost?”

Part​ ​8:​ ​The​ ​Offer

Ok​ ​John,​ ​so​ ​to​ ​work​ ​with​ ​me,​ ​it’s​ ​going​ ​to​ ​be​ ​a​ ​one-time​ ​$1,500​ ​setup​ ​fee
and​ ​then​ ​$1,500​ ​per​ ​month​ ​after​ ​that.

Our​ ​engagement​ ​will​ ​just​ ​be​ ​month-to-month,​ ​and​ ​we​ ​offer​ ​a​ ​100%
satisfaction​ ​guarantee.

But,​ ​one​ ​thing​ ​I’ve​ ​found​ ​is​ ​that​ ​people​ ​who​ ​make​ ​a​ ​decision​ ​to​ ​get​ ​going
with​ ​me​ ​start​ ​seeing​ ​results​ ​within​ ​a​ ​few​ ​weeks.

And​ ​chasing​ ​people​ ​down​ ​to​ ​see​ ​whether​ ​they’re​ ​in​ ​or​ ​out​ ​can​ ​be​ ​a​ ​huge
waste​ ​of​ ​time.

So​ ​what​ ​I’ll​ ​do​ ​is,​ ​if​ ​you​ ​decide​ ​to​ ​work​ ​with​ ​me​ ​today,​ ​I’ll​ ​waive​ ​the
one-time​ ​$1,500​ ​setup​ ​fee,​ ​and​ ​it’ll​ ​just​ ​be​ ​$1,500/month.

● Then,​ ​SILENCE.​ ​You​ ​can’t​ ​say​ ​anything.​ ​You​ ​must​ ​remain

completely​ ​silent​ ​until​ ​the​ ​prospect​ ​speaks.
● Sometimes,​ ​there​ ​can​ ​be​ ​a​ ​period​ ​of​ ​awkward​ ​silence.​ ​This​ ​is​ ​a​ ​good
thing.​ ​They’re​ ​rationalizing​ ​the​ ​decision​ ​to​ ​themselves.

Part​ ​9:​ ​The​ ​Deal

Ok​ ​John,​ ​awesome!​ ​I’m​ ​so​ ​pumped​ ​to​ ​have​ ​you​ ​guys​ ​on​ ​board.

Just​ ​to​ ​recap​ ​will​ ​be​ ​providing​ ​(service)​ ​for​ ​(fee).

Part​ ​10:​ ​Collecting​ ​Payment

I​ ​can​ ​collect​ ​today’s​ ​one-time​ ​setup​ ​fee​ ​here​ ​on​ ​the​ ​phone​ ​with​ ​a​ ​card​ ​or
set​ ​you​ ​up​ ​on​ ​ACH.​ ​Which​ ​would​ ​you​ ​prefer?

Part​ ​11:​ ​Wrapping​ ​Up

Ok,​ ​I’ll​ ​email​ ​you​ ​our​ ​onboarding​ ​checklist,​ ​which​ ​will​ ​explain​ ​how​ ​to​ ​give​ ​us
access​ ​to​ ​your​ ​accounts​ ​so​ ​we​ ​can​ ​start​ ​getting​ ​everything​ ​set​ ​up​ ​and
running.

Also,​ ​we​ ​need​ ​to​ ​set​ ​up​ ​a​ ​time​ ​for​ ​your​ ​onboarding​ ​call.​ ​I’d​ ​like​ ​to​ ​have​ ​the
call​ ​sometime​ ​in​ ​the​ ​next​ ​week,​ ​if​ ​that’s​ ​possible.​ ​When​ ​works​ ​for​ ​you?

Great.​ ​So​ ​our​ ​onboarding​ ​call​ ​is​ ​scheduled​ ​for​ ​[DAY]​ ​at​ ​[TIME].

We’ll​ ​go​ ​over​ ​everything​ ​and​ ​make​ ​sure​ ​all​ ​our​ ​bases​ ​are​ ​covered.​ ​Please
have​ ​the​ ​onboarding​ ​checklist​ ​done​ ​by​ ​our​ ​call.

Typically,​ ​it​ ​takes​ ​about​ ​2​ ​weeks​ ​to​ ​get​ ​everything​ ​setup,​ ​but​ ​after​ ​that
everything​ ​will​ ​run​ ​really​ ​smoothly​ ​and​ ​seamlessly.

So​ ​I’ll​ ​talk​ ​to​ ​you​ ​[DATE​ ​&​ ​TIME],​ ​but​ ​if​ ​you​ ​have​ ​any​ ​questions​ ​before
then,​ ​please​ ​reach​ ​out​ ​to​ ​me​ ​via​ ​[CONTACT​ ​METHOD].

I’m​ ​excited​ ​to​ ​work​ ​with​ ​you​ ​and​ ​start​ ​getting​ ​great​ ​results!