This Kills More Businesses Than Anything. Let’s Fix This

kills

Here’s a 5 minute video to help you avoid what kills most businesses. Secure link here

…or YouTube here:

Thanks,
Josh

Sign up for this blog here and connect with me on LinkedInFacebookTwitter, and YouTube.

Can I Help You?
Hi, I’m Josh Horn, CPA/ABV, CVA of Horn Valuation. I help with business valuations in friendly or unfriendly situations. I also help owners build valuable companies. My clients are business owners and attorneys. If you’d like more information, check out my website hornvaluation.com, email me at josh@horncpa.com, or call me at 217-649-8794.

Josh Horn CPA

I’m a licensed Certified Public Accountant (CPA) and double-credentialed in business valuation (CVA & ABV). I’ve been a tax and business consultant in a top 100 CPA firm and a controller in a large international company. I’ve also valued and been the primary advisor to multi-million dollar and small companies in various industries.

“If you’re not working on business value, who is?” Josh Horn, CPA, Certified Valuation Analyst and Accredited in Business Valuation

Why Can Valuing Your Business Be Tough? Here are Reasons and Solutions

tough

Here’s a 3 minute video I put together to answer this question for you. Secure link here

…or YouTube here:

Thanks,
Josh

Sign up for this blog here and connect with me on LinkedInFacebookTwitter, and YouTube.

Can I Help You?
Hi, I’m Josh Horn, CPA/ABV, CVA of Horn Valuation. I help with business valuations in friendly or unfriendly situations. I also help owners build valuable companies. My clients are business owners and attorneys. If you’d like more information, check out my website hornvaluation.com, email me at josh@horncpa.com, or call me at 217-649-8794.

Josh Horn CPA

I’m a licensed Certified Public Accountant (CPA) and double-credentialed in business valuation (CVA & ABV). I’ve been a tax and business consultant in a top 100 CPA firm and a controller in a large international company. I’ve also valued and been the primary advisor to multi-million dollar and small companies in various industries.

“If you’re not working on business value, who is?” Josh Horn, CPA, Certified Valuation Analyst and Accredited in Business Valuation

You Need Scheduled Non-Customer Time. Here’s Why

customer

Do you have time dedicated to building your business or does customer time dominate your day? The cold hard truth is you will have to walk away from cash in the short term to build a powerful business over the long term. Let’s look at the big picture. Non-customer time will…

Get You Better Customers
My last several leads came from these actions:
-> Lunch and relationship-building with attorneys and CPAs
-> A lukewarm email to prospects inviting them to my open house
-> Direct mail original white paper to prospects
If I looked at these activities and said, “oh no, I can’t charge for this, so I won’t do it”, that would have been a big mistake. Plant the seeds, water them, and watch them grow. When you get better customers, you’ll want to…

Make Sure You’re Good
You must deliver high quality results for better customers. I dedicate time every day to getting better at what I do. Often, I can’t charge a client for perfecting my craft. However, both of us benefit when it’s time to solve a problem. You probably know what it’s like to be “in the zone.” If not, I encourage you and your team to get there as soon as possible. In the zone, solving your customer’s problem feels nearly effortless because of thousands of hours of dedicated practice. Getting really good will force you to…

Define Your Ideal Customer
You can’t be good at everything. This is one of the biggest mistakes I see businesses make and one I still make. Close your eyes and picture your perfect customer. Do you see them? You operated in the zone, helped them solve a tough problem, and they happily paid you to fix it. And it was fun too! I want you to have more customers like this. Be honest – how often is this happening? Do you walk away when you should? Does your team know what the ideal customer looks like? Is it because you haven’t defined it yourself?

I challenge you to book non-customer time into your schedule every day. Ironically, it’s this time that will lead you to better and more profitable customers. Here’s one of my all-time favorite videos on the importance of your time as discussed by Bill Gates and Warren Buffett:

Thanks,
Josh

Sign up for this blog here and connect with me on LinkedInFacebook, and Twitter.

Can I Help You?
Hi, I’m Josh Horn, CPA/ABV, CVA of Horn Valuation. I help with business valuations in friendly or unfriendly situations. I also help owners build valuable companies. My clients are business owners and attorneys. If you’d like more information, check out my website hornvaluation.com, email me at josh@horncpa.com, or call me at 217-649-8794.

Josh Horn CPA

I’m a licensed Certified Public Accountant (CPA) and double-credentialed in business valuation (CVA & ABV). I’ve been a tax and business consultant in a top 100 CPA firm and a controller in a large international company. I’ve also valued and been the primary advisor to multi-million dollar and small companies in various industries.

“If you’re not working on business value, who is?” Josh Horn, CPA, Certified Valuation Analyst and Accredited in Business Valuation

How Do You Get Sales Leads? This is What Works for Me

leads

A question I hear from business owners all the time is, “How can we generate more leads?” A common answer I’ve heard at seminars is, “Do good work.” Since doing good work implies you already got the work, that may be the worst answer ever. Yes, do good work. That’s not what you’re asking, is it?

I’m not a sales or marketing genius. I’m still making mistakes but I’m getting better. Since your business is probably different from mine, I’m going to give you principles instead of tactics. Ignore them if you want. They work.

Honesty. I take this for granted since I’ve been an accountant for over 20 years. Unfortunately, many people are suspicious until they get to know you. And you won’t get referrals unless someone thinks you’re honest. Honesty is the “spark” that starts the process. Honesty is also the most difficult principle to apply since you have the least control over it when you’re unknown. Honesty becomes a perception in the market when you apply these next three principles…

Curiosity. Get very curious about the clients you want to attract. What are their pains? Not the simple stuff like, “filing the tax return” or “repairing the faucet.” What’s really bothering them deep down? What can you fix while your competitors are checking boxes and offering the lowest price? Here’s a hint – they’re scared of something. It’s your job to find out what it is. Your curiosity will lead you to…

Generosity. You must create solutions for your potential clients. A lot of solutions with no expectation of sales. Blog posts, videos, worksheets, spreadsheets, and just chiming in on their latest difficulty on social media. Get to understand their industry and life and where their difficulties and opportunities are. Clients are looking for answers and you’re there to provide them, whenever they might be ready to engage. When they’re ready, you need some…

Personality. You don’t have to be Jerry Seinfeld or Steve Carell. You need to find something you have in common. Privacy is dead so take advantage by researching them on the internet. Do you both like baseball? Maybe your kids are the same age? Maybe you both went to the same high school? Use whatever you can to get a conversation started and let them talk. The more they talk, the more interesting they’ll think you are. Don’t fake it. Be interested in their life!

A Real Life Example
I recently got a referral. I’ve worked with the referrer on a mutual client and he’s a friend (honesty). My referring friend also knew I understood this industry (curiosity) since I referred one of my clients to him (generosity). As soon as we had been introduced via email, I gave the referral information about his industry and an example of a finished product (curiosity and generosity). That led the referral to request a meeting with me. Before the meeting, I did more research (curiosity). The referral was in a video I found on the internet. After we met and shook hands, it was a good opener to say, “I saw you on______.” That led to a personal conversation about him (personality) and not just the business. Remember, it has to come from the heart and be genuine! I got the project.

The Bottom Line
We all hit rock bottom generating leads sooner or later. Don’t get discouraged. As silly as it sounds, you need to find your inner-child to connect with potential clients. Who says “no” to a child? Nobody says “no” to my eight-year-old. She’s honest, curious, generous, and has plenty of personality. You can use the exact same principles to generate leads no matter how old you are.

Thanks,
Josh

Sign up for this blog here and connect with me on LinkedInFacebook, and Twitter.

Can I Help You?
Hi, I’m Josh Horn, CPA/ABV, CVA of Horn Valuation. I help with business valuations in friendly or unfriendly situations. I also help owners build valuable companies. My clients are business owners and attorneys. If you’d like more information, check out my website hornvaluation.com, email me at josh@horncpa.com, or call me at 217-649-8794.

Josh Horn CPA

I’m a licensed Certified Public Accountant (CPA) and double-credentialed in business valuation (CVA & ABV). I’ve been a tax and business consultant in a top 100 CPA firm and a controller in a large international company. I’ve also valued and been the primary advisor to multi-million dollar and small companies in various industries.

“If you’re not working on business value, who is?” Josh Horn, CPA, Certified Valuation Analyst and Accredited in Business Valuation

30 Days Left to Do Most Important Tax Planning in 30 Years

tax

Yes, only 30 days. That’s all the time you have left. Why? Today is 10/22 and Thanksgiving is 11/22. When was the last time you had a spare minute between Thanksgiving and Christmas? So, Thanksgiving is your real deadline. You’re busy so let’s hit the bullet points:

-> “Josh, you’re just trying to drum up business!” Not really. I don’t do tax work anymore. Consider this a public service announcement.
-> 2018 planning must be done in 2018. Just making sure I stress the obvious. No time machines.
-> Why does it matter? There’s a lot to consider but I can boil it down to one really big thing. Your tax entity structure has never been more critical. S corp, C corp, partnership, Schedule C?
-> You must run the numbers, ideally using commercial tax software with an expert. Pencil and paper won’t do. It’s too complex.
-> The best tax CPA I ever worked with called filing a tax return “taking out the trash.” When did he add value? In the fall – right now. Good tax CPAs are proactive; mediocre ones reactive.

A good summary of the changes is here. If you need help, please send me a message or give me a call.

Thanks,
Josh

Sign up for this blog here and connect with me on LinkedInFacebook, and Twitter.

Can I Help You?
Hi, I’m Josh Horn, CPA/ABV, CVA of Horn Valuation. I help with business valuations in friendly or unfriendly situations. I also help owners build valuable companies. My clients are business owners and attorneys. If you’d like more information, check out my website hornvaluation.com, email me at josh@horncpa.com, or call me at 217-649-8794.

Josh Horn CPA

I’m a licensed Certified Public Accountant (CPA) and double-credentialed in business valuation (CVA & ABV). I’ve been a tax and business consultant in a top 100 CPA firm and a controller in a large international company. I’ve also valued and been the primary advisor to multi-million dollar and small companies in various industries.

“If you’re not working on business value, who is?” Josh Horn, CPA, Certified Valuation Analyst and Accredited in Business Valuation