Qualified Assessment
What is the purpose of a Mission Statement?
Drive Profits so that your team is committed and your company can continue to exist.
Energize your team so that they know what their purpose is as employees.
Help sell your clients on who you are and what your purpose is.
Define a deeper sense of commitment and meaning concerning the company's overall reason for existence.
What are the 4 main categories for goal setting?
Profits/Sales/Personal/Professional
Personal/Business/Physical/Spiritual
Spiritual/Community/Sales/Self
Personal/Profits/Community/Spiritual
In terms of goal setting, what represents the "Why"?
The set of the benefits to be gained, providing fuel to reach the goal.
The map for how to best reach the goal.
The purpose of the goal
The team that is responsible to reach the goal.
When we suggest attending DRIVEU, what do we mean?
Pick an informational podcast, and listen to it in your car.
Call clients and mentors during your drive and connect with them.
Go back to a school called DRIVE and get an additional degree.
All of the above.
What situation does NCI recommend direct mail?
A targeted list with a letter to new business owner in the area.
A targeted list with a brochure to existing business owners.
A targeted list with a postcard to new home owners.
NCI never recommends direct mail.
What are the three successful aspects to any marketing plan?
Right Product, Right Price, Delivery System
Right Product, Right Price, Referral System
Right Price, Right Team, Right Sales Script
Right Plan, Right Product, Right Billing System
Who is it that NCI recommends you offer your services to when actively marketing? Select all that apply.
Businesses that have 0 revenue up to 5 million in sales.
Anywhere from 1-19 employees.
Businesses that have Revenue over 5 million in sales.
0 to 5 years in business.
What is an average closing % for NCI clients?
5%
50%
20%
70%
What is the minimum recommended number of businesses to start with for a calling effort?
100,000
10,000
50,000
5,000
When compiling your leads, what are the must have components?
Business Name, Address, & Phone
Owner's Name
Age of the Business
Size of the Business.
All of the Above.
What is the best way to generate interest for your firm?
Direct Contact with another human being.
Social Media Campaigns.
Direct Mail.
None of the above.
When 'cold knocking' or visiting businesses unannounced, what is a good opening line?
Hello is the owner available?
Hello, you must be the owner!
Hello, when will the owner be available?
Hello, are you the owner?
Which of the options below are indicators of opportunities for your service?
Grand opening signs.
Under new management signs.
Job ads for bookkeepers.
All of the above.
What does NCI consider to be the 'digital equivalency of gold?
A strong social media profile.
Online reviews.
A good call to action.
A well made landing page.
When considering your website, what is a MUST HAVE feature on it?
Conforms to mobile, 50% of all web traffic is now on mobile.
That you can connect your social media profiles to it.
That you can share the site easily with friends.
None of the above.
How many emails are sent per day in 2017?
269 billion.
269 million.
269 thousand.
269 trillion.
What makes an email worth reading?
Relevance.
Segmentation.
Copywriting.
All of the above.
Why is it important to have a strong presence on the different social media platforms that you market?
Because you want as many opportunities to sell your services as possible.
Because your prospective clients will look at your social presence, and you can either build trust or lose it depending on how they are being maintained.
Because it is what everyone else is doing!
None of the above.
What are the different phases of a prospect?
Unaware, problem aware, solution aware, product aware, most aware.
New, aware, nearly a client.
There are not phases to prospects, just prospects and clients.
None of the above.
How many emails are estimated to be sent per year in 2017?
Over 98 trillion.
Over 98 million.
Over 98 billion.
None of the above.
What is the primary goal of copywriting?
Getting and keeping attention (Eyeballs).
Selling your services.
Helping your clients to understand taxes.
Helping your staff to understand your policies.
If you have a hard time with procrastinating on the internet, or an employee does, what are good google chrome extensions that can help them stay focused?
Stay focused and momentum.
Adblock and SEO Quake.
Ghostery and last pass.
All of the above.
What is a huge advantage to having a mobile friendly site?
Google has started favoring mobile friendly sites in search rankings.
Over 50% of all internet traffic is done through a mobile device.
All of the above.
None of the above.
When using the digital sales presentation companion, what is an area of particular emphasis and where should you spend most of your time?
Slide 2, "You are not snake" do a deep probe here and flush out WHY they are talking to you.
Slide 3 The lego principle. Drive your presentation home with this.
Slide 6 Professional Commitments. Go hard on the close here.
None of the above.
What is the primary purpose of your website?
To deliver information about my company.
Conversions.
To get opt-ins for my newsletter!
SEO.
What is the primary purpose for social media?
To Build Trust.
To Sell.
To Promote Your Business.
To Deliver Dynamic Content.
What is the most important feature when selecting an email marketing system?
Conversion metrics.
Segmentation.
Broadcasting.
Click To Consult.
What is the best browser to use for digital marketing purposes?
Internet Explorer.
Google Chrome.
Fire Fox.
Opera.
What is a free service that allows you to install 'chat' onto your site?
Purechat.
Google Calendar.
Chatorama.
Chatcity.
What percentage of customers finds the chat feature to be helpful overall?
10%.
20%.
50%.
90%.
Who should be responsible for monitoring all of the different chat conversations (Facebook, Google business, your website)?
The lead accountant.
It should be outsourced.
The appointment setter.
Get a robot to do it!
What is a "funnel"?
A systematic way to convert leads into buyers.
A software platform
A way to get clients to give you reviews
None of the above.
When scheduling interviews for appointment setters, what is the expected show rate for applicants?
Half of all applicants will show up.
About 90% of all applicants will show up.
1 of out every three applicants will show up.
Full attendance is normal.
When interviewing appointment setters, what is the most efficient way to handle the interview process?
A group presentation going over the job in detail, followed by one on one interviews.
Interview each candidate over the phone.
Make your selection based on their resume and notify them by phone.
Schedule one on one interviews only.
What is the most important quality when selecting an appointment setter?
Voice quality.
Proximity to the office.
Previous experience.
A great attitude.
What is a low cost way to get applications for the appointment setting position?
Post your job on craigslist.
Run an ad in your local news paper.
Use an online recruiting software.
Post on your social media pages.
Why do we recommend a pen and paper method for tracking appointment setter activity?
To save on cost.
A computer will distract them, and they need to be focused on making calls.
It is a reliable way to track their productivity.
All of the above.
When scheduling an appointment, what must the appointment setter have access to?
An up to date calendar showing the availability of the CSR or Accountant.
An additional phone line to call the accountant to confirm their availability.
A script to upsell them to a paid service.
All of the above.
When scheduling an appointment, what information should the appointment setter collect?
Time, date, location, currently has an accountant, all decision makers present for meeting.
Time, date, location, working with a financial planner, the status of their records.
Time, date, location, age, and gender.
Any information they can get.
When should the appointment be set for?
Within the next 7 days if possible.
Within the next 30 days if possible.
As soon as possible.
Whenever they can meet.
How often should your appointment setters be given breaks?
Every 50 minutes.
No breaks.
Every 30 minutes.
Every hour and a half.
What is the average % of phone calls that connect with the business owner?
10%.
50%.
20%.
1%.
What is the expected number of appointments set per shift?
1 Appointment per 4 hours.
2 Appointment per 4 hours.
1/2 appointment per 4 hours.
3 Appointments per 4 hours.
What is the goal the appointment setters should shoot for each shift?
1 Appointment per 4 hours.
2 Appointments per 4 hours.
3 Appointments per 4 hours.
As many as they can set.
What are the Top Revenue Earning Traits for sales people, Select all that apply.
Ambition.
Courageous (Break through fears).
Honesty.
Empathy.
Preparation.
Responsibility.
All of the above.
When NCI "inverts the traditional sales triangle", what is the proper order in which you spend your time?
10% on the intro/probe, 30% on feature and benefits, 60% on the close.
20% on the Intro/probe, 40% on the features and benefits, 40% on the close.
60% on the intro/probe, 30% on the features and benefits, 10% on the close.
80% on the intro/probe, 15% on the features and benefits, 5% on the close.
What is the proper ranking of importance for the three components of Human Influence?
Words 7%, Voice Quality 38%, Physiology 55%.
Words 38%, Voice Quality 7%, Physiology 55%.
Words 55%, Voice Quality 7%, Physiology 38%.
Words 7%, Voice Quality 55%, Physiology 38%.
What is the Friend Factor?
"People will not buy from you until they are genuinely convinced that you are their friend and that you are acting in their best interest".
"People will not buy from you until they feel safe enough to invite you over for dinner."
"People will not buy from you until they are genuinely convinced that you are their friend and that you would take a bullet for them".
"People will not buy from you until they are absolutely certain that if they tell you about a serious tax law they broke, that you won't report them to the IRS."
The most powerful persuasion tool is ________________.
Belief.
A well memorized sales pitch.
Honesty.
A well made PowerPoint.
Persuasion success is assured if you truly believe that you are giving the client ________ than what you ask in return.
Far more.
Far less.
About the same.
A little more.
What does a 'Needs-A-Daddy' Personality type respond well to?
A confident presentation.
A well-dressed person.
A good price break.
A program that includes financial planning.
What is a good talking point for the personality type "Young Mr. Business Man"?
Stress the consultation, 'CFO for hire', 'Growth Partner'.
Discuss compliance and the importance of it.
Bring up your experiences.
Find common ground outside of business to discuss.
What are good introduction questions?
How is your business doing?
What has been the most difficult part of making this business successful?
Do you think the right accountant could be an asset to you?
All of the above.
Following the question "How many checks/Debit/Credit/Cash transactions", what is a good follow up question?
If it would reduce your fees for accounting services, is there anything you could possibly do to reduce the number of transactions?
Could you arrange it so that your supplier(s) bill you once per month instead of at the point of each sale?
None of the above.
All of the above.
Going into the close, what is a good question to ask to prepare the prospects mentally for the close?
Do you see the value in having an accounting firm perform all of these services for your business?
When selecting the firm you work with is there anything that I haven't covered that I should?
What else do you need to know to make a decision on the spot right now?
All of the above.
Approximately how much of your time should be spent on the introduction/probe?
80%
5%
15%
50%
When you first enter the prospect's office or place of work, what is the first thing you should do?
Shake their hand.
Scan the room and look for things to talk about (Sports banners, pictures, etc.)
Ask them how they started their business.
None of the above.
If the prospect is currently working with an accountant, what is an incredibly important question to ask?
Why am I here?
Would you mind telling me how much your paying your accountant for all these services your not receiving?
What could I say that would make you switch your business to our firm?
If I could save you on your accounting fees, would you switch to our firm?
What is the Client Service Agreement?
A contract that is binding.
A package of services for a fixed fee.
An online PowerPoint presentation.
A sales and marketing technique you use when prospecting.
What is a big selling benefit when using the Client Service Agreement?
That you are completing your services at a fixed monthly fee for a period of 12 months.
That you have a flexible hourly rate.
That you have additional services available that are not shown.
That you have the client locked in for one full year of fees.
Should the client grow significantly, what allows for an increase of the fee on the Client Service Agreement?
A clause at the bottom of the agreement stating you have the right to a review.
A clause at the bottom of the agreement stating you have a right to raise at any time.
A clause at the bottom of the agreement stating you do not have the right to raise the fee for any reason.
A clause at the bottom of the agreement stating your formula for how you set your fee.
What is the standard rate NCI suggests that you charge for an installation fee at the start of each new business contract?
$100-$200.
$300-$350.
$500-$600.
$1000-$2000.
Why is the installation fee printed onto the contract instead of written on?
To be able to slash it off when making your final price.
To show it is non-negotiable.
To demonstrate value.
To help guide the presentation.
How do you justify the installation fee?
We have a one time, tax deductible installation fee. This fee covers the customization of your chart of accounts, getting you set up with our software, and a review of your last three years tax returns.
We have a small fee you need to pay to get started with our services. It covers a bunch of services that every small business needs.
You need to pay this fee to become a client and as a result you'll have access to our expertise from this fee.
This fee is meant to cover the cost of you becoming a client. We don't make any profit on it at all, but we want to make sure we break even.
When presenting the fees for your services, what is the best method to utilize for recurring monthly billing?
Collect a large number or post dated checks with the amount.
Obtain their CC information and a signed sheet with the day of the month and the amount to be billed each month.
Obtain a signed ACH automatic withdraw from their bank with the day of the month and amount to be billed each month.
Don't worry about collecting payment information until after the set up meeting.
What is a major advantage to a fixed monthly fee that is also a selling benefit?
The clients knows exactly how much they are going to pay, and when.
You get paid before you even need to touch the work.
The client knows how much they need to budget for accounting fees for the next 2 years.
You get to have an accurate forecast of revenue.
Why should you offer unlimited consultation?
Most small to mid sized business owners ask the same 20-30 questions which you can answer quickly, plus it's a huge selling benefit.
Your competitors don't offer this.
All of the above.
None of the above.
If you have a client that abuses the unlimited consultation clause, what is a solution?
Raise there fees.
Fire them as a client.
None of the above.
All of the above.
What is the biggest reason people change accountants?
Lack of communication.
Tardiness in filings.
Grammar mistakes.
New software to replace accountants.
Why is pick up and delivery still a valid option for obtaining client records?
It allows you to mine for referrals and keeps up relations.
It allows you to make sure the records are correct.
It gives you an opportunity to prospect the local area.
Don't pick up and deliver records for anyone.
Are year end tax filings included in the monthly service agreement?
Yes.
No.
If the prospective client asks for it.
If the prospective client has a large bookkeeping fee.
Why is audit representation put on the agreement?
We sell peace of mind! We only represent them at the agent level.
The odds of audits for a small business are very low, so the cost of a full audit representation is justified because of how many businesses this will help you pick up.
We don't suggest you put audit representation on your agreement.
None of the above.
What is NCI's recommended way to calculate back work?
Number of months X monthly fee.
Waive the back work to get the client.
It depends on the size of the back work.
None of the above.
When you use the NCI sales presentation binder, what is the very first thing you need to do before you use it in a presentation?
Rearrange it to your preference.
Customize it by adding your bio, information about your firm and any additional services you may offer.
None of the above.
All of the above.
Why don't you lead with reference letters?
You should lead with reference letters to build credibility.
Because it's an aggressive sales tactic and makes you look pompous.
Because it delays the possibility of the sale, "well let me call your references first…"
None of the above.
What is an alternative to showing reference letters?
Taking out your smartphone and showing a client video testimonial.
Showing the reviews you have online or mentioning to the client to look at them at a later date.
None of the above.
All of the above.
Who is the presentation binder designed to benefit?
A prospect whose seeing your presentation for the first time.
The accountant to help them structure their presentation.
A sales rep to help imitate what an accountant does.
Answers A & B.
When using the Action close, what are you looking to do?
Get the prospect moving 'Go get me your IRS tax penalty letter…"
Slide the agreement across the table and ask for a commitment.
Sell them on the idea that you are a person of action.
None of the above.
When is an appropriate time to utilize the post dated check close?
When the prospect needs to speak something over with their spouse/partner.
When the prospect needs the services immediately, but wants to delay payment.
None of the above.
All of the above.
When using the 'silent close', what is the value of utilizing this technique?
When you are nervous during the close, you can talk yourself out of a sale.
A well timed period of silence can have tremendous value.
None of the above.
All of the above.
What is the 'ben franklin close'?
A tee chart, benefits vs drawbacks to help show value.
A guarantee for 90 days on monthly bookkeeping fees.
Another name for the silent close.
None of the above.
What is the reason for using the 'Feel, felt, found'
To build empathy, "I know how you feel, many of my clients felt the same way, and here's what they found…"
To give tangibility.
All of the above.
None of the above.
What is the best way to handle a 'TIO' - think it over?
Establish a date and time for following up.
Establish what it is they need to think over.
All of the above.
None of the above.
What is the average cost of offshore cost per year, per person?
4 offshore staff members
2 off shore staff members
6 offshore staff members
They are the same.
Why is India a leader in offshoring bookkeeping services?
Exceptional manpower with a growing well educated work force.
Comfort with English.
Political stability.
All of the above.
What services are typically being outsourced?
Individual returns, Corporate returns, Partnership returns.
Bookkeeping & Write Up Services.
Financial Analysis Reports.
All of the Above.
What are the ways an outsourcing firm can work with its clients?
Via the internet and a secure portal to upload client records.
Remote Desktop where the outsourcing firm accesses your CPU.
Offline on a server owned by the outsourcing firm.
All of the above.
When discussing offshoring with clients, what is a good way to portray it?
Helps keep their fees low, by controlling costs.
Helps with turning work around quickly and efficiently.
Don't discuss it with the client, you're not required to.
Answers A & B.
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