Episode 151 | Structure Of Marketing With Cameron Montgomery

Are you tired of running marketing campaigns that are all over the place? Discover how to implement a solid structure of marketing to generate consistent, high-quality leads for your accounting firm. In this episode, Michelle Weinstein welcomes back Cameron Montgomery, owner of Apex Methods, to break down a simple four-step system you can easily emulate to attract ideal clients through organic Facebook marketing. Learn how to identify your niche, craft compelling content, and strategically position yourself as the go-to expert in your chosen field. If you are ready to ditch the overwhelm and embrace a structured approach to marketing, tune in now!

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Structure Of Marketing With Cameron Montgomery

Introduction

We have a very special guest. Our special guest is the owner of Apex Methods, which he started in 2019, and it focuses on helping accounting, tax, and bookkeeping firm owners get more leads and get clients through their online marketing. His specific focus is helping you establish a social media presence and generate leads consistently. Our special guest has helped over 500 accounting and bookkeeping firm owners with marketing and continues to work with more and more to have a positive impact on the accounting industry.

Before we welcome our very special guest to the show, if you are an accounting, tax, or bookkeeping firm owner or you have a firm on the side and you want to quit your job you want to stop trading time for dollars, stop slaving away for someone else, and get rid of those overly demanding clients and finally get paid for your value and worthwhile still massively boosting your revenue. Here’s what I have for you. Here at the Abundant Accountant, I show you how to have a system in place in your firm so you can not only talk to your ideal clients who value your time, but so yan catapult your firm to the next level and only work the hours you want to work while still having plenty of free time every single week for your family and your friends.

Not only that, I’m going to show you how to do all of this in a way that feels simple, effortless, and automatic. If you want me to show you exactly how to do this, go to TheAbundantCall.com right now to book a call with me and my team. Now let’s welcome our very special guest, Cameron Montgomery, to the show. Welcome, Cameron, to the show.

Thanks for having me.

Thanks for being back here on the show. It’s been so great to finally work together. I feel like this is like a match made in heaven, and for everyone that’s wondering, “Michelle, how is this a match made in heaven?” Let’s dive into that after Cameron introduces himself and shares a little bit about him and his business. Cameron, why don’t you do a little intro? Even though I have already done it, it’s always better to come directly from you.

A little bit about me I have been in business for several years, and I own Apex Methods. Essentially, what I do is I help bookkeepers and accountants with their online marketing. Specifically, my focus is on the lead gen side of things so, I walk them through and mentor them in getting a lead gen system implemented, start booking those calls, and then, as you were saying, the match made in heaven we are now I help them book the calls, and you help them close those calls, and it’s working out great.

We have been talking a lot this year about marketing and sales and the difference between the two because here at the Abundant Accountant when people reach out to me for help, one of the questions I ask, Cameron, is, “What is the biggest challenge you are having around your sales process or system in your firm?” I would say 90 to 95% of the time, it’s, “I need better leads. I need qualified leads.” I’m like, “That’s not a sales problem. That is a marketing challenge. That’s a marketing issue that you have.” If you have that problem, you should give Cameron a call, not me because Cameron will help you identify and get the leads that you are looking for, to get the quality leads that you are looking for, because that’s not a sales problem. Why do you think that is? Why do you think firm owners marketing, bookkeepers, accounting, and tax firm owners have the misconception that that’s a sales challenge?

That is such a good question. The main reason is, one when you are new to an area of business. You can only go off of so many things that you’ve heard in the past, and anything in college, if anybody’s gone to college, but even if not, it’s fine. When you hear about marketing, it feels like it’s this big creative side of the business where it’s fluid, it’s flexible, and things run together you try this, you try that. When they go to start trying to get clients, they think it’s this big mush of things you do. The reality is it’s not. It’s extremely structured and whenever something is extremely structured it creates separation in marketing and different categories separation.

Separation Between Marketing And Sales

With marketing lead gen, there is an absolute separation from the sales process. Sales there’s a separation in processes and procedures you do. It’s this misconception that to grow a business, it’s a creative aspect, it’s a fluid aspect, you’ve got to be good at going with the flow and working with people or being creative and there are aspects of that, but I think if there’s anything I could say to the industry, it’s that there is structure, and there’s separation and when you have that, marketing and sales become much more simplified.

They become separate. They’re different things and activities that you do in your firm. Talking to clients, getting paid, not sending proposals and quotes, not having AR, collecting money upfront, dealing with anything from the time you get the client on the phone, in the email box, or referred to you that is a sales separation department of your firm, where it requires a certain structure as well and then the marketing side is getting the lead. It’s doing the creative, fluid part in a structured way to attract the ideal client that you want, which then will go into your sales structure, completely separately.

I have seen it so many times where people are good at lead gen, but they struggle at sales. On the opposite, they’re great at sales and they struggle at lead gen. You line it out well, that they are different departments but they all tie into the client acquisition side of what I call your top-line revenue on your P&L. Without the two of them, then you don’t have any clients. Unless your lead gen is 100% referrals, then you are not trying to reach out to anybody new you are relying on all referrals.

As we have Cameron, I love it that you are here on the show again and I love all the support that you’ve helped my clients with on the lead gen side. Once they learn how to close and sell and get paid upfront, and have a process, they are not wasting hours on end having meetings with clients who don’t even qualify to work with them. We are going to talk about the simple structure of marketing on how you can generate the leads, following Cameron’s four steps that he’s going to share with you, I’m very excited about this because we are going to talk about the department of marketing in your firm.

Remember, two different departments. We have a sales department, and we have a marketing department. We are going to be discussing the marketing department. Cameron, what’s that first step? How do we go about this? Brand new firm owner, or maybe they’ve had their firm a while, and they’re like, “I do not like the type of clients I have been working with. I need to upgrade. I need to change my process.”

Number one you said the first step is understanding that separation but now that we have that separation, and if we put a magnifying glass on the lead generation side of everything, we want to start understanding the step-by-step process and the structure that comes to it. This is one of my favorite topics to discuss in marketing because it’s a lot like accounting in a way that accounting does not go with the flow. Try this, try that. It’s all structured, and it’s a system that you can look at, you can understand, and it’s based on logic and we want to do the same thing with marketing.

Defining Your Target Market

The first area that you want to take a look at with your marketing is we don’t want to try to get leads right away but we want to understand what we are doing with the marketing. We want to set a simple marketing strategy. It’s the first area that I help my clients with. You can spend weeks on a marketing strategy. We don’t want to do that. We want to get straightforward and to the point.

Structure Of Marketing: Do not try to get leads right away. Focus on doing a simple marketing strategy first.

There are three main pillars that, when you are setting this marketing strategy, you are getting this direction that you want to establish and one of those pillars, number one and most important, is, “Who are you marketing to?” We don’t want to market to everybody in the country. When you market to everybody, you market to nobody. We need to understand who the target market is. Once we understand, we want to choose them with a strategy.

We don’t want to randomly think, “I grew up in my family business, which was shoe repair shops. I’m going to do shoe repair.” That does not mean we are going to have success with them because you enjoy them with online marketing. We want to strategically choose that niche. Once we know who we’re marketing to, now we can decide what we are going to market to them. Meaning, what are the pains, fears, needs, or desires that they are having specifically that you can help them with and where are you going to market to that?

This first step in getting clients with lead gen is getting direction and clarity. What most people do is they go in thinking, “I need some clients right now,” and they hear that referrals are good, partnering with CPAs is good, emails are good, networking is good, and social media is good and they try to blast everything with no plan. It is a complete waste of time, and it’s a frustrating one and that’s why I have noticed a lot of accountants hate marketing. They’re like, “I’ve got to go out there and do this, got to do that.” It’s like, no, you don’t. Before anything, before you ever try to get a lead, you need to understand who are even marketing to and what are going to market to them about. Meaning, what are they struggling with? What are they wanting with their accounting and where am I going to market to that?

Once we understand that, now we are starting to get a little bit of clarity to what we are doing. Focusing on that last one the “where” this is a big question where should I market? There’s a lot of options out there. For the sake of time, I’m not going to go through the whole breakdown right now but there’s a reason that I focus on Facebook, personally. It doesn’t mean that I can’t get clients on other platforms. I do get clients on other platforms because I’m on multiple platforms. I have been marketing for a long time. I have grown my business, so it’s a program for me.

When you are starting with marketing and lead generation, you don’t want to try to be on every single platform and try to maximize those platforms because there’s a lot of complexity in that, and complexity is the enemy of execution. Rather than that, we want to do a process of elimination. Understand what medium is going to be the best, which is social media marketing. Within social media marketing, what platforms can be the most effective and most simplified and systemic, which is going to be Facebook, and then we focus on Facebook?

Structure Of Marketing: Complexity is the enemy of execution.

For example, if I’m a new firm and I decide, “Who am I marketing to?” I want to work with online coaches like what we do. I want to work with online coaches. I know what I’m going to market to them about. I know what they are thinking about, what they are struggling with, what’s keeping them up at night.

What would you say that would be? If you were to say you identified number one, let’s say there’s a firm right now. We are going to walk them through the thinking process, and they will figure out online coaches. I have a woman in my mastermind group that’s what she wants, online coaches who also do speaking engagements, and then what do you think about this, what are you going to market to them? Thinking about what keeps them up at night? What are the things that you’ve thought of for that audience that you would be saying to them?

There are different layers to it. The first layer you want to establish is like what’s everybody dealing with? For example, like cashflow or taxes and you can market to people about that, and you’ll catch guys but then, what you want to think of, “What do coaches deal with cashflow?” If you are brand new, they say, if you haven’t had that much experience with coaches, it’s okay. As you market, as you talk to them, as you work with them, you’ll understand that more but some specific things are like, “Cashflow. They are typically struggling with recurring cashflow because they are doing coaching programs.” A lot of times, there’s not a monthly recurring. That’s a struggle they have. Maybe there’s something you can help them add that’s recurring.

Accounts receivable is one that they are going to struggle with. If they break down their program into payments, they can be struggling on those accounts receivable. Maybe they are breaking it out to 12 months when they should be breaking it out to 3 months at most, or not doing it at all and doing full payments.

Taxes a lot of coaches. Once they start making money, they don’t even know what an S Corp is versus an LLC. How can I save on that? They don’t know that they need to run payroll. They don’t know how much payroll they should run for themselves. Like what’s the reasonable compensation to stay in compliance? Being an online coach is unique because you can do well and you are working from home. What are all those things you can deduct from home? What are the conferences you can go to? If you want to take your family somewhere, you can also make this a business trip.

Those are a handful of examples that coaches are thinking about. Coaches want freedom. They want to maximize profits. How can you help them with that and start talking their language on it? Where if you are marketing to, say, construction, you are probably going to want to be talking about job profitability, job costing, obtaining equipment, and labor costs for your crew.

Have financials to even get a loan because most of them don’t get a loan because their books are messy or not in order.

That’s when you niche down and that’s why we have to start with who, because construction versus coaches, that’s different. There are different things you are going to be talking about. You start talking about obtaining loans, getting equipment, job costing to a coach, and they’re like, “What are you talking about?” You talk about laptop freedom the coach wants and working from wherever you are, maximizing those deductions as you are working from wherever you want to be working.

Someone in construction might be like, “What are you talking about? I’ve got to do construction here.” That’s why we start with, who are we marketing to? Then we go to, what are we going to market to them about, which is not about you and your business. It’s about them and their needs and desires and challenges. Then we go to where, which is, say, a time. It always narrows down to Facebook. Step one of this whole thing, before you ever try to generate a lead, you need to know, this is who I’m marketing to, strategically chosen. This is what I’m going to market to them about, and this is where I’m going to market to them.

Once we have that a lot of people have never gone there, and they are like, “I’m getting some clarity. I understand the direction of my marketing.” Now, we go to step two, which is still not lead gen. We are still not ready to go to coaches and start trying to get coaches. Before you ever try to generate a lead, you need to get positioned to that target market and so, this is your online presence. If I’m trying to market to coaches, and I’m not positioned to them, why would they want to work with me over somebody else if there’s someone else local to them?

Positioning Yourself To Your Target Market

Before I do those leads, I’ve got to get positioned. What we do on Facebook is simply your profile, a business page, and ideally a website. If I’m going for coaches, all three of those look the same, they have the same feel, and they are saying, “I provide accounting and tax services to online coaches” or “to construction business owners,” where we are now that heart surgeon to their heart problem.

Whenever they see us, they see, “This person is helping me with exactly what I need.” These first two steps are the marketing foundations. We set these first because now we are strategically positioned to a target market that we know needs our help with accounting. Like I said, a lot of people skip over that. They go straight into lead gen, all these random things, all these different platforms, with no idea who they are marketing to, no positioning, no strength to their marketing. That’s where I see the biggest struggles people skip these first foundational parts.

Now, once we have that established, we get into a system. Step three is the lead generation system. When you think of lead generation, you do not want to be trying random things daily. You do not want to be going into Facebook groups, trying to post value, loitering in groups, and starting conversations. Not that it’s impossible to get clients that way you can get clients that way but that’s not very systematic. We want to have a daily workflow that you do on a day-to-day basis. It’s the same thing, it’s built on logic, and the more you do it, the longer you do it, the more effective it becomes.

Up to this point, our example is, that I’m doing accounting for online coaches. I am positioned to them, and there are three things you need to do on a daily basis on Facebook to start getting these clients. Number one, and most important, is you need to grow your audience with online coaches. Without an audience of online coaches, I can have the best content in the world, but it doesn’t matter if no online coach is seeing it.

Are they doing that inside a Facebook group or on their personal profile pages?

Personal. There are different levels to marketing, to Facebook marketing. Level one is what I call beginner organic marketing. Level two is advanced organic marketing, and level three is paid advertising. We start with organic lead generation because it’s free. We get proof of concept and raise revenue. Then, once we and that’s through beginner and advanced depending on the comfort level of marketing once we get that proven marketing concept to, say, coaches, we’ve raised revenue, and we are ready to put $1,000 to $2,000 a month into ads, then we go and do our ads and our organic raise together.

Where a lot of people make mistakes is they skip organic, they go straight to ads. Even with a proof of concept, it’s going to take some time to get them working but without a proof of concept in marketing to coaches, you’re taking a stab in the dark, hoping that something’s going to work. Maybe it does, maybe it doesn’t, but you’re taking a pretty big gamble there. Also, if you’re only doing ads, and if you’ve never done organic if you ever have to turn those ads off, let’s say the ads stop working or you’ve got to turn them off for whatever reason, you don’t have a way to get clients anymore because you haven’t been growing organically.

The organic way you’re not investing money at $1,000 to $2,000 a month. You can also learn how to close because if you can’t close your organic leads, then why would you ever spend money on that? You’re not going to have an ROI at all. That’s a big thing you’ve seen some people like you said, good at lead gen and not so good at the closing. Until you get good at both, I won’t even spend $1 on marketing and paying for that.

Until you get all your kinks worked out, you’ve got your lead gen going, you’ve called me, you have a closing process, you know how to sell, you have zero are not sending out a proposal or quote and you are getting paid in the first meeting. Until all that’s there, there’s no point in going any further in any marketing. Otherwise, you’re throwing money down the drain. You probably have better odds going to Vegas and putting $1,000 or $2,000 on craps or blackjack or something and seeing how well you do because if you can’t close, I always say it’s like going to Vegas and seeing how well you do.

That’s such a good comparison you made it. You’d have way better odds taking that money and putting it on roulette, like, “$1,000 on red.” It’s a 50/50 chance. If you don’t have a proof-of-concept to generate leads, and on top of that, you don’t have a sales process after working with you, then you’re spending all this money on ads hoping, “How am I going to close them?” It doesn’t make sense.

That’s why ads are awesome. You and I both run ads, but it’s appropriate for where we are in our business. They’re a down-the-road thing. Back to your question on the groups or personal profile that’s where the separation is between beginner organic and advanced organic. In advanced organic, we created a group alongside our profile. At the beginner level of marketing, we always focus on a personal profile. The reason for that is because it’s the fastest and easiest way to grow an audience.

If I want to grow an audience with online coaches, I can grow my friends list up to 5,000, and I can get there way faster than if I try to grow a group organically. Once I’ve built up to a few thousand, I can start utilizing that personal audience to grow a group. With that being said, a lot of people say, “I don’t want to intermingle my profile and my business.” I understand. Now, Facebook has something new. Facebook lets you have one account with multiple personal profiles. That means you can keep your profile. It has nothing to do with business. You’re not marketing to your friends and family like an MLM. You can keep that personal profile separate. Then you have another profile that’s 100% about business.

I didn’t know that you’d have to show me that. I have 4,900 friends, and I’m like, “There’s no way I could do this.”

You would not want to use that one but I’ll show you it’s so easy to do. This new profile has no crossover. Your 4,900 friends will have no idea what’s going on with the business. Then you can maximize your marketing on a personal profile. For people reading, down the road, once you have this audience and follow the personal profile, it’s a lot easier to grow a group from that.

Now you become more of an authority in a space and a niche market. You’re seen by thousands, and each audience sees you in a specific way. That’s how we start stabilizing ourselves in marketing, insulating ourselves in marketing, and creating a long-term asset we can market to for free. Then after that, we do ads.

Structure Of Marketing: Once you have an audience following your personal social media accounts, it is a lot easier to grow a group from that and become an authority in a space.

Back to the three things you need to do each day. We got off on a tangent, but that was lovely and I’m glad you explained it all. I have to plug you, Cameron. If someone wants help with their organic marketing, how can they find you? This seems overwhelming and it is for a lot of farm owners but you guys don’t need to reinvent the wheel. Cameron’s here. He’s here to support those who are committed to investing. What are the three things you have to do every day? I know it’s Apex Methods, but how do they find you?

The first way is to check out my website. It’s got some testimonials on it Apex-Methods.com. You can also book a call there if you want to learn more about what the program looks like. Also, find me on Facebook. Send me a friend request. I’m there all day. My email is Cameron@Apex-Methods.com. Those are the three main ways but feel free to reach out anytime.

Back to those three items we do. We’ve established at this point that we know who we’re marketing to in this example online coaches. What are we marketing about? Everything they want, need and are struggling with. Where we’re going to market them is Facebook. The way we’re going to be marketing to them is through beginner organic marketing, right on Facebook. It’s positioned on our profile and a business page, ideally with a website too. It’s not required, but it does help. It’s good to have. Now we move into lead generation, which is step three.

This logical system, and by the end of it, it clicks usually. It’s like, “How can I possibly not get clients if I do these three daily categories?” Each day, category number one is you grow your audience with online coaches. In this new profile, you can put 5,000 coaches in there. It takes time and effort, but you can put 5,000 coaches in there. My audience has 4,500 bookkeeping and accounting business owners. If I have these friends, list this audience of online coaches. Now I know that if I post, they’re going to see that content. They don’t have a choice, it’s going to pop up right in front of their face.

If I know that then I’m going to make that content about their pains, their fears, their needs, and their desires that they have with marketing or accounting, if you’re an accounting firm. The big thing is so many accounting firms have such a big struggle with creating content because they don’t have experience with it. One of the big messages I try to get across is you do not need to do advanced content to get clients. What I mean by that is you do not need to do live you don’t need to do webinars or training, and you don’t need to do long posts and pictures of you with graphic design. That’s all fantastic, but that’s advanced marketing. That’s when you’re comfortable with it when you want to take things to the next level.

Once you’ve proven that this works

Once you’re comfortable with it and you’ve learned about online coaches and you’re like, “I know exactly what they’re thinking about.” All you have to do in the beginning to make an impression on an industry is say these simple sentences. It’s so easy, and those often get a lot more traction than the longer posts anyway but they’re a lot easier to do.

For example, if I have 4,500 bookkeeping and accounting business owners, all I have to say is, “Bookkeepers and accountants, do you struggle to create content?” Remember, this is beginner-level marketing getting the ball rolling. This is like, in the world of accounting, you’re doing basic bookkeeping, not CFO services.

I know there are a lot of people in those 4,500 who are going to see that and think, “I am struggling.” Maybe they’re not going to flock to me, but I’m starting to make an impression. For sales, you could say, “Accounting firms, do you have a proven sales process in place, or are you going at it with a random approach?”

I could say what a client shared with me, “Accounting, tax, and bookkeeping firm owners when you share your prices, do you hear crickets? When you share your fees and prices, do you feel like you’re scaring people away?”

That’s all it takes. If you can write at a sixth-grade reading level and put a colored background behind it, you can get clients from it. The big message I try to get across is it’s not about advanced content, it’s about strategic content. That said, if you mix strategic and advanced, it works fantastic but know that you don’t have to start with advanced. You can keep it simple.

Growing Your Audience And Creating Content

At this point, we’ve grown the audience. Now we’re nurturing them with content, and the last thing we do is learn how to contact them. Contacting is always the least enjoyable part of growing a business, but it’s the beginning way to grow a business. Eventually, you want to fire yourself from doing any contact. It’s not enjoyable. We were laughing about it right before this, we had our group call, and everyone’s like, “I wish messaging didn’t work so well.” Yes, it does work so well, and it’s so predictable. It’s a way to rely on to get clients right now because growing an audience and putting content in front of them takes time. You’re not going to immediately get it until you’ve grown. Yes, be consistent, and then they start coming in. In that in-between time, we had clients through contacting.

Fortunately, where I’m at, I don’t have to do contacting anymore. It’s all from inbound leads, but I had to put in that startup-level marketing to get the ball rolling on that. At the end of this, if you think of structure and logic in lead generation, you want to ask yourself, “How could I not get clients in this way?” Then we’ll talk about step four.

What we’ve done is everyone take a step back and to everyone reading this and think of who is your target market. Who do you want to work with? Imagine this process is complete, and you’ll see it’s very logical. You won’t think you won’t get clients. 1) You choose a niche that needs help with accounting, bookkeeping, or tax. 2) You define what areas of accounting, bookkeeping, or tax they struggle with. What are their challenges, and what do they want? 3) We identify Facebook as where we can reach them, and we confirm that they’re active on this platform. After we’ve done that, we’ve positioned ourselves on Facebook, where they’re active, saying that we help them in these areas of bookkeeping, accounting, and tax.

You’re talking like, “They have a heart problem, and you’re the heart surgeon.” We are also going to address the challenges problems, fears, and pains they have.

We have that in place. Then if we grow an audience, eventually thousands of this type of business owners who need help with bookkeeping, accounting, and tax we put content in front of them about the specific areas of bookkeeping, accounting, and tax that they need help with. Then we message them, asking, “Do you need help in these areas of bookkeeping, accounting, and tax?” You systemize that into a daily checklist workflow, where you’re doing the same thing every day. Eventually, you can hand it off to a VA once it’s rolling. As it grows, you want to ask yourself, “How would I not get clients that way?”

If you can’t close, that’s the only way.

That brings us to step four, and this is where everyone needs to work with, Michelle. Step four is you need to transition. That’s the end of lead gen. You do that, and you start booking calls. Inbound leads start coming in from your content and messaging, you’re finding the people who need help, and it’s done in this sequential way every day.

Transitioning From Lead Generation To Sales

You book these calls. The thing I like about it is that it’s like wine. The bigger your audience is, the more people are going to see you, the longer they see you, the more you’re going to learn, the better you’re going to get, and the more you’re going to understand it. Then you start predictably booking these calls. Once you’re at that point, in these beginner organic marketing, remember there are other forms, but just beginners we’re talking about. Then you go to the fourth step. This is working with Michelle, which is You now need a sales process. “I’m booking calls. How do you close these calls? How do I increase my fees? How do I charge more?”

The second you have someone who wants to meet with you to talk about your tax, bookkeeping, or CFO services or whatever it is to get you the tax, let’s say, bookkeeping surgeon to their bookkeeping clean up mess that they have on their hands. The second they book that call with you, it becomes now the sales process. Lead-gen marketing is now a thing of the past. You’re now at the point where it’s time to collect dollars and get a new client on your roster.

Like you were sharing and I love that, Cameron, is that it is two different departments but the different departments, they each have a 50/50 role in the play in getting the new client. Let’s say at a $3,000-a-month bookkeeping client. You can’t get that client if you don’t put 50% of the effort on the marketing side and 50% of the effort on the sales and closing side. They go hand-in-hand, but together, you have something on your P&L because without it, you have a hobby, and I don’t think anyone’s here to have a hobby or share your prices with someone, or the investment of working with you, and then you feel like you are scaring people away or having your prices out there and sharing it, and then you never hear from anybody back because you are hearing crickets and you are sent off a proposal and I call it going into proposal and or you are quoting your fees and you are wondering, “How come this isn’t working.” That becomes the sales process.

This is awesome, Cameron. Thank you so much for sharing. This step-by-step system and process that anybody can do. It’s so simple that it’s like, “Where’s the catch?” A lot of people are thinking, “It has to be this complicated. I’ve got to do LinkedIn, Twitter, TikTok, and all these things,” but in reality, you’ve got to do one and do it well and do it consistently. Is there anything else that you want to share with the firm owners? That might be reading that we didn’t touch on that you feel like, “I want to say this. This is also another important element,” before we wrap up.

I would say overall. There’s one message. If I don’t talk to any reader ever again, if you never hear me ever again, I will understand that this side of business is similar to the side that you enjoy and what you focus on, which is bookkeeping and accounting. Bookkeeping and accounting are structured. It’s logical. It’s step-by-step.

There are aspects of creativity and marketing. You want to look at it through those same lenses in the same perspective that it is structured. It is step-by-step, and there’s separation. Like we have talked about, lead gen and sales, there’s a separation there. There’s a point where lead gen ends and you move into sales. Start understanding and start looking at it and looking for the structure, looking for the logic in everything that you do with marketing and it will become easier to do, but you might even start enjoying it.

I agree. I’ve had a lot of firm owners tell me, “I love the sales part of things now.” I’ve heard that or, “I’m introverted. You want me to do all this and say all this to people.” I’m like, “I do.” Like you shared with me. I’m going to be your best friend that you’ve never wanted and never had, but I will tell you how it is so you can make a lot of money because then you get to do the thing that you love, which is the cleanup project or the bookkeeping, or the fractional, CFO services and all that fun stuff.

Closing Thoughts And Final Tips

You could enjoy this part of your firm too instead of dreading every time you have to talk to a client or pick up the phone or feeling like you are underpaid and underpriced and underappreciated and seeing a way to make that all turn around. Have fun with this and enjoy your life. You even mentioned it. Have that laptop freedom because you can. It is possible. Cameron, thank you so much for being here with us. It’s an honor to have you here and I can’t wait to have you back. Everyone here will be reading again.

I appreciate you having me. These are blasts. Can’t wait for the next time.

Thanks so much. Thank you all so much for joining Cameron and me on an amazing episode here.  He is so fun to talk about. It is a match made in heaven, and I love how he said, these are two different departments in your firm. You have different departments, if you do an audit, tax, fractional CFO services, or tax resolution, there are different departments when it comes to getting your revenue up, and one is sales and one is marketing.

I know that some of you are looking at the pile of work on your desk and saying, ‘I wish it would all disappear,” or maybe you are sick of dreading the busy tax season and every deadline, every single year, and you barely see your family for months. Maybe you are constantly worried about your health, feeling exhausted, and knowing that the stress from all this work is having a serious impact on you, but you have no idea how to reduce your working hours and increase your revenue and your profits. If any of that sounds like you, then I have good news because none of those things are your true problem. The real problem is you do not have a sales system for working only with ideal clients, maximizing revenue, and gaining back your freedom.

Our system here at the Abundant Accountant will allow you to gain back your freedom. Grow your firm, enjoy your work and family without working long hours stressful tax seasons, and having to hound clients for paperwork. Even if you feel like everything depends on you right now and falls on your shoulders, this is the same system that I have helped hundreds of firm owners like you use to create the firm they have always wanted. If you want me to show you exactly how to do this, make sure to go to TheAbundantCall.com right now and book a call with me and my team. We look forward to speaking to you have a beautiful day, and we’ll see you in the next episode.

Important Links

• Apex Methods
• Cameron Montgomery
• Cameron Montgomery’s Facebook
• Cameron Montgomery’s Email Address

About Cameron Montgomery

Cameron Montgomery is the owner Apex Methods, which he started in 2019. Cameron focuses exclusively on helping bookkeeping & accounting business owners get more leads and clients through online marketing.

His specific focus is in helping them establish a social media presence and to generate leads on a consistent basis.

Cameron has now helped over 500 bookkeeping & accounting with their marketing and continues to work with more to make a positive impact on the accounting industry.