In part 4 of our 8-part series, we'll learn how to create a disciplined, consistent process to win and onboard customers.

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• (00:00) - Filtering out bad clients
• (00:24) - Welcome to Part 4: Sales Process and Onboarding
• (03:52) - Pre-Sales Strategy
• (04:31) - Defining a few key concepts
• (07:06) - Customers perspective
• (09:23) - Value and guarantees
• (15:46) - Pre-sales marketing strategy
• (17:57) - Thank you to our sponsor, Avalara
• (19:42) - Sales Process Step by Step
• (23:30) - The 5 filters of client selection
• (42:09) - Summary of what these "filters" mean
• (44:03) - Lets apply this theory to a real world example
• (48:31) - The why conversation
• (58:11) - Asking key questions about expectations
• (01:08:41) - Delivering a proposal
• (01:11:51) - Some viewer comments
• (01:15:08) - Onboarding
• (01:26:49) - Thanks for joining, where to watch live and how to earn free CPE
• (01:27:44) - 3 exercises to do if you enjoyed this lesson

Build a Focused Firm Session #4 Slide Presentation
https://drive.google.com/file/d/1Dorglzauml2LS52ak88ZsHBykGsflUMv/view?usp=sharing

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Get free CPE for listening to this podcast:
https://app.earmarkcpe.com/?course_id=11d08a91-988a-4465-8e0c-e974240b637d

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Connect with Hector Garcia, CPA:
Website: http://hectorgarcia.com
LinkedIn: https://www.linkedin.com/in/hectormgarciacpa/

Connect with Blake Oliver, CPA:
LinkedIn: https://www.linkedin.com/in/blaketoliver
Twitter: https://twitter.com/blaketoliver/

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