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Amber Kuhn  

TPR Nation, when it comes to prospecting, having a process in place, and one that you follow, is essential. But what impact does that process have on your prospects? What if it set expectations for them and help them get a glimpse of what it looks like to be a client? What if it helped put them at ease and allowed you to provide an exceptional experience? If you’re looking for a tried and true process, then it’s time to get Matthew Jarvis’s Sleep On It Process. This process will help prospects get answers to their critical questions and ensure that they feel confident in their decision to hire you as their trusted advisor. Visit theperfectria.com/sleeponit for your exclusive access. 

Matthew Jarvis  

Hello everyone, and welcome to another episode of The Perfect RIA podcast. I’m your host. Matthew Jarvis, with me today, special guest from our friends over at BELAY. Of course, you know, believe we worked with them for years. They provide invaluable virtual assistant services, but they have expand that, as many people are unaware, including myself, they also have bookkeeping services. And so we have with us today, Duff Tucker, who is the Account Services Manager for BELAY, who helps companies get bookkeeping services in place. And so what we’re gonna chat about today with Duff is when, as small business owners. Does it make sense to bring in a bookkeeper? What are some common bookkeeping mistakes, and where do we sort of kid ourselves that I think I’m doing the bookkeeping, but I’m probably not so Duff. Thanks so much for being here. Really excited to have you on the call today.

Duff Tucker  

Yeah, thanks, Matt. It’s great to be here today, so I’m excited as well. 

Matthew Jarvis  

Well. So do you got a lot of experience, both with BELAY and otherwise in bookkeeping? I’d love to talk about some of we all like to think about mistakes. What are the some of the more common mistakes that small business owners are making when it comes to bookkeeping? 

Duff Tucker  

Yeah, I think probably the biggest mistake that a small business owner makes when it comes to bookkeeping is thinking that it’s best for them to be managing it.

Matthew Jarvis  

Are you? Have you been to my house? Is that what this is about? Personally, It’s exactly like that.

Duff Tucker  

So really, the mindset is, hey, I can do it. And when you’re a small business owner, and I come from a small family business, so So I understand the whole need to wear multiple hats, and to kind of want to know everything that’s going on, and bookkeeping is a very important thing. And so they tend to lean into. Well, it’s really important, so I should be involved in it, but it’s typically not the best use of their time. It becomes very time consuming because it’s not something that they specialize in, so it takes them longer to do it, which takes time away from things that they do specialize in, and really aspects of their business that only they should be focusing on. And so it kind of hinders the business in the long term. So really, when, when the business gets to a certain size, it’s really good advice for the business owner to start looking at, okay, what are the things that I’m doing that I probably shouldn’t be doing one of the things I’m doing I hate doing, what are the things I’m doing that only I could be doing? And then, kind of taking that inventory will really help you find some directions where, like, hey, I need to, I need to get this off my plate and get a trusted advisor, trusted professional subject matter expert in here, that that can take care of this for me, that will give me that clear vision. Because without a clear financial picture, you really can’t make educated decisions based on your business, with regards to scaling, with regards to budgeting, all of that. So so it’s very important. 

Matthew Jarvis  

Yeah, I got a funny bookkeeping story for you. I didn’t tell you this one. I just was reminded of this many, many years ago, early in my career, we were audited by the state of Washington, where I practices, the Department of Financial Institutions. Every state has one of these, and they’re going through their audit, and towards the end of the audit, they say, Hey, we need to see a copy of all of your receipts and payments they’ve been making. And I said to him, I said, I really screwed that up. I We don’t have those. Like, I didn’t know I was supposed to keep them. And they said, Well, we’re gonna let this slide but, but you need to, you need to keep these. You need to have all these. Is one of the state laws for financial services companies. So I get done with the audit, and I go and I go and I meet with my bookkeeper. I have bookkeeper the time. And I said, Hey, listen, we got to start doing this. It’s really important that we have this. And she says to me, she says, Jarvis, have you never looked in the closet those boxes that have years on them? That is all of the receipts from all the bookkeeping I’ve been doing. I’ve been I’ve been doing this for years. And so I called the auditor back, and I said, I found these. I’m a little embarrassed. We actually do. We do have them all. So I think I mentioned that. It’s a funny story, but a lot of times, as business owners, we don’t realize how bad the book came it is until we’re faced with an audit, or until there’s fraud, because there was so much going on. And I guess, I guess the third one might be in depth. Love your thoughts here. It might not necessarily be like, outright fraud. It might just be like, money’s been draining out the back door, like, like, literally the fastest run running behind the building, and nobody noticed that the water bill had quadrupled because you just weren’t looking at but I’d be curious, what have you seen there, Duff?

Duff Tucker  

Yeah, I see the exact same thing. So a lot of times in business, they’re running the business off of a lot of assumptions, like, hey, yeah, if I’m an electrician and what? Let’s say I’m using a certain gage electrical line to do certain jobs every day. And I’m assuming that at one point in time I could get, you know, 10 jobs out of a school of electrical line, yeah, then something changes, and I’m only getting five, five jobs out of the School of Electrical line, you know, without regularly checking the numbers that that can happen. And to your point, the waters leaking, and you’re not even realizing how much water. 

Matthew Jarvis  

Yeah, I think another place that comes in Jeff, having having a bookkeeper, having someone independent, is, you know, money is obviously very emotional, right? As financial advisors, we get that because we’re working with clients. But sometimes we think that, like, Hey, I’m not emotional about my money. But yeah, 100% we are, in fact, my my bookkeeper, who’s been my bookkeeper for many years, she called me their day. She says, hey, there was this, this charge, you know, $800 it was kind of unusual. I didn’t really expect that. And I said, Oh, well, I’m trying this thing, you know, whatever is probably not a big deal. She says, Well, this is the third month we’ve been charged this. Did you really want to pay $3,000 and just some quick math, if you keep going, it’s going to be 12,000 before the end of the year. Is that really what you want to do? That’s actually not at all what I didn’t think about it being $12,000 I thought about being a couple of bucks. And so to have somebody who can see that and draw attention to that, that’s a game changer. But I would imagine you’ve seen some of those as well, Duff.

Duff Tucker  

Yeah, no, absolutely. Again, it comes down to being stretched so thin, but you don’t have the time to look at, look at the reporting. And so when you have it, when you have a bookkeeping professional that’s in those books every day, and and quite frankly, there are some people that actually they like collecting receipts. They like entering those numbers, crazy that way. And they become bookkeepers and and so they like compiling all that information. They like looking at the numbers. They like finding those inconsistencies, and then they like bringing it to your attention. And so when you have that trusted advisor that’s really able to focus the time and energy needed to identify discrepancies, identify anomalies, and then pointed out to you and say, Hey, did you? Did you know that this is actually trending up month over month for the last six months? We should maybe take a look at that. Yeah, it really, it makes you so much more efficient. And you really know where your money is, where it’s going and where it’s coming in from, and we all need that for sure.

Matthew Jarvis  

Yeah, we definitely do. We do. And you mentioned this a couple of times, right about your your time and your energy, right? This is entrepreneurs. We have sort of short attention spans. We are not the kind of people that like stacking those up. And so on the one hand, there’s the soft dollar ROI that it’s freeing up a lot of my time and my mental energy. But I think a lot of times, there’s also a hard dollar ROI in that when I’m going to do my taxes each year with my accountant, if I hand him or her just this massive receipt, then I’m going to be paying at a much higher rate. How my accountant straighten this out? Or worse, yeah, risk that it gets reported wrong to the IRS, or there’s stuff that my accountant doesn’t understand, so she just writes those off and ignores them. There’s really a hard dollar ROI that comes in here pretty quickly. 

Duff Tucker  

Yeah, absolutely, absolutely. And I think also that misconception that bookkeeping is I only need to have good books for tax purposes. That’s a huge misconception to obviously, you do need it for doing taxes and make sure they’re done correctly, but also just to manage your business and run your business having having financial statements every month to review really goes a long way.

Matthew Jarvis  

Yeah, I always like to remind advisors, but really all business owners, that someday your business will be sold. Someday it will be sold now hopefully it’s when you’ve decided to retire, and it’s a beautiful internal succession, and everything’s great, and you have big checks, or, heaven forbid, something happens to you. But either way, someday your business will be sold. In the longer you’ve had cleaner books, definitely the better that’s going to go right? If you, if you’re trying to scramble and clean these books back up last minute, it’s not going to go very well.

Duff Tucker  

RRight? Absolutely. Because the numbers never lie. And they paint a beautiful picture of your business, right? So, so they can show somebody that’s looking to buy into your business, that maybe doesn’t have experience in that industry, or what, what not. But they can paint that picture of, okay, these are the busy seasons. These are the slower seasons. These are the expenses that would all incur month in a month out with that. So they just, they paint a beautiful, detailed picture. 

Matthew Jarvis  

Yeah, and I was, I was working with an advisor recently, and he was having his financials looked at by a potential acquirer. And one of the things that we we’ve at TED, Jenkins was just on our podcast talking about this. One of the things we’re seeing more and more in that space is just by virtue of having a bookkeeper, the banks let off a lot of pressure. The buyers let offer pressure, because they’re saying, hey, odds are these numbers are pretty dang good if you’ve got a bookkeeper, not perfect, but pretty dang good. Versus, again, if you’re Joe advisor, and you’re typing in these books yourself when you feel like it, that’s often a mess. 

Duff Tucker  

Yeah, absolutely. With banks and anybody that you might be working with, or loans or anything like that. It goes a lot further. When your books are in order and you can, you can provide clear financial statements and a clear financial history to them, versus a box of receipts, and go, This is what last year looks like, and you loan me the money. Yeah. 

Matthew Jarvis  

Same with same with IRS audits, right? All those things add credibility. Duff. Let’s talk for a little bit about QuickBooks. So one of the things we noticed that advisors, I guess, doesn’t have to be QuickBooks, but QuickBooks, or that genre, if you’re doing your own books, that tends to turn into, like, this giant mess, right? Because it’s such a robust program, right? Where are you categorizing things? Where things going? Talk a little bit how a bookkeeper can help kind of straighten that up, or even just get it set up if it’s not already in place.

Duff Tucker  

Yeah. So that’s a great point. So most of your bookkeepers are working in QuickBooks, whether it’s desktop or online, and it’s really all shifting to QuickBooks Online, is it? Yeah, yeah, yeah. I mean, that’s, that’s the push. But the challenge with QuickBooks Online is it’s, it’s always evolving. It’s always changing. And so if you’re not in it day in a day out, it’s really easy to get lost. It’s really easy to make mistakes in your books because something’s changed and all of a sudden, coding transactions differently. You can build classes. There are just so many different things that you can do. It’s a wonderful it’s a wonderful tool, but it’s extremely robust, and it’s, it’s really not, it’s really not a tool that you can kind of dabble in from time to time. I mean, you can, but you’re not going to, you’re not going to be efficient. With it. And so bookkeeping professional, many of them are QuickBooks pros. QuickBooks offers all kinds of certifications and trainings, and they’re working in IT, day in and day out. So they’re, they’re aware of the upgrades as they come in, and they’re also, they bring that level of experience, because you’re not their only client, typically, typically, they have multiple clients, right? And many bookkeepers work with a niche so so they find an industry that they like to work with. Hey, I like to do books for dentists offices. So typically, that’s the realm that they work. And so when you know a new dentist comes in and says, Hey, I’m here, my books are kind of a mess, they can clean them up and they can say, hey, I ran into a similar situation with one of my other clients, and this is, this is how we arrange their books. I think that would work really well with you as well. So they just bring a level of expertise and level of experience that you’re not going to have when you’re doing it yourself. 

Matthew Jarvis  

Yeah, yeah, the best practices in there, right? Jeff, let’s talk a little bit about safety, right? So obviously, when it comes to your financials, I mean, this is, this is, this is keys to the kingdom, right? But as we’re, as we’re looking at bookkeepers either using or not using them, what safety considerations do we need to have in place here, right? So I guess probably one of the fears is like, hey, at least if I’m the one doing it myself, maybe I didn’t do it right, but I’m probably not going to steal from myself, right? How do we, how do we keep this in mind with bookkeepers, internal or external? 

Duff Tucker  

Yeah, that’s a great question. So obviously, we’re virtual staffing company. All keepers are remote. What, what we do to protect our clients is, is our clients, the access that they give the bookkeepers are view only, so they have you only access to the bank accounts and and credit cards statements, so they can never hold funds or make purchases with that, because it’s just you only access if they’re doing bill payments. We recommend use a tool like bill.com or something similar to that, where they can set the payment off, but there’s always an approver. They can never actually make the payment, so they set it up for you. You’ll get an email notification, and like bill.com has a has a mobile app, so you have a notification on your phone, you can approve the payment of that bill, or you can stop it, or whatever the case may be. So there’s all kinds of safety precautions in place that really help protect the client in the bookkeeper as well. Just this accountability keeps everybody honest.

Matthew Jarvis  

Yeah, it doesn’t, and sometimes we think they hate these additional layers of safety only makes sense in big companies. I would think, well, you know, if you’re a publicly traded company, but it’s really at any level. Friend of mine, he had a mid sized company, the details aren’t super relevant, but there was a gal on the company. Her job. It was doing bookkeeping, specifically in expense reimbursements. And so she had been doing, she had been doing, she been with a company for 15 years, have been doing the expense reimbursements, and she would take care of everyone’s so if you did any kind of traveler company, a lot of travel you could bring, let’s call her Nancy. You could bring Nancy your stuff, and she would do your expense reimbursement. And no problem. Well, his company got bought out by another company, and in the process of that, they were doing deep auditing of the books for this bio, and they realized that Nancy had been padding all of the expense reimbursements for every employee, in fact, over her 15 year career, and it almost been $2 million and so she was just adding extra expenses to everyone’s reimbursements and then paying that to herself. And there wasn’t a check and balance, because Nancy was in charge of it. She’d always been in charge of it, and had they not been bought out, she probably could have just gone her whole career and retired out with that money. But it speaks to the importance of having outside people involved who you mentioned, right? They have view access. They can put things in bill pay. They can’t authorize them, but there’s a lot of safety that comes there. 

Duff Tucker  

Yeah, absolutely, absolutely. You always want to have some type of a check and balance with accountability and just kind of levels of protection in place for sure.

Matthew Jarvis  

I would add it and Duff, I’d be curious your experiences with this, a lot of small work with a lot of advisors also serving on nonprofit groups. Right? It might be the local community foundation, it might be the soccer club, it might be the PTA at the school. Thoughts on bringing bookkeeping in there as well. Right? A lot of times it gets pretty messy, and it is also right or for fraud, but I’d be curious your experience with bookkeeping in this nonprofit sector?

Duff Tucker  

Yeah, so about 50% of our clients tell our churches and nonprofits. So we have extensive experience working with churches and nonprofits. And so because we work with so many, half of our half of our bench of contracted employees specialize in working with churches and nonprofits. And so there’s a little bit of a difference before profit world, in the nonprofit world, but the safety, the safety measures, are all very much the same. Our churches use bill.com to make payments. They have the view only access, and then there’s always that level of accountability that that’s there. So yeah. 

Matthew Jarvis  

So I definitely would say, if you know, if you’re a listener and you’re sitting on one of these boards, especially if you’re the treasurer of the organization, it’s a great time to talk to them and say, Listen, we really need to have an outside bookkeeping service different from our CPA, because our CPA is too expensive to have do our bookkeeping, right? But let’s bring someone, and let’s make sure these records are clean, right? It applies if you’re audited. It applies for fraudulent activity, it applies for grant applications, and it’s a relatively nominal expense versus you as treasurer, right, typing in the entries for your HOA association or whatever the case may be. 

Duff Tucker  

Yeah, absolutely. And just having somebody outside, it’s not biased, yeah, that brings a lot of value as well. 

Matthew Jarvis  

Yeah, yeah. It really does. It really does. So stuff in all of your work with business owners of various sizes, churches, nonprofits, etc. Can you think of some examples where the bookkeepers been able to bring value, bring education to the business owner that they might not have otherwise seen, right? Like beyond just putting numbers in boxes? 

Duff Tucker  

Yeah, I think one of one of the big ones are when they’re categorizing assets and separating out that depreciation stuff like that. A lot of times that gets missed when they’re making their payments, whether it’s a vehicle payment or whatever, they’re not separating out the interest that they’re paying versus the actual premium on the payment and then factoring into depreciation as well. So that can change the whole landscape of other assets and liabilities look like, for sure. 

Matthew Jarvis 

Yeah, you know, definitely change the deductibility on their tax returns as well. They’re getting those things blended together. So there’s a lot of examples. Duff, can you give us any ideas like, at what point again the advisors listen this podcast? Some of them are brand new. Some of them are doing millions of dollars of revenue at what point, or rule of thumb of when to bring in a bookkeeper?

Duff Tucker  

Yeah? So typically, we’ll start working with clients once they’re running around that 200,000 Yeah, range, they’re bringing in 200,000 revenue a year. Sometimes we’ll do setup, we’ll like, set up bookkeeping accounts for people. And so we’re just getting ready to start testing a new product, which is either a setup or cleanup. And so that’s a three month or a six month process where we could, we could set up the books. And so that could be a good fit for a really small just, just getting started business, where they’re like, I don’t know. And we could set up the books for them and and then kind of handed over to them to manage the other product would be a clean up where they like, I’m pretty good at managing my books. I just need to get them caught up, and so we can clean it up and then hand it over that way too. And so for less than that 200,000 annual income. Those products are great food. And then once you get beyond that point, you may want to start looking having somebody doing these month in a month out. You can, you can have a bookkeeper do quarterly books for you too. You can do it every six months for you as well. So so just depending on how large you are and how you know how many transactions you’re managing month in and month out, would really determine the scope of hours, and that’s part of our onboarding process to we do what’s called the discovery call, where we just do a deep dive into how the books are currently being managed, what’s working well, what’s not working well, what you’d like to see. And then, depending on how many bank accounts, how many transactions, what the revenue determines, what the scope of hours would look like where, you know, maybe they need a bookkeeper for six hours a month. Maybe they need one for 20 hours a month. 

Matthew Jarvis  

Sure, sure. Yeah. I’m glad that you highlighted. It’s a relatively low number. Sometimes we think, well, once I get to x millions, then it makes sense. And unless you’re a w2 advisor, so if you’re an advisor, so if you’re an advisor, listening to your w2 on someone else’s platform, all right, there’s really not a lot to do there, but if you’re 1099, anything, yeah, to get those books set up correctly makes a big difference. What are some things that business owners can do to make the bookkeepers life easier? So we joked about like, Hey, here’s this shoebox full of stuff. And, yeah, that’s literally their job to take care of it, but you’re paying that person by the hour or some sort of project basis, if you hand them a bunch of crap, or if you’re using your personal credit card for all the expenses and you’re trying to peel out which one of the business ones, there’s things you can do to make it easier harder. I’m just wondering. Those come to mind for you, Duff? 

Duff Tucker  

Yeah, that’s a great question. And so we always, we always coach our clients that, let’s try to set up a 30 minute meeting once a week with you in the bookkeeper, they can ask questions. You can ask questions, and typically we coach to that. It’s about a 90 day onboarding process. So that first 30 days is really making sure the bookkeeper gets access to everything they need, so they can deep dive into the books and see what needs to be done. And then in that first month, they have access to everything. They get an understanding how the books are being managed. And then they can make some recommendations, whether it’s a there’s some cleanup work that needs to happen here, or this isn’t, this isn’t really being categorized quite correctly. Let’s look at your chart of accounts and make some recommendations on how to do that. But they can usually, they can usually cast a vision of what it looks like to get those folks up to date, so that the clients getting reporting month and month out, but having a weekly meeting, having wheels coach to have a certain day of the week that you pay bills and so, yeah. So whether it’s we do this a lot with with churches and nonprofits, where, like, hey, Wednesdays we pay the bills, and we need them all paid by 2pm Well, when you have a fractional bookkeeper, they can meet that goal. They just just can’t be affecting call, right? Yeah, just send them an email, expect a response five minutes later, especially if you only have, like, five hours a month access to them, and that’s all you really need. You just have to be efficient on how you work with them. So a weekly meeting a certain day of the week. Were you doing? Were you doing bill payments? If we’re if we’re managing payroll that that usually falls, you know, twice a month on a Friday. And so making sure they have access to everything they need. I always, we always coach our bookkeepers to send a recap and say, Hey, this is all the things that I was able to accomplish. These are the things I need you to provide me with, and then finding out how you like to communicate. Do you like to text? Do you like to email? Do you like to slack? And then having the bookkeeper kind of accommodate that communication style.

Matthew Jarvis  

So that makes a lot of sense, and I love that the time blocking, right? That’s classic. We call that surge meetings, right? Is there in front of pay bills. Otherwise, what ends up happening, whether it’s you doing it or team member doing it. They sort of just do it whenever, which means it’s burning up a lot of time. Things are getting forgotten. They’re getting missed. If you say, listen every other Wednesdays, when we pay bills every Wednesday, depending on the frequency of your things, right? Let’s just do those all at once, Duff, shifting gears, just a little bit bookkeeping if you’re acquiring or joining another practice, right? So you know we’re talking about keeping is the business owner keeping your books clean. But what about if you’re looking to acquire someone else’s practice or become someone else’s is that a spot where you might say, Hey, listen, like, I’d like to have my bookkeeper actually just kind of poke through here, not necessarily as an audit, per se, like this isn’t a forensic audit, but odds are that guy or gal has this shoebox full of stuff. I mean, how do you help somebody clean up their books if you’re interested in working with them.

Duff Tucker  

So if I’m looking to acquire a business and they have their own bookkeeper, yeah, what does that look like? So I would, I would ask for their reporting for like, six months, yeah, and kind of take a look at that, see if we could get access to just look at how they’re doing the books through QuickBooks, and really just kind of doing an audit that way, where I, when I when we’re hiring bookkeepers, I always tell people. I always tell my bookkeepers is typically two clients. So there’s the client that has been doing their books, and they have a process in the system in place, and they’re looking for you to come in and kind of wrap your arms around the current process, learn, learn it and understand it, and then you can make suggestions, and then, and then there’s the client that has a box of receipts, and they’re like, I don’t know it’s a it’s a big mess, and I just need you to come in and take charge and take it over. And so I would gage it, coming in and taking over business. I would gage it that way, like, which, which client are you? Are you the client has as a process that’s been working really well for you, for you, the client that really doesn’t have a process and means one.

Matthew Jarvis  

Yeah, no, that makes a lot of sense. Well, I love that. Well, definitely appreciate you taking time to kind of walk through this bookkeeping process with us. It’s, it’s definitely one of those many things in a business where I would just assume it doesn’t exist, right? Like, if magically, there was always money in the bank account and it was always, you know, some magic account, that’d be great. But that’s not how it works, right? It’s, that’s how your business goes around. So the bookkeeping has got to be really tight. So let’s talk about a couple of action items. This podcast is about taking action. Of course, first and foremost, come see our friends at BELAY at the Retirement Tax Services Tax Summit, September, 25 through 27th excited to have BELAY there again. I know the Lisais going to be there again, which was gracious the CFO a and actually took time anyone who wanted to look through their PNL and offered her expertise, which was absolutely invaluable, but definitely actions that come to mind for our listeners. 

Duff Tucker  

One of the things that we, that we do, is we’ll, we’ll offer a free financial consult where we can, we can take a look for you at your books, and so if that’s something you’re interested in or if you have the opportunity, whether it’s with BELAY or somebody else’s offering that’s a respected and trusted, trusted business, and they’re offering something like I think it’s always worthwhile to have an outside set of eyes take a look at how your business is operating and make some recommendations. It doesn’t mean you have to act on it or agree with it, but, but always, you know, having an extra set of eyes looking at something for you. Good could bring things to light, good to bring ideas out that that you hadn’t thought of and and really improve your business. 

Matthew Jarvis  

I love that we’ll put a link to the show notes, or in the show notes, we’ll put a link to how to get that that schedule because, because why not take advantage of of that second opinion. Last Action I would give for all of my fellow advisors, again, bookkeeping is not necessarily something that’s on the top of your list. The top of your list, your most favorite thing. It’s something that’s got to be clean. I’ve worked with a lot of advisors, a lot of small business owners over the duff. I know you’re the same, and too often, bookkeeping doesn’t come to the top of the list until the things on fire. Again, we talked about the beginning episode, until there’s an audit, until there’s a fraudulent issue, until you’re going to sell your practice or try to get financing, and the bank or the auditor, whomever says, No, this is a mess. These aren’t books. This is just a pile of garbage. That’s when you’ll wish that it was done, and by then, the damage has been done. But if you go back to the bank or the auditor and say, hey, it’s clean now, it’s not going to count, like if you come in and say, hey, it’s clean already. So absolutely Duff. Really appreciate your time today for all of our friends, be sure to check out in the show notes how to get more information on BELAY, both their bookkeeping services and their virtual assistant services. Thank you so much. And for our listeners, until next time, happy planning. Today’s episode is brought to you by growth, not just anyone’s growth, but your growth, more specifically, the growth of your net income, that’s right, the money that lands on your tax return, the money that goes home to your family, growing revenue, doubling it in the next 12 to 36 months. Now, why that range? That is the range where Micah and I have, both in our own practices and in hundreds of advisor practices we’ve coached, been able to double their net revenue. That’s a bold claim, but it’s backed by a lot of experience our own. And again, the practices we’ve coached go to theperfectria.com/grow to learn how we can help you double your practice like we’ve done for so many others.