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March 2, 2026

Client Appreciation Days

Show Notes
Transcript

Client Appreciation Days – Create Strategic relationships with other businesses who serve the same customer by offering them an opportunity to share your knowledge to their base as an added value.

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Hi, you have done to censure.

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Wow for you your This is the pipe Man here

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on the Adventures pipe Man W four c Y Radio

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and this is the positively Pipeman segment with a resent

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expert in business and some powerful business strategies from Next

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Step CFO. Let's welcome to the show, Michael Barbarita.

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How are you fantastic? How are you Dean?

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I'm doing great and I'm very appreciative that you're here.

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That's good. Yeah. Today I want to talk about a

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concept that I find incredibly interesting, and that is what

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I call client appreciation days. So what you have to

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do is you have to find strategic partners who have

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the same customers as you do, the same type of

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customers as you do, and attract the same market. And

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what you do is you put on quarterly appreciation days

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for those businesses clients. So for example, I'm doing them

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for CPA firms and if any CPA firm would like,

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by the way, if any CPA firm would like to,

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if any CPA is listening and they would like to

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affirm to have client appreciation days, I'll be happy to

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do that for them. The way it works is, first

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of all, there's no work on the part of the

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CPA firm, and this example that I'm giving you, they're

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gonna get the benefit of the value that I bring

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through business strategies that their competition isn't doing, and they're

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going to be looked upon as adding that value. The

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cost is zero and I share ten per cent of

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the revenue with them if I to get a client.

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Now in my particular case, I'm going to have webinars

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for their clients. They're going to send the emails out.

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I'm going to prepare the emails that they send out

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to their clients. And see, the problem that CPA firms

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have is that they're so inundated with tax work that

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they really can't get into what traditionally they've been perceived

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to provide, which is business advice. And so by having

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me do these client appreciation days, I'm going to be

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given that business advice strategies that their competition isn't doing,

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and so that are going to be adding tremendous value

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to their client tell and it's going to improve their

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retention because one of the problems CPA firms have today,

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and they have a few of them, one of them

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is there is nobody getting back into the business. There's

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nobody getting into the business. And the reason is is

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that all the college kids that even contum plating for

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a second, the major in accounting, know that they know

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that the hours are brutal, so they're not becoming accounting majors.

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And therefore there's a lot of uh, there's a lack

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of people entering the business and the industry. The other

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thing is is that the average age of a CPA

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is in it. It's about mid sixties, which is retirement age,

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I should say the CPA firm owners is retirement age

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for a lot of them, and so they're looking to

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get out. And so so the supply of CPA firms

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is shrinking. The demand is increasing, and the quality of

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work is going The quality of the work is going

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down because they just can't handle this all the all

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the the demand.

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So I'm here to testify that that is factual because

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when I was in college, I was a double major

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pre med and accounting. I changed the account mounting to

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mart to marketing. Why because at the time I was

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working for Crudential Insurance of America and I remember being

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out on a sales call with a CPA who was

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a CPA for ten years and I was doing his

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financial needs analysis, and after doing that is when I

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determined I did not want to become a CPA because

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I was twenty twenty one years old making four times

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the amount of this CPA while I was going to college.

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I'm like, and I'm like, all that work he's doing

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and this is all he makes.

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That's right. And when I was at school, a lot

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of people changed from accounting to marketing because it was

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perceived to be easier. So that was the other That

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was the other, the other angle. That's the other issue.

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It probably is easier to count.

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It's hard, right, right right, so uh but but the

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but the value that you're able to add to your

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partners clients is tremendous and so it works in many industries.

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By the way, I just happen to use my particular

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industry as an example. But there is no cost to

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the CPA. We UH. Your firm or my firm in

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this case, would prepare the emails that they would send

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to their clients. They would obviously approve them before they

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went out, and it would be a quarterly UH business

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advisory webinar in my case, UH to the to their clients,

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adding tremendous value. And of course during this webinar, I

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would make an offer. I would make an offer for

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a private meeting, and if I land a client through

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that process, the CPA firm gets ten percent revenue share.

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Well, and we're to say for me because I ended up,

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you know, I was a prudential. I was in the

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financial business. I became a certified financial planner, and I

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would do seminars. Yeah, and I would work with accountants

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to have them either come and speak or to promote

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it to their clients as they are a great center

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of influence. And then everybody was happy. So yes, I'm

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a firm believer in what you're saying with these client

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appreciation days for sure.

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And so what I'm also doing is I've got a

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three or four minute video that shows an example of

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the content. I have a forty five minute video too,

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but you know, I have three to four minutes, three

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or four three to four minute videos that I give

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to the CPA who's interested in having me do client

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appreciation days, so he understands the context of the of

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the content that I provide. And like I said, they

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look like heroes as a result, and then they get

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a ten percent revenue share and they don't do any

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additional work and it's no burden on their staff except

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for the person who sends the email and that usually

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that's a simple constant contact thing or whether they or

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whatever or whatever they use. So to me, these are

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very valuable and another way for people, for business owners

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to make strategic relationships and get a piece of the

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of the of the of their partners clients who are

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the same clients that they work you know, that they

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work with. In my case, these these these are business

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owners that I work with, and so the CPA firms

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have a cop blunch right into them, and that gives

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me an opportunity. And you know, the other thing, Dean

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is it's very difficult to get people to a webinar

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these days, or to any type of event, except when

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there's connective tissue. And what I mean by that, you know,

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where they're a client of a particular CPA firm or

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they like I was having success bring people to a

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webinar because I was a b AN I member and

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they would be and I members. That connective tissue increases

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the credibility of the event for whatever, you know, for

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whatever reason. But it does. And so because of that

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connective tissue between the CPA firm's client and the CPA firm,

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you're able to get what I call Mohammad to the mountain.

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You get able to get people to the webinar and

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that it works really well.

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Tony Robbins used to do the same thing, you know,

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like I didn't. Yeah, he would go to companies and

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like get the companies to bring their whole crew to

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his seminars, you know, and it became like even I

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used to do it, like Okay, we're going off field trip,

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We're all going a seminar. And people didn't really have

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a choice that you know, they went. But it benefited everybody,

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is the bottom line, you know, and just became a

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part of how to do business terrific.

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Yeah. So it's a great way to you know, to

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spread the word about your product or service, and you

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do it in the form of client appreciation. That's exactly

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the wording that you use.

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Oh yeah, totally. Well the financial business that it, like

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all the seminars are worded with that client appreciation. Dinner

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client appreciation, right, So tell everybody how they can find

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out more from you, and yeah, how they can, you know,

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reach out to you and maybe UH do some business

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together to effectively use these strategies that you're giving.

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Well, what I'd like to do, Dean, is I want

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to give away. I have this little template that I

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like given away to people who are interested in UH

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doing get getting a and preparing a position of market dominance, which,

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if you recall from previous shows, it's the first two

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steps of the conversion formula. The captivate which is the

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problem the customer has and doesn't want, and the UH fascinate,

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which is the solution they want they can't find. And

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what I have is a little template that shows you

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where you stand with with coming up with a position

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of market dominance and it helps drive your your thinking

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to develop one. And I think it's very valuable for

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your for your audience. UH. All they have to do

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is go to next step CFO dot net, forward slash

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contact and then fill out the contact form and put

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UH in the UH in the message box, put U

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p M D for position of market dominance and I'll

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send that UH template right out to them.

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All right, sounds beat full. Once again, a wealth of

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information and thank you for being our expert for those

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businesses out there that were connected to the show. Thanks

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for being on The Adventures pate Man.

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Thanks for having me me. Thank you for listening to

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the Adventures of Patement on w for CUI Radio.