Tom loves studying sales.
It’s a skill that’s underrated by far too many CPAs, and it’s crucial for building a great practice.
Sales concepts also apply to all sorts of areas of your business. Take one of Tom’s favorite sales sayings: The person talking the most is losing.
That’s true in recruiting as well. When you’re interviewing a candidate for a job at your firm, you want to talk no more than a third of the time.
Yes, you need to share information about yourself and your practice to stand out from the other jobs in the market. But too often, Tom sees leaders focus on selling themselves instead of learning enough about candidates to determine if they are a good fit.
Before each interview, take the time to create questions that will get your candidates talking about the skills, competencies and values that will make them successful in your practice. Then, ask your questions and really listen to their answers.
You’ll be amazed at the information you’ll learn.
Want to learn more about how to get better clients, a better practice, and a better life? Book a call with us today and see if joining TFW Advisors® is right for you!