1. QBExpress Seminar
Boot Camp

2. ARE YOU READY TO ROCK THIS THING???
Meet your Trainers:
Kim Fedore – National Director of Marketing
Bruce Knudsen – National Director of Seminar Development
Pam Brown - CEO

3. Kim Fedore National Director of Marketing
With a marketing career spanning 3 decades, Kim Fedore is a previous National Public Relations Director as well as past General Manager of 8020 Accounting Systems. Kim is responsible for the development and implementation of over 200 regional and national PR and Marketing Campaigns for accountants located throughout the United States. Early in her career, she was hired by the State of Wyoming to promote Wyoming businesses nationwide, was appointed by the Governor as the state’s marketing consultant to the Food Industry Advisory Council, is a former Miss Wyoming, has owned and operated 6 businesses, 3 of which have been sold and 3 in which she remains an active managing partner. Kim has spent the past 15 years developing marketing systems for the accounting industry. She is currently the Director of Marketing and oversees the Accountants Channel for QBExpress Seminar Systems.
“QuickBooks is the best marketing tool available to accountants. In fact NOTHING I have ever tried works better at attracting new clients to an accounting firm.”
Kim looks forward to sharing her experience and expertise with Boot Camp attendees.

4. Bruce Knudsen National Director of Seminar Development
Bruce Knudsen, a nationally recognized business coach and accounting system designer, is the current National Director of Seminar Development for QBExpress. Bruce uses his grasp of QuickBooks and vast business experience to oversee the development of compelling training products that QBExpress affiliates use nationwide to market their business. Bruce is a CPA and also owns and operates a business consulting and outsourced bookkeeping firm providing services to business owners and non-profits from New York to California with a primary focus on the Rocky Mountain region. Bruce built his accounting business via a well-designed marketing program with QuickBooks seminars as the centerpiece after leaving private industry ten years ago. He now employs 15 accountants and staff.
Bruce will use his experience with QuickBooks Seminars to guide you through the process of adding this important tool to your marketing program. He will relay firsthand accounts of the power of using your knowledge of QuickBooks to create new business leads that will buy from you.
“The POWER of using QuickBooks seminars as the centerpiece of your marketing will blow you away! I’ve witnessed it first hand in practices across the country.”

5. Pam Brown QBExpress CEO
Pam had the vision early on that QuickBooks was going to revolutionize how Accountants and Clients interacted and she was an early adopter of the software. Pam’s sought after expertise has led to national exposure at events such as the National Spay and Neuter Conference where she was a featured QuickBooks Trainer and numerous Accounting Conferences throughout the country where she was a featured speaker and panelist on the topic of building a successful QuickBooks consulting practice. Pam is also well known and respected for the outstanding QuickBooks training she provides to business owners throughout the Nashville region.
Pam is a CPA and has been both a QuickBooks ProAdvisor and Advanced ProAdvisor since the inception of both programs. The value Pam brings to attendees is that she can relate to the problems and opportunities accountants face in trying to grow their business, as she in in the trenches running a full time QuickBooks Consulting and Accounting firm day after day.
“I put together a group of business owners to buy QBExpress because there is absolutely NOTHING MORE POWERFUL than QuickBooks training to build your firm.”

6. By virtue of conducting the seminar, you are an established
Why QuickBooks Seminars?
Consistent exposure to business owners in your market allowing you to identify and speak to the need or pain of the business.
Ability to Target your market – Zone in on the type of client you want to attract.
Recoup marketing dollars BEFORE you pick up a client – Business owners pay to attend the class helping you to recover marketing dollars FAST.
Establish yourself as an expert – The sheer nature of conducting a QuickBooks seminar in your market establishes you as an expert in the field.
Attract new clients to your firm WITH NO SELLING.
By virtue of conducting the seminar, you are an established
expert in the field

7. The Art and Science of QuickBooks Seminars
Scheduling your Seminar Dates and Finding a Location
How to fill your QuickBooks Seminars
How to Prepare to Give your Class
Seminar Registration
Q & A and Closing the Sale
How to Handle the Day of your Class

8. Scheduling your Seminars Dates
QBExpress Seminar
Boot Camp:
Day One
Scheduling your Seminars Dates
and Finding a Location

9. BE CONSISTENT Express Tip # 1
Consistency is the key to an effective marketing campaign. You cannot create long-term awareness in your market for your products and services with an occasional “stab” at it here and there.
Schedule a minimum of 10 seminars over the next 12 months
Seminars are seasonal and attendance drops considerably in the summer months. Use our summer seminar strategies to fill your room or use our supplemental QuickBooks marketing campaigns. The key is to have consistent marketing efforts in place for every month of the year.
Do NOT go dormant during tax season when business owners are looking for help. Your response rates can double during this time of year.
Marketing 101: It takes the average U.S. consumer 7 impressions
to make a buying decision.

10. Best Day of the Week to Hold your Class
Express Tip # 2
Best Day of the Week to Hold your Class
THURSDAY
Our favorite day to hold classes because…
Highest response rate
Allows time for the pre-call the same week
Allows time for seminar preparation
If you are not able to conduct your classes on Thursday, select Tuesday or Wednesday as your second choice. Monday and Friday classes typically produce lower response rates.

11. Dates to Avoid
The following dates traditionally produce a low response rate:
• January 1st Thru January 7th
• July and August
• September 1st through September 7th
• December 17th thru December 31st
• Jewish and Christian Holidays (Do not schedule anytime Thanksgiving week)
• Local Community events (For example fair week or any big event that your community hosts.)

12. Time of Day to Hold Classes
Express Tip # 3
Time of Day to Hold Classes
Morning classes have a higher attendance than afternoon classes
8:00 AM start time = Late arrivers who disrupt the class
9:00 AM start time is recommended with 8:30 to 8:45 registration – Class is advertised to end at 1:00 PM.
The intro class is 4 hours. We do not recommend you provide lunch, but to prevent attendees from rushing out at the end of class due to hunger, we do recommend snacks at each break (covered in the Friday’s Boot Camp).

13. How to Select your Location
Amount of Space you Need:
A conference room that will seat 5 to 8 attendees works great for our small intro classes where we target the business owner OR
Setup your room classroom style for larger classes (Advanced, etc.)
Use your own location if possible
Saves time
Saves money
Once they are through your door, it is easier to convert them to clients
A good many in our network work out of home offices. That’s OK! The system works well no matter where you hold your class!

14. How to Select your Location
What to Look for in Seminar Space Outside of your Office:
Is it in a good location?
Does it have ample parking options?
Will it comfortably seat 5 to 8 boardroom or classroom style?
Is there good visibility from all seats in the room?
Is their good lighting?
Is the facility clean and well maintained?
Is there area noise that could affect your class?
Is the rental fee reasonable? (Under $200.00)
Express Tip # 4
There is no added value by going to a fancy hotel or renting an expensive room. Our statistics prove you will not sell more.

15. How to Select your Location
Good Training Room Options:
Client’s boardroom
Bank boardroom
Chamber of Commerce
Public Library
SBA
Better Business Bureau
Community College (they will often rent rooms)
Adult Training Facilities
University of Phoenix
Keller School of Management
County Buildings
You do not need an Internet connection to deliver the class, however you may eventually want one to demo how your outsourced bookkeeping services, etc.

16. How to Select your Location
Location Negotiation Tips:
Let them know are looking for a facility to host monthly QuickBooks seminars so they understand it is an ongoing engagement. You will get better pricing, BUT do not commit to a long – term contract.
Ask if they have availability for your specific seminar dates.
ALWAYS mention you are negotiating with several facilities in the area and looking for the best location and price.
Let them know it is NOT a hands-on class and you do not need computers. (Internet is optional and your choice – Typically it is included in the fee, but if they want to charge a lot extra, say no.)

17. How to Select your Location
Location Negotiation Tips Continued:
Ask if the room has a screen or monitor in place to project your presentation. If you do not have a projector or flat screen TV that will serve as a monitor, ask if they have a rental available.
Do not agree to Food & Beverage (F & B)
Before signing the contract, a copy to if you want a second opinion on whether or not there are any red flags.
Express Tip # 5
Once you select a location, make sure and put “QUICKBOOKS SEMINAR” for the event name on the contract. It will be on the Marquis and if you use your company name, people may not be directed to your training room.

18. QBExpress Seminar
Boot Camp:
Day One
Homework

19. Day One Homework: 1.) Set your seminars date for the next 12 months
2.) Start your seminar location search if needed.
3.) Gather all Social Media Information for:
FaceBook
Linked In
Twitter
Google +1
Google Business Places
Send in your forms by end of day today to for review and posting to the site.
FORWARD ACTION, NOT PERFECT ACTION = BIG RESULTS

20. How to fill your QuickBooks Seminars
DAY TWO – MARKETING
QuickBooks Seminars
Scheduling your Seminar Dates and Finding a Location
How to fill your QuickBooks Seminars
How to Prepare to Give your Class
Seminar Registration
Q & A and Closing the Sale
How to Handle the Day of your Class