The Struggle Solver with James Upton and Dawn Brolin

January 27, 2022
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Episode Summary

Dawn Brolin, CPA, CFE is joined by Jame Upton, President and CEO of Upton Accounting, to discuss how COVID-19 has proven to be a huge challenge for accounting and tax professionals, and how many are experiencing feelings of stress and burnout. Dawn chats with James and discusses the business and personal challenges he is currently facing, and how he was able to bring himself to a better place with the help of Dawn’s new book, “The Designated Motivator for Accounting Professionals.” Have similar feelings? Listen now to hear how you can get back on track to achieving the goals you want for your business and your life!

James’ Beginnings

James talks about how he’s been involved in accounting since he was 16 years old, and became the president of his family’s accounting firm at just 24 years old. He’s always felt motivated in his practice, but is feeling major burnout following the start of COVID-19. He talks about his personal struggles, and how it took his business partner to be his motivator and to help keep his practice going.

James’ Challenges Within His Business in Current Times

James talks about how he feels he can’t keep up with the amount of work he has to complete, and shares his frustrations with how far the IRS is far behind in processing material he needs to complete his job. Dawn agrees and shares similar frustrations, saying it appears to everyone else that they are not doing their job.

Why Having a Motivator is Necessary

“Who do you have in your organization that is motivating you?” says Dawn, in relation to discussing the importance of having people around you to lift you up. James finds solace and motivation in his business partner, and credits her for helping to lift him up in times of work and emotional stress. 

“If you are by yourself [as an accounting professional], you need to find [a motivator],” says Dawn.

James also talks about the difference between being a “motivator” or an “encourager,” and credits Dawn’s books for allowing him to understand that being a motivator would allow him to achieve much more success. 

“An encourager makes you feel better in the moment, but a motivator is somebody that’s going to challenge you to make changes that will make you better down the line, all the way through your life,” adds James.

James also adds that adding self care back into his routine has allowed him to gain back his motivation.

 

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Transcription 

Dawn Brolin 0:01
Hello everyone and welcome to the DM Disruption. I’m the host Dawn Brolin. I’m a certified public accountant, Certified Fraud Examiner, and the author of the designated motivator. We’re here to help motivate you to take your practice to the next level. Have you considered outsourcing your clients payroll? Well, I did and I went with ADP. The resources they provide, along with their partner program became the premier outsourcing Payroll solution. We as practitioners already deal with a ton of compliance. Keeping Up With payroll isn’t a value added solution that I should be focused on. If you’ve considered outsourcing before, reconsider it today. Choose ADP to be part of your starting lineup. So on today’s show, I couldn’t be more excited because we’re going to talk to James Upton today, James, the owner of up to the county in Seagrove, North Carolina. So James, welcome to the show. Thanks for coming, because we want to talk about kind of what’s been going on in your coconut. And how can we help that coconut feel better? Right?

James Upton 1:09
It’s yeah, it’s great to bet you’re down. Thank you so much for asking me on the show.

Dawn Brolin 1:15
Yeah, you you, um, you’re the reason I wrote this book. You are the reason right? So, um, you know, it’s been quite a rough year and a half for the accounting industry. Just you know, us being practitioners, right? Let’s talk about your store. Tell me what’s going on. Because I am here to do nothing but help motivate you help you take some action and get, you know, kind of bring your life back to you, James, because that’s what I honestly genuinely care about.

James Upton 1:45
Well, I’ll tell you, what, don’t I’ll tell you a little bit about myself. Yes, I actually have been in the accounting attacks business, probably. All my life. Our family’s had an accountant, your tax business. You know, ever since I was born, and I’ve worked in this business since I was 16. I went on and because you have families, I’m in the sale and your route. Oh, yeah, you can you hear? Can you hear it in the horse a little bit? Yeah, I apologize to the listeners out there for burning your ears. But what I was gonna say is here, South is kind of one of those things that people expect you if your family has a business, that you will just pick up the reins, and complete down with that business. So I went to college at Gardner Webb University, and got an accounting degree. And then I went on and got my master’s. In the time between my BS and my master’s, my aunt who had been the, the owner of the farm, she developed stage four breast cancer. And so she ended up having to step away. And I became depressed at the farm when I was 24 years old. So I’ve had to have a lot of motivation in my life. So and, and I felt like for many years, that I’ve been motivator of people, and I’ve been highly motivated. And I’m just gonna be honest with you, the pandemic, and everything that’s happened, has just completely crushed me. I’ve had some personal things also, we actually ended up getting married last year, and when I’m sorry, it was 2019. You know, 2020 is the year that never ended. So we’re still excited last year’s 2019. The last year that we live, you know, it’s kind of like, Apple, like, you know, how we have Anno Domini. And I feel like we need to have another like, I feel like it’s an epic time, like we need to, to create some type of numbering system, decide we’re going back to zero now. And this is the year one, you know. I was gonna say, Yes, I had gotten married. And you know, that’s a huge change in laugh, because I had put my career on my personal lap. So attorney and I get married, then trying to be a newlywed during COVID. And then everything just kind of goes off the rocker. And the last part was tough. I won’t get into that. But in the course of last year, I went through a COVID pandemic, march 15, all my staff is scared that they’re gonna die. I go home. And everybody if you’ve ever been in a accounting practice, march 15th is, you know, it’s the biggest demo of the biggest days of the year. Right? So March 15, all my staff, I have six staff besides my co pilot business partners. So my stay up there in here and they’re like, you know, it’s almost like we’re looking for the asteroid to heat and sun and everybody’s like, let’s go home. You know, these taxes don’t matter. They’re gonna extend every standard this deadline, you know, we’re all gonna die anyway. So it doesn’t matter. You know? Because to begin with, you know, I was almost like a nuclear blast, like, let’s walk outside and take a breath and take and just Dan I have this this light eye on, you know, or when are the walkers gonna start walking down the street, that’s what we’re looking for. And so all the staff gets home, okay, my business partner, we’re like, you know, we still have a farm to run, we still have a base overhead, and we set up returns that have to be done. And so we just continue slogging, it’s gonna be slogging through returns. And we did that up until April 15. Because we, you know, we were used to that. And then we were kind of like, you know, we’re gonna have to have a mental reset. And so we waited till after the April 30 deadline, and I took a week off the first week of May, and just tried to reset it. And then through the course of all that, we just realized that a lot of banks were in a personal office not going well at that moment. And so I ended up becoming separated. It is July 19. So we had July 15. And then July night, I became separated. So what I went through was, from July 19, to September 8, I was at work, but I was just go through the motions. As I was in a fog. And my business partner, she is my motivator, you know, we’re all over. She’s one of my motivators. And when I can’t say if she can motivate me, gotcha. So she steps in, and she says, James,

I need you to do some work. And I’m like, okay, great. And so she thought, I need you to review these 40 corporate returns. And I need you to sign off on these 30 individuals that are connected to these corporates. And she said, when the position and then I need you to get on board with getting another 150 Understand the October 15. So I was like, Okay, sounds like a plan. So somehow, I don’t be and got through it. Right, yeah. You found out probably, I’m a big talker. But at the same time, just out of these from the painting, and the personal stuff, I have lost, I lost a lot of motivation. And, you know, I’m 41. And this pandemic is made began to resemble my career choice, and just everything. Well.

Dawn Brolin 7:35
So Alright, so let’s talk about that for a second. So it’s, it’s the volume of work that is, is what is over, like, what’s killing you from the firm perspective?

James Upton 7:45
Okay, from a farm perspective. Number one, if you think about it, okay, if you take six people that were working, okay, and you multiply six people, times, here in our office, we did generally, like a nine to six, and we had a few that work on Saturdays, but just just for easy math, just say 45 hours. So six people times 45 hours. Okay, that’s 270 man hours each week. And we lost that from March 15 to June 1. And, and what’s so bad was, you know, we really should have kept pork in hindsight, 2020, we should have kept working. Because it was after that kind of back was when everything everybody started saying, Oh, my kids, daycare is closed, or, you know, my husband is, has quarantined his work, or, you know, my wife has been exposed, I’m happy to be out to somebody, you know. And that’s what brought me here. You know, and, and really, I feel like, if it ever happens, again, I know better what to do. But back to the farmer aspect, 270 hours, times, just say, a week, that’s 20 160 hours.

Dawn Brolin 9:00
That’s a whole year’s worth of work for one person.

James Upton 9:04
Right? Yeah. And so that puts us way behind. And then when I faced the personal challenges I was already behind. And even more low balled, right? Yeah. Well, and here’s the thing, I’ll tell you. What’s happened to me is, I don’t have I have a telephone. I don’t know, if you, you probably don’t do that you’re probably smarter than I am. But here the telephone calls that I don’t answer, the staff put them in a Google a good Google Doc, or a Google sheet. And I have all the others and they pose and they say this person is their second call or whatever. Well, here’s the thing, once I’ve spent 10 hours here, and I try to catch some phone calls, but you know, in the course that I might get eight to 10 phone calls. Yes. It’s hard to return those calls. And then I have people that are emailing me, I have work, you know, and I still have people now that want to come in face to face. So I just feel different. Crusher, the volume of work. But what nobody’s talking about is how the IRS is, is set up are behind in processing. And they’re not doing anything for us. Yeah, I’ve got I’ve got probably 10 or 12 cases laying here on Mondays. I can’t resolve because I can’t get Irs on the phone, or they won’t process or mail.

Dawn Brolin 10:24
Yeah. Well, that’s, and I think that that’s part of our problem is that, you know, we’re working our tails off. And, you know, I had a guy who just came in, like about an hour ago, and he’s somebody who didn’t file a 17 return. So we had a paper file to 17. And there’s a refund, I know he won’t get the refund, but there’s a would be a credit on the account, whatever, to offset some future tax and stuff. I think we got it done before the deadline, etc, etc. And he’s talking…

James Upton 10:48
I rush to get one in, I rushed to get one in to, I know what you mean. Yeah.

Dawn Brolin 10:52
I’m like, your board of mail. Let’s hurry up. Right. And so, you know, so we got the clients that are common in their last give me the same freakin question every week. And I’m like, Joe, I called I got an extension to October 13. This guy gave me he’s like, let’s wait to let all the returns process and everything could wash out or whatever. And it’s like, so they think we are doing our job. Right, because you’re and…

James Upton 11:16
And it makes you feel defeated you because I haven’t always, I’ll be honest with you. I’m not a rookie at this. I’ve done this 18 years, I’ve been the president by state Accounting Society. I’m not a CPA, but I’m an enrolled agent, because tax is my specialty. But I do have a master’s in accounting with a concentration in taxation. You know, tacky search was one of my things that I love to make what you say you love to actually search, you’re obviously a tax or but anyway. So for these clients to come in and say, James, you’re just letting me down. And I’m like, you know, I’m, I’ve got the gas pedal down. I’m throwing gas on the fire and no, you know,

Dawn Brolin 11:57
Yeah, so in. And I think that’s why, like, I was so interested in talking to you, because that is definitely, it is very common. And this is how people are feeling right now. It’s like, so the way I kind of looked at it, so we I’m just 100% virtual, always, you know, kind of embraced that for about 12 years. Now. I’ve got all my tax software hosted in the cloud. I’ve got everything I can grab a MacBook. So when the pandemic did hit, we only had three total staff, myself plus three people, two billable ones, my virtual assistant, she’s phenomenal. She’s been with me for like eight years, I was able to say, hey, take your laptops go home, work from home, no problem, right? We have everything’s in the clouds that grab the documents. So we don’t really skip a beat. If anything, we’ve brought on about 70 or 80 new clients last year.

James Upton 12:41
Well, and we have a lot of that in process. The thing is, I had me and say we still have a front desk here. So you know, we lost those people. And I did have two people are working virtually. And then I had one lady that we would, she would come and pick up things and go back home. And you know, because we have pots, we did virtual See, or we do CFO services. So we have to go pick up mail. There’s so much that has to be physically handled.

Dawn Brolin 13:12
Yeah, and that’s really tough. No, it’s really hard. So I you know, I just find like, I think it’s like we just have to have this club of people. A club. And you know, there’s a lot of great Facebook groups out there. There’s I’m a part of what’s called, I think it’s called The Sisterhood of the lady tax pros. And they are awesome. It’s like, you know, they’ll put you know what, I’m down today. And then we see a lot of what you said in your comment. We’re seeing that everywhere. People are just feeling so defeated, like you said, and it’s like, I think it does make you feel a little bit better. You’re not the only one.

James Upton 13:46
Yeah, right. Absolutely. Tax Twitter has really lifted me up. I love tax, Twitter. And because we’re all sharing, you know, the pain that we’re in together, you know, it’s professional pain, and sometimes personal pain, but we’re sharing it, you know, and it’s true.

Dawn Brolin 14:03
It’s true. So I love I love what you said about your part, your business partner who’s your motivator, right?

James Upton 14:09
She has a lot of motivators in my life. But right now, she’s pretty much my motivator, we try to motivate each other because there’s some days, she’ll tell me she’ll say, she’s like, I can’t do this today. And usually, the days that she’s down are the days that I can work.

Dawn Brolin 14:26
It’s perfect combination right there. The how that is just so important right now. And that’s what the message of the designated motivator is all about. Who do you have in your organization who is motivating you who is helping you get through those tough days and we all have them, everyone has them? There’s not one person in this world who’s like every day is awesome. No, it’s not a thing. So and that’s what were the message I’m trying to get out to a lot of the accounting professionals, all of the accounting professionals is if you don’t have the partner that that that you have James Upton’s got his motivator. And James Upton’s business partner has her motivator. Right? All in it. So if you’re by yourself, you got to find one. Because, you know,

James Upton 15:11
I’m gonna be honest with you. And I’ll talk to you about that in just a moment, I mentioned that I had a prison of North Carolina Society of accountants. And prior to having a business partner, I actually, I’ll just go back in time, I think it was 2000. And over was when I that was, it was October 31 2003, was it I took over. So it’s 18 years this Halloween. So anyway, for the first few years, I was alone, my past and I was on my own. And so I had my mom, she had retired from another career, and she was kind of a open, and I’d had my staff, she had two staff. So to begin with, it was just me, and two of my staff, and my mom, that’s so small, we were smaller to start with, you know, the business just started growing. Just the natural outgrowth of just changing, embracing technology, and we were blamed. So I remember, I had not really took part in any associations or organizations. And I kept getting invitations. And, you know, this is something I would share with people that listen to this, don’t forsake face to face organizations and interactions. Our organization was having chapter meetings, we had a local chapter. And I would say, you know, that’s a waste of my time, I can make more money at the office. Well, I remember one day, and I’ll tell you how this happened, this true story. A client o’clock came to me, and they said, Hey, we’re going to be leaving your phone. And I said, Oh, really? I said, why is that? And I said, well said, we were at a meeting, which our local Chamber of Commerce has a Professionals Network meeting. And they met a guy, because in these potential networks, I always have one bit for pension, if you’ve ever heard of it, insurance, I don’t want to turn your account on whatever. Yeah, we would I met this guy at their professional meeting. For whatever reason, he just told them, they said, he said, Who’s your accountant? And they said, James up, and he said, Hi, that guy doesn’t know anything. He’s just a kid. Okay, so I knew he was in this organization. So that’s what I was gonna tell you. So sometimes, you can start out to be vindictive, or have the wrong mindset. And thanks for your work out. And I’m accretions. I don’t believe in karma. But I do believe it, Providence. So let me go ahead and say this, I go to the meeting with the intention that this guy does not even know me. And I’m gonna lecture next time, he says, it’s just a kid, and he doesn’t know anything. And he’s gonna have a face to put with that name. Because I’d never made it. So I get to the meeting, and genuinely great people. And I’m like, while, so through that organization. In my local chapter, I’ve met great people. Then I went to some state meetings, and met people from all over the study. And I met a lady that is actually, you know, a mentor to me. And I have anyone that our time. But there was one account, that was an HSA to consider a mentor to me. When I was starting out, number one, these were two. And number two, I was working too hard, which I’m back to that, you know, that’s what happens. But I remember she told me, she said, Let me tell you, she said you are spending too much work information, people who don’t value you, and that she was my motivator. And something I noticed in your book, you talked about the difference in encourager and a motivator. And in my life, I’ve always encouraged her. But I realized and I’ll read your book, that being a motivator, it’s so much more important. Because an encourager makes you feel better in the moment. And a motivator is somebody that’s going to challenge you to make changes that might be better. Down the line all the way through your life. Yeah. And I never had really great plan until I read your book.

Dawn Brolin 19:31
Oh, that’s awesome. Thank you!

James Upton 19:32
Yeah I will tell you that. But that like, I remember one time I had a project to do. And she told me I called her up and I said, and I’m going to tell you her name is Florence, blacker, and I’m going to give her credit Florence black. Okay. And she’s a wonderful account on North Carolina. And but I’ll tell you what, this tells you how motivators go through generations. She told me she said I learned How to be big and tough. I’ll just use that kind of word. Because when a podcast big and tough from the guy that she started working for, which was a man named Bobby Murphy, and she said, you know, he would do that. And she said, he just owned who he was. And he knew that he was worth his value. And he would say, this is your full evolved, he would say, that’s great. He said, You know, I respect that. He said, I’ve got two other people who are ready to come in here and work with me, thank you so much, have a good day, and even escort about no work. And so I never had been that confident. And she told me, she said, know what you’re doing. He said, You got to have that confidence. And she said, but make sure if you’re going to be like this, deliver the value that you promised. And so that’s, you know, I remember that first project, I had a client and I ended up and I’m sure I’m saying this, but it was, it was a, it was a very, very lucrative engagement, the most lucrative engagement I had ever been involved in. And the client, believe it or not, they did not balk. And they knew it’s worth it. And they believed me. And that was my first time saying, you know, I didn’t lowball. And so that’s one thing that has changed. You know, our firm, we’re almost to a million dollar revenues here in this far mile. I know, that doesn’t sound huge. I mean, I’m in the sale. But at the same time, for me, it was great. It’s a big deal.

Dawn Brolin 21:34
So congratulations, that’s awesome.

James Upton 21:36
And that’s what I was gonna say, three months later, those days made motivators. And then when things started growing and blossoming, no sign people taught me this, Hey, you can’t do this alone alone. And, you know, at night coach me and saying, hey, you know, you need a business partner. And they were also the ones that told me, this is your brand, you build this arm, you need to have a business partner, but you know, majority, and I helped me to allow that planning process. And these people have affected me positively, you know, for the rest of my career. What I got back, is that lady, the motivation she received from her mentor has passed down to her. And now she’s passed that to me, and I’m hoping to do that, as well.

Dawn Brolin 22:24
And you will, James, there’s no doubt about it. Like, you know, just having this conversation with you. Like, I don’t know, I just, I just feel like we we have to just stick together, we really do. And we and you know, you motivated me when when Gaynor reached out to me and told her what had happened. I’m like, get him on the phone now. Get the boy…

James Upton 22:44
Oh, the day I was writing that tweet. I was kind of down and I was just like, you know, under the ball, have no motivation? And I’ll tell you what, that no motivation. Like for me, it’s where, you know, I know. And I just don’t care. You know, it’s where our batteries are completely drying? Yeah. Yeah. And, and I think the whole accounting for patients that right there now, you know..

Dawn Brolin 23:10
I agree, and that’s what we’re going to try to revive, we’re going to try to revive them. And that’s why the, you know, there’s a sequel to that book that’ll be coming out this fall, really specifically for the accounting industry that we’re really that I’m really excited about that we can just help, you know, push people forward. So between you, me, your mentors, other people’s mentors, I mean, we’ve all have them, and people that are motivating us. And that’s that’s the key, because, because talk is talk, but when you actually do something about it and say, You know what, even this morning, today’s gonna be my day, I’m going to go get this day, this is going to be my day, and nothing stopping me. And you just plow through like the guy who goes in with the confidence. And that’s what, that’s the hard part. Because it’s the hard part to just be like, you know, willing to do that it’s so much easier laid out. It’s easier to just stay in your room, for instance, right? I’ve done that. I’ve been there when I don’t want to get up. And then it’s like, you know, the kid pops into your head or somebody you know, pop and you’re like, oh, right, I’ll get up.

James Upton 24:10
Well, I’ll tell you, for me. Something that I’ve realized is because of the pain, deeming I put a lot of self care on the back burner. So part of me trying to regain motivation, has been saying, Okay, I’m taking time for self care. And, you know, I hired a trainer, I met with our Friday, you know, you know, the things that you’ve got to do, because here’s the thing, we’re professional people, we’re intelligent, we’re and that’s what I tell myself. I’m too intelligent for this. And I’ve investigated and invested too much into my development. You know, I love to teach, but sometimes you have to teach yourself and you have to go deep. And you have to say, Okay, this is coming from the inside of me. I’ve got to reach down and motivate myself. Yes, you know, And I know there’s times and you mentioned it to there’s times that, you know, concern for. And I’m gonna be honest with you, I was somebody that I got so overwhelmed that this and I’m going to have an honesty moment here. And I know I’m on a podcast. But you know, I’m doing this because it helped me. There was one day back in March. And now this part ends and she says, you know, you’re not functioning well, what is going on, and she realized that I will sit, you’re having panic attacks, you know, I’d be the thermostat, but I’m saving the file. And I’d be going to get the sweater and put down because I was pretty easy and filling Muscat Prowl and everything. And she’s like, the doctor. So I got the doctor. And I said, you know, this kind of what’s going on, and she’s like, you’re having anxiety and panic attacks. And I’m like, Really, you gotta be kidding me. And she’s like, she said, we’re gonna give you a sample for anxiety. She did very low dives. And within a week’s time, I felt like a brand new person. So that’s what I’m gonna say is, don’t be afraid. This is not a laugh. But there are times and this pandemic, and this work load that we’ve all been faced with. Because here’s the thing. I’m not an unemployment specialist. I’m not a PPP loan specialist. I’m not SBA loan specialist. I’m not important for teacher Credit Specialist. I’m becoming all of those things. Mm hmm. But what people don’t realize is, you know, first of all, we were facing, you know, nice refunds every day, people are dying people die, paper died. But yeah, our job is getting, you know, piled on over and over. And we’re having to learn brand new things, on top of everything we already have today. So, right, accountants have faced, I think, our most difficult challenges and some of the most difficult moments. And at the end of the day, all of us just like me, we all still have our personal lives, you know, and here’s the thing, families, number one, you know, family has to be number one. Even more so than that your own self care. And looking after yourself. Yeah. Because there’s times that you need to be able to say, you know, I’m gonna have to check out, and I’m not saying for all day, but it’s okay. And I’ve had to learn these, it’s okay to say, I’m not answering emails today. I’m not answering phone calls today. Or I’m gonna plan to come in at 11am today, or I’m leaving at four o’clock today. It’s not, it’s not a crime. Not something I’ve done is I’ve sacrificed relationships and things with friends. And you know, especially we didn’t have during the COVID, you’re in COVID times because we couldn’t meet. But now I’m back to where, you know, one of the greatest things I used to do was I used to plan to go have breakfast with a friend every Friday. I’m trying to get back to that you got it’s all self care. It’s all self care. thing is we’ve got to motivate each other to self care and to do all these things we’ve got to.

Dawn Brolin 28:00
Absolutely and Heather Satterly a great example of that. She she went back to horseback riding. You know, I went and coached the softball team, which is why the book even happened. Yes, right. And that’s life is shortly I decided once we got past that May deadline, I work 10 to four, I’m going to do the best I can to get as much done as I can obviously some days I stay till eight or nine. Got stuff, it’s okay. But I feel like mentally it’s like I’m okay with I like I like to just lay in bed, read facebook, watch me some tic TOCs because I love the funny animals I have my newest favorite tic tock are these dogs that are literally howling, but they’re screaming and I cry every time I watch it. Like that’s the stuff I want to fill in my head in the morning, good stuff, happiness, and, and hopefully, you know, one person that I see, you know, throughout the day or talk on the phone too, that I can, you know, step back and even my my guide Joe that comes in constantly out. He’s just got nothing to do, you know, not getting frustrated with him like Joe and trying to get stuff done. So I get out of here and be like, Hey, Joe, what’s going on? Come on in, sit down, you know, yeah, I’m trying. I’m really making a mental decision to be more patient and be more and I don’t pray for patience, because that’s never a good idea.

James Upton 29:14
No. You know, that’s my best financial advice I would give you do not pray for patience.

Dawn Brolin 29:22
So yeah, so I mean, you know, really the end of the day, James, I’m so glad that we got to talk and I hope and I want to continue the conversation with you. I you know, so we can just stay in touch. And, you know, I’ll give you I’ll motivate you and we’ll stick together.

James Upton 29:36
Well, I’ll tell you something, you really have motivated me and reading your book and seeing how because what you’ve done is you took your experience with the with the team and you were able to motivate them. And I think people don’t realize a lot of our job as accountants is to motivate our clients. Absolutely. Because I think we see potential in businesses and clients but maybe they don’t see. And you know, I’ve had clients that were ready to throw in the title and that’s I don’t feel like I’m making any money and I’m like, Yeah, you actually already and you know, this is gonna pay us. And I’ve got clients that stayed in business, because I’ve been able to motivate them. But, but I think we struggle finding those motivators are slightly off sometimes. And so, it’s okay to reach out and say, Hey, I need some motivation, you know? Yeah. And I appreciate you motivating me.

Dawn Brolin 30:28
Yeah, you’re great, James. I mean, you’re on my mind all the time. We’re gonna stay in touch for sure. And I’m will have you I’m gonna have you back on it like a handful of months once you’ve gotten you know, get through this. And then I want to hear more about how it ended up. You know, because your story is always going on. So you’re going to be my bread. And oh, so but thank you for joining the DM disruption podcast today and James, opt in. I love you, man. And I will I will be in touch with you. Okay. Thank you so much. I hope you enjoy this podcast. Feel free to visit DawnBrolin.com in order to motivate you to improve your practice. Wishing you all the best. Have a great day.

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