If there’s one thing I never seem to run out of as a consultant who advises CPA firm owners and partners for a living it’s objections.
Everything from compensation to relocation, it’s a given that at least once you will encounter what I have come to label the big “O.”
More often than not, most objections can be overcome with common sense and a bit of reasoning. While other times you feel like you’re pushing against a stone wall with a dust mop.
Case in point. We are currently working with a firm in the Northeast whose owner makes a frightening high salary – enough so that most potential successor firms would quickly review the summary sheet and say no thanks.
But we did however find one willing to work around it – provided the seller firm’s owner agreed to consolidate under one roof – a distance of about 25 miles. Now I realize that in the New York-New Jersey area, 25 miles isn’t exactly like driving in central Nebraska as it often can take over an hour depending on traffic.
He responded with a succinct and terse, “no.”
So the ensuing conversation went something along these lines…