Just Sell the Damn Software: How Terrance Built a Six-Figure Service Bureau | SBA Podcast Ep 34

Baldeep (00:00) All right, welcome to another episode of the Service Bureau Accelerator interview series. I am here with Terrance, just sell the damn tax software, Smith, and Ross. Ross, go ahead and kick it off.

Ross (00:08) For sure. Awesome. Terrance, welcome to the call. We’ve been trying to get teed up together for a couple of years, I think at this point.

Terrance (00:19) Yeah, man, it’s been a while. I’ve been dodging you guys, not in a bad way. We just kind of just haven’t had a chance to get on.

Ross (00:21) That’s all good. Well, you’ve been busy selling the damn software, you know? It is what it is. Awesome, cool. Yeah, thanks for jumping in. Thanks for joining us for the call here. So Terrance, if you want to start with just maybe kind of introduce yourself to the audience, kind of share a little bit about your history, how you get started in the tax industry, and ultimately what led you to being a Service Bureau and where you’re at today with us.

Terrance (00:46) Yeah, well, I started my business back in 2012. I actually was in a franchise working for a company and at that point I was doing all the work in office. I was on the 25/75 revenue share, but pretty much I was doing everything from recruiting, the marketing and advertising, you know, training my actual tax preparers, payroll, everything all across the board. Now, of course I wasn’t paying all the bills. I had a guy that was franchising the business. He kind of gave me the blueprint of what to do, but no, he really didn’t do it long term for a long time. So he kind of used me to kind of really go out and build it, so build it from scratch back in 2012, 2013. First tax season on the 25/75. Second year I had to invest, I think about, no, $7,500 bucks. He bumped me up to a 35/65. And then the third year I had to invest $12,000 and he bumped me up to a 50/50 split. And then after that I was just like, you know what I mean, I can do this myself. And I decided to pull out ways with the company and I opened my own business, it’s The Tax Experts, or Tampa Tax Experts here in Tampa, Florida. So been in the industry since 2012. This is going to be my 14th year. And I joined SBA, I think it was back in 2020 or 2021 in the early season marketing program. And pretty much once I joined that program, I just seen the value that you guys were delivering from there. I decided to venture off into some other stuff. Baldeep, he reached out to me, had a conversation about Service Bureau Accelerator after that program. And then from there it was just, it all made sense. I already had a conversation with him, he broke the program down, talked about the software, looked at my fees, and basically gave me a better game plan than what I had already in place. And then from there, I landed in SBA, man. It’s been great ever since.

Ross (02:31) Awesome. Awesome. Love it. Yeah, it’s funny kind of going back, looking at like our client lists that we have with SBA, there’s probably, say there’s probably still like probably still about maybe 50 some odd people that are active with us that come from like ESM, like from way back. Right? So it’s like, you’re one of the clients since like what, 2018 probably, 2018, 2019, probably that we started working together back with Oasis Marketing. So yeah, it’s been a minute, it’s been a long time. It’s always cool. There’s a handful I can think of off the top that have been like since like day one basically working with us. So it’s really cool. Awesome. Yeah, OG’s, yeah, 100%. I ain’t going nowhere. Yeah, so what, other than like, I’m just kind of curious because there’s a lot of clients that we have where it kind of, and I feel like you’re probably in this bucket as well, where it took a little bit for the business model to kind of, for it really kind of make sense, but joining Service Bureau Accelerator, was it more of like just the software deal to begin with that kind of got your foot in the door? And then was it a couple years of kind of just kind of not on the side, well, kind of sitting on the sidelines, but just kind of observing? Was that kind of what your experience was the first couple of years before really going full in on the Service Bureau?

Terrance (03:52) Yeah, so yeah, when I signed up, like I said, I had a call with Baldeep, just broke the program down, did a great job and it all made sense. I’m like, you know what, it was like a worst case scenario, man, you at least put your office under it, you know, and now you can actually have your own Service Bureau and your office underneath it and at least get the software for free moving forward. I was like, well, it’s a no brainer, right? I’m paying a couple hundred bucks a year to keep renewing, right? And I know I’m doing volume, so it’s not like I should be renewing, but I’m paying to renew and it just didn’t make sense. And then the price point that he provided me, it was just a no brainer decision. I was like, you know what, let me go and dive in. Let me go and get started. It didn’t take me long for me to go and get enrolled and registered from them. It’s been great since. But the real reason that I did it was just because again, he had a conversation about, hey, stop paying your own all those fees every year as far as like buying the tax software to renew it. And I’m like, okay, well, cool. All right. That makes sense. The first year I didn’t do anything, right? I sat on the sideline. Like you mentioned, I really didn’t join any calls. I wasn’t in the mentorship. I wasn’t getting into training. It was just, again, just using the software, the SBA to provide me software so I don’t have to pay for it every single year. And from there, all the training started coming about and you guys started doing a lot more coaching and really like diving in and giving us the information. And it was just from there, the light came on. It was like, all right, this makes sense. Why not use what I have in order for me to really go out and grow this? Especially if I knew down the line eventually one day I may not be willing or able to do taxes anymore. At least I have a Service Bureau that can continue to grow and thrive that, of course, I can continue to generate revenue from on a yearly basis.

Ross (05:27) Yeah, for sure. Yeah, it is. It’s one of those. It’s one of those very rare business models where like that residual revenue is actually real, right? Like you can actually continue to have that revenue like it actually exists. Most business opportunities, it’s like they claim it to be that, but it’s not where this is actually one where, yeah, as long as you set your customers up, give them a good deal and they just keep using the software, it’s kind of like there’s a little bit of maintenance, but it’s pretty chill once you onboard the customers.

Terrance (05:56) And then once you have processes in place, it makes it a lot easier.

Ross (05:58) Yeah, exactly. Exactly. Exactly. Yeah. You get the team, you got all that stuff going. It’s good. So, so do you want to share a little bit, Terrance, kind of talk a little bit about what you’ve been doing? Cause I mean, we can talk about your numbers a little bit here. Like obviously, you know, year over year you’ve had like, this was like your like breakout year where the numbers just cranked up. And so I’m really excited to see what the numbers look like this upcoming season, but what do you want to share a little bit about what you’ve kind of implemented as far as for your strategy for growing your Service Bureau. Obviously, I know, but if you want to share for like the audience of kind of what you’ve been doing to really see the results.

Terrance (06:34) To be truthful man, I do exactly what SBA tells me to do, right? I follow you guys’s blueprint, you know, fully, right? Whatever you guys come up with and talk about and train on is exactly what I do. But my main marketing strategy to generate partners and new tax preparers for my business is running the damn Facebook ads. And that’s as simple as that, right? Paying to play, using my money that way, you know, getting out of the Red Ocean, getting into the Blue Ocean, you know, standing out from my competition. So running Facebook ads is my primary method of getting people. Of course, I take some referrals at times from clients, not clients, but tax partners that feel like the program is a good benefit to them. They normally refer me to friends and family members that are in the industry that need software. But for the most part, primarily, I’m paying to play, running the ads through Facebook using Tax Nitro.

Ross (07:23) Awesome. Awesome. Yeah. And so looking at your numbers, because like, I don’t know how much you want to share about like revenue dollars necessarily, but we can talk about like, just growth because looking at, I mean, I know this doesn’t have one of the softwares in there, but I mean, just on this dashboard, you basically went from, yeah, you basically almost tripled like year over year if that’s correct.

Terrance (07:47) Yep. That’s correct.

Ross (07:50) Yeah. So from last, from the previous tax season to this last season, your bank product volume, you’re able to triple that growth year over year, which is, which is crazy. And that’s just all basically running ads and just following the framework.

Terrance (08:03) Right now. That’s it. Nothing else. Anybody asks me, you know, that’s a part of SBA, right? I tell them all the time, I follow these guys’ coaching. I do what they tell us to do. I implement and I take action, right? That’s just basically what it brought down to. And if you do that and not sit on the sideline and just, you know, looking to watch, I mean, you’ll have the same traction, right? But it’s going to take you taking the initiative, you know, getting out and doing it, right? 

And I know it, sometimes people can kind of see this, oh, it’s complicated. It used to be, right? Before you guys created the platform with Tax Nitro, running the ads was almost a daunting thing to do, right? Because it’s just so much to try to connect and make sure it all flows properly and it connects to the new Tax Nitro. But with the way that you guys have set it up now, it makes the business, it makes it even more streamlined, makes it easy to launch. And of course, everything is fully automated.

Ross (08:49) Yeah, well, and you actually, you actually have the unique perspective because with ESM you were in the like that, that like done with you where you were running the ads, right? We had like the guidance but you were the one setting up and running the ads. So you, you know what it is. Yeah, you know what it’s like to actually be in that shit and like set up the ads and like launch everything. Yeah. And so you get to see the other side where it’s like here’s the tool where you just click a couple buttons.

Terrance (09:14) Night and day, night and day, literally like 45 minutes to, you know, two minutes and it’s all done. And then you ain’t got to do no targeting and then put it here in front of the right people. It’s like back then I used to have to target and try to figure out, you know, if I want to hit this person, you know what I mean? Like all these different offices and H&R Block, Jackson Hewitt and tax preparers and all that stuff. But now just run the damn ad, get your flyer and ad up online that you want to create. If you don’t want to create one, use yours. And then from there, just run it. And then now start having conversations.

Ross (09:43) Yeah, yeah, that’s the play. That’s the play. Talking a little bit about like talking on training, right? Obviously, there’s a lot of ads stuff that we show and everything like that. But what would be, because you’ve seen a few iterations. I know you weren’t like heavily in the training the first year or two. But what, maybe share a little bit about like your experience or just feedback on the training, like maybe if there’s anything in particular that really stood out to you in our training platform or just overall share some feedback on the training platform that we provide.

Terrance (10:16) I mean, I live in there man and I don’t know if you guys can go and check how many times I visited, but I’m there all the time. Even though I’ve been through the training, you know, you know, over and over and over, right? But I’m always picking up new stuff and that’s the same with the calls with you guys right now. I’ll talk more about the training platform but every time you go and you look at the information or you get on a call with you guys, you’re always gonna get some new information, right, that’s gonna basically turn the light on a bit, right? You know, you may have a light flickering a little bit, it’s like man, I kind of see this dim, but as you know, listen and you know, you hear you know what you guys are explaining and how you’re putting it together, it all adds up and it makes sense, right? The whole thing is just trying it and then of course seeing if it works for you. And not everything’s gonna work for everybody, right? You got to find what works for you. But you know, as far as the training itself is, I’m gonna be honest, like, I always tell you, I’ve talked to both you guys and told you this in person. Without you guys, I wouldn’t be where I am right now. Just being honest, right? That training is amazing. Of course, you guys kind of, you know, watered it down a little bit, but I won’t say watered it down. That sounds bad. But you guys made it a lot more simplified, easier to go through for people, right? In the beginning, there was a lot of stuff there, right? But you just were trying to provide the value, give the information so people can take it on and apply it, right? But now you’ve made it a lot easier to digest with the seven day launch kit program. I think it’s really helped me excel and prepare my business because now you kind of see each step of the process and you can break it down in bite-sized pieces, right? Just like we do our goals. So that now you can digest it easily, get through it, and then of course, go ahead and get your business launched in less than seven days, or in two or three days if you just go through it and apply yourself. But the training, man, is phenomenal, man. And again, every time something new pops up, I’m there looking at it. I want to go through it and I want to revisit it, right? Just because again, it just keeps me on top of new things that I need to be on top of. And of course, keeps my tools sharp as far as me, you know, selling my product and my services as far as my software.

Ross (12:14) Now you just, you just nailed the keywords right there to keep, keeping the tools sharp. That’s, I was going to touch on that where it’s like, I don’t, if you know someone’s watching this, this video, if you are already in SBA and you’re in our program, go back through the training. Like I see this all the time where people watch it once over, right? They like kind of watch it. They’re like, yeah, I went through that training. So here. Well, did you apply every single thing? I guarantee not, probably not even, not even 10% of it. So it’s like keep going back through it. Keep going through it. That’s something, you know, a lot of our top producers always say that, like, you know, you’ve, I’m sure you’ve heard Lisa say that as well, where she’s like, I live in that, I’m always going through it again and again and again.

Terrance (12:50) Yep. Over and over and over. Cause you always gonna pick up something new. I don’t care how many times I hear, right? I listen to the training. Normally I’m not sitting in front of a computer. And that’s most people, right? You’re normally driving, on the treadmill or sitting in the sauna or doing something else, right? Now cooking, right? And you’re getting the information, but you’re not really getting all the information, right? So when you get a chance to sit down and really like revisit it and listen to it and hear it again, it’s going to be something that you’re always going to pick up from it, right? And that’s the beautiful thing about having a platform like you guys have. And of course, as you guys know, I’m kind of setting myself up similar, right? With my trainings and getting things organized in my business the same way following you guys’ blueprint. But the training is phenomenal, man. It’s new. Again, it’s state of the art. It’s top of the line, man. Like, if a person is thinking about joining SBA and on the fence, they better get in, man, before it gets oversaturated because you’re going to get everything that you need in order to be successful and to really grow your business and take it to the next level as long as you follow the damn coaching and take massive amounts of action.

Ross (13:52) There you go. That’s what it comes down to. That’s the secret recipe, right? Is just there. We’re on a coaching call. I think it was, I think it was last week’s call. Someone had asked, she’s like, what’s the, she was asking, she’s like, what’s the, what’s the one thing that like for, if there’s any, any members there, like what’s the one thing, like what’s the secret in like seeing results or whatever? I was like, I’ll, I’ll take that one. I’m like, just follow the fricking, like watch our training, like just put your blinders on, watch our videos and follow our training. Like that’s it. That’s the secret. Stop, don’t, don’t get distracted. Just do this.

Terrance (14:22) And focus on one thing. That’s my main thing. I got that from you guys too. Like I had a couple of different buckets I was trying to fill up with other businesses, real estate, you know, my tax business, you know, this, that, and the third, right? And it’s like, you know what, focus on one thing. This business can get me rich in just a year or two years, right? Like literally filthy rich, right? I say rich, what you know, wealthy, right? In just a few, few years, right? So my goal was to just focus on that one thing, right? And also, as you mentioned, you know, follow the blueprint, take the training, look at the information. But the biggest thing that most people don’t do is they don’t take massive action. They look at it. They watch it. They get that one fuzzy feeling, right? I know you probably hear me say some of the stuff from your training because I don’t say it on multiple occasions, but yeah, they get that one fuzzy feeling, man, I’m doing something, I’m going through the training, I’m looking at this stuff, the information is great. They get all excited but then they don’t take the next step and that’s what you fail, right? If you don’t take the next step, you’re never going to really be able to iron out your process and you’ll get everything lined up properly and understand like what you have to offer and how you should offer it if you’re not out doing the damn business. Simple.

Ross (15:24) Yeah, yeah, it is. It is literally that simple. That’s it. And like I remember, I mean, like years ago when I first kind of started to get into like online businesses and doing, trying to like build websites or whatever. And, and it always came down to that. It’s just taking massive action. Like there’s a, there’s this quote, this, this one guy talked about the different, the differentiator between like top producers and industries and like the average is a speed of implementation. How fast does someone learn a new thing and go and apply it and take action on it? That’s the difference. They’ll learn new things and they’ll just go and take action on it immediately. Those are the ones who are going to see massive results. That’s it. Secret recipe right there. Just do the damn work.

Terrance (16:04) Yep, that’s the truth. That’s it, man. That’s it. Don’t just watch it. Do it. It’s not, it’s not that complicated. And I had to figure that out. It took me some time, maybe about a year. Baldeep, of course, you know, kicking me a bit, you know, talking to me crazy. Hey, you just showing up to the call. Hey, man, I haven’t seen you in months and all that stuff. So I’m like, you know what? Let me tap in. Let me get myself going.

Ross (16:25) Yeah. Yeah, awesome. So my next, next kind of question line for you is about support. I know we do our, we do the surveys every year and our support department always comes back with the top marks. But just love to hear your kind of feedback on it. How do you, how do you enjoy getting support in our platform like using the ticketing platform, reaching out to our team if you need an EFIN unlock, just getting general support, bank support, whatever. What’s your experience been and any, you know, feedback or sentiment on our support?

Terrance (16:56) I mean, amazing experience, right? Amazing experience. You guys do create an amazing experience for us as partners. Of course, it was difficult for us all in the beginning to tap into, go put in a ticket, go put in a ticket, go put in a ticket, right? Just because it’s like, well, man, I don’t want to put in a ticket, I just want to ask my question.

Ross (17:11) Took a bit. Yeah, I’m just gonna message Ross directly.

Terrance (17:15) But I got tired of hearing you guys say it, so I was like, you know what? I’m just going to start putting in dang tickets, right? And as I started to do that, I realized the ticketing system is amazing, right? You put in a ticket, right? Soon as you do that, a second later you get an email saying, hey, we got your ticket, right? Just letting you know, I got your stuff. I’m working on it. Then after that, once things start moving forward, you get other emails and new updates. So I love the ticketing system. I don’t even call you guys. I might reach out to Baldeep for something, try to catch him or something every now and then, but he’s busy. But for the most part, what I do is I just go and put in a ticket. You guys respond quickly. Within about, I would say a couple hours to 24 hours, normally the situation or issue is resolved or you got your answers or you’re on a call or you got some guidance. So support is amazing man. That’s really what, you know, it all really boils down to. A lot of us, we’ve dealt with bad support and that’s why you’ve gotten a lot of people to connect with you. Of course, just because again, you guys are open, you’re there, you got our back, we got questions, you answer them and you get back to us, you know, quickly opposed to having to wait a week or two, you know, to try to hear back from you. I mean, it’s done within just a couple hours, if that, right? Or a day at the most, right? You know, just because again, you guys got a lot of stuff coming in and a lot of things you’re working on. But support system phenomenal, I mean.

Ross (18:25) Yeah, well, and especially, especially for like in your scenario, right, where you’re growing. I remember in January this year, I jumped in just to kind of help because like, you know, the coaching and sales is kind of like wrapping up at that point. So like as far as my roles in the company and like what I’m kind of taking care of is kind of quiet at that point. So January, I always jump in and help with the support. And I just, I just jumped in for all the EFIN unlocks and it’s like Terrance, Terrance, Terrance just coming in like, all right. But that’s the nice thing with that platform, right? Is that for like, not only if you just have a random question, but when you’re getting to the point, like in your scenario where you’re scaling, where you’re growing, you have massive growth, you have a shit ton of customers that you got to manage, that you have that platform where you can just go and like, you know, you know where every unlock is at, right? You know what the stages are and what’s currently done, what’s in process still. So like, it’s very easy for you to handle that at scale when you have higher and higher support needs, the system can kind of scale with you, right?

Terrance (19:23) Yeah. And keeps me in loop as far as everything that’s going on. Like you just mentioned, like every ticket I open, if I open 20 tickets, they all have individual tickets. So it’s like, these are all done and closed. Okay. We’re still working on this. They’re waiting on me to respond. I’m waiting on them to respond. So you know where you are and that’s, no, really no good peace of mind to have just because you know, things are moving forward and now you know how to communicate with your partners so that now they can be cool and collected. So it all works out, man. I really appreciate it because without it, it would be difficult.

Ross (19:56) For sure. Yeah, that’s another thing too that like we, you know, this year, I don’t know how many times that, you know, Rick’s mentioned to me is like, I was like, hey, what was the conversation with that enrollment? He’s like, support. You know, the amount of people that are leaving other Service Bureaus and coming here because it’s just like, I’m not getting support, right? Like I have questions, I’m trying to get a hold of my software provider and it’s weeks before I get an answer. They’re like, I, you know, I need help. Yeah, I get it. We’re not in the peak of the tax season. That doesn’t mean you’re on vacation and you don’t give me any support, right? People still need help. And so, you know, we have that year round where it’s like, doesn’t matter what time of the year it is, we’re there, right? And so should you for your customers as well, right? And like, you know, always be there to support because that’s huge. And that’s going to make or break someone staying with you or start shopping for software next year as well.

Terrance (20:48) Right. And that’s something I can touch on real quick and I don’t want to hold you too much on that, but you know, it’s big that you know, provide support, right? And again, I’m talking to my partners about this too, cause I got resellers now, but that’s one of the main things, right? That’s how you keep a person with you for another year, right? Being the answer to that call, supporting them when they need you, right? And then of course, delivering on your, delivering on expectations, right? Making sure you do what you say you’re going to do when you say you’re going to do it. And if you can’t do it, communicate so that now they know where you are in the process, right? And at that point that baby, they’re calm and collected. So now everybody’s happy and now you can get them done and get them situated with what they need to get situated with. But that just helps you with your retention. And that’s another thing too, I’ll be honest, that, you know, it’s helped me grow, it’s just being able to support my partners and answering the phone when they call, right? Most people don’t do it the way that I do it, right? A lot of people like to get emails or send them to their new Tax Nitro number. Yeah, open a ticket. Me personally, I mean, I’ll be honest, I don’t think I’m too big to give out my phone number, right? I give all my partners my direct cell phone number. Some people are like, why? Why would you do that? Because if you got an issue, I need you to be able to connect with me right away so that I can get you to the next step of the process. Now, of course, once I continue to grow, then I’ll be connecting with you guys. I need a ticketing system, right? But in the beginning, a couple hundred people, you can have my number. You ain’t got but a question or two, right? I can answer that call, answer that question, that text, and keep it moving. But as we continue to progress and move forward, I’m going to need to get a ticketing system. But it helps with your retention.

Ross (22:08) Yeah, for sure. Yeah, that’s, yeah, like, I mean, having that extra layer of support, it does kind of blow my mind sometimes where I listen to, you know, listen to the sales calls, maybe we’re doing some sales training with the team and we’ll listen and we’ll hear someone, you know, on the other end, a potential customer of ours, but they come into the conversation with this mindset of like, well, I don’t want to have to support anyone. It’s like, you’re in a customer based business, you like you got clients. If you don’t want to have any support, then well, first of all, business in general probably is not a good fit, but definitely not this industry where like you’re working with other business owners, you got to support them, right? It comes with the territory. So I think sometimes that where we kind of need to reprogram people sometimes where it’s like, support is a big, big factor, especially in this industry with the tax industry, all the weird things that can happen within the software, right?

Terrance (23:07) And we’re service based too, so we provide a service, right? So you gotta be able to service your people. Yes sir.

Ross (23:12) Yeah, that’s it. The first, first word, first word of the name, Service Bureau. Yeah, awesome. So, so Terrance, looking at next year, I always like to talk like, like we’re, you know, we’re recording this, we’re right at the end of September looking at next year like 2026. Let’s get past this upcoming season moving into next spring, summer. What are you the most excited about for your Service Bureau and where you’re kind of taking things?

Terrance (23:40) I’m bringing on resellers that can actually now sell my software, right? And I’ve created, you know, my program and you know, we’ve talked and had a conversation, but it’s all built out now. Just about at the end of it, you know, with the first set of people that I know, brought on, I brought on what it’d be like 14 of my partners that have been with me already for a few years. They paid into the program, a couple of hundred bucks to get the training. But that’s one of the most exciting things that I’ve built that. I think next year, you know, now that I’ve kind of got out of the phase of building a lot of stuff, cause that’s kind of been my roadblock and bottleneck, I’ll be honest, over the next…

Ross (24:11) I know we’ve had many conversations about it. Yeah.

Terrance (24:14) Yeah, I’m done, man. I think as far as building stuff, I’ve been building stuff since I bought the unbranded from you guys and added to that and added to that and changed the program to another program. And because I was first selling the Academy and then I ended up hybrid Academy and software, you know, direct. And then I just decided to say, you know what, no more Academy, just doing software direct. So now it’s like, OK, I’m doing software direct. I got to be able to duplicate myself, right? So in order to do that, I got to bring on other people that can do what I do, because I’m honestly the type that don’t sell Service Bureaus. I’m not really interested in that as of right now. I can support them. I can give them guidance. They can go through my training. But ultimately in the beginning what I feel is that you need to learn how to sell software first. You need to even see if you want to sell software first. So the best way to do that before you hash out a couple thousand dollars to buy my Service Bureau is join me as a reseller. See if what I’m doing is what you want to do, right? Start up under me. Let me handle a lot of the heavy lifting for you as far as the enrollment and all the back end stuff. You just go out and sell the damn software, get paid up front and make you some bank product fees. So that’s my program that I’m actually growing out now. We’re at the end of the training. We’re about to start launching some ads. I’ve already been marketing, but that’s kind of one of the things I’m excited about and also not having to really put so much time and effort into creating more training, which of course I know I will, but I’m glad I got a base.

Ross (25:33) It becomes less and less over the years. Trust me, personal experience.

Terrance (25:36) Yeah, yeah, I’m at the point I don’t have to build out so much stuff. I got so much training. I got hundreds of videos that I’ve created, right? Now it’s just solidifying that new package and diving in deep on that and just focusing on new recruiting resellers and recruiting more tax partners. But the reseller program is one of the things I’m excited about. And I think next year I’m probably gonna go public with that. But in order to use it, you got to buy the software or you got to use my software.

Ross (26:04) Yeah. No, that’s awesome. That’s, that’s it. I’m actually really excited for you because like I, I know exactly where you’re at in that stage. Like, I mean, you saw whether you were in the training a lot or just a little bit peeking around, like when we first launched SBA, it was like every year we just kind of, cause, cause it was, it was a, it was a new program. It was a new framework. This like, there was nothing to model off of. So we were doing a lot of like R and D on figuring out like, okay, is this training format the best? Do we teach, you know, the paths where, if you want to do a software path or Academy path, you know, everything was kind of changing over the first couple of years until we really figured out the framework. And then, and you know, the seven day launch kind of came out of that of like that refinement and tweaking. And now, I mean, this year, there was a handful of updates. There was a few videos that we added. And that was it. And as far as like creating new content, that’s a really great thing where it’s like, okay, we have this tried, tested and true framework that we really don’t need. We’ll make change, like every year we’re gonna make a couple of changes here and there, but now it’s just more focused on like the coaching calls. Hey, let’s focus more on the live training and focus more on really drilling through like the framework and the fundamentals and make sure people can do that. And now we get the opportunity where we can spend a little bit more time with Elite. Right now we have a whole new training section for people who have gone through the framework, they’ve implemented the foundations and now we’ve got a new thing. So the great thing for you is, you know, you’ve done like, it’s like that 80/20, you’ve taken care of that 80%. Now it’s just going to be that other 20% over time. And it, you know, it’ll just be that refinement, constant tweaking and improvement and just getting it better. So you’re in it, you’re in an awesome spot right now. So I’m really excited for that as well for you next year, where you can just really double down on, on more like kind of switch back to more focus on marketing and sales and client acquisition because now the back end is kind of locked in, right?

Terrance (27:58) Yeah, I can breathe a little bit better now, man. I actually got one more video to create, which is book your launch kickoff call, I mean, kickoff launch call as far as my program. So now we’re gonna have a conversation. We’ll make sure everybody is set up properly. And then at that point, we can get them going. But then now it’s time to start training tax preparers. That’s next. So yeah, that’s what I’m thinking.

Ross (28:18) Yeah, yeah, awesome. Yeah, love it. So, so last question, you, you kind of, you kind of already answered it earlier, but I’ll ask it again anyways. Any feedback or comments or suggestions to anyone who’s kind of looking at joining Service Bureau Accelerator, maybe they’re on the fence. What would you tell someone looking at joining the program?

Terrance (28:38) Get off the fence and get in the program yesterday, right? Because you’ve already missed enough not being in and you’re still hesitating. So if you’re on the fence and you’re thinking about doing this, I get people that come to me and I’ll be honest, I’m gonna say this to you guys live right now. I get people that come to me that wanna join and be a part of what I got. I say, listen, I’m with a partner, I’m with a company, SBA, they’re an amazing company. I think that they’ll probably be a better fit for you than I will. Knowing that I can train them and coach them and guide them, but with the amount of support you guys provide us and the amount of coaching you guys provide us and how you guys are there for us, if a person is on the fence, man, you need to get in right now. Again, yesterday was the day you should have got in, so you’re a bit late. There’s a lot of great information in this program that’s gonna help you take your business to the next level. Only thing you gotta do is follow the blueprint, first putting the work, take massive action. And of course, you’re gonna be able to take your business and your life to the next level. So if you’re on the fence, get out of the fence, get in the game. These guys know what they’re doing. They’ve helped me go from zero bank products in my business as far as my Service Bureau business. I have a tax business that’s separate but from zero bank products to just about 2,000 bank products and I’ll be honest, it’s probably been about what, maybe two years of hard work. Seriously hard work.

Ross (29:48) Two years, two years of actually, yeah, yeah, yeah, you did that in two years, yeah.

Terrance (29:53) Yeah, now I’m bringing in six figures, right? With another business that I started a few years ago, multiple six figures actually when it comes to this business. So again, if you’re on the fence, get in the game, get out of the fence. They’re gonna give you everything you need to succeed and be successful. If you do your part, they’re gonna do their part. And I guarantee you, you’ll be successful as you desire.

Ross (30:13) Love it. That’s actually the most common complaint we hear from people when they join our program is they’re like, shit, I should have joined earlier. So that’s what it is. Yeah. So, and then, so thanks again, Terrance, for jumping in. Baldeep’s got one last question just to wrap up the call here. So I’ll let Baldeep jump in.

Baldeep (30:31) All right, Terrance, for the millions watching at home, they’re watching this, they’re like, you know what? I like Terrance, I wanna work with Terrance, how do we get in touch with Terrance?

Terrance (30:42) Yeah. So I’m Terrance Smith, my business is the Tax Expert Academy. You can find us on Facebook. You can find me directly on Instagram as Mr. Terrance Smith. So that’s where you’ll find me online, right? You can check us out on the websites, The Tax Expert dot solve. Well, let me go back. I’m messing all this up. The Tax Expert dot solve, The Tax Expert Academy, right? The Tax Expert Academy dot com. That’s the training platform. But yeah, you can find us online there. If you want to connect with me, I’d be glad to connect with you. I’m an open book of information, and I don’t hold back, right? I don’t have a scarcity mindset. I’m an abundance type of person. So if I can help you, I’m gonna be able to help you. I’ll give you the guidance, whatever it is. And again, let’s connect.

Baldeep (31:27) Awesome. Well, we’ll go ahead and wrap it up. Thanks for being here, Terrance. Have a great rest of your day.

Terrance (31:32) For sure. All right brother.

Ross (31:32) Thank you, Terrance.