Early in JBs consulting career, a guy came and hired him for a day of consulting. The fee was N500,000.
The guy was a real estate broker specializing in selling accounting firms in the Los Angeles area. He was making around N50,000,000 a year and just wanted to see if JB could help him improve somehow.
JB did some research and found that there were around 3800 accountants or accounting firms in California.. He rented the list and crafted the following letter for his client and sent it to all 3800. The letter stated…
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Hi
My name is Abiodun and I am a real estate broker specializing in selling ONLY accounting practices. It is all I focus on and I sell OVER 50 of them a year.
If you are interested in selling an accounting practice for cash or on contract, please contact me at your earliest convenience so we can assist you..
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This letter got OVER 200 immediate responses.. They now had 200 people who wanted to sell their practice.
They took the EXACT same list of accountants, removed everyone who replied to the original letter and sent out the following letter to the remaining 3600 accountants.
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Hi
My name is Abiodun. I sent you a letter a few weeks ago. I specialize in selling accounting practices.
As an accounting firm owner, are you looking to expand?
If you are interested in GROWING your accounting practice I have 200 accounting firms who want to sell right now for cash or on contract.
If you are interested in buying an existing firm please contact me as soon as possible and let’s help you to grow your practice through the acquisition of another firm.
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This letter got OVER 200 replies as well. With over 200 people wanting to buy and 200 people wanting to sell all he did was match buyers up with sellers.
Using this same approach ongoing he grew his business to over N300,000,000 million a year with these two letters.
Later on, he branched out and started selling law firms !
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