Let’s be honest, building an email list doesn’t have to be this big complex beast. In fact, for most of us, it can start with a few simple steps using the tools you’ve already got.

Some of you might already have a CRM system that can send emails. If that’s you, great. You’re halfway there. Maybe you’ve even got some sort of list already. But if not, here’s how you get going.

Start with the basics. Literally exporting your contacts from Outlook or Gmail. It’s not glamorous, but it works. Just make sure you review those contacts before importing them anywhere. You don’t want to be pinging emails to people who didn’t sign up for it, not just because it’s annoying, but because it can get you in trouble with the Spam Act. Stick to people who actually know you and would be fine hearing from you.

If you’ve got a client CRM like XPM or Karbon, you might be able to export email addresses straight out of there and into a system that can send out emails. Think about newsletters or webinar invites. Super simple ways to start nurturing your audience.

Now, a lot of people don’t know this, but apparently there’s a way to download your LinkedIn contacts, names and email addresses. I haven’t done this myself, but if you give it a crack, just remember the same rule applies. Only bring in people who actually know you and wouldn’t find your email out of place.

Another easy win is to post your subscribe link on social media. Let your network know what you’ve got planned. Something like, “Hey, I’m kicking off a series of webinars soon. Here’s what I’ll be covering. If you’re keen, drop your email and I’ll keep you in the loop.” You’d be surprised how many warm leads you already have in your network just waiting for a nudge.

There are of course more advanced options out there like pop-ups on your website or running webinars through partnerships where someone else invites their audience, but you don’t need to jump straight to that.

Start simple. Start where you are.

And when it comes to tools, don’t stress about needing something expensive. HubSpot, Mailchimp, ActiveCampaign — they all let you send newsletters and webinar invites. HubSpot for instance has some pricey plans, but if you’re just sending emails, there’s a light version that won’t cost you an arm and a leg. We use HubSpot and love it, especially as we grow, but I wouldn’t recommend diving in deep from day one. Ease into it.

So that’s it. Building an email list doesn’t need to be fancy. It just needs to get done.

When it comes to growing a business, particularly in the accounting industry, there is a fine balance between the number of clients you have and the number of services you offer. Understanding this balance can be the key to increasing profitability and long-term success.

If you are just starting out, chances are you have a low number of clients and a low number of services. This is a natural stage, but growth requires strategic decisions about how to expand.

One common mistake I see is firms offering a wide range of services but struggling to attract enough clients. This often leads to diluted focus – spreading yourself too thin across too many offerings without a strong client base to support them.

On the other hand, if you have a high number of clients but only offer a few services, this can be a sign that you have developed a strong core product. Whether it is tax and accounting or another core service, this is a solid foundation to build from.

The real sweet spot – and where profit per client skyrockets – is when you have a high number of clients and a high number of services. This allows you to maximise the lifetime value of each client, deepening relationships and increasing revenue.

Looking back, my mistake in the early days was trying to expand too quickly in terms of services before ensuring we had an adequate number of clients. If I could give one piece of advice to firm owners, it would be this – build a solid client base first, then strategically introduce additional services when the time is right.

By maintaining this focus, you can ensure sustainable growth and long-term profitability.

The Biggest Bottlenecks Holding Your Business Back – And How to Fix Them

Running a business isn’t just about getting clients and delivering great work. It’s about keeping the whole thing moving forward without burning yourself out. Too many business owners – myself included in the past – become the bottleneck in their own firm. The key to breaking through? Leverage, the right business model, and smart scaling.

The Bottlenecks That Keep You Stuck

1. You’re the Bottleneck

You’re signing off on everything, managing the team, handling client issues, and making every big decision. Sound familiar? It’s exhausting, and it’s also the fastest way to stall growth. Your job as a business owner isn’t to do everything – it’s to build a firm that runs smoothly without you being in the trenches 24/7.

2. Your Business Model is Holding You Back

Margins are everything. If your pricing is off, your services are too complex, or you’re working with the wrong clients, you’ll constantly feel like you’re running uphill. The right model makes it easy to scale, keeps your team happy, and ensures you’re making the money you deserve.

3. You’re Capped on Capacity

No time, no energy, no space for new clients. Maybe you’re maxed out on brainpower or dealing with constant drama from clients or staff. Growth feels impossible when you’re already at full capacity. But the problem isn’t growth itself – it’s how you’re set up to handle it.

The Fix – Leverage, Model, and Scale

1. Build Leverage Into Your Firm

A high-performing firm isn’t just about working hard – it’s about working smart. Every accounting firm needs:

A Grand Plan – Clear vision, mission, values, and a target client.
A Dream Team – The right people doing the right work. You’re not supposed to do it all.
World-Class Delivery – It’s not about filling timesheets – it’s about delivering results for clients in the most efficient way.

2. Nail Your Business Model

Your pricing and service structure make or break your success. Subscription-based accounting works well, but it needs to be set up properly. Over 60% of our revenue comes from recurring monthly fees – but that didn’t happen overnight. Get your pricing right, streamline your services, and make sure your margins are worth your effort.

3. Scale Without the Chaos

Scaling isn’t about just adding more clients. It’s about setting up systems that allow growth without stress.

Profitable Partnerships – Be the go-to person for your clients’ financial world. That doesn’t mean you do everything yourself – it means having the right partners in place.
Sales Systems – Sales isn’t a dirty word. It’s just a process, and every business – even Woolies – has one. Build a framework that works, and sales will become second nature.
A Marketing Machine – If you’re relying solely on referrals, you’re making it harder than it needs to be. Get a system in place that attracts the right clients, consistently.

The End Goal – A Business That Works for You

The real goal here isn’t just more money – it’s freedom. Freedom from burnout, freedom from frustrating clients, and freedom to enjoy running your business again.

Most accountants I speak to feel overworked, underpaid, and frustrated with all the industry nonsense – ATO issues, compliance headaches, and unrealistic client expectations. But when you set up leverage, a solid model, and scalable systems, you reconnect with why you started in the first place.

So the question is – are you ready to get out of your own way?

Back in 2013, Ben Walker attended a sales seminar for accountants where they introduced this concept called BAMFAM, short for “Book A Meeting From A Meeting.”

When you BAMFAM, it puts you in the driver’s seat of both sales and deliverables.

It sets clear expectations for clients about when the next formal touchpoint will be.

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