Once you provide that deep value for that one client, initially, and [focus on] doing it right and organically learning, that client has introduced me to other people and I've never asked for a referral.
In the past it was painful when a client would email and say, we have some kind of a need that was outside of my tax realm. And so I'm excited to have a network where people can come and I can actually provide that help for them.
I am most excited about not having to wonder where the next client is coming from and being able to spend more time doing advanced planning for our clients instead of doing a lot of sales and marketing and different things.
It's allowed me to kind of step into realizing that I'm very good at something, and that is actually connecting people and knowing what my lane is, but being able to take that pressure off.
By learning how to leverage CPAs, learning how to develop those relationships and be able to work with a CPA, the marketing costs have dropped significantly.