Mick Devine of Calxa joined Mel Power and Steve Major on the podcast from #myobpc in Melbourne!

Mick shares a little about his story and how Calxa was created.
Calxa came out of total frustration, having budgets in a spreadsheet and actuals in another spot. So in 2010, Calxa was born and now in 2018, they’re nearly 100% online.

Calxa is a great tool to help get conversations started.

Opportunities for the industry
The first thing is providing them with the information and the second is having a conversation. Helping them be proactive about cashflow.

If you just email them a report then you’re missing a huge opportunity. Putting the words behind the numbers.

The advisor has to have that conversation so the small business owner understands what the report means.

Delivering the report is an important part of the conversation.

Often confidence is a problem. People worry they aren’t an expert yet, but often it’s just starting small and being willing to learn. The most important thing you need to do is start.

It’s about giving them something that you can produce in 5 minutes, that’s realistic but allows you to

Case Study from Calxa
Earthmoving equipment company in Townsville – 9 different MYOB files, one of the more complex clients Calxa deals with, but it has been essential for them in managing mining downturns and still saying sustainable.

Mick’s Crystal Ball for Calxa
Calxa are working on an AI project with James Cook University to try and

Just get started – well how can we actually get started?
Start with a client that is either growing or having cashflow difficulties. Pick one that will really appreciate the difference that reporting and coaching can create. Give them the reports and then talk it through with them. The important thing is asking the right questions. We don’t have to have the answers, the client often has the answers.

Just ask the questions – the best place to start.

What sort of questions?
Why is your income lower than it was last year? Is there something you’ve stopped doing? If it’s higher, do you know why it’s higher?

The industry (accountants and bookkeepers) have been trained to think that they are the expert with all the answers. But in reality, they should have the right question. It’s a mindset shift.

Sometimes advisor is a scary word, maybe the wrong word. Mel sees it as a mentoring relationship.

Working with the client to listen, to understand, find out where they want to go.

We find that typically bookkeepers think they have to go become a CPA before they can advise, but they don’t.

Sometimes we need to just listen to the clients.

Steve’s famous quote – “Don’t be afraid of silence. Ask the question and shut up.”

Mick’s Tips
Just start. Take the first step, it’s always the hardest step.

Calxa
https://www.calxa.com/

myprosperity
https://www.myprosperity.com.au/

Value pricing ebook
https://therevolutionaryfirm.com/command-the-price-you-deserve-ebook/