Laura Viskovich: Welcome to the Professional Business Connections. I’m Laura Viskovich. And I have a really fascinating story today. We have Lance Hori from Hori CPA on the show. Welcome to the show.
Lance Hori: Yes, Laura.
Laura Viskovich: Before we get into your business growth, how about you share with the audience your service.
Lance Hori: Oh, my name is Lance Hori. I do individual and business taxes, and I have a focus on the real estate and subcontractors, construction. And I’m a prior practitioner in Centerville, on the building that we are in there, and –
Laura Viskovich: And you’re really good at what you’re doing. So, how did you become the famous accountant? What’s your backstory?
Lance Hori: I got my Bachelor’s and Master’s with an emphasis in taxation. And I was working at a Fortune 500 company in their tax department. And later, we’ve – I started working for a family business and at that time, started advertising, doing some tax work on the side.
And started my practice for my granddad and took a little break and worked for a law firm as their Tax Director for about a year, Bowen Law Professional Group and then moved to a partner with VanTienderen, Carter & Bolander for a year, and then came back to do my own practice again for the last four years.
Laura Viskovich: Fantastic. So, I know there’s a lot of business professionals this means. So, how did you grow your business?
Lance Hori: I grew up by word-of-mouth mostly. That’s common for CPA and web advertising, proper search engine optimization. And when that could only go so far, I decided, you know, I need to go out, I need to do some face-to-face networking, and I had – my payroll guy at the time, [0:02:30] [Callan Tansey] with ADP says, “I’m in a BNI group. And hey, if an opening every comes up, I’ll let you know about it,” and low and behold, about six months later, he said, “Hey, our CPA’s leaving, so now’s a really good time for you to come in and get associated with group, and putting an application.” And I did that, and I was accepted, and that’s the only face-to-face marketing I do now, which, I believe is a skill, and you’ve got to develop that skill, and I really enjoy –
Laura Viskovich: Networking.
Lance Hori: Networking, yeah.
Laura Viskovich: Great, building relationships, that’s fantastic. So what was it like not knowing what BNI was, visiting a BNI chapter for the first time?
Lance Hori: It was a little intimidating. I noticed that everybody’s having a lot of fun. I liked the way the group was associating with each other, and passing around referrals, and I’d like the giver’s gain portion, where I had a resource of network individuals where I could go to get these services done for myself as well, and yeah, that first referral was a big deal.
Laura Viskovich: Fantastic. So I think I’ve heard a lot of times before that a lot of people are attending the trainings, like the Member’s Success Program and the University – BNI University. So for yourself, do you think that’s been a big part of the success that you’ve had with referral marketing?
Lance Hori: Yeah, the training is very basic in the way that they help you learn how to become a better network marketer, and it really does a good job in reminding you how to sell your own services and how to be a better resource for your group, and –
Laura Viskovich: Fantastic, great. So if there’s anyone out there who’s looking to visit a BNI group, what would your tip and trick be to that person?
Lance Hori: Visitor, that BNI’s giver’s gain, so come in, get to know some people, use their services, and inform everybody it is – what your line of work is and what type of client you’re looking for. And keep in mind that you should be doing some kind of – it’s a good idea in my opinion to do some network marketing on top of any of the other type of marketing that you’re doing. Get out, shake in some hands and – because you only go so far with web advertising and maybe direct mail or something like that.
Laura Viskovich: Yeah.
Lance Hori: And with CPAs particularly word of mouth is critical for developing business.
Laura Viskovich: Absolutely. So what’s the percentage of business that you get through BNI?
Lance Hori: The percentage in new business I get from BNI is about 25% of all my new work.
Laura Viskovich: Fantastic. Great. And how long have you been in BNI for now?
Lance Hori: For a little over two years.
Laura Viskovich: Great. If there was an industry that you would love to have in your group, what would that industry be?
Lance Hori: I would love to see more attorneys, estate planning attorneys, maybe attorneys practicing – or attorneys with LLMs or Masters of Law and Taxation, those guys are excellent referral sources.
Laura Viskovich: Mm-hmm. So why should accountants join the BNI group?
Lance Hori: Accountants, particularly will do well with BNI because our line of work is so much word of mouth. And to – it’s so important for us to get established in a market and, you know, that one referral becomes two more referrals and before you know it, you got more work than you have time and –
Laura Viskovich: It’s a good problem to have.
Lance Hori: Yeah.
Laura Viskovich: Fantastic. Well thanks so much for coming into the show and sharing your story on how you’ve grown your business. It’s inspirational for the listeners. So thank you Lance.
That’s Lance Hori, Hori CPA, what an amazing story how he get 25% of new business from BNI. I’ll see you on the next show of the Professional Business Connections.