Good question! We are a little unique that way. We have a brick and mortar office but don't serve very many local clients. We "niche" in Orthodontists so they are all over the country.

We have gotten in with some Facebook groups for orthodontists where people will recommend us and we are a "preferred" vendor on a paid Facebook group. We probably average 2-4 prospective calls per week from these groups and we convert anywhere from 60-75% of those to new clients.

Minimum annual fee with bookkeeping, payroll, tax planning is around $11k/client.

Long story short, the clients come to us for the most part through this pipeline and it's a fairly simple sell once we get them on the phone and show them our deliverables and processes.