IRPF: ATENDIMENTO AO CLIENTE APÓS A ENTREGA — COMO GERAR NOVAS OPORTUNIDADES

Hinzugefügt: 2026-05-28

[00:00:00]Hey everyone, how are you all doing?

[00:00:02]Welcome! And today's class is about to begin, but before we start, I want to extend a very special invitation to you. If you work in accounting, you probably know that there's new news every day. Every day, you probably have some kind of question and you don't know how to get it answered.

[00:00:18]You feel lost because you have no one to exchange information with about everything that happens in accounting.

[00:00:24]Right or wrong. If your answer is yes, your problems are over. That's because Contabilidade Simplada has just launched its newest forum. That's right, the Simplified Accounting forum is officially live, and best of all, it's 100% free. With the Simplified Accounting forum, you will be able to get all your questions answered. We put our tutors to work answering them. You will have the use of artificial intelligence and an environment that already has thousands of people interacting daily. And the best part is, the first people to register will receive a bonus.

[00:00:58]special. I'll leave a link in the description and ask our team to send it to you in the chat so you can check it out. But before the lesson begins, I want to show you in 30 seconds how it works. It's simply a completely intuitive environment, without ads, where you have a wide variety of categories. So you want to clear up your doubts about the tax sector? You'll come here and people will be interacting.

[00:01:23]Look, someone asked: "What is the code for distributing shareholder profits in FDREINF?" Diego came here and replied: "And so on, people are interacting daily and you can too. I'm sure this new feature will change the history of accounting in the country and we want you to participate. Tap the link in the description now and register for free.

[00:01:47]Thank you very much, a hug and have a good class everyone.

[00:01:54]Good evening, everyone. How are you? How are you all doing? We already have some, sorry, we have some students here in the chat. Whoever joins can say good evening to see who's here. Cléo said good evening.

[00:02:12]Remembering that the class material is here in the chat, but, you know, it's never too much to send it again. I'll send you material too. Whenever I bring some material here for you, I bring some bonus, some freebie that will be very interesting.

[00:02:31]Uh, bonuses and freebies of products that I take from my products, from my catalog and give away for free to the students of simplified accounting.

[00:02:39]Uh, so take advantage of this material as well, which is very interesting. I always also provide an ebook along with it, OK?

[00:02:48]Uh, so let's start our class.

[00:02:52]" This is a very interesting and important lesson about what to do with customer service, what kind of service you will provide to the client after they file their income tax return, right? How to generate new opportunities when the season ends, because you made an income in 2026. I'm sure that next year you also want to increase that income. You want to continue with that same income and increase it. And many times you find yourself in the situation of turning into a new year and not being able to increase your income. New clients come in, but at the same time you lose the clients you served last year, and this ends up being a loss for you, whether you like it or not, because there is an expectation of that revenue. You didn't receive that revenue because you didn't follow some simple post-tax service steps. So it's very important that you understand how to retain this client, how to open new opportunities, how to sell new services to this client who just filed their income tax return for you. And this lesson will be very useful.

[00:04:03]Good evening, Valéria. Welcome to today's lesson. How to... Okay, so how did it go?

[00:04:07]We're at the very end of tax season. How was your tax season this year? Comment here. Did you sell well, was it lukewarm, was it good? Were you expecting more, or less?

[00:04:22]I also want to hear your opinions, it 's very interesting to understand a little more about this. Okay?

[00:04:29]So let's start our lesson here. A very quick lesson, but very useful. As always, I always want to help accountants, try to help accountants so that you can earn more money with your profession. This is very important. It's what makes our careers evolve as a whole, right?

[00:04:52]Having computers that are increasingly remunerated for their work, computers that know how to sell, computers that know how to retain clients, accountants who know how to show their value so that their clients understand the real value of accounting, the real value of a computer. So let's go.

[00:05:10]First of all, let me introduce myself. I'm Yuri Minecço, I've been working in the accounting market since 2025. 2015. I'm an entrepreneur and digital market specialist with an active CRC (Brazilian accounting professional registration) in the state of São Paulo. On TikTok, I have over 20 million views. On Instagram, over 15 million views. We have almost 50,000 followers across my social media networks. And I'm part of the content squad, the content team for Instagram, YouTube, Contabil, YouTube, TikTok, and Contabilidade Facilitada as well.

[00:05:45][snoring] And the content in this class, what are we going to have today, right? The diagnosis: why do RPF (Brazilian individual taxpayer registration) clients disappear every year in June? You file their income tax return, and this client simply vanishes, right? And it seems like there's no window of opportunity for you to sell them anything. Not only that, but why does n't the RPF client come back the following year?

[00:06:07]Did you deliver bad work?

[00:06:09]We're going to find out why the client doesn't come back the following year. What are the four pillars, right? The four pillars for you to retain and create new opportunities with your income tax clients, such as reading the post- delivery guide, It's like a service menu, right? So you can have a post-delivery guide there and also show what services you provide in your computer work. There are many clients, many business owners, many individual taxpayers who have no idea that a computer can help them.

[00:06:46]Reading the file: How to find out in their own tax return and what to sell.

[00:06:51]So you will have the declaration, the income tax return of your client, and you have an advantage with this data. You have to know how to use this data to your advantage as well. So you see there that, for example, a client is a large investor, so, well, that's a client profile that I can perhaps sell something to.

[00:07:12]We also have the calendar here, right? There are 12 dates in the year to keep the relationship alive. So you have a whole year to build this relationship with this client so that you can sell more services and also perhaps get referrals from this client, right? [snoring] Moving on, why do clients disappear? Let's first go to the diagnosis. Let's understand why clients disappear. After you file your income tax return, you might not be able to generate new opportunities. The client disappears again. May is over, you delivered everything on time, you answered WhatsApp messages Sunday night, in March of the year you delivered the WhatsApp messages at night, in March of next year, a good part of your portfolio, right? A part of your portfolio ends up not coming back or comes back asking for quotes from another firm, ends up switching to you, and you don't even realize it. This lesson is about what happens after the filing, after you submit your income tax return, after you transmit your income tax return.

[00:08:16]This is a troubling statistic. I think this is very important, that you get this into your heads, even as business owners, right?

[00:08:24]Because you accountants, you are accountants, but you are also accounting entrepreneurs, right, for those who work independently. Or if you are a self-employed professional, you have to deal with this statistic. It is five to seven times more expensive to acquire a new client than to retain an existing one. The client who has already closed a deal with you is much more It's cheap to sell to them again. It's five, five, seven times cheaper to sell to that person again than to try to get a new client for your office. Each RPF client who doesn't return is a lost annual ticket. The cost of replacing them is high. You'll have to spend on marketing, prospecting. This takes time, holding meetings, creating a board, exchanging messages with your clients, new clients who will come in, right? Answering those questions that take up your time, this ends up being a loss in your operation. And it starts with what you do and what you do in the next 40 hours. So, after you deliver the income tax return, you have about 48 hours to convince that client that you delivered good work, that you are really a trustworthy person, that it was a good investment in your work. So you can't just deliver the income tax return and leave the client alone.

[00:09:47]Why don't they come back? It's not the price, it's the perception of value. There are three reasons. They think the RPF is a So, for him, it's just a cost, because you only show up to deliver the same spreadsheet, the same PDF, the same market price. You don't differentiate yourself from other accountants.

[00:10:08]So it's very easy to switch next year. You never showed what else you can do. He associated your name with a product. "Oh, I have a guy there, a computer that does my income tax for me," and that's it. You limit yourself to that. Even if this person is a salaried employee, with no prospect of becoming an entrepreneur or a self-employed individual, it's interesting that they understand how a computer works, because they might end up recommending you to other people.

[00:10:38]So, not only that, but there are other services you can offer this person. They might imagine you work for businesses, you do retirement planning, tax planning, international planning, financial planning, investment consulting, etc. If you 're an expert in that area, you can also offer your range of opportunities; you have to show this client that you deliver more than just that.

[00:11:04]Income tax, because it enhances your value in the client's perception, even if they don't end up hiring any of your services.

[00:11:10]You want to at least ensure they come back next year and file their income tax with you as well. The contact dies in the common protocol, that's basic, right? Without a relationship rhythm, they forget about you until the next obligation, when the other computer has already arrived first. And sometimes, folks, it's not even that they didn't like your service, it's not that they were dissatisfied with the price, sometimes they'll hire someone more expensive than you next year.

[00:11:37]Sometimes, in reality, this client might lose WhatsApp, they might lose your contact, and even if they don't lose your contact, they end up looking for the first person they see and they talk to that person and end up forgetting about you because you didn't remain active, present in the life of that taxpayer, that person, that client in the long term. So that's a problem too.

[00:12:05]Moving on, we have the golden window, which is the 48 hours after delivery. It's the peak of trust and gratitude from the client throughout the entire process. cycle. Not only that, we have some very interesting material that we're going to make available here, which is a really nice template that you'll send to all the clients you deliver income tax returns to. It's basically a guide template explaining what happens after you file your income tax return. It's a really nice template; you can apply the design, it's very modern, eye-catching, you can change the colors, put your company logo on it. It's a really cool material, as I said, right?

[00:12:47]I sell this material and I'm making it available for free here for you.

[00:12:52]So, after delivery, in the first few sessions, you have to be very helpful to the client. You have to first explain what was done in the income tax return. It's very common for us to deliver income tax returns to clients and for them to say: "Oh, but look, I don't understand anything, what did you send there?" They say, "I don't know, I do n't know what this document means, I do n't know what..." What does this data mean? I don't know what it's for, but I trust you. It 's declared, so it's fine by me.

[00:13:19]That can't happen.

[00:13:22]We have to guide our clients, we have to teach them, explain to them the work we delivered, what's happening in their financial life.

[00:13:31]They can't remain ignorant for the rest of their lives. They have to understand what income tax is for, how their income tax return was filed, and so on. And all of this matters, and it matters a lot.

[00:13:47]And you have to provide this support to your client after filing their income tax return, talk to them, explain the return. I do, for example, I can, you can record a very long audio explaining each point of the return. You can record a video, you can write a text, a report, in short, guide the client.

[00:14:10]It's very important, isn't it? As the coffee and cake guy said, it's very important. It even made me want to have a coffee and cake now, in this cold weather, it's so good, isn't it? The clients They say, "I don't understand, and I don't want to understand." I know nobody wants to understand, but giving feedback there, even if they don't want to understand, is important, okay? It's important. Sometimes they don't want to understand, but if you say something that sparks the client's curiosity, say, "Wow, I didn't know that." " It's good that you stopped to explain."

[00:14:36]Even if he doesn't want that explanation, I think it's very important that you explain anyway, so that in the future, if something happens with that person's statement, there won't be that miscommunication, okay? When it comes to service provision, we have to give information. Service provision is a very serious matter in Brazil, a very problematic one. So, when you are transparent and communicative, you are a differentiator, because in Brazil, we know, there's a chronic problem with service procedures and such. There's a lot of inefficiency, poor communication, lack of transparency, and a lot of distrust.

[00:15:15]So, when you show yourself as a professional who is concerned with being transparent, that shows a difference, and the client will remember you. They just shared sensitive data with you, right? They saw the receipt arrive and are relieved.

[00:15:32]At that moment, any communication from you carries the weight of advice, not an offer.

[00:15:37]So it's also like, "Look, you're going to do something, you have a client who has a lot of investments, if you are..." A person who understands investments, man, gives some advice, gives some tips, asks for advice, for example, talks about those investments, that's also very interesting. Or, for example, if you have an income tax return that has financing, debts, right? You can also give an opinion on the client's indebtedness, on financing, loans, give some really good feedback, give advice, that also makes a big difference. You create a long-term relationship, and that's where you build or lose, not in March of next year. So it's no use delivering now and wanting to send a message only in March of next year. Of course, there are those people who will probably trust you, there are those who are very practical, right, and simple, who are guaranteed, every year you will deliver their income tax return, but we can't tempt fate, right, because as I said, none of those will leave your contact, another computer will appear and they will end up forgetting about you. So you have to start building that relationship. Now, block two, the The four pillars of post- delivery. Each pillar is a gateway to a new service. So let's build these four pillars, shall we?

[00:17:05]The post-delivery guide you send is a disguised business menu.

[00:17:11]So in this guide that you're going to send—and this guide of mine doesn't have it, okay?—you can edit it and add the services you provide, your contact information, your WhatsApp, your social media, so they have that document and remember you throughout your office life. Anyway, I'll show you this material in a moment.

[00:17:34]So, we have here, you can archive the client's income tax return. The obligation to archive usually doesn't fall on the accountant, it usually falls on the client. You can charge an additional fee to keep this documentation for 5 years, even if it's on the deck, you never know what might happen.

[00:17:57]So there you have digital custody, but also document organization. So you can keep not only the tax return, but all the documents that... He left it with you there. Of course, we end up keeping them, whether we want to or not, right? We keep these documents. But it's interesting to also mention this, uh, not to charge extra if you don't want to, but to say: "Look, from the moment you file your taxes with me, I will digitally archive all the documentation for 5 years." So, if you need this documentation, you can talk to me and I will send it to you, because it will be archived with me. Of course, charging for this archiving, this safekeeping of documents that is the responsibility of the taxpayer who is filing income tax, you generate an extra value. You can generate an extra ticket, for example. This is very interesting. There are many people who don't do this, right? You're keeping documentation for 5 years on your drive.

[00:18:56]Each year you file more income tax, but there comes a time when you'll fill up with files. This has a cost, right? It's not cheap to store documents on a computer, store documents on a drive, in the cloud, etc., this is a service. Plus, you can deliver or add value to this as well. Monitoring, right?

[00:19:14]Monitoring the ECAC, tax audit, fine-tuning, refunds. So, monitoring becomes a monthly follow-up, plus defense against fine-tuning. Of course, a client will rarely want to pay for the follow-up, but we're kind of obligated to do it. We have to know when a client falls into, for example, a fine-tuning, we have to guide the client regarding refunds. And if you have some time, every two or three months, give an update. If you use a system that does this monitoring, it costs nothing to give feedback, an update to this client about income tax. That makes a difference.

[00:19:57]So you do a lot of training, a follow-up, put it like this, every day, I don't know, any quieter day of accounting, there isn't a quiet day, take the quietest day of your routine in the month and do a, you did, like, 100 declarations, do a general review of, I don't know, 20, 30 tax returns, then the following month you go through another 30 returns and give feedback, like, "Your return didn't have any more [tax returns], everything's fine, you received a refund, it says here that you received it, how's everything going? Is everything alright? Do you have any questions about what you imported at the time? Is everything alright?" Anyway, feel free to start a conversation.

[00:20:33]If you want to, go ahead. If not, it's just to update them, because this follow-up will make the client remember you.

[00:20:40]And besides that, there's the organizational part. And all of this you can put in the post-delivery guide.

[00:20:45]So you can put it here, you can create a 5-year archive where you can do personalized monthly monitoring, if the client is interested. You can also provide consulting and advisory services on applying the refund, on retirement planning, and also help the client decide what they will do with this refund money, especially when it's a very high refund, right?

[00:21:09]Many people end up treating it as an extra salary for the year, when in fact it's money that... The person could be investing, saving, in short, you could be a consultant in that sense.

[00:21:22]And organization becomes annual mentoring plus opening a legal entity plus a family holding company.

[00:21:28]For example, you take that person whose income tax return shows they have thousands of properties, has investments galore, there you have a great possibility of working with a family holding company, opening a legal entity to manage all those properties, including, right? People who have many properties end up working in a somewhat irregular way, they don't declare everything correctly, they don't declare rent, they don't declare for GCAP, they don't do capital gains. So, when you see these opportunities, you have to seize them. You have to assess the client's profile based on their tax return and know where you can offer your services, okay? So that's also a bit of vision.

[00:22:17]Pillar one, the client needs to keep profit receipts for 5 years, you offer... I've already gotten ahead of myself, right? But let's review this so there are no loose ends. The client needs to keep receipts and tax returns for 5 years.

[00:22:32]You You can offer this service. What can you sell? Digital custody.

[00:22:36]You store the files in an encrypted folder and give the client access. Annual document organization.

[00:22:45]Consolidation of reports, medical receipts, and proof of payment throughout the year.

[00:22:50]This is also [clearing throat] very good. You can help this person and organize their documentation month by month. It's someone who has a lot of medical expenses, a lot of income, and so on. So you 'll help this person, for example, if they file their tax return, doing the custody and organization of their annual documentation is very interesting. You can even sell a 30-minute or 1-hour consultation to help with this income tax issue every year, also helping them organize this documentation. It's very common for clients to lose documentation during the year, because during the year, you don't... well, it 's 12 months, it's three to five days, many things happen during the year. It's also very common to pull up the completed tax returns of many clients and you send them the declaration, and they say: "But what is this here in my tax return?" "Payments I never saw?" And you end up forgetting, right? Because there are many days to get organized, and you can be that person who helps that client organize their document storage. And by doing this filing, when the end of the year arrives, in December, the client already receives the folder ready for the next tax return.

[00:23:57]That's really great. You're already getting a head start on that client's tax return for the following year. This, folks, is an assessment you make on a client-by-client basis. If we take, for example, a CLT (Consolidation of Labor Laws) client who has a salary, has occasional investments, uh, doesn't own real estate, in short, it's a very simple tax return, this type of follow-up won't make as much sense. But now, if you take someone who has high income, many receipts for medical expenses, dependent schools, many investments in the stock market, in crypto, uh, taxable income, non- taxable income, bitcoin income, that kind of thing, uh, owns real estate, buys, rents real estate. Man, if you receive a tax return like that, you have to assess the possibility of filing it, because it's a service. This will be very useful. For this client, it will be very useful indeed, okay? Very useful, because the client will always have the feeling that nothing will ever be out of place, that no data will be missing, that no documentation will be missing.

[00:25:05]They will sleep more peacefully, thinking, "Hey, great, I have a computer there taking care of my income statements, my investments, and I know it won't let anything slip by if I have to pay any extra taxes," because there are those who invest, and there are many doubts in this regard, right? Whether or not they have to pay taxes, what the tax payment rules are, if I made money with Bitcoin, how much tax I pay, in short, this type of client profile, or there are clients who own real estate, this type of client profile, it 's interesting to offer this type of service and monitoring.

[00:25:37]Monitoring and ECAC, pending issues and tax audits will appear throughout the year. Those who monitor charge to monitor. Simple as that, folks. So, what can you sell? A monthly monitoring contract, periodic verification. From ECAG with a report sent to the client. Uh, defense in a fine-tooth comb situation, during specific hours for responses, summons, and corrections.

[00:25:59]Regularization of old pending issues.

[00:26:02]Many clients have outstanding tax returns or declarations from previous years. Uh, if it's a self-employed person, you can help them with the monthly Carnê Leão (tax form for self-employed individuals), INSS (social security), NSS (social security contributions), and the monthly social security contribution, [clearing throat] right, make a private social security contribution as well. In that sense, if your client falls into a fine-tooth comb situation because they sent the wrong documentation, because the fault was the client's, right? It was found that the client's fault was the client's, you will charge for the regularization and the defense against this fine-tooth comb situation.

[00:26:38]In short, you have to charge for monitoring, of course, you have to do that mandatory monitoring of all the declarations you submit.

[00:26:47]So, you have to know when one of your clients falls into a fine-tooth comb situation, because it could be the computer's fault, because they declared something wrong.

[00:26:55]Humans make mistakes, so we all make mistakes, so you always have to be there too, but Obviously, providing thorough follow-up, especially for clients with this type of investment and real estate profile, makes perfect sense, okay?

[00:27:13]When a tax refund arrives, the client has new money in their account and is deciding where to put it.

[00:27:22]We know, right? It's normal for people to take this kind of money and buy random things, not making good use of it, but there are many conscientious people. So, if you see that someone is receiving a good refund, a refund that can sometimes exceed their monthly income, you have to take that person by the hand and say: "Look, do you already know what you're going to do with this refund?" Are you going to invest? Are you going to keep it? Are you going to spend money? Do you want consulting services? What can we do with this money so that you don't spend it on things you shouldn't, because you don't have a defined purpose for it?

[00:27:59]Because often we end up spending money we don't have, or that we have a lot of, because we haven't decided what we're going to do with that money. So when you help your client make that decision, their money will always be well spent, and if they can pay you an extra R$200, R$300, or R$400, it will be much more worthwhile than if they had no guidance and spent the money without any criteria, right? So this is also a service you can offer to the client when you realize you have a good refund rate. So you can provide consulting services there regarding the institution's application process, in partnership with an investment advisor or via commission, for a PGBL plan for the coming year. You can then show them if there's someone who has, or for example, if it's not a private institution, there's someone who pays a lot of income tax, you can show them how they can save money. Income tax, and turning that into a consultancy, and you showing a window of opportunity as well, right?

[00:29:00]We see people paying 5, 6, 7,000 in income tax on their tax return, and there are ways to pay less income tax. You can offer this consulting service as well.

[00:29:12]Tax planning for self-employed individuals and legal entities, simulation of tax regimes and deductions. And we even had a class here about that, which is the issue of working very well with clients who bring income tax returns, who are self-employed, right? Clients make, self-employed. These are the most valuable things you'll have in your wallet. These are the ones you'll focus on first, before the person who is a CLT employee (formal employment contract), and then you'll focus on those who are CLT employees or who have a huge investment portfolio, a high income, and investments in real estate as well; you'll target that person. And lastly, but certainly not least, you'll be working with people who are CDT (Certified Direct Laborer), earning R$5,000, R$6,000, R$7,000, or R$10,000, and you can try to help them, for example, with financial planning as well. That's absolutely valid.

[00:30:07]And here we also have ongoing organization. Oh, continuous organization is also very important, as we were saying, right?

[00:30:18]We have clients who have a very large income tax return, an extremely large income tax return. I don't know if you've ever sold an income tax return where you charged R$1,000, R$1,500, or R$2,000.

[00:30:31]There are income taxes that can cost R$3,000 or R$4,000.

[00:30:36]These income taxes are complex, with a lot of data involved, and they require special monitoring.

[00:30:42]Leaving it up to that person to organize all of this in a month, in five days, in a week, or the following year is complicated and you might end up missing something. So, if you see that you have a client with a complex tax return, you can help that client organize their return throughout the year. And it's a very valuable service, because this client, who will have greater purchasing power, will be able to say, "Wow, I have a computer that helps me organize my accounts month by month, organize my tax return for the following year, identify opportunities to pay less income tax, in short, help with capital gains when I'm buying or selling property, in short, this kind of thing, this kind of relationship is very important, and you'll see that this client will come with specific questions." And if he comes up with specific questions about this type of service, it's because he values ​​you, he sees you as a point of reference. So that's pretty cool too. And from there, you can also sell other things to that client, not just ongoing organization services.

[00:31:48][Clearing throat] In block three here, we have this, which is very important: read the statement. She's telling you what to sell. You have to understand what we 're talking about, folks, you're going to look at profiles of statements, profiles of people where there's an opportunity for you to sell. Others, not so much. Remember that even with simpler statements, you need to build customer loyalty. So you submitted a simple declaration this month, you did it after the 48-hour notice period, and you explained what the declaration was about. Hey, there was a refund, go back and see when the refund is due, write down that person's number in a Google calendar, and when the date passes, when the refund arrives, call that person, remind them of you, remind them that they have a computer that cares about them. This will make a difference, a huge difference. So, uh, and then there's also a CT (Certificate of Transfer) and there are people who have those investment vehicles, you'll read the statement, you say: "Man, this is an opportunity to sell something." This person here, they own a lot of properties. Does she understand the issue of capital gains tax, the rules governing capital gains tax? Eh, how does that work?

[00:33:04]Okay, so if he's renting out these properties, declaring them, or not declaring them, well, based on the declaration, you can, for example, identify—let's look at some triggers here to help you identify, part one— declared assets exceeding 800,000.

[00:33:23]In reality, I think that assets worth 100,000 or 200,000 and up are enough to start thinking about something, but above 800,000 you can think about a family holding company, succession planning, right? That 's interesting too. Some people are interested in this and end up leaving this service in the hands of a lawyer, when you, the computer, can offer this service or even partner with the lawyer and deliver it. So, you get a client who has a good amount of assets, man, you start thinking about that. Whether it's family planning or estate planning, you can sell great deals to these clients, in addition to monitoring their assets.

[00:34:06]Here too, we talked about variable income, variable income or crypto assets, monthly calculation, DARF GCAP, portfolio consulting, right? This is something you can also sell to this customer on a month-by-month basis after delivery.

[00:34:22]You're going to do a three-month project, and in short, you're going to create your high-income model as a freelancer, using RPA (Receipt for Services Rendered), and tax withholding. Study the feasibility of opening a PJ (legal entity), same thing. If you're self-employed, this is the main asset you'll have to work with, to convert them into recurring clients, okay? Besides not losing him, because if you lose this client, the day he becomes a self-employed professional, you have to be his first choice. The day he says, "No, I have to become a freelancer now, who am I going to hire?" I'm going to hire the accountant who did my income tax, who advised me, who gave me advice, who said this, this, and this. So you ca n't let the client forget about you, okay? I even [snoring] to ask you all here, you should also reflect on this: you come home and, uh, you've noticed that many clients who filed with you last year haven't filed this year. Have you messaged those clients to find out why they didn't file with you?

[00:35:21]Hey, think about this, it's very important so that it doesn't happen next year.

[00:35:27]Let me take a look here. I have serious difficulty pricing my time, my archiving service, as you say. Not even an interesting idea requires a high level of responsibility.

[00:35:38]Exactly. And this issue of pricing is really quite complex. This archiving service, for example, you have to understand if it's going to be something you do monthly, quarterly, it's a personal service, so you don't need to charge that much. The more value you can offer, the more you can charge. So it's a service that you can charge for, for example, 250 monthly, 150 monthly, 100 monthly, depending on the client's profile. And the more value you can add, the better your marketing is, the better a salesperson you are, the more you'll be able to increase that value. Of course, you have to be able to create a perception of value, okay? But it's a really interesting service, an archiving service. Just so you don't forget, I'll send you some material, the class material, here in the chat, okay everyone?

[00:36:42]Moving on to part two, dependents in private school. So you create a plan for deductible expenses for 2026, income, overseas accounts, CBE declaration to the Central Bank, right?

[00:36:58]Plus international advisory services, history of audits, corrections, defense and regularization contracts, which are also very important.

[00:37:09]Donations declared or intention to donate, donation planning that is tax-deductible, right?

[00:37:15]If you are someone who frequently donates to charities or even to family members, you have to pay the state tax, which is also very important.

[00:37:26]And all of this that we're seeing here also warrants a financial consultation, okay? Financial consulting, creating a cash book for that client, an individual, is also super useful. You will literally be that client's financial advisor, in addition to being an accountant.

[00:37:44]And that's the golden rule, right? Do not sell. The right approach isn't, look, I have a new service. The correct approach would be to state in your declaration that you have x investment values.

[00:37:56]Did you know that this obligates you to pay monthly? Do you want me to show you how? You have to identify it. For example, self-employed.

[00:38:04]Self-employed individuals who don't file their tax return (carnê leão) and don't pay social security contributions (INSS) need to be notified here. Look, the way you're working here, declaring your self-employed income, all under your CNPJ (Brazilian tax ID) on your income tax return, is no longer ideal. You have to fill out the tax form there to get that R in advance, you have to pay the INSS (Brazilian Social Security), which is important. So, we need to work on that too, right? Well, instead of just selling, no, ask him what his pain points are, what difficulties he's facing; that will help a lot.

[00:38:38]Uh, we also have it here, let me see, and here's block four, right? 12 touches a year without being boring. So, 12 touches a year, in that case, you're going to, uh, break it down nicely. These are 12 months, but you'll seem, it will seem like you appear every month of the year.

[00:39:02]So, here, in June, or May, April, and March, when you get your income tax, you're going to send a post-tax guide plus template C. I'll send it to you, I'll show you what this guide looks like, okay? Send your positioning within 48 hours of delivery, don't sell. You're going to position your product, you're not going to sell anything. Remember the first installment of the DARF. So, for example, those people who are going to pay the DARF manually, send a reminder, and teach them how to issue this DARF if they don't leave it on automatic debit.

[00:39:39]So, when May 29th arrives, you'll generate the first reminder for that client whose payment is due, to check if the automatic debit went through, for example. And then in the coming months, you'll teach him how to issue the payment slip; he won't be issuing it every month. And if you're going to issue it, you should be compensated for it.

[00:40:01]August, follow-up on the refund.

[00:40:04]Let him know when his lot falls through; it generates immediate gratitude. This is pretty cool too. There are some really cool systems that do live tracking, okay? So for someone who has a system like that, you make a big difference.

[00:40:15][snoring] September, a mid-year checkup, a quick chat. Let's make sure 2026 will be a better year? Just talk like that if you have time. Remember, folks, you're not going to do this with all customers. You'll prioritize some, others. This has to be something of a CRM thing as well, okay? Yes, you need to send messages to all customers, but you won't give the same attention to all of them. You need to have a little CRM system there so that, on a given day or year, you can stop and talk to all the clients whose income tax you prepared, because you want to sell, you want to make money. I know it's boring, it's work, people, it's work.

[00:40:53]You want to secure yours for next year.

[00:40:56]If you made 5,000 this year, next year you have the potential to make seven. And as you work on this every year, there will come a day when you'll earn R$40, R$30,000, because you've built customer loyalty, that loyalty brings you referrals, those referrals bring you other referrals, you build loyalty with these people, new people will come from the marketing you do, and so on. It's very important that you build these relationships, okay?

[00:41:24]You will be more likely to pamper those clients who have the potential to close a large contract or a large recurring consulting arrangement. Now, overall, if you follow this plan with all your clients, it's almost certain that you'll retain them all for next year. But at least do it there once a year, until the end of the year, around September or October. Send a quick reminder message just to see, like, "Are you organizing the invoices? How's everything going?

[00:41:51]Everything alright?" Are you still in the same job, earning the same income? If you're self-employed, then folks, you have to be more assertive to close the sale, especially [snoring] from Carnilião. So, October is the window for tax planning, right? Sometimes there are donations, there's PGBL, advance payment of medical expenses is also requested because we need to start getting organized, reminders of the last deductions, last chances, [snoring] end-of-year message, right? Sending a Christmas greeting, a happy new year greeting, so they can start planning for 2027 in case they need you. And there you can start making sales for income tax purposes, start getting ahead with this planning, which will also guarantee you an excellent income for the year 2027 with income tax.

[00:42:48]So, let's summarize the lesson in three sentences. Delivery is not the end of the service, it's the beginning of the relationship. The accountant is a great ally to people in general. He's the kind of person who, man, if you joke around, the internet jokes a lot about it, right? And when you become an adult, there are some essential things you 'll need. You will need a lawyer and an accountant. There's another job title there that I can't remember right now, but it's a desktop computer. Everyone needs a reliable computer.

[00:43:20]Everyone will need it. And you need to be that trusted accountant for your clients, okay? The customer's statement is a menu.

[00:43:28]Read what he gave you so you have the window of opportunity to understand what sales opportunities you have to this client. Show up, then, 12 times a year bringing the money. He will not look for another accountant. You have to convince him not to look for another accountant.

[00:43:47]Yeah, I'm going to download it here, guys, actually.

[00:43:49]Let me take a look now to finalize things. I'll show you the template last, okay? Hey, there's a fish from the can here, okay? This is exactly where it is. Doctor, accountant, lawyer.

[00:44:00]Exactly. I, I, I still don't have a lawyer either. I think I'll need it in a while, right? I mean, I do have a lawyer for my company, but not for personal use. And I need a doctor, you know? I need a doctor. I'm approaching my 30s and I already feel like age is catching up with me.

[00:44:19]Let's go! I'm going to share the Canva template with you here. I'll send it here in the chat as well, just to be sure there are no mistakes. Let me see here. I'm going to copy, I'm going to share the material, my computer screen. Just a moment.

[00:44:48]Okay, cool. We're here with our little bit of material on the drive, okay? We have a camera template here. Let's see if this link is working. I'm going to copy this link here. It was right up to here, you know, where I had saved it.

[00:45:11]Let's see. Here's the link, okay everyone? Copy the link that's in the notes box. I'll send it to you here in the chat as well.

[00:45:20]Hey, this link, this Canva, you don't need to have the paid version, it can be free. So here's the link, you'll see the template, you'll open it in the editor, right?

[00:45:35]And here's a very simple template that you can edit. Also, we have three different colors, but you can use whichever color you want and even use this same base to showcase the service you provide. So, uh, here I can put a description here, financial consulting, succession consulting, anyway, family planning, put your product here. But basically, here's what the client needs to do after you submit the income tax return. So you have to do the filing, wait and receive the complete delivery receipt for 5 years, also do it there if the institution has to monitor it here, do this monitoring through ECAC and continue organizing the receipts. Finally, if you have taxes to pay, issue and pay the DAFO payment slips within the deadline to avoid fines, unless you have activated automatic debit. Important reminders, right?

[00:46:33]All of this here, folks, you can edit it, okay? This is just an idea that you can work with and edit according to what you think is most appropriate, whether for your work, your rules, or whatever. This is mainly so that you have an editable template. So, for example, I can come here, edit up here, you can edit the color, put your company name, your company logo, phone number, email, social media.

[00:46:58]Pretty cool, right, guys? That's really cool. And here, for example, there are three identical pages, but you can, for example, reset this here. I can mess with this because it won't mess with yours, right? So you come here, reset this here, see?

[00:47:14]Actually, it's better to do it this way, see?

[00:47:16]Keep the text, right? Keep it here, keep the text here, cloak.

[00:47:21]But then, you guys start editing. You can include the services you provide, your WhatsApp contact information so you don't lose it, the emergency contact number of one of your partners in case you lose it, and your phone number. Finally, this is really great for you to work with on your material. Okay, guys? That's all for our class.

[00:47:46]I hope you can implement these strategies to increase your average monthly and annual ticket size. This is very important. So, I hope it works out and that you've gained several insights regarding this. We'll take a few final minutes here for questions and answers. We'll see here. Do you have any suggestions for a better method to price both income tax returns and monitoring services? And that. It's something like this, I'm going to tell you guys, I even think the association, I'll look it up here, there's an accounting association that they're setting up, they're putting together a table of values.

[00:48:42]Obviously, the best way for you to specify the price of your service, folks, is to actually price the margin and classify what profit margin you want. So, you have to have that number first. What profit margin do you want to earn with this service you're going to provide? So, in service provision, we have an average margin of 20 to 30, 35%.

[00:49:14]After that, you have to add up all your monthly costs.

[00:49:19]It's very important that you do this assessment, to understand what your monthly work hours are. So you need to understand how much you work per month. So you'll need to figure out what profit margin you'll achieve, what your monthly working hours will be, what your costs are, and how much your hourly rate is.

[00:49:43]So you'll have your monthly cost there, and you'll price that monthly cost based on the hourly cost, right? How are you going to do the math there? If the costs are very small, it will result in a very low cost, and you'll have to add an extra cost for preparation. For example, if you're going to implement an accounting system, you should already be making a forecast if you don't have very high costs, right?

[00:50:03]If you don't have very high costs, okay?

[00:50:04]How much does an accounting system cost?

[00:50:06]How much does such a system cost? How much does one cost? How much does Google, Google Drive, cost? Include this because when you scale your business, all of this will become part of your operational plan. So it needs to be planned out in a spreadsheet, including both your fixed and variable monthly costs. You also need to include your desired salary, so how much do you want to earn per year, per month.

[00:50:26]That's also part of your company's cost, right? With all of this included in your ProLabor (employee registration), it becomes easier to price your time. So, if I'm going to prepare an income tax return, you have to have a pricing base, the minimum return, right, the simplest one, you 'll charge R$ 200, I wouldn't charge less than that today. And then you'll see the variables, you know, I have several variables here that will give me, uh, an additional workload of 3 hours, 2 hours, 1 hour, always rounding up, okay? If you think it's going to be 30 minutes, make it an hour. If you think it's going to be 1 hour and 20 minutes, make it 2 hours, because unforeseen events and rework can happen.

[00:51:10]So, but you also have to take that into account, man. So, I'm going to do three, two hours of work plus the basic price, two hours of work will cost me R$100, I'll charge R$ 200. My profit margin is 40, 30%, so I'll charge, I don't know, R$300, R$ 30. And all of this, folks, you can also do with spreadsheets that you find on the internet, use AI to help with pricing as well. AI has been a great help in this regard, because AI is a tool that provides support; it will help you organize these costs, workload, and cost per hour of delivery. Actually, I have a few planes that do that. If the simplified accounting program wants me to teach a class on pricing, that would be very interesting, and I'm available too, okay? But that's basically it, folks, study, study about pricing. Yes, studying is also very important, and learning pricing techniques and, oh, viruses, spreadsheets— you'll be able to find plenty of material on the internet. Do you have any suggestions for websites where I can find more clients for freelance services? I think I have it, guys. Even simplified accounting includes it, doesn't it?

[00:52:22]If I'm not mistaken, in this simplified accounting system here, well, I don't know how it's working. If anyone can give feedback later, I'll even share it with you guys, because I think this is really cool too. [snoring] Uh, can the production team tell me if this tool I'm going to show you, let me see, can share it to the screen.

[00:52:51]This one here, folks.

[00:52:59]OK. Do you see this in the student area? Here's a module to hire an accountant.

[00:53:06]Can you tell me if this platform is paid, free, or only for students? So, from what I understand, there are some business owners, some independent contractors, who are looking for an accountant here, in the contractor's area. Let's see.

[00:53:25]So he's going to register here, he's going to look for an accountant, and if you're an accountant, you can look for job openings and resumes. It's more vague here, right? OK I understand. This isn't for freelance work; this is for people who are looking for a job, maybe, right? [snoring] I understand. I understood. Okay, I understand, everyone.

[00:53:46]So this isn't a freelance job. Well, I would tell you, if you're looking for Iane, a place where you can sell your services without having to put in so much effort, would be this social network here, okay?

[00:54:01]Trads is a great social network for you to start selling services. Let me just go to my profile.

[00:54:08]I post text-based content here, and many, many business owners are looking for an accountant through this site. Also, I'll do it for you guys, accounting.

[00:54:21]Look how cool! Is there a consultant or a computer available? Any accountants here? Look how many people are looking for an accountant here on social media.

[00:54:32]Obviously, you guys entering the auction isn't very cool, okay? It's really annoying to see someone post this here, you'll come here, you'll understand a lot. I'm much more interested in you creating content, writing some cool texts like that, teaching people about accounting, teaching about your work, because that's how you'll get a lot of clients, okay? So I think this is the best place today, zero acquisition cost, you won't spend a single real on anything. So, look, there's a computer here right now, look, a female computer here, for example, Letícia, I like her a lot, she's always promoting herself here, always posting something, some little text that's always attracting some client. I do that too. Sometimes I've slowed down a bit because I haven't been able to bring in as many clients to my accounting firm anymore, but here, for example, there are some posts where I talk about accounting, not videos, right? For example, and this one is more of a computer tip, but there are some videos where I talk about what I do for myself. It's just that sales aren't as good this year, folks. I sold more last year. We went last year, just so you have a point of reference.

[00:55:43]Let me see. Let me see.

[00:55:46]Oh, I have a few things here. For example, this here is a creative piece that I made, right?

[00:55:53]Here's another creative I made, trying to get some content creators who work with KFI. Let's see what else. I understood. Someone messed up, and that's why I'm drawing people's attention to it. And that's how we'll always get in touch to talk to me, sharing my day-to-day work as well, to establish authority. This social network here, guys, it's really cool. If I were you, I would invest, because you don't need to make videos. Just write, have a cool bio, put the WhatsApp link in the bio, and I'm sure you'll be able to access a lot of new clients, OK?

[00:56:30]Let me see what else is here.

[00:56:36]Good evening, Carmen. Yuri, which platforms or tools would you recommend to improve the security of contracts related to RPF services? Have you ever heard of something like " authentic" that has to be...? Man, I can't recommend any of those tools right now. They're all good, okay?

[00:56:56]Because we don't use it that much, we use the GOV subscription more.

[00:56:59]Lately we've been using the GOV signature quite a bit, but there's also ZP Sign, they're great tools.

[00:57:07]Whichever one you invest in will be good. Watch the video on YouTube. Every time I see a new tool, I look for feedback on YouTube to see what people are saying on the platform.

[00:57:16]Complain here too. See the complaint here. See which one is best rated in this regard so you can make the best choice.

[00:57:24]But it's very important, okay? We said that this issue of having a contract when filing income tax is practically mandatory.

[00:57:35]Oh, that's great! That's really cool, Dayane.

[00:57:37]Also, Dayana, when you have classes on content creation, or if you 're a student of simplified accounting, I have a course there where I talk specifically about filing income tax returns.

[00:57:55]No, folks, I'm talking about content creation. There's a content creation course within simplified accounting. And I talk a little bit about trads there, right? A social network that, honestly, eliminates the effort you'll need to put into making sales, because it's a service, because all you have to do is write. But that's it, folks. Thank you very much.

[00:58:15]Coffee with a small cake. Coffee cake. Well, I hope to see you next time. I hope you are able to apply all the teachings. Don't forget to download the material, don't forget to download the template and customize it with your office logo and colors. I hope you all succeed on this journey. Thank you very much. Until next time.