The Abundant Accountant: Recent Episodes
Michelle Weinstein - The Pitch Queen, Sales Strategist
The Abundant Accountant Podcast is where accounting and tax professionals come to learn the most efficient and powerful ways to grow their firm, sharpen their skills, and have consistent increasing revenue. We cover topics from networking, pricing, finding your ideal clients, increasing cash flow, setting boundaries with clients and much more so you can stop giving away your time and expertise away for free and start being paid your value and worth! You’ll learn tips and strategies as well as hear personal interviews from successful accounting and tax professionals. This podcast will show you exactly how to create the firm (and life) of your dreams full of abundance!
Unlock the secret to transforming your accounting firm from a compliance-driven grind to a thriving hub of high-value advisory services! In this episode, Michelle Weinstein welcomes Jim Buffington, the leader of advisory services at Intuit Accountants, and a passionate advocate for empowering tax and accounting professionals. Jim shares invaluable insights on how to break free from the burnout cycle, ethically double or triple your fees, and create consistent cash flow by leading with strategic tax planning and advisory services. He also reveals how to attract ideal clients, ditch the ones that drain your energy, and build a firm and life full of abundance. Join us as we dive deep into practical tips, real-life success stories, and actionable steps to revolutionize your practice and achieve the financial freedom you've always dreamed of.
Researching is an essential part of running a successful tax and accounting firm, but too often, professionals do it for free without realizing its true value. Join Michelle Weinstein and the powerhouse CPA, Dominique Molina, to reveal how firm owners can shift from reactive, unpaid research to a proactive, profitable approach. Dominique shares how she transformed her practice, increased revenue, and reduced stress by implementing value-based pricing, structured client agreements, and productizing services. Get ready to finally claim your worth and watch your income soar!
Are you looking for ways to generate free leads and grow your firm without spending a fortune on marketing? Then you're in the right place! Michelle Weinstein is bringing you the inside scoop with Scott Scarano, the accountant who throws accounting norms out the window, hosts a killer podcast called Accounting High, and drops some surprisingly smooth rhymes as an OK rapper! Get ready for a rollercoaster ride through Scott's entrepreneurial journey, where he spills the secrets behind his ingenious lead-generation strategies. If you're ready to attract better clients, optimize your lead generation, and maybe even have a little fun, this episode is for you. Let’s dive in!
Entity planning is a powerful yet often overlooked revenue opportunity for accounting professionals. In this episode, Michelle Weinstein welcomes Paul Hamann, an expert in reasonable compensation and the founder of RCReports, to discuss how firm owners can stop leaving money on the table. Paul shares valuable insights on why many accountants provide entity planning services for free, how to create a process to monetize these services, and the key compliance considerations firms need to be aware of. If you're looking to increase revenue from existing clients while providing them with significant tax savings, this is an episode you won’t want to miss!
CFO advisory services are the key to building a firm that not only generates higher revenue but also sets you up for a profitable exit. In this episode, Michelle Weinstein sits down with former accountant-turned-entrepreneur Adam Lean, the co-founder of The CFO Project, who has helped countless firm owners shift from compliance work to high-value advisory services. Michelle and Adam break down the strategies that can help accountants price their services correctly, avoid burnout, and build a scalable, sellable firm. If you’ve ever wondered how to stop trading time for money and start building a firm that works for you, this episode is a must-listen.
Lead generation is the lifeline of any successful firm, but many business owners struggle to attract the right clients. Michelle Weinstein welcomes Gaynor Hardy Meilke, a business strategist and marketing expert, to share proven strategies for organic lead generation. They break down the difference between sales and marketing, discuss how to position yourself where potential clients are looking, and reveal the top ways to generate leads without relying on paid ads. If you’re tired of waiting for referrals and want to build a steady stream of high-value clients, this episode is packed with insights you can put into action today!
Unlock the secrets to profitable pricing with value pricing. Mark Wickersham, founder of Value Pricing Academy, joins Michelle Weinstein to dive into how value pricing can transform your accounting practice. Tired of undercharging and overworking? Mark reveals how to implement tiered pricing, master the art of communicating your value, and finally build a more profitable and fulfilling career. Take the first step toward transforming your pricing strategy—start applying value pricing today!
Building a successful accounting firm starts with offering the right services to the right clients. Michelle Weinstein and Adam Lean dive into the power of CFO services, discussing how accountants can break free from trading time for money and attract premium-paying clients. Together, they explore practical steps to build trust, phase out low-end work, and create irresistible CFO advisory packages that transform businesses. Tune in to discover actionable insights that help you work smarter, not harder while delivering real value to your clients.
KPI strategies can transform how accounting professionals measure success and build lasting client relationships. Michelle Weinstein welcomes Ron Baker, a leading expert in value pricing and predictive indicators, to share actionable insights that go beyond traditional metrics. Together, they explore how firms can track meaningful data, improve client satisfaction, and increase profitability. Discover how small changes like focusing on high satisfaction days and reducing customer effort can lead to huge business results. This episode is packed with practical advice to help you redefine success and lead your accounting firm to peak growth.
Are you tired of running marketing campaigns that are all over the place? Discover how to implement a solid structure of marketing to generate consistent, high-quality leads for your accounting firm. In this episode, Michelle Weinstein welcomes back Cameron Montgomery, owner of Apex Methods, to break down a simple four-step system you can easily emulate to attract ideal clients through organic Facebook marketing. Learn how to identify your niche, craft compelling content, and strategically position yourself as the go-to expert in your chosen field. If you are ready to ditch the overwhelm and embrace a structured approach to marketing, tune in now!
Building a thriving accounting firm starts with mastering the essentials of accounting growth. In this episode, Michelle Weinstein speaks with CPA and fractional CFO Jaci North about her inspiring journey from earning $400 to $25,000 in recurring revenue. Jaci shares the most pivotal moments, key decisions, and practical strategies that helped her transform her firm while regaining freedom and balance in her life. Tune in to discover how redefining your approach to sales, pricing, and client relationships can unlock the full potential of your business.
Many people often consider Microsoft Excel just as a simple tool to create tables, align columns, or generate reports. But if you can fully leverage all of its features and tools, you could achieve greater efficiency in your business processes. Michelle Weinstein welcomes Excel guru Jeff Lenning, Founder of Excel University, who guides accounting professionals in using this computer software to streamline workflows, improve accuracy, and automate repetitive tasks. He explains how making the most out of Excel’s many capabilities can lead to sustainable growth, better time management, and a healthier workplace culture. Do not miss this opportunity to unlock the hidden potential of Excel and transform your firm into a well-oiled, profit-generating machine.
Michelle Weinstein speaks with Bruce Gerstenfeld, a CPA with over 20 years of experience, about building an effective enrollment process for a legacy firm. Bruce shares his personal journey of taking over his father's accounting firm and the challenges he faced when updating old systems and pricing structures. Discover how he overcame fear, raised prices, and transformed his firm into a thriving business while still maintaining client loyalty. Tune in for insights on making bold changes that lead to business growth.
Host Michelle Weinstein speaks with Jamie Gruol about using revenue automation to unlock more income while working fewer hours. Jaime, co-founder of Workflows for Tax Pros, shares her expertise on how implementing automation can transform tax and accounting practices by streamlining client experiences and eliminating manual tasks. Tune in to learn how these strategies can reduce your workload, improve cash flow, and increase profitability without sacrificing client satisfaction. This conversation is a game-changer for tax professionals looking to work smarter, not harder!
Michelle Weinstein dives into the power of podcasting for lead generation. Joined by guest Shannon Weinstein, a fractional CFO and podcast host, they explore how podcasting has transformed Shannon's business and boosted her recurring revenue by five times. Shannon shares her insights on why podcasting is a game-changer for professionals looking to grow their client base and highlights practical steps for getting started. If you want to learn how to use podcasting to attract premium clients, this episode is packed with actionable advice!
Michelle Weinstein is joined by Ron Baker to discuss the concept of firm capacity and how it can transform your business. They dive into how adjusting your firm's capacity can lead to better client experiences, increased revenue, and more freedom. If you've ever felt overwhelmed by client demands, this episode offers practical strategies to optimize your client roster and boost your firm’s performance. Tune in to learn how to manage capacity effectively and create lasting success for your accounting firm.
In this episode, Michelle Weinstein dives deep into the implementation gap with the renowned author, speaker, and master hypnotist, Paul Ross. They explore the frustrating disconnect between knowledge and action, and why so many of us get stuck in a cycle of learning without achieving. If you're an accounting professional tired of attending webinars and workshops that leave you with more questions than answers, this episode is for you. Paul and Michelle uncover the subconscious blocks that prevent us from taking action and share practical strategies to bridge the gap between information and transformation. Get ready to turn your knowledge into tangible results and finally break free from the cycle of unfulfilled potential.
Burned out and overwhelmed, Tajni Diller’s tax and bookkeeping firm was on the brink. In this episode, Michelle Weinstein interviews Tajni, who turned her business around with the power of coaching and mentorship. Discover the pivotal changes that led to her reduced workload, increased revenue, and renewed passion for her work. Tune in to hear how investing in the right coaching can be the catalyst for your success.
Are you an accounting professional struggling to grow your firm through paid advertising? You're not alone. In this episode, accounting expert Michelle and digital marketing specialist Katie Thomas dive deep into the common pitfalls that accountants face when trying to attract new clients through paid advertising. Discover the shocking truth about how much money many accountants waste on ineffective ad campaigns. Learn how to identify your ideal client niche, craft irresistible offers, and build a robust marketing system that converts leads into loyal clients. As the owner of Leaders Online, she shares invaluable insights on crafting compelling ad copy, optimizing your ad campaigns, and the importance of a strong sales process. Don't let another dollar slip through your fingers; join Katie Thomas and Michelle Weinstein to know more.
In this enlightening episode, host Michelle Weinstein and guest Molly Murphy dive deep into the art of connecting with clients in the accounting industry. They explore why traditional sales techniques often fall flat for accountants and introduce the concept of enrollment as a more effective approach. Michelle and Molly share insights on overcoming self-limiting beliefs, understanding client pain points, and mastering the art of listening to truly serve clients. This episode offers a fresh perspective on how accounting professionals can transform their practices by shifting from selling to enrolling.
Discover the journey from anxiety to business confidence in this compelling episode of the Abundant Accountant Podcast. Michelle Weinstein welcomes Chelsea Zainea, a CPA turned fractional CFO, to share her transformative experience. Chelsea reveals how she overcame stress and underpricing to build a successful and confident business. This case study highlights the steps Chelsea took to enhance her business confidence and create a thriving firm. Tune in to learn valuable insights and strategies to elevate your own business performance. Don't miss this inspiring conversation that could change the way you approach your business challenges.
Join us for an insightful conversation with business growth strategist Denise Mandeau as we dive into the three biggest mistakes accounting, tax, or bookkeeping firm owners make when sending out proposals or quotes and why prospects ghost them. Discover how to shift your approach to fill your firm with ideal clients who value your time, boost your revenue, and achieve work-life balance. Say goodbye to trading time for dollars and hello to a more abundant future. Tune in now to learn more!
In this episode of the Abundant Accountant podcast, Michelle Weinstein is joined by tax attorney and IRS representation expert Eric Green. Dive into service pricing strategies as Eric shares his insights on how to price your services effectively. Learn how to transition from hourly billing to relationship pricing, ensuring you get paid what you're worth. Eric, the founder of Tax Rep Network, discusses practical tips and real-life examples to help you boost your fees and grow your accounting practice. Don't miss this engaging episode packed with actionable advice for accounting professionals.
Imagine working long hours, feeling overwhelmed, and barely making ends meet in your own accounting firm. That was the reality for Tommy Taylor before a dramatic turnaround. In this episode, Tommy shares his inspiring journey of transforming his business from a place of despair to one of joy and profitability with the help of The Abundant Accountant. He reveals how he overcame the fear of raising prices, built a sales process focused on ideal clients, and ultimately gained back his freedom and time—collecting $45k in A/R and added $100k in revenue to his firm. Through Tommy's candid interview, you'll discover actionable advice for any accounting or tax firm owner who wants to stop trading time for dollars and build a thriving business. This episode is your roadmap to overcoming challenges, achieving financial success, and enjoying the work-life balance you deserve.
Selling tax plans involves more than offering routine tax services; it’s about strategically positioning proactive planning that can deliver substantial benefits to clients. In this episode, expert CPA Dominique Molina, founder of the American Institute of Certified Tax Planners, joins Michelle Weinstein to reveal how to overcome past failures and implement a winning strategy to sell tax plans to your clients. Dominique draws from her extensive experience to guide us through the pitfalls and successes of shifting from compliance-based services to strategic tax planning. This episode offers insights and encouragement for tax professionals looking to enhance their practices by embracing proactive tax planning strategies.
Staying at the leading edge is essential for sustained success and growth, requiring constant innovation, strategic foresight, and a commitment to staying ahead of the curve. Join host Michelle Weinstein as she welcomes Ron Baker, the founder of VeraSage Institute and radio talk show host. Ron guides firm owners to stay at the leading edge of their industry with the concept of strategy and plan, subscriptions, and success stories. Don’t settle for mediocrity! Tune in and learn how to propel your firm to the leading edge.
The best learnings are found not just in reading books but also in doing the work and learning at the job itself. This is the realization of seasoned financial expert Amit Chandel when he got into the transformational sales coaching of Abundant Accountant. Joining Michelle Weinstein, he shares how the program guided him from swimming aimlessly in the vast ocean of career building to finding the lighthouse that transformed him into an entrepreneur. Amit talks about the success his firm is currently enjoying, the program’s lasting impact on his confidence, and why he has learned to value real-life experience more than going through endless lists of self-help books.
Trade those overly demanding clients for those who see your value and worth and do it through a system that is simple and effortless. In this episode, we dive into the world of strategic marketing and sales with our guest, Cameron Montgomery, the owner of Apex Methods. Join us as we unravel the distinction between lead generation marketing and sales conversion, shedding light on the crucial steps to land high-ticket clients and boost revenue. Learn how to streamline your sales process, set strategic pricing, and confidently close deals, ensuring you build a clientele that values your expertise and services. Don't miss out on this insightful discussion packed with actionable tips to transform your accounting firm's growth trajectory and elevate your client experience to new heights.
Many firm owners get so laser-focused on the learning part, but when will you start earning from it? How will we see the ROI immediately instead of thinking about the next designation? In this episode, Denise Mandeau, Business Growth Strategist and Business Owner, shares some shifts to step into financial abundance and break free from the learning trap. She suggests that overcoming the fear of change requires us to address that fear, analyze it, and reframe our mindset. Using her expertise as a business owner, Denise explains the importance of taking action on our knowledge to earn from what we’ve learned. Begin your day by focusing on the earning part instead of the learning part. Join Denise as she takes you from learning to earning today!
Like a flickering flame left unchecked, burnout will become rogue and rage out of control until it consumes you entirely. It is the flames that will lead you into the abyss of exhaustion. In this episode,Randy Crabtree, the co-founder and partner ofTri-Merit Specialty Tax Professionals, equips us with insights to learn how to end burnout. Burnout comes from trying to outwork our work, and Randy explains some steps to change and reverse that chronic stress our brain experiences. He also shares how working less can help avoid burnout and increase profitability. You don’t have to face that battle with burnout alone. Join Randy and extinguish the raging flames of burnout in today’s conversation.
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Are you dealing with burnout, stress, and anxiety? In this fast-paced world, having a moment just to ourselves can feel like a gift. Today’s episode is one you will appreciate. Leo Flowers guides us through a 20-minute Serenity Meditation, where we allow ourselves to let go of the stress and worries that fill our days. So find a comfortable, quiet place. Relax. And embark on a much-needed serene journey.
Escape the accountant's trap, escape the mundane, elevate your firm, and transform your client relationships! Today, Adam Lean, co-founder of The CFO Project, will reveal the secrets of escaping the accountant's trap. If you ever feel overwhelmed by tax season and want a more satisfying job, this episode is for you. Adam shares his journey as a CPA for 25 years. He openly shares his experiences of overcoming imposter syndrome, escaping tax season stress, and earning more money in six months than ever before. More than that, Adam also exposes the untapped market for CFO services and explains why business owners need this type of support. Ready to break free from the accountant's trap? Then tune in now!
Are you dealing with burnout, stress, and anxiety? In this fast-paced world, having a moment just to ourselves can feel like a gift. Today’s episode is one you will appreciate. Leo Flowers guides us through a 20-minute Serenity Meditation, where we allow ourselves to let go of the stress and worries that fill our days. So find a comfortable, quiet place. Relax. And embark on a much-needed serene journey.
In this episode, sharing the secrets of subconscious communication today is the Master Trainer of Neuro Linguistic Programming. Paul Ross, the Author of Subtle Words that Sell: How To Get Your Prospects To Convince Themselves To Buy And Add Top Dollars To Your Bottom Line, discusses the shifting mindset and reframing your sales perspective to become a sales hero. He explains that how you serve your clients equates to what you deserve. Paul delves into the subconscious mind and the power of language in convincing prospects to buy. Let's learn to harness the power of language and reframe our sales perspective, and we will make a difference in our firm. So, what are you waiting for? Hit that play button and join Paul Ross and Michelle Weinstein in today's insightful episode.
Do you want to bloom into your full potential? Do you want to increase productivity? Tune in to this episode today! Leo Flowers is a Connection Guru, Comedy Maestro, and Life Coach Extraordinaire. Today, Leo guides us into a peak performance meditation to help us fully bloom into our full potential. Let’s thrive with Leo Flowers today and immerse into this relaxing episode to harness your inner strength and focus.
It's a very common struggle for accounting and tax professionals to ask for equivalent value for the services they offer. How do we fight this tendency and begin to master accounting sales? In this podcast episode, Michelle Weinstein is back with recurrent guest Denise Mandeau as they delve into the challenges faced by firm owners when it comes to navigating the delicate art of accounting sales. Drawing from her over 35 years of sales experience, Denise shares valuable insights on overcoming discomfort, shifting mindset towards abundance, and mastering the skill of asking for fair compensation. Discover the psychology behind sales, learn strategies for presenting irresistible value, and understand the consequences of not confidently engaging clients. If you're ready to transform your approach to accounting sales and build a more prosperous practice, this episode is a must-listen. Tune in now for actionable tips and empowering perspectives!
Love the show? Subscribe, rate, review, and share! https://theabundantaccountant.com/
Joining us today is the co-author of the book Time’s Up!: The Subscription Business Model for Professional Firms. Ronald J. Baker, the founder of VeraSage Institute, explains how he does not need a scope of work and why you should follow that path. He touches on the power behind transformation and the downside of having billable hours, value pricing, and fixed pricing. Ron also describes the Subscription Model and his Monthly Bookkeeping Text Firm. Join us in our valuable conversation with Ron today.
Love the show? Subscribe, rate, review, and share! https://theabundantaccountant.com/
In our efforts to attract more clients, we tend to lower our fees. But did you know that low fees actually do the opposite and hurt your clients? Michelle Weinstein interviews Thomas A. Gorczynski, EA, USTCP, a nationally recognized speaker and educator on federal tax law matters. In this episode, Tom sheds light on why low fees can be detrimental to not only your business but your clients too. From having to work more to compensate to devoting less time to your clients, Tom offers a multi-view perspective on the actual inefficiency and ineffectiveness of charging less to grow more. Find out how much you are actually losing with this strategy and what you can do instead to sustain growth, attract high-quality clients, and thrive!
One of the ultimate goals of many firm owners is to one day work themselves out of their jobs, let their businesses grow, and let it sustain revenue even as they step out. What does it take to do this? In this episode, Michelle Weinstein interviews an eccentric entrepreneur who has done it. Scott Scarano, the Rapping Custodian of Accounting High, shares with us how to get out of our own way in order to thrive and prosper. Scotty says, “it took a lot of failures for me to have that humility to realize I’m not that important.” What does he mean by this? Why is taking yourself out of the equation sometimes the best thing you can do in your firm? Tune in to find out the answers to these questions, showing you a unique path towards success!
Have you ever, at any point, considered niching down, specifically in real estate? It might be time to revisit that thought. Natalie Kolodij joins us on this episode to share her noteworthy success as a real estate tax strategist. Her journey is a testament to the power of specialization and the impact it can have on your accounting or tax firm. Discover how Natalie went from an average client fee of $700 to $7,000, reduced her client load, and increased her annual revenue to the point where she’s approaching seven figures. This episode is filled with insights on pricing, client management, and building a strong presence in real estate communities, both online and offline. If you’re looking to work less, earn more, and create a waiting list of eager clients, don’t miss this episode!
Success in accounting isn’t about doing more; it’s about serving the right clients better. Our guest, Sandra Wiley, shares the inspiring journey of “Jones & Company,” an accounting firm that earned $6 Million in revenue within a year by implementing the Revenue Replacement Strategy. Discover how Jones & Company transformed their business model and began working smarter, not harder. Sandra discusses several rich topics, including how to identify your target market, implement the 80/20 principle, create a solid client intake process, attracting the right leads, and more. From knowing what to focus on to accepting what to let go of, Sandra covers multiple angles on building your accounting firm’s success. It’s time to work smarter, not harder, in your accounting firm. Tune in now.
An accurate, reasonable compensation is vital for every closely held business. And RCReports makes Reasonable Compensation calculation effortless. Today, Paul Hamann, the Founder of RC Reports, dives into how accountants leverage their knowledge of reasonable compensation to build a million-dollar advisory firm. He also breaks down some of the biggest mistakes and misconceptions that firm owners make in this space and shares where he sees value in doing compensation planning. With Paul’s expertise and his software, accountants and firm owners are equipped to show their value and prepare their clients for success, eventually seeping into their own success as well. Tune in to this episode and learn more from Paul!
Break free from the fear that's holding you back, and let your accounting practice soar over the rainbow of success. Join us in this eye-opening episode as our guest, Geni Whitehouse, shares her journey from a CPA firm partner trapped in a cycle of overwork and underappreciation to a thriving advisory expert and speaker. Geni shares the mindset shift that accountants might just need to create the accounting practice they’ve always dreamed of. She shares how difficult it was for her to get out of her hell loop, but then, with a wake-up call and a brave decision to start investing in herself, she redefined her value and transformed her life. Geni discusses how accountants don’t have to settle, sharing strategies on setting minimum pricing, getting deposits, and attracting clients who appreciate your expertise. Don't wait for a crisis to force change—take control of your accounting practice, value your worth, and get over the rainbow of fear. Tune in now!
Transforming your accounting firm starts with a leap of faith and a commitment to your own value. In this episode, Jonathan Bengel, founder of The Small Business Start-Up Foundation Program, shares his remarkable transformation from a struggling firm owner to a successful, empowered entrepreneur. Jonathan reveals how his leap of faith led him to overcome his fears and invest in his growth through the Eight Weeks Sales Mastery training. He candidly shares the nervousness he felt before taking the plunge and how his analytical mindset clashed with the concept of valuing his services. Throughout the episode, Jonathan runs through the mindset shifts necessary to elevate an accounting firm and recognize your value as an accountant. Tune in to be inspired, motivated, and empowered to embark on your own journey of transformation and embrace the abundance that awaits.
Have you noticed most people would prefer Apple’s products despite their price over other cheaper products? Why do people choose Apple over other brands? In this episode, Ronald J. Baker, the Author of Implementing Value Pricing, shares his steps for firm owners to learn how to value price. The Black Swan Five Program guides the Swans through the theory of Value Pricing. Ronald emphasizes the importance of giving value to clients and how it will greatly impact growing your firm. The deeper you dive into this conversation, the more insights you will learn from Ron Baker. Waste no time and tune in!
Free tax advice may seem benevolent, but beware of the hidden costs it imposes on your firm's growth. Today, we have a remarkable guest who is set to revolutionize the world of tax planning. Meet Dominique Molina, the visionary co-founder and president of the American Institute of Certified Tax Planners. Her mission? To ensure that tax professionals never miss government tax breaks that could save their clients millions of dollars. In this episode, Dominique uncovers the hidden dangers and consequences of giving away free tax advice. She shares her firsthand experience of the potential liabilities that lurk in offering free advice without proper analysis. Dominique also touches on the critical IRS circular 230 rules, revealing the legal responsibilities of tax advisors in providing accurate and well-informed advice. She stresses the importance of protecting not only yourself but also your clients from the risks of misinformation or misinterpretation. Join us as we uncover the dangers and rewards of giving tax advice for free.
When running a business, it is always a plus to have a long list of customers. But every now and then, you need to deal with high-maintenance clients that cause hidden costs in your accounting and bookkeeping. In this episode, Michelle Weinstein sits down once again with business growth strategies and award-winning sales professional Denise Mandeau. They talk about the importance of doing an in-depth inventory to find clients who do not deliver profit and exhaust your joy and freedom. Denise explains why you should not be scared to raise fees and why it is not recommended to do business with relatives. She also discusses where you should draw the line when doing pro bono work and how fear to talk to maintenance clients stops you in your tracks.
Overcoming the fear of selling and increasing revenue takes time and effort. It's essential to be persistent, learn from your experiences, and adapt your approach as needed. Eric Green, the managing partner in Green & Sklarz LLC, unravels his approach to overcoming the fear of selling and doubling the revenue to grow your business. On the other hand, Michelle Weinstein emphasizes the importance of getting rid of that fear because it will continue to get in the way. It is important to note that shifting our sales belief also changes how we look at sales. Dive into this conversation and overcome the fear of selling with Eric Green and Michelle Weinstein.
What being an abundant accountant really boils down to is being able to earn more for working less. But how do you find quality clients that will allow you to do this? Digital marketing may be the missing link. In this episode, CPA, content creator, and digital marketer Katie Thomas leads us on an exploration of digital marketing for accountants. She shares are powerful story of how an accountant added $70k in monthly recurring revenue to his firm by following her step-by-step process. If you’re wondering how you can use content and social media to get the clients you want, then this episode is definitely for you. Tune in!
Subscriptions are the catalysts of transformative business models, unlocking unlimited potential and propelling entrepreneurs into the future of sustainable success. In this episode, Ron Baker, Founder of the VeraSage Institute, discusses the transformative power of subscriptions. Ron provides practical strategies and innovative ideas to fully utilize subscription-based models and navigate the future of entrepreneurship. He also provides an exclusive sneak peek into his book, Time’s Up!: The Subscription Business Model for Professional Firms, which promises to be a guide to unlocking sustainable success through subscriptions. Tune in to learn about the game-changing business model and its potential to revolutionize business!
Are you planning on selling your firm? Is your firm sellable? Have you mapped out your exit strategy already? In this episode, Fred Stein, the Tax Director of BQ Tax and Accounting Ltd., provides insights on how to do just that. Fred breaks down the crucial information you need to know if you want to sell your firm and make your firm a more attractive acquisition. From creating processes and procedures to avoid handholding your clients to removing the owners from the processes to make the firm more valuable, Fred gives fresh insights that will strengthen your exit strategy. Tune in to not miss out!
Tax season is now behind us, but that doesn’t mean we move on and think about it later when it comes back. Don’t leave tax planning for the next season. Start doing it now! In this episode, we look ahead to plan for the next tax season, so we’re better equipped to facilitate the changes in our business. Joining Michelle Weinstein is a nationally recognized speaker and educator on federal tax law matters, Thomas A. Gorczynski, EA, USTCP. Among the titles under his belt, Tom is the editor-in-chief of EA Journal, co-author of the PassKey Learning Systems EA Review Series, and co-owner of Compass Tax Educators. He brings his expertise and insights to today’s show to prepare us for the next tax season with a list of the top ten areas to assess in your firm. What are the common mistakes people make? What is the future of the accounting profession? What client metrics should you consider? Tom answers these and more. So tune in to learn and hopefully skip past the tears and anxiety of the tax season when it arrives.
If you want to be an abundant accountant, you need to gain the respect of your clients. If they try to make you do things you’re not supposed to be doing or impose on how you spend your time with them, then it may be time to let them go. But in order to gain that kind of confidence, you have to let go of the fear of losing clients. Susan Tinel is here with to remind you that you are good enough! Go ahead and set your boundaries. Let them filter the clients you want from the clients who will only disrespect you. Own your voice and you will see that the people you want to work with will get drawn to you. Tune in and get inspired by this powerful message!
We all want to scale our business, but the question is how? Successful entrepreneurs have their secret sauce to success. In this episode, Sharrin Fuller, the founder of Glass Wallet Ventures, shares her secret sauce, the scalable to saleable system she develops to help grow and set our firm to success. From having $70 revenue a year, her firm scaled to $2.5M! Her secret? The three keys to success are communication, consistency, and follow-through. You don’t want to miss this opportunity, so let’s dive right into this roadmap to success!
Asking more questions may seem obvious or even unnecessary, but it actually has the power to unlock your full potential as an accountant. In this episode, Geni Whitehouse, CPA and founder of The Impactful Advisor, discusses how asking more questions provides more value to both clients and accountants. She shares how being curious, caring, and concerned about our clients' lives and businesses can lead to significant changes in our practices. Geni also explains that asking important questions has the power to remove the psychological burden of accountants when dealing with their clients. Through this conversation, you can learn how to fire clients who don't align with your values, increase your value as accountants, and raise your prices. With Geni's guidance, you’ll discover that by asking more questions, you can unlock your true capacity and create the thriving accounting business environment you deserve. Join us for this powerful episode on the transformative power of asking more questions, and learn how to unlock your full potential as an accountant.
Love the show? Subscribe, rate, review, and share! https://theabundantaccountant.com/
Upselling is a great growth technique for medium-sized companies wanting to maximize their resources for expansion. But when exactly is the best time of the year to upsell, and what are the ways you can do it? Our guest, Chris McCormack, says it is NOW. Chris is a CPA, MBA, and CTC (Certified Tax Coach) who enjoys helping investors and business owners operate their businesses the way they need to. Whether you are a firm owner who can barely get his head above water or an employee wanting to quit a corporate job to start your own firm, you don’t want to miss this episode as we delve into how you can upsell, grow your bank account, and create the business of your dreams.
What is it like to run your tax firm remotely? Is it even possible? In this episode, Michelle Weinstein welcomes back Marc Schnoll, the Travelling CPA, who shares his insights on what it’s like to achieve relaxed success. Marc’s firm grew in several ways: his people grew, the revenue doubled, and their systems are better when engaging with clients. Remotely selling their services welcomes the possibility of embracing relaxed success. Marc realizes that the more people he brings into his firm can be challenging, but it’s the only way to grow. Tune in to hear more of Marc Schnoll in this episode now! Love the show? Subscribe, rate, review, and share! https://theabundantaccountant.com/
Some clients can be pains in the neck, so how do you know if it’s time to offload some clients? In this episode, financial planner and business owner Denise Mandeau joins Michelle Weinstein as they share criteria for offloading clients in their accounting firms. Tune in to find out which kinds of clients you can let go by vetting their character, communication style, and compliance with what you require of them. Love the show? Subscribe, rate, review, and share! https://theabundantaccountant.com/
As a CPA, you're responsible for helping make smart decisions, whether it be for your clients or your firm. And that means you need to help them understand the importance of technology in their business operations. In this episode, Blake Oliver, CPA talks about how technology is crucial for creating conversions, avoiding potential pitfalls, and increasing revenue! Blake is an accountant, podcaster, and entrepreneur who specializes in financial technology. He shares how you can better understand where your firm is now and where you want to be, and how to utilize technology to get there. Don’t miss out, especially in this technology age. Tune in now!
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So many professionals are afraid to increase their fees for fear that it might drive people away. What happens is they end up charging less for what they are actually worth. How do you overcome this predicament? Well, today’s guest made it happen. In fact, she was not only able to double her fees but triple them without even losing a single client! Join Danielle Douglas, the Founder of Infinite Accounting Services Inc., as she sits down with Michelle Weinstein to discuss how she managed to do it. Danielle invested $7,500, and none of it worked. But she was able to overcome that. Learn how she turns things around by tuning into this episode!
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Michelle Weinstein welcomes the Lead Technical Guide for the Profit First Professionals organization in the Abundant Accountant Podcast to show you how to build your firm. Grab your pen and paper because our guest brings noteworthy ideas you might need to start your firm. Billie Anne, a Profit First Professional, shares insights on using income targeting to build the firm you love. Income targeting has a huge impact on growing the revenue to build the firm. Most people think that money is not everything, which is not entirely true because it is a tool to have a freeing lifestyle. Don’t miss this episode with Billie Anne today!
Have you inherited or bought a firm? Are you afraid to raise your rates? Well, that dilemma is addressed in this episode to help you take control of your firm. Today, Denise Mandeau, a Business Growth Strategist, discusses the elements that you need to consider when you buy or inherit a firm full of low paying clients. Don’t be afraid of making any changes in your firm because change can be the biggest leap you need to take to grow your business. It is time to remodel your firm with Denise. Don’t miss this episode today!
Are you thinking of transitioning from compliance-focused to selling advisory services but afraid of pricing for your worth? In this episode, Michelle Weinstein sits down with Dominique Molina to discuss how you can overcome that. She is the Co-Founder of the American Institute of Certified Tax Planners (AICTP) and has successfully licensed over 1,000 tax professionals as Certified Tax Planners across the country. With Dominique's insights, she shares tips on selling advisory services to your existing clients, so you finally get the freedom you set out to do in your business. She also highlights that this is not a transaction but a transformational offer for your clients. Tune in to this episode and learn how you can charge premium fees for your service!
So you've done a bunch of sales training in the past, and they've failed. But why? In this episode, Michelle Weinstein, along with our special guest Rob Jolles, sought-after speaker and best-selling author, will look at why sales training fails for accountants and tax firm owners and how to avoid it altogether. Take part in our conversation and learn how to make smarter, more fail-proof sales training!
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Are you sick of completely grinding 14 hours a day, craving that work-life balance, sacrificing your time with your family and loved ones, and postponing those vacations? If you are tired of the vicious cycle of pleasing clients and losing sleep, and feeling exhausted, depleted, and powerless, this episode is for you. Marc Schnoll, Owner of Sexton & Schnoll, shares his journey on how he grew his firm to $1M and achieved time freedom. By changing their practice, he positioned the firm for growth through competing and delivering a high level of service. He also shares the significant aspects they’ve gotten from working with us. If you want to learn more from Marc, head on to this conversation!
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A great corporate culture always starts with the owner. The owner is the person that gets to decide what kind of culture they want for their business. And if you want to keep retention high, you want a good culture. Join Michelle Weinstein as she talks to the Co-Founder and Managing Partner of Profit First Professionals, Ron Saharyan. Ron has over 15 years of experience in managing organizational growth and built multiple companies in the staffing industry. Learn how he establishes culture in his business so he can keep employees happy and productive. Give your employees gifts, bonuses, time, and purpose so that they know they are doing something great. Start increasing your retention rates today!
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Working too hard on your accounting and tax business? You may want to tune in to this episode. Today’s guest, Roger Knecht, host of Building the Premier Accounting Firm Podcast, discusses the strategies for having confidence in competence for accounting and tax firm owners. He shares how embracing technology allows you to work more efficiently increase your profitability. Roger also shares his insights on overcoming intimidation towards technology by being aware of the three players who are part of the challenge. Are you tired of grinding for eight hours a day? Step up now, and start moving forward by tuning in to this episode on The Abundant Accountant Podcast with Michelle Weinstein and Roger Knecht!
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Price is what you pay, and value is what you get. That is what pricing is all about. You have to make sure that you are giving the best value for your price. Your pricing is directly proportional to what you've invested in your education, time, and mistakes. If you believe you are an expert in your field, don't be afraid to raise your prices. It's all about getting through your beliefs that your customers will leave you if you raise prices. Get over that so you can learn how to price for what you're truly worth.
Michelle Weinstein takes the hot seat opposite the CEO of TaxProMarketer and AdvisorProMarketer, Nate Hagerty, to talk all about pricing. Learn how you can raise prices without making your customers feel ripped off. Discover what a lot of people do wrong in pricing, like watching their competition. Find out more about perceived value and how that plays into your pricing strategy. Be the expert and start understanding how your pricing works today!
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Are you confident enough with your numbers? Listen to your host Michelle Weinstein as she shares valuable insights about pricing strategies and why you should stop justifying and explaining your accounting fees with Rob Jolles. Rob is a speaker, author, consultant, and coach who stresses the importance of knowing your worth and value. In this episode, he shares actionable implementation strategies you can execute in your business regarding discounting fees and answering clients’ questions. In the financial industry, it is common to feel the need to justify and explain your fees, but you shouldn’t give clients a discount just because they ask to. Elevate your decision-making process and understand that your daily financial roller coaster ride should not be as exhausting as it ought to be. Have complete control. Tune in as he shares the incremental changes he made to his speaking engagements and how he adds value to his clients.
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When stress gets in your way, it can affect everything around you and cause a dramatic decline in productivity. But how can you turn this around to let yourself be stressed out in a relaxed state? In this episode, Denise Mandeau, a business growth strategist, says that because we commoditize our value, we are trading dollars for hours, which does not help increase revenue, nor does it helps in putting you in a relaxed state. Building a new discipline and doing simple tweaks in your environment, whether at the office or home working, through changing what you see, smell and hear are some of the keys that can help you achieve this state. Tune in to this episode now and learn more about how you can achieve relaxed success with Denise!
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Want to know how you can buy tax practices for pennies on the dollar? This is the episode for you! Today’s guest is Dominique Molina, the co-founder and President of the American Institute of Certified Tax Coaches. In this episode, she joins host Michelle Weinstein to share tips and tricks on buying tax practices at better rates and reducing your clients while increasing revenue. It’s all about having that abundance mindset. Don’t miss out on practical knowledge that will help you earn more and work less by tuning in to this episode.
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How often do you get nervous during meetings and sales pitches and end up talking too fast and too much? Before you know it, your prospect is already walking away, leaving you wondering what went wrong. Learn how to calm your nerves from the Master Hypnotist and Master of Neuro-Linguistic Programming, Paul Ross, as he shares tips on how you can sit in silence and discomfort and allow your prospect to tell you what they need and leverage that information to close the deal.
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What if you could boil down the client decision cycle into simple steps? The results can be revolutionary for your business! Sought-after professional speaker and five-time bestselling author, Rob Jolles talks about this in this conversation with Michelle Weinstein. Rob takes us through the process of how you can figure out where your client is in the decision cycle. He identifies six different stages of the decision cycle and shares some examples of all of those stages. Tune in and get insights on how identifying your strength helps you eliminate the shopping-around part where clients are comparing you to other firms. Learn how this process helps you feel confident to charge premium fees and get paid for what you’re really worth!
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If you've been doing something for a very long time, it can feel like you're stuck on a hamster wheel. If you're a tax practitioner, you're already worrying about the next tax season. This was the life of Peter Mitchell, the Managing Principal at Tax Pro Advisor, LLC. He was unhappy until he found Michelle's 8-Week Sales Mastery Program. Ever since then, Peter has found a new purpose in life. He is no longer thinking that he is worth less. His work-life balance is perfect. Join Michelle Weinstein as she gets Peter to share how he generated $240k in revenue in 3 months without any stress! Discover what Peter learned during his 8-Week Sales Mastery Training. Find out how he discovered his value again. Know that if Peter can do it, so can you! Listen to his story today!
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Do you often find yourself having to negotiate fees and offering free work instead of getting paid for what you’re actually worth? In this episode of The Abundant Accountant, CPA Shannon Weinstein of Financial Solutions returns to give us more tips on how you can deliver that unique service, establish your value, and get ahead and set yourself apart from the competition.
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For an organization to grow and be successful, issues need to be addressed, and strategies must be implemented. We have a special guest, Nate Hagerty, the CEO of TaxProMarketer and AdvisorProMarketer, the nation’s leading marketing agencies group serving accounting and tax practices. Before starting the agency, Nate was doing some coaching and consulting but got tired of it. Now, he is dedicated to leading his team in the tax and accounting space, developing their expertise without compromising their vision, values, and culture, given all the changes happening in our world today. This episode discusses how he manages the staffing issues in his business and strategies to help increase revenue.
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Getting high-value clients is the dream of everyone who owns an accounting business. But how exactly do you do it without losing your crowd? Today’s guest gives us a solution: create a service that people want to be invited into, instead of one that they feel entitled to. The genius behind this concept is Dominique Molina, CPA, MST, CTS, the co-founder and President of the American Institute of Certified Tax Planners (AICTP). In this conversation with Michelle, Dominique explains how high-value service, when coupled with high-value customer experience, creates the best results. Listen in and learn how to attract clients that pay premium fees and take your firm to the next level!
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A retired police officer/firefighter after a 30-year career in public service, Kevin Rego is now an accountant who specializes in taxation law. However, Kevin soon realized that he was not being paid for the value of his service. Due to this realization, he enrolled as a student in our Abundant Accountant program and went through the eight-week sales mastery training. With this, Kevin was able to earn more revenue by applying his learnings to his business and life. Tune into this episode as he shares valuable insights on how he boosted his revenue.
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Leadership does not start with managing a team. It starts the moment you hire someone. So how do you improve your hiring strategy and retain an effective team? Jackie Meyer, founder of TaxPlanIQ and Meyer Tax Consulting, is here to answer that. She joins host Michelle Weinstein to share valuable insights on leadership that will help you manage your employees with trust and love. It took going past the breaking point for Jackie to take the leap and finally hire her first employee, then her team. Listen in as she shares the lessons she’s learned and the mistakes she’s made along the way. Plus, Jackie explains Meraki Leadership and emphasizes the critical role core values have for any organization. Tune in to learn all about it.
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Start going for nos instead of yeses. Keep track of your nos and set goals for your nos. People are always afraid of failure and rejection, it's time to embrace that. Join Michelle Weinstein as she talks to Andrea Waltz about embracing the go for no mindset. Andrea is a speaker, virtual trainer, and co-author of the bestselling book, Go for No: Yes is the Destination, No is How You Get There. Learn all about the no-awareness and how you can document your nos. Start setting no-goals instead of yes-goals. Take your leap of faith today and stop worrying about your failures.
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Tax season is almost upon us, and with it comes a time crunch. Isn't it time you looked at overhauling the way you do business? Michelle Weinstein and sales strategist Denise Mandeau look at why tax season is the best time to increase your fees. Denise and Michelle examine 3 top reasons why an overhaul is the best thing for your business. The also lay out a solid plan that for dealing with clients. So sit back and learn the best way to increase your value and your revenue.
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Are you sick of your corporate job? Michelle Weinstein welcomes her masterclass student Devin Whyte, who went from $3500 to $30k a month in his firm. Devin shares how thinking things through is a good move. But at some point, you’ll need to make a choice, stop procrastinating, and step out of your fear. Making choices when you’re afraid is not the best way to go. To overcome your fear, you’ll need firsthand knowledge that your business idea works. The best way to do this is to find your coach and community who will help you succeed. If you want to know more about how Devin skyrocketed his firm revenues, tune in!
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Marketing is an oft-neglected part of many businesses, most especially the accounting sector. Enter Nate Hagerty, who heads TaxProMarketer and AdvisorProMarketer. Nate specializes in marketing for accountants and tax specialists. In this episode, Michelle Weinstein sits down for a discussion on how to effectively market your accounting firm with Nate. Nate looks at the five pillars of marketing and talks about how you can effectively leverage each pillar to increase your profitability. Tune in and learn more about marketing your accounting business.
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How do you go about overcoming objections? How are you different from other firms? When people understand their numbers and systemize their processes, they can grow their firms and have create a massive impact. Mom of three, and Of Course Bookkeeping CEO, Serena Shoup, is a CPA on a mission to mentor bookkeepers and accountants so they can leave the stress of working an 8-hour job behind. Serena sits with Michelle Weinstein to talk about the importance of knowing your numbers and overcoming objections to help set your firm apart from everyone else’s. Stay tuned as Serena spills the secret resources and tools you’ll need to run your own successful practice and live life on your terms.
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Do you know that if you want to increase your revenue, you need to understand the difference between sales vs. marketing? Michelle Weinstein’s guest in this episode is Denise Mandeau, the co-founder of P3D Consulting. Denise talks with Michelle about how marketing is everything you do to bring potential prospects through your door. In contrast, sales is when your prospect becomes a paying client. Why is it important to know the difference? Because if you proceed to sales without passing through marketing, your potential prospects will feel violated. Tune in, go through the proper process, and increase your revenue!
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Learning to value your services and changing to a value-based pricing model can be a difficult process for many. It is absolutely essential, however, if you want to improve profitability. In this episode, we talk about value as Michelle Weinstein interviews Shannon Weinstein, owner of Fitnancial Solutions. We hear about how to build the perfect client list and why you need to price on your value. Tune in and learn more about growing your practice with Michelle and Shannon.
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Do you know why upfront payment is better than pay-as-you-go, both for you and for your clients? Michelle Weinstein’s guest today, Michael King, explains how. Michael is the CEO of KFE Solutions, a top-rated fractional CFO firm based in Dallas, TX. He and Michelle discuss the upfront payment method and how it removes the necessity to chase clients down and provides a more seamless experience overall. If you want to know how to develop a successful upfront payment model for your firm, listen to this episode. Enjoy!
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Myths of sales versus marketing continue to persist, but make no mistake, you can’t have one without the other. Sales and marketing exist as a symbiotic pair that is necessary for business success. In this episode, we listen and debunk several myths with Michelle Weinstein and her guest, business growth strategist Denise Mandeau. Denise discusses the myths, analyzes them and gives her insight on why you need both in your business. Need more business insights and strategies? Then tune in!
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Do you know how to execute strategies to grow your business? In this episode, join your host Michelle Weinstein as she sits down for a conversation with today’s guest Eric Green to discuss the difference between sales and marketing. Eric Green is a managing partner in Green & Sklarz LLC, a boutique tax law firm that focuses on civil and criminal taxpayers. You should not encounter any lead problems if you are firm in your marketing efforts to grow your business. The leads and opportunities you get from your good and successful marketing could eventually lead to an increased number of sales. Tune in and learn more!
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Some of the things we believe in are holding us back from growing and succeeding. In this episode Michelle Weinstein discusses the top five sales beliefs that are holding you back from getting to a six or seven figure firm with business growth strategist, Denise Mandeau. Denise explains the concept of shifting your perspective to a clearer vision and energy. It’s time to discover a wide range of possibilities that exist in your organization and explore strategies to help you reach your desired destination. Listen to this episode and take the ultimate step to get where you want to be!
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Your brand and how people see you is the first gateway into making sure that you can increase your revenue. In this episode, Michelle Weinstein, a.k.a. The Pitch Queen, talks about the importance of branding. Not only does branding increase your revenue, but it also attracts the right types of clients. The first step to having successful branding is to hire a graphic designer. The color scheme, font style, and logo design are all essential elements for your branding. Do you want to know more? This episode's for you. Tune in!
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To charge higher fees and do more complex work, you need to understand the importance of a niche. Focus your education on that one niche you really know. Michelle Weinstein's guest today is Thomas Gorczynski, EA, USTCP, a nationally recognized educator in the federal income tax field. Tom explains that your niche should be where most of your clients operate and where you can show planning and value. In Tom's case, he works with business and rental owners because they have ongoing tax business and financial needs. If you want more tips on finding your niche, you need to listen to this episode. Tune in!
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Transitioning between careers is never an easy feat. Today’s guest shares how The Abundant Account Sales Mastery Training helped her in her journey to shift from accounting to sales and boost her business. Diana Louiso is the President and Founder of DL Money Matters, where she works with small and midsize businesses and elderly clients in managing their finances. As a graduate of the 8-week course, she’s here to share just how our training has impacted her career and her business. Listen in to see how you can benefit from the course and get sales tips and business advice from Diana and host Michelle Weinstein.
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When you’re looking for potential clients, you might be hesitant to start because you don’t know how to talk with them and if you’re going to be rejected or not. Identifying your ideal client is not easy. It's a lot of hard work pulling yourself up. You've got to hustle to bring in money. You have to know how to start and build strong relationships with people. How do you do that? Listen to this episode as Michelle Weinstein and Debra Angilletta discuss having that interaction and reaching out to people in the most effective way. Debra is a master profit first professional, sales mastery instructor, and the founder and CEO of MasterMySales.com. Debra emphasizes that starting is not a dreadful process, and you can still have fun getting the right quality clients. She believes that there are so many interesting things that you can bring to the table and talk about with business owners. She shares the strategies she implemented in getting her first ten paying clients. Find out what you can do to start driving revenue and utilizing tools for your success!
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Asking for testimonials is the best thing you can do to boost your credibility. Not only can you empower your team with positive feedback, but you can also improve with negative feedback! Either way, you can't lose! Michelle Weinstein's guest in this episode is Wendi Hall, a Managing Partner of Small Office Solutions LLC. Wendi is a graduate student of Abundant Accountant's eight-week Sales Mastery Training. Join in the conversation as Wendi shares her firsthand experience of asking for testimonials for the first time. Discover how she framed her questions and how powerful her website became with the addition of her testimonial page. Asking for testimonials could be the much-needed level up you need to scale your firm. Tune in!
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When you let your clients delay payment, they’ll start to question their decision. But when you ask for upfront payments, your clients become more committed to you. Michelle Weinstein’s guest today is Paul Ross, Master Sales Trainer and author of Subtle Words That Sell. Paul explains that you’re not selling products or services. What you do is you’re selling decisions. You’re extending an opportunity for the person to be more successful with your offer. With upfront payments, you give your clients the opportunity to be committed! Tune in and attract committed clients!
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We have to know our value and sell our services to ideal clients with the fees we deserve. So, it’s very important to know the right time to find and hire a salesperson for your business. Join Michelle Weinstein and Debra Angilleta as they delve into building your firm with less volume but with more high-paying clients. Debra is the CEO of Sales Mastery. In this episode, she will discuss a different perspective in your sales process for clarity and build a framework that would best benefit the organization. She emphasizes the powerful connection when it comes to our first experiences with sales. Furthermore, she shares how to get the ideal client profiles that we need to increase sales, resulting in business growth.
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Meeting prospective clients and asking them important questions can often be a tough task. You have to find the right questions to ask if you want to be sure that the customer's needs fit your business. Join our host Michelle Weinstein as she discusses this topic with the Sales Whisperer himself, Wes Schaeffer. Wes talks about why you need to ask tough questions to yourself and your prospective client and why being the perfect fit ensures brand loyalty. A must-catch episode for business owners and sales specialists alike.
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We all had those moments when we're on the brink of a meltdown because of the chaos around us. Whether it's in your work or your personal life, chaos is inevitable, and we must accept that. Author, speaker, master sales trainer, and hypnotizer, Paul Ross is the CEO and Head Trainer at Subtle Words That Sell where he teaches salespeople how to find success. He is also the author of Subtle Words That Sell. Join Michelle Weinstein in this lovely conversation with Paul about maintaining realistic expectations and informed enthusiasm in the face of overwhelming chaos.
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Facing your fears and never letting your motivation die out are two important ingredients of personal growth. Michelle Weinstein listens to the abundance story of Ross Loveland of Grow Green Profits, a graduate of her eight-week sales mastery training. Ross looks back on his time of struggle and challenge, unable to find the best strategies to get back on track. He shares how the course allowed him to embrace his fears and went on to triple his rates in just a few months. He also delves into how he found success by truly understanding his value, overcoming his doubts over client video reviews, and his biggest takeaways from Michelle's course that he still applies today.
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Many accountants find themselves unable to secure deals with potential clients since they already give away too much during prospect calls. Hiring them doesn't matter anymore. Therefore, a proper accounting sales plan must be put in place to learn how to entice people to what you can offer after they actually pay for your services. Michelle Weinstein is joined by Ron Saharyan, Co-Founder of Profit First Professionals, to talk about how accountants should position themselves when connecting with prospective clients without giving away very specific solutions. Sharing the story of one of his clients that he calls Joe, he explains how to present services in an inviting way and properly align with the client's perception of success. Ron also discusses the art of saying no and the right time to offer extra services without charging.
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Getting a good grasp of the value that you can deliver to your clients and actually charge for it is the most powerful thing that you can do for yourself as an accountant. When you undervalue your work, your clients will too and you will end up chasing every bit of dollar that is not worth your time. How do you know what your worth truly is and translate that into a fair price tag? For this Abundant Accountant case study, Michelle Weinstein brings in Dave O'Brien, an independent accountant who works with construction companies and consultants to develop and enhance successful project strategies. For years, Dave has struggled because he has constantly undervalued his work. Through Michelle’s coaching, Dave understood his value and he learned to say no to clients who take advantage of him. Join in the conversation to learn more of Dave’s progress!
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The first thing an accountant should do to get out of their own way is to be aware of their own ineffective behavior. Through experience, Michelle Weinstein has observed how many accountants are getting in their own way because of their limiting beliefs. These toxic thoughts often come through from the unconscious mind and they can be sneaky if you’re not cognizant. Paul Ross, a master of neuro-linguistic programming, joins her in this conversation to explain how you can identify what limiting beliefs you have and overcome them so that you can cease to be the greatest obstacle to your own success. In any battle between your unconscious and conscious mind, the unconscious mind is always going to win. There are three magic words you can use to rewire your unconscious mind: “Up Until Now.” Do you want to learn how to properly use this phrase and break your limiting beliefs? Grab your notepad and pen and tune in!
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Despite their vast financial expertise, accountants are often regarded as seemingly untouchable figures that only talk in complicated jargon. For Twyla Verhelst, it is high time for accountants to become irreplaceable individuals within the business structure and not just mere expendable investments. Sitting down with Michelle Weinstein, she breaks down the most important factors every accountant must learn to forge a more effective and working relationship with business owners. This way, they can become not only silent guardians of cashflow but key players who can also help plan for the future. Twyla also underlines the importance of why accountants must revisit and reinvent their practices, veering away from the traditional and embracing a more progressive approach.
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- Here’s How »
Join the Abundant Accountant Community today:
- theabundantaccountant.com
- YouTube
For most accountants, jumping into the world of entrepreneurship is a great way to maximize their learnings and earn more money. But starting your own accounting firm may be a bit complicated and confusing, especially in this time of pandemic and economic recession. Joining Michelle Weinstein once more is Nellie Akalp of CorpNet.com, who shares the many lessons she learned from transitioning as an entrepreneur in the world of accountants. Together, they dissect three important questions that can help build a successful accounting firm with a clear goal and effective marketing strategy. Nellie and Michelle also discuss the most common pain points that hinder people in their profession from accessing their full potential.
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- Here’s How »
Join the Abundant Accountant Community today:
- theabundantaccountant.com
- YouTube
When negotiating, it is a given that you want to get the most favorable deal on your end. But even when chasing for the best end-result, your negotiation tactics must never undermine your worth. Business negotiator Chris Voss sits down with Michelle Weinstein to discuss the right way to integrate empathy in your transactions. He explains how sticking to your prices will allow you to avoid the annoying, lame, and frustrating clients that will not do you any good. Chris also shares strategies when straightening out transaction errors that could ruin your reputation and credibility, as well as setting the proper boundaries and deadlines on yourself.
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- Here’s How »
Join the Abundant Accountant Community today:
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Deciding to make a change in your career can be difficult because it often requires you to trade what feels comfortable for a very long time for an uncertain path. Rocky Lalvani is all too familiar with this struggle, having left corporate life to start his own accounting firm. In this episode, he joins Michelle Weinstein to share the story of how he came upon the decision to leave and what he did to overcome the fears that have kept him from finding the freedom to do what he loves. He also tells us the next couple of steps he took to set up his own business—from signing up to Profit First to starting his own podcast, Profit Answer Man, where he attracts clients he never thought he'd get from calls. Talking to those who want to start their own podcast, Rocky then shares some advice on how to set-up your show, what you should be thinking first, and how you can use it to meet other great people.
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Going out on your own is a big risk. Stepping out into the unknown in favor of your corporate job's relative safety and predictable income can present many fears for many people. On today’s show, Michelle Weinstein brings on someone who’s been through this predicament. Serena Shoup used to be a corporate controller who left to have more kids. Now she’s a CPA who's running a virtual bookkeeping business. Tune in to this episode and learn the five beliefs you need to install in yourself to ease your fears when you finally decide to leave your 9 to 5 job.
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Overcoming the technical side of the accounting profession is the easy part. It’s often overcoming their own fears that get into many accountants and hold them back from building the practice of their dreams. The Visionary Accountant, Tatiana Tsoir, learned this from her own experience of getting stuck in a place of wanting to be her own boss but being afraid of doing what is necessary to make that possible. Does it sound like the story’s going to resonate with you? That’s because it does for a lot of people who are similarly confronted by the fear to take the leap of faith! Now out of that limbo, Tatiana compiles the lessons from her clients’ and her own experiences in her upcoming book, Dream Bold, Start Smart, a step-by-step guide to bulletproofing a business idea and setting it up right with the strategies and finances to not only survive but to thrive. Listen in as she shares some of these lessons with Michelle Weinstein.
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Even with the clearest goals and objectives, one can still fall off their progress and be stuck in an ineffective status just because of a poor mindset. To get out of that endless hamster wheel, you must have a strong commitment to what you want and start building trust with everyone. Michelle Weinstein is joined once again by personal advisor Paul Davis, this time focusing on the analogy of learning how to drive to bring home the lesson of regaining consistency, competency, and efficiency. He also explains the three pillars of building trust, underlining the importance of each one in connecting with others and actually making an impact.
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As an accounting professional, do you ever feel like you’re overworked, underpaid and underappreciated? Do you ever wish to have more confidence to get clients to pay you the fees that you deserve? If so, then this episode is definitely for you. Michelle Weinstein takes us several time zones across the Atlantic to meet Paul Davis, a personal advisor to business owners, CEOs and celebrities based off the green isle of Ireland. Paul is an entrepreneur, an award-winning business growth consultant, speaker, author of several international best-selling books, and creator of The Executive Code. In this exciting and insightful conversation, Paul takes an in-depth look at the three essential pillars of confidence and how you can achieve each of them to create more abundance in your business and in your life.
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Business is about profit. Everyone understands that in theory, but many business owners end up getting stuck in the hamster’s wheel of constantly trying to earn revenue just to pay for the overheads. The main culprit for this dilemma is the tendency of business owners to cave in to the pressure of making profit and end up chasing every client that they can get a hold of and getting busy to the point of losing sight of what really matters. Certified Profit First Professional, Andrew Royer teaches business owners how to escape this vicious cycle of grow, grow, grow, and spend, spend, spend and to really focus on the bottom line – profits first. He spends time with Michelle Weinstein on this episode to explain his system.
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The right kind of technological support can help an accountant dramatically increase their firm revenue and profitability. Andrew Lassise specializes in providing this kind of support to accountants through his firm, Rush Tech. Joining Michelle Weinstein on the show, he tells us the story of a certain “Joe Sticky,” the stereotypical intransigent accountant who does things “old school.” Andrew demonstrates why this mode of operation never works anymore in this fast-paced, technological world. Doing your business on sticky notes is a recipe for frustration on the part of your clients. Nobody wants to refer an accountant who doesn’t remember to send the email he said he was going to send. Listen in and learn how you can take advantage of various technologies to increase your efficiency and set you up for an abundant practice.
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No matter what industry you are in, the sales piece will always play a crucial role in how you succeed. For accountants, this relates to how you deal with your clients—going through follow-ups, keeping up with deadlines, and overall making sure that you are not missing anything with them. Yet, not all of us can do everything on our own. That is why we need systems that can help, and in this episode, Michelle Weinstein brings over to the show someone who has been helping accountants become more productive and effective. She sits down with David Cristello, the CEO and founder of Jetpack Workflow, where he has the software platform that helps accounting and tax professionals track all their current work without any worries. Here, David talks about the difference between being productive and being busy as well as being effective. Join him and Michelle in this conversation as they lay down ways you can work smarter, ridding yourself from having to run around with your hair on fire.
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Humans as we are, we are constantly striving for growth. Yet, when the next step is about trading the life we’re so used to with something that is a lot risky, we can’t help but have that hesitation. In this episode, Michelle Weinstein interviews Thomas Gorczynski to talk about making that transition in this industry. Thomas is an EA, a USTCP, and a nationally known speaker and educator on federal tax law matters. With his expertise and experience, he shares his own story of how he decided to quit working in a law firm and leave that life of billed hours and went full force by owning his own. He lets us on the mindset work that goes with that transition and how he does not let the fear block him from making that important change. Join Thomas in this episode as he takes you inside of yourself to evaluate how you can move forward towards an abundant life.
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One of the frustrations many accountants have, especially those who are still new to the space, is finding the right clients. It can feel like you have no control of who you are working with and can’t really charge them the way you actually want. In this bonus episode, Michelle Weinstein is joined by the managing partner of Green & Sklarz, LLC, Eric Green, to share with us how you can move past this dilemma and thrive in your practice. Eric demonstrates how he went from charging $500 for a consult fee to $1,500. Together with it, he taps into the importance of having the proper money mindset and how you can go all-in on your expertise. He also introduces his webinars and coaching programs that you can join in, adding more tools to your toolbelt.
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How can you focus on the technical work and outsource the rest? In this episode, Nathan Hirsch, Cofounder at Outsource School, joins Michelle Weinstein as they talk about scaling your business virtually and how to use VAs effectively. Working with VAs for years to scale his own businesses, Nathan shares his journey and the success he found by outsourcing the day-to-day. Nathan and Michelle discuss the importance of freeing up your time to do the meticulous work of growing your business as an accountingpreneur while keeping the standards you have set in your daily operations. Tune in and exponentially scale your business virtually through the power of outsourcing.
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Is your firm not growing? Do you feel stuck? Maybe you’re doing things that hinder you from going forward. It’s time to reassess the way you do things as Michelle Weinstein invites on the show Jackie Meyer, the founder of The Concierge CPA. Together, they break down the five things accountants should stop doing now—from the people-pleaser attitude and fearing change to putting yourself down. Along with that, Jackie then shares the things you should do instead to get paid for your value, thrive in difficult times, and grow and succeed. Join them in this great episode for more.
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What is it that you really want in your life and career? Do you feel like you’re constantly running on the hamster’s wheel of something that you don’t really want to do? Tax Rep Network founder Eric Green has been in this situation and out – a story that he shares with Michelle Weinstein in this bonus episode. Eric is a managing partner at Green & Sklarz LLC, a boutique tax law firm, and host of the bi-weekly Tax Rep Network Podcast. Eric provides coaching services to other lawyers and accountants who are or want to get in the tax representation practice. He is now in a space of what he considers abundance, but he didn’t start that way. Listen to this episode and learn that in many aspects of your life and practice, you get out what you put in.
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It’s undeniable that there is a stigma a lot of people have against salespeople. It’s not necessarily that they dislike salespeople; it’s that most of their sales experience didn’t go well. In this episode, Mike Fisher, the Chief Sales Officer at Sales Bullpen, joins Michelle Weinstein to talk about sales and address some of the problems that exist in sales training programs. Overcome this stigma and start filling your client’s needs. Tune in and learn how you can make that mental shift and increase your firm’s revenue and profitability.
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In no business can we do everything ourselves alone. One of the secrets to success is delegation, not only that but also finding good team members and, most especially, good leaders to entrust your business. Without the need to look for them further, Michelle Weinstein and guest, Jason Blumer, talk about helping your team transform by leading with a heart-centered model. Jason is the founder of Thriveal, which helps entrepreneurial CPA firm owners connect, learn, and grow. Here, Jason extends that help to us as he shares his idea of abundance, people leadership, and a good hiring process. He also shares how they build their team up, be in alignment with them, and then help them transform—moving them from one pole to the other. Listen in on this conversation as Michelle and Jason go further into the topic while tapping into implementing a leadership team and more.
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Are you having a hard time showing your value to potential customers? Are you struggling to make them understand your prices without them questioning you? If so, then this episode is for you! Michelle Weinstein brings over her partner in crime, business strategist Denise Mandeau, to the show to discuss some strategies you can implement to show your potential customers the value you can provide—one that is definitely worthy of you and your services. They share some real-life stories from their clients and show how they helped turn their life around, giving us a view of the dos and don'ts when meeting with your prospects and offering your products or services. Learn more about how to get paid your value with Denise and Michelle in this conversation.
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There is extreme value in knowing not only about your specialty but also in other areas as well. This is how you keep yourself competitive, forward-moving, and abundant. For CPAs, a great area to look into is the new era of currency—that is to say, cryptocurrencies. In this episode, Michelle Weinstein interviews Seth Wilks, a licensed CPA in Arizona and the CFO and co-founder of ProfitStance, the leading cryptocurrency tax and accounting platform for professional tax advisors and crypto investors. Seth is here to share with us why cryptocurrency is a great way to increase firm revenue and how they are helping clients learn how to speak the language of crypto and position themselves as crypto tax experts. What is more, he also provides some of the great tools that can help CPAs venturing into this niche, preparing them to take on this new sexy thing.
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Business is about relationships, and effective business communication should reflect that fact. Success in business starts with your ability to effectively communicate with associates, employees, and especially your clients. How do you set up communication to win? Here are some of the implied relationship words that you can use to make the most out of your conversations with your clients. Sitting down with Michelle Weinstein for this is Denise Mandeau, the Cofounder and Workplace Dynamics Specialist at P3D Consulting LLC. A business growth strategist, business owner, financial planner, and award-winning sales professional with over 35 years of experience, Denise takes us back to the basics of effective business communication. Listen and get a fresh look at the overlooked principles that will make you win in any business conversation.
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Mike Meilinger is the owner of a CPA firm focused exclusively on litigation support, forensic services, divorce accounting, and business valuation. In this special bonus episode, Mike shares the importance of tracking Key Performance Indicators in your accounting firm and how he’s grown his firm to almost $2 million in revenue with just 75 clients.
Here’s a few things we talked about:
- Mike shares about his firm serving high income business owners and young entrepreneurs and makes over a million yearly with just 75 clients
- What a key performance indicator really is and why they’re so important to growing your firm
- How KPI’s helped Mike from having overworked and underpaid employees to getting a low-turnover team that works reasonable hours
- The most important thing CPAs should track if they ever want to leverage and grow their firm
- Why it’s never too late to shift your vision and change the results you’re getting in your firm
- The rule of thumb your should be following when it comes to pricing your services
- The difference between “engagement seep” and “engagement creep” and how you can avoid both
- The most important KPIs you should be tracking that most people forget about (especially during a recession or hard times)
If you’re ready to focus in on what’s really important to grow your firm and your revenues, this episode is a must-listen! Special thanks to Mike for taking the time to chat.
Connect with Mike: * Mike Meilinger
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Do you want to know the secrets to growing your accounting firm? Then you are in luck because, in this episode, Michelle Weinstein invites the popular host of The Successful Bookkeeper podcast and CEO of Pure Bookkeeping North America, Michael Palmer, to share with us the three ways to grow a firm of abundance—not only in revenues but also in having clients that pay you the fees you deserve. He taps into what mindset we need to have, how to overcome the burnout of increasing sales and profitability, and how to set up SOPs and systems to your business. Dive deep into this great conversation to learn more about growing a firm of abundance and achieving the quality of life you have always wanted.
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Do you want to stop feeling overworked, underpaid, and unappreciated in your firm but feel like it’s not possible?
My guest on this bonus episode is going to prove that it’s 100% possible to turn it all around so you can make more money while working less, and only taking on those clients that are a dream fit for you!
Wendi Hall is a graduate of The Abundant Account Sales Mastery Training. She has been preparing tax returns for individuals and businesses for more than 25 years with a focus on addressing the accounting and information technology needs of the small business. She provides clients not only with year-end tax preparation, but planning, tracking, and other strategies to minimize their expenses and tax liability for both their businesses and personal lives.
Wendi has been an Endorsed Local Provider for financial guru and best selling author, Dave Ramsey, since 2008.
She is the author of several published articles covering topics such as tax planning, business development, and technology, and has been a regular speaker for the National Speakers Association, Futura Language Professionals National Franchise Conferences, UWM Small Business Development Corp, Lorman Seminars, the Accounting & Financial Women’s Alliance, local chambers of commerce and many others.
Wendi is a member of the AICPA, WICPA, Accounting & Financial Women’s Alliance, and National Association of Tax Professionals. You can learn more about her firm at sosllc.com.
Here are a few things we talked about:
- Wendi shares the most important things she’s done over the last few years to keep herself accountable to herself and grow her firm
- Why you must make time to work ON your business instead of IN your business
- How taking an intensive sales course during the busy tax season turned out to be the best thing Wendi did for the growth of her firm
- Why being coachable is one of the best things you can do for yourself and your business
- Exactly how Wendi developed the confidence to stop working for free and stop feeling taken advantage of by her clients
- The one simple shift Wendi made when communicating with her clients that took her sales conversations to the next level
- How Wendi received more word of mouth referrals this year than ever before, and why your current clients are your greatest resource
- What losing “good” clients taught Wendi about how to show clients that they’re making the right choice in working with you
- Wendi shares the most impactful piece of advice she’s learned about creating a firm and life of abundance full of your dream clients
If you’re frustrated with where you currently are in your firm and aren’t sure what steps to take to make a change, this episode is a must listen!
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If you want to build your firm and feel confident about selling high-value services to your ideal clients like Wendi, you can book a free call with one of us if you’ve been in business at least two years. Head to theabundantcall.com now to schedule your coaching session with The Abundant Accountant team so you can build your dream practice, work less, and get your time and life back!
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This episode is brought to you by Xero. With Xero, small businesses and accountants can work together at anytime from anywhere with real-time financials, bank connections, unlimited users and online invoicing. It’s beautiful accounting software that’s easy to use. Visit Xero.com.
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So much is on the line when talking with potential clients because you either leave a bad impression or get them on board with you. That is why many find it nerve-wracking, especially when the conversations start to get boring or dull. How then will you close if they look like they want to get away from you? In this episode, Michelle Weinstein and her partner in crime, business growth strategist Denise Mandeau, help you overcome these awkward situations and get your potential accounting clients to say YES. How, do you ask? By only asking the right questions! Not only will you get their sweet YES, but you will also get it from the client that is right for you and who is willing to pay you what you're looking for. Follow Michelle and Denise to connect with your leads and build a rock-solid relationship that will last long-term.
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Onboarding a new client may only take an hour or two, but it can easily take half of your day if you have to travel miles just to get to the client. That means hours of unpaid travel time that could have been saved with cloud accounting technology. Joining Michelle Weinstein to talk about this is cloud accounting specialist and podcast host, Blake Oliver. Having had to endure the long drives himself, Blake realized that you could actually save a lot of commute time if you can incentivize the client to go cloud-based. He gives us some essential tips on onboarding clients and coaxing them to embrace the virtual model and remote work setup.
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What actions should you be taking RIGHT NOW to thrive? It’s probably not what you think!
In this special bonus episode of The Abundant Accountant Podcast, Dominique Molina joins me for a conversation about what we’ve both noticed since the beginning of the COVID-19 crisis, how you can attract more clients that you’re actually excited to work with, and how doing the exact opposite of what you would normally do can help you stand out and be successful - recession or not!
If you’re ready to take back your power by taking action and doing what other accountants aren’t doing, this episode is a must-listen!
Here’s a few things we talked about:
- Why communication (not credentials) is key to differentiating yourself and charging higher rates
- What Dominique has noticed about what people are experiencing and why you should be doing the opposite of your instincts to be successful
- The power of being present and acting in the now instead of from the past or the future
- Specific, real-life examples of how you can help businesses adapt in this new and changing climate
- Why leading by example is the absolute best way to attract the clients you want right now
- Why you DON’T have to be an expert in everything to be of service for your clients, and why not knowing everything might even help you stand out right now
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What to do when negative thoughts pop up or you find yourself or your clients “grumbling” about things that don’t really matter
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I see way too many accounting professionals who are overworked, underpaid, and under appreciated. Is that you?
That’s why I’ve created a simple 5-step process for accountants so that you can feel confident positioning yourself as the expert, get consistent, high-quality referrals, and easily get people to say YES to paying you what you’re worth (no matter how much you charge), while working less all year round - even during these challenging times! Go to 5stepstoabundance.com to get my simple 5-step process accountants use to go from “waiting around for the busy season” to closing high-level clients who say YES to paying you what you’re worth (no matter how much you charge) and who actually appreciate the work you do for them!
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This episode was brought to you by Xero. With Xero’s cloud accounting software, small businesses and accountants can work together and collaborate anytime, anywhere. With real-time financials, bank connections, unlimited users, and online invoicing, it’s beautiful accounting software that’s powered by people.
Xero provides its 2+ million subscribers with connections to a thriving ecosystem of 800+ third-party apps and 200+ connections to banks and financial service providers. Learn more at www.xero.com.
Important Links:
- Dominique Molina
- Be Here Now by Ram Dass
- 5StepsToAbundance.com
About Dominique Molina
Dominique Molina has long been passionate about helping small businesses pay less tax. Unlike other CPAs, her practice, beyond annual tax return preparation, also emphasizes proactive tax planning strategies to help small businesses leverage the tax laws in the same way that large corporations and the wealthy do. Unsatisfied with bringing her tax-savings approach only to clients her own practice could reach, she created a company that trains and certifies CPAs to develop special expertise in tax planning in accordance with her own high standards for advisory excellence and tax reduction goals. The result is a growing network of CPAs who are successfully reaching some 90,000 small businesses throughout the country.
Molina’s mission to save clients from overpaying their taxes led in 2009 to her founding The American Institute of Certified Tax Planners (AICTP), a company she presides over as CEO. Certified Tax Planners are a leading group of tax professionals who are specially trained in the art of long term, proactive tax planning. AICTP trains and certifies CPAs to develop special expertise in tax planning, and it provides ongoing education, information, and other resources for accountants, advisors, and small business owners. Molina and the company provide a valuable service to the small business community, because AICTP member CPAs, as proactive tax planners, are advising their business owner clients throughout the year on strategies to minimize their annual tax liability by putting tax laws to work for them. By capitalizing on the wealth of tax-saving resources in the U.S. tax code, she and they are helping small businesses pay less tax in April, and retain more revenues for growth.
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Are you at a loss right now when it comes to talking to your clients or are struggling to bring in new business?
On this episode of The Abundant Accountant Podcast, Denise Mandeau joins me to talk about three mindset shifts you need to make right now to navigate these uncertain times.
Here’s a few things we talked about:
- The difference between being fearless and being courageous
- Michele and Denise role play how to talk about “perceived reality”
- Why doing the opposite of what you normally would do can really change the conversations you're having with your clients
- How to ask better questions that will lead you to find solutions and get better results
- How to shift from contraction to expansion mode to create new opportunities and become a leader for your clients
- How you can easily start building more trust with your current and potential clients
If you want to thrive and grow even during these challenging times, this episode is for you!
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If you’re having a challenging or stressful time in your firm right now, we’re offering complimentary coaching sessions to help you through it! Visit theabundantcall.com to learn more and schedule.
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This episode was brought to you by Xero. With Xero’s cloud accounting software, small businesses and accountants can work together and collaborate anytime, anywhere. With real-time financials, bank connections, unlimited users, and online invoicing, it’s beautiful accounting software that’s powered by people.
Xero provides its 2+ million subscribers with connections to a thriving ecosystem of 800+ third-party apps and 200+ connections to banks and financial service providers. Learn more at www.xero.com.
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A person goes to a professional with a specific set of wants and needs in mind, and that is something that you, as an accountant, have to be sensitive to. To a potential client, the value of your services is not weighed by your technical know-how or resumé, but rather, they look at how you can help them get what they want and need. Michelle Weinstein is joined by business growth strategist Denise Mandeau. Mixing in a bit of roleplay, Michelle and Denise illustrate how to win a client over by appealing to the things that they want to be able to achieve. If you want to get more yeses from potential clients, don't miss this important conversation between Michelle and Denise!
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Our special guest for this bonus episode is Ron Saharyan, the Co-Founder and Managing Partner of Profit First Professionals. He has over fifteen years of experience in managing organizational growth and is sharing his recession-proof formula for connecting and communicating with your clients to help keep them at ease, be of more service, and keep your firm running.
If you're finding these times challenging and want to be prepared for anything that may come your way in the future, this episode is for you!
Here’s a few things we talked about: * The evolved communication Method that will help you serve and connect to your clients * How putting yourself in your clients shoes and empathizing can help to grow relationships * The best way to really make your clients feel heard and understood * How to ask questions to get to the heart of your customer’s vision * The difference between being opportunistic and finding new opportunities * The most important skill you can use to be of service right now * Why you should avoid giving advice in stressful times and what you can do instead
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If you’re having a challenging or stressful time in your firm right now, we’re offering complimentary coaching sessions to help you through it! Visit theabundantcall.com to learn more and schedule.
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This episode was brought to you by Xero. With Xero’s cloud accounting software, small businesses and accountants can work together and collaborate anytime, anywhere. With real-time financials, bank connections, unlimited users, and online invoicing, it’s beautiful accounting software that’s powered by people.
Xero provides its 2+ million subscribers with connections to a thriving ecosystem of 800+ third-party apps and 200+ connections to banks and financial service providers. Learn more at www.xero.com.
Important Links: * Profit First Professionals * Ron - LinkedIn * Mike Michalowicz * Profit First * Profit First Professionals * The Abundant Accountant podcast * Success Unfiltered * iTunes - The Abundant Accountant podcast * https://ProfitFirstProfessionals.com * Never Split the Difference
About Ron Saharyan Ron Saharyan is co-founder and managing partner of Profit First Professionals. Having built multiple companies in the staffing industry, Ron leads Profit First’s membership of world-class accountants, bookkeepers and business coaches who guide entrepreneurs to the highest degrees of profitability.
He has over 15 years experience in managing organizational growth, is a thought leader in business cash flow management and is a popular speaker on the topic of, you guessed it, profit.
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Many people tend to underestimate the power of owning their value in the different parts of their lives, and this holds true for value-based pricing. This is important because creating a price based on the way you perceive your value also affects the way your customers will perceive your value, so you've got to show them you're worth their investment. Denise Mandeau is a renowned business growth strategist. She sits down with Michelle Weinstein to discuss the inherent value in value-based pricing. Thinking of taking your business to the next level? This is a great step to start!
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Despite being a practical need for many, marketing your accounting firm may prove to be a difficult task. Without marketing, you don't get a lot of sales. And without sales, you don't get revenue. Today, Seth Greene joins host Michelle Weinstein to demystify the process of getting your accounting firm out there well in view of many more people. Stay tuned to this episode for more actionable tips for marketing your firm that won’t take up a lot of time OR a lot of money! This is perfect for any accountant or CPA who wants to spread awareness of their firm so they can help more people!
This episode was brought to you by Xero. With Xero’s cloud accounting software, small businesses and accountants can work together and collaborate anytime, anywhere. With real-time financials, bank connections, unlimited users, and online invoicing, it’s beautiful accounting software that’s powered by people.
Xero provides its 2+ million subscribers with connections to a thriving ecosystem of 800+ third-party apps and 200+ connections to banks and financial service providers. Learn more at www.xero.com
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In this bonus episode, we’re continuing our conversation on how to adapt your firm to not just survive but thrive during the ongoing COVID-19 crisis with special guest, Femke Hogema. Femke Hogema is an author, speaker, entrepreneur and owner of of ProfitFirst Professionals in The Netherlands. Her new book, The Profit Advisor, is available on Amazon.com. Her mission is to help accountingpreneurs become financially healthy and profitable.
Here’s what we talked about:
- The first thing you should do to set yourself apart, and what you should focus on (instead of numbers and paperwork)
- Two questions you should be asking your clients before you talk about anything else
- How to get clients out of fear and into possibility
- Why you definitively shouldn’t lower your rates right now and what you should do instead
- Tips to get your information and services online so that you can reach more people while saving yourself time and resources
Watch Femke’s video, 3 Mindset Tips for Entrepreneurs Who Want to Thrive During Corona.
If you’re feeling lost or stressed about the future of your firm right now, this episode is for you! And if you know anyone who may benefit from this episode, please share it with them.
If you’re having a challenging or stressful time in your firm right now, we’re offering complimentary coaching sessions to help you through it! Visit theabundantcall.com to learn more and schedule.
This episode was brought to you by Xero. With Xero’s cloud accounting software, small businesses and accountants can work together and collaborate anytime, anywhere. With real-time financials, bank connections, unlimited users, and online invoicing, it’s beautiful accounting software that’s powered by people.
Xero provides its 2+ million subscribers with connections to a thriving ecosystem of 800+ third-party apps and 200+ connections to banks and financial service providers. Learn more at www.xero.com.
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So many of us are facing new challenges and a lot of uncertainty right now amid the COVID-19 pandemic. In this bonus episode, sales expert Michael Fisher joins me to talk about how to transition through these uncertain times, what mindset shifts you need to make to not only survive but thrive over the next few months, and how focusing on opportunities to help others will get all of us through this together.
If you’re feeling stuck, stressed or overwhelmed in your firm right now, this episode is for you! And if you know anyone who may benefit from this episode, please share it with them.
Mike Fisher has over 30 years experience in sales, starting out selling books door to door to pay his way through school. As an experienced sales trainer and consultant, working with companies like Abbot Labs, Johnson & Johnson, Coca Cola and Quest. He lives in Tennessee with his wife and two children. In his free time he loves golfing, running, and spending time with his family.
If you’re having a challenging or stressful time in your firm right now, we’re offering complimentary coaching sessions to help you through it! Visit theabundantcall.com to learn more and schedule.
This episode was brought to you by Xero. With Xero’s cloud accounting software, small businesses and accountants can work together and collaborate anytime, anywhere. With real-time financials, bank connections, unlimited users, and online invoicing, it’s beautiful accounting software that’s powered by people.
Xero provides its 2+ million subscribers with connections to a thriving ecosystem of 800+ third-party apps and 200+ connections to banks and financial service providers. Learn more at www.xero.com
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Do you feel frustrated by having to constantly deal with those clients who are price shoppers? If so, then this episode is for you. Michelle Weinstein brings over Business Growth Strategist, Denise Mandeau, to help guide you on how to say no to clients with no budget. Familiar with the pains and difficulties this situation brings, Michelle and Denise share three tips that will help you stop wasting time on these clients and to finally get paid what you are worth, never a penny less. Tune into this great conversation to move your way up to becoming the Abundant Accountant that you know you should be.
This episode was brought to you by Xero. With Xero’s cloud accounting software, small businesses and accountants can work together and collaborate anytime, anywhere. With real-time financials, bank connections, unlimited users, and online invoicing, it’s beautiful accounting software that’s powered by people.
Xero provides its 2+ million subscribers with connections to a thriving ecosystem of 800+ third-party apps and 200+ connections to banks and financial service providers. Learn more at www.xero.com
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As an accountant, you have to aim for having clients pay you upfront to prevent any troubles in payment which might actually lose you some money in the long run. You have to know your value and train your clients to realize your worth because you offer them the best service in return. In this episode, host Michelle Weinstein shares the 10 ways you can get paid in advance for your accounting services.
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Being an accountant or starting your own firm in accounting and bookkeeping requires good marketing to set yourself apart from your competition. You have to speak to your audience about what you do, what you focus on, and what differentiates you from others who do more or less the same job. In this episode, host Michelle Weinstein interviews the Co-founder and Managing Partner of Profit First Professionals, Ron Saharyan, about how to differentiate yourself as an accountant and having the right image and strategies to be more specialized and focused.
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Work around tax season can give you as an accountant a lot of stress if you don't manage your time wisely. Time management is about putting in the right time for your top priorities through scheduled time blocking, regularly engaging in stress-relieving activities for you and your team, and sometimes by cutting down on clients. In this episode, host Michelle Weinstein asks accountant coach and Meyer Tax Consulting Founder and President, Jackie Meyer, about some tips on managing time and stress.
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Greater accountability is needed in giving away free information, free tax tips per se. Not only that you have to be 100% sure that your information is correct, but you also have to ensure that it is not hurting you and your business. Mike Meilinger, an owner of a CPA firm focused exclusively on litigation support, forensic services, divorce accounting, and business valuation, recalls how giving away tax tips and other information for free hurt his business and firm in the past. Mike shares what kind of information is safe to share with your client.
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Being an accountant does not only require the right amount of technical expertise, it also important to have certain qualities that would give you an edge in having better client relationships. These qualities are simple enough to understand yet can be vital in expanding your clientele and further improving yourself as an accountant. In this episode, Michelle Weinstein shares with us the 10 qualities that a good accountant should have.
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Figuring out how to start something and growing it is often a struggle for many solo entrepreneurs who want to move out of their current jobs and start their own business. Talking to accountants, agents, bookkeepers, and those who are doing part-time CFO, Nellie Akalp dives deep into the process of scaling your own accounting firm. As a CEO of CorpNet.com - a trusted resource for Business Incorporation, LLC Filings, and Corporate Compliance Services in all 50 states - Nellie has the wisdom to give your business that competitive advantage. She shares the things an accountant must possess to differentiate themselves from everybody else and the three ways they can scale their accounting firm without adding overhead.
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Why do clients leave their current CPA? With the birth of virtual accounting firms, several clients shift to it because they see some value, especially in the pricing comparison. Dominique Molina, the President of the American Institute of Certified Tax Coaches, reveals what's going on with all the competition and the cannibalism in the accounting industry. A firm believer that understanding the buyer’s journey is crucial, she unravels the three areas to focus on so you can protect and arm yourself from the rise of online competitors. Hit the books and learn the value of creating pricing lists and the two wow factors that will outwit competitors.
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Charging for your accounting services without apologizing is one vital thing you should be implementing when you are working honestly and ethically. Unfortunately, we see too many accounting professionals who are overworked and underpaid. Stop undercharging for your accounting services once and for all as Michelle Weinstein shares some smart pricing strategy examples and her five-step process to start collecting higher fees with confidence and getting paid your worth.
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How do you go from giving discounts to charging 5 times your old rates?
In this special bonus episode of The Abundant Accountant Podcast, we’re hearing exactly how to do it--straight from the mouth of Aleksey Kaplan, a New York based accounting-preneur, who has successfully raised the price of his most basic service from $150 to $650!
As an accountant, I know that you are frustrated and stressed trying to get the right clients through the door, maybe feel like you have no control over who you work with or how much you charge. Maybe you don’t even believe that you can get a potential client to say yes to a high-fee package.
That’s why I invited Aleksey Kaplan on the show to share his story with you. When I first met Aleksey, he had a ton of challenges that were keeping him from getting his firm where he wanted it to go. In this episode, you’ll hear how Aleksey was able to overcome his limiting beliefs and went from sticking to the status quo to being a full-blown accountingpreneur who knows his value, only works with his ideal client, and charges premium rates.
Want to take it to the next level and beyond like Aleksey?
I’m opening up a few strategy sessions to help you get your IDEAL clients coming to YOU so you can build your dream practice, work less, and still have the time and money to enjoy your family and kids. Head to theabundantcall.com now to schedule your coaching session with The Abundant Accountant team!
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Your elevator pitch is your opportunity to connect with someone. Denise Mandeau says you start building a relationship from the first 10 to 30 seconds that you meet someone and give your first impression. That's going to set the tone whether they’re going to a potential client or a potential referral source for you. Denise is a business growth strategist and co-founder of P3D Consulting. She has proven success as a business owner, financial planner and award-winning sales professional for over 35 years. Denise is passionate about teaching others to learn how to sell without being salesy! She joins us in this interview to talk about how to pitch your skills – whether you’re a CPA, an accountant, or a bookkeeper - without being too technical.
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How can a particular sales strategy transform your firm and your CPA practices if you’re not a salesperson or entrepreneur? Not all CPAs are entrepreneurs and not all "accountingrepreneurs” become successful in their field. An expert in working with many top business owners and investors with Proactive Tax, Dominique Molina fills in the basics on how you can implement sales strategies into your CPA firm. A speaker, teacher, bestselling author and mentor to a bunch of tax professionals, Dominique shares the critical ingredient that would remove the restriction in taking your account firm to the next level.
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For accountants, we often find it challenging to crack open the doors of small business to let us in to help. Sometimes, it is not what we do to encourage them, it is how we do it. Do you really know what your value is as a CPA or accountant, and can you confidently explain it to a potential client? In this episode, learn the ways you can recognize how small businesses actually need your help in three common scenarios and how you can show your value to them in a way that resonates. Increase your credibility and get more small businesses as clients as we dive in deep into bringing our value for them to see.
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Have you ever had a nightmare client? By that, we mean those people who suck the life and energy out of you that you wish you could get rid of. How do we avoid getting these types of clients in the first place? Ross Jeffries shares how you can tell good clients versus bad clients. He outlines the three ways to avoid working with PITA clients, or what we call as “pain in the ass” clients, as well as the three qualities to look out for to qualify your leads. Ross is the author of Subtle Words That Sell and has over 30 years of sales experience and has been featured in leading media outlets including BBC, CNN, and The Huffington Post. His speeches and trainings have motivated tens of thousands to discover their power to design their own results through the power of persuasion and language.
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Do you find the sales process fun, or do you find it scary?
We’re changing things up for this episode of The Abundant Accountant Podcast. Dominique Molina, Co-Founder and President of the American Institute of Certified Tax Planners is interviewing the Pitch Queen herself about how accountants can change their sales conversations to lead to higher conversions, and more abundant clients.
Our guest today is the Co-Founder and President of the American Institute of Certified Tax Planners. She is a best-selling author and a frequent television guest and media expert on tax issues. She has previously been named as one of the “Top 40 Under 40 Most Influential Accounting Professionals” by CPA Practice Advisor Magazine. However, she will not reveal to us today if she is still under 40.
Sales conversations can be scary and intimidating - so much depends on them! But once you’ve moved past the stage in your business where your ideal client is anyone who has a heartbeat and breathes, you can really have fun with it - and find out just how much these sales conversations can change your business.
After you find that balance between being detached and being desperate, and can focus on your clients and serving their needs, you’ll love showing them just how you can serve them and save them money and keep their goals at the forefront.
Learning to listen, and finding ways to incorporate these tricks will help all seasoned sales professionals and beginners alike - these are The Pitch Queen’s techniques that are even used today!
In this episode of The Abundant Accountant Podcast, The Pitch Queen shares all her juicy tips and tricks with Dominique Molina about how to have successful sales conversations. Once you can master those little tricks, you’ll see what a big impact they can have on your firm!
This episode is sponsored by Terra Optima. Terra Optima provides tax efficient real estate strategies for small to mid-size accounting firms and have become a proven resource to help grow the high net worth client base for firms all over the country. They possess a wealth of resources in the conservation space, as well as tools to add to your success in assembling and presenting tax plans attractive to your clients. Whether it's to manage a personal land conservation project for your client, or to participate in a "best in class" real estate project that could have a conservation outcome, make them a part of your resource team today. Learn more at www.Terra-Optima.com
Here are a few key secrets we talked about in this episode:
- Dominique Molina introduces Michelle, the Pitch Queen, and her business.
- Every time you talk to a client, it’s a sales conversation!
- The more powerful your sales conversation is, the more people you will be able to help.
- A sales conversation can be powerful because it helps educate people. People don’t know what they don’t know: you help them move past their own blocks to help them know what is good for them.
- When you care about a client, that impacts your attitude and you’ll be able to serve them effectively.
- Bring your full self and full ability to serve in every sales conversation.
- Listen to your clients! Keep your gallon of water, your green juice, or your coffee pot close! Take a good sized gulp all throughout the meeting - when you’re gulping, you aren’t talking!
- Use the 80/20 rule: you should be listening 80% of the time, and talking 20% of the time.
- Take notes while you’re meeting with clients - don’t be intimidated; tell them that you’re making sure to note what is important to them.
- Those notes will help you know what is important to your clients; the words that they say, and their goals.
- These notes will help you connect them with the meaning of future actions: “We’re going to do A, B, and C so that you can accomplish these goals…”
- Make an agenda for client meetings, so that they can relax and listen, and not be waiting for your pitch.
- Remember, your client meetings are interviews to see if YOU want to work with them - you get to flip the script!
- The mindset you bring to client meetings is important. Don’t schedule meetings around major deadlines (e.g., during tax season, around March 15th, or April 15th, or when you’re under a lot of pressure). Your mood will impact that new client relationship.
- When meeting with a client, most of the time, you sit across from each other. Imagine yourself sitting next to them, go through the experience with them! Put yourself in their shoes, and empathize with them.
- Keep it real! Clients can sense anything that’s fake - even if it’s a white lie, like “I understand this can be shocking….” if you don’t truly empathize, don’t say that you do.
- If you come across as deceptive in any way, it unravels the trust that you have with your client.
- When you develop this skill to have good client sales meetings, it will change your business!
Learn More & Connect With Me Here!
- Read The Abundant Accountant Blog
- Certified Tax Coach website
- Dominique’s Facebook page
- Join us on Facebook
- Follow Michelle on LinkedIn
To share your thoughts:
- Email The Pitch Queen @ hello@thepitchqueen.com
- Share The Abundant Accountant Podcast on Twitter, Facebook, Instagram, & LinkedIn
To help the show out:
- Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one.
- Subscribe to the show on iTunes.
If you are an accounting professional who worries about where your next client may come from, or even struggling with inconsistent cash flow not during tax season then head over to 5stepstoabundance.com to get my simple 5-step process accountants use to go from “waiting around for the busy season” to closing high-level clients who are happy to pay the fees you deserve and who actually appreciate the work you do for them!
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When you started your own accounting firm, did you know that you were signing up to be in sales?
Most accountants who start their own firms are shocked when they realize that they are now in a 24/7 sales job. Every conversation that they have with a client is a sales conversation, believe it or not!
So how can you get better at those sales conversations? How can you turn those conversations into business opportunities that save your clients thousands of dollars, and bring abundant revenue into your firm?
The solution for many accountants is hiring a sales strategist.
However, it’s easy to hesitate:
- Is it worth the time/money investment?
- Do I really NEED a sales strategist?
- How do I choose a sales strategist?
These are all great questions, that I am here to answer!
It’s important to remember that no matter how good you are at the numbers, most of your clients won’t buy based on the spreadsheets - they buy from an emotional perspective.
In this episode of The Abundant Accountant podcast, The Pitch Queen breaks down the value of a sales strategist, how they can help explode your business, and how to choose the right sales strategist.
If your sales have been in a slump, or you’ve taken a month off because you haven’t had any business, you’ll want to tune in to this week’s episode of the Abundant Accountant podcast!
This episode is sponsored by Terra Optima. Terra Optima provides tax efficient real estate strategies for small to mid-size accounting firms and have become a proven resource to help grow the high net worth client base for firms all over the country. They possess a wealth of resources in the conservation space, as well as tools to add to your success in assembling and presenting tax plans attractive to your clients. Whether it's to manage a personal land conservation project for your client, or to participate in a "best in class" real estate project that could have a conservation outcome, make them a part of your resource team today. Learn more at www.Terra-Optima.com
Here are a few key secrets we talked about in this episode:
- The Pitch Queen, Michelle, introduces herself and shares about her business.
- I invested in myself and went to a big digital marketing conference. One of the biggest takeaways for me is that you want to be the thermostat in your firm, not the thermometer. You want to set how hot you want your firm to be!
- Invest in yourself! That allows you to set the thermostat MUCH better!
- When you started your firm, did you create a JOB for yourself?
- Although data and numbers are great, it’s sometimes not enough to enroll new clients.
- Not everyone buys from a spreadsheet - people buy from emotion.
- A sales strategist helps you focus on new skills, knowledge, and strategies.
- “If I am not my best self, how can I serve YOU? If I am not learning and growing, how can I help you?” ~ The Pitch Queen
- You go to learn technical knowledge, you do continuing education credits. You need these skills and knowledge to help your client at a greater level! If you can’t get them to come and work with you, the technical knowledge doesn’t help!
- “The best MBA is the one you figure out on your own.” ~ The Pitch Queen
- In order to serve, you have to see your weaknesses. It’s not the most fun, but it’s the biggest way to grow and get past fears blocking you.
- No one knows everything. You should strive to learn one new thing every day.
- If you are the best tax planner out there, then how can you learn a new thing every day in an area you are NOT great in? Choose sales, client relationship, or followup.
- No matter how good you are, you can always become better.
- Do you want a thousand clients at $10 each, or do you want a few clients at maybe $1000 or $10,000 each?
- Working with a coach will help you learn new methods and get the best outcome for your firm and your clients.
- You forget that you signed up for sales - but every time a client calls you, it’s a sales conversation.
- Consider - how many missed opportunities have you had in the past 6-12 months by not working on yourself? Not having time to seek out anyone or work on yourself is not the best way to set yourself up for success.
- You don’t want to be complacent - not working on yourself is the first step to a failed business.
Learn More & Connect With Me Here!
- Read The Abundant Accountant Blog
- Join us on Facebook
- Follow Michelle on LinkedIn
To share your thoughts:
- Email The Pitch Queen @ hello@thepitchqueen.com
- Share The Abundant Accountant Podcast on Twitter, Facebook, Instagram, & LinkedIn
To help the show out:
- Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one.
- Subscribe to the show on iTunes.
Do You want to MAKE MORE MONEY and WORK FEWER HOURS?
Join me so you can unlock the secrets to growing a profitable accounting firm with less stress by joining our upcoming Abundant Accountants Masterclass!
You will learn:
- The easiest ways to sift through clients and get to the RIGHT ones!
- Proven tactics to actually get paid instead of giving away FREE advice!
- How to stop competing on price FOREVER!
Join our Abundant Accountants Masterclass today over at theabundantaccountant.com.
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Have you ever connected with a potential client, and thought that they were going to enroll in your services, and when the time came to commit, they chose someone else?
There’s a fine line between making the perfect connection, and talking too much and losing the sale.
It’s happened to me many times: I felt a connection with a client, and thought they felt a connection with me. Then, it happened. I talked too much, and lost the sale.
It even happened to me last month! A client asked me a question, and I got excited answering it, and started talking about myself too much.
No matter what specific services you’re offering, you’ve got to learn to read the cues that your client is giving you to tell you if they are ready to buy or not.
Once you learn to read those cues, and master the art of being quiet and listening to your client, you’ll find yourself closing an abundance of new sales and bringing in new clients.
If you’re struggling with talking too much, and overselling your clients, then this week’s episode of The Abundant Accountant Podcast is a MUST listen!
Enjoy, and thank you for listening and tuning into The Abundant Accountant Podcast!
To share your thoughts:
- Email The Pitch Queen @ hello@thepitchqueen.com
- Share The Abundant Accountant Podcast on Twitter, Facebook, Instagram, & LinkedIn
To help the show out:
- Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one.
- Subscribe to the show on iTunes.
Here are a few key secrets we talked about in this episode:
- Michelle introduces herself and the topic of today’s episode: not overselling your clients.
- We hear this all the time: people who thought that a client was going to enroll with them, and then they lost the sale! You think you have a connection, but it got lost somewhere along the way.
- The question you need to determine is how do you draw the line, and when do you stop talking to close the sale?
- 90 percent of selling is conviction and only 10 percent is persuasion.
- If you already have the right solution for your client, it's really easy to influence a positive outcome of the sales conversation.
- People want to know that they are working with the best!
- “When you're confident in what you offer, and you're confident in your fees, and you're confident in your services, and you're confident in the results you can deliver, that confident acts as an influence to your prospects sitting in front of you.”
- Don’t forget that confident doesn’t mean cocky.
- Certainty will lead to influence.
- Whoever talks the least asks the best questions and is the real winner.
- When your client talks a lot, that is a good sign!
- The person in front of you is the person you're here to help and serve.
- Prepare ahead so you can understand where you are leading people in your sales conversations.
- If you’re talking too much, you’re not listening to what your client’s needs are.
- When you’re not talking, your client is telling you key information about themselves that you need to know!
- If a client tells you they are ready to work with you, stop selling and ask for the sale! Learn to listen for those cues so you’re not overselling your clients and know when to ask them to work with you so you can close the deal.
- There are multiple ways you can force yourself to stop talking: count to ten, take a drink of coffee, or ask clarifying questions.
- If they ask “how can we get started,” that is your cue! Stop talking and ask them which form of payment will work best, Visa or Mastercard?
- Don’t be hesitant to ask for payment.
- Having a sales process in place helps you to not give away your time for free.
Learn More & Connect With Me Here!
- Read The Abundant Accountant Blog
- Join us on Facebook
- Follow Michelle on LinkedIn
P.S. Do You want to MAKE MORE MONEY, WORK FEWER HOURS?
Join me so you can unlock the secrets to growing a profitable accounting firm with less stress by joining our upcoming Abundant Accountants Masterclass!
You will learn:
- The easiest ways to sift through clients and get to the RIGHT ones!
- Proven tactics to actually get paid instead of giving away FREE advice!
- How to stop competing on price FOREVER!
Join our Abundant Accountants Masterclass today!
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- theabundantaccountant.com
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021 | The 4 Best Ways to Attract High Net Worth Clients for Your Accounting Firm
Have you ever had a client balk at your pricing? That leaves you wondering how you can find clients that are ready to pay you for the incredible value that you have to provide for them?
Dominique Molina is the Founder and President of the American Institute of Certified Tax Planners. She is a best-selling author and a frequent television guest and media expert on tax issues. She has previously been named as one of the “Top 40 Under 40 Most Influential Accounting Professionals” by CPA Practice Advisor Magazine.
When you have high net worth clients, you can have fewer clients, but make more money! That sounds like a dream come true, doesn’t it?
We’re here to tell you that it is possible!
Making sure that you are working with high net worth clients allows you to provide incredible value to fewer clients. This means that you can work fewer hours, and make more money!
But did you know that your actions can repel these high net worth clients?
Here are 3 behaviors that can drive them away:
- You don’t have a high-value offer that sets you apart from other accountants
- You haven’t identified the market you’re going after
- You don’t know how those high net worth clients make buying decisions
Never fear, though! These behaviors can be turned around so that you attract an abundance of the right kind of clients!
In this episode of The Abundant Accountant Podcast, The Pitch Queen along with Dominique Molina talk about three things you may be doing in your business that repel high net worth clients, and four things that you can do to attract them to your business.
Enjoy, and thank you for listening and tuning into The Abundant Accountant Podcast!
To share your thoughts:
- Email The Pitch Queen @ hello@thepitchqueen.com
- Share The Abundant Accountant Podcast on Twitter, Facebook, Instagram, & LinkedIn
To help the show out:
- Please leave an honest written review on iTunes. Your ratings and reviews really help and I read each one.
- Subscribe to the show on iTunes.
Be sure to join us on August 15, 2019 for our next amazing episode!
Over the last 18 months, I’ve been perfecting something called the Selling Without Ever Selling System. Up until now only my high-end clients have had access to this information. But I’m so excited about this that I’m offering you a free coaching session so I can share this information with you too.
This system is all about getting your IDEAL clients coming to YOU and finally getting paid what you’re worth so you can build your dream practice and still have the time and money to enjoy your family and kids. If you’re tired of waiting around for business, relying on busy seasons, or guessing at what works, this free coaching session is for YOU.
Learn more at theabundantcall.com.
Here are a few key secrets we talked about in this episode:
- Michelle Introduces Dominique Molina and her business.
- Dominique shares that she currently only serves 26 clients, but that they are all high net worth clients! Her business strategy helps her attract the type of clients that she wants!
- Everyone wants high net worth clients, but there is an art to attracting them! So many accountants and CPAs don’t realize it, but their behavior may be repelling the clients that they desperately want to attract.
- Dominique shares three ways that you may be repelling these clients, and four ways to attract high net worth clients.
- Repellant #1: You don’t offer a high enough value service.
- What sets you apart from every other accountant/bookkeeper/CPA out there? If you don’t have a high-value offer, you don’t have something to pull them in!
- Value is about the end results; what someone is getting from you!
- Repellant #2: You don’t have your ideal market identified.
- Most accountants start their own firm, and their ideal client is anyone with a heartbeat and is breathing! However, that changes when you realize that you want to define your income and hours.
- Knowing what kind of person you want to serve helps you to sell effectively to them.
- If you want high net worth clients, you have to KNOW them, so that you can identify them when you see them.
- Don’t know your ideal client? Reverse engineer them! Get to know everything about them.
- Repellant #3: you don’t know how your ideal client makes buying decisions.
- If you’re selling a $25,000 services package, a $25 off coupon will not appeal to these high net worth clients. These high net worth clients rely on relationships, so that they can get to know and trust the value that you have to offer. Once you understand how they purchase, you can lead with that value.
- There are four things that you can do to attract these high net worth clients.
- Attraction #1: have a high-value offering. If you serve a specific niche and save them 6 figures in taxes each year, that is a high-value offer that sets you apart from all other accountants.
- Attraction #2: know your ideal market.
- Attraction #3: know how your ideal client makes purchasing decisions, and adjust accordingly.
- Make sure that your words match what you’re portraying: if you’re bringing a high-value proposition to your client, they will research you, so don’t have a $25 coupon on your site to entice the low-level client.
- Attraction #4: Know where your ideal clients are; what conferences they attend, what their needs are. Once you know them, and know who they are and how to reach them, you can serve them effectively.
- Should I give away advice for free? NO! You do not have to give away your work for free.
- Many accountants give a free consultation and offer incredible value during that consult to “prove” their worth. You do not have to give away knowledge for free. Ask smart questions that prove your worth, and charge for a follow-up strategy session.
- Don’t be alone; don’t be a lone wolf. Find someone who markets to the same type of client, and win together!
Learn More & Connect With Me Here!
- Read The Abundant Accountant Blog
- Certified Tax Coach website
- Dominique’s Facebook page
- Join us on Facebook
- Follow Michelle on LinkedIn
P.S. Over the last 18 months, I’ve been perfecting something called the Selling Without Ever Selling System. Up until now only my high-end clients have had access to this information. But I’m so excited about this that I’m offering you a free coaching session so I can share this information with you too.
This system is all about getting your IDEAL clients coming to YOU and finally getting paid what you’re worth so you can build your dream practice and still have the time and money to enjoy your family and kids. If you’re tired of waiting around for business, relying on busy seasons, or guessing at what works, this free coaching session is for YOU.
Learn more at theabundantcall.com.
Love the show? Subscribe, rate, review, and share!
- Here’s How »
Join the Abundant Accountant Community today:
- theabundantaccountant.com
- YouTube
How to Charge Clients in Advance before Providing Services | Episode 20
Do your clients pay upfront, or do they pay after you’ve done the work?
Charging your clients in full before you do any of the work can help your firm be a more efficient and effective for your business.
When I was talking to one of my recent accounting students, I was shocked to find out that he had more than $60,000 in accounts receivable! He found himself spending so much time chasing down clients for payment, when he could have been serving them and increasing his value in the services he was providing.
If you’re charging after you complete the work for a client, I’d encourage you to consider changing to require payment in full before any work has even begun.
It can be a tricky transition, but you can take baby steps towards dwindling down your receivables to zero When I worked with my last company, FITzee Foods, I had a brick and mortar location, and when we were working with the contractors, I had to pay 50% before the plans would be taken to the city for approval, and I had to pay the other 50% before the construction would begin.
Following a 50/50 system can baby step your clients into paying in full before the work starts, and you’ll ultimately be able to spend more time serving your clients and getting them better results vs chasing them down after sending invoices out!
If you’re tired of chasing clients down for payment, then this week’s episode of The Abundant Accountant Podcast is a MUST listen!
Enjoy, and thank you for listening and tuning into The Abundant Accountant Podcast!
To share your thoughts:
- Email The Pitch Queen @ hello@thepitchqueen.com
- Share The Abundant Accountant Podcast on Facebook, & LinkedIn
To help the show out:
- Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one.
- Subscribe to the show on iTunes.
Be sure to join us on August 1st for our next amazing episode!
Do You want to MAKE MORE MONEY, WORK FEWER HOURS?
Join me so you can unlock the secrets to growing a profitable accounting firm with less stress by joining our upcoming Abundant Accountants Masterclass!
You will learn:
- The easiest ways to sift through clients and get to the RIGHT ones!
- Proven tactics to actually get paid instead of giving away FREE advice!
- How to stop competing on price FOREVER!
Join our Abundant Accountants Masterclass today over at theabundantaccountant.com.
Here are a few key secrets we talked about in this episode:
- Michelle introduces herself, and the topic of today’s episode: requiring payment upfront from clients.
- Many accounting firm owners find themselves chasing down clients for payment, often for work completed as far as nine months previous. This doesn’t serve accountants, nor does it help them serve their clients at the highest level!
- I get asked a lot about how to start charging upfront for services instead of after the service is done.
- It may not be the most common practice for a CPA or accountant to charge up front for services, but there’s no reason why you can’t incorporate this into your firm right away.
- You can request payment ahead of time for a long-term project, or with a brand new client for even just compliance work or services rendered monthly.
- Michelle shares a story of a student that had more than $60,000 in accounts receivable. That’s crazy; you don’t have time for that and this can get down to zero quick.
- If you think about how much time you spend chasing down payments from work you have already completed, that is time that you could be delivering value to your other clients instead.
- Getting payment upfront not only can increase your revenue, but it can get cash flow going in the positive flow, and make you appear more professional and trustworthy.
- Think about courses, similar to a leadership training I just took. I had to pay in advance before I started any of the training!
- Also, think about a general contractor: with my old business, I had a retail store. When we were doing the store build out, I had to pay 50% of the fees upfront before they even took the blueprints to the city for approvals. I had to pay the other 50% of the fees before anything was even started for the build out!
- If you think that your clients will hesitate at paying upfront, you can start with a 50/50 system: require the first % of the payment upfront, and then before you deliver the tax returns or the final tax plan, require the other 50% to be paid in full prior to delivery of any work.
- Take baby steps towards charging in full upfront!
- Before I personally work with any clients, they pay in full, in advance before any work or classes begin.
- Having clients pay in advance ensures that you have cash flow and money in the bank. When it comes time to pay your employees, or the rent, you know where the money is and don’t have to chase it down.
- For monthly work, you can bill up front. For example,Bill on the 1st of the month for the full month of service: that can also help cover any expenses for you, like software, etc..
- Charging upfront helps eliminate cash flow problems in your business.
- Remember, this is The Abundant Accountant Podcast, so if you want to live that life of abundance, you have to do the work to establish a firm of abundance.
- When you charge upfront, you do elevate your value, and set yourself apart from other firms.
- One of my students runs an efficient firm, and actually has set up ACH debits for his clients, so they are billed automatically on the 1st of every month prior to the services being performed.
- Charging upfront builds trust, as you are making the process smooth and easy, so that you can spend the maximum time possible with serving your clients.
- Having a money-back guarantee will also help ease the minds of hesitant clients.
- Making the change to getting paid upfront can be hard, but framing it as a way to provide even better client service will help your clients see and embrace the benefit.
- For a monthly retainer, I do not personally recommend the 50/50 approach we talked about earlier. Monthly retainers should be collected 100% upfront
- This can be a big shift in your firm, and it will help make it more efficient!
Learn More & Connect With Me Here!
- Read The Abundant Accountant Blog
- Join us on Facebook
- Follow Michelle on LinkedIn
P.S. Do You want to MAKE MORE MONEY, WORK FEWER HOURS?
Join me so you can unlock the secrets to growing a profitable accounting firm with less stress by joining our upcoming Abundant Accountants Masterclass!
You will learn:
- The easiest ways to sift through clients and get to the RIGHT ones!
- Proven tactics to actually get paid instead of giving away FREE advice!
- How to stop competing on price FOREVER!
Join our Abundant Accountants Masterclass today over at theabundantaccountant.com.
How to Handle a Sales Follow Up With New Leads Without Being Annoying
Do you ever wonder if you’re being annoying to your new leads?
This is a struggle that holds many accountants back from following up, and ultimately hurts their clients and hurts their business!
Most clients require up to five follow-ups before they bring in more revenue to your firm by enrolling with you. However, most accountants don’t even follow up once! That is money left on the table, but more importantly, that is the value that you have missed out on.
Instead of spending your time worrying about being annoying to your clients, you can change your focus. Focus on:
- Getting to know your clients on a more personal level.
- Serving them by putting them on a follow-up schedule based on their business and the needs of your prospects.
- Keeping yourself on the top of their mind so that when they need someone, you’re the one they call!
If you don’t follow up, they’re going to need help eventually. If you haven't followed up, odds are that you won’t be on the top of their mind. You want to be the one that they call first and proper sales follow up will help you achieve this.
In this episode of The Abundant Accountant podcast, The Pitch Queen, along with with Denise Mandeau talk about follow up, and how you can strategically follow up with your leads to help make yourself stand out from any other accountant.
If you know that you can serve your clients more effectively, and you are certain that you’re leaving money on the table, you’ll want to tune in to this week’s episode of The Abundant Accountant podcast!
Enjoy, and thank you for listening and tuning into The Abundant Accountant Podcast!
To share your thoughts:
- Email The Pitch Queen @ hello@thepitchqueen.com
- Share The Abundant Accountant Podcast on Twitter, Facebook, & LinkedIn
To help the show out:
- Please leave an honest & detailed review on iTunes. Your ratings and reviews really help and I read each one.
- Subscribe to the show on iTunes.
Be sure to join us on July 15th for our next amazing episode!
Do You want to MAKE MORE MONEY, WORK FEWER HOURS?
Join me so you can unlock the secrets to growing a profitable accounting firm with less stress by joining our upcoming Abundant Accountants Masterclass
You will learn:
- The easiest ways to sift through clients and get to the RIGHT ones!
- Proven tactics to actually get paid instead of giving away FREE advice!
- How to stop competing on price FOREVER!
Join our Abundant Accountants Masterclass today over at theabundantaccountant.com.
Here are a few key secrets we talked about in this episode:
- The Pitch Queen, Michelle, introduces herself and Denise and shares about her business.
- Follow up - how can you do that without being annoying?
- Did you know that 80% of sales might require 5 follow-ups?
- “People are so afraid to reach out and talk to people, but the truth is, nobody follows up! People actually like it when you reach out to them and show you care.”
- The fortune is in the follow-up, and is where a lot of revenue can be generated!
- Not one accounting professional that we’ve worked with has done any follow-up. This means there is a lot of opportunity to rise above the rest in this area!
- Follow up helps you grow a deeper relationship and build rapport with clients.
- Follow up helps you stay top of mind for your client’s and prospects. Sometimes timing is off when you first meet, and there’s always something that happens - if you’re top of mind, they’re going to think of you first and you’ll gain the business.
- New leads are much more expensive than following up with current clients!
- Make your follow up communication have significance: “I’m just checking up on you” has no meaning. Make it specific to your last communication you had with them.
- There was one client who wasn’t ready to enroll with Denise, and Denise continued to follow up with him. About 4 months after their initial meeting, something came up that she thought would be of interest to him, and she invited him to the event. He then signed up for a $10,000 engagement! The fortune is in the follow up!
- If you are working with someone who is not ready to engage with you right now, or today, anytime you’re in a meeting or on a call with a client, schedule a follow up within 12-24 hours right then. Never wait! Schedule the follow up immediately.
- Remove the back and forth - you don't have to email or call them again, schedule it right then and there.
- People appreciate that you take action and book things immediately!
- Schedule a check-in in one month if they aren’t a good fit now. If you feel like they will be a good fit for your firm, once a month is a great goal for follow up.
- I recommend sending a thank you email to your potential client, thank them for their time, and mention “I look forward to talking to you on [future date], etc…”
- When I’m sending the thank you, I will also do a little recap of our conversation, sharing “This is what I heard was important to you, etc…”
- It shows that you were listening and helps you remember what you spoke about in a later meeting - also, paste that email in the calendar appointment notes so you can see and know exactly what you spoke about previously.
- Send off-topic emails to your clients! Send something fun that is related to your client’s interests. It’s really the thought that counts, and that is what people remember.
- If you follow up, you differentiate yourself! If you can’t do it every month, do it every other month!
- Accountants tend to like to send stuff about tax laws - your clients might not really care! Send them something personal. If you don’t know anything about them personally, take them for coffee and learn more about them as a human being! What is their passion and what do they love to do?
- Focus on value. Reflect back to them what is important to them. Let them know you heard them, you care about what is important to them, and that will make you stand out!
- Keep building rapport! Every time we reach out and follow up, it builds that relationship even more!
- Follow up in a genuine activity that sets you apart, and will keep you at the top of your potential client’s mind.
- Michelle and Denise challenge you to incorporate 30 minutes to an hour of follow up into their schedule each week, and see how it impacts your firm!
Learn More & Connect With Me Here!
- Read The Abundant Accountant Blog
- Join us on Facebook
- Follow Michelle on LinkedIn
P.S. Do You want to MAKE MORE MONEY, WORK FEWER HOURS?
Join me so you can unlock the secrets to growing a profitable accounting firm with less stress by joining our upcoming Abundant Accountants Masterclass!
You will learn:
- The easiest ways to sift through clients and get to the RIGHT ones!
- Proven tactics to actually get paid instead of giving away FREE advice!
- How to stop competing on price FOREVER!
Join our Abundant Accountants Masterclass today over at theabundantaccountant.com
Love the show? Subscribe, rate, review, and share!
- Here’s How »
Join the Abundant Accountant Community today:
- theabundantaccountant.com
- YouTube
Would you believe that one of the most common questions I get from accountants is about how to price their services?
Our guest today is the Co-Founder and President of the American Institute of Certified Tax Planners, Dominique Molina. She is a best-selling author and a frequent television guest and media expert on tax issues. She has previously been named as one of the “Top 40 Under 40 Most Influential Accounting Professionals” by CPA Practice Advisor Magazine.
Your pricing strategy will determine so much about your business - the profits you make, the clients you work with, the number of hours you work.
But so many accountants don’t fully understand all of their options.
There are five basic ways to price your services:
- Hourly pricing
- Flat Free pricing
- Retainer pricing
- FREE or market value pricing
- Value pricing
Before you decide on one, take time to get to know the pros and cons of each of these. You may be surprised by how such a simple choice can impact everything about your business, and lead you to an abundance of clients!
In this episode of The Abundant Accountant podcast, The Pitch Queen along with Dominique Molina discuss five major pricing strategies and show how each of them impacts your business. By choosing the best pricing structure for you, you can prepare yourself for an abundance of clients!
Enjoy, and thank you for listening and tuning into The Abundant Accountant Podcast!
To share your thoughts:
- Email The Pitch Queen @ hello@thepitchqueen.com
- Share The Abundant Accountant Podcast on Twitter, Facebook, Instagram, & LinkedIn
To help the show out:
- Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one.
- Subscribe to the show on iTunes.
Do You want to MAKE MORE MONEY, WORK LESS HOURS?
Join me so you can unlock the secrets to growing a profitable accounting firm with less stress by joining our upcoming Abundant Accountants Masterclass!
You will learn:
- The easiest ways to sift through clients and get to the RIGHT ones!
- Proven tactics to actually get paid instead of giving away FREE advice!
- How to stop competing on price FOREVER!
Join our Abundant Accountants Masterclass today over at theabundantaccountant.com.
Here are a few key secrets we talked about in this episode:
- Michelle Introduces Dominique Molina and her business.
- Your pricing strategy is one of the most important decisions that you will make about your business, and will impact everything!
- The pricing model that you choose reveals what is important to you.
- There are 5 basic pricing models: hourly, flat-rate, retainer, free or market value, and value-based pricing.
- What are you being paid for? Your time, your expertise?
- In hourly pricing, you are being paid for your TIME.
- Time is limited - we only get 24 hours per day - once it’s gone, it’s GONE!
- Our industry is so unique it is hard to do one thing for multiple clients - most of the work is so unique it cannot be replicated.
- Hourly pricing is harder to leverage.
- Flat fee pricing covers a task from start to completion but is often estimated based on the amount of time that it takes to do the project.
- Another option is retainer pricing, but again, what is the cost based off of? Most accountants will base it off their TIME rates.
- Some people use a FREE pricing strategy, and use that to convert free clients to paying clients.
- Market value is when accountants and tax professionals charge what the market will handle by looking at what peers and colleagues are charging.
- Value can be defined as the maximum amount that a customer will pay for anything.
- Customers don’t always care about the nitty-gritty or the hard work that goes into getting them the end result - they care about the RESULTS that you bring them.
- Value-based pricing is based off those results and outcomes!
- Value-based pricing asks if you helped your client achieve their goals. If so, get a piece of those results as your fee!
- You have to know what is special about what you have to offer when you charge value-based pricing. You have to provide opportunities and skills that no one else can.
- Keep your client front and center!
Learn More & Connect With Me Here!
- Read The Abundant Accountant Blog
- Certified Tax Coach website
- Dominique’s Facebook page
- Join us on Facebook
- Follow Michelle on LinkedIn
P.S. Do You want to MAKE MORE MONEY, WORK FEWER HOURS?
Join me so you can unlock the secrets to growing a profitable accounting firm with less stress by joining our upcoming Abundant Accountants Masterclass!
You will learn:
- The easiest ways to sift through clients and get to the RIGHT ones!
- Proven tactics to actually get paid instead of giving away FREE advice!
- How to stop competing on price FOREVER!
Join our Abundant Accountants Masterclass today over at theabundantaccountant.com.
Are you taking on every single accounting prospect that walks through the door? Do you ever consider whether they’ll enhance your business or not?
It’s time to step into the abundant life you’re working so hard for, it’s time to start turning down unqualified clients.
I know this probably feels pretty scary.
Having valuable income from clients is necessary, but what if I told you if you removed all of your less than ideal clients from your client roster, you’d be opening yourself up to bigger and better accounting opportunities?
In this episode, I’m sharing the 3 steps accounting professionals can use to turn down any unqualified client that comes their way. Plus, I’m sharing some BONUS tips that are sure to help increase your abundance, if you start taking action now!
If you’re ready to start opening yourself to new and exciting opportunities by turning unqualified clients, then this episode of The Abundant Accountant Podcast is a MUST LISTEN!
Enjoy, and thank you for listening and tuning into The Abundant Accountant Podcast!
To share your thoughts:
- Email The Pitch Queen @ hello@thepitchqueen.com
- Ask a question over at www.ThePitchQueen.com
- Share The Abundant Accountant Podcast on Twitter, Facebook, Instagram, & LinkedIn
To help the show out:
- Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one.
- Subscribe to the show on iTunes.
Special thanks to all of my listeners! Be sure to join us for our next new episode!
P.S. Over the last 18 months, I’ve been perfecting something called the Selling Without Ever Selling System. Up until now only my high-end clients have had access to this information. But I’m so excited about this that I’m offering you a free coaching session so I can share this information with you too.
This system is all about getting your IDEAL clients coming to YOU and finally getting paid what you’re worth so you can build your dream practice and still have the time and money to enjoy your family and kids.
If you’re tired of waiting around for business, relying on busy seasons, or guessing at what works, this free coaching session is for YOU.
Learn more at theabundantcall.com.
Here are a few key secrets we talked about in this episode:
- Michelle introduces this episode’s topic.
- Telling clients who are less than ideal NO, will increase your value and your worth.
- The first step is knowing when to say NO to a client. Michelle shares how you know, in this episode.
- Luke, a CPA that Michelle has worked with has very specific stipulations for when he’s going to take a client on, if the client isn’t willing to meet those stipulations, Luke will happily refer them to someone who is a better fit.
- No more discounts! If a client keeps asking for a discount, it’s time to turn them away. They will NOT be an ideal client.
- Another reason it would be good to turn away a client is if you’ve already overcommitted yourself. Take a step back before you can’t deliver on what you’ve promised.
- Michelle shares an example from one of her clients who was working with a truck driver that wanted to save money on taxes but wasn’t doing the work needed to save the money. Tune in to hear the story!
- When it comes to saying NO, there’s a graceful way of doing it.
- If you’re letting a client know that you NO longer want to work with them, be transparent. Explain why they’re not a good fit.
- After telling a client NO, you must stick to your word, you cannot change your mind.
- Remember, that you never ever want to burn a bridge. There are times when some clients will come back down the road, and then be an ideal client. You don’t want to ruin that opportunity.
- The next step is knowing WHY you’re saying NO. It doesn’t do you or your client favors to keep them on if they aren’t an ideal client for you.
- Saying NO to opportunities that aren’t the perfect fit will open up space for opportunities that are perfect.
- Telling a client NO is a great way to save yourself from working with P.I.T.A. client.
- Just as much as a prospect thinking about IF they want to hire you, YOU need to decide IF you want to work with THEM.
- When telling a prospect NO, be sure to decline with gratitude. To learn what this means, you must listen to this episode!
- The final tip that Michelle shares is to ensure that you position yourself as an expert. The potential client sitting in front of you doesn’t know as much as you do about accounting. Own that expert status.
Learn More & Connect With Me Here!
- Read The Abundant Accountant Blog
- Join us on Facebook
- Follow Michelle on LinkedIn
P.S. Over the last 18 months, I’ve been perfecting something called the Selling Without Ever Selling System. Up until now only my high-end clients have had access to this information. But I’m so excited about this that I’m offering you a free coaching session so I can share this information with you too.
This system is all about getting your IDEAL clients coming to YOU and finally getting paid what you’re worth so you can build your dream practice and still have the time and money to enjoy your family and kids.
If you’re tired of waiting around for business, relying on busy seasons, or guessing at what works, this free coaching session is for YOU.
Learn more at theabundantcall.com.
016 | How to Drum Up Ideal Clients for Accountants
Do you ever feel that you wake up every day and think you would be further ahead by now with your firm and only working with clients that you love to work with?
Finding clients can be tough - or does it have to be? Sometimes it feels like dating; you’re searching for that perfect match.
By defining what you’re looking for in a client - often by finding your niche and developing an area of expertise, you can find an abundance of new clients.
Once you’ve figured out the type of client you want to have in your firm in abundance, you’ll be able to bring in your marketing tactics so that you attract them all into your firm. You’ll know exactly what you need to do to bring them into your firm.
You’ll learn how you can market yourself in such a way that your ideal clients COME TO YOU - in abundance!
In this episode of The Abundant Accountant Podcast, The Pitch Queen along with Hugh Duffy explains how he helps accounting firms niche and posture themselves as industry experts, and how they’ve attracted a tremendous amount of clients.
Enjoy, and thank you for listening and tuning into The Abundant Accountant Podcast!
To share your thoughts:
- Email The Pitch Queen @ hello@thepitchqueen.com
- Share The Abundant Accountant Podcast on Twitter, Facebook, Instagram, & LinkedIn
To help the show out:
- Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one.
- Subscribe to the show on iTunes.
Be sure to join us on May 30th for our next amazing episode!
Do You want to MAKE MORE MONEY, WORK LESS HOURS?
Join me so you can unlock the secrets to growing a profitable accounting firm with less stress by joining our upcoming Abundant Accountants Masterclass!
You will learn:
- The easiest ways to sift through clients and get to the RIGHT ones!
- Proven tactics to actually get paid instead of giving away FREE advice!
- How to stop competing on price FOREVER!
Join our Abundant Accountants Masterclass today over at theabundantaccountant.com.
Here are a few key secrets we talked about in this episode:
- Michelle Introduces Hugh Duffy and his business, Build Your Firm..
- The goal is that accounting firms leverage marketing to find an abundance of the right kind of clients based on their specific niche.
- “Sales and marketing are like the Ying and the Yang” ~ Hugh Duffy. They work together to help you get to the right clients!
- When you market yourself well, you will have clients coming to YOU and saying “you are the kind of person I want to work with!”
- First, you have to really define that ideal client.
- Instead of just looking at what you want, often you can define that client by finding what you don’t want! Reverse engineer the process.
- “Finding that client is like dating: you look through the deal-breakers to find that perfect match.” ~ Hugh Duffy
- By defining your ideal client, you’re finding the person that you can serve the most effectively.
- Accountants are not typically taught to work on serving a niche, however, serving a particular niche will help you find the right clients who will come to you and find you.
- Having a niche, and serving it well, sets you apart!
- The goal is that a potential client sees you and your expertise and thinks “this person knows me, and knows my needs!”
- You can use a website to posture yourself as a niche expert - websites are an affordable way to be able to show potential clients that you are equipped to serve them.
- As you’re showcasing yourself as an expert in a niche, continue to do the work to be the expert in that niche! Learn the tax codes, the loopholes, everything that you can to serve your clients well in whichever specific niche you choose.
- Social media can be used to connect and market yourself, but there’s no “one size fits all” answer.
- The key to social media is that whatever you do, you do it consistently and nurture it so that it is effective.
- Video can be a great connecting point with people - most accountants don’t do it, so you can set yourself apart by using video!
- Hugh sums up his four thoughts on what accountants can do TODAY to find your ideal leads.
Learn More & Connect With Me Here!
- Read The Abundant Accountant Blog
- Build Your Firm website
- Hugh’s LinkedIn
- Join us on Facebook
- Follow Michelle on LinkedIn
P.S. Do You want to MAKE MORE MONEY, WORK FEWER HOURS?
Join me so you can unlock the secrets to growing a profitable accounting firm with less stress by joining our upcoming Abundant Accountants Masterclass!
You will learn:
- The easiest ways to sift through clients and get to the RIGHT ones!
- Proven tactics to actually get paid instead of giving away FREE advice!
- How to stop competing on price FOREVER!
Join our Abundant Accountants Masterclass today over at theabundantaccountant.com.
015 | The 5 Ways to Establish Trust Without Giving Away Free Advice
Do you ever feel like you provide excellent advice and service (for free) and then watch your potential client go hire someone else? You tell them how you’re going to save them money and then never hear back?
It’s time to stop working for free, and find new ways to build trust with both current and future clients!
When meeting with clients, it’s important to have that trust factor so that they want to do business with you.
In this episode of The Abundant Accountant podcast, The Pitch Queen shares 5 actionable ways (plus a 6th bonus tip!) that you can use to build trust with current and future clients. This trust will help you grow your firm and find your ideal clients!
Enjoy, and thank you for listening and tuning into The Abundant Accountant Podcast!
To share your thoughts:
- Email The Pitch Queen @ hello@thepitchqueen.com
- Share The Abundant Accountant Podcast on Twitter, Facebook, Instagram, & LinkedIn
To help the show out:
- Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one.
- Subscribe to the show on iTunes.
Be sure to join us on May 15th for our next amazing episode!
As an accounting professional, I know you’re used to taking on anyone who knocks on your door, tired of not getting paid for your knowledge and your worth, or struggling with inconsistent cash flow during the offseason.
It’s not your fault! I know that nobody is training you on how to fix these problems and connect the dots.
That’s why I created my Selling Without Ever Selling System. I’m so excited about this that I’m offering you a free coaching session so I can share this information with you too. Let me help you get your IDEAL clients coming to YOU so you can build your dream practice and still have the time and money to enjoy your family and kids.
Head on over to theabundantcall.com to schedule your coaching session with me and my team!
Here are a few key secrets we talked about in this episode:
- Michelle shares how giving free advice doesn’t help your firm - it actually hurts you!
- What is the definition of TRUST, and why is it so important for your firm?
- Tip #1 - give a “sample” of the work, not the whole “meal.” When you provide your prospects with the full meal that is like giving away all of your knowledge for free.
- Don’t tell your potential client HOW you will do the work - tell them WHAT the end result will be! The how to a client is actually irrelevant until you are paid.
- If you tell them how they can go find someone else to do the work for a cheaper cost.
- Be strategic about how you communicate - sometimes your genius can hurt you.
- Tip #2 - show the human side of the business.
- We get caught up in the details and the numbers, but our clients also want to know about US! Don’t be afraid to show your personality. Clients truly do want to connect with you on a non work level.
- Give clients the chance to connect with the human side of the business - how your firm is changing clients lives, and your own life!
- Make an “about me” page on your website, and make sure that you have a good picture of yourself.
- Tip #3 - make yourself available for inquiries.
- Be ready and able to field inquiries. Be reachable even if it’s through an assistant.
- Consider installing a live chat function on your website so that potential clients can reach out to you.
- Create unique touch points with clients to set yourself apart from the competition.
- Tip #4 - be clear about what your client should expect.
- Rule of thumb: Underpromise and over-deliver!
- Make sure that your client knows expectations regarding accessibility, potential charges, or anything else related to the engagement that they engaged with you in.
- Create boundaries, clearly, define them with your client, and stick to them.
- Tip #5 - make sure that you follow through!
- If you say you’ll do something, DO IT!
- Operate in integrity in all aspects of your firm.
- People pay premium prices for your services when they trust you!
- BONUS tip: Create a Yelp business account so that you can have testimonials and reviews from current clients. Yelp will help bring you business! Check out Episode 14 of The Abundant Accountant Podcast to hear how Yelp helped build Aleksey Kaplans business.
- Michelle invites listeners to pick 3 of these tips and implement them at their firm so that they can stop giving away free advice and be paid their value!
Learn More & Connect With Me Here!
- Read The Abundant Accountant Blog
- Join us on Facebook
- Follow Michelle on LinkedIn
P.S. As an accounting professional, I know you’re used to taking on anyone who knocks on your door, tired of not getting paid for your knowledge and your worth, or struggling with inconsistent cash flow during the offseason.
It’s not your fault! I know that nobody is training you on how to fix these problems and connect the dots.
That’s why I created my Selling Without Ever Selling System. I’m so excited about this that I’m offering you a free coaching session so I can share this information with you too. Let me help you get your IDEAL clients coming to YOU so you can build your dream practice and still have the time and money to enjoy your family and kids.
Head on over to theabundantcall.com to schedule your coaching session with me and my team!
014 | Should My Accounting Firm Use Social Media?
Do you view social media as a waste of time?
If you’re not careful, it can be rather time-consuming! However, social media can be one of your biggest sources of new business - if you’re willing to put in the work to be consistent!
Social media helps you connect authentically with an abundance of clients. With intentional, consistent work, you don’t have to spend a lot of money to get abundant clients!
Yelp, LinkedIn, Facebook business pages - oh my! Does this sound overwhelming? It doesn’t have to be.
Small steps over time will lead you to GREAT results in your business. But you don’t have to take my word for it!
In this episode of The Abundant Accountant podcast, The Pitch Queen along with Aleksey Kaplan explains how to use social media to grow your firm and find ideal clients to have the firm of abundance!
Enjoy, and thank you for listening and tuning into The Abundant Accountant Podcast!
To share your thoughts:
- Email The Pitch Queen @ hello@thepitchqueen.com
- Share The Abundant Accountant Podcast on Twitter, Facebook, Instagram, & LinkedIn
To help the show out:
- Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one.
- Subscribe to the show on iTunes.
Be sure to join us on May 1st for our next amazing episode!
Do You want to MAKE MORE MONEY, & WORK FEWER HOURS?
Join me so you can unlock the secrets to growing a profitable accounting firm with less stress by joining our upcoming Abundant Accountants Masterclass!
You will learn:
- The easiest ways to sift through clients and get to the RIGHT ones!
- Proven tactics to actually get paid instead of giving away FREE advice!
- How to stop competing on price FOREVER!
Join our Abundant Accountants Masterclass today over at theabundantaccountant.com.
Here are a few key secrets we talked about in this episode:
- Michelle Introduces Aleksey Kaplan.
- Aleksey works with entrepreneurs and professionals for tax services.
- Social media can be confusing and take a lot of time - how to use it best to get the most out of the time invested for your accounting firm?
- Social media is a powerful lead generator.
- We live in the 21st century, and need to use social media!
- What’s the best way to gain traction to make sure people know about you, and will be contacting you?
- Aleksey determined that he didn’t want to do things the old fashioned way - he wanted to try new things!
- When he searched for his competition, Aleksey found out that they weren’t on Yelp - so he built his presence there.
- Social media reviews are authentic and real, and people rely on those reviews.
- Aleksey gained a lot of clients from Yelp alone.
- By creating a Yelp account, it creates a rich customer experience for those who find you and builds rapport and trust.
- Social media allows clients to get to know YOU.
- You have to spend money to make money - but don’t just throw it away. Invest it! Aleksey started with $6000 in ad spend budget for the whole year.
- He chose the amount by asking “what is my break-even point? Can I make this back?”
- Cost per customer lead varies.
- The first year of investing in Yelp ads, brought in 3 times the investment. The second year, brought in TEN times the investment!
- You cannot slack on social media! Being responsive matters!
- If you don’t have a business Yelp account, go make one NOW! Build the know, like, and trust factor.
- Reviews and testimonials can be repurposed and used on your website.
- Make sure you create a Google listing for reviews and a Facebook business page for reviews.
- The best social media for your ROI is going to be Yelp!
- LinkedIn is another great tool with a high ROI.
- Yelp brings immediate results, LinkedIn brings in the long-term network.
- LinkedIn helps you target your audience.
- LinkedIn takes a longer time to grow, but the ROI is high! The longer sales process makes for a great conversion.
- LinkedIn allows you to automate your networking, finding professionals you want to connect with.
- LinkedIn allows you to posture as an authority: post content that is consistent on your profile and targeting your ideal client.
- Tip: use hashtags on LinkedIn to connect with your target client - speak the language of your future client!
- Aleksey posts content weekly on LinkedIn, and a monthly newsletter with tips - that is to help with conversions for sales.
- Consistent content builds credibility.
- You can use Hootsuite to schedule and post content. Hootsuite is a scheduling tool.
- Tip: your newsletter can be posted on LinkedIn as an article.
- Aleksey spends 30-45 minutes a day on LinkedIn to connect with new clients. It takes time, but it brings quality clients!
- Be consistent, and stick with it! Consistency brings its own ROI.
- “We don’t have a choice if we will do social media, it’s a matter of how well we will do it.” ~ Aleksey Kaplan
- Michelle closes by challenging you to make a social media plan to help increase the value of your firm.
Learn More & Connect With Me Here!
- Read The Abundant Accountant Blog
- Aleksey’s Website
- Aleksey’s LinkedIn
- Aleksey’s Facebook Page
- Aleksey’s Yelp Page
- Join us on Facebook
- Follow Michelle on LinkedIn
P.S. Do You want to MAKE MORE MONEY, WORK FEWER HOURS?
Join me so you can unlock the secrets to growing a profitable accounting firm with less stress by joining our upcoming Abundant Accountants Masterclass!
You will learn:
- The easiest ways to sift through clients and get to the RIGHT ones!
- Proven tactics to actually get paid instead of giving away FREE advice!
- How to stop competing on price FOREVER!
Join our Abundant Accountants Masterclass today over at theabundantaccountant.com.
013 | 6 Creative Ways Accountants Can Encourage Referrals
How do you ask for referrals? Do you have a script or a template? Do you find yourself wanting to try something new and creative?
Referrals can be FUN! Being creative with your referral process can bring fun to your business, and increase the number of referrals that you get - and bring you those clients your love to help so you can have a firm of abundance. We all know the importance of asking for referrals.
By taking a few simple actions, you can set yourself apart in the industry, making your ideal clients continue to send more clients to have the firm of abundance.
Are you ready to set yourself apart by being creative in asking for referrals?
In this episode of The Abundant Accountant podcast, I’m sharing The Pitch Queen’s 6 creative ways to encourage referrals from your current clients.
Enjoy, and thank you for listening and tuning into The Abundant Accountant Podcast!
To share your thoughts:
- Email The Pitch Queen @ hello@thepitchqueen.com
- Share The Abundant Accountant Podcast on Twitter, Facebook, Instagram, & LinkedIn
To help the show out:
- Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one.
- Subscribe to the show on iTunes.
Be sure to join us on April 15th for our next amazing episode!
Over the last 18 months, I’ve been perfecting something called the Selling Without Ever Selling System. Up until now only my high-end clients have had access to this information. But I’m so excited about this that I’m offering you a free coaching session so I can share this information with you too.
This system is all about getting your IDEAL clients coming to YOU and finally getting paid what you’re worth so you can build your dream practice and still have the time and money to enjoy your family and kids. If you’re tired of waiting around for business, relying on busy seasons, or guessing at what works, this free coaching session is for YOU.
Learn more at theabundantcall.com.
Here are a few key secrets we talked about in this episode:
- Michelle shares why referral clients are important and will bring more life to your business.
- “Referrals are the key to the door of resistance” ~ Michelle Weinstein.
- Make asking for referrals easy! Keep referral cards handy so that your clients are able to quickly and easily give you potential future clients.
- Turn getting referrals into a game: get an Uncle Sam hat; add names, and draw a winner every month or so.
- Use your email list to connect with current clients in a fun way and ask for names of others who would be a good fit for you to work with. TIP! Make sure you know who your ideal client is.
- When you sign on new clients, donate a portion of the revenue to a good cause. Share this with your current client as they will be more likely to send great referrals your way!
- Incentivize referrals with exclusive benefits that only they get! Make a VIP club for your best referrers and give them exclusive value.
- Ask previous prospects for referrals who may be a good fit for your business.
- Make sure you ASK! You won’t get referrals if you don’t ask for them!
- Finally, Michelle ends by encouraging all accountants to implement these ideas into their business.
Learn More & Connect With Me Here!
- Read The Abundant Accountant Blog
- Join us on Facebook
- Follow Michelle on LinkedIn
P.S. Over the last 18 months, I’ve been perfecting something called the Selling Without Ever Selling System. Up until now only my high-end clients have had access to this information. But I’m so excited about this that I’m offering you a free coaching session so I can share this information with you too.
This system is all about getting your IDEAL clients coming to YOU and finally getting paid what you’re worth so you can build your dream practice and still have the time and money to enjoy your family and kids. If you’re tired of waiting around for business, relying on busy seasons, or guessing at what works, this free coaching session is for YOU.
Learn more at theabundantcall.com.
012 | Why Accountants Should Have A Sales System
Are you feeling burnt out? Do you take on every prospect that comes your way?
It’s time to stop the hamster wheel, and step into high-end, premium offerings for your accounting clients which means you can’t take on everyone.
In this episode, Peter Freuler joins The Abundant Accountant Podcast to share his story of taking on every single client that came in the door to his firm, to recognizing that narrowing his focus and only serving a specific niche, would help his topline revenue.
Peter started his firm 13 years ago, and for years he believed that the best way to serve his clients was to offer every service under the sun to anyone that approached him at his firm. This led to problems, Peter’s bottom line wasn’t growing, some of his clients would up and disappear after the initial meeting, and Peter couldn’t find qualified staff for everything he wanted to fulfill.
When Peter finally decided to zero in and focus on a specific type of client & follow a sales system, in May of 2018, his revenue increased about 20%.
It might be hard to believe, but by creating a sales system that all prospects must go through, you are saving yourself time by not working with less than ideal clients, and you’ll be able to start charging top dollar for your services, since you’ll be more available to the right clients which then you would be able to charge more.
Peter shares his personal journey from having NO sales system, to a high-functioning, ever revolving system, THAT WORKS!
If you’re ready to work with dream clients, only do tasks that you enjoy doing, and increase your revenue, then this episode of The Abundant Accountant Podcast is a MUST LISTEN!
Enjoy, and thank you for listening and tuning into The Abundant Accountant Podcast!
To share your thoughts:
- Email The Pitch Queen @ hello@thepitchqueen.com
- Share The Abundant Accountant Podcast on Twitter, Facebook, Instagram, & LinkedIn
To help the show out:
- Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one.
- Subscribe to the show on iTunes.
Special thanks goes out to Peter Freuler for taking the time to chat with Michelle. Be sure to join us on March 15th for our next amazing episode!
Have you have ever felt like you give away too much information for free or are you tired of not being paid what you’re worth? Then you’re like most accountants who may feel like you’re on the cashflow rollercoaster! & we have a solution for you!
Join us for our Abundant Accountant Masterclass to learn how to communicate your value, collect higher fees with confidence and be paid what you’re worth so you can work less and make more mone
This Masterclass is for you if you want to stop giving all of your information, time and knowledge away for FREE, identify ways to have consistent income, and start being paid for your value and worth - all year round! Click here to sign-up for the Abundant Accountant Masterclass!
Here are a few key secrets we talked about in this episode:
- Michelle introduces Peter Freuler.
- Peter introduces himself and shares a little bit about himself and his firm.
- When Peter first began his firm, he did not have a sales system in place. He followed the method, that if someone called them to work with his team, they’d take you on, no matter what your needs were.
- Peter’s and his team had NO way of identifying whether someone was a good client for them or not.
- It took Peter 10 years to begin making changes with his firm. He was fearful of losing what he had, by making new changes in his business and not taking on any and all clients.
- Peter and Michelle discuss the effect a scarcity mindset can have on your accounting business.
- Peter’s and his team went through and analyzed different industries, personalities of potential clients and profitability to determine what kind of clients they wanted to work with.
- When you work on and focus on your value and your worth, you are more likely to stick to the boundaries you set for yourself and your clients.
- Peter talks about what it’s like to turn clients away, once you identify who you should be working with.
- By narrowing their niche, Peter and his team are now able to bring in their ideal clients and charge a higher premium price for their services. Being a one-stop-shop isn’t all it’s cracked up to be.
- Peter provides 3 tips that newer accounting professionals can use to avoid the mistakes Peter made.
- Accounting professionals tend to think in systems and in getting the work done for their clients, they don’t often think sales are integrated with running the practice. Peter explained how he made the shift from this way of thinking.
- Taking a potential client through your sales process is SO important, to ensure they’re an ideal fit.
- Peter shares the sales process he and his team use.
- When Peter put a sales process in place, his business completely changed. He went from being able to just offer commodity type services to offering premium high-priced services. The same would be true for you and your firm!
- When Peter and his team redid their sales process in May of 2018, they’ve seen a topline growth of $65K, as of his interview in August of 2018.
- If Peter had made the shift to a sales process sooner, his revenue would be more than double what he is making now.
- Peter shares one last quality piece of advice. Tune in to hear it!
Learn More & Connect With Me Here!
- Read The Abundant Accountant Blog
- Join us on Facebook
- Follow Michelle on LinkedIn
Have you have ever felt like you give away too much information for free or are you tired of not being paid what you’re worth? Then you may be like most accountants who feel like you’re on the cashflow rollercoaster! & we have a solution for you!
Join us for our Abundant Accountant Masterclass to learn how to communicate your value, collect higher fees with confidence and be paid what you’re worth so you can work less and make more money.
This Masterclass is for you if you want to stop giving all of your information, time and knowledge away for FREE, identify ways to have consistent income, and start being paid for your value and worth - all year round! Click here to sign-up for the Abundant Accountant Masterclass!
011 | How to Identify Clients That are Ready to Hire You NOW
Is your firm full of clients, you’re working 12-hr days and you’re barely making ends meet?
Turning away business is probably one of the most difficult things you will ever do as an accountant. You know you have rent and employees to pay, so taking on everyone that walks through the door seems like the right thing to do. That couldn’t be further from the truth!
I have a student; his name is Scott. I spoke with him about my 8-week accounting class about three or four months ago. At that time Scott didn’t have the time to take my course, but I didn’t know this immediately, I had to dig.
I started asking Scott questions like, “I only work with people who are willing to take out five to seven hours per week, every single week, for an 8-week period. I want people who will do the homework, and actually implement the sales process in their accounting firm. Are you willing to do this?”
He answered me honestly and told me that at that moment he didn’t have the time to dedicate to my class. About six or seven weeks ago, Scott reached back out and let me know that he was now ready to make the time commitment and invest in himself.
Let’s be honest, none of us actually have the time to commit to something like this. We have to carve out time for what’s important to us. And, since Scott wanted to generate an additional $100k in revenue, he knew he needed to make the time.
I’m really happy and proud to share that just last week Scott closed $25K in business. All because he decided he was ready to invest time and money in himself.
However, if I hadn’t done my due diligence and determined that Scott wasn’t an ideal client in the beginning, he may have joined the course, not done the work and wasted my time and his own.
In this episode, Ross Jeffries joins me to share his best tips on how and why it’s so important to identify your dreams clients, before you start working with just anyone.
It probably feels incredible to have bunch of potential clients just dying to work with you, but if you don’t take the time to actually identify their problems and how you can help them, and find out whether they’re willing to invest in themselves, you’re wasting your time. And, as we all know, time is precious and not something we can ever get back.
Stop wasting your time on people who say they’re interested, but aren’t really ready to invest!
If you’re ready to identify your ideal clients and put a stop to your 12-hr days, then this episode of The Abundant Accountant Podcast is a MUST LISTEN!
Enjoy, and thank you for listening and tuning into The Abundant Accountant Podcast!
To share your thoughts:
- Email The Pitch Queen @ hello@thepitchqueen.com
- Ask a question over at www.ThePitchQueen.com
- Share The Abundant Accountant Podcast on Twitter, Facebook, Instagram, & LinkedIn
To help the show out:
- Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one.
- Subscribe to the show on iTunes.
Special thanks goes out to Ross Jeffries for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!
PS. If you're like many accountants we work with, you may feel like you're on the cashflow rollercoaster.
There is a solution - a proven, time-tested way to get off that cashflow rollercoaster once and for all. You'll be able to connect with high-level clients & business owners that you want to work with; communicate your value, collect higher fees with confidence and be paid what you're worth so you can work less and make more money. Click here to sign-up for the Abundant Accountant Masterclass!
Here are a few key secrets we talked about in this episode:
- Michelle introduces Ross Jeffries.
- Michelle introduces the topic and how it affected her in the mortgage business.
- “Time is the one thing you don’t get any more of. You can always make more money but you could never get more time.” ~ Ross Jeffries on why it’s so important to qualify your leads.
- Not everyone is ready to work with you right now, and if you work with people who aren’t ideal clients, your quality of work will decline.
- Ross shares the top three ways to qualify leads that won’t waste your time.
- It is so important to share your expectations with your accounting client right from the start, and ensure that they are willing to work with those expectations. The ONLY correct answer is an “Absolutely YES” from any client.
- The more you say NO to working with an unqualified client, the more you increase your sense of worth.
- The more you are yourself, the more you’ll attract the accounting clients you desire, because like attracts like.
- Michelle shares some questions you can ask yourself in order to determine WHO your ideal clients are.
- Scott, a student of Michelle’s, acts as a perfect example of how Michelle knows when someone will be an ideal student.
- “The money is made in the follow-up.” ~ Ross Jeffries
- 50% of accountants do not follow-up with their prospects. Michelle is on a mission to help you change this!
- Ross shares three ways that he can tell whether someone will be or WON’T be an ideal client.
- Michelle shares this brilliant qualifying question, “I work with people who want to make strategic decisions, are committed to changing what they have been doing year after year, and are ready to act now to make a change. Is that you? Can I count on you for that?”
- Curious how to know when you should turn a prospect away? In this episode, Ross shares three ways to know if you should turn a prospect away.
- Michelle closes out the episode.
Learn More & Connect With Me Here!
- Read The Abundant Accountant Blog
- Buy Ross’ Book
- Join us on Facebook
- Follow Michelle on LinkedIn
PS. If you're like many accountants we work with, you may feel like you're on the cashflow rollercoaster.
There is a solution - a proven, time-tested way to get off that cashflow rollercoaster once and for all. You'll be able to connect with high-level clients & business owners that you want to work with; communicate your value, collect higher fees with confidence and be paid what you're worth so you can work less and make more money. Click here to sign-up for the Abundant Accountant Masterclass!
010 | The Best Ways for Accountants to Get Referral Clients
How often do you ask your current happy clients for a referral? Do you sit around hoping that they’ll just send people your way?
It’s time to change your thought process... Referral clients are GOLD!
Receiving referrals from current, happy clients also increases the chances that the referral will choose to enroll with you. People are more likely to buy from people they know, like and trust.
When a referral is sent to you, it’s coming from a trusted source. The individual is more likely to want to work with you one-on-one.
However, referrals will only come your way if you are direct and ask for them from your current clients.
In this episode of The Abundant Accountant podcast Michelle shares The Pitch Queen’s top four ways to get a constant flow of referrals without having to waste lots of time or money.
(There might even be a BONUS tip for you!)
If you’re sick of spending money on marketing materials that rarely get used, then it’s time to start asking for referrals! This episode of The Abundant Accountant Podcast is a MUST LISTEN!
Enjoy, and thank you for listening and tuning into The Abundant Accountant Podcast!
To share your thoughts:
- Email The Pitch Queen @ hello@thepitchqueen.com
- Ask a question over at www.ThePitchQueen.com
- Share The Abundant Accountant Podcast on Twitter, Facebook, Instagram, & LinkedIn
To help the show out:
- Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one.
- Subscribe to the show on iTunes.
Special thanks goes out to all my listeners for taking the time to check-out this week’s episode! Be sure to join us on the 1st or 15th of every month, for our next new episode!
P.S. MAKE MORE, WORK LESS
Unlock the secrets to growing a profitable accounting firm with less stress by joining our upcoming Abundant Accountants Masterclass!
You'll learn:
- The easiest ways to sift through clients and get to the RIGHT ones!
- Proven tactics to actually get paid instead of giving away FREE advice!
- How to stop competing on price FOREVER!
Join our Abundant Accountants Masterclass today!
Here are a few key secrets we talked about in this episode:
- Michelle shares why referral clients are like GOLD, to your firm.
- When Michelle started asking for referrals she did not clarify the type of client she wanted to work with, so she was getting referrals that were less than ideal clients. It’s important to clarify WHO you want to work with when asking for referrals.
- The number one best way to ask for referrals is to be sincere and direct.
- Many accountants say they’re too busy to ask for referrals after they’ve finished the work for a client, but if you take the time to schedule it in your calendar and then actually do the work to ask for the referral, your accounting firm is going to start exploding with business.
- “For every single client that you made happy, but you never asked for the referral, you’re missing a HUGE opportunity. It’s what I call, the opportunity cost.” ~ The Pitch Queen
- The second best way to ask for referrals is to have an incentive in place or a referral program, where if a referral comes to you and enrolls as a client, you reward the referrer for sending the individual your way.
- Referral gifts can vary, Michelle provides several great suggestions in this episode!
- The third best way to bring in referral clients can be explained with an acronym… K.I.S.S. This means, Keep It Simple Stupid.
- This means having prepared email templates that you can forward to a referrer so that they can share your information, or business cards are another great example. You want your contact information to be readily available and easy to locate!
- The fourth best way to get referrals is to stay top of mind and FOLLOW-UP.
- You absolutely must have a follow-up system in place. Michelle briefly shares her system in this episode.
- BONUS: The fifth best way to get referrals is to give others referrals. When you give referrals out to others, you are more likely to receive those referrals back, ten-fold.
- “When you refer people out to others, they're going to send you your ideal clients. It goes hand in hand.” ~ The Pitch Queen
Learn More & Connect With Me Here!
- Read The Abundant Accountant Blog
- Join us on Facebook
- Follow Michelle on LinkedIn
MAKE MORE, WORK LESS
Unlock the secrets to growing a profitable accounting firm with less stress by joining our upcoming Abundant Accountants Masterclass!
You'll learn:
- The easiest ways to sift through clients and get to the RIGHT ones!
- Proven tactics to actually get paid instead of giving away FREE advice!
- How to stop competing on price FOREVER!
Join our Abundant Accountants Masterclass today!
009 | How to Show Your Value as a Trusted Professional as an Accountant
Do you have any long-term clients who you undercharge in fees, and you worry that they’re going to leave you if you raise their rates?
If you answered YES, then this week’s The Abundant Accountant Podcast is a MUST LISTEN! Marc Schnoll joins the show to share how he learned the importance of owning your worth and charging adequately for it.
Marc started his firm about 14 years ago, and has had a long-term client since the beginning. As the years have past, the amount of work that Marc and his firm have done for this client had increased dramatically, but the monthly rate they charge has not.
There were countless hours of email messages and phone calls that were going uncharged. These messages and calls weren’t being tracked and because Marc was afraid to lose the client, he didn’t want to raise his rates for quite some time.
However after a lot of thought, doing a 90-day analysis was a necessary next step. Marc realized that it was time to raise his rates NOW!
The information he found by doing this analysis, opened his eyes to how much value he was providing and how badly he was undercharging.
If you’re tired of being underpaid, and you’re ready to own your value, then this episode of The Abundant Accountant Podcast is a MUST LISTEN!
Enjoy, and thank you for listening and tuning into The Abundant Accountant Podcast!
To share your thoughts:
- Email The Pitch Queen @ hello@thepitchqueen.com
- Ask a question over at www.ThePitchQueen.com
- Share The Abundant Accountant Podcast on Twitter, Facebook, Instagram, & LinkedIn
To help the show out:
- Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one.
- Subscribe to the show on iTunes.
Special thanks goes out to Marc for taking the time to chat with Michelle. Be sure to join us on the 1st or 15th of each month for our next new episode!
P.S. Are you tired of feeling like you have to give away your knowledge and expertise for free? Register NOW for my FREE Accountant Masterclass and learn my 3 proven strategies to establish a systematic, efficient process that quickly qualifies your leads and turns them into high paying clients that guarantees you a consistent and growing stream of revenue all year round. Get FREE access NOW at abundantaccountant.com
Here are a few key secrets we talked about in this episode:
- Michelle introduces Marc Shnoll.
- Marc shares a little about who he is and where his firm is located.
- After working with a client for 15 years, Marc realized that his firm was undercharging for the amount of work they were doing for this client on a daily basis.
- Marc was receiving approximately about $4,500 a month for his work, but the work was worth seven or 8 times that.
- Marc would often check his email first thing in the morning and he’d have a series of emails from this same client. We’re talking about 300 emails over a 90 day period.
- The firm also had an entire staff person dedicate about half of their work time to this client.
- After a 90 day evaluation, Marc realized they needed to increase this client’s rates - listen to THIS episode to hear how much they increased it and the result.
- If you’re ready to start analyzing what your clients are paying you, so you can start asking for what you’re worth, Marc suggests some things you should review to determine your price.
- When raising rates, you must consider whether or not there is a better or less expensive option for clients, because they may make the choice to leave. You have to be ready for this.
- After 15 years Marc’s client decided to leave, but it actually was a good thing. Marc shares why, in THIS episode!
- By analyzing the work and the amount of money he was being paid from his long-term client, Marc realized that he was undercharging across the board. Marc raised his rates 10 to 15 percent, and will likely raise his rates again next year.
- Doing all of this work, raising rates, and analyzing the work they were doing for clients, helped Marc raise his confidence levels. Especially when dealing with clients, which meant he was better able to believe in his worth and ask for what he was worth.
- Marc’s final piece of advice was to have the confidence and know you’re worth it.
Learn More & Connect With Me Here!
- Read The Abundant Accountant Blog
- Marc’s Website
- Join us on Facebook
- Follow Michelle on LinkedIn
PS. P.S. Are you tired of feeling like you have to give away your knowledge and expertise for free? Register NOW for my FREE Accountant Masterclass and learn to implement my 3 proven strategies for your accounting practice to stand head and shoulders above your competition and offer superior value and unmatchable service to easily build your practice with premium clients who eagerly pay you what you’re worth. Get FREE access NOW at abundantaccountant.com
008 | The 4 Best Marketing Tactics for Accountants
Do you have a marketing plan for your accounting firm? Or, are you kind of winging it as you go, hoping dream clients fall into your lap?
I’ve worked with a lot of accountants and I know that many of you shudder at the thought of having to go out and market yourself, so you avoid it at all costs. But, as I’m sure you’ve learned, that isn’t going to bring in any business!
In order to build a solid accounting firm with the clients you love, having the right marketing techniques to ensure that you have a steady flow of dream clients walking in your doors (or calling you on the phone) is a must.
In this episode of The Abundant Accountant Podcast, Ross Jeffries joins me to share THE four best marketing tips for accountants and how to put them into practice starting today.
If you’re ready to start showcasing your expertise in a way that shows your prospects what’s possible, then this episode of The Abundant Accountant Podcast is a MUST LISTEN!
Enjoy, and thank you for listening and tuning into The Abundant Accountant Podcast!
To share your thoughts:
- Email The Pitch Queen @ hello@thepitchqueen.com
- Ask a question over at www.ThePitchQueen.com
- Share The Abundant Accountant Podcast on Twitter, Facebook, Instagram, & LinkedIn
To help the show out:
- Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one.
- Subscribe to the show on iTunes.
Special thanks goes out to YOU for taking the time to listen to this episode of The Abundant Accountant Podcast.
Learn the 3 proven strategies my accounting clients use to easily build their accounting practice with premium clients who are eagerly willing to pay what they’re worth. Sign up for the FREE masterclass NOW at abundantaccountant.com
Here are a few key secrets we talked about in this episode:
- Michelle introduces Ross Jeffries and shares a little bit about who he is.
- Michelle explains that there is NO way to show how good you are at being an accounting professional without properly marketing yourself.
- Ross shares his definition of marketing.
- Content marketing is one of the most strategic ways that accounting professionals can market themselves.
- Want a quick tip for how to create more content? Ross shares a brilliant tip that he learned from his mentor Gary Halbert.
- Be sure that when you’re pushing your content to different channels, you ensure it is formatted in whatever way is best for that platform.
- It’s important to get feedback from current clients so that you know what you are doing really well, so that you can market that to future prospects.
- Tip number two is to ensure you capture your leads.
- Unfortunately, many accounting professionals do not have a solid system for capturing leads and following-up with them.
- Michelle stresses that we never ever want to discount our prices. NEVER!
- “When you discount your services, you become a commodity like rice.” ~ Ross Jeffries
- Tip number 3 is to start using social media, particularly LinkedIn to market yourself.
- Both Ross and Michelle offer some great tips for building your presence on LinkedIn and on Twitter.
- Tip number 4 involves creating a passive income stream, through affiliate income.
- While building up your affiliate income, continue to build your relationships, because you never know who could lead to additional commission or referral fees.
- Ross introduces the acronym, NEER - Naturally Existing Economic Relationships, and explains what it means.
- Ross shares a great tip on how to build your credibility and expertise by using free publicity.
Learn More & Connect With Me Here!
- Buy Ross Jeffries Book
- Read The Abundant Accountant Blog
- Join us on Facebook
- Follow Michelle on LinkedIn
P.S. Learn the 3 proven strategies my accounting professional clients use to easily build their accounting practice with premium clients who are eagerly willing to pay what they’re worth. Sign up for the FREE masterclass NOW at abundantaccountant.com
007 | 5 Steps to Developing a Winning Elevator Pitch for Accountants
Do you have a pre-written and practiced “Brand Shake?”
If you’re not familiar with the term Brand Shake, it is the term I like to use with my Royal Family to describe the ever-important elevator pitch.
Having an award-winning elevator pitch is the key to mastering your next networking event, but what goes into writing an effective elevator pitch?
In this episode, I’m sharing The Pitch Queen’s top 5 steps for creating an elevator pitch that has people lining up to work with you and your firm.
Plus, I’m sharing my special little bonus that has set me apart from many individuals and has helped me secure interviews with some big name entrepreneurs, like Mel Robbins.
If you want to create an award-winning elevator pitch that has clients waiting to work with you, then this episode of The Abundant Accountant Podcast is a MUST LISTEN!
Enjoy, and thank you for listening and tuning into The Abundant Accountant Podcast!
To share your thoughts:
- Email The Pitch Queen @ hello@thepitchqueen.com
- Ask a question over at www.ThePitchQueen.com
- Share The Abundant Accountant Podcast on Twitter, Facebook, Instagram, & LinkedIn
To help the show out:
- Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one.
- Subscribe to the show on iTunes.
Special thanks goes out to you for taking the time to listen to this episode of The Abundant Accountant Podcast.
Are you tired of feeling like you have to give away your knowledge and expertise for free? Register NOW for my FREE Accountant Masterclass and learn my 3 proven strategies to easily build your practice with premium clients who eagerly pay you what you’re worth. Get FREE access NOW at abundantaccountant.com.
Here are a few key secrets we talked about in this episode:
- Michelle introduces this week’s topic and shares why it’s on of her favorite topics, creating your Brand Shake.
- Can you easily describe what you do and who you serve? In this episode, Michelle shares how to master step one of creating your sales pitch.
- Most accountants have a deep passion for helping their clients achieve their goals, which is why Michelle loves working with them.
- “When you are shaking someone’s hand you are representing your own brand.” ~ The Pitch Queen
- It’s impossible to be everything to everyone, so choosing a specific niche you want to serve is SO important.
- When it comes to step 2, you must know who your ideal client is and how you can serve them.
- Michelle shares the basic format of how she writes out her elevator pitch, aka Brand Shake.
- In order to pitch to the right people, you must know who to pitch to. There is no use pitching to people who you can’t help.
- Step 4 all comes down to practice, practice, practice. You can have the most well-written elevator pitch in history, but if you haven’t practiced it, it won’t matter when you get in front of people and try to use it.
- After you’ve introduced yourself and shared your elevator pitch with a prospect, Michelle recommends that you follow-up within one or two days.
- Michelle shares a very effective little secret that she uses to connect further with those individuals that she’s met in person. You don’t want to miss this tip!
- Finally, Michelle shares her personal sales pitch, to provide you an excellent example how to write your own.
Learn More & Connect With Me Here!
- Read The Abundant Accountant Blog
- Join us on Facebook
- Follow Michelle on LinkedIn
P.S. Are you tired of feeling like you have to give away your knowledge and expertise for free? Register NOW for my FREE Accountant Masterclass and learn my 3 proven strategies to easily build your practice with premium clients who eagerly pay you what you’re worth. Get FREE access NOW at abundantaccountant.com.
006 | How to Say No to Clients Who Can't Afford Your Accounting Services
How frequently does a less than ideal client reach out to you? How often do you end up taking that prospect on as a client?
Probably more frequently then you would like. We often live in this lack mindset, thinking that if we don’t take on every client we come across, we’ll never find another one.
This leads us to taking on clients that range from deal makers, who aren’t willing to pay the prices you’re worthy of, to clients who want help with a service you don’t know. When you take those clients on you will begin to resent the work you do for them because they eat up so much of your time.
I’m here to tell you that you CAN work with your dream clients, all it takes is learning how to turn the clients away gracefully that can’t afford you.
Sounds simple in theory, but it does take some practice!
Denise Mandeau joins this episode of The Abundant Accountant Podcast to discuss with The Pitch Queen how you can turn away clients who can’t afford you and just aren’t your ideal clients with grace and ease.
Denise and I discuss how important it is to refer prospects out that aren’t our ideal clients, because it builds up what I like to call “sales karma.”
If you’re ready to kick that lack mindset to the curb and start living your abundant life (more money with less work), this episode of The Abundant Accountant Podcast is a MUST LISTEN!
Enjoy, and thank you for listening and tuning into The Abundant Accountant Podcast!
To share your thoughts:
- Email The Pitch Queen @ hello@thepitchqueen.com
- Ask a question over at www.ThePitchQueen.com
- Share The Abundant Accountant Podcast on Twitter, Facebook, Instagram, & LinkedIn
To help the show out:
- Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one.
- Subscribe to the show on iTunes.
Special thanks goes out to Denise Mandeau for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!
P.S. Have you have ever felt like you’re giving away too much information for free or are you tired of not being paid what you’re worth? Than you are probably like many accountants who may feel like you’re on the cashflow rollercoaster! & we have a solution for you!
Join us for our Abundant Accountants Masterclass to learn how to communicate your value, collect higher fees with confidence and be paid what you’re worth so you can work less and make more money.
Here are a few key secrets we talked about in this episode:
- Michelle gives an overview of what today’s episode is all about.
- Denise explains step 1 - that once you know that a lead isn’t a good fit, you shouldn’t drag the relationship on and on.
- You should never discount your prices for a potential client, because when you do, you eventually start resenting the work that you’re doing for them.
- Michelle shares how their client Marc realized a client was a time and money suck, so he had to let them go & it saved him money!
- Step 2 - Be completely transparent.
- If a prospect approaches you to work with you, and they’re looking for a service that is outside of your expertise, let them know that. Taking them on can remove the space in you business for clients who are your dream clients.
- You are the expert, so remember that you should never discount your services for prospective clients.
- If someone isn’t a good fit, don’t be afraid to refer them to someone else, or possibly a course that might be a better fit.
- Accounting professionals should only work with those individuals that value their work. Not the individuals that are trying to nickel and dime them.
- Step 3 - Don’t burn any bridges. Just because someone isn’t a good fit now, does not mean they won’t be a better fit in the future.
- Moving right into Step 4 - If someone isn’t a dream client, refer them to someone who is more capable of helping them, because they could possibly turn into an ideal client in the future.
- Denise shares a story about her client Matt, who only worked with $400K in net income businesses, but was approached by a startup who was making $75K in net income. If they stayed on target they would be an ideal client down the road. Matt referred this person to someone else who can help them now, and then will continue to follow-up every 90 days.
- Denise and Michelle discuss their follow-up system and why it’s important to follow-up with a prospect even if they’re not the right fit now.
- Denise explains what sales karma is and how you can keep it going, in your life.
- Michelle provides a quick recap of the episode.
Learn More & Connect With Me Here!
- Read The Abundant Accountant Blog
- Watch the Facebook Live
- Join us on Facebook
- Follow Michelle on LinkedIn
P.S. Have you have ever felt like you’re giving away too much information for free or are you tired of not being paid what you’re worth? Than you are probably like many accountants who may feel like you’re on the cashflow rollercoaster! & we have a solution for you!
Join us for our Abundant Accountants Masterclass to learn how to communicate your value, collect higher fees with confidence and be paid what you’re worth so you can work less and make more money.
005 | Setting Boundaries for Accountants: Knowing Where to Draw the Line with Clients
Is your accounting firm FULL of less than ideal clients? Clients that just want you to file their tax returns, but aren’t looking for the services you really want to offer?
If you answered YES, this week’s guest on The Abundant Accountant Podcast, Heath Walters, might be able to offer some insight to fixing this problem.
When Heath began his firm, he took on anyone that was interested in his services, three years later and he was up to 400 clients.
He and his staff were stressed out and working until midnight or later, during tax season. Heath knew he had to put a stop to this. He knew he wanted to work with fewer clients and give those clients more of the attention they deserved.
Over a three year span of time, Heath reduced the number of clients his firm serviced from 400 to 40.
How did he do that? By setting FIRM boundaries in place for when a new prospect comes his way. Heath now knows that if a prospect doesn’t fit into those boundaries, it’s a NO to working together.
By implementing these boundaries, Heath and his firm are now able to give their clients the attention they deserve and were able to grow their revenue by offering higher-quality services and servicing higher-quality clients.
If you’re ready to create solid boundaries, that will help build up an accounting firm you love, then this episode of The Abundant Accountant Podcast is a MUST LISTEN!
Enjoy, and thank you for listening and tuning into The Abundant Accountant Podcast!
To share your thoughts:
- Email The Pitch Queen @ hello@thepitchqueen.com
- Ask a question over at www.ThePitchQueen.com
- Share The Abundant Accountant Podcast on Twitter, Facebook, Instagram, & LinkedIn
To help the show out:
- Please leave an honest review HERE on iTunes. Your ratings and reviews really help and I read each one.
- Subscribe to the show on iTunes.
Special thanks goes out to Heath Walters for taking the time to chat with Michelle.
Do you feel like you give away too much information for free? Or you’re tired of inconsistent income after tax season is over? Or, you feel like you’re not being paid what you're worth?
If you’re like many accountants you may feel like you’re on the cashflow rollercoaster!
There is a solution - a proven, time-tested way to get off that cashflow rollercoaster once and for all. You’ll be able to connect with high-level clients & business owners that you want; communicate your value, have a proven process that you can follow, collect higher fees with confidence and be paid what you’re worth so you can work less and make more money! Join our Abundant Accountants Masterclass today!
Here are a few key secrets we talked about in this episode:
- Michelle introduces Heath Walters.
- Heath shares who he is, where he’s located and a little bit about his accounting firm.
- In order to set a boundary, Heath shares that you must know who you are and who you want to serve.
- Heath prefers working with businesses in the construction and financial planning niche, and he shares why in this episode.
- For Heath to communicate better with his clients, he likes to understand the inner-workings of their business.
- Heath shared that when he started placing boundaries around who he and his company would work with, they were able to better serve their clients, and the clients loved that.
- Three or four years ago, Heath was overwhelmed with the number of clients they had and did not have enough time to meet personally with those clients.
- Today, Heath’s firm has 40 clients, versus having 400 just a few years ago.
- The easy first step for Heath and his firm was to take about 100 people that were just having their tax returns done, and sell them to another firm that was interested in that kind of work.
- Selling off these clients helped increase the time he had for his other clients, and it didn’t really affect his bottom line financially.
- Over the following two years, Heath and his team continued to let the less than ideal clients go.
- When a prospect comes in for help on something that Heath’s firm does not handle, Heath will build up his “sales karma” and refer that individual out to someone who wants that type of work.
- Another one of the boundaries that Heath instituted was to not take on businesses with 4 or more partners, because you struggle to get everyone to agree to the actions that are needed.
- A very lucrative opportunity presented itself to Heath. This opportunity would have brought in a regular monthly retainer as well as a large amount of money at tax time, but because Heath could see the problem with four partners, Heath’s firm turned the prospect away. Heath shares the full story in this episode!
- No matter what, Heath will always work with people he likes. If he feels as though he doesn’t jive well with a prospect, he will refer them to one of his peers.
- Heath’s firm also has a minimum revenue that a prospect must be making in order to work with him. He will share ways that the prospect can hit that amount of revenue, and then refer them out to a peer, in hopes that once they are making more revenue, they’ll come back.
- The cons of having boundaries and knowing you will only take on a specific type of client are similar to the pros: By letting a client go, you make more time for your current clients, but if someone new comes along, how do you not take them, when you have payroll to worry about. Financially making decisions for your firm is always in flux.
- Heath still has clients in his book of business that have been around for awhile and do not meet his firm’s new boundaries. It’s hard to keep those boundaries tight around your long-term existing clients.
- Heath shares his last words of wisdom -- You’ll have to listen to this episode to hear all about it!
Learn More & Connect With Me Here!
- Read The Abundant Accountant Blog
- Heath’s Website
- Join us on Facebook
- Follow Michelle on LinkedIn
Do you feel like you give away too much information for free? Or you’re tired of inconsistent income after tax season is over? Or, you feel like you’re not being paid what you're worth?
If you’re like many accountants you may feel like you’re on the cashflow rollercoaster!
There is a solution - a proven, time-tested way to get off that cashflow rollercoaster once and for all. You’ll be able to connect with high-level clients & business owners that you want; communicate your value, have a proven process that you can follow, collect higher fees with confidence and be paid what you’re worth so you can work less and make more money! Join our Abundant Accountants Masterclass today!
004 | Showing Your Worth: How to Explain Your Pricing & Value as an Accountant
Have you ever found a new prospect who is genuinely interested in your services, but when it comes time to discuss your prices you FREEZE UP?
Do you fear the “what do you cost” conversation?
In this episode, Ross Jeffries joins me to discuss how you can build up your confidence, so that you can begin discussing your prices with ease, and without fearing a negative response.
It’s tough! I’m sure there have been times when you’ve been discussing the needs of your client, and when the price comes up, you allow them to dictate the conversation. This episode will help you put an end to that FOR GOOD!
It all comes down to building unending confidence!
Ross provides real and practical tips that you can begin putting into action TODAY!
If you’re ready to confidently stroll into your next sales meeting knowing your value and worth and proudly stating your prices, without worrying about the outcome, then this episode of The Abundant Accountant Podcast is a MUST LISTEN!
Enjoy, and thank you for listening and tuning into The Abundant Accountant Podcast!
To share your thoughts:
- Email The Pitch Queen @ hello@thepitchqueen.com
- Ask a question over at www.ThePitchQueen.com
- Share The Abundant Accountant Podcast on Twitter, Facebook, Instagram, & LinkedIn
To help the show out:
- Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one.
- Subscribe to the show on iTunes.
Special thanks goes out to Ross Jeffries for taking the time to chat with Michelle. Be sure to join us next week for our next new episode
So many of my accounting professional clients come to me because they are tired of giving away their knowledge and expertise away for free. If that sounds like you, I invite you to join my complimentary Masterclass created just for accountants who want to build a practice with premium clients who eagerly pay you what you’re worth. Sign up NOW at abundantaccountant.com.
Here are a few key secrets we talked about in this episode:
- Michelle introduces Ross Jeffries.
- Ross shares a quick synopsis of who he is and what his speciality is.
- Michelle gives an overview of what this episode is all about - knowing your worth, so that you can help more people and increase the revenue for your firm.
- “A confident person is not conflicted.” ~ Ross Jeffries
- What does a toy robot from 1966 have to do with building confidence? Listen to this episode to find out!
- Ross believes that in order to sell with confidence, you must be aligned.
- The first step to not allowing your clients to dictate your prices is to not be conflicted and be in alignment with your worth.
- The second thing you need to know about confidence is that it is a thing or activity you do, so that it can become a quality later.
- Ross shares three practical tips you can do to build your confidence and apply it to your sales conversations with your accounting clients.
- When you embrace uncertainty and even enjoy it, when it comes to sales, you then have the confidence that is independent of the days events.
- Michelle and Ross share an example of how mixing paint colors, and never quite getting what you want is similar to how some sales conversations will go. By being okay with the unknown, you can build your confidence.
- Before you ever discuss what your rates or prices are, you should find out what your clients needs and problems are.
- Meditation is a great way to embrace uncertainty.
- One very important way to feel confident is to realize that NO client is out of your league. There are NO “big” clients, only those that offer incredible value to you.
Learn More & Connect With Me Here!
- Read The Abundant Accountant Blog
- Join us on Facebook
- Follow Michelle on LinkedIn
PS. So many of my accounting professional clients come to me because they are tired of giving away their knowledge and expertise away for free. If that sounds like you, I invite you to join my complimentary Masterclass created just for accountants who want to build a practice with premium clients who eagerly pay you what you’re worth. Sign up NOW at abundantaccountant.com.
003 | How To Ask For A Testimonial At An Appropriate Time
Do you struggle to ask for testimonials from your clients? Does it feel uncomfortable or awkward when it comes time to approach your clients to review your work?
If you’re like most of my clients, then you struggle to ask for a testimonial. In this episode of The Abundant Accountant Podcast, I’m sharing the exact steps you need to follow to ensure that you’re asking for the testimonial at the right time.
Asking for testimonials is just like asking for the sale, you just have to do it, but if you do it at the wrong time, things could go badly.
My advice? Really listen and talk with your clients, find out their needs and what they’re struggling with and then provide the best services that help them overcome those struggles.
Once you’ve done that, asking for a testimonial is a breeze!
If you’re ready to fill your website with glowing testimonials and reviews about the amazing work that you do, this episode of The Abundant Accountant Podcast is a MUST LISTEN!
Enjoy, and thank you for listening and tuning into The Abundant Accountant Podcast!
To share your thoughts:
- Email The Pitch Queen @ hello@thepitchqueen.com
- Ask a question over at www.ThePitchQueen.com
- Share The Abundant Accountant Podcast on Twitter, Facebook, Instagram, & LinkedIn
To help the show out:
- Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one.
- Subscribe to the show on iTunes.
P.S. Are you ready to FINALLY be paid your value and worth? Join my FREE Masterclass NOW and learn the 3 proven strategies my clients use to fill their accounting practice with premium clients who eagerly pay what you’re worth! Sign up NOW at abundantaccountant.com
Here are a few key secrets we talked about in this episode:
- Michelle introduces the topic that she’s going to discuss on today’s show.
- Just like in sales, you have to ask for the sale - the same is true with testimonials. You must ask your clients for the testimonial.
- If you’re not comfortable asking for a video testimonial to start, you can use Google Forms or a tool called Survey Monkey.
- Michelle shares that she always keeps track of the things that clients say about working with her. These testimonials make your website like GOLD!
- Always make sure to get your client’s permission to use their testimonial for advertising purposes.
- When people say they want to talk with others you’ve worked with, you can direct your prospects to your testimonials page.
- If you get a client testimonial in an email and it’s not structured well, you can always ask if the client is okay with you tweaking the formatting.
- The best way to help your client is by helping them overcome their problems. You do that by listening 80% of the time and talking 20%. If you listen carefully, your clients will tell you everything you need to know in order to help them.
- Once you’ve delivered the result that your client desired, you can then ask for the testimonial.
- Sidenote: You may not always provide the result that your client wants, if they don’t do their part of the work, everything may not go as planned.
- Michelle shares the exact step by step process she uses when asking for a testimonial.
- After a client has submitted a testimonial, be sure to send them a thank you note, thanking them for taking the time and for sharing their experience with others who may be interested in working with you.
- An additional bonus you can offer certain individuals is to provide a linkback to their website, under their testimonial or review on your website.
- Michelle shares her ONE goal for you to accomplish this week!
Learn More & Connect With Me Here!
- Read The Abundant Accountant Blog
- Join us on Facebook
- Follow Michelle on LinkedIn
Are you ready to FINALLY be paid your value and worth? Join my FREE Masterclass NOW and learn the 3 proven strategies my clients use to fill their accounting practice with premium clients who eagerly pay what you’re worth! Sign up NOW at abundantaccountant.com
002 | Should You Have a Niche as an Accountant?
Are you afraid to niche down your accounting business because you fear that you might run out of clients?
In this week’s episode of The Abundant Accountant Podcast, Luke Gheen joins us to share the evolution of his business’ niche.
When he first started out, Luke’s primary goal was to bring in business and revenue to the firm, but he quickly learned that working with any ol’ client was not what he had in mind when he decided to become self-employed.
Luke contemplated a few different potential niches, before naturally falling upon the one that he works with now (you’ll have to listen to hear what he chose!).
By choosing a specific niche, Luke has been able to create tailor made services, and charge higher-end prices for them. Which means, Luke is able to work a little less clients, and make a little more money, leading to that Abundant Accountant life we all desire.
If you’re ready to start working with your dream clients in the niche of your choosing, then this episode of The Abundant Accountant Podcast is a MUST LISTEN!
Enjoy, and thank you for listening and tuning into The Abundant Accountant Podcast!
To share your thoughts:
- Email The Pitch Queen @ hello@thepitchqueen.com
- Ask a question over at www.ThePitchQueen.com
- Share The Abundant Accountant Podcast on Twitter, Facebook, Instagram, & LinkedIn
To help the show out:
- Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one.
- Subscribe to the show on iTunes.
Special thanks goes out to Luke Gheen for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!
P.S. Do you feel like you give away too much information for free? Or you’re tired of inconsistent income after tax season is over? Or you feel like you’re not being paid what you're worth? If you’re like many accountants you may feel like you’re on the cashflow rollercoaster!
There is a solution - a proven, time-tested way to get off that cashflow rollercoaster once and for all. You’ll be able to connect with high-level clients & business owners that you want; communicate your value, have a proven process that you can follow, collect higher fees with confidence and be paid what you’re worth so you can work less and make more money! Join our Abundant Accountant Masterclass today!
Here are a few key secrets we talked about in this episode:
- Michelle introduces this week’s special guest, Luke Gheen, CPA.
- Luke introduces himself and shares a little bit about what he does and how he got started as an accountant.
- From the beginning Luke and his team were cognizant that they didn’t just want to bring in money from any client, but they were much more open to who they’d bring in than they are now.
- Luke opened an office in Denver and in Colorado Springs in order to generate the revenue he was looking to bring in.
- When Luke created his accounting firm he didn’t want to create something that was dependent on him personally. He wanted the niche he worked with to be able to work with anyone on his team, not just Luke.
- Luke believes that in order to pick the niche for you, you need to find the natural fit. You have to look for what feels good.
- Luke shares how he and his team stumbled into a specific industry for their niche. (you’ll have to listen to hear what niche he chose!).
- If you’re unsure why you chose to become self-employed, Luke encourages you to think back to when you first chose to become self-employed and then build your business around those reasons.
- Luke talks about how zeroing on his niche helped him focus his marketing efforts.
- My narrowing their focus, Luke has been able to increase his company’s income because of offering more specialized services to his specific client base.
- Luke shares an interesting story of when he took on a client that he shouldn’t have because he wasn’t a good fit for the firm. Luke ended up firing the client.
- Over the years the firm Luke built has changed, but constantly analyzing whether people were his ideal client or not helped with his consistent lead generation, and sinking a lot of money into marketing.
- Luke and his team are willing to work with individuals who are below their typical revenue requirements for an ideal client if there is potential for growth there.
- Luke talks about a service he tried to provide that didn’t end up working out because the clients wouldn’t put in the necessary work.
- If you’re feeling frustrated with the work that you’re doing, Luke encourages you to re-evaluate.
- Michelle and Luke discuss starting before things are perfect, because nothing will ever be perfect.
- Luke shares what he’d tell his younger self.
Learn More & Connect With Me Here!
- Read The Abundant Accountant Blog
- Join us on Facebook
- Follow Michelle on LinkedIn
P.S. Do you feel like you give away too much information for free? Or you’re tired of inconsistent income after tax season is over? Or you feel like you’re not being paid what you're worth? If you’re like many accountants you may feel like you’re on the cashflow rollercoaster!
There is a solution - a proven, time-tested way to get off that cashflow rollercoaster once and for all. You’ll be able to connect with high-level clients & business owners that you want; communicate your value, have a proven process that you can follow, collect higher fees with confidence and be paid what you’re worth so you can work less and make more money! Join our Abundant Accountant Masterclass today!
000 | The Abundant Accountant Podcast
The Abundant Accountant Podcast is where accounting professionals come to learn the most efficient and powerful ways to grow their firm, sharpen their skills, and have consistent increasing revenue. We cover topics from networking, pricing, finding your ideal clients, increasing cash flow, setting boundaries with clients and much more so you can stop giving away your time and expertise away for free and start being paid your value and worth! You’ll learn tips and strategies as well as hear personal interviews from successful accounting professionals. This podcast will show you exactly how to create the business (and life) of your dreams full of abundance!
If you’re like many accountants you may feel like you’re on the cashflow rollercoaster!
There is a solution - a proven, time-tested way to get off that cashflow rollercoaster once and for all. You’ll be able to connect with high-level clients & business owners that you want; communicate your value, have a proven process that you can follow, collect higher fees with confidence and be paid what you’re worth so you can work less and make more money! Join our Abundant Accountants Masterclass today!
Learn More & Connect With Me Here!
- Read The Abundant Accountant Blog
- Heath’s Website
- Join us on Facebook
- Follow Michelle on LinkedIn
Love the show? Subscribe, rate, review, and share!
- Here’s How »
Join the Abundant Accountant Community today:
- theabundantaccountant.com
- YouTube
How often are you asked for free advice? The second you let people know that you’re an accountant, they probably start asking you question after question.
It can get overwhelming, plus giving all of that free information away doesn’t help you AND it doesn’t help those friends of your either.
Not to mention, that when you give advice away for free, the prospect rarely (if ever) takes action on the advice you gave?
It’s a pretty common occurrence, one that many of my accountant clients have experienced.
In fact, when someone pays for your services they are much more likely to take the advice, put it into action and then benefit from that action.
The key here… Stop giving away everything for free! ;)
There is a better way to serve your prospects, prove your worth and land the new client without sharing everything you know.
In this episode, Denise and I share all of our reasons for not giving away information for free, plus we share how you can still serve your clients without giving too much away!
Enjoy, and thank you for listening and tuning into The Abundant Accountant Podcast!
Special thanks goes out to Denise Mandeau for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!
Here are a few key secrets we talked about in this episode:
- Michelle introduces The Abundant Accountant Podcast, what the show’s purpose is and how she hopes to help accountants.
- Michelle shares a quick synopsis of who she is and her experience.
- Denise introduces herself and shares her experience and who she is.
- The topic this week is surrounding giving away too much free information and free advice to non-paying clients.
- It’s important to know how much free information you want to give away before talking with prospects.
- Denise discusses why entrepreneurs give away free advice.
- Michelle describes her client Kate, who was giving away too much free information and how she helped her change her process and mindset.
- “Very few people implement any free advice you give them.” ~ The Pitch Queen
- Another client, Lauren, is discussed and how Denise and Michelle taught her the best way to answer any question about free advice, is to ask another question! Listen for the full description.
- Denise shares a couple tips on where to draw a line before giving away TOO much free information.
- Michelle and Denise discuss “Awareness Content” what it is and how it can help your business.
- Another way to help your clients without giving too much information away is to provide them with “Insider Value.” Curious what that is? Listen to this episode to find out!
- There is nothing quick about building a long-term business relationship. You want to become your client’s trusted advisor.
- Denise shares a great example of how you wouldn’t expect a doctor to give away information for free, why do people expect their accountants or CPAs to give information away?
- The ladies discuss how doing a time study can help you recognize how much time you’ve spent giving away free information, like answering peoples “quick questions, to responding to emails all day long, that could have been spent in other ways to build your business.
- Michelle shares the story of her client Marc, and how he realized too much of his and his team’s time was being eaten up by just one of his needy clients.
- “Do you prefer to get paid for the work that you do, or do you prefer to run a non-profit?” ~ The Pitch Queen
- If you think giving away free advice is the only way to show your value and worth, then you’re moving into the scarcity mindset. Learn how to shift out of this, in this episode.
- The number one way to turn people into paying clients is to tune into Michelle and Denise’s webinar.
- It’s time to attract your ideal clients and push yourself to stand out from the crowd.
- Michelle thanks everyone for being with them for the first episode.
Learn More & Connect With Me Here!
- Read The Abundant Accountant Blog
- Join us on Facebook
- Follow Michelle on LinkedIn
To share your thoughts:
- Email The Pitch Queen @ hello@thepitchqueen.com
- Ask a question over at www.ThePitchQueen.com
- Share The Abundant Accountant Podcast on Twitter, Facebook, Instagram, & LinkedIn
To help the show out:
- Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one.
- Subscribe to the show on iTunes.
P.S. Do you feel like you give away too much information for free? Or you’re tired of inconsistent income after tax season is over? Or you feel like you’re not being paid what you're worth? If you’re like many accountants you may feel like you’re on the cashflow rollercoaster!
There is a solution - a proven, time-tested way to get off that cashflow rollercoaster once and for all. You’ll be able to connect with high-level clients & business owners that you want; communicate your value, have a proven process that you can follow, collect higher fees with confidence and be paid what you’re worth so you can work less and make more money! Join our Abundant Accountant Masterclass today!
Love the show? Subscribe, rate, review, and share!
- Here’s How »
Join the Abundant Accountant Community today:
- theabundantaccountant.com
- YouTube