The Abundant Accountant: Leads, Sales & Business Growth for Accounting, Tax and Bookkeeping Professionals

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 t...

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 a...

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...

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...

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....

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 be...

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 clie...

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 mo...

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 Infl...

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 al...

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 expertis...

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 wan...

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 clie...

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 fo...

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...

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...

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...

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...

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 s...

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 effectiv...

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 than 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 pric...

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 higher value 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 into fixing this problem.   When Heath began his firm, he took on anyone that was inte...

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 su...

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...

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...