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The Abundant Accountant

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!

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008 | The 4 Best Marketing Tactics for Accountants

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

23mins

15 Jan 2019

Rank #1

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031 | 3 Ways On How To Scale Your Accounting Firm Without Adding Overhead with Nellie Akalp

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. Love the show? Subscribe, rate, review, and share! Here’s How » Join the Abundant Accountant Community today: theabundantaccountant.com LinkedIn Twitter Instagram Facebook YouTube

25mins

1 Jan 2020

Rank #2

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026 | What's Your Value: Explaining Why Small Businesses Need An Accountant

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. Love the show? Subscribe, rate, review, and share! Here’s How » Join the Abundant Accountant Community today: theabundantaccountant.com LinkedIn Twitter Instagram Facebook YouTube

25mins

15 Oct 2019

Rank #3

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024 | Where the Sales Conversation Goes Wrong With Accountants

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!  Love the show? Subscribe, rate, review, and share! Here’s How » Join the Abundant Accountant Community today: theabundantaccountant.com LinkedIn Twitter Instagram Facebook YouTube

27mins

15 Sep 2019

Rank #4

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028 | How To Pitch Your CPA Skills Without Being Overly Technical with Denise Mandeau

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. Love the show? Subscribe, rate, review, and share! Here’s How » Join the Abundant Accountant Community today: theabundantaccountant.com LinkedIn Twitter Instagram Facebook YouTube

36mins

15 Nov 2019

Rank #5

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018 | The Best Pricing Strategies for Accountants and CPAs

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.

29mins

15 Jun 2019

Rank #6

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016 | How to Drum Up Ideal Clients for Accountants

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.

34mins

15 May 2019

Rank #7

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010 | The Best Ways for Accountants to Get Referral Clients

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!

21mins

15 Feb 2019

Rank #8

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009 | How to Show Your Value as a Trusted Professional as an Accountant

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

27mins

1 Feb 2019

Rank #9

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034 | The Accountant's Guide For Managing Time Around Tax Season With Jackie Meyer

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. Love the show? Subscribe, rate, review, and share! Here’s How » Join the Abundant Accountant Community today: theabundantaccountant.com LinkedIn Twitter Instagram Facebook YouTube

28mins

15 Feb 2020

Rank #10

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Abundant Accountant Case Study | Aleksey Kaplan

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! Love the show? Subscribe, rate, review, and share! Here’s How » Join the Abundant Accountant Community today: theabundantaccountant.com LinkedIn Twitter Instagram Facebook YouTube

32mins

21 Nov 2019

Rank #11

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011 | How to Identify Clients That are Ready to Hire You NOW

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!

29mins

1 Mar 2019

Rank #12

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030 | Why Do Clients Leave You? Stop Losing A Sale & Only Competing On Price Alone with Dominique Molina

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. Love the show? Subscribe, rate, review, and share! Here’s How » Join the Abundant Accountant Community today: theabundantaccountant.com LinkedIn Twitter Instagram Facebook YouTube

26mins

15 Dec 2019

Rank #13

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032 | 10 Qualities You Must Have As An Accountant

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. Love the show? Subscribe, rate, review, and share! Here’s How » Join the Abundant Accountant Community today: theabundantaccountant.com LinkedIn Twitter Instagram Facebook YouTube

30mins

15 Jan 2020

Rank #14

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025 | 3 Qualities To Look Out For To Qualify Leads with Ross Jeffries

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. Love the show? Subscribe, rate, review, and share! Here’s How » Join the Abundant Accountant Community today: theabundantaccountant.com LinkedIn Twitter Instagram Facebook YouTube

23mins

1 Oct 2019

Rank #15

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017 | When and How to Say No Politely in Your Business

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.

27mins

1 Jun 2019

Rank #16

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012 | Why Accountants Should Have A Sales System

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!

34mins

15 Mar 2019

Rank #17

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021 | The 4 Best Ways to Attract High Net Worth Clients for Your Accounting Firm

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 LinkedIn Twitter Instagram Facebook YouTube

31mins

1 Aug 2019

Rank #18

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015 | The 5 Ways to Establish Trust Without Giving Away Free Advice

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!

24mins

1 May 2019

Rank #19