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The Abundant Accountant Podcast: Sales & Business Growth for Accounting, Tax, and Bookkeeping Firm Owners

You became an Accounting, Tax, or Bookkeeping Firm Owner because you are great at what you do.
You know how to help your clients. You care about the work. You deliver real value. But if your fees are too low, your proposals keep getting ignored, clients expect free advice, or you are working long hours without the revenue to show for it, the problem is not your technical skill.

It’s your lack of a sales process, your low pricing, and the way you lead client conversations without confidence.

The Abundant Accountant Podcast teaches Accounting, Tax, and Bookkeeping Firm Owners how to raise fees, get paid upfront, stop giving away free work, better handle sales objections, set better client boundaries, and build a more profitable firm without burning out.

Each episode features client success stories, sales strategies, and expert conversations to help you work less, earn more, and build a firm that supports the life you actually want.

Latest Episodes:

Episode 68 | The Best Questions To Ask When Meeting Prospective Clients With Wes Schaeffer Jul 15, 2021

Show notes

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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Episode 67 | How To Maintain Realistic Motivation & Informed Enthusiasm In The Face Of Chaos With Paul Ross Jul 01, 2021

Show notes

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. Love the show? Subscribe, rate, review, and share! https://theabundantaccountant.com/

Episode 66 | An Abundant Accountant Case Study About Growth And Value With Ross Loveland Jun 15, 2021

Show notes

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.

Love the show? Subscribe, rate, review, and share! https://theabundantaccountant.com/

Episode 65 | An Accounting Sales Plan That Won't Sell You Short With Ron Saharyan Jun 01, 2021

Show notes

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.

Love the show? Subscribe, rate, review, and share! https://theabundantaccountant.com/

Episode 64 | Abundant Accountant Case Study: Knowing Your Value With Dave O'Brien, CPA May 15, 2021

Show notes

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!

Love the show? Subscribe, rate, review, and share! https://theabundantaccountant.com/

Episode 63| How to Get Out Of Your Own Way: Defeat Your Limiting Beliefs With Paul Ross May 01, 2021

Show notes

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!

Love the show? Subscribe, rate, review, and share! https://theabundantaccountant.com/

Episode 62 | Becoming Irreplaceable In Accounting With Twyla Verhelst Apr 15, 2021

Show notes

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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Episode 61 | The Right Process Of Starting Your Own Accounting Firm With Nellie Akalp Apr 01, 2021

Show notes

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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Episode 60 | Integrating Empathy And Personal Boundaries In Your Negotiation Tactics With Chris Voss Mar 15, 2021

Show notes

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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Episode 59 | From Leaving The Corporate To Starting A Firm With Rocky Lalvani Mar 01, 2021

Show notes

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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