Business

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:

008 | The 4 Best Marketing Tactics For Accountants With Ross Jeffries Jan 15, 2019

Show notes

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:

To help the show out:

Special thanks go 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 on 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!

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 Jan 01, 2019

Show notes

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!

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 With Denise Mandeau Dec 15, 2018

Show notes

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 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!

Do you take on every potential client that comes your way and now you have a client roster full of people who are just in it for the deal? Then THIS BLOG POST is a MUST READ!

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!

P.S. Did you know that the prospect that you referred out today could end up being an ideal client in the future? It's true! THIS BLOG POST shares why referring out is important!

P.P.S MAKE MORE, WORK LESS

Unlock the secrets to growing a profitable accounting firm with less stress by joining our upcoming Abundant Accountant 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 Accountant Masterclass today!

005 | Setting Boundaries For Accountants: Knowing Where To Draw The Line With Clients With Heath Walters Dec 01, 2018

Show notes

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 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 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 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!

Do you continue letting in less than ideal accounting clients into your firm, leaving yourself stressed out and unable to efficiently handle the workload? Then THIS BLOG POST is a MUST READ!

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. He 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 them!

Learn More & Connect With Me Here!

P.S. Is your accounting firm BURSTING at the seams? Are you ready to set some boundaries and only work with those ideal clients you've been dreaming of? Then THIS BLOG POST is a must read!

P.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 Accountants Masterclass today!

004 | Showing Your Worth: How To Explain Your Pricing & Value As An Accountant With Ross Jeffries Nov 15, 2018

Show notes

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:

To help the show out:

Special thanks go 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 specialty 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 to build your confidence and how to 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 day's 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 client's 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!

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 Nov 01, 2018

Show notes

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!

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? With Luke Gheen Oct 15, 2018

Show notes

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

000 | The Abundant Accountant Podcast Oct 05, 2018

Show notes

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!

Learn More & Connect With Me Here!

Love the show? Subscribe, rate, review, and share!

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Join the Abundant Accountant Community today:

001 | The Problems With Accounting Firms Giving Advice Away For Free With Denise Mandeau Aug 30, 2018

Show notes

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.

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