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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 127 | How Low Fees Actually Hurt You And Your Clients With Thomas A. Gorczynski, EA, USTCP Dec 15, 2023

Show notes

In our efforts to attract more clients, we tend to lower our fees. But did you know that low fees actually do the opposite and hurt your clients? Michelle Weinstein interviews Thomas A. Gorczynski, EA, USTCP, a nationally recognized speaker and educator on federal tax law matters. In this episode, Tom sheds light on why low fees can be detrimental to not only your business but your clients too. From having to work more to compensate to devoting less time to your clients, Tom offers a multi-view perspective on the actual inefficiency and ineffectiveness of charging less to grow more. Find out how much you are actually losing with this strategy and what you can do instead to sustain growth, attract high-quality clients, and thrive!

Episode 126 | Why Getting Out Of Your Own Way Is The Way To Thrive With Scott Scarano Dec 01, 2023

Show notes

One of the ultimate goals of many firm owners is to one day work themselves out of their jobs, let their businesses grow, and let it sustain revenue even as they step out. What does it take to do this? In this episode, Michelle Weinstein interviews an eccentric entrepreneur who has done it. Scott Scarano, the Rapping Custodian of Accounting High, shares with us how to get out of our own way in order to thrive and prosper. Scotty says, "it took a lot of failures for me to have that humility to realize I'm not that important." What does he mean by this? Why is taking yourself out of the equation sometimes the best thing you can do in your firm? Tune in to find out the answers to these questions, showing you a unique path towards success!

Episode 125 | How To Quadruple Fees, Offload Clients, And Add $970k In Revenue As Real Estate Tax Strategist With Natalie Kolodij Nov 15, 2023

Show notes

Have you ever, at any point, considered niching down, specifically in real estate? It might be time to revisit that thought. Natalie Kolodij joins us on this episode to share her noteworthy success as a real estate tax strategist. Her journey is a testament to the power of specialization and the impact it can have on your accounting or tax firm. Discover how Natalie went from an average client fee of $700 to $7,000, reduced her client load, and increased her annual revenue to the point where she's approaching seven figures. This episode is filled with insights on pricing, client management, and building a strong presence in real estate communities, both online and offline. If you're looking to work less, earn more, and create a waiting list of eager clients, don't miss this episode!

Episode 124 | Revenue Replacement Strategy: Future-Proofing Your Accounting Firm With Sandra Wiley Nov 01, 2023

Show notes

Success in accounting isn't about doing more; it's about serving the right clients better. Our guest, Sandra Wiley, shares the inspiring journey of "Jones & Company," an accounting firm that earned $6 Million in revenue within a year by implementing the Revenue Replacement Strategy. Discover how Jones & Company transformed their business model and began working smarter, not harder. Sandra discusses several rich topics, including how to identify your target market, implement the 80/20 principle, create a solid client intake process, attracting the right leads, and more. From knowing what to focus on to accepting what to let go of, Sandra covers multiple angles on building your accounting firm's success. It's time to work smarter, not harder, in your accounting firm. Tune in now.

Episode 123 | How Accountants Build A Million-Dollar Advisory Firm By Leveraging Reasonable Compensation Knowledge With Paul Hamann Oct 15, 2023

Show notes

An accurate, reasonable compensation is vital for every closely held business. And RCReports makes Reasonable Compensation calculation effortless. Today, Paul Hamann, the Founder of RC Reports, dives into how accountants leverage their knowledge of reasonable compensation to build a million-dollar advisory firm. He also breaks down some of the biggest mistakes and misconceptions that firm owners make in this space and shares where he sees value in doing compensation planning. With Paul's expertise and his software, accountants and firm owners are equipped to show their value and prepare their clients for success, eventually seeping into their own success as well. Tune in to this episode and learn more from Paul!

Episode 122 | Ditching Fear To Build An Abundant Accounting Practice With Geni Whitehouse Oct 01, 2023

Show notes

Break free from the fear that's holding you back, and let your accounting practice soar over the rainbow of success. Join us in this eye-opening episode as our guest, Geni Whitehouse, shares her journey from a CPA firm partner trapped in a cycle of overwork and underappreciation to a thriving advisory expert and speaker. Geni shares the mindset shift that accountants might just need to create the accounting practice they've always dreamed of. She shares how difficult it was for her to get out of her hell loop, but then, with a wake-up call and a brave decision to start investing in herself, she redefined her value and transformed her life. Geni discusses how accountants don't have to settle, sharing strategies on setting minimum pricing, getting deposits, and attracting clients who appreciate your expertise. Don't wait for a crisis to force change—take control of your accounting practice, value your worth, and get over the rainbow of fear. Tune in now!

Episode 121 | The Power Of Embracing Your Value: A CPA's Guide To Building A Thriving Business With Jonathan Bengel Sep 15, 2023

Show notes

Transforming your accounting firm starts with a leap of faith and a commitment to your own value. In this episode, Jonathan Bengel, founder of The Small Business Start-Up Foundation Program, shares his remarkable transformation from a struggling firm owner to a successful, empowered entrepreneur. Jonathan reveals how his leap of faith led him to overcome his fears and invest in his growth through the Eight Weeks Sales Mastery training. He candidly shares the nervousness he felt before taking the plunge and how his analytical mindset clashed with the concept of valuing his services. Throughout the episode, Jonathan runs through the mindset shifts necessary to elevate an accounting firm and recognize your value as an accountant. Tune in to be inspired, motivated, and empowered to embark on your own journey of transformation and embrace the abundance that awaits.

Episode 120 | Black Swan Program: Learn How To Implement Value Pricing With Ron Baker Sep 01, 2023

Show notes

Have you noticed most people would prefer Apple's products despite their price over other cheaper products? Why do people choose Apple over other brands? In this episode, Ronald J. Baker, the Author of Implementing Value Pricing, shares his steps for firm owners to learn how to value price. The Black Swan Five Program guides the Swans through the theory of Value Pricing. Ronald emphasizes the importance of giving value to clients and how it will greatly impact growing your firm. The deeper you dive into this conversation, the more insights you will learn from Ron Baker. Waste no time and tune in!

Episode 119 | The Hidden Costs: The Pitfalls And Risks Of Giving Free Tax Advice With Dominique Molina Aug 15, 2023

Show notes

Free tax advice may seem benevolent, but beware of the hidden costs it imposes on your firm's growth. Today, we have a remarkable guest who is set to revolutionize the world of tax planning. Meet Dominique Molina, the visionary co-founder and president of the American Institute of Certified Tax Planners. Her mission? To ensure that tax professionals never miss government tax breaks that could save their clients millions of dollars. In this episode, Dominique uncovers the hidden dangers and consequences of giving away free tax advice. She shares her firsthand experience of the potential liabilities that lurk in offering free advice without proper analysis. Dominique also touches on the critical IRS circular 230 rules, revealing the legal responsibilities of tax advisors in providing accurate and well-informed advice. She stresses the importance of protecting not only yourself but also your clients from the risks of misinformation or misinterpretation. Join us as we uncover the dangers and rewards of giving tax advice for free.

Ep 118 | Getting Rid Of High Maintenance Clients With Denise Mandeau Aug 01, 2023

Show notes

When running a business, it is always a plus to have a long list of customers. But every now and then, you need to deal with high-maintenance clients that cause hidden costs in your accounting and bookkeeping. In this episode, Michelle Weinstein sits down once again with business growth strategies and award-winning sales professional Denise Mandeau. They talk about the importance of doing an in-depth inventory to find clients who do not deliver profit and exhaust your joy and freedom. Denise explains why you should not be scared to raise fees and why it is not recommended to do business with relatives. She also discusses where you should draw the line when doing pro bono work and how fear to talk to maintenance clients stops you in your tracks.

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