With the economy and the profession in flux, Alicia welcomes Michelle Weinstein, founder of The Abundant Accountant, to explain how scarcity thinking leads accounting firm owners to discount, give away free advice, and take on the wrong clients. Michelle breaks down the difference between marketing and sales, why every prospect should be qualified and diagnosed before a meeting, how to price on the value of the problem rather than your hours, and how to build confidence to re-enroll existing clients at higher fees. She also ties it all back to exit strategy, showing how the same habits that raise profitability also raise the multiple a buyer will pay for your accounting firm.

Sponsors:
Intuit Accountants - http://uqb.promo/intuit
Pilot - http://uqb.promo/pilot
Zamp - http://uqb.promo/zamp
Veltrix - http://uqb.promo/veltrix


 (00:00) - Scarcity vs Abundance (01:33) - Meet Michelle Weinstein (02:52) - Words Shape Reality (07:01) - Stop Undervaluing Work (11:35) - Marketing vs Sales (14:01) - Qualification and Diagnostics (19:21) - Value Based Pricing (24:48) - Raise Fees Confidently (31:06) - Build for Acquisition (35:27) - Wrap Up and Next Steps (36:53) - Whats Going On (38:11) - Events and Closing

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Podden och tillhörande omslagsbild på den här sidan tillhör Alicia Katz Pollock, MAT. Innehållet i podden är skapat av Alicia Katz Pollock, MAT och inte av, eller tillsammans med, Poddtoppen.