Michelle Weinstein: Sales, Pricing, and Qualifying a Client

Show Summary: In this episode of Grow My Accounting Practice, Michelle Weinstein, founder of The Abundant Accountant, dives into the crucial topics of sales, pricing, and client qualification for accounting firm owners. Michelle shares insights on how to recognize if you’re undercharging—and the long-term consequences of doing so, including burnout, client resentment, and stalled growth. She introduces the concept of optimal capacity, helping firm owners understand how to reduce their workload without sacrificing revenue. Michelle also explains how to strategically increase revenue with less stress, preparing your firm for greater profitability and a potential future sale at a high multiple. The conversation explores the most common mistakes accountants make when raising fees, and what to do instead to boost client buy-in and value perception. Plus, Michelle clarifies the important distinction between sales and marketing, offering actionable advice on how to strengthen both. This episode is a must-listen for firm owners ready to shift from survival mode to sustainable success.   The Abundant Accountant Podcast:  https://apple.co/2zMKpgz Facebook:thepitchqueen Instagram:@thepitchqueen Twitter:@thepitchqueen LinkedIn:https://www.linkedin.com/in/michelleweinstein/   Corporate Partner:The Abundant Accountant - https://theabundantaccountant.com/ Profit First App Version 2.0 is here!  More Education. More Functionality. More Profit!

Show Summary: In this episode of the Grow My Accounting Practice podcast, we’re joined by Barrie Cohen, Founder and CEO of BCPR, to explore how public relations can be a powerful tool for financial professionals. Barrie breaks down what PR really is—and why it’s more important than ever for finance experts to build authority, gain visibility, and stand out in a competitive industry. She shares when and how financial professionals should begin investing in PR, the strategic value it brings, and practical tips for using it to attract the right clients. Barrie also dives into how to stay relevant in a fast-moving, saturated space and highlights the best media platforms and outlets for financial experts looking to strengthen their presence and credibility. Whether you're new to PR or ready to take your visibility to the next level, this episode is filled with insights you can put to use right away.   Website:https://bcpublicrelations.com/ Facebook:https://www.facebook.com/barriecohenpr Instagram:https://www.instagram.com/barriecohenpr/ LinkedIn:https://www.linkedin.com/in/barrie-cohenpr/ Corporate Partner:Miles Talent Hub. - www.mileseducation.com Profit First App Version 2.0 is here!  More Education. More Functionality. More Profit!

Show Summary: In this episode of the Grow My Accounting Practice podcast, Kristin Meador, CPA and founder of Gradient Accounting, shares how she successfully runs her growing firm while traveling the world as a digital nomad. Kristin breaks down what it truly means to live and work as a digital nomad—and why this lifestyle is becoming more common among firm owners. She offers her top tips for managing a firm on the move, including the importance of choosing the right niche and building a client base that aligns with your values and lifestyle. Kristin also explains how implementing Profit First has helped her step away from the daily grind and operate more strategically. Plus, she introduces her proprietary Freedom Formula, a framework designed to help both her and her clients achieve Sales Freedom, Calendar Freedom, and Profit Freedom. Website:https://gradientaccounting.com/ Instagram:https://www.instagram.com/gradientaccounting/ LinkedIn:https://www.linkedin.com/in/kristin-disbrow-meador-cpa-3aba8b76/ Corporate Partner:Cashflow Mike - http://www.cashflowmike.com/ Profit First App Version 2.0 is here!  More Education. More Functionality. More Profit!

Show Summary: On this episode of the Grow My Accounting Practice podcast, Geoff Woods, author of The AI-Driven Leader and founder of AI Leadership, joins us to explore how leaders can effectively harness the power of AI to drive smarter, faster decision-making. Geoff shares his personal journey into the world of AI and breaks down why, despite knowing AI is the future, many leaders feel stuck when it comes to getting started. He explains how technology doesn’t just change jobs — it reshapes which skills are valued and how processes are executed. Geoff emphasizes that it's not the tools, but the leaders who use them, that ultimately determine the impact on an organization. He also highlights a common pitfall: most professionals are using generative AI for minor, tactical tasks rather than for strategic initiatives that truly move the needle. This episode is a must-listen for anyone ready to shift from overwhelm to innovation and unlock the real potential of AI in their firm.   Website: aileadership.com aileadership.com/start Corporate Partner:Universal Accounting - https://universalaccounting.com/ Profit First App Version 2.0 is here!  More Education. More Functionality. More Profit!

Show Summary: In this episode of the Grow My Accounting Practice podcast, Ryan McGarghan shares how combining Profit First, CFO services, EOS, and exit planning can help firms and their clients grow 5x. He explains how aligning finance with sales, marketing, and operations creates smarter, more strategic decision-making. Ryan also breaks down exit planning as a proactive growth tool and shows how EOS brings structure and accountability. Whether you're scaling your firm or guiding clients to long-term success, this episode offers practical ways to tie it all together.   Website: www.wearesynergysolutions.com   Corporate Partner:Your Cyber Team - https://yourcyberteam.com/   Profit First App Version 2.0 is here!  More Education. More Functionality. More Profit!

Show Summary: In this insightful episode of the Grow My Accounting Practice podcast, Sir Darren Jacklin shares strategies to help accountants and business owners smash their numbers in 2025. He highlights the importance of setting clear, measurable financial goals and encourages a shift in focus from revenue to true profitability. Darren also explains how using technology and automation can simplify workflows, reduce overwhelm, and free up time to better serve clients. The conversation dives into smart ways to prepare for tax season, along with the value of financial forecasting to stay steady through change. Whether you're aiming to grow, stabilize, or plan ahead, this episode offers practical guidance to help you build a stronger, more profitable business in the year ahead.   Website: SmashingNumbers.com DarrenJacklin.com lynkfoundation.org   Corporate Partner:Impact Global Solutions - [email protected]   Profit First App Version 2.0 is here!  More Education. More Functionality. More Profit!

Show Summary: In this episode of the Grow My Accounting Practice podcast, Donna Lim shares her powerful journey with Profit First and how it transformed both her business and the insurance agents she serves. Once a reluctant accounting firm owner who found the profession “boring and sterile,” Donna realized her deeper calling was to support business owners. That mission drove her to embrace discomfort and growth—even when it meant raising prices and losing clients. But what she gained was far more valuable: clients who were willing to do the work and pay what she was truly worth. Donna’s story is one of courage, challenge, and learning to own both the wins and the hard lessons. Donna also dives into what makes her work with insurance agents so impactful. By truly understanding their industry and the trajectory of their processes, she customizes her approach to meet their unique needs. She talks about the importance of transparency—with clients and her team—and how shedding the wrong employees and clockworking her business helped her achieve more with fewer people. Her story is packed with lessons for accountants and bookkeepers who want to serve with purpose, step into growth, and guide their clients to real financial transformation.   Website: www.sooterconsulting.com LinkedIn: https://www.linkedin.com/in/donnasooterlim/ Facebook: https://www.facebook.com/sooterconsulting https://www.facebook.com/donna.sooter   Corporate Partner:People Processes - http://www.peopleprocesses.com/   Profit First App Version 2.0 is here!  More Education. More Functionality. More Profit!

Show Summary: In this episode of Grow My Accounting Practice, Cathy Donovan Wagner, founder and CEO of RETAILMavens, joins us to unpack the deep, often overlooked connection between pricing and personal well-being. Cathy shares how pricing decisions don’t just affect your bottom line—they impact your soul, your mental health, your team, your clients, and even the legacies we help build. She dives into the fear many professionals experience around raising prices, rooted in a desire to be liked and accepted, and explains why that fear can be more damaging than rejection itself. Cathy also explores the transformative power of niching, emphasizing how narrowing your focus can dramatically improve the client experience and your own confidence. As a Certified Profit First Professional, she speaks to the courage and commitment it takes to do the “scary things” in business. This episode is a powerful reminder that when you price with intention and lead with purpose, you not only serve better—you thrive.   Website: https://www.retailmavens.com Podcast: https://www.richerretailerpodcast.com Social Media: @retailmavens Free Training:3 Steps to Maximize Retail Profit and Reduce Overwhelm: https://www.retailmavenspc.com/moreprofit   Corporate Partner:Relay.Fi - https://relayfi.com/   Profit First App Version 2.0 is here!  More Education. More Functionality. More Profit!

Show Summary: Best-selling author and speaker Bob Burg joins us on this week’s episode of Grow My Accounting Practice to unpack the powerful concept of Genuine Influence — the kind that builds trust, fosters strong relationships, and leads to real results without manipulation. Bob shares the difference between influence and manipulation, walks us through the Five Principles of Genuine Influence, and even reveals the Eight Key Words that can inspire almost anyone to take action. We also explore why he doesn’t believe in “compromise” — and what to aim for instead. Whether you’re leading a team, working with clients, or growing your accounting firm, this episode will help you become a more persuasive, impactful, and ethical influencer.   Website: https://burg.com/ Daily Impact Email:  https://burg.com/daily-impact/ The Go-Giver Success Vault: https://thegogiveracademy.com/   Corporate Partner:Impressia Bank - https://impressiabank.bank/   Profit First App Version 2.0 is here!  More Education. More Functionality. More Profit!

Show Summary: In this episode of Grow My Accounting Practice, we sit down with Ross Loveland, Founder & CEO of True Profit Salons, to talk about what it really takes to scale an accounting practice and evolve your services. Ross shares the early steps of building his practice, the lessons learned from choosing (and changing) a niche, and how a failed revenue stream taught him resilience and clarity. He dives into the power of strategic partnerships, adding tax services to a bookkeeping foundation, and why niching down can be a growth superpower. Now leading a team and stepping away from direct client work, Ross opens up about what it means to shift from technician to true business owner—and how you can do the same.   Website: https://trueprofitsalons.com/ Instagram:  https://www.instagram.com/trueprofitsalons/ YouTube: https://www.youtube.com/@TrueProfitSalons   Corporate Partner:Impressia Bank - https://impressiabank.bank/   Profit First App Version 2.0 is here!  More Education. More Functionality. More Profit!