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In this episode, I sit down with Shannon Weinstein, a CPA and fractional CFO, to break down what it takes to build a seven-figure accounting firm with fewer than 12 clients. We dive into why relationship-driven service models outperform traditional high-volume firms, how to position yourself as an expert, and why branding is the key to building trust and attracting premium clients. Shannon also shares the mistakes most accountants make in marketing and pricing—and how to avoid them. If you're looking to scale your firm while keeping a lifestyle-first approach, this episode is a must-listen.

Timestamps:

00:00:00 - Intro: Selling the plan out of hell

00:02:39 - Shannon’s CPA journey and early career

00:06:32 - Why Shannon left EY and went solo

00:10:55 - The key sales lesson: Selling benefits, not features

00:15:10 - How frequency builds trust in branding

00:20:38 - Shannon’s transition from 120 clients to just 12

00:26:53 - How to attract and retain premium clients

00:31:12 - The power of strong positioning in pricing strategy

00:36:42 - Debunking the "cheaper is better" myth in accounting

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*None of this is meant to be specific investment advice, it's for entertainment purposes only.