Growing Your Firm | Strategies for Accountants, CPA's, Bookkeepers , and Tax Professionals

How to Sell Advisory Services at Your Firm w/ Adam Lean

Apr 18, 2024

Guest Adam Lean, CEO of The CFO Project, shares insights on selling advisory services in the accounting industry. Topics include engaging clients through meaningful conversations, the importance of CFO advisory services for firm growth, and navigating cash flow challenges. Strategies for showcasing value, understanding client emotions, and overcoming psychological sales barriers are also discussed.

37:45

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Episode guests

Adam Lean

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Quick takeaways

Engage clients by asking open-ended questions about their business for deeper connections.

Offer CFO advisory services tailored for small and medium-sized enterprises for strategic guidance.

Deep dives

Uncovering Opportunities Through Conversations

To engage clients effectively, it is crucial to ask questions that elicit meaningful responses. By inquiring about their business history, aspirations, and long-term goals, professionals can initiate a dialogue that uncovers crucial insights. Engaging clients in discussions about their business vision creates a conducive environment for building trust and understanding.

Introduction

2min

Optimizing Business Growth Through CFO Advisory Services

13min

Navigating the Cash Flow Challenge in Business Growth

6min

Selling Advisory Services by Providing Context and Value

4min

Elevating Accounting Services Through Understanding Clients' Emotions

10min

Navigating the Psychological Aspects of Sales in Advisory Services

3min

In this insightful episode of the "Growing Your Firm" podcast, brought to you by Jetpack Workflow, host David Cristello is joined by special guest Adam Lean, CEO and co-founder of The CFO Project.

Adam shares his expertise on how accountants can go beyond traditional number-crunching by engaging with clients through meaningful conversations that resemble therapeutic sessions. By asking open-ended questions about clients' businesses and aspirations, accountants can foster a deeper connection and provide greater value.

Adam also delves into the importance of CFO advisory services as a scalable way for accountants, CPAs, bookkeepers, and enrolled agents to grow their firms and increase their earnings. The episode discusses the rise of advisory services in the accounting industry, from integration in mid-market firms to adoption by smaller practices as a lucrative service offering.

Listeners will learn about the importance of asking clients questions to get them talking, the benefits of adding CFO advisory services to accounting firms, and the current state of advisory services in the industry.

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Growing Your Firm | Strategies for Accountants, CPA's, Bookkeepers , and Tax Professionals

How to Sell Advisory Services at Your Firm w/ Adam Lean

Episode guests

Podcast summary created with Snipd AI

Quick takeaways

Deep dives

Uncovering Opportunities Through Conversations

Defining CFO Advisory Services for Small Businesses

Simplified Pricing for Value-Oriented Services

Building Emotional Connections to Drive Sales

Remember Everything You Learn from Podcasts