

The Abundant Accountant: Leads, Sales & Business Growth for Accounting, Tax and Bookkeeping Professionals
Michelle Weinstein - The Pitch Queen, Sales Strategist
The Abundant Accountant Podcast is where accounting, tax, and bookkeeping professionals come to learn the most efficient and powerful ways to grow their business, sharpen their skills, and have consistent increasing revenue. We cover topics from sales, marketing, networking, pricing, finding your ideal clients, increasing cash flow, setting boundaries with clients, and much more so you can stop giving away your time and expertise away for free and start being paid your value and worth. You’ll learn tips and strategies as well as hear personal interviews from successful firm owners. This podcast will show you exactly how to create the firm (and life) of your dreams full of abundance!
Episodes
Mentioned books

Jul 15, 2020 • 31min
044 | Setting Up Communication To Win With Implied Relationship Words With Denise Mandeau
Business is about relationships, and effective business communication should reflect that fact. Success in business starts with your ability to effectively communicate with associates, employees, and especially your clients. How do you set up communication to win? Here are some of the implied relationship words that you can use to make the most out of your conversations with your clients. Sitting down with Michelle Weinstein for this is Denise Mandeau, the Cofounder and Workplace Dynamics Specialist at P3D Consulting LLC. A business growth strategist, business owner, financial planner, and award-winning sales professional with over 35 years of experience, Denise takes us back to the basics of effective business communication. Listen and get a fresh look at the overlooked principles that will make you win in any business conversation. Love the show? Subscribe, rate, review, and share! Here’s How » Join the Abundant Accountant Community today: theabundantaccountant.com LinkedIn Twitter Instagram Facebook YouTube

Jul 8, 2020 • 38min
The Key Performance Indicators You Should Be Tracking To Grow Your Firm With Mike Meilinger
Mike Meilinger is the owner of a CPA firm focused exclusively on litigation support, forensic services, divorce accounting, and business valuation. In this special bonus episode, Mike shares the importance of tracking Key Performance Indicators in your accounting firm and how he’s grown his firm to almost $2 million in revenue with just 75 clients. Here’s a few things we talked about: Mike shares about his firm serving high income business owners and young entrepreneurs and makes over a million yearly with just 75 clients What a key performance indicator really is and why they’re so important to growing your firm How KPI’s helped Mike from having overworked and underpaid employees to getting a low-turnover team that works reasonable hours The most important thing CPAs should track if they ever want to leverage and grow their firm Why it’s never too late to shift your vision and change the results you’re getting in your firm The rule of thumb your should be following when it comes to pricing your services The difference between “engagement seep” and “engagement creep” and how you can avoid both The most important KPIs you should be tracking that most people forget about (especially during a recession or hard times) If you’re ready to focus in on what’s really important to grow your firm and your revenues, this episode is a must-listen! Special thanks to Mike for taking the time to chat. Connect with Mike: Mike Meilinger Love the show? Subscribe, rate, review, and share! Here’s How » Join the Abundant Accountant Community today: theabundantaccountant.com LinkedIn Twitter Instagram Facebook YouTube

Jul 1, 2020 • 35min
043 | How To Grow An Accounting Firm Of Abundance With Michael Palmer
Do you want to know the secrets to growing your accounting firm? Then you are in luck because, in this episode, Michelle Weinstein invites the popular host of The Successful Bookkeeper podcast and CEO of Pure Bookkeeping North America, Michael Palmer, to share with us the three ways to grow a firm of abundance—not only in revenues but also in having clients that pay you the fees you deserve. He taps into what mindset we need to have, how to overcome the burnout of increasing sales and profitability, and how to set up SOPs and systems to your business. Dive deep into this great conversation to learn more about growing a firm of abundance and achieving the quality of life you have always wanted. Love the show? Subscribe, rate, review, and share! Here’s How » Join the Abundant Accountant Community today: theabundantaccountant.com LinkedIn Twitter Instagram Facebook YouTube

Jun 18, 2020 • 31min
Abundant Accountant Case Study | Wendi Hall, CPA
Do you want to stop feeling overworked, underpaid, and unappreciated in your firm but feel like it’s not possible? My guest on this bonus episode is going to prove that it’s 100% possible to turn it all around so you can make more money while working less, and only taking on those clients that are a dream fit for you! Wendi Hall is a graduate of The Abundant Account Sales Mastery Training. She has been preparing tax returns for individuals and businesses for more than 25 years with a focus on addressing the accounting and information technology needs of the small business. She provides clients not only with year-end tax preparation, but planning, tracking, and other strategies to minimize their expenses and tax liability for both their businesses and personal lives. Wendi has been an Endorsed Local Provider for financial guru and best selling author, Dave Ramsey, since 2008. She is the author of several published articles covering topics such as tax planning, business development, and technology, and has been a regular speaker for the National Speakers Association, Futura Language Professionals National Franchise Conferences, UWM Small Business Development Corp, Lorman Seminars, the Accounting & Financial Women’s Alliance, local chambers of commerce and many others. Wendi is a member of the AICPA, WICPA, Accounting & Financial Women’s Alliance, and National Association of Tax Professionals. You can learn more about her firm at sosllc.com. Here are a few things we talked about: Wendi shares the most important things she’s done over the last few years to keep herself accountable to herself and grow her firm Why you must make time to work ON your business instead of IN your business How taking an intensive sales course during the busy tax season turned out to be the best thing Wendi did for the growth of her firm Why being coachable is one of the best things you can do for yourself and your business Exactly how Wendi developed the confidence to stop working for free and stop feeling taken advantage of by her clients The one simple shift Wendi made when communicating with her clients that took her sales conversations to the next level How Wendi received more word of mouth referrals this year than ever before, and why your current clients are your greatest resource What losing “good” clients taught Wendi about how to show clients that they’re making the right choice in working with you Wendi shares the most impactful piece of advice she’s learned about creating a firm and life of abundance full of your dream clients If you’re frustrated with where you currently are in your firm and aren’t sure what steps to take to make a change, this episode is a must listen! -- If you want to build your firm and feel confident about selling high-value services to your ideal clients like Wendi, you can book a free call with one of us if you’ve been in business at least two years. Head to theabundantcall.com now to schedule your coaching session with The Abundant Accountant team so you can build your dream practice, work less, and get your time and life back! -- This episode is brought to you by Xero. With Xero, small businesses and accountants can work together at anytime from anywhere with real-time financials, bank connections, unlimited users and online invoicing. It’s beautiful accounting software that’s easy to use. Visit Xero.com. Love the show? Subscribe, rate, review, and share! Here’s How » Join the Abundant Accountant Community today: theabundantaccountant.com LinkedIn Twitter Instagram Facebook YouTube

Jun 15, 2020 • 37min
042 | Asking The Right Questions To Get A Potential Accounting Client’s YES With Denise Mandeau
So much is on the line when talking with potential clients because you either leave a bad impression or get them on board with you. That is why many find it nerve-wracking, especially when the conversations start to get boring or dull. How then will you close if they look like they want to get away from you? In this episode, Michelle Weinstein and her partner in crime, business growth strategist Denise Mandeau, help you overcome these awkward situations and get your potential accounting clients to say YES. How, do you ask? By only asking the right questions! Not only will you get their sweet YES, but you will also get it from the client that is right for you and who is willing to pay you what you're looking for. Follow Michelle and Denise to connect with your leads and build a rock-solid relationship that will last long-term. Love the show? Subscribe, rate, review, and share! Here’s How » Join the Abundant Accountant Community today: theabundantaccountant.com LinkedIn Twitter Instagram Facebook YouTube

Jun 1, 2020 • 31min
041 | Using Cloud Technology To Onboard New Clients With Blake Oliver
Onboarding a new client may only take an hour or two, but it can easily take half of your day if you have to travel miles just to get to the client. That means hours of unpaid travel time that could have been saved with cloud accounting technology. Joining Michelle Weinstein to talk about this is cloud accounting specialist and podcast host, Blake Oliver. Having had to endure the long drives himself, Blake realized that you could actually save a lot of commute time if you can incentivize the client to go cloud-based. He gives us some essential tips on onboarding clients and coaxing them to embrace the virtual model and remote work setup. Love the show? Subscribe, rate, review, and share! Here’s How » Join the Abundant Accountant Community today: theabundantaccountant.com LinkedIn Twitter Instagram Facebook YouTube

May 26, 2020 • 29min
Maximizing Actions to Take in a Recession with Dominique Molina
What actions should you be taking RIGHT NOW to thrive? It’s probably not what you think! In this special bonus episode of The Abundant Accountant Podcast, Dominique Molina joins me for a conversation about what we’ve both noticed since the beginning of the COVID-19 crisis, how you can attract more clients that you’re actually excited to work with, and how doing the exact opposite of what you would normally do can help you stand out and be successful - recession or not! If you’re ready to take back your power by taking action and doing what other accountants aren’t doing, this episode is a must-listen! Here’s a few things we talked about: Why communication (not credentials) is key to differentiating yourself and charging higher rates What Dominique has noticed about what people are experiencing and why you should be doing the opposite of your instincts to be successful The power of being present and acting in the now instead of from the past or the future Specific, real-life examples of how you can help businesses adapt in this new and changing climate Why leading by example is the absolute best way to attract the clients you want right now Why you DON’T have to be an expert in everything to be of service for your clients, and why not knowing everything might even help you stand out right now What to do when negative thoughts pop up or you find yourself or your clients “grumbling” about things that don’t really matter - - I see way too many accounting professionals who are overworked, underpaid, and under appreciated. Is that you? That’s why I’ve created a simple 5-step process for accountants so that you can feel confident positioning yourself as the expert, get consistent, high-quality referrals, and easily get people to say YES to paying you what you’re worth (no matter how much you charge), while working less all year round - even during these challenging times! Go to 5stepstoabundance.com to get my simple 5-step process accountants use to go from “waiting around for the busy season” to closing high-level clients who say YES to paying you what you’re worth (no matter how much you charge) and who actually appreciate the work you do for them! - - This episode was brought to you by Xero. With Xero’s cloud accounting software, small businesses and accountants can work together and collaborate anytime, anywhere. With real-time financials, bank connections, unlimited users, and online invoicing, it’s beautiful accounting software that’s powered by people. Xero provides its 2+ million subscribers with connections to a thriving ecosystem of 800+ third-party apps and 200+ connections to banks and financial service providers. Learn more at www.xero.com. - - Important Links: Dominique Molina Be Here Now by Ram Dass 5StepsToAbundance.com About Dominique Molina Dominique Molina has long been passionate about helping small businesses pay less tax. Unlike other CPAs, her practice, beyond annual tax return preparation, also emphasizes proactive tax planning strategies to help small businesses leverage the tax laws in the same way that large corporations and the wealthy do. Unsatisfied with bringing her tax-savings approach only to clients her own practice could reach, she created a company that trains and certifies CPAs to develop special expertise in tax planning in accordance with her own high standards for advisory excellence and tax reduction goals. The result is a growing network of CPAs who are successfully reaching some 90,000 small businesses throughout the country. Molina’s mission to save clients from overpaying their taxes led in 2009 to her founding The American Institute of Certified Tax Planners (AICTP), a company she presides over as CEO. Certified Tax Planners are a leading group of tax professionals who are specially trained in the art of long term, proactive tax planning. AICTP trains and certifies CPAs to develop special expertise in tax planning, and it provides ongoing education, information, and other resources for accountants, advisors, and small business owners. Molina and the company provide a valuable service to the small business community, because AICTP member CPAs, as proactive tax planners, are advising their business owner clients throughout the year on strategies to minimize their annual tax liability by putting tax laws to work for them. By capitalizing on the wealth of tax-saving resources in the U.S. tax code, she and they are helping small businesses pay less tax in April, and retain more revenues for growth. Love the show? Subscribe, rate, review, and share! Here’s How » Join the Abundant Accountant Community today: theabundantaccountant.com LinkedIn Twitter Instagram Facebook YouTube

May 19, 2020 • 34min
3 Mindset Shifts To Make To Navigate Uncertain Times With Denise Mandeau
Are you at a loss right now when it comes to talking to your clients or are struggling to bring in new business? On this episode of The Abundant Accountant Podcast, Denise Mandeau joins me to talk about three mindset shifts you need to make right now to navigate these uncertain times. Here’s a few things we talked about: The difference between being fearless and being courageous Michele and Denise role play how to talk about “perceived reality” Why doing the opposite of what you normally would do can really change the conversations you're having with your clients How to ask better questions that will lead you to find solutions and get better results How to shift from contraction to expansion mode to create new opportunities and become a leader for your clients How you can easily start building more trust with your current and potential clients If you want to thrive and grow even during these challenging times, this episode is for you! -- If you’re having a challenging or stressful time in your firm right now, we’re offering complimentary coaching sessions to help you through it! Visit theabundantcall.com to learn more and schedule. -- This episode was brought to you by Xero. With Xero’s cloud accounting software, small businesses and accountants can work together and collaborate anytime, anywhere. With real-time financials, bank connections, unlimited users, and online invoicing, it’s beautiful accounting software that’s powered by people. Xero provides its 2+ million subscribers with connections to a thriving ecosystem of 800+ third-party apps and 200+ connections to banks and financial service providers. Learn more at www.xero.com. Love the show? Subscribe, rate, review, and share! Here’s How » Join the Abundant Accountant Community today: theabundantaccountant.com LinkedIn Twitter Instagram Facebook YouTube

May 15, 2020 • 31min
040 | How To Prove Your Value Against The Cost Of Your Accounting Services With Denise Mandeau
A person goes to a professional with a specific set of wants and needs in mind, and that is something that you, as an accountant, have to be sensitive to. To a potential client, the value of your services is not weighed by your technical know-how or resumé, but rather, they look at how you can help them get what they want and need. Michelle Weinstein is joined by business growth strategist Denise Mandeau. Mixing in a bit of roleplay, Michelle and Denise illustrate how to win a client over by appealing to the things that they want to be able to achieve. If you want to get more yeses from potential clients, don't miss this important conversation between Michelle and Denise! Love the show? Subscribe, rate, review, and share! Here’s How » Join the Abundant Accountant Community today: theabundantaccountant.com LinkedIn Twitter Instagram Facebook YouTube

May 6, 2020 • 32min
How to Recession-Proof your Firm during COVID-19 and Beyond with Ron Saharyan
Our special guest for this bonus episode is Ron Saharyan, the Co-Founder and Managing Partner of Profit First Professionals. He has over fifteen years of experience in managing organizational growth and is sharing his recession-proof formula for connecting and communicating with your clients to help keep them at ease, be of more service, and keep your firm running. If you're finding these times challenging and want to be prepared for anything that may come your way in the future, this episode is for you! Here’s a few things we talked about: The evolved communication Method that will help you serve and connect to your clients How putting yourself in your clients shoes and empathizing can help to grow relationships The best way to really make your clients feel heard and understood How to ask questions to get to the heart of your customer’s vision The difference between being opportunistic and finding new opportunities The most important skill you can use to be of service right now Why you should avoid giving advice in stressful times and what you can do instead -- If you’re having a challenging or stressful time in your firm right now, we’re offering complimentary coaching sessions to help you through it! Visit theabundantcall.com to learn more and schedule. -- This episode was brought to you by Xero. With Xero’s cloud accounting software, small businesses and accountants can work together and collaborate anytime, anywhere. With real-time financials, bank connections, unlimited users, and online invoicing, it’s beautiful accounting software that’s powered by people. Xero provides its 2+ million subscribers with connections to a thriving ecosystem of 800+ third-party apps and 200+ connections to banks and financial service providers. Learn more at www.xero.com. Important Links: Profit First Professionals Ron - LinkedIn Mike Michalowicz Profit First Profit First Professionals The Abundant Accountant podcast Success Unfiltered iTunes - The Abundant Accountant podcast https://ProfitFirstProfessionals.com Never Split the Difference About Ron Saharyan Ron Saharyan is co-founder and managing partner of Profit First Professionals. Having built multiple companies in the staffing industry, Ron leads Profit First’s membership of world-class accountants, bookkeepers and business coaches who guide entrepreneurs to the highest degrees of profitability. He has over 15 years experience in managing organizational growth, is a thought leader in business cash flow management and is a popular speaker on the topic of, you guessed it, profit. Love the show? Subscribe, rate, review, and share! Here’s How » Join the Abundant Accountant Community today: theabundantaccountant.com LinkedIn Twitter Instagram Facebook YouTube