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!

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204 episodes
Updated Saturday

Episodes204

Newest first

Saturday · 43 min
Episode 187 | Case Study | How Rachel, A Solo Tax Firm Owner, Landed A $50,000 Client With Simple Follow Up
Many tax firm owners struggle to charge what they are worth and find themselves trapped in low-fee compliance work. On this episode, host Michelle Weinstein welcomes Rachel Ratliff, owner and founder of Ratliff Accounting & Tax, to discuss strategies for firm growth and value-based pricing. Rachel shares how she doubled her practice revenue in a single year while taking her first work-free vacation. She breaks down the follow-up process that landed her a $50,000 client from a prospect who initially seemed like a "no." Adopting a CEO mindset and setting strict client boundaries allowed her to stop trading time for dollars. This interview details how shifting from transactional work to relationship-based selling empowers firm owners to command premium fees with confidence.
July 15 · 45 min
Episode 186 | AI Is Changing How Clients Find You, What Firm Owners Must Know About Marketing In 2026 With Christian Jones
How can you grow an abundant firm when traditional search engines are changing? Host Michelle Weinstein welcomes guest Christian Jones, CEO of TaxProMarketer, to discuss how accounting marketing AI is transforming how high-margin clients locate your services. Many CPA firm owners suffer from tax factory burnout because they rely on outdated client acquisition strategies. You don't have to accept low fees or let difficult clients destroy your margins anymore. Learn how to update your digital presence so you get paid upfront and work fewer hours. By implementing high-value advisory positioning, you'll protect your boundaries, own your value, and command your true worth. This strategic shift ensures you build a business that supports your freedom.
July 1 · 37 min
Episode 185 | Case Study | From 800 Clients To $1M: How One CPA Escaped Burnout And Doubled Revenue With Tatiana Podel
Are you drowning in high-volume, low-fee compliance work, wondering how you'll ever find the time to grow—let alone enjoy your family life? In this episode, we sit down with Tatiana Podel, a CPA who was once exactly where you are: managing 800 compliance clients, exhausted, and terrified that raising her prices would cost her the firm. But Tatiana didn't just survive; she transformed. Listen in as Tatiana shares her journey from 'tax factory' burnout to running a $1M advisory firm. We break down the exact steps she took to set boundaries, stop the constant client interruptions, and shift her firm to a high-value model—all while prioritizing school trips and family time over late-night client calls. If you are a bookkeeper, accountant, or fractional CFO who feels stuck in the cycle of undercharging and over-delivering, this episode is your wake-up call. Learn why the barrier to your success isn't technical knowledge—it's the ability to communicate your value. It's time to rewrite your story. Let's dive in.
June 15 · 44 min
Episode 184 | The End Of Cheap Tax Work: Win With Value, Not Volume With Dominique Molina
Is your accounting firm caught in a race to the bottom? With major tech players flooding the market with $97 automated tax plans, it's never been easier to feel like your professional expertise is being commoditized. Many firm owners are responding by lowering their prices to stay competitive, but here is the cold, hard reality: you cannot out-volume the giants, but you can—and must—out-value them. It is time to stop trading your sanity for high-volume, low-margin work. The era of "cheap tax work" is coming to an end, and it is making room for a new kind of practitioner: the Tax Engineer and Financial Architect. Today, Dominique Molina unpacks why competing on price is a trap that leads to burnout and how you can pivot your firm to focus on depth, trust, and measurable outcomes. If you are ready to stop chasing tire-kickers, command the premium fees your technical skills deserve, and differentiate your firm through strategic advisory, read on to discover how to build a business that prioritizes profit over perspiration.
June 1 · 42 min
Episode 183 | Case Study | From $10K Months To $100K Months: How Ross Built Confidence, Value, And Freedom In His Firm
Are you an accounting, tax, or bookkeeping firm owner trapped in a cycle of inconsistent revenue and constant stress? That was Ross Loveland's reality: stuck at $10,000 in recurring monthly revenue, worried about raising prices, and struggling to convey his Value. He was wearing too many hats, his firm felt like a job he couldn't escape, and his self-doubt was a major roadblock. Discover the pivotal moment when Ross decided to let go of his fear of rejection and invest in a predictable sales system, learning to qualify high-margin clients and successfully niche down to the beauty industry. His journey proves that transforming your firm isn't about working harder; it's about shifting your mindset and implementing a clear framework. Learn how Ross went from $10K months to a thriving $100K months, building a full-time team, exuding confidence as a leader, and finally achieving the financial and time freedom he always wanted. This is the blueprint for turning your firm into a real asset.
May 15 · 43 min
Episode 182 | Stand Out In A Noisy World With Unique Client Experiences With Liz From Profit First
Are you an accounting, bookkeeping, or tax firm owner who feels stuck, undercharging, or overlooked in a noisy world? While perfecting your sales process is essential, the biggest mistake most firms make is neglecting the client experience once the contract is signed. This critical oversight—treating sales like dating and the client relationship like an afterthought—is the lowest-hanging fruit for differentiation. Today, Liz Szporn, Senior Guide and Sherpa at Profit First Professionals, reveals the three core pillars for creating unique client experiences that ensure you stand out. Learn how to: make it personal, have unique communication, and be consistent. Tune in to discover how systemized, personal attention transforms your client engagement and unlocks your firm's revenue potential.
May 1 · 40 min
Episode 181 | Case Study | The Confidence Shift That Helped Beth Grow 218% In Revenue And Work Less Hours
Are you a firm owner who feels stuck trading more hours for more income? You're not alone. The breakthrough often isn't about working harder—it's about a confidence shift. This isn't just a motivational pep talk; it's a deep dive into the exact strategies that helped Elizabeth Gierhart grow her revenue by an astonishing 218% and finally reclaim her time. We break down her powerful mindset change, her approach to client discovery calls, and how she mastered pricing conversations with clients to achieve massive results while working less hours. Discover the essential sales skills for firm owners you need to stop undercharging and start thriving.
April 15 · 52 min
Episode 180 | Building Better Sales Skills For Firm Owners With Rob Jolles
Sales skills are often the missing link for firm owners who are highly technical but struggle to confidently enroll clients, and this conversation with Rob Jolles breaks down what actually changes outcomes in real sales conversations. Rob draws from decades of experience working with Fortune 500 companies to explain why asking better questions, listening more deeply, and shifting from order-taking to true problem solving are the foundations of trust and conversion. The discussion moves through practical techniques like open-ended questioning, trial closes, and understanding client motivation, while also challenging common fears around persuasion and pricing. At its core, this conversation reframes sales as a human, consultative process rooted in clarity, curiosity, and the ability to guide clients toward better decisions without pressure or manipulation.
April 1 · 44 min
Episode 179 | The Marketing Funnel That Books CFO Advisory Calls With Charles Leikauf
If you want to rapidly scale your business, you need the right marketing funnel. Michelle Weinstein is joined by Charles Leikauf of the Profit Surge Group, a corporate finance professional turned fractional CFO, who explains what it takes to pull off the right marketing strategies to secure the most qualified leads and sell the right outcomes to the right potential buyers. He discusses how to hone your messaging according to your target market and get your paid advertising on the right track. If you have created a firm, but it still feels like a job that you cannot escape, now is the time to create the right systems in place and make a significant shift.
March 15 · 59 min
Episode 178 | Beyond The Numbers: Transforming Your Accounting Practice Into A High-Value Advisory Powerhouse With Michelle Weinstein & Fady Hawatmeh
Many accounting firms feel stuck doing compliance work while leaving significant revenue on the table. In this conversation, Michelle Weinstein joins Fady Hawatmeh of Clockwork AI to explore how firms can evolve beyond bookkeeping and transactional services into high-value advisory practices. They break down why accountants often undercharge, give away free advice, and struggle with sales structure—and how shifting to value-based pricing, clear service tiers, and problem-focused consulting can dramatically increase profitability without adding more hours. Michelle and Fady also discuss overcoming impostor syndrome, packaging advisory services effectively, and using technology to scale insight-driven guidance for clients. The result is a roadmap for transforming an accounting practice into a strategic partner that drives real business growth.
March 1 · 53 min
Episode 177 | Building A Million-Dollar Virtual Firm Through Delegation And Culture With Renee Daggett
Building a firm shouldn't feel like a life sentence of long hours and constant pressure. Michelle Weinstein sits down with Renee Daggett, founder of AdminBooks, to unpack how she transformed a burnout-driven practice into a million-dollar fully virtual firm with a long-tenured team. Renee shares the five pillars that made the shift possible—vision, clear roles, delegation with accountability, intentional culture, and performance-based incentives. Drawing from 22 years of experience, she explains how to step out of production without losing control, create career paths that retain top talent, and lead with clarity instead of reaction. This conversation is a practical roadmap for firm owners who want freedom, strong margins, and a business that runs without them.
February 15 · 46 min
Episode 176 |Case Study | From Overworked Prisoner To Finding Freedom | Terri Peter's 3-Year Transformation
Imagine trading the stress of an "overworked prisoner" CFO role for the freedom of a boutique tax firm—with time for family, music, and travel. That's the transformation Terri Peters, founder of Tax Time Ledgers, made in just three years. Once overworked, undervalued, and stuck in scarcity, Terri took a leap from corporate security to build her own practice. In this deep dive, we revisit her turning point—choosing to invest in herself and stop making someone else's money. Learn how she went from charging $500 per month to confidently enrolling $2,500–$3,500 concierge clients by building a values-aligned foundation and authentic sales process—without leading with marketing. If you're a firm owner stuck on the same treadmill, Terri's journey from scarcity to abundance shows that freedom comes from owning your value.
February 1 · 34 min
Episode 175 |Stop The Revenue Bleed | The Top 2 Marketing Problems Undermining Your Firm's Growth With Christian Jones
The best clients to get are the ones you already have. If you are tired of losing them while constantly chasing new ones, you may be making serious marketing problems that must be urgently addressed. Michelle Weinstein sits down with Christian Jones, CEO of TaxProMarketer, who delves into the things that cause revenue bleeding and undermine your firm's growth. Discover the crucial difference between marketing and advertising, how to achieve an acceptable churn rate, and how to create a great website that people can easily find online. Stop leaving thousands of dollars on the table and start commanding your business value with confidence.
January 15 · 37 min
Episode 174 | Case Study | Tony Frezza's 8-Week Shift: $40K Collected In A/R, 300 Clients Dropped, And A Life Reclaimed
Ready to stop selling yourself short and start commanding your true value? Many firm owners with incredible technical skills are stuck on the hamster wheel, terrified to raise their fees or caving in on price—but change is possible, even after 30 years in the game. Listen in on this powerful case study with client Tony Frezza, an EA and Certified Financial Planner and founder of ATI Professional Services, who shares the jaw-dropping results of shifting his mindset and implementing a system: cutting over 300 clients, collecting a massive $40,000 in AR, maintaining his total revenue, and finally establishing boundaries to reclaim his time for travel and family. If you're ready to stop trading hours for dollars and start growing your firm on your terms, this episode is a must-listen to see what's truly possible.
January 1 · 42 min
Episode 173 | Disney‑Level Client Experience & Subscription Pricing With Debra Kilsheimer
Client experience must be provided in the most convenient and fulfilling way, not only for clients themselves but also for the business owner. For our New Year episode, Michelle Weinstein sits down with QuickBooks wizard Debra Kilsheimer, who shares how they created a Disney-like customer service. She explains how she treats accountants and bookkeepers with utmost respect and closeness as she helps turn their goals into reality. Debra also talks about achieving millions in revenue even with just a "two-and-a-half" team and how she set prices for her subscriptions while considering the real-life circumstances of her clients.
Dec 15, 2025 · 45 min
Episode 172 | Case Study | From Hourly Billing To $425K In Retainers: How Jeremy Slack Quit His Job
Hourly billing was keeping Jeremy Slack stuck — exhausted, underpaid, and working late nights just to stay afloat. In this powerful case study, Michelle Weinstein talks with Jeremy about how he restructured his firm, replaced his salary, and added $425K in annual retainers by shifting to a value-based model. From sleepless nights and a demanding boss to landing multi–six-figure clients and quitting his job, Jeremy shares what changed when he stopped selling time and started selling results. His story is proof that confidence, clarity, and the right system can transform both your business and your life.
Dec 1, 2025 · 51 min
Episode 171 | How Self-Belief Impacts Sales With Rob Jolles
If you want others to believe in what you are saying or offering, you have to believe in yourself first. Bestselling author and keynote speaker Rob Jolles joins Michelle Weinstein to discuss how self-belief is the key ingredient in building trust, leveling up your sales, and achieving business growth. Rob explains how to put yourself in character to unlock your desired success, control (or even silence) your self-critic, and address imposter syndrome. He also talks about the importance of refining your communication skills, embracing hope despite the fear of disappointment, and asking strategic questions that truly matter.
Nov 15, 2025 · 41 min
Episode 170 | Case Study | From Corporate To Confident CEO: Roxanne Ferrari's Journey With The Abundant Accountant
Before she became the CEO of a bookkeeping firm, Roxanne Ferrari struggled with sales and was terrified of anything related to marketing. But she managed to unlock her leadership skills and tap into her confident self through the Abundant Accountant's eight-week sales mastery course. She joins Michelle Weinstein to share how she went out of her comfort zone and trusted the process, which ultimately led to the foundation of Ferrari Bookkeeping Services and numerous financial wins. Roxanne also underlines how to achieve business success without sacrificing your personal life and the importance of being confident – and comfortable – with your own professional rates.
Nov 1, 2025 · 47 min
Episode 169 | Mastering The Soft Skills To Thrive As A Fractional CFO With Ron Saharyan
Becoming a fractional CFO requires far more than technical accounting skills—it's about mastering the soft skills that drive real client transformation. Michelle Weinstein talks with Ron Saharyan, co-founder of Profit First Professionals, about how accountants and bookkeepers can step into this high-value role with confidence. From strategic thinking and storytelling to emotional intelligence and coaching, Ron reveals the skills that separate true advisors from number crunchers. Together, they explore how to position yourself as a trusted CFO, ask the right questions, and deliver the client experience that commands premium fees while creating meaningful impact.
Oct 15, 2025 · 41 min
Episode 168 | Case Study: Conquering Sales Anxiety And Reclaiming Health With Rachel Bernier-Green
Sales anxiety in accounting can drain confidence, health, and business growth—but it doesn't have to. In this case study, Michelle Weinstein sits down with Rachel Bernier-Green, founder and CEO of Economic Justice Consortium (EJC), to share how she transformed her sales process, conquered fear, and built a thriving consulting firm serving six to eight-figure businesses. Rachel opens up about relying on referrals as a crutch, letting go of toxic clients, and the mindset shifts that helped her turn sales from something she dreaded into a way of serving. With clarity, systems, and confidence, Rachel not only reclaimed 30–40 hours a month but also achieved a 700% ROI, launched a CFO retainer service, and restored her energy and health—all by facing sales head-on.