Pre-qualify, don’t convince: 5 consultation mistakes accounting firm owners make

Ever walk out of a consultation knowing the client wasn’t the right fit, but you said yes anyway?

0:00 - Introduction: why consultations drain your energy & cost you revenue

2:15 - Mistake #1: The pricing trap and timing money conversations wrong

4:45 - Mistake #2: Listening without pre-qualifying your accounting clients

7:30 - Mistake #3: Overloading clients with too many service options

10:00 - Mistake #4: Failing to establish your authority as an accounting expert

12:15 - Mistake #5: Handling objections without confidence in your pricing

14:00 - How to transform your consultation process for better clients

Many bookkeepers, accountants, and tax preparers turn consultations into free advice sessions without realizing the cost.

As a result, you take on clients who drain your energy, underpay, and fail to value your expertise.

In this episode of the Accounting Firm Growth Strategies Podcast, I break down the 5 most common consultation mistakes and show you how to pre-qualify quality clients instead of convincing the wrong ones.

You’ll learn practical strategies to position your services for premium fees, protect your time, and attract clients who respect your expertise.

What you’ll learn in this episode:

• ✔️ How to shift consultations from “selling” to identifying fit

• ✔️ Why underpricing often starts in the consultation and how to stop it

• ✔️ The mindset shift that leads to clients paying premium fees upfront

  
  

• Master these strategies, and consultations stop being stressful sales calls and become a gateway to better clients, more revenue, and greater confidence in your value.

  
  

  👉 Watch now to discover how one simple change in your consultation approach can immediately improve the quality of clients you attract.

  
  

  If you want to double your income while working half the time, Get Paid What You’re Worth is a FREE resource for accounting professionals.
  📖 Download your copy: https://businesssuccesssolution.com/worth

  
  

  🎧 Subscribe to the Accounting Firm Growth Strategies Podcast:
  https://podcasters.spotify.com/pod/show/loren-fogelman2