It’s probably no secret that accountants are great with numbers, but many are uncomfortable with “selling,” at least in the traditional sense. Some have even said they feel selling is “unethical or evil.” But selling at the core is just about building solid relationships, and relationships are vital to our existence. After all, EVERYBODY needs helpful guidance here and there.

Join Anthony Simonie, co-founder of Client Elevator, and Donald Stojack, Chief Business Strategist (former strategist to Tony Robbins), as they share the exact process they and their accounting clients are using to consistently bring in highly profitable engagements, with affluent clientele. You’ll learn specific frameworks to engage in productive conversations that are comfortable for both you and the prospects. Implementing this framework (whether it’s you or staff members taking your calls) will engage prospects in unique ways, winning more business and boxing out the competition nipping at your heels.

Being able to effectively communicate the value of what you’re offering (or suggesting) is a vital skill in business and life. It can mean the difference between success and failure in your practice and even your most precious relationships. Most accounting firms are wasting marketing budgets—losing tens of thousands of dollars—by not having a comfortable, frictionless sales process to convert prospects to clients.

Whether it’s YOU doing the selling for your practice OR you have a staff member doing it, having the RIGHT process is the key to higher profit engagements, with less resistance. Unfortunately, many have no idea what they’re ACTUALLY selling. (Hint: It’s not tax prep, bookkeeping, financial, or tax planning.) And not understanding this is holding back far too many good people in the accounting profession from making the difference they’re here to make.

The truth is, you can be a caring, hard-working person and still not be making a lot of money or making a difference in the world. With integrity and the right words, you can have people see your value, invest in your services, and give you consistent referrals. It requires knowing how to say something useful, when to say it, and whom to say it to. Think about this: the only difference between a $1 bill and a $100 bill is the message on the paper. When you start changing the words you use in your communications, you can very quickly transform your practice and results, and get a MUCH HIGHER ROI on all your marketing efforts.

Learning Objectives:

• Recognize the ONE mistake 90% or more accountants are making in their sales process and specifically how to fix it.


• Identify the ONE thing, that if uncovered, will increase your engagement win rate by 20% to 30% or more


• Recall the ONE question that immediately builds rapport and engages prospects into deep and meaningful conversation


• Identify what selling REALLY is and the misconceptions that are killing results for most


• Recall the Ethical 7-Step Conversational Framework (influenced by Donald’s work with Tony Robbins) that gets consistent and predictable results for even the timidest person.


• Identify how to avoid the most common mistakes that derail conversations and send high net worth clients running for the hills and into your competitor’s arms.