{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"Inside BS Show","title":"How to Get Clients as an Accountant | 850","html":"","width":"100%","height":180,"duration":2409,"description":"In this high-energy episode of Grow My Accounting Practice (GMAP), hosts Mike Michalowicz and Ron Saharian welcome sales expert Dave Lorenzo for a tactical and transformative conversation about business development for accountants, bookkeepers, and consultants. Dave breaks down his 60-second sales strategy and shares how CPAs can build trust, credibility, and long-term client relationships without ever cold-calling. From the psychology of referrals to the art of email outreach and the power of offering value, Dave simplifies the sales process and reframes it as helping—rather than selling. He also shares how he turned his podcast into a business growth engine, delivering insights with humor, clarity, and real-world examples.\n\nWhat You’ll Discover Today:\nWhy “business development” is just a polite term for sales—and why that's okay\nThe fastest way for CPAs to generate referrals without selling\nHow to build a valuable, referral-generating email list from scratch\nThe one-sentence sales close that changes everything\nWhat sets high-value professionals apart (hint: it’s not technical skill)\nHow to use trust, credibility, and believability to eliminate price resistance\nWhy you should become the “Mercedes” of accounting services—not the Camry\nKey Topics Discussed:\nSales mindset reframe for professionals\nEmail outreach as a consistent referral engine\nHow to offer value before asking for business\nBuilding thought leadership through public speaking and publishing\nThe role of letters of recommendation in closing deals\nNavigating the pricing conversation with confidence\nPodcasting as a platform for visibility and credibility\nCall Us:\n(305) 692-5531","thumbnail_url":"https://img.transistorcdn.com/PiZj2Jvm0A50__OqC5DH07qJG7fmMYBgHzZdsz2P7co/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS83ZDIx/MjEwZDNiZDMwN2Uw/YzJiNjE0ZTNkMmFm/ODZlOC5wbmc.webp","thumbnail_width":300,"thumbnail_height":300}