{"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.What You’ll Discover Today:Why “business development” is just a polite term for sales—and why that's okayThe fastest way for CPAs to generate referrals without sellingHow to build a valuable, referral-generating email list from scratchThe one-sentence sales close that changes everythingWhat sets high-value professionals apart (hint: it’s not technical skill)How to use trust, credibility, and believability to eliminate price resistanceWhy you should become the “Mercedes” of accounting services—not the CamryKey Topics Discussed:Sales mindset reframe for professionalsEmail outreach as a consistent referral engineHow to offer value before asking for businessBuilding thought leadership through public speaking and publishingThe role of letters of recommendation in closing dealsNavigating the pricing conversation with confidencePodcasting as a platform for visibility and credibilityCall Us: (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}