How do you turn every satisfied client into a revenue-generating machine? And what's the one question that can build your entire consulting practice?
In this episode, host AJ Riedel talks to Thomas Bennett, founder of The Money Connector and self-employed tax savings consultant.
Why You Should Listen to (or Watch) This Episode
Self-employed consultants will discover the exact referral strategy that generates 95% of Thomas's business success. His approach to asking "who else do you know?" demonstrates how to systematically turn satisfied clients into ongoing revenue streams without relying on complex marketing funnels or expensive lead generation tactics.
What You'll Learn in This Episode:
• How to pivot your business model when cash flow challenges threaten your survival
• The exact strategy for turning gatekeepers (like CPAs) into profitable partnership channels
• Why asking "who else do you know?" is the fastest way to scale your consulting practice
• How to overcome the fear of sales by reframing your mindset around client value
• Why Thomas paused his podcast after measuring ROI vs. time investment
• How to qualify clients properly to avoid disasters down the road
Listen to These Key Moments:
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00:00:37] The $350K Wake-Up Call Thomas explains how helping a client recover $350,000 while earning only a few hundred in commission sparked his decision to go independent.
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00:02:18] Surviving the IRS Payment Delays Learn how Thomas managed cash flow when clients faced 2+ year delays in receiving their tax credits, and the pivots that saved his business.
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00:05:42] The Art of Asking for Referrals Thomas reveals why 95% of his success comes from picking up the phone and shares his exact approach to requesting client referrals.
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00:10:06] Overcoming Sales Fear Through Value Discover how to shift from "bothering" prospects to feeling obligated to help them, including Thomas's mindset transformation.
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00:22:40] Turning CPAs from Blockers to Partners The detailed strategy Thomas used to convert CPAs who were blocking his deals into his primary revenue source.
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00:34:28] Building a Vision for Industry Leadership Thomas shares his 5-year vision and why focusing on consistent client conversations trumps complex marketing strategies.
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00:41:34] Feast or Famine Mindset Shifts Final advice on managing the entrepreneurial roller coaster and staying true to your authentic self while building your practice.
Connect with Tom Bennett on LinkedIn: https://www.linkedin.com/in/themoneyconnector/