Have you ever had a client balk at your pricing? That leaves you wondering how you can find clients that are ready to pay you for the incredible value that you have to provide for them?

Dominique Molina is the Founder and President of the American Institute of Certified Tax Planners.  She is a best-selling author and a frequent television guest and media expert on tax issues. She has previously been named as one of the “Top 40 Under 40 Most Influential Accounting Professionals” by CPA Practice Advisor Magazine.  

When you have high net worth clients, you can have fewer clients, but make more money! That sounds like a dream come true, doesn’t it?

We’re here to tell you that it is possible!

Making sure that you are working with high net worth clients allows you to provide incredible value to fewer clients. This means that you can work fewer hours, and make more money!

But did you know that your actions can repel these high net worth clients?

Here are 3 behaviors that can drive them away:

1. You don’t have a high-value offer that sets you apart from other accountants
2. You haven’t identified the market you’re going after
3. You don’t know how those high net worth clients make buying decisions

Never fear, though! These behaviors can be turned around so that you attract an abundance of the right kind of clients! 

In this episode of The Abundant Accountant Podcast, The Pitch Queen along with Dominique Molina talk about three things you may be doing in your business that repel high net worth clients, and four things that you can do to attract them to your business.

Enjoy, and thank you for listening and tuning into The Abundant Accountant Podcast!

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Be sure to join us on August 15, 2019 for our next amazing episode!

Over the last 18 months, I’ve been perfecting something called the Selling Without Ever Selling System. Up until now only my high-end clients have had access to this information. But I’m so excited about this that I’m offering you a free coaching session so I can share this information with you too. 

This system is all about getting your IDEAL clients coming to YOU and finally getting paid what you’re worth so you can build your dream practice and still have the time and money to enjoy your family and kids. If you’re tired of waiting around for business, relying on busy seasons, or guessing at what works, this free coaching session is for YOU.

Learn more at theabundantcall.com.

Here are a few key secrets we talked about in this episode:

• Michelle Introduces Dominique Molina and her business.
• Dominique shares that she currently only serves 26 clients, but that they are all high net worth clients! Her business strategy helps her attract the type of clients that she wants!
• Everyone wants high net worth clients, but there is an art to attracting them! So many accountants and CPAs don’t realize it, but their behavior may be repelling the clients that they desperately want to attract.
• Dominique shares three ways that you may be repelling these clients, and four ways to attract high net worth clients. 
• Repellant #1: You don’t offer a high enough value service. 
• What sets you apart from every other accountant/bookkeeper/CPA out there? If you don’t have a high-value offer, you don’t have something to pull them in!
• Value is about the end results; what someone is getting from you!
• Repellant #2: You don’t have your ideal market identified. 
• Most accountants start their own firm, and their ideal client is anyone with a heartbeat and is breathing! However, that changes when you realize that you want to define your income and hours.
• Knowing what kind of person you want to serve helps you to sell effectively to them.
• If you want high net worth clients, you have to KNOW them, so that you can identify them when you see them.
• Don’t know your ideal client? Reverse engineer them! Get to know everything about them.
• Repellant #3: you don’t know how your ideal client makes buying decisions. 
• If you’re selling a $25,000 services package, a $25 off coupon will not appeal to these high net worth clients. These high net worth clients rely on relationships, so that they can get to know and trust the value that you have to offer. Once you understand how they purchase, you can lead with that value.
• There are four things that you can do to attract these high net worth clients. 
• Attraction #1: have a high-value offering. If you serve a specific niche and save them 6 figures in taxes each year, that is a high-value offer that sets you apart from all other accountants.
• Attraction #2: know your ideal market. 
• Attraction #3: know how your ideal client makes purchasing decisions, and adjust accordingly.
• Make sure that your words match what you’re portraying: if you’re bringing a high-value proposition to your client, they will research you, so don’t have a $25 coupon on your site to entice the low-level client.
• Attraction #4: Know where your ideal clients are; what conferences they attend, what their needs are. Once you know them, and know who they are and how to reach them, you can serve them effectively.
• Should I give away advice for free? NO! You do not have to give away your work for free. 
• Many accountants give a free consultation and offer incredible value during that consult to “prove” their worth. You do not have to give away knowledge for free. Ask smart questions that prove your worth, and charge for a follow-up strategy session.
• Don’t be alone; don’t be a lone wolf. Find someone who markets to the same type of client, and win together!

Learn More & Connect With Me Here!

• Read The Abundant Accountant Blog
• Certified Tax Coach website
• Dominique’s Facebook page
• Join us on Facebook
• Follow Michelle on LinkedIn

P.S. Over the last 18 months, I’ve been perfecting something called the Selling Without Ever Selling System. Up until now only my high-end clients have had access to this information. But I’m so excited about this that I’m offering you a free coaching session so I can share this information with you too. 

This system is all about getting your IDEAL clients coming to YOU and finally getting paid what you’re worth so you can build your dream practice and still have the time and money to enjoy your family and kids. If you’re tired of waiting around for business, relying on busy seasons, or guessing at what works, this free coaching session is for YOU.

Learn more at theabundantcall.com.

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