You didn’t start your firm to become a payroll processor. But for many accounting firm owners, payroll has become a time-consuming, low-margin burden.

0:00 – Intro: The hidden cost of in-house payroll2:15 – Why accounting firms take on payroll (and what they miss)6:47 – When payroll becomes a burden, not a benefit10:32 – Payroll pitfalls: Compliance risks and ROI blind spots14:59 – Smart alternatives: How to transition payroll with confidence18:33 – Using ADP tools to boost advisory services22:41 – Passive revenue and choosing the right payroll partner

When you're constantly stuck in compliance tasks like payroll, your capacity to serve quality clients, and grow revenue, takes a hit.

Whether you're solo or managing a team, trying to handle everything in-house comes at a cost: your time, your energy, and your ability to scale.

In this episode, we’ll explore:

✔️ The hidden costs of managing payroll in-house (and why firm owners rarely account for them)

✔️ The real turning point when outsourcing makes sense

✔️ How to shift from payroll to higher-value services without losing clients

If you’re ready to reclaim your time and replace low-margin work with profitable services, don’t miss this conversation.

This episode features insights on navigating the transition to a payroll partner, positioning the shift as an upgrade for your clients, and how to make outsourcing a strategic decision that benefits everyone.

Listen now to actionable tips that Martina Gerdau with ADP shares.

Check out ADP Payroll Solutions at https://connect.adp.com/martina-gerdau

Get Paid What You're Worth — a free 43-page guide to doubling your income while working fewer hours:

👉 https://businesssuccesssolution.com/worth

🎙️ Subscribe to the Accounting Firm Growth Strategies Podcast:

https://podcasters.spotify.com/pod/show/loren-fogelman2

Are you juggling too many client types and still not gaining traction?

0:00 - Why One Accounting Firm Earns $200/Hour While Another Makes $75/Hour3:15 - The Hidden Cost of Being a Generalist Accountant6:30 - 7 Ways Generalist Firms Lose Money and Clients10:45 - Real Results: Julie's $365K to $440K Revenue Transformation15:20 - Why Medical Practice Specialization Generated 65% Close Rates18:45 - 3 Critical Mistakes When Choosing Your Accounting Niche20:50 - 5-Step Action Plan to Transition Your Accounting Firm to Profitable Specialization

In this episode, we unpack why trying to serve everyone leads to longer hours, lower fees, and missed opportunities for your accounting firm.

You’ll hear how one firm owner cut their hours by 28% and doubled their average client value by choosing a specialization.

We’ll break down the hidden costs of staying a generalist and show you how a clear niche gives you the power to raise rates, streamline your services, and attract referrals who are eager to engage your firm’s services.

What you'll take away:

✅ The hidden ROI of narrowing your focus

✅ How to spot your most profitable niche

✅ What happens when your messaging speaks directly to your firm’s quality clients

If you’re ready to work with fewer clients who value your expertise, this episode will give you the clarity to take that next step.

Listen to the podcast to start positioning your accounting firm as the obvious choice.

If you want to double your income, working half the time, then Get Paid What You're Worth is a FREE resource for accounting professionals. Check out this 43-page e-book at https://businesssuccesssolution.com/worth

Subscribe to the Accounting Firm Growth Strategies Podcast: https://podcasters.spotify.com/pod/show/loren-fogelman2

Are pricing objections keeping you stuck?

0:00 That's more than I expected1:27 The real pricing disconnect3:15 Why task-based selling backfires5:22 Reframing your services for value7:44 Handling pricing questions with confidence9:18 How to transform from justifying to closing13:12 Stop defending, start leading with value

Discover how to lead stronger client consultations that minimize resistance and highlight the true value of your services before you ever mention your price.

You’ll discover:

✔️ Why potential clients push back with “That’s more than I expected”

✔️ The psychology behind price objections (and how to prevent them)

✔️ A simple shift to lead value-focused consultations

✔️ What to say when someone asks for the price first

✔️ Real client examples that show how to move from resistance to yes

If you're an accountant, bookkeeper, or tax professional undercharging for your services or losing prospects during the consultation, this episode gives you a practical framework to increase conversions and confidently stand by your fees.

If you want to double your income, working half the time, then Get Paid What You're Worth is a FREE resource for accounting professionals. Check out this 43-page e-book at https://businesssuccesssolution.com/worth

Subscribe to the Accounting Firm Growth Strategies Podcast: https://podcasters.spotify.com/pod/show/loren-fogelman2

Some clients show their red flags early. Are you catching them in time?

0:00 Intro1:22 Low value client qualities2:20 Price red flag3:56 Boundary red flag5:11 Pushing back red flag6:52 Better clients7:39 Process to spot red flags8:23 Action steps to prevent low value clients

You don’t need to wait until a client becomes a problem to realize they weren’t the right fit.

The warning signs show up during the consult. There's subtle comments that hint at boundary issues, potential scope creep, or resistance to your process.

You deserve to protect your time, maintain your boundaries, and reserve your services for quality clients.

This episode shows you how to recognize and respond to red flags before they turn into real problems.

What you’ll take away:

✔️ A simple phrase to shift pricing conversations back to value

✔️ A clear boundary script for when prospects push too hard

✔️ A confident way to reframe your authority without getting defensive

If you want an accounting firm that runs smoothly with clients who respect your process, this episode is worth your time.

Listen to the podcast now.

If you want to double your income, working half the time,then Get Paid What You're Worth is a FREE resource for accountingprofessionals. Check out this 43-page e-book athttps://businesssuccesssolution.com/worth

Subscribe to the Accounting Firm Growth Strategies Podcast:https://podcasters.spotify.com/pod/show/loren-fogelman2

Why do some prospects disappear after a discovery call even when you know you’re a perfect fit?

00:00 Why your advisory pricing isn’t landing with clients

01:27 Are you blending in with every other firm?

03:12 Shift your messaging from services to solutions

05:06 Bookkeeping, tax, and advisory messaging that stands out

07:14 Use ChatGPT to clarify your value and attract better clients

09:23 Bill’s story: $10K in new revenue from reframed messaging

11:06 3 steps to reframe your message with ChatGPT

If you're relying on service descriptions like “bookkeeping” or “monthly financials,” your message is likely falling flat.

This episode unpacks why generic messaging is costing you high-value clients and how to quickly fix it without sounding salesy or using complicated marketing tactics.

You’ll hear a real example of one firm owner who stopped describing what he does and started highlighting the results he delivers. As a result, that one shift led to $10k in new revenue in under 30 days.

In this episode, you’ll discover:

✔️ How to reframe your services so prospects immediately see the value

✔️ Simple ChatGPT prompts to upgrade your messaging fast

✔️ What to say instead of “we reconcile accounts” or “we prepare taxes”

Stop letting the wrong message block the right clients.

Listen to the podcast to attract better clients with clear, confident messaging that reflects your true value.

If you want to double your income, working half the time, then Get Paid What You're Worth is a FREE resource for accounting professionals. Check out this 43-page e-book at https://businesssuccesssolution.com/worth

Subscribe to the Accounting Firm Growth Strategies Podcast: https://podcasters.spotify.com/pod/show/loren-fogelman2

How to Use ChatGPT Marketing to Attract Premium Clients to Your Accounting Firm

What if your next high-quality client discovered you through a few simple words ChatGPT helped you write?

00:00 Why most accounting firm owners struggle to stay visible

01:44 How ChatGPT is helping 63% of firms save time on content

03:12 Why visibility matters more than perfect timing

05:00 Use ChatGPT to speak directly to your best clients

07:21 Time-saving marketing prompts that attract quality clients

09:52 Avoid sounding like every other firm using ChatGPT

12:11 Use ChatGPT to grow your firm without more hours

You may have already experimented with ChatGPT for admin tasks or quick research. But when you use it strategically for your marketing, it becomes a powerful tool to clarify your message, save time, and attract clients who are ready to pay higher fees.

In this episode, you will discover how to use ChatGPT to increase your visibility without adding more to your workload or sacrificing quality.

Here is what you will learn:

✔️ How to write marketing messages that speak directly to premium clients

✔️ Why using AI for efficiency does not mean lowering your standards

✔️ A common mistake firm owners make with ChatGPT and how to avoid creating generic content

If you are an accounting firm owner who is curious about using ChatGPT for marketing but unsure where to start or how to use it effectively, this episode is for you.

Listen now and learn how to get better marketing results with less effort.

If you want to double your income, working half the time, then Get Paid What You're Worth is a FREE resource for accounting professionals. Check out this 43-page e-book at https://businesssuccesssolution.com/worth

Subscribe to the Accounting Firm Growth Strategies Podcast: https://podcasters.spotify.com/pod/show/loren-fogelman2

It’s possible to earn more without working additional hours. Whether you’re a bookkeeper, tax preparer or accountant, this applies to your firm. Disney offers a perfect example of how to increase a firm’s bottom line. Now you may not have a pricing department like Disney. However, their strategy works like a charm for accounting, bookkeeping and tax businesses. The secret lies in the various ways to increase the value of your clients. This video covers: ✅ How to raise the value of a client✅ Where firm owners leave money on the table✅ What appeals to quality clients so price is no longer a factor Watch the podcast on how to apply Disney’s price strategy for greater profit.

If you want to double your income, working half the time, then Get Paid What You're Worth is a FREE resource for accounting professionals. Check out this 43-page e-book at https://businesssuccesssolution.com/worth

Subscribe to the Accounting Firm Growth Strategies Podcast: https://podcasters.spotify.com/pod/show/loren-fogelman2

Tax preparers easily work 7 days each week and clock in 70+ hours. Tax season and burnout go hand-in-hand for tax preparers. The marathon of long hours without any breaks is not sustainable.As a result, personal care and family time suffer. But what if you no longer sacrificed during tax season?Eliza Conner, firm owner of Conner Tax Service, decided to take charge of tax season. She shares the results from the changes that she’s made to her firm. ✔️ No late hours✔️ Maintained a 4 day work week – even during tax season✔️ Revenues increased by 50%Eliza shares the process to eliminate tax season burnout and increase her revenue. By following the Raise Your Rates Formula, she increased her revenues and reduced her workload. As a result, tax season is now manageable. Find out more about Conner Tax Service at https://connertax.com/

If you want to double your income, working half the time, then Get Paid What You're Worth is a FREE resource for accounting professionals. Check out this 43-page e-book at https://businesssuccesssolution.com/worth

Subscribe to the Accounting Firm Growth Strategies Podcast: https://podcasters.spotify.com/pod/show/loren-fogelman2

How often do you raise the rates of your legacy clients?Too often your accounting firm’s long-time clients fail to pay your current rates. As a result, you continue to under-charge them. If you could get your legacy clients up to your new rates, would that interest you? And, it’s possible to do this in a gentle, considerate way while remaining professional. Whether you’re a bookkeeper, tax preparer or accountant, you can successfully raise the rates of legacy clients. This video covers: ✅ The 5 steps to successfully raise your clients’ rates✅ How to break the news to your clients✅ Insights into why clients object to a price increase

If you want to double your income, working half the time, then Get Paid What You're Worth is a FREE resource for accounting professionals. Check out this 43-page e-book at https://businesssuccesssolution.com/worth

Subscribe to the Accounting Firm Growth Strategies Podcast: https://podcasters.spotify.com/pod/show/loren-fogelman2

Ever wonder why two accounting firms can offer the same service, but charge wildly different prices?

The answer lies in how they price, not what they do.

Many bookkeeping, tax, and accounting firm owners find pricing their services a challenge because the line between fixed fees and value pricing isn’t always clear.

As a result, you end up undercharging. It's not because your services lack value, but because you don’t know how to communicate that value effectively.

In this episode, you'll discover:

✔️ The real difference between fixed fee and value pricing

✔️ How to understand what your clients actually value

✔️ Why firms that value price consistently earn more without working more

If you're ready to shift away from hourly rates or underpriced packages and start getting paid for your expertise, this episode is your starting point.

Listen now to learn how value pricing can boost your profit margin and attract better clients.

If you want to double your income, working half the time, then Get Paid What You're Worth is a FREE resource for accounting professionals. Check out this 43-page e-book at https://businesssuccesssolution.com/worth

Subscribe to the Accounting Firm Growth Strategies Podcast: https://podcasters.spotify.com/pod/show/loren-fogelman2