41:I[185,["/_next/static/chunks/3xnt26d00_zk-.js","/_next/static/chunks/1e2btqyhcbvr0.js","/_next/static/chunks/42spz6paskvb6.js","/_next/static/chunks/06x30xgfe6iur.js","/_next/static/chunks/1pfyc3q3c61jb.js","/_next/static/chunks/35-gbipsuw5b6.js"],"SendEmailButton"] 43:I[63625,["/_next/static/chunks/3xnt26d00_zk-.js","/_next/static/chunks/1e2btqyhcbvr0.js","/_next/static/chunks/42spz6paskvb6.js","/_next/static/chunks/06x30xgfe6iur.js","/_next/static/chunks/1pfyc3q3c61jb.js","/_next/static/chunks/35-gbipsuw5b6.js"],"AddToLibraryButton"] 44:I[29721,["/_next/static/chunks/3xnt26d00_zk-.js","/_next/static/chunks/1e2btqyhcbvr0.js","/_next/static/chunks/42spz6paskvb6.js","/_next/static/chunks/06x30xgfe6iur.js","/_next/static/chunks/1pfyc3q3c61jb.js","/_next/static/chunks/35-gbipsuw5b6.js"],"ShareButton"] 45:I[58016,["/_next/static/chunks/3xnt26d00_zk-.js","/_next/static/chunks/1e2btqyhcbvr0.js","/_next/static/chunks/42spz6paskvb6.js","/_next/static/chunks/06x30xgfe6iur.js","/_next/static/chunks/1pfyc3q3c61jb.js","/_next/static/chunks/35-gbipsuw5b6.js"],"ProcessEpisodeButton"] 46:I[45269,["/_next/static/chunks/3xnt26d00_zk-.js","/_next/static/chunks/1e2btqyhcbvr0.js","/_next/static/chunks/42spz6paskvb6.js","/_next/static/chunks/06x30xgfe6iur.js","/_next/static/chunks/1pfyc3q3c61jb.js","/_next/static/chunks/35-gbipsuw5b6.js"],"SignupCTA"] 39:["$","time",null,{"dateTime":"2020-10-14T02:00:00.000Z","children":"October 14, 2020"}] 3a:["$","span",null,{"aria-hidden":true,"children":"·"}] 3b:["$","span",null,{"children":"00:06:46"}] 42:T40d,

A recent survey showed that accountants are interested in improving their sales skills. I believe the focus should be: Stop Selling | Start Helping. There will be ample opportunity to increase your revenue and average client group fee plus the clients get to improve their condition by engaging you more closely.

In this episode I cover:

client unmet needs
clients unaware of your services
accountanese
ask better questions

Modern Firm Practices | A weekly show for accountants on how to become the Modern Accountant and implement Modern Firm Practices into your firm

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For monthly LIVE Modern Firm Trainings and Ask Me Anything calls, plus access to prior trainings, take a sneak peak at the Modern Firm Practices Membership https://ModernFirmPractices.com and be the first to access Ultimate Referrals