In this episode, Michelle Weinstein joins Ron and Ed to challenge many of the assumptions accountants have about sales, pricing, and client relationships. They discuss why so many professionals undercharge despite delivering tremendous value, how to overcome the discomfort of selling, and why moving from compliance work to trusted advisory starts with changing your mindset. Whether you’re struggling to raise your fees, attract better clients, or simply become more confident in business development, this conversation offers practical insights for building a more profitable—and more abundant—practice.
Michelle Weinstein believes that technical expertise alone isn’t enough to build a thriving accounting firm—you have to be able to confidently communicate your value. As founder of The Abundant Accountant and The Pitch Queen, Michelle has helped accounting professionals add millions in revenue by replacing fear-based selling with authentic, value-driven conversations.
About Michelle Weinstein
Michelle Weinstein is a seasoned entrepreneur, sales strategist, and founder of The Abundant Accountant. She helps accounting, tax, fractional CFO, and bookkeeping firm owners own their value and confidently sell high-level services without pressure or burnout. Her clients have collectively added over $38 million in additional revenue to their firms, all without working more hours, chasing more clients, or doing anything they didn’t want to do.
Join us every Friday at 3pm ET / 12pm PT
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The Soul of Enterprise show hosts, Ron Baker and Ed Kless, are on X (the artist formerly known as Twitter) at @ronaldbaker and @edkless, respectively (and obviously).