Accounting Influencers Roundtable


What Works to Help Accountants Turn Conversations into Business

Episode 54. In today’s practical episode, “What Works to Help Accountants Turn Conversations into Business.”

Key takeaways from this episode include:

✓ how everyday conversations and scenarios can be turned into new business opportunities for accountants

✓ the need for scripts, actual words to say and pre-planned questions to help CPAs and accountants make things happen

✓ how some accounting professionals still need the basics of good eye contact, firm handshake etc spelled out for them

✓ the question most commonly asked when one human meets another, and how to turn it into a business opening

✓ a reminder of the difference between open and closed questions, with no apologies for accountants for doing the basics

✓ the perfect reply to ‘how is business?’ that will open a door for accountants and CPAS, rather than close it

✓ the problem for accountants with telling people that you’re busy, and what you should be adding onto that claim

✓ the power of social proof in generating new business opportunities that will make accounting clients say ‘me too’

✓ what accountants should follow up with after asking a prospect or client how their business is going

✓ why accounting professionals don’t need all of the answers, but the questions are more important

✓ turning your elevator pitch or the ‘what do you do?’ question into a new business conversation for CPAs and accountants

✓ a great, rejection-free question accountants can ask a prospect to create a new advisory conversation with clients and prospects


Are you a busy accountant struggling to create more revenue and career opportunities?

If you have a business development, sales or growth angle to your role, and are expected to bring in new business, here’s a great resource for you:

As an accounting professional, you likely have a business development strategy, selling or work winning dimension to your role and the ability to generate new revenues is what makes you wealthier, more promotable and more valuable to your employers. Many accountants struggle to bring in the kind of work that gets them noticed or makes them promotable. If you’re a partner, you’re under pressure to show you’re worth a seat at the table. If you’re below partner level, you know that beyond technical competence, the passport to partnership is the ability to drive growth.

This unique guide is designed for accounting professionals in practice with 5 simple but effective things to do every day to create significant new career opportunities, greater influence, a better network and new business conversations. What you will learn:

✓ What is a ‘reachout’ and how to create your target list

✓ How to keep in touch with your contacts and how to approach follow up

✓ How to make an introduction and extend your network by being helpful

✓ How to start a conversation with someone you don’t already know

✓ How to make a new business offer without being salesy

If you follow and implement this guide, you will create significant new career options and new business opportunities in the next 30 days. Start today by taking control and toning up your business development skills with a tried and tested 5 step system you can apply with ease every single day. 



Need CPE/CPD? Continuing professional education for accountants on the move…

Get points for Continuing Professional Education /Development by listening to the Accounting Influencers Podcast. Earmark CPE is the exclusive CPE/CPD partner for the podcast. The partnership is NASBA-approved meaning accreditation and certification counts in most countries. NASBA stands for National Association of State Boards of Accountancy. Download the Earmark CPE mobile app here

Here’s how it works:

① SELECT A COURSE. Download the mobile app, search for Accounting Influencers and start a course. Complete each learning activity at your own pace.

② LISTEN TO AUDIO. Learn by listening to podcast episodes. Listen when you’re driving to work, working out, or doing chores.

③ TAKE THE QUIZ. Confirm you’ve learned the material by taking the short quiz at the end of the course. Score 75% or higher to pass.

④ GET YOUR CPE. Click ‘Email CPE’ and your CPE certificate arrives via email in your inbox. Earmark helps by keeping track of all your CPE earned through the app.

When was the last time you took a free CPE/CPD course that taught you something you didn’t already know? Most accountants and CPAs these days prefer to earn CPE from live webcasts, webinars or formal training. The problem is, you end up picking courses based on what fits your schedules, not what’s most relevant to your professional development needs.

With the Accounting Influencers Podcast partner Earmark CPE, you can earn credits whenever you want, wherever you go. Multitask and be more productive while listening to accounting and tax podcasts. When you’re done listening, complete the handful of quiz questions to access your CPE/CPD certificate.


With the rise of remote and hybrid work, you’re spending more time in front of your computer than ever before. So get out from behind your desk and learn while you listen to podcasts on the Earmark CPE mobile app for Android and iOS.


By using the Earmark mobile app every week for free, you’ll be sure to earn enough CPE credits to make your license renewal/CPD accreditation a breeze. Say goodbye to the pain of cramming in courses/training at the last minute.


Let’s be honest. Most free CPE/CPD courses aren’t that great. The Accounting Influencers Podcast contributes to a growing library of educational, entertaining and on-demand accounting and tax podcasts. As a result, you can actually learn something new while you check that CPE/CPD box.



The Accounting Influencers Podcast is a CPE-accredited daily radio-style show with four segments coming out every Monday which are repeated on the other 4 weekdays as standalone episodes, plus a bonus ‘from the client’s perspective’ episode on Saturdays. On Sundays, listeners get a short min trailer for the coming week’s episodes.

Every Tuesday the show gives you a relevant news topic from the accounting and fintech world with a direct application to accountants, CPAs and bookkeepers. Great to stay informed and build your commercial acumen.

Every Wednesday and Friday, we feature an uncut interview with top authors, leaders, thinkers and performers in the accounting and fintech world.

Every Thursday the show gives you a practical ‘here’s what works’ tips concerning a key challenge, need or strategy for accountants, CPAs and bookkeepers. Great to stay current and keep your skills topped up.

Finally, every Saturday gives listeners a bonus episode which focuses on the buyers of accounting services – the clients themselves. In particular how they feel, react to and experience their interactions with accountants. That includes why they buy or don’t buy, why they move or stay and why they think how they think about you, your firm, your prices and your offerings.

Martin and Rob love to hear from the show’s 22,000 unique listeners in 150 countries around the world. If you like the show and listen to multiple episodes, we’d really appreciate your appreciation with a review or rating. As most of our listeners tune in via Apple podcasts…

How to leave a review on Apple Podcasts

① Open the Podcasts app on your iPhone, iPad, or Mac.

② Navigate to the page of the Accounting Influencers Podcast.

③ Scroll down to find the subhead titled “Ratings & Reviews.”

④ Under one of the highlighted reviews, select “Write a Review.”

Anything about the style of the show, the frequency, the content, the CPE/CPD, the hosts Martin and Rob, the guests, the different segments or something in particular that’s made a difference. Listeners can rate the show on a scale of one to five stars and can also add a written review. 

Please also recommend the show to people in your network because we’d love to reach a wider audience. Thank you from Rob, Martin and the whole Accounting Influencers Podcast team.