About This Episode
Tony Frezza had been running his firm for about 30 years when the wheels started to come off. He had been acquiring other practices and entering revenue-sharing arrangements with retiring practitioners, growing by volume rather than by design. The result was what he describes as the worst tax season of his career: overworked, underpaid, not sleeping, and on the receiving end of a family intervention.
In this case study episode, Michelle Weinstein talks with Tony about what happened after he enrolled in the 8-Week Sales Mastery Training. Over the course of about a year, he cut more than 300 clients, maintained his revenue, collected approximately $40,000 in outstanding accounts receivable, and started working fewer hours. His daughter noticed he was home earlier during tax season. He and his wife took two trips to Europe.
Tony is an Enrolled Agent and Certified Financial Planner with over 30 years of experience in tax planning and financial strategy. He is the founder of ATI Professional Services in Orlando, Florida, where he provides comprehensive tax and financial planning for individuals and small business owners.
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Listen to the podcast here
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Key Takeaways
- How Tony cut more than 300 clients over approximately one year without a drop in revenue, and what that shift meant for the day-to-day environment in his office
- Why the fear of losing clients keeps firm owners locked into a high-volume, low-fee model, and how that fear tends to be larger than the actual outcome when fees go up
- What it looks like to collect significant outstanding accounts receivable when you have a process, accountability, and a reason to follow through
- How Tony’s decision-making shifted from avoiding discomfort to operating as the CEO of his own firm, including what it took to say no to a client for the first time and mean it
- What Tony would say to a firm owner considering a sales training program after trying other programs and coaches without lasting results
This Episode Is Best For Firm Owners Who Are Struggling With
- Running a high-volume, low-fee practice and sensing that something needs to change but not knowing where to start
- Carrying a significant amount of accounts receivable and not having a clear plan for collecting it
- Having tried other sales training or coaching programs and coming away without lasting results
- Feeling like the fear of losing clients is what is keeping you from raising fees
- Wanting to work fewer hours and spend more time with family, but not being able to see how that is possible given the current volume of work
Featured Result: One Year In
Over approximately one year of working with The Abundant Accountant, Tony cut more than 300 clients and maintained his total revenue. He also collected approximately $40,000 in outstanding accounts receivable. He reports that the stress level in his office dropped, that his staff is more relaxed and enjoys coming to work, and that he is working fewer hours.
Tony is clear that the shift was not easy. He describes being asked to think, act, and do things outside his normal patterns, including the weekly accountability check-ins around AR collection. He says the discomfort was real, but the accountability is also what made the difference: he did not want to report back empty-handed.
He is still in process. His next step is continuing to reduce volume while increasing the quality of his client base, focused on clients who lead with trust rather than price.
About Tony Frezza
Tony Frezza is an Enrolled Agent and Certified Financial Planner with over 30 years of experience in tax planning and financial strategy. A former institutional pharmacist, he founded ATI Professional Services in Orlando, Florida to provide proactive, objective financial guidance to individuals and small business owners. With a blend of technical expertise and business acumen, Tony helps clients navigate complex tax rules and protect their long-term wealth.
Ready to Stop Procrastinating Your Potential?
If you have a firm with strong technical skills and a lot of clients at fees that do not reflect your worth, the gap between where you are and where you want to be is usually a process and a mindset, not a market problem. This is the kind of shift that is easier to make with structure and accountability than on your own.
Learn more about The Abundant Accountant’s 8-Week Sales Mastery Training & Coaching Program and how it has helped firm owners collect outstanding AR, reduce client volume without losing revenue, and build the confidence to charge what they are actually worth.
Visit TheAbundantCall.com to book your call.
Resources Mentioned
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Episode 174 | Case Study | Tony Frezza’s 8-Week Shift: $40K Collected In A/R, 300 Clients Dropped, And A Life Reclaimed
We have a very special guest. Our special guest is a client here at The Abundant Accountant. He’s also an EA and a certified financial planner with over 30 years of experience in tax planning and financial strategy. He used to be a pharmacist. He founded ATI Professional Services to provide proactive, objective financial guidance for individuals and small business owners. He has a unique blend of technical expertise and business insight. He helps clients navigate those complex tax rules and protect their long-term wealth. He guides them to clarity, improved cashflow, and confidence in their financial decision-making.
Before we welcome our special client to the show, if you are a firm owner, whether you own an accounting, tax, or bookkeeping firm, and you crumble at the thought of your upcoming next sales call, or you’re constantly worried that you’re going to go blank or come across pushy in a sales meeting, I have a system for you.
As a firm owner, I will show you how to never be ghosted again and have clients practically chase you down because they want to pay you, and they want you to work with them. Here at The Abundant Accountant, we show you a simple step-by-step process so you never have to wing it. You always have a step-by-step formula for commanding your true value, so you can earn what you’re worth, as much as double your revenue, always get paid upfront, and never have AR.
If that sounds like something that you would like to explore, head on over to TheAbundantCall.com. We will take a look at how you can control every sales conversation, close high-quality, high-paying clients, and establish yourself as a premium without losing a single client. You will finally be able to stop trading hours for dollars and start growing the firm on your terms. Head on over to TheAbundantCall.com to schedule your call to stop procrastinating your potential. Let’s welcome Tony to the show.
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Welcome, Tony, to the show.
Thank you so much for having me.
Thank you so much for being here and being able to contribute to your fellow firm owners. This is such a special day because we have the Amazing Tony. You can share where you’re at in the country and where your firm is in the country. What does your firm specialize in for the other firm owners who are going to be having their pen and paper, taking notes after what you have to share?
Thank you. I am in Orlando, Florida. I’ve been doing this for about 30 years. Our firm focuses on compliance and comprehensive planning for both tax and financial planning. We work with successful individuals and small business owners who often feel that they’re overwhelmed by the complexity of their financial lives.
The Shocking Numbers: How Cutting 300 Clients KEPT His Revenue
I love that. This episode is very special because Tony is a client of ours here at The Abundant Accountant. We’re doing a case study episode. I want to open it up because, on July 3rd, 2025, you sent me this email. It was about where your gross receipts were through June, which was your total revenue, and all the AR that I made you collect, you said. You talked about how all of this changed in a twelve-month period.
I’d love it if you could start out by sharing the biggest shifts that you’ve seen from the numbers side, because they cannot visually see what I see right here. That would be a great way to start our conversation. You truly are an inspiration. You’ve had your firm for a while. I’m sure when you met us, you thought that we were a little out of our minds at what was possible.
Yes.
I was accurate with that.
You’ve cut down your workload dramatically. You’ve increased revenue. You’ve collected money that you thought no one would ever pay you. You could tell me how you felt before and how you feel now. Share with us a little bit top-level, and then we’re going to get down into the nitty-gritty because this email that I got on July 3rd, I was like, “Heck yeah.”
It works. Top level, to summarize it all up, a year into our relationship, you’ve empowered me to change the way I think. We’ve changed the scope and the direction of the firm. We’ve cut over 300 clients and didn’t hurt revenue. I’m still able to eat the same way I did last year.
Commanding Your Value: A year into our relationship, you’ve empowered me to change the way I think. We’ve changed the scope and direction of the firm, cutting over 300 clients without hurting revenue.
When you say you cut 300 clients, we empowered you with a new way of thinking, and you’re still eating the same way. How much did the revenue increase, and how much did your time decrease?
My revenue stayed the same when I sent you that email. I’m working less. It’s the same thing here. I’m investing a little bit more time and revenue to build out the firm in a different direction. Overall, the stress level and the environment in the office with my staff and my team have changed tremendously.
In what way did it change tremendously?
Everybody’s more relaxed. Everybody is back to enjoying, as much as they can, coming to work. It’s the overall good feeling.
Total AR collected? That’s a pretty big number, too.
Around $40,000 by the end of the year.
The Family Intervention: Hitting Rock Bottom As An Overworked Firm Owner
Why don’t we start with this? Why don’t you take us back to before we met? Hit the rewind button. What was it like day-to-day in the office? Clearly, it’s going to be the opposite of stress levels down and relaxed, whatever that means in Tony speak. AR was that $40,000. You talked to us, and we were like, “You’re going to collect all that. That’s all going to go in your bank account.” Tell us what your thoughts were, and that initial landscape of where things were at before you’re here.
We celebrated our one-year anniversary. Happy anniversary.
Happy anniversary.
Before I got to you, with my practice, I was in a building phase. I was trying to build quantity versus quality. I had purchased another firm, and I had gone to a couple of revenue-sharing agreements with other retiring practitioners. It was growing. It got to the point, not this tax season, but the season before we met, it was probably the worst tax season I ever had.
What does that mean?
I was overworked and underpaid. It got to the point where, prior to you and me meeting, my family had an intervention with me. They sat me down and were like, “This has got to stop. What are you doing?” I was partaking in adult beverages more than somebody should. I’m not sleeping. I’m starting to have medical symptoms and conditions. I had this intervention, and then I flew out and met you and Denise at the conference. I knew of your firm, but we’ve never worked together. At that point, I’ve got to make a change. We met, and we went through. I signed up, and a year later, it’s all good.
We’re at our one-year anniversary of working together. What does your family say about these changes?
They say thank you. They like the changes. They see the changes. My daughter had commented at one point during tax season, “We’ve never seen you home this early.” It’s the little things that matter.
I bet that was touching. You didn’t need anything else for the day. That was your adult beverage, like, “My daughter appreciates me.” I know you had purchased the firms, and you had your revenue share. Growing the revenue wasn’t the thing, but increasing your fees so you got paid what you were worth instead of feeling underpaid, overworked, and tired. You made all these shifts. What do you feel was the breaking point where you knew something had to change? You knew you needed help, but you didn’t know how to fix it. What was that breaking point for you and the firm? Was it the family intervention, or was it something else?
It was the intervention. The fact that somebody sits you down, slaps you in the face, and basically says, “Something’s got to change.” I was not happy. Like many business owners, we have thoughts. My thought was, “Grow.” It was quantity, not quality. I thought it was to get as many clients as you can get in the door and do as many deterrents as you can or do, and then you’ll make as much money and be happy. It was the opposite.
Quantity Vs. Quality: Why Most Accountants Are Trapped In The “More Clients” Lie
Why do you think firm owners think that way? I hear this all the time. I say, “What’s the biggest challenge with your sales in your firm?” on our application. Do you want to know that 90% of the time, it says, “I need more clients. I need more people. I need more of this. I need more of that.” Ninety percent of them don’t need more clients. We need to increase our fees. We need to get our stress levels down and make sure that we’re paid the right way.
Our revenue increases with fewer clients, as you experienced. You cut over 300 clients, but your revenue stayed the same, and you’re working less. That is the way to do it. That’s the way to not be overworked and underpaid. If you put more quantity on top of that formula, that’s a recipe for an intervention. Why is it that so many firm owners think that? I know you’re in a lot of different groups. You’re part of the NAEA and other things. Why is it that people feel that quantity is the most important thing, now that you see it’s the quality?
It’s the fear. When we first started practices, we started from ground zero. Every dollar in the door matters. We’re afraid, like, “Although I think I’m worth $1, let me give this away for $0.50 because $0.50 is better than nothing.” In the end, that kills you in the long run. A lot of times, we’re afraid to charge what we know we should charge because we’re afraid that the next dollar won’t come in.
A lot of times, we're afraid to charge what we should because we're afraid that the next dollar won't come in. Share on XThat’s true. It’s like, “I got bills to pay. I don’t want to go get a job. I might as well take the $0.50, even though I know I deserve the $1.”
You can’t get out of it. You can’t charge that dollar next time because you’re afraid to. It continues.
Until you meet me.
Correct. Look how long it took me to meet you.
I know. How many years was that?
I’ve been doing this for 30 years.
I’m not going to even say the word here, but you were selling yourself short for a long time. When you first heard about the 8-Week Sales Mastery Course or Michelle and Denise, what were you thinking? What were you most skeptical about?
I heard it first before I sat with you guys through other colleagues. They were like, “Do it. You need to do it.” It was blind faith.
That doesn’t give you any context, though. Other firm owners have told me that. They’re like, “I talked to people, and they say, ‘Do it.’” What does that mean to another firm owner? They don’t understand what that means.
Initially, it’s like, “Does it work?” They’re boasting of the success, but you’re still skeptical. I sat with Denise. I probably went back and forth to the booth 3 or 4 times on that first day, asking questions and wondering about it. Eventually, I had a conversation with my wife. I went outside and called her, and she was like, “What are you waiting for? Do it.”
I didn’t know that you had the conversation with your wife outside. The wife had the intervention, and you were talking about, “This is how I’m going to change.” Did she have any skepticism or hesitations about you doing a class like this to help you?
You’re seeking help from a professional. If I did my due diligence and vetted you, then why not?
I’m curious. You had your firm for 30 years. You’re acquiring firms, buying the practices, and doing joint ventures on revenue share deals. What other things did you try to get away from being overworked and underpaid, but nothing may have worked? What other coaches, programs, and things did you try for your firm, but you weren’t happy with? You were trying to go after quantity, not quality. I’m curious. What did you try, but it didn’t work out for you? You were like, “This isn’t working.”
We know so much about everything, so we try to be everything. You do it yourself. Before the internet, you had to find books and journals. After the internet, you’re trying to find programs. I had subscribed to other sales processes and coaches in the past and never got anything that worked.
We know so much about everything, so we try to be everything. You do it yourself. Share on XWe need to dive deeper into the other sales coaches and other programs that you tried, as it related to sales. What do you feel was so different from the other sales coaches or sales training that you’ve had? What was different about this program versus those programs or coaches?
You and Denise, compared to what I’ve done in the past, provide more sincerity and a personal touch. I’ve said it before. You guys take the sleaze out of sales. Sales sometimes could be a dirty word. You guys present it and have a process on how to price, how to sell, and how to confidently communicate. That is the biggest difference.
Commanding Your Value: You guys take the sleaze out of sales. Sales could be a dirty word, but you guys have a process on how to price, how to sell, and how to confidently communicate.
What about as far as the deliverables inside the course versus those coaches or sales trainers that you worked with? If you go back to the 8-Week Sales Mastery Course and think about those eight weeks, you’re like, “Here comes another sales training. Even though all these other colleagues are telling me to do it, I’ve already done 1 or 2, and it hasn’t worked.” How would you say this was unique and different in comparison to working with the other coaches or even in other programs that you’ve seen out there?
In the end, the pieces that go along with each part of the program deliver a different component. It’s like building blocks. Week 1 was built on week 2. It keeps building. There are tools inside each block that I still use. After the 2nd or maybe the 3rd class, I was like, “This is why we’re doing this. This is why she’s making me look at that little chart, speak like this, and think like this.” It all starts to piece itself together.
Overcoming The Fear Of Investment And Commitment To A Sales System
I love that. Were there any fears that came up for you when you were saying, “Am I going to make another investment of money or time?” I know your wife told you to do this.
You always have to listen to your wife, right?
Yeah. Happy wife, better life. That’s how it goes. Any fears that came up for you around the investment and the commitment of time in comparison to the other coaching programs that you had done in the past? Besides your wife and the intervention, what ultimately pushed you to say, “I’m going to commit. I’m going to go all in. I’m going to pretend I didn’t learn anything and erase the past.”
A lot of people have spent $10,000, $20,000, or $30,000 on other programs, coaches, journals, books, and other things to try to get whatever the problem is in the firm solved. A lot of times. They hear, “I didn’t get my money’s worth.” You hear, “It’s a scam,” or whatever. What do you see from your point of view on that?
I wasn’t concerned about the investment. First of all, your investment is less than what you said. I paid for other investments and other opportunities to learn sales. I knew something had to change. If I had a fear with the whole process, my fear was the commitment. It was like, “How much time is this going to take?” I had to jump in and do it. It’s like going to the doctor. If this is a prescription and you don’t follow the therapy, you’re not going to get better. I realized there was a problem, so I took my medicine. I faithfully took it for eight weeks. Otherwise, if I didn’t, I can’t say that the program didn’t work.
You also invested an hour a day of your time to get the work done and to do everything. That was the significant thing. The commitment is high. What would you say to another busy firm owner? Our commitment is an hour a day. They’re like, “I don’t know how I’m going to carve out an hour a day. I already work 12 to 14-hour days. I already don’t sleep at night.” They’re also drinking a lot of adult beverages. What would you say to that firm owner now that you’ve gone through it yourself?
“You need to suck it up and make the change. Make the time.” I always say this when we talk about people trying to make time for friends and do things that are fun. We always have the excuse of, “There’s no time. I’m not going to be able to do it.” It always seems that when something bad happens, like somebody passes away or gets sick, you always seem to find the time. Why can’t we find the time and invest in ourselves? Give yourself that one hour.
It always seems that when something bad happens to somebody, you find the time. Why can't we find the time and invest in ourselves? Share on XYou always find time to go to the hospital if somebody’s sick. It’s so true. Was there anything that you found during your eight weeks that helped you stay focused to go all in, even when things got a little bit hard? You were very committed.
What helps to stay focused is you and Denise. It was accountability. It was the fact that we were meeting on a regular basis. You were available, if I needed you, beyond those meetings. The accountability made it for me.
What do you feel was the biggest mindset shift that you had in the course in order to stop making decisions from fear? I feel like your decision-making process is so different now. You think like the CEO of your firm.
The biggest thing is that by listening and following, it helped me build the confidence in my mindset. It’s okay to say no. The first time I talked to somebody about working together, and it was more than they had in their budget, in the past, I would scramble. I would be like, “We can do it for this. We can do it for that.” In saying no, it’s like, “That’s fine.” You don’t feel bad about it. It felt good.
It’s so amazing how that shifts. You were able to gain that confidence. You started listening and following and built that confidence over time. I wanted to ask you. In going through the program or even making some of these hard noes to clients, are there any that you’re most proud of? Are there any stories that you want to share about telling somebody no?
You collected $40,000 of AR. That’s outstanding. Maybe you could share with us a little bit about those experiences. At one point, you probably didn’t think any of that money was going to go into your bank account. You thought we were a little crazy when we said, “You’ll collect it all. You’ve got to do it a certain way.” Share with me some of those harder decisions that you had to make during the program or scenarios that you had with clients, and then your AR.
The hardest part of the program, and I joke around and say this with you guys, is that you made me think, act, and do things in ways that I was not comfortable doing and didn’t want to. When we would have our weekly calls, you remember in grade school where you put your head down and be like, “I don’t want the teacher to call me.”
When we were talking about collecting the AR, you made me not only go out and ask for my money, which is mine, but you also made me report back to you on a weekly basis. You were like, “Give Denise an update. Where are you?” Doing that helped us succeed. I’m not going to lie to you. It was uncomfortable, but I didn’t want to come back empty-handed to you, either. That’s the accountability part.
Since you didn’t want to let us down, it helped you out financially. I love that. That was probably the hardest part. Is there anything else around collecting the AR where you thought, “That’s never going to work for me. Michelle and Denise are out of their minds.” Were there any other fears around that, or did you say, “Let’s do it. I’m open.”
In the beginning, it was attitudes of behavior that were outside my norm. Anything you said to do, the initial response inside of me was pushback, like, “That’s not going to work,” or, “They’re whack. That’s crazy.” I was then like, “I made the investment. I’m making the commitment. I’m going to try.” As I said before, if I don’t do what you’re telling me, I can’t blame you if I fail.
Travel & Time Freedom: The Personal Impact Of Setting Firm Boundaries
I love that. Thank you so much for sharing. Your stress levels are down. Everyone at work likes to come to work now. You’re working fewer hours. You are down 300 clients. Your daughter said she has seen you more this last tax season. How else has this made an impact on your personal life and your relationships? I’d love it if you could share what’s different.
Beyond my mindset, I am spending more time with my wife. We’re traveling and doing things with the kids. The nest is empty, so we’re still making more time to go see the kids as they build their lives.
Where have you guys traveled to that you had put on the back burner for quite a while? What are the few things that you did that, in the past, you would have never thought were even possible trips to go on?
Trips to Europe. We’ve gone to Europe twice since I met you.
I thought it was only once. You went to Italy, right?
Italy and then Barcelona.
Two of my favorite places.
I had to get Gelato, as you had recommended.
Venchi’s Gelato. It’s amazing. They’re in the Rome airport, too. They even brought one of those to San Diego. It’s dangerous. You’ve been traveling more, and your mindset shifted. Anything else for you that you feel was significant?
The biggest thing is you guys enabled me to identify and set my boundaries to where it is like, “No more work. Cut that off. Stop looking at that email, answering this, or doing that.” Establishing boundaries is a huge one.
With those newfound boundaries, how do you feel about your future now that you have your custom sales process in place, you’ve got clarity, and you’ve got confidence?
It’s very bright. It’s worth getting out of bed for. I don’t drudge, like, “I got to go do this again,” or, “I got to answer this phone call, go see this, or do that.”
Anything else?
That’s a lot there.
Tony’s Final Advice: What Is The True “Cost of Inaction” For Firm Owners?
I know. I’m like, “Spell it out,” because I know there is probably someone tuning in who feels exactly how you felt last time. They’re overwhelmed, overworked, frustrated, not wanting to get out of bed, not going on any trips, and not going to Barcelona and Italy. They’re wondering, “I’ve heard Michelle. I’ve watched her show and watched testimonials, but would this work for me?”
For those who are scared to invest in themselves, or maybe they don’t think they have the time, what would be your advice other than, “Do it,” to them? If you were talking to yourself a few years ago, and you acquired firms, and you heard this little birdie tell you about this thing called the 8-Week Sales Mastery Course or these two nuts over at The Abundant Accountant that are like little drill sergeants, what would you say to that firm owner?
First, ask what the cost of not doing it is. If you continue down this path, what’s going to happen? What’s it going to cost you, whether it’s money, health, aggravation, or liabilities? We don’t talk about that, but there’s an element of malpractice in being overworked and underslept. First, look and see that. When you realize that you do have a problem, you do need to make the change. Make the change, believe in yourself, and believe in the system. It does work.
Make the change, believe in yourself, and believe in the system. It does work. Share on XI love it. I never thought that that’s an element of malpractice right there when a firm owner is underpaid and overworked. You did that to yourself for 30 years.
It’s crazy.
There’s nothing we can do about the past, but what’s that one lesson that you think every firm owner should know based on the lesson of putting yourself through malpractice?
We pride ourselves on trying to take the best care of our clients, and yet we don’t look at it that way by not providing the best service or care to our clients because we’re stretched too thin. You need to look at it from that perspective.
Freedom, Future, And Finding Quality Clients
It’s so true. You have to put yourself first before you can take care of others. I’m curious. What does freedom look like to you? What are you most excited about moving forward with the firm?
We’re going to continue to make cuts and start working on the quality and getting better clients. By better, it’s not about the money. It’s also about working with clients who value you and appreciate you. If you’re calling and the first question out of your mouth is price, we’re not a fit. I’m excited that I’m able to even have the conversation like that, versus before, I would be like, “We could probably do that for this.”
Commanding Your Value: We’re going to continue to make cuts, focusing on quality and getting better clients. By better, it’s not just about the money, but also about working with clients who value and appreciate you.
That’s so true. I’ve personally been dealing with my expensive fixer-upper. I have to get a new roof. As I’m saying this, it’s happening. I didn’t ask them how much it was going to cost. I waited until the last minute. I didn’t care. I cared about the person who was going to come check on the job three times a day while it was going down. We saw a live termite running around, and that guy was Johnny-on-the-spot, too. You want those better quality clients. They don’t care about that. They care about, “Is Tony going to pick up the phone when I call him or show up to our appointment on time?” They value and appreciate you, but you also value and appreciate them so much that you go above and beyond for those types of people.
You feel good about it.
The roof guy said that to me. I’m going to go and try to get a refund. Let’s say all my leaks, all the painting I’ve had to do, drywall, and all that was because the stuff on the top was done so incorrectly. He was like, “Michelle, I can sleep well at night every night because I know we do such good work. We guarantee our work because I don’t want to come back here.” How beautiful is that? There are people who care and want to do good work because they want to sleep peacefully at night. He said that to me, and I was like, “That’s the exact reason you guys are doing this job because of that.” I didn’t care if it was $20,000, $30,000, or $40,000. To me, it’s all the same.
You do it right the first time when we’re done.
What does freedom look like to you? That was what you were most excited about.
Freedom is being able to do some of these things, like traveling, spending time with the kids, and not worrying about it. In the past, you’d come up with excuses, like, “I have to do this. I’m chained here.” You and I have gone in different directions in the last three conferences. The ship is still afloat. Everything is still going. That’s no longer chained to the bricks and mortar as it used to be.
I love that. You are so inspiring to not only me, but other firm owners who I know are tuning in and have enjoyed learning about your journey and watching the steps that you have created for yourself. There’s this new version of this confidence, saying no, and the firm owner and the CEO that you are. I know that you’re giving a lot of hope to other firm owners who are tuning in. Is there anything else you’d love to share that maybe we didn’t talk about that you want to end with before we say our goodbyes?
The only thing I would tell my colleagues and firm owners out there is do it. You’re going to be uncomfortable. You’re going to be asked to think, act, and do things differently than you’re used to, but have faith. Have trust in the process and the system because it will work.
Commanding Your Value: Do it. You’re going to be uncomfortable. You’ll be asked to think, act, and do things differently than you’re used to, but have faith. Trust the process and the system because it will work.
You said it twice. You’re going to think, ask, and do things in a new way.
It’s true, right?
It’s all true.
How many times did you tell me, “Stop saying that yada yada yada.” It’s true.
Your new neural pathways have shifted because you talk like this all the time. I’m like, “Look at you. This is awesome.” Thank you so much for being here with us on the show. It has been an honor. I can’t wait to get my next annual update next July 2026.
Thank you so much for everything you’ve done.
Anytime.
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What an amazing episode with our client, Tony. He is such an inspiration for many, especially those of you who’ve had firms for a very long time, 30 years, and feel like you’re stuck on a hamster wheel and nothing will change. Change is possible, even if you have acquired firms, or you’re starting out, and you don’t want to make the same mistakes Tony did, or you’ve had your business for a long time, and you fear that if you make any change, all your clients are going to leave you.
If you’ve ever had a sales meeting with a current client and you are terrified to increase fees substantially, or maybe you felt yourself caving in when it came to saying your price, or you were like Tony and would negotiate, you are not alone. Most firm owners that I have worked with have incredible technical skills, but they have zero structure around their sales process, boundaries, and pricing, and it is costing them thousands of dollars every single month.
Here at The Abundant Accountant, I show you how to shift from giving away your time to commanding your value without feeling sleazy or aggressive, so that you know the exact words to say, and you’ll never freeze up ever again. Go to TheAbundantCall.com and book your free strategy call with me and my team. Let’s turn those conversations into conversions. Once again, TheAbundantCall.com. Thank you so much for joining Tony and me. Have a beautiful day. We’ll see you in the next episode.
Important Links
- ATI Professional Services
- Tony Frezza on LinkedIn
- Book a Call to Grow Your Firm Revenue – The Abundant Accountant
