In this high-energy episode of Grow My Accounting Practice (GMAP), hosts Mike Michalowicz and Ron Saharian welcome sales expert Dave Lorenzo for a tactical and transformative conversation about business development for accountants, bookkeepers, and consultants. Dave breaks down his 60-second sales strategy and shares how CPAs can build trust, credibility, and long-term client relationships without ever cold-calling. From the psychology of referrals to the art of email outreach and the power of offering value, Dave simplifies the sales process and reframes it as helping—rather than selling. He also shares how he turned his podcast into a business growth engine, delivering insights with humor, clarity, and real-world examples.
What You’ll Discover Today:
- Why “business development” is just a polite term for sales—and why that's okay
- The fastest way for CPAs to generate referrals without selling
- How to build a valuable, referral-generating email list from scratch
- The one-sentence sales close that changes everything
- What sets high-value professionals apart (hint: it’s not technical skill)
- How to use trust, credibility, and believability to eliminate price resistance
- Why you should become the “Mercedes” of accounting services—not the Camry
Key Topics Discussed:
- Sales mindset reframe for professionals
- Email outreach as a consistent referral engine
- How to offer value before asking for business
- Building thought leadership through public speaking and publishing
- The role of letters of recommendation in closing deals
- Navigating the pricing conversation with confidence
- Podcasting as a platform for visibility and credibility
Call Us:
(305) 692-5531
