The most successful accounting professionals don't sell—they consult. This transformative episode with Neil Barrow reveals the crucial mindset shift that separates struggling practitioners from those who effortlessly build thriving books of business.Drawing from nearly a decade in public accounting as a business development leader, Neil dismantles the uncomfortable "sales" stigma that plagues many financial professionals. Instead, he presents a practical framework focused on asking better questions, avoiding the "default to yes" trap, and approaching every client conversation with genuine curiosity rather than a pitch.You'll discover why sending proposals prematurely leads to ghosting, and how a simple question—"What exactly do you need to see to make your decision?"—can dramatically improve your close rates. Neil shares real-world examples of how slight adjustments in conversation flow have helped his clients win business they would have otherwise lost.Perhaps most valuable is Neil's counterintuitive approach to growth: rather than constantly seeking more leads, focus on winning more of the opportunities already coming your way. By recording discovery calls, reviewing your performance, and refining your framework, you can transform a 30-40% win rate into 70-80% without any additional marketing spend.Whether you're a fractional CFO, firm owner, or accounting professional looking to grow your practice, this episode provides the practical, no-nonsense strategies you need to win more business without sacrificing your professional integrity or feeling like a salesperson.Send us a textThis episode is brought to you by Bill.comReady to take your finances to the next level? See how BILL Spend & Expense can power up your business and get that free grill at http://bill.com/cfochronicles Ready to turn your firm into a lead-generating, profit-driving machine? We help Bookkeepers, Accountants & Fractional CFOs generate consistent local leads, book perfect-fit appointments, and close premium clients, without cold outreach or ad guesswork. Let’s map out your growth plan together → Book your free strategy call

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