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Free cpe webinars
Five Steps to a Winning Consultation: Even When You Don’t Like the Sales Part


Available Date(s)
Monday, January 17, 2022: 4:00PM EST

Cost Free
CPE Credits 1.0 hour
Subject Area 1.0 - Communications & Marketing
CE Credits 0.0 hours
Course Level Basic
Instructional Method Group Internet Based
Prerequisites None
Advanced Preparation None
Course Description

Ever feel a connection to a potential client only to never hear from them again? Then you’re left to wonder why.

Like many accounting professionals, you love what you do, but you’re uneasy during consultations. Your training prepared you to do the work but not to master client consultations. So, you mistakenly talk too much or overlook critical questions.

Rather than pitch your services, discover how trusted advisors ask great questions. It’s often the missing piece to growing your accounting practice, especially if you don’t like the sales part. Follow this proven formula, which has your ideal client ask how they can work with you.

Trusted advisors approach initial consultations differently than traditional firms. Rather than compete on price, they communicate value. Give potential clients what they need to eagerly say “YES” on the spot.

Learning Objectives: 

  • Identify the #1 tip to enroll ideal clients with grace and ease

  • List three specific questions trusted advisors need to ask

  • Determine five steps to confidently handle objections while maintaining the connection

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Loren Fogelman is a keynote speaker and one of America’s top-ranked business coaches. From 2018 to 2021, she continues to be recognized by HubSpot in its annual list of the world’s top 22 business coaches.

She delivers talks and workshops across the United States at major conferences such as Inbound, one of the world’s most esteemed content marketing events for entrepreneurs, as well as many niche accounting conferences.

Loren is an expert in pricing strategy and sales for accounting professionals. She coaches them to shift away from the “dollars-per-hour” pricing trap to a value-based pricing model. This allows her clients to reduce workload by as much as 50% while doubling revenues.

She’s a regular contributor to Intuit’s Firm of the Future series, Accounting Web, and the author of two Amazon bestseller books: The Winning Point: How to Master the Mindset of Champions and The Success Solution: Break Through Limiting Beliefs for Business Success.

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Frequently Asked Questions
  • To receive CPE credit, you must register for the webinar before it starts.
  • CPE is available to all eligible participants within 24 hours of each webinar.
  • To receive CPE for multiple attendees, at least one person must sign up for the webinar. The post-webinar email contains a link to instructions for the proctor letter. Alternatively, you may log in to your account following the webinar and click on the MY ACCOUNT button to find a link to instructions. For paid courses, payment needs to be made for each attendee before credit will be issued.
Handout Materials
Presentation Slides

NASBA Approved (Sponsor Id#: 111889) is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be submitted to the National Registry of CPE Sponsors through its website: 1685 S. Colorado Blvd, Suite #205, Denver, CO 80222

About Our Presenter

Since 2009, Loren Fogelman speaks at industry conferences, professional associations, and network meetings.

Her satisfied audiences include:
The LA Accounting & Finance Show
Scaling New Heights
Intuit, Firm of the Future
Woodard Group Advisory Panel
Accounting Web
Southern Oregon Bookkeepers Association
National Association of Insurance and Financial Advisors