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In this episode, we dive into building influence and trust in client relationships with insights from Exactly What to Say author Phil Jones and CPAs Hector and Carlos Garcia. They discuss how accountants can reframe “selling” as “serving,” communicate value beyond price, and move from technical experts to trusted advisors. Learn practical strategies like using “magic words” to guide conversations, setting clear client expectations, and staying curious to strengthen client connections. Perfect for accounting professionals looking to elevate client relationships and communicate with impact.
Timeline:
- Reframe Selling as Serving – (00:00)
- Articulate Value Beyond Price – (02:27)
- Transform from Technician to Advisor – (05:15)
- Curiosity as the Key to Better Relationships – (11:10)
- Communicate with Precision: The Power of “Magic Words” – (15:18)
- Set Clear Expectations – (19:51)
- Leverage Guarantees to Show Commitment – (22:16)
- Slow Down to Speed Up Results – (31:06)
- Influence with Integrity: Intentions Matter – (48:29)
