The Accounting Leads Now Podcast – Details, episodes & analysis

You ask clients to send a PDF through a secure portal. If they can't, they're not your client.

Sounds harsh. It's not, it's a filter.

Episode 80 features Christopher Papin, who runs a law firm AND a CPA firm at the same time, and somehow still keeps a third of his day for life outside the office. Forbes and Thomson Reuters have both recognized his work. He's also the author of "168 Hours" and host of the BLABO podcast.

In this conversation, Chris breaks down the exact onboarding system that gets him a 70-80% close rate, why he calls every signed letter of intent a "promise ring," and how hiring people with bartending and hospitality backgrounds fixed his client communication overnight.

If you've ever lost a deal because you didn't ask the right follow-up question, this one's for you.

Send us Fan Mail

Tired of referrals that only show up during tax season?

Most firm owners are one slow quarter away from panic. We fix that.
We help accounting and bookkeeping firm owners build predictable client acquisition systems using paid advertising, so qualified prospects are coming to you year-round, not just when it's convenient for them.

Book a free strategy call > accountingleadsnow.com We'll look at your firm specifically and map out exactly what it would take to build a pipeline that doesn't go quiet in July.

Grab my book, Booked Solid > Get your copy here The digital marketing playbook built specifically for accounting firms. No theory. Just what works.

Join our Skool community - 7 days free  > Join here Get access to the exact systems we implement for our clients. Frameworks, templates, and a community of firm owners doing the work. 

You've spent years building your firm. But if someone asked what it's worth today, could you actually answer that?

Most owners can't. And that gap is exactly where deals fall apart.

Justin Farmer is a licensed attorney and business intermediary who has helped close accounting firm transactions for over 12 years, with a 100% accepted-offer track record. He's sat at more closing tables than most CPAs will see in a lifetime, and he pulls zero punches about what separates a clean exit from a costly one.

In this episode: why not knowing your financial goal is the #1 deal-killer, how to structure internal succession before you ever go to market, and why even a $500K solo practice can sell, if you're reasonable.

Send us Fan Mail

Tired of referrals that only show up during tax season?

Most firm owners are one slow quarter away from panic. We fix that.
We help accounting and bookkeeping firm owners build predictable client acquisition systems using paid advertising, so qualified prospects are coming to you year-round, not just when it's convenient for them.

Book a free strategy call > accountingleadsnow.com We'll look at your firm specifically and map out exactly what it would take to build a pipeline that doesn't go quiet in July.

Grab my book, Booked Solid > Get your copy here The digital marketing playbook built specifically for accounting firms. No theory. Just what works.

Join our Skool community - 7 days free  > Join here Get access to the exact systems we implement for our clients. Frameworks, templates, and a community of firm owners doing the work. 

What if you could own a thriving accounting firm without a CPA, EA, or even industry experience?

Nik Watson did just that at 23 years old. After four failed startups and zero accounting background, he landed his first acquisition using a personalized pitch deck and the grit most people avoid.

In this episode, Nik shares:
 • Why value-based pricing and 3-tier offers aren’t optional in 2025
 • The exact tools and AI stack he’s using to stay lean
 • The mistake most buyers make that kills the deal
 • His transition from marketing agency to tax firm owner

This episode is for anyone who’s looking at M&A, firm expansion, or just done billing by the hour.

🔗 Connect with Nik: https://www.linkedin.com/in/nik-watson/

🎧 Listen now. You'll walk away with ideas you can actually apply.

Send us Fan Mail

Tired of referrals that only show up during tax season?

Most firm owners are one slow quarter away from panic. We fix that.
We help accounting and bookkeeping firm owners build predictable client acquisition systems using paid advertising, so qualified prospects are coming to you year-round, not just when it's convenient for them.

Book a free strategy call > accountingleadsnow.com We'll look at your firm specifically and map out exactly what it would take to build a pipeline that doesn't go quiet in July.

Grab my book, Booked Solid > Get your copy here The digital marketing playbook built specifically for accounting firms. No theory. Just what works.

Join our Skool community - 7 days free  > Join here Get access to the exact systems we implement for our clients. Frameworks, templates, and a community of firm owners doing the work. 

2025 nearly broke me.
Clients dropped. Revenue cratered. My dream car? Totaled by a dump truck, with no one inside. At our lowest, we were bleeding over $12,000/month.

But we didn’t quit. And by November, we closed 10 new clients in a month and had our first $15K cash day.

In this special New Year’s edition, I walk through the real story behind the posts: the burnouts, breakthroughs, and the shift that brought us back.

What I cover:

• The exact moment I considered shutting it all down
• Why discounting for quick cash nearly wrecked us
• The “Mexico Meltdown” that set off the chaos
• The daily habits that pulled me out
• 3 muscles I had to build to survive the year

If you're in a tough season… listen to this.

You're not behind. You're not broken. You're being forged.

👉 Subscribe, share, and message me if this hits.
Let’s make 2026 the comeback year, together.

Send us Fan Mail

Tired of referrals that only show up during tax season?

Most firm owners are one slow quarter away from panic. We fix that.
We help accounting and bookkeeping firm owners build predictable client acquisition systems using paid advertising, so qualified prospects are coming to you year-round, not just when it's convenient for them.

Book a free strategy call > accountingleadsnow.com We'll look at your firm specifically and map out exactly what it would take to build a pipeline that doesn't go quiet in July.

Grab my book, Booked Solid > Get your copy here The digital marketing playbook built specifically for accounting firms. No theory. Just what works.

Join our Skool community - 7 days free  > Join here Get access to the exact systems we implement for our clients. Frameworks, templates, and a community of firm owners doing the work. 

Most firms treat meetings like a checkbox. Talk. Wrap. Move on.

But what if the way you run and follow up on meetings is quietly costing you hours each week and revenue you don’t realize you’re losing?

Jordan Vickery, co-founder of Vinyl, joins the show to reveal how firms are reclaiming 30-40 minutes per meeting, identifying hidden sales opportunities, and coaching their teams using nothing but meeting transcripts.

If you’ve ever felt buried in post-call admin, or suspect your team is missing the mark in QBRs and sales convos… this episode might change the way you work.

What you’ll learn:
• How to turn every client call into marketing and sales data
• The “silent killer” in advisory meetings and how to catch it
• Why most post-call workflows are broken
• How top firms are automating 90% of their follow-up

🔗 Learn more: usevinyl.com

💬 Connect with Jordan: LinkedIn

Send us Fan Mail

Tired of referrals that only show up during tax season?

Most firm owners are one slow quarter away from panic. We fix that.
We help accounting and bookkeeping firm owners build predictable client acquisition systems using paid advertising, so qualified prospects are coming to you year-round, not just when it's convenient for them.

Book a free strategy call > accountingleadsnow.com We'll look at your firm specifically and map out exactly what it would take to build a pipeline that doesn't go quiet in July.

Grab my book, Booked Solid > Get your copy here The digital marketing playbook built specifically for accounting firms. No theory. Just what works.

Join our Skool community - 7 days free  > Join here Get access to the exact systems we implement for our clients. Frameworks, templates, and a community of firm owners doing the work. 

Hourly billing isn’t just outdated, it’s blocking your growth.
In this episode, Dylan from Fabbi breaks down how his firm ditched time-based pricing, scaled past 500 clients, and became the go-to financial team for business owners who want more than just “books and taxes.”

You’ll learn:

• Why hourly billing kills service quality and client retention
• The tech + team system that allows his firm to run 200+ WhatsApp support threads
• How Fabbi replaced Facebook ad flops with a smarter, higher-converting client funnel
• Real-world tax strategies saving clients $25K+ annually
• The mindset shift that helped Dylan stop doing “cheap accounting” and build a scalable, premium service firm

🔗 Connect with Dylan:

📍LinkedIn: https://www.linkedin.com/in/moshe-fabbi-11013a162/
🌐 Website: https://www.fabbi.co/

Send us Fan Mail

Tired of referrals that only show up during tax season?

Most firm owners are one slow quarter away from panic. We fix that.
We help accounting and bookkeeping firm owners build predictable client acquisition systems using paid advertising, so qualified prospects are coming to you year-round, not just when it's convenient for them.

Book a free strategy call > accountingleadsnow.com We'll look at your firm specifically and map out exactly what it would take to build a pipeline that doesn't go quiet in July.

Grab my book, Booked Solid > Get your copy here The digital marketing playbook built specifically for accounting firms. No theory. Just what works.

Join our Skool community - 7 days free  > Join here Get access to the exact systems we implement for our clients. Frameworks, templates, and a community of firm owners doing the work. 

Still billing by the hour and afraid to raise prices? That’s exactly why you’re stuck.

Michael Ly, founder of Reconciled, joins CFO Chronicles to dismantle outdated firm models and share the mindset shifts that helped him scale a nationally recognized cloud accounting firm. From team turnover to pricing psychology, Michael opens up about the real work it takes to grow and why value-based pricing isn’t just a buzzword, it’s the future.

In this episode:

✅ Why hourly billing traps you in low-value work
✅ How to confidently raise prices (even for legacy clients)
✅ The 90-day review process Michael uses to grow recurring revenue
✅ The most overlooked threat to firm culture during rapid growth
✅ What AI won’t replace and how to double down on it

If you’re tired of being underpaid and overworked, this episode will shift your perspective and give you the steps to fix it.

📍 Connect with Michael Ly
🔗 LinkedIn: https://www.linkedin.com/in/michaelly

Send us Fan Mail

Tired of referrals that only show up during tax season?

Most firm owners are one slow quarter away from panic. We fix that.
We help accounting and bookkeeping firm owners build predictable client acquisition systems using paid advertising, so qualified prospects are coming to you year-round, not just when it's convenient for them.

Book a free strategy call > accountingleadsnow.com We'll look at your firm specifically and map out exactly what it would take to build a pipeline that doesn't go quiet in July.

Grab my book, Booked Solid > Get your copy here The digital marketing playbook built specifically for accounting firms. No theory. Just what works.

Join our Skool community - 7 days free  > Join here Get access to the exact systems we implement for our clients. Frameworks, templates, and a community of firm owners doing the work. 

Why are so many firm owners flat broke in Q4, even after six-figure tax seasons?

Tony Proctor’s been running a firm for 20 years, and he’s seen it all: tax pros who bleed cash every December, clients who push for fraud, and practitioners who won’t raise prices because they’re scared to lose “friend” clients.

In this episode:

• Why Proctor fired a paying client (and what it cost him)
• What he really thinks about Profit First (it’s not what you expect)
• The cash flow trap that keeps firms broke after tax season
• How to stop being the “best-kept secret” in your city
• The biggest marketing lie most accountants still believe

If you’ve ever said, “We make good money but I don’t know where it all goes,” this one’s a must-listen.

📍 Connect with Tony Proctor

• Website: https://www.proctortaxprep.com/
  
  
• LinkedIn: https://www.linkedin.com/in/tonyproctor/

Send us Fan Mail

Tired of referrals that only show up during tax season?

Most firm owners are one slow quarter away from panic. We fix that.
We help accounting and bookkeeping firm owners build predictable client acquisition systems using paid advertising, so qualified prospects are coming to you year-round, not just when it's convenient for them.

Book a free strategy call > accountingleadsnow.com We'll look at your firm specifically and map out exactly what it would take to build a pipeline that doesn't go quiet in July.

Grab my book, Booked Solid > Get your copy here The digital marketing playbook built specifically for accounting firms. No theory. Just what works.

Join our Skool community - 7 days free  > Join here Get access to the exact systems we implement for our clients. Frameworks, templates, and a community of firm owners doing the work. 

Most accounting firms are burning cash on cold leads and broken outreach funnels, but what if that’s not your real growth problem?

In this episode, I sit down with Kwame Agyei, founder of Appoynt, to reveal what actually scales firm growth: community, relationships, and real conversations. Kwame´s built a global team across Africa and shares how showing up in person has done more for growth than any automation ever could.

We talk about:

• Why cold outreach flopped (and what to do instead)
• The underrated power of in-person networking
• How US firms can tap top-tier talent from Ghana (and why it works)
• The mindset shift from operator to builder
• Why your first hire overseas is more about culture fit than cost

This isn’t about theory, it’s what’s working now for firms trying to scale lean and smart.

• Connect with Kwame on LinkedIn:
  https://www.linkedin.com/in/kwame-agyei-b3ab1333/
  
  
• Learn more about Appoynt: https://www.appoynt.co.uk/
  
  

Send us Fan Mail

Tired of referrals that only show up during tax season?

Most firm owners are one slow quarter away from panic. We fix that.
We help accounting and bookkeeping firm owners build predictable client acquisition systems using paid advertising, so qualified prospects are coming to you year-round, not just when it's convenient for them.

Book a free strategy call > accountingleadsnow.com We'll look at your firm specifically and map out exactly what it would take to build a pipeline that doesn't go quiet in July.

Grab my book, Booked Solid > Get your copy here The digital marketing playbook built specifically for accounting firms. No theory. Just what works.

Join our Skool community - 7 days free  > Join here Get access to the exact systems we implement for our clients. Frameworks, templates, and a community of firm owners doing the work. 

Most firm owners stay stuck under $10K/month because they think “good work” is enough. It’s not.

Cameron Williams got fired while expecting his first child. Since then, he’s built KynLi Consulting, helped clients save $2M+ in taxes, and built a lean CFO firm with a 7-person team.

In this episode, he breaks down the real steps that helped him scale, without relying on referrals, ads, or undercharging. We talk:

• Why bookkeeping alone is a race to the bottom
• The mindset shift that helped him raise prices and set boundaries
• The #1 mistake accountants make trying to “do marketing”
• How touchpoints and trust-building are key to scaling a firm
• What most fractional CFOs misunderstand about sales

👉 If you want clients who stay, pay well, and refer others, don’t skip this one.

Cameron shares what’s working right now and what wasted his time.

🔗 Connect with Cameron Williams:
Website: www.kynliconsulting.com
LinkedIn: https://www.linkedin.com/in/cameronwilliams11/

Send us Fan Mail

Tired of referrals that only show up during tax season?

Most firm owners are one slow quarter away from panic. We fix that.
We help accounting and bookkeeping firm owners build predictable client acquisition systems using paid advertising, so qualified prospects are coming to you year-round, not just when it's convenient for them.

Book a free strategy call > accountingleadsnow.com We'll look at your firm specifically and map out exactly what it would take to build a pipeline that doesn't go quiet in July.

Grab my book, Booked Solid > Get your copy here The digital marketing playbook built specifically for accounting firms. No theory. Just what works.

Join our Skool community - 7 days free  > Join here Get access to the exact systems we implement for our clients. Frameworks, templates, and a community of firm owners doing the work.