LeanLaw Speaker Series Fogelman Sessions: 6-Part Webinar Series with Loren Fogelman

fogelman series

Increase profitability by working with law firms

LeanLaw’s Chief Strategic Officer, Jonathon Fishman, joins Loren in addressing the needs of law firm accounting professionals. Learn how to attract your ideal law firm clients, expand your practice, price your services according to your value, and reposition your offering so that it works best not only for you, but for the law firm as well.

Positioning, Pricing, Profits by Working with Law Firms 

  • Earn More with Your Cleanup Projects– The Secrets to Eliminate Cleanup Surprises (Video Recap)
  • Attracting High Value Clients: Steps to Communicate Your Value (Video Recap)
  • Critical Steps to Raise Your Rates without Losing Clients (Video Recap)
  • 5 Steps to Win New Clients: Even When You Don’t Enjoy the Sales Part (Video Recap)
  • How to Make 2023 Your Best Year Ever! Increase Your Market Share and Raise Your Profit Margin (Video Recap)

LeanLaw and Loren Fogelman believe that future accounting pros will move beyond reconciliation to being a trusted advisor on the profitability of the law firm.

Loren Fogelman, founder of Business Success Solution, is an expert in pricing strategy and sales for small business owners. As one of the top-ranked business coaches in the United States, Loren is passionate about empowering accounting professionals to increase their revenues and their free time through strategic pricing and effective sales techniques.

Jonathon Fishman, Chief Executive Officer at LeanLaw, the #1 Legal Software for QuickBooks Online, talks to lawyers and accounting pros who service law firms every day. Through Jonathon, LeanLaw provides those findings to our LeanLaw Accounting Pros so that they can help fine-tune the operations of the midsize law firm.

The LAP program was created out of our law firm clients’ need to connect with accounting experts. These lawyers understand that accountants and bookkeepers who are proficient with LeanLaw software can make dramatic changes in the efficiency and profitability of their law firms.

Positioning, Pricing, Profits by Working with Law Firms 

Part 1: Earn More with Your Cleanup Projects– The Secrets to Eliminate Cleanup Surprises

Cleanup projects which are more difficult than you estimated are part of the learning curve. They add frustration, require more time than planned and impact your bottom line. You wonder if there’s a better way. 

Put an end to the cleanup nightmare. The unexpected surprises you uncover are costly. You either absorb the additional work or you pass the cost onto your client.

The solution lies in a simple shift. It’s a matter of slowing down your onboarding process. Your profitability significantly increases and you earn respect from your clients.

During this action-packed session you’ll learn how to:

  • Discover the 5 costly pricing mistakes for cleanup projects.
  • Turn cleanup jobs into your personal ATM machine.
  • Work only with ideal clients who value and respect your expertise.

You deserve to be well-paid for the work you do and the difference you make for your clients. 

Related post: 5 Steps to Prevent Cleanup Projects from Becoming Cleanup Nightmares

Part 2: Attracting High Value Clients: Steps to Communicate Your Value

Do you get lackluster results from your marketing efforts? Everyone else is marketing so you follow their lead. You envision filling your calendar with new client consults, but your marketing message gets crickets.

When your message falls on deaf ears, then a disconnect exists. This signals that you’re blending in rather than standing out. That’s when the time, money and effort you’re spending becomes a cost instead of an investment.

During this action-packed session you’ll learn:

  • The #1 Common Marketing Mistake You’re Probably Making
  • The Critical Steps to Attract Ideal Clients Today
  • How to Rise Above the Noise and Grab Attention with Ease and Grace

With your clients easily distracted by so many options, you want to capture their attention in 2 seconds. Why chase clients when you really want to attract them to you? Nailing your message – whether in-person or virtually – is extremely client attractive. If you’re ready to clearly communicate your value, then this is for you.

Related post: Communicate Your Value to Successfully Engage Ideal Clients 

Part 3: Critical Steps to Raise Your Rates without Losing Clients

You think about raising your rates, but haven’t done it yet. A price increase is one of the toughest challenges for accounting professionals.

85% of accounting professionals work 40 hours or more per week. Meanwhile, 57% undercharge for their services and 15% feel they need to work a second job just to make ends meet.

You worry that if you raise your prices you’ll lose business. But what if you could seamlessly transition clients to your new rates – and only work with clients who value you?

You know what you want. Now discover the exact steps to confidently grow a prosperous firm without burning out.

During this action-packed session you’ll learn:

  • The #1 pricing solution which quickly boosts your profits.
  • A proven formula to successfully raise your rates with confidence and ease.
  • 3 simple steps to convert existing clients to your new pricing.

Be prepared to roll up your sleeves and apply your brainpower to some new, more effective ways of thinking about how your business creates value for your clients and dive into the many different ways to set new rates which reflect your value.

Related post: How to Raise Your Rates – Even When You Lack Confidence 

Part 4: 5 Steps to Win New Clients: Even When You Don’t Enjoy the Sales Part

Have you ever sent a proposal to an interested new client, and then never heard from them again? You’re left to wonder why.

Like many accounting professionals, your training prepared you to do the work, but not to master client consultations. You mistakenly talk too much or misinterpret objections. 

Clients don’t want your pitch. The secret to winning consultations is counter-intuitive. And, it’s the ideal solution when you don’t enjoy the sales part. 

Follow this proven formula which has your ideal client ask how they can work with you.

During this action-packed session you’ll learn:

  • The #1 tip to engage new, high value clients with grace and ease.
  • 3 specific questions to ask when meeting with a potential client.
  • 5 steps to confidently handle objections while maintaining the connection.

Stand out as the go-to expert with this consultation formula. Rather than compete on price, you effectively communicate value. Give potential clients what they need to eagerly say “YES” on the spot.

Related Post: Do You Avoid Sales Conversations?

Part 5: Boost Your Revenues with Advisory Services

Imagine increasing your monthly client revenues by 50%. If that interests you, then consider adding advisory services to your list of client services. This strategic move diversifies your practice and positions you as a firm of the future.

Maybe you’ve considered advisory services, but you’re unsure how to shift from compliance services to becoming a trusted advisor.

Even if you realize the value of advisory services, you’re busy with the day to day tasks. Lack of time prevents you from moving in this direction. We’ll share proven tips to lighten your workload.

Here’s exactly what we’ll cover in this training.

  • How to successfully pivot from transaction to interaction – especially if you lack confidence.
  • 5 steps to rise up as a trusted advisor.
  • The #1 strategy to kickstart your advisory services.

Don’t underestimate your expertise and value. Your clients appreciate your insights. But, they may not realize the full range of your expertise.

Related Post:  Top Reasons You Want to be a Trusted Advisor

Part 6: How to Make 2023 Your Best Year Ever! Increase Your Market Share and Raise Your Profit Margin

Do what other accounting professionals only talk about.

You comfortably spend time working IN your business, doing the day-to-day operations. Working ON your business, to strategically grow your business, is an advanced move.

A strategic plan puts you squarely in charge of your destiny.

Instead of your business running you, you run your business.

With this framework, you move closer to achieving the more important rewards. Whether you want to travel more, pay off your debt or fund your retirement plan, we’ll discuss how to achieve the things which deeply matter to you.

During this action-packed session we’ll cover:

  • How to maintain momentum instead of losing interest.
  • Ditch goal setting and its limitations. 
  • The secret to 3X your business – it’s simple and elegant.

Forget the traditional, boring business plan which you fill out and then shove into the back of your filing cabinet.

Your strategic plan offers clarity about what to do, what to let go of and how to grow your bank account. Consider this your Path to Profits Blueprint.

Related Post: Bookkeepers: Define Your Strategic Growth Plan

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