Wealth managers and insurance agents make the mistake of using the same communication style with CPAs that they use with prospective clients.
We are taught how to sell clients, but that doesn’t work with accountants and attorneys.
Instead, you need to focus on diagnosing their current situation and their desire for improvement.
We can teach skills, but we can’t teach desire.
So once you develop the skills to create win/win alliances, the real goal becomes getting really really good at diagnosing your potential alliance to determine if they’re actually a good fit.