The Accounting Leads Now Podcast

James Donovan
  • 5.0 (4)
  • Marketing
  • Updated Biweekly

The accounting industry has a growth problem. This podcast is the solution.The ALN Podcast is the premier show for firm owners and financial professionals who are serious about building something significant. Hosted by James Donovan, this is where the most successful operators in the industry stop gatekeeping and hand you exactly what's driving their growth.Every episode is built to be the most valuable 30-60 minutes of your week. Solo episodes deliver James's unfiltered analysis, field-tested frameworks, and the insights most people in this industry never get access to. Interview episodes go deep with elite firm owners, industry vendors, and the professionals quietly reshaping what modern accounting looks like, giving you a front-row seat to the conversations that used to happen behind closed doors.Lead generation. Client acquisition. Sales strategy. Pricing. Marketing that actually works. The real numbers behind fast-growing firms.If it moves the needle for ambitious accounting professionals, we cover it.This isn't background noise. This is the podcast you pause, rewind, and take notes on. Subscribe now and get an insider edge on the industry's most important conversations, before your competitors do. 

  1. 3d ago

    15 Years to Build His Firm. Under 2 Years to Beat It | Emil Abedian

    It took him 15 years to build his book of business. He rebuilt the same thing in under two years after niching down. Episode 84 features Emil Abedian, CPA, founder and CEO of Counsel CPAs, a firm that works with law firms only. Emil started his practice around 2009 in Los Angeles after beginning his career in Sweden, and for years he said yes to everything: tax, bookkeeping, payroll, sales tax, cash flow analysis. He was working 80 to 100 hours a week and building what he calls a high-paying job instead of a business. He is also the author of "Counsel to Counsel: From Practice to Business." In this conversation, Emil breaks down how he graded his clients A through D and handed the D book to a younger CPA, why he now dictates the services instead of letting clients dictate them, and how specialization turned his sales process into a conversation he does not have to sell in. He also explains the weekly email that keeps clients and prospects reaching out to him, why his real bottleneck is team capacity and not lead flow, and why he thinks automation matters more than AI for the average firm. If you are still taking on the electrician, the dentist, and the referral who is completely out of your lane, this one is for you. Connect with Emil: LinkedIn: https://www.linkedin.com/in/emilabedian Counsel CPAs: https://www.counselcpas.com Book, Counsel to Counsel: https://a.co/d/09y7nh4E 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.

    15 Years to Build His Firm. Under 2 Years to Beat It | Emil Abedian

  2. Jul 23

    He Built a $1.5M Accounting Firm, Then Walked Away From Operations. Here's How | Scott Scarano

    He's an Enrolled Agent, a franchise firm owner, and a rapper. And the craziest part? His firm makes more money now that he's not involved in the day-to-day. Episode 83 features Scott Scarano, the visionary behind Padgett Business Services in Raleigh, NC, also known as Scotty OKR (yes, OK Rapper). Scott grew Padgett NC to $1.5 million, replaced himself in every seat on the org chart, and then did something most firm owners only dream about: he walked away from operations entirely. In this conversation, Scott breaks down how EOS helped him see the aspirational org chart that changed everything, the guilt that hit when he realized the firm ran better without him in it, and why the jump from $300-500K to $1.2M requires you to make less money before you make more. He also gets into why Google reviews are still the most underrated growth lever for local firms, the team page trick that made prospects say "I want to work with that person," and how rapping became the creative outlet that kept him sane after stepping away. If you have been stuck doing everything in your firm and cannot picture anyone else doing it, this one is for you. Connect with Scott: LinkedIn: https://linkedin.com/in/scottscarano   Facebook: https://facebook.com/scottscarano   Padgett NC: https://www.padgettnc.com 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.

    He Built a $1.5M Accounting Firm, Then Walked Away From Operations. Here's How | Scott Scarano

  3. Jul 16

    His George Costanza Moment at Intuit Changed How He Builds Everything | David Leary

    He spent 22 years inside Intuit, co-hosts the #1 podcast in accounting, and now he's building the CPE app that lets accountants earn credits from any content with a play button. And his best career advice? "The procrastinators will be rewarded." Episode 82 features David Leary, Co-Founder of Earmark CPE and co-host of the Accounting Podcast. David started at Intuit doing tech support at 21, took thousands of calls, climbed through QA, engineering, and product management, and had a George Costanza moment that changed how he builds everything: do the exact opposite of what everyone else is doing. In this conversation, David breaks down why vibe coding is a double-edged sword for accounting firms (your clients are about to build their own broken apps), the MVP mindset that landed his Intuit project in the appendix of The Lean Startup, and why firms need to document their processes before they touch any AI tool. If you've been wondering whether AI is going to replace your firm or create more work for it, the answer might be both. Connect with David: LinkedIn: https://www.linkedin.com/in/davidleary Earmark CPE: https://earmarkcpe.com/ David's website: https://davidleary.com/ 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.

    His George Costanza Moment at Intuit Changed How He Builds Everything | David Leary

  4. Jul 9

    The Bookkeeper Who Hates Bookkeeping (And Built Two Thriving Businesses Anyway) | with Heidi Ryder

    She'll tell you straight up: she doesn't like bookkeeping. She built a successful bookkeeping firm anyway. Then she bought a marketing company. Episode 81 features Heidi Ryder, a former middle school math teacher who started Healthy Books LLC in 2017 and replaced her teacher's salary within six months. Last year she acquired keepful, the marketing automation platform built to help bookkeepers, accountants, and tax pros organize leads, automate follow-up, and build stronger client relationships, all while homeschooling four kids. In this conversation, Heidi breaks down the LinkedIn strategy that turned cold connections into referral partners and clients (hint: it involves hitting record), how she juggles two businesses without pretending there's such a thing as balance, and her playbook for actually getting ROI out of conferences like GrowCon instead of flying home with a notebook full of ideas you never touch. If marketing is the part of your firm you keep avoiding, 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.

    The Bookkeeper Who Hates Bookkeeping (And Built Two Thriving Businesses Anyway) | with Heidi Ryder

  5. Jul 2

    He's a Lawyer AND a CPA. Here's the One Question That Changed His Sales | with Christopher Papin

    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.

    He's a Lawyer AND a CPA. Here's the One Question That Changed His Sales | with Christopher Papin

  6. Jun 18

    The Man Who's Never Lost a Deal in 12 Years (Here's How) | Justin Farmer

    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.

    The Man Who's Never Lost a Deal in 12 Years (Here's How) | Justin Farmer

  7. Jun 4

    Something Quietly Hit Accounting Firms in 2025. Here's What to Do About It. | Erica Goode

    Your pipeline feeling a little thin? Clients suddenly asking more questions about price? You're not imagining it. And you're not alone. Since fall 2024, a perfect storm has been building, AI-assisted offshore firms, a softening economy, tariff anxiety, and clients who are now very aware there are cheaper options. The firms getting hit hardest? Bookkeeping and fractional CFO. And the old playbook of "raise your prices, show your value" doesn't always work when someone is genuinely watching their cash. Erica Goode isn't here to sugarcoat it. Former KPMG auditor. Former Walgreens finance exec. Now running a virtual fractional CFO firm from the Idaho mountains, on her own terms and founder of Aligned Accountants, the community for solo firm owners who want a real life AND a real business. In this episode: why she saw the pricing shift coming, what the actual conversation looks like when a client wants to spend less, and the one question that tells you whether to fight for the client or let them walk. 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.

    Something Quietly Hit Accounting Firms in 2025. Here's What to Do About It. | Erica Goode

  8. May 21

    The #1 Thing Accounting Firms Refuse to Do That Costs Them Clients | Drewbie Wilson

    Your prospects already know they need what you do. So why aren't they signing? Most of the time, it's not your pricing. It's not your niche. It's that nobody picked up the phone. Drewbie Wilson built a movement around three words, Call the Damn Leads, after watching a client demand a refund on 100 hot leads he never once called. In this episode, Drewbie breaks down how to figure out whether your prospect values time or money, why "playing it safe" in sales conversations is quietly killing your growth, and the real reason your referral partner retiring could wipe out your pipeline overnight. You'll walk away with a two-step process to audit your time and a fresh framework for closing the clients who keep saying "I'll think about it." 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.

    The #1 Thing Accounting Firms Refuse to Do That Costs Them Clients | Drewbie Wilson
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5
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About

The accounting industry has a growth problem. This podcast is the solution.The ALN Podcast is the premier show for firm owners and financial professionals who are serious about building something significant. Hosted by James Donovan, this is where the most successful operators in the industry stop gatekeeping and hand you exactly what's driving their growth.Every episode is built to be the most valuable 30-60 minutes of your week. Solo episodes deliver James's unfiltered analysis, field-tested frameworks, and the insights most people in this industry never get access to. Interview episodes go deep with elite firm owners, industry vendors, and the professionals quietly reshaping what modern accounting looks like, giving you a front-row seat to the conversations that used to happen behind closed doors.Lead generation. Client acquisition. Sales strategy. Pricing. Marketing that actually works. The real numbers behind fast-growing firms.If it moves the needle for ambitious accounting professionals, we cover it.This isn't background noise. This is the podcast you pause, rewind, and take notes on. Subscribe now and get an insider edge on the industry's most important conversations, before your competitors do. 

Information

  • Creator
    James Donovan
  • Years Active
    2024 - 2026
  • Episodes
    86
  • Rating
    Explicit
  • Copyright
    © 2026 The Accounting Leads Now Podcast
  • Show Website
    The Accounting Leads Now Podcast

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