---
title: "EP487: Lynn Gagne-Webb - Building & Selling A Bookkeeping Firm - Part 2"
description: Lynn Gagne-Webb shares how to set client expectations, choose the right pricing model, and build lasting relationships in your bookkeeping business.
---

[Episodes: Listen Now to The Successful Bookkeeper Podcast — The Successful Bookkeeper ](https://www.thesuccessfulbookkeeper.com/podcast)

# [EP487: Lynn Gagne-Webb - Building & Selling A Bookkeeping Firm - Part 2](https://www.thesuccessfulbookkeeper.com/podcast/lynn-gagne-webb-part-2-client-communication-styles)

 Written by [Michael Palmer](https://www.thesuccessfulbookkeeper.com/podcast/author/michael-palmer) | Aug 19, 2025 1:00:00 PM

**“ One of the most famous quotes ever from Tony Robbins, this one I take with me every single day. *‘Fall out of love with yourself and fall in love with your customer and watch the magic happen’.* And you gotta fall in love with your customer. When you fall out of love with what you offer or your package, and you fall in love with your customer, you have a beautiful relationship that happens.”**  
**- Lynn Gagne-Webb

**In this episode, we wrap up our two-part conversation with Lynn Gagne-Webb, founder of Custom Bookkeeping. Lynn dives into the challenges of pricing, managing client expectations, and building a bookkeeping business that truly fits your goals.

In this episode, you’ll also learn...

- **Why understanding communication styles can transform client relationships**
- **The pros & cons of hourly billing versus value-based pricing**
- **How to handle scope creep without burning out your team**

To learn more about Lynn, click [**here**](https://cbooks.ca/about-us/).

Connect with her on [**LinkedIn**](https://www.linkedin.com/in/lynngagnewebb/?originalSubdomain=ca).

**Time Stamp**

01:00 – Intro to part two with Lynn Gagne-Webb  
01:44 – Trust & communication with clients  
03:26 – Color coding for better communication  
05:14 – Airplane analogy for pricing & expectations  
08:33 – Handling clients wanting more for less  
17:13 – Switching from packages to hourly rates  
19:54 – Managing rising costs with the airplane model  
24:14 – Flat rate questions & subscription fatigue  
28:56 – Adapting to industry changes  
31:43 – Focus on loving your customer  
32:21 – Courses & Learn Bookkeeping Canada

[View full post](https://www.thesuccessfulbookkeeper.com/podcast/lynn-gagne-webb-part-2-client-communication-styles)

```json
{
  "@context" : "http://schema.org",
  "@type" : "BlogPosting",
  "author" : {
    "@type" : "Person",
    "name" : "Michael Palmer"
  },
  "dateModified" : "2026-04-23T18:05:30.396Z",
  "datePublished" : "2025-08-19T13:00:00Z",
  "headline" : "EP487: Lynn Gagne-Webb - Building & Selling A Bookkeeping Firm - Part 2",
  "image" : {
    "@type" : "ImageObject",
    "height" : 512,
    "url" : "https://www.thesuccessfulbookkeeper.com/hubfs/TSB%20Guest%20Photos/ep-487.jpg",
    "width" : 512
  },
  "mainEntityOfPage" : "https://www.thesuccessfulbookkeeper.com/podcast/lynn-gagne-webb-part-2-client-communication-styles",
  "publisher" : {
    "@type" : "Organization",
    "logo" : {
      "@type" : "ImageObject",
      "height" : 60,
      "url" : "/hs/hsstatic/content_shared_assets/static-1.4092/img/default-amp-logo.png",
      "width" : 60
    },
    "name" : "The Successful Bookkeeper Podcast"
  }
}
```