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The Successful Bookkeeper Podcast

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Ask TSB · 3 episodes · 1 article
Preview
How do I raise my prices without losing clients?
Answer

Across the episodes, the bookkeepers who raised prices successfully did three things in common — and the order matters.

1. They got crystal clear on the value before the conversation. Every pricing shift in the library happens at a catalyst moment, not from learning a methodology. For Kimme Lafayette it was COVID hitting her cash flow. For Dan Baker it was a client doing $600K in revenue with a $19K T4 — the number was undeniable.

2. They structured the conversation as an invitation, not an announcement. Brad Wolford's "reverse opt-out" letter is the cleanest template: clients had to opt out of the new pricing, not in. Almost nobody opted out.

3. They accepted that some clients would leave — and that's the point. The clients who don't pay more are usually the clients draining your evenings and weekends. Letting them walk is what unlocks the capacity for the next tier.

Sources
522
🎙 EP 522 · Brad Wolford ▶ 18:42
Reverse Opt-Out Pricing — From $14K in Year One to 11 Staff
"I told them the new price was going into effect. If they didn't opt out, that's what they'd pay. Less than 5% opted out."
481
🎙 EP 481 · Kimme Lafayette ▶ 32:08
Value-Pricing Your Way Through a Crisis
"COVID hit and I had to pick — drown or rebuild. Value pricing was the rebuild."
407
🎙 EP 407 · Dan Baker ▶ 24:15
The $600K Client Who Changed Everything
"A client doing $600K in revenue paid his kid $19K on a T4. That was the number that broke me."
📝
📝 ARTICLE · Michael Palmer
The Two Critical Mistakes Bookkeepers Make in Pricing Their Services
"Most bookkeepers underprice because they're charging for time instead of the outcome. Fix the frame and the conversation changes."
2 of 3 free questions used today Members ask unlimited questions — plus download Brad's actual letter as an Action Pack.
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This week's episode.

Fresh · July 21, 2026
EPISODE 541
Latest episode
July 21, 2026

Andrew Seguin - Double The Revenue:Systems And Delegation That Scaled His Firm To $2M - Part 1 of 2

30-second brief
Andrew Seguin doubled his bookkeeping firm from $1M to $2M in revenue — and in this episode he breaks down exactly how. From building delegation systems an

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The themes that come up most

Raising prices without losing clients

33 episodes

Making your first hire

22 episodes

Firing clients who drain you

7 episodes

Installing systems that run without you

22 episodes

Scaling a real team

19 episodes

Building a 6-figure solo practice

24 episodes

Mindset, burnout & the ceiling

31 episodes

Selling, exiting, legacy

16 episodes

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Page 25 of 46
EP253
EP253 · Jul 13, 2021

Cherylanne Skolnicki - How To Have Work-Life Balance & Prioritize What Matters Most

30-sec brief
Cherylanne Skolnicki is a leading work-life balance expert and coach.
Business Management
EP252
EP252 · Jul 6, 2021

Kerri Bouffard - Part 2 - How The Right Apps Can Positively Impact Your Bookkeeping Business

30-sec brief
Kerri Bouffard is the owner of Add-Vantage Bookkeeping.
Business Management
EP251
EP251 · Jun 29, 2021

Kerri Bouffard - Part 1 - How To Overcome Obstacles When Starting Your Bookkeeping Business

30-sec brief
Kerri Bouffard is the owner of Add-Vantage Bookkeeping.
Business Management
EP250
EP250 · Jun 22, 2021

Sally Helgesen - How Knowing Your Strengths Can Benefit Your Bookkeeping Business

30-sec brief
Sally Helgesen is the co-author of How Women Rise.
Business Management
EP249
EP249 · Jun 15, 2021

Mike Michalowicz - Create Marketing That Can’t Be Ignored

30-sec brief
Mike Michalowicz is the author of Profit First and his newest book, Get Different: Marketing That Can't Be Ignored!
Business Management
EP248
EP248 · Jun 8, 2021

Paola Gleghorn - How To Balance Homeschooling & Your Bookkeeping Business

30-sec brief
Paola Gleghorn is the owner of Splendid Bookkeeping and a mother of 5 young kids.
Business Management
EP247
EP247 · Jun 1, 2021

Debra Angilletta - How To Master Selling For Your Bookkeeping Business

30-sec brief
Debra Angilletta is the creator of Sales Mastery which is an online course for accountants and bookkeepers.
Business Management
EP246
EP246 · May 25, 2021

Sarah DeHaan - How To Effectively Use Facebook Ads To Promote Your Bookkeeping Business

30-sec brief
Sarah DeHaan is the owner of Anchored Bookkeeping Services and a Pure Bookkeeping licensee.
Business Management
EP245
EP245 · May 18, 2021

Leal Fix - How To Create An Effective Online Ad To Attract Your Ideal Clients

30-sec brief
Leal Fix is the owner of Steadfast Bookkeeping & Consulting and a Pure Bookkeeping licensee.
Business Management
EP244
EP244 · May 11, 2021

Michael Astreiko - How eCommerce Can Benefit Your Bookkeeping Business

30-sec brief
Michael Astreiko is the founder and CEO of a successful automation software called Synder which makes eCommerce bookkeeping an effortless experience.
Business Management
EP243
EP243 · May 4, 2021

Dr. Robert Cialdini - 7 Powerful Ways To Persuade People

30-sec brief
Dr. Robert Cialdini is the author of the best-selling book, Influence: The Psychology of Persuasion.
Business Management
EP242
EP242 · Apr 27, 2021

Heather Smith - What Apps You Should Use For Your Bookkeeping Business

30-sec brief
Heather Smith is an Australian who hosts an Accounting Technology podcast called Cloud Stories and is the author of Xero for Dummies.
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Michael Palmer

Michael is the founder of The Successful Bookkeeper and a co-founder of Pure Bookkeeping. He hosts the TSB Podcast — 500+ episodes interviewing bookkeeping business owners, coaches, and operators. He doesn't bookkeep; he's spent 20+ years building the infrastructure that helps bookkeepers build real firms. Based in Richmond Hill, Ontario.

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