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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 7, 2026
EPISODE 539
Latest episode
July 7, 2026

Debra Angilletta - Numbers Only Tell Half The Story:Ask Better Questions To Sell Advisory

30-second brief
Debra Angilletta returns to share why numbers alone aren't enough — and how asking the right questions unlocks advisory opportunities hiding in your existi

Find what you need by topic.

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

What bookkeepers are asking.

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Page 21 of 45
EP299
EP299 · May 24, 2022

Russell Munz - Putting The WOW Into Your Bookkeeping Services

30-sec brief
Russell Munz, retired Army Captain and owner of Community Financials, shares what it means to put a WOW factor into your bookkeeping services.
Business Management
EP298
EP298 · May 17, 2022

Dr. Arin Reeves - How To Prevent Burnout & Realize Your True Value - Part 2

30-sec brief
Dr. Arin Reeves, author, advisor, president, and manager at Nextions, talks about managing difficult clients, understanding burnout and knowing your true value.
Business Management
EP297
EP297 · May 10, 2022

Dr. Arin Reeves - Creating Success Beyond Financial Achievement - Part 1

30-sec brief
Dr. Arin Reeves, author, advisor, president, and manager at Nextions, shares how you can grow your network and business, what the value of caring about your clients and yourself can bring and how to make those tough choices that will free you to work with those that truly matter.
Business Management
EP296
EP296 · May 3, 2022

Lisa Campbell - Creating The Right Mindset To Transform Your Bookkeeping Business

30-sec brief
Lisa Campbell, entrepreneur coach, author and founder of Accelerate 2 Advisor, shares how having the right mindset can transform your bookkeeping business
Business Management
EP295
EP295 · Apr 26, 2022

Bonnie Low-Kramen - How to Use Your Skills to Create Value for your Bookkeeping Clients

30-sec brief
Workplace expert, speaker and author, Bonnie Low-Kramen, talks about how your innate and learned skills create value for your clients.
Business Management
EP—
Apr 21, 2022

EP294 - Spotlight - Anita Koimur - Automating Data: Why You Should Embrace The Cutting Edge of Innovation

30-sec brief
In this special Spotlight episode, Anita Koimur, discusses the value of talking to people, understanding their needs, and relieving their pain points.
Business Management
EP293
EP293 · Apr 19, 2022

Lynda Artesani & Sarah Prevost - How Collaboration Can Elevate Your Bookkeeping Business

30-sec brief
This week's guests, Lynda Artesani and Sarah Prevost of Artesani Accounting Services discuss the value of teamwork.
Business Management
EP292
EP292 · Apr 12, 2022

Daniel Breez - How To Take Responsibility For Your Own Success

30-sec brief
This week's guest, Daniel Breez, owner of Measured Growth CPA, discusses success and how to find your bookkeeping niche.
Business Management
EP291
EP291 · Apr 5, 2022

Paige Hulse - How To Legally Protect Your Bookkeeping Business

30-sec brief
This week's guest, Paige Hulse, provides legal tips to help you protect your bookkeeping business.
Business Management
EP290
EP290 · Mar 29, 2022

Jessica Hearsey - How to Build a Bookkeeping Business, Not a Job

30-sec brief
This week's guest, Jessica Hearsey, discusses the differences between working a job and building a business.
Business Management
EP289
EP289 · Mar 22, 2022

Jenn Green - How The Right Mindset Can Make You A Better Bookkeeper

30-sec brief
This week's guest, Jenn Green, discusses the power of your mindset and how it can affect your bookkeeping business.
Business Management
EP288
EP288 · Mar 15, 2022

Ron Baker - How Pricing On Relationship Can Transform Your Bookkeeping Business

30-sec brief
This week's guest, Ron Baker, discusses the importance of pricing based on achieving customers needs, not billable hours.
Business Management
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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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