Your Best Advisory Revenue Is Already on Your Client List

It’s 2026—and most accounting firms are still trying to grow advisory revenue by chasing new clients.

More leads.
More traffic.
More strangers.

But the most profitable advisory opportunity most firms have isn’t out there.

It’s already inside their client list.

In this episode of The Growth Minded Accountant, Lee Reams II and Rebekah Barton explain why existing clients are your biggest advisory advantage—and why firms that understand this grow faster, charge more confidently, and build advisory practices that actually scale.

You’ll learn:

Why current clients are 3–5x more likely to buy advisory services
The real difference between compliance and advisory, and why it changes how you sell
Why most advisory proposals fail—even with trusted clients
How education “foams the runway” before advisory conversations
Why advisory works best as a portfolio of client moments, not a single offering
How systems and playbooks make advisory predictable instead of effort-based

If advisory feels harder to sell than it should, this episode will help you understand why—and what to do differently in 2026. Your best advisory revenue isn’t in future leads. It’s already in your relationships.

Transcript

We know that everyone digests information differently. That’s why we’re now sharing the full transcript of each episode of The Growth Minded Accountant right here on the CountingWorks PRO blog. Whether you’re short on time, like to scan and highlight, or simply prefer reading over listening, you can catch up on every conversation at your own pace.

Each week, we cover topics that matter most to tax and accounting professionals—from AI and automation to marketing strategies, firm growth, and client relationships. Scroll down to read the full episode, or subscribe to the podcast to listen on the go.