The Accounting Leads Now Podcast · 2026-07-30 · 36 min
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.
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