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Building a Prospect List

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Before starting this self study program, please go through the instructional document.


  • Prospect sales process sales funnel pipeline
    6 mins
  • Who is your ideal client?
    13 mins
  • Understanding your ideal client
    18 mins
  • Circle of influence
    28 mins
  • Business journals & other online searches
    50 mins

Course Description

Business Development is crucial to the health of CPA firms and an important factor in the track to partnership for individuals. 

The first step in the process of gaining new business is understanding prospecting. 

Prospects are one of the greatest keys to increasing revenue but unfortunately, many accounting firms are struggling to grow their prospect lists. Oftentimes, this struggle comes from not knowing how to grow a prospect base in a way that generates results.

This CPE course covers prospecting from start to finish.

While it’s tempting to think that everyone needs your service, in reality, working off this assumption will inevitably lead you down what one call’s the “make no money” path. 

In your attempt to serve everyone, you will end up doing serious damage to the people who need you most. The services you create won’t hit their mark with your clients, and you’ll continually find you’re attracting the wrong people. 

In other words, in your efforts to serve everyone, you’ll end up serving no one!

Before you can look for new prospects, it is important to start from the beginning and determine who your ideal client is. 

Once this has been determined, the speaker of this CPE webinar Ty Hendrickson will discuss how you should review where to find these ideal clients and the importance of building a prospect list by covering the following major topics:

  • How to determine your ideal client?
  • What clients should you avoid?
  • Understanding your ideal client.
  • How to build a prospect list?
  • Understanding the breakdown of the prospect list.
  • Understanding your circle of influence.

Learning Objectives

  • To define basic terms of sales and business development.
  • To define the traits of your ideal client.
  • To differentiate between upselling and new business.
  • To determine how many prospects you need based on your goal.
  • To identify 5 places to find prospects.

Who Should Attend?

  • Accountant
  • Accounting Firm
  • Accounting Managers
  • Chartered Accountant
  • CPA (Industry)
  • CPA - Mid Size Firm
  • CPA - Small Firm
  • CPA in Business
  • Entrepreneurial CPA
  • Forensic Accountant
  • Senior Accountant
  • Staff of Accounting Firm
  • Young CPA