This live, in-person training is designed specifically for accounting professionals who want to grow their firm without scripts, pressure tactics, or feeling like someone they’re not.
Prospects to Profits for Accountants introduces a practical, ethical framework for client conversations that replaces persuasion with clarity and trust.
No gimmicks. No awkward closing techniques. Just better conversations that lead to better clients.
2-CPE - 2-Hours - Happy Hour
A clear, ethical approach to prospect conversations—without scripts or pressure.
Based on the book Emotional Selling, this session teaches a conversational framework built for how accountants actually think and work.
You’ll learn how to:
This is not traditional sales training.
It’s a structured way to guide conversations so prospects feel safe, understood, and ready to decide.
You’ll participate in guided roleplay scenarios designed around real conversations accountants face:
You’ll practice:
This is a working session, not a lecture.
No agenda.
No selling.
Just conversation, connection, and decompression.
After the training, join us for a relaxed happy hour with fellow accounting professionals.
This course is worth 2 CPE Credits
Delivery Method: Group Live
Program Level: Basic
CPE Credits: 2.0
Field of Study: Communications and Marketing
Prerequisites: None
Advance Preparation: None
Prospects to Profits for Accountants: The Non-Salesy Way to Grow Your Firm is a live, instructor-led program designed to help accounting professionals conduct more effective and ethical prospect conversations—without relying on traditional sales techniques.
This course introduces a structured conversational framework that prioritizes professional judgment, emotional clarity, and trust over persuasion or pressure. Participants will learn how to distinguish between surface-level business concerns and the underlying emotional factors that influence prospect decision-making.
The program explores layered questioning techniques, emotional signals, and reflective listening skills that support meaningful discovery and reduce resistance during prospect and advisory conversations.
The second half of the program features facilitated role-play workshops, allowing participants to apply the framework in realistic scenarios. Attendees will practice identifying emotional drivers, responding appropriately to hesitation, and presenting next steps in a calm, client-centered manner.
This program is designed to support professional communication—not sales performance—and aligns with the ethical standards expected of accounting professionals.
After completing this program, participants will be able to:
This program is delivered live and includes instructor-led discussion and interactive role-play exercises.
This program is intended for accounting professionals involved in prospect conversations, advisory discussions, or firm growth activities, including:
Ted McRae
Ted McRae has over 30 years of experience in sales, marketing, and advisory strategy, working closely with accounting professionals and firms of all sizes. He has held leadership roles with organizations including ADP, Paychex, Intuit, and Xero, and is the author of Emotional Selling: A Conversational Framework for Accountants Who Hate Selling. His work focuses on ethical, trust-based communication frameworks designed specifically for accounting professionals.
In the event a live program is canceled or rescheduled by MakersHub, all registered participants will be notified promptly via email. Participants may choose to attend a rescheduled session or request a full refund of any paid registration fee.
If a participant is unable to attend a scheduled live program, refund eligibility will be determined in accordance with MakersHub’s posted policies at the time of registration.
MakersHub is committed to delivering high-quality continuing professional education programs.
Complaints regarding course content, delivery, instructors, or administrative matters should be submitted in writing to:
MakersHub Training Department
📧 training@makershub.ai
📞 520-258-9669
All complaints will be acknowledged within 48 hours and addressed as promptly as possible. Records of complaints and resolutions are retained in accordance with NASBA administrative standards.
MakersHub is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be submitted to the National Registry of CPE Sponsors through its website: www.nasbaregistry.org.
Ted McRae has spent over 30 years in sales, marketing, and go-to-market strategy, working alongside accounting and financial professionals at firms of all sizes. He has held leadership roles with organizations including ADP, Paychex, Intuit, and Xero—companies known for shaping how professional services are sold and delivered.
Ted wrote Emotional Selling: A Conversational Framework for Accountants Who Hate Selling after seeing firsthand that traditional sales models often clash with how accountants naturally think, communicate, and build trust. His work focuses on helping accounting professionals have calmer, more effective prospect conversations without pressure, scripts, or manipulation.
Today, Ted works closely with accounting firms and technology companies to design ethical, relationship-driven growth strategies that feel natural, practical, and human.
