Geraldine Carter - Finding Your Niche: Tackling Objections and Getting Traction

Geraldine Carter - Finding Your Niche: Tackling Objections and Getting Traction

Longtime friend-of-the-show and “three-peat” guest Geraldine Carter returns to go deep on the trials, tribulations, and benefits of niching down on a target market.

Talking Points
  • Going all in and telling everyone where you’re headed is key to getting traction
  • If starting from scratch, think about what gets you excited and what kind of work you enjoy doing
  • Don’t be afraid to be transparent with existing clients when transitioning to a new niche
  • Managing cash flow is crucial during the transition period
  • Not getting traction feels uncomfortable but should be serially solved, while not fitting into a niche is a feeling of discomfort that doesn’t go away
  • Niching down has many advantages, including having your own set of people and having more control over your calendar
  • ACFA can sell certain kinds of financial advisory products and services, but it’s more common for certified financial planners and financial advisors
Quotable Quotes
  • 04:27 “They know down deep inside where they wanna be, but they just haven’t given themselves time and space or permission to let that idea surface as a possible business model.”
  • 21:50 “Once you dive into your niche, you realize just how much there is to learn.”
  • 24:01 “It’s almost like a process of elimination where they need to know what wrong feels like in order to know what Right feels like.”
  • 26:32 “Who do you like working with? What gets you excited? What are the things that you think about when you can’t help thinking about them?”
  • 31:49 “It’s not the curfuffle that you imagine it’s going to be in your mind.”
  • 35:19 “There are a lot of pieces, there are a lot of moving parts, and it includes you having a good product, you talking about that product, but also not just talking, but speaking compellingly about the product.”
  • 41:15 “CPAs do have it easy in a way, and it’s fair that they are in a profession that is in some ways legally required to purchase the service of.”


Do you have questions about how to improve your business?

Things like:
  • Value pricing your work instead of billing for your time?
  • Positioning yourself as the go-to person in your space?
  • Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?
Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

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Creators and Guests

Jonathan Stark
Jonathan Stark
The Ditching Hourly Guy • Author of Hourly Billing Is Nuts • Former software developer on a mission to rid the world of hourly building
Geraldine Carter
Geraldine Carter
Business coach for CPAs | Skier | In love with life.