Knowledge of Behavioral Economics Is Essential to the CPA Sales Process - a podcast by Pennsylvania Institute of Certified Public Accountants

Did you know that an offer of low fees could actually result in a potential client turning down your services? That people are much more motivated by the prospect of losses than they are by the hope of gains? It may seem counterintuitive but, according to Jordan Birnbaum, vice president of ADP, they are the truths at the heart of behavioral economics.

 

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