The Successful Bookkeeper Podcast

"We always say 'Motivation is like a shower. You should visit it daily.' You have to keep yourself motivated every day. How do I get myself motivated and sold back on myself so that I can be the best version of how I want to show up for my clients?" –Julee Gracey In this episode, sales and marketing coach, speaker, and author of Highly Confident, Julee Gracey explains why confidence is the foundation of pricing, pitching, and growing a bookkeeping business. She shares practical strategies to help you strengthen your internal dialogue, communicate your value clearly, and attract higher-quality clients who are willing to pay for your expertise. In this episode, you'll learn: How to stop underpricing & stand firm behind your feesWhy you must get sold on yourself before you try to sell your servicesHow to identify your ideal clients & speak directly to their needs To learn more about Julee, click here. Follow Julee on Instagram. Get a copy of Highly Confident. Time Stamps 00:55 – Introduction to Julee & her background in sales 06:17 – Why confidence is required before you can sell 10:41 – Rewiring negative self-talk & managing imposter syndrome 14:01 – The difference between selling & closing 16:05 – Why you should stop handing out business cards 20:11 – Understanding the three types of clients 27:01 – How to overcome fear of networking events 33:21 – Shifting from price focus to return on investment 36:26 – A real example of raising prices & holding firm 40:29 – Overview of Julee's book Highly Confident This episode is brought to you by our great friends at BILL! They're hosting Bookkeeper Appreciation Week from March 30th to April 3rd—dedicated to recognizing the real work you do and giving you tools you can actually use to free up time for more strategic work. Get ready for 5 days of practical resources delivered straight to your inbox, plus live, CPE-eligible webinars! Register now at bill.com/successfulbookkeeper! Don't miss it!

" In order to create that trust, you have to be honest enough to know that you're not the right person for everybody. But those people that you do connect with, when you find that connection, that is when you can start to go through that process." –Amy Jacobson In this episode, Australian emotional intelligence expert, speaker, and author of The Emotional Intelligence Advantage: Mastering Change and Difficult Conversations, Amy Jacobson explains why technical skill alone will not build a strong, sustainable bookkeeping firm. She shares how emotional intelligence drives trust, strengthens client relationships, and improves leadership inside growing firms, along with a practical five-step framework you can apply immediately. In this episode, you'll learn: How emotional intelligence builds client trust & retention How to adapt your communication style to different clients Why leadership requires a different skill set than bookkeeping To learn more about Amy, click here. Connect with her on LinkedIn. Buy her book, The Emotional Intelligence Advantage: Mastering Change and Difficult Conversations, at this link. Time Stamps 01:11 – Amy's background & her path into emotional intelligence 04:14 – A clear definition of emotional intelligence for business owners 06:08 – Where bookkeepers commonly struggle with EQ 09:51 – How trust is built through real connection 12:24 – The five-step emotional intelligence framework 15:11 – A real example of client loss due to poor communication 18:10 – Shifting from technical language to client-centered language 21:10 – Becoming part of the client's business instead of an outside vendor 23:44 – Why leadership is not the same as technical skill 27:13 – How reactive leadership drains time & energy 30:00 – A simple daily question to improve emotional intelligence 31:41 – Where to access Amy's books and free tools This episode is brought to you by our great friends at BILL! They're hosting Bookkeeper Appreciation Week from March 30th to April 3rd—dedicated to recognizing the real work you do and giving you tools you can actually use to free up time for more strategic work. Get ready for 5 days of practical resources delivered straight to your inbox, plus live, CPE-eligible webinars! Register now at bill.com/successfulbookkeeper! Don't miss it!

"The biggest one and the most impactful one is not making the time every week to work on the business. They get themselves into the rat race. They spend the money on these programs, and then they don't make the time to implement them. That's the biggest mistake that I see. Do the hard things 'cause we can all do hard things and it's okay if we screw up." –Teresa Slack In the final episode of this four-part series, co-founder of Financly Bookkeeping Solutions, Teresa Slack shares how her bookkeeping firm shifted from survival to stability by building the systems, pricing, and team structure needed to scale. She breaks down the decisions that increased profitability, supported growth, and turned the firm into a sellable asset, along with the real challenges of restructuring roles, working through setbacks, and preparing for a successful exit. In this episode, you'll learn: What made the firm scalable & no longer dependent on the ownersWhy systems, profitability & cloud operations increased business valueWhat buyers actually looked for when acquiring the firm Click here to learn more about Teresa and email her at teresa.slack@teresaslack.ca. Connect with her on LinkedIn. Learn more about Pure Bookkeeping. Subscribe to the Value Pricing Academy YouTube channel. Join VIP list for free training from Mark Wickersham here. Get your free copy of How to Price Bookkeeping eBook (the tool she used to turn her business around). Click here to join the VPA on Skool platform free training and support. Time Stamps 01:43 – Realizing the business was no longer fragile 02:04 – Setting new goals for growth & team support 03:26 – Building benefits & a sustainable work environment 04:22 – Turning revenue goals into clear action plans 05:46 – Growth setbacks & unexpected challenges 07:15 – Restructuring roles into bookkeepers & client managers 09:33 – Why the transition was harder than expected 12:01 – Systems that finally made the new structure work 13:36 – How role clarity improved efficiency & client service 14:59 – Using outsourced bookkeeping to support scale 16:41 – When selling the business became a real option 18:16 – Choosing buyers who aligned with the firm's values 20:09 – What increased the firm's valuation 22:55 – Preparing financially before selling 25:19 – Why systems & owner independence matter to buyers 27:22 – Lessons learned after selling the firm 28:37 – The biggest mistakes Teresa sees firm owners make 30:02 – What's next for Teresa & how she supports other bookkeepers Your expertise has more value than you think, so Own Your Authority at The Successful Bookkeeper Summit 2026! It's a high-energy two-day virtual experience for bookkeepers ready to lead with confidence and elevate their impact. Join inspiring leaders on November 4th–5th to gain actionable strategies, powerful tools, and the clarity to shape the work you want, not just keep up with it. Don't miss this incredible opportunity! REGISTER TODAY!

"You can have all the great checklists and all the great systems for quality bookkeeping and you can hire all the right people, but if you don't know how to price your services, you are going to fail. You will not be profitable." –Teresa Slack In part three of this four-part series, Teresa Slack, co-founder of Financly Bookkeeping Solutions, shares the phase where momentum finally began to build. After resetting the firm, she and her sister shifted their focus to working on the business, not just surviving inside it, and made real progress through uncomfortable pricing conversations, focused implementation time, and disciplined investment in systems and training. In this episode, you'll learn: Why systems alone are not enough without proper pricingThe difference between fixed pricing & true value pricingHow Teresa increased prices & discovered clients were willing to pay To learn more about Teresa, click here and email her at teresa.slack@teresaslack.ca. Connect with her on LinkedIn. Learn more about Pure Bookkeeping. Subscribe to the Value Pricing Academy YouTube channel. Join VIP list for free training from Mark Wickersham here. Get your free copy of How to Price Bookkeeping eBook (the tool she used to turn her business around). Click here to join the VPA on Skool platform free training and support. Time Stamps 00:54 – Entering the phase where momentum begins to build 02:29 – Why poor pricing guarantees failure, even with great systems 03:29 – Fixed pricing versus value pricing explained 04:22 – Presenting higher prices & hearing clients say yes 05:47 – Making large investments without feeling ready 06:40 – Closing Fridays to work on the business 08:17 – Turning training into real results through implementation 09:35 – Fixing pricing mistakes & rebuilding confidence 12:02 – Hiring experienced bookkeepers using structured systems 13:56 – Why skills alone are not enough without the right mindset 18:09 – Building a training process that sets staff up for success 20:16 – Repricing existing clients & facing the fear 22:09 – Increasing revenue by 45 percent in six weeks 23:27 – Losing the wrong clients & moving forward stronger 24:16 – What's coming in the final episode Your expertise has more value than you think, so Own Your Authority at The Successful Bookkeeper Summit 2026! It's a high-energy two-day virtual experience for bookkeepers ready to lead with confidence and elevate their impact. Join inspiring leaders on November 4th–5th to gain actionable strategies, powerful tools, and the clarity to shape the work you want, not just keep up with it. Don't miss this incredible opportunity! REGISTER TODAY!

"We can do hard things even though you're afraid, even though you don't know if it's going to work. You have to try. You have to do different things and you will fail. And that's part of the growth. Part of the learning is to not be afraid to take that leap." –Teresa Slack In part two of this four-part series, Teresa Slack, co-founder of Financly Bookkeeping Solutions, shares the breaking point that forced her and her sister to reset their firm. With the business no longer working, they made hard calls that led to Financly 2.0, including letting staff go, rebuilding client trust, and investing money they didn't have into systems, coaching, and pricing education. In this episode, you'll learn: How poor hiring & hourly pay created bigger losses as the firm grewThe difference between fixed pricing & true value pricingHow investing in systems &coaching changed how they viewed their value To learn more about Teresa, click here and email her at teresa.slack@teresaslack.ca. Connect with her on LinkedIn. Learn more about Pure Bookkeeping. Subscribe to the Value Pricing Academy YouTube channel. Join VIP list for free training from Mark Wickersham here. Get your free copy of How to Price Bookkeeping eBook (the tool she used to turn her business around). Click this link to join the VPA on Skool platform free training and support. Time Stamps 01:19 – Hitting the breaking point & questioning whether to continue 01:43 – Deciding to rebuild the firm from the ground up 02:23 – Investing in systems & support with no margin for error 02:44 – Letting staff go & repairing client relationships 03:56 – Realizing pricing was a major problem 04:52 – Discovering value pricing for the first time 05:13 – Rolling out fixed packages & why it made things worse 06:11 – Paying staff more than clients were paying the firm 06:57 – Committing to hard changes & doing things differently 07:40 – Investing in pricing education despite fear 08:14 – Learning to believe in the value of bookkeeping work 09:35 – Having pricing conversations without panic 11:18 – Why systems & hiring processes became the turning point 15:04 – What's coming next in part three Your expertise has more value than you think, so Own Your Authority at The Successful Bookkeeper Summit 2026! It's a high-energy two-day virtual experience for bookkeepers ready to lead with confidence and elevate their impact. Join inspiring leaders on November 4th–5th to gain actionable strategies, powerful tools, and the clarity to shape the work you want, not just keep up with it. Don't miss this incredible opportunity! REGISTER TODAY!

"The mission was always to build a million dollar bookkeeping firm. Our goal was to grow a large bookkeeping firm with clients and staff across Canada. That's what we wanted to do. And that's kind of what we are now." –Teresa Slack In part one of this special four-part series, Teresa Slack, co-founder of Financly Bookkeeping Solutions, shares the honest story of launching a virtual bookkeeping firm in 2014 with big goals, low pricing, and no clear path to profit. She shares how her business grew fast and looked successful on paper, but behind the scenes the pressure was intense as underpricing, early hiring, and years without owner pay slowly drained the firm and took a personal toll. In this episode, you'll learn: Why rapid client growth exposed serious pricing & margin issuesWhat really happens when you hire staff before fixing your business modelHow fear, stress & lack mindset show up when owners stop paying themselves To learn more about Teresa, click here & email her at teresa.slack@teresaslack.ca. Connect with her on LinkedIn. Learn more about Pure Bookkeeping. Subscribe to the Value Pricing Academy YouTube channel. Join VIP list for free training from Mark Wickersham here. Get your free copy of How to Price Bookkeeping eBook (the tool Teresa used to turn her business around). Click here to join the VPA on Skool platform free training & support. Time Stamps 01:14 – Launching a virtual bookkeeping firm in 2014 03:15 – Using cloud tools & early adoption of QuickBooks Online 03:35 – Running free financial literacy seminars to attract clients 04:01 – Growing from five clients to dozens across bookkeeping, tax & consulting 04:21 – Feeling overwhelmed & deciding to hire staff 05:09 – Charging hourly rates that left no room for profit 06:06 – Paying staff & overhead while taking no income 07:03 – Driving hours to Toronto to build a client base 08:25 – Why the numbers looked good but the business wasn't healthy 08:44 – The original vision to build a million-dollar firm 09:50 – Not getting paid & questioning personal success 10:34 – Realizing they needed help but feeling unable to afford it 11:16 – Fear, lack mindset & pulling from savings to make payroll 12:39 – The emotional strain of running a business with a sibling 13:18 – Creating "business hat" conversations to manage conflict 14:20 – Keeping communication open during stressful seasons 14:43 – What's coming next in part two Your expertise has more value than you think, so Own Your Authority at The Successful Bookkeeper Summit 2026! It's a high-energy two-day virtual experience for bookkeepers ready to lead with confidence and elevate their impact. Join inspiring leaders on November 4th–5th to gain actionable strategies, powerful tools, and the clarity to shape the work you want, not just keep up with it. Don't miss this incredible opportunity! REGISTER TODAY!

"The hardest thing is to not try and solve their problem in the sales interview, just listen to the business case, and then come up with clever ways to achieve that business case really as easily as you possibly can. So you're looking for smaller projects, not bigger projects. It's, it's a complete mind shift." -Jonathan Stark Jonathan Stark, author of Hourly Billing is Nuts, breaks down why hourly billing holds you back. He shares how shifting to value-based pricing changes your income, your clients, and your time. Jonathan explains how writing, teaching, and niching help you stand out, and why clients buy outcomes, peace of mind, and confidence, not hours. In this interview, you'll also learn: Why hourly billing rewards inefficiency & limits growthWhat mindset shifts you need to stop selling timeHow specialization & authority support higher pricing To learn more about Jonathan, click here. Get a copy of his book, Hourly Billing Is Nuts, at this link. Connect with him on LinkedIn. Time Stamps 00:58 – Why hourly billing is nuts & how Jonathan discovered it 04:00 – Discovering value-based fees & applying them in year one 05:40 – Breaking the habit of scoping during sales calls 09:18 – Pricing options based on outcomes, not deliverables 11:30 – How fixed pricing improves trust & client behavior 16:21 – Connecting your work to revenue growth or cost reduction 18:55 – Selling peace of mind as a measurable outcome 20:58 – Why working fewer hours should not mean earning less 22:31 – How AI & automation increase value, not risk 25:35 – Why predictable pricing benefits both you & your clients 29:00 – Identifying what different clients truly value 31:09 – Letting go of poor-fit clients to grow sustainably 36:10 – Why Jonathan wrote Hourly Billing Is Nuts 38:57 – Books that support the shift away from hourly billing 42:17 – What it means to "own your authority" 44:25 – Why being different matters more than being cheaper 47:07 – Using specialization to escape price competition 48:57 – Writing as a long-term growth strategy 50:12 – Where to find Jonathan's free resources Your expertise has more value than you think, so Own Your Authority at The Successful Bookkeeper Summit 2026! It's a high-energy two-day virtual experience for bookkeepers ready to lead with confidence and elevate their impact. Join inspiring leaders on November 4th–5th to gain actionable strategies, powerful tools, and the clarity to shape the work you want, not just keep up with it. Don't miss this incredible opportunity! REGISTER TODAY!

"Slow down. I think we move so fast and we're trying to go in straight to the solution and there could be multiple things that the customer needs and we miss opportunities when we move too fast." -Syvonia Brown In this Spotlight episode, Syvonia Brown, Director of Sales at Sage 50 US, talks about emotional intelligence and why it matters more than most bookkeepers realize. She shares practical ways to handle tough client conversations, slow down reactive thinking, and build trust without taking on unnecessary stress. In this interview, you'll learn: How active listening changes difficult client conversationsWhy silence can be a powerful communication toolHow to show empathy without absorbing client emotion To learn more about Syvonia, click here. Explore Sage at this link. Time Stamp 01:20 – What emotional intelligence really means in client work 02:10 – Checking in with yourself before client conversations 02:55 – Why jumping to solutions causes problems 04:25 – Using silence to help clients feel heard 05:17 – Simple techniques to avoid filling the silence 06:46 – Phone, video, or email how & tone changes everything 10:42 – Empathy without taking issues personally 12:21 – Why apologizing can make things worse 14:06 – De-escalating upset clients without matching their tone 16:14 – Taking accountability when mistakes happen 18:30 – Handling issues when you don't know the full story 20:01 – Embedding emotional intelligence into firm culture 21:22 – Training teams to lead with empathy 23:21 – How emotional intelligence drives loyalty & referrals 25:29 – Practical habits bookkeepers can apply immediately Your expertise has more value than you think, so Own Your Authority at The Successful Bookkeeper Summit 2026! It's a high-energy two-day virtual experience for bookkeepers ready to lead with confidence and elevate their impact. Join inspiring leaders on November 4th–5th to gain actionable strategies, powerful tools, and the clarity to shape the work you want, not just keep up with it. Don't miss this incredible opportunity! REGISTER TODAY!

" Selling is not necessarily the answer. Exit can mean continuing to be part of it, but in a different way." –Salim Omar In this episode, Salim Omar, CPA and author of The CPA Firm Exit Playbook, shares what it takes to build a firm that works without constant owner involvement. Drawing from 30 years as a firm owner, Salim explains how systems, marketing, and leadership shape firm value and future options. In this interview, you'll learn: Why owner dependency limits growth & firm valueHow systems & teams prepare your firm for the next chapterWhat buyers actually look for in an accounting firm To learn more about Salim, click here. Get a copy of his book, The CPA Firm Exit Playbook. Connect with him on LinkedIn. Time Stamp 01:49 – Salim's journey from CFO to firm owner 04:22 – Discovering The E-Myth & changing how he ran his firm 06:03 – Shifting from technician to business owner 08:49 – Leading with curiosity & leaving ego behind 12:37 – Why Salim wrote The CPA Firm Exit Playbook 14:14 – The biggest exit planning mistakes firm owners make 16:15 – Removing owner dependency years before selling 18:21 – Why growth & marketing matter to buyers 22:49 – Education-based marketing & attracting better clients 29:01 – Redefining exit without fully stepping away 30:59 – Straight Talk Transitions & available resources Your expertise has more value than you think, so Own Your Authority at The Successful Bookkeeper Summit 2026! It's a high-energy two-day virtual experience for bookkeepers ready to lead with confidence and elevate their impact. Join inspiring leaders on November 4th–5th to gain actionable strategies, powerful tools, and the clarity to shape the work you want, not just keep up with it. Don't miss this incredible opportunity! REGISTER TODAY!

" We need to do things that the other people aren't doing because that's how you make ways, that's how you revolutionize, that's how you pave a new path for the other people that think like you, but maybe don't have the strength at this point yet to pave the way." -Sharrin Fuller In this episode, Sharrin Fuller, strategic advisor and founder of Glass Wallet Ventures, shares why she believes the future of bookkeeping is client-facing, relationship-driven, and systemized. She breaks down how she scaled smarter, reduced her team, embraced technology, and rebuilt her firm to run smoothly with less effort. Sharrin also shares the thinking behind her book, Unfollow The Rules: The Messy Truth About Burnout, Bad Decisions And Building Until It Worked and why challenging traditional models matters more than ever for firm owners. In this interview, you'll learn: Why scaling smarter beats hiring more staffHow technology replaces tasks but not relationshipsWhat bookkeepers must do to stay relevant as AI advances To learn more about Sharrin, click here. Connect with her on LinkedIn. Buy her book, Unfollow The Rules, at this link. Time Stamp 00:00 – Why only client-facing roles matter in the future 01:03 – Sharrin's career journey & building multiple firms 03:47 – What inspired her book Unfollow The Rules 11:23 – Scaling smarter without adding people 12:23 – Reducing a team from 12 to 2 without losing clients 14:45 – Challenging traditional business models 19:53 – How to decide what to outsource or automate 24:08 – The downside of fast-changing technology 27:56 – What Sharrin is building next & where to find her Your expertise has more value than you think, so Own Your Authority at The Successful Bookkeeper Summit 2026! It's a high-energy two-day virtual experience for bookkeepers ready to lead with confidence and elevate their impact. Join inspiring leaders on November 4th–5th to gain actionable strategies, powerful tools, and the clarity to shape the work you want, not just keep up with it. Don't miss this incredible opportunity! REGISTER TODAY!

"Your data is good to go. Customer comes into Hub Analytics and starts chatting with the chat bot to ask questions about the data, get visualized charts and graphs, and really have kind of this virtual CFO experience, which is cool." -Tommy Vincent Tommy Vincent, Co-Founder and Chief Revenue Officer at Hub Analytics, returns to explain how AI is reshaping analytics, advisory, and the bookkeeper's role. He shares how data diagnostics improve pricing confidence, why early forecasting matters, and how AI tools give clients clearer financial insight without added complexity. In this interview, you'll learn: How AI checks bookkeeping work in seconds & catches errors earlyWhy forward-looking analytics matter more than past reportsHow to deliver CFO-level insight without becoming a CFO To learn more about Hub Analytics, click here. Connect with Tommy on LinkedIn. Time Stamp 00:00 - How AI scans bookkeeping data & flags issues 02:13 - Why AI fits naturally into accounting & finance 05:01 - Using AI to validate work & reduce review time 06:22 - Moving from historical reports to forward-looking insight 08:37 - Why many bookkeepers don't want to deliver CFO services 09:13 - How the Hub Analytics partner program works 11:45 - Using data diagnostics to check & price new clients 14:22 - Catching errors & unknowns before onboarding 16:10 - Why small businesses need forecasting earlier 19:36 - Cash flow forecasting & scenario planning 20:34 - Using AI chat tools as a virtual CFO 22:32 - Turning insights into real business decisions 25:02 - How bookkeepers stay connected to advisory work 29:57 - Making CFO-level insight affordable for small businesses 32:14 - How to get started with Hub Analytics

" I'm not gonna say people can't change. What I will say is that it is hard work to change attitude. Changing skills, super simple. Attitude, it's a losing battle for the vast majority of business leaders." -Mark Murphy Welcome to 2026 and the 10th anniversary year of our podcast! In this episode, Mark Murphy, founder of Leadership IQ, shares how to hire better and build teams that actually work. He explains why most hiring problems come down to attitude and outlines the five roles every strong team needs. In this interview, you'll learn: •The five roles every winning team needs • How to ask interview questions that reveal real behaviour • Why attitude—not skills—is behind most failed hires To learn more about Mark and Leadership IQ, click here. Connect with him on LinkedIn. Time Stamp 00:00 Mark shares why attitude makes or breaks new hires 04:10 The real reasons nearly half of new hires fail 08:30 How to ask interview questions that reveal the truth 14:30 Why managers ignore red flags & how to stop 20:20 The five roles every winning team needs 29:30 How business owners can stop trying to be "everything" 33:40 Adaptive hierarchy & better decision-making 37:50 Leading remote teams with clearer roles 44:10 Where to learn more about Mark Murphy & Leadership IQ

"Ethics and integrity are a bookkeeper's superpower." -Heather Smith Kick off your new year with clarity and momentum in this special Year-In-Review episode! Host, Michael Palmer brings together an international panel of leaders to unpack the biggest wins, surprises, and lessons from 2025. This conversation gives you a grounded look at what actually changed in the bookkeeping world and what you can expect moving into 2026. You'll hear real stories from Canada, Australia, and the United States about technology shifts, economic pressures, client transformations, team challenges, and the rising demand for advisory. Our final episode of 2025 is packed with insights that you don't want to miss! Thank you so much for listening to our show and being a part of our community! Your support is the reason this podcast continues to grow. Wishing you a HAPPY and SUCCESSFUL 2026! To find out more about our guests, click below: Lisa Campbell Teresa Slack Heather Smith Christina Springstead Time Stamp 01:11 – Michael introduces the Year-In-Review panel 03:38 – Biggest surprises from 2025 04:51 – How bookkeepers embraced AI 05:12 – Personal breakthroughs & executing on training 07:04 – Economic pressures & global ripple effects 11:24 – Setbacks bookkeepers faced this year 16:41 – Capacity challenges & communication gaps 19:22 – Heartwarming client wins 23:05 – Helping clients understand their numbers 27:23 – The ripple effect bookkeepers create 30:03 – Why new bookkeepers matter 32:16 – Heartbreaks & financial vulnerability 34:06 – Ethics as a bookkeeper's superpower 39:26 – What worked well in 2025 40:10 – Hiring support to free up time 42:12 – Workflow systems paying off 46:11 – What didn't work & lessons learned 49:26 – Overwhelm from too much change at once 50:59 – Trends shaping 2026 54:58 – The rising need for human connection 1:02:37 – Personal focus areas for 2026 1:05:05 – Closing thoughts & New Year wishes

"You get to a place little by little of just working with these wonderful people that really appreciate what you're doing. They're paying top dollar and you love what you're doing." -Lisa Campbell Lisa Campbell, author of Beyond Bookkeeping and bookkeeping mentor, joins host Michael Palmer for part two of this special live series recorded at Accountex Canada 2025 at the Metro Toronto Convention Centre. She shares how to filter ideal clients, step into advisory with confidence, and build a business that supports your life—not drains it. In this interview, you'll learn: Why most bookkeepers already are doing advisory without realizing itOne simple step you can take this month to start leading clientsHow boundaries create freedom and stronger client relationships To learn more about Lisa, click here. Connect with her on LinkedIn. Order a copy of Beyond Bookkeeping. Time Stamp 01:09 – The biggest myths bookkeepers believe about advisory 02:25 – Why you're more qualified than you think 03:08 – The one conversation that can start your advisory journey 04:40 – How honesty builds trust & opens deeper client relationships 06:32 – Systematization as the path to freedom 07:36 – The emotional toll of staying stuck & overwhelmed 08:13 – Why boundaries matter & how to set them 09:36 – Stopping late-night messages, constant emergencies & scope creep 11:02 – Charging premiums for urgent work 11:50 – Seeing yourself as a leader, not a laborer 12:47 – The mindset shift that unlocks real advisory 13:39 – Why losing the wrong clients makes space for the right ones 15:24 – How ideal clients show up when you raise your standards 20:19 – Building your business mindset through learning and curiosity 22:01 – Differentiating yourself from low-cost competition 24:17 – How niching creates authority & demand 25:08 – The future of bookkeeping and the rise of AI-supported advisory

"You learn, you read, you surround yourself with other people. Don't stay isolated behind your computer. You come to things like this. You join groups, you learn what other people are doing, and a lot of it is just understanding the value yourself." -Lisa Campbell Lisa Campbell, author of Beyond Bookkeeping and longtime bookkeeping mentor, joins host Michael Palmer for a special two-episode series recorded live at Accountex Canada 2025 at the Metro Toronto Convention Centre. She shares how a single "midnight moment" pushed her to rebuild her business, break free from burnout, and step confidently into advisory work. In this interview, you'll learn: What finally broke the cycle of burnout & overworkHow systemizing business unlocked time, freedom & new opportunitiesWhy shifting from compliance to advisory starts with mindset To learn more about Lisa, click here. Connect with her on LinkedIn. Order a copy of Beyond Bookkeeping. Time Stamp 01:16 – Lisa shares her "midnight moment" & the push to change everything 03:14 – The shift from having a job to building a business 06:16 – How burnout & overwork showed up in her daily life 07:03 – The mindset change that unlocked growth 08:12 – What "beyond bookkeeping" really means 09:17 – The moment she realized her systems were working 10:26 – How long it took to make the shift & why timing is different for everyone 11:46 – Breaking through time constraints & building structure 12:44 – How she stayed connected to her why during tough seasons 15:11 – How Profit First transformed her business & her clients' 16:20 – Why more clients doesn't equal more profit 18:10 – Moving from hourly work to value & subscription pricing 18:53 – The hidden gold bookkeepers give away for free 20:12 – Why learning, community & awareness help you charge your value 21:23 – Lisa's exercise to uncover value adds 24:12 – How she rewired her thinking & found new opportunities 25:16 – Shifting from compliance work to advisory 26:50 – Building an ecosystem for the entire client journey

" You do not want a business that is entirely dependent on you. You want an independent running business." -Ron Bester Ron Bester, VP of Client Experience at Successful Bookkeeper Global, breaks down why so many bookkeepers feel buried in day-to-day work and how the SODA framework helps you reclaim time, reduce stress, and build a business that doesn't rely on you to survive. In this episode, you'll learn… How to spot where your time is leaking & fix itBuild simple systems that remove bottlenecksUse automation to cut repetitive tasks & free up hours Connect with Ron on LinkedIn. Time Stamp 00:00 – Why running a business is different from doing work you enjoy 03:00 – The common pitfalls small business owners face 07:00 – Why every business needs a plan, systems & an exit strategy 10:00 – Introduction to the SODA framework 12:00 – Systemize: building processes that create consistency 15:00 – Outsource: letting experts handle non-core work 17:00 – Delegate: breaking the "only I can do it" mindset 20:00 – Automate: using tech to remove repetitive tasks 23:00 – The biggest transformation bookkeepers experience with SODA 26:00 – Early wins & what shifts first 28:00 – Why most owners don't realize they are the bottleneck 30:00 – One small action you can take today 31:00 – How the SODA pre-checklist and intensive work 33:00 – Building a business that runs independently of you

"Like this is not just a gig, but this is my career. You grow into wanting more of that for your clients and you start recognizing if a client isn't about that. The last thing I want is just agree to do a subpar job because a client doesn't really care and then they decide to care in two years and they look back at the history and they're like, 'This has been a mess.'" -Christina Springstead Christina Springstead, owner and founder of Springstead Solutions, returns to share what she's learned from handling complex cleanups and growing her business with intention. From refining systems to managing client expectations, Christina explains how bookkeepers can balance quality, communication, and growth—without burning out. In this interview, you'll learn: How to spot hidden issues in cleanup projects before you quoteWhy communication & transparency build client trustHow to manage pushback & set professional boundaries To learn more about Christina and Springstead Solutions, here. Connect with her on Linkedin. Time Stamp 02:13 – Christina shares her background & path back to bookkeeping 04:34 – Lessons learned from recent cleanup projects 06:00 – The hidden costs of missing bank feed data & auto rules 07:42 – When CPA journal entries hide deeper problems 09:51 – How cleanup checklists evolved into better systems 10:51 – Why deeper diagnostic reviews protect both client & bookkeeper 12:06 – Expecting problems: guilty until proven innocent approach 13:01 – When "accurate" AR & AP numbers aren't accurate at all 14:45 – The danger of ignoring small errors today 15:34 – How to handle client pushback with transparency & purpose 16:22 – Choosing clients who care about accurate books 17:13 – Why clean books protect long-term business value 18:20 – Setting boundaries & recognizing red flags in clients 19:47 – The difference between hobby clients & business-minded ones 20:26 – Holding clients accountable for financial quality 21:02 – Managing stress & staying flexible during heavy work periods 22:45 – Communicating delays honestly with clients 23:57 – Building trust through consistency & openness 25:41 – Why clear communication increases client value perception 27:01 – Real client story: turning nonprofit chaos into clarity 28:55 – How bookkeeping education empowers boards & leaders 31:21 – Hiring a VA and assistant to buy back time & focus 32:53 – Building a business around your lifestyle, not fear 33:41 – Manifesting growth & designing your dream business 35:03 – Recommended books: Who Not How & Buy Back Your Time 37:33 – Why mindset, focus& vision drive real success 40:12 – How the new Summit experience connects the bookkeeping community This episode is brought to you by our amazing friends at Hub Analytics! Imagine having all your financial data in one place, with real-time analytics and customized reports at your fingertips. Hub Analytics is a financial platform that streamlines bookkeeping operations, so you can focus on what really matters—delivering high-quality results for your clients. With Hub's easy-to-use tools, you'll save time, reduce errors, and gain deeper insights into your clients' financials! Ready to take your bookkeeping to the next level? Book a demo to learn more and start your FREE trial TODAY!

"Do not be tempted to undervalue yourself just because it happens to be something that's fast or easy for you to produce." -Casey Brown In the finale of this two-part series, pricing expert and president of Boost Pricing, Casey Brown, returns to share how bookkeepers can move from fear-based pricing to confident, value-driven conversations. She explains how to stop pre-discounting, test your true pricing ceiling, and communicate your worth with clarity and confidence. In this interview, you'll learn: Why pre-discounting hurts your profitsHow to identify & attract better, higher-value clientsHow to package & present your services with confidence Connect with Casey on LinkedIn. To buy her book, Fearless Pricing, click here. Watch her TED Talk, or video on 12 things I Hate About Hourly Billing. To learn more about Boost Pricing, click this link. Time Stamp 02:03 – The two types of discounting: negotiated & pre-discounting 03:52 – How to test your true price ceiling 04:54 – Overcoming scarcity mindset & fear of losing clients 06:02 – Why fewer clients at higher prices can be more profitable 08:44 – Letting go of price-sensitive clients who drain your energy 10:43 – Why bad clients cost more than they're worth 11:13 – The gender gap in business pricing & confidence 12:45 – How women undervalue their services & why it costs them 13:52 – Messaging & packaging your services for higher value 15:17 – Half of pricing success is the number; half is how you frame it 16:52 – Stop obsessing over numbers & focus on context 17:47 – The problems with hourly billing models 18:47 – Why fixed-fee & value-based pricing work better 19:26 – When & how to offer pricing packages 20:47 – Avoid overwhelming clients with too many choices 22:28 – Be the expert—guide your client's decision 24:31 – Why clear messaging builds trust & confidence 25:57 – The Picasso lesson: charge for your experience, not your time 26:58 – How to articulate the process & value you deliver 27:21 – Where to find Casey's free resources, book & programs 28:42 – Fearless Pricing community & how to join This episode is brought to you by our friends at Dext! Dext handles transaction capture, keeps your data accurate, and even simplifies e-commerce reconciliation, all in one place. Join thousands of bookkeepers and accountants who've already made the switch. If you're ready to save time, reduce errors, and make bookkeeping more efficient, Dext is for you! Go to thesuccessfulbookkeeper.com/dext to book a demo TODAY and see how it can transform the way you work!

"Bookkeeping is a commodity. My accounting software can be a commodity. So how do we strike that emotional cord and how do we give the confidence that we are the right choice going forward? We're not a commodity. We are differentiating. We're building that difference." -Melanie Spillman Melanie Spillman, Vice President of Sales for Sage US Medium Businesses, shares practical ways bookkeepers can build stronger client relationships—through listening, follow-up, and authenticity. She explores how trust is earned, why active listening matters, and how to keep human connection alive in an increasingly automated industry. In this interview, you'll learn: How to build trust quickly & consistently with clientsThe art of active listening & letting silence do the workWhy understanding your client's past & future builds connection Connect with Melanie on LinkedIn. To learn more about Sage, click here. Time Stamp 01:41 – How to build trust quickly with clients 03:34 – The power of timely follow-up 05:19 – Setting expectations & communicating clearly 06:33 – Teach, tailor & take control in client conversations 07:53 – How to ask better questions & listen actively 09:23 – Staying present & focused during meetings 12:22 – The value of silence in communication 13:54 – Showing authenticity & passion with clients 15:53 – How to build trust in the first meeting 17:22 – Asking about a client's past & future to deepen connection 20:09 – Why focusing only on history limits your impact 21:15 – How to stand out in a competitive market 22:29 – The "front door" story: lessons in emotional connection 25:39 – Why people buy with emotion & justify with logic 27:31 – Turning services from a commodity into a connection 29:34 – Keeping the human touch in an automated world 31:27 – Using AI to free time for more meaningful client work 33:22 – Understanding what really motivates clients 36:48 – Make every client interaction meaningful 38:46 – How Sage uses AI to empower bookkeepers

"It's the bookkeeper who has to sell his or her own services, and so they're not a professional salesperson. So a lot of times there's a lot of fear and we get in our heads, we get in our gut, we feel pushy, we feel salesy, we feel weird and we discount. And so to me, it's about arming the person whose job it is to sell this value with the skills and tools to do it." -Casey Brown In part one of this two-part conversation, pricing expert and resident of Boost Pricing, Casey Brown, joins the podcast to help bookkeepers overcome fear, self-doubt, and hesitation around pricing their services. Drawing from her journey as an engineer turned pricing strategist, she explains how your "money story" shapes your pricing decisions—and how to change it. In this interview, you'll learn: How mindset & money stories limit what you chargeThe biggest pricing mistake small firms makeHow to handle pricing objections without discounting Connect with Casey on LinkedIn. To buy her book, Fearless Pricing, click here. Watch her TED Talk, or video on 12 things I Hate About Hourly Billing. To learn more about Boost Pricing, click this link. Time Stamp 00:00 – Why pricing confidence matters for bookkeepers 02:10 – Casey's journey from engineer to pricing strategist 04:38 – Lessons from working at GE & entering the pricing world 05:56 – Shifting from big corporations to small businesses 07:14 – Why analytical pricing models don't work for small firms 08:13 – Helping bookkeepers sell their own value with confidence 10:24 – From pricing analytics to pricing mindset training 12:31 – How training teams led to massive profit increases 13:36 – Why pricing problems start between your ears, not in spreadsheets 15:14 – Common sales beliefs that hold business owners back 17:19 – The myth that "the market sets the price" 18:52 – How changing beliefs can boost profitability 20:18 – Why most people fear talking about price 21:01 – Understanding your personal money story 22:41 – How emotions affect pricing decisions 23:13 – Exercises to detach emotion from pricing 24:22 – Casey's advice for bookkeepers ready to charge more This episode is brought to you by our friends at Dext! Dext handles transaction capture, keeps your data accurate, and even simplifies e-commerce reconciliation, all in one place. Join thousands of bookkeepers and accountants who've already made the switch. If you're ready to save time, reduce errors, and make bookkeeping more efficient, Dext is for you! Go to thesuccessfulbookkeeper.com/dext to book a demo TODAY and see how it can transform the way you work!