Episodes

  • How to Stop Undercharging in Your Firm w/ Michelle Weinstein

    How to Stop Undercharging in Your Firm w/ Michelle Weinstein
    Jan 28 2026
    Roger Knecht and Michelle Weinstein discuss how accounting professionals can overcome undercharging, set firm boundaries, and increase revenue. Learn strategies to value your expertise and implement sales processes for a thriving accounting firm. In This Episode: 00:00 Introduction to Michelle Weinstein 01:10 Michelle's Career Journey & Lessons 06:05 The Birth of The Abundant Accountant 09:50 Stop Undercharging and Valuing Services 12:33 Engagement Letters and Scope Creep 17:51 Establishing Boundaries for Your Firm 23:15 Payment Methods and Avoiding Receivables 30:03 Overcoming the Fear of Raising Prices 36:41 Valuing Expertise and Practical Advice 41:13 Key Takeaways and Closing Thoughts Key Takeaways: Define clear boundaries to prevent scope creep and protect your valuable time and knowledge. Implement a structured sales process to properly qualify clients and get paid premium prices. Understand and communicate your worth to confidently raise fees and attract high-value clients. Utilize engagement letters to outline included and excluded services, facilitating future upsell discussions. Shift from hourly billing to recurring or value-based payments to eliminate accounts receivable issues. Featured Quotes: "If you can't sell and you can't enroll, and you can't help people see your value, then what is all of that technical knowledge really worth?" — Michelle Weinstein "We have to eradicate the under-earning and being appreciated disease in this industry." — Michelle Weinstein "Your inventory is what's in your head. It's your most valuable asset and we have to protect that." — Michelle Weinstein Conclusion: Thank you for joining us for another episode of Building the Premier Accounting Firm with Roger Knecht. For more information on how you can establish your own accounting firm and take control of your time and income, call 435-344-2060 or schedule an appointment to connect with Roger's team here. Sponsors: Universal Accounting Center Helping accounting professionals confidently and competently offer quality accounting services to get paid what they are worth. Offers: Get a free strategy session with Michelle. Register here: https://theabundantaccountant.com/theabundantcall/ Get a FREE copy of these books all accounting professionals should use to work on their business and become profitable. These are a must-have addition to every accountant's library to provide quality CFO & Advisory services as a Profit & Growth Expert today: "Red to BLACK in 30 days – A small business accountant's guide to QUICK turnarounds" – This is a how-to guide on how to turn around a struggling business into a more sustainable model. Each chapter focuses on a crucial aspect of the turnaround process - from cash flow management to strategies for improving revenue. This book will teach you everything you need to become a turnaround expert for small businesses. "in the BLACK, nine principles to make your business profitable" – Nine Principles to Make Your Business Profitable – Discover what you need to know to run the premier accounting firm and get paid what you are worth in this book, by the same author as Red to Black – CPA Allen B. Bostrom. Bostrom teaches the three major functions of business (marketing, production and accounting) as well as strategies for maximizing profitability for your clients by creating actionable plans to implement the nine principles. "Your Strategic Accountant" - Understand the 3 Core Accounting Services (CAS - Client Accounting Services) you should offer as you run your business. Help your clients understand which numbers they need to know to make more informed business decisions. "Your Profit & Growth Expert" - Your business is an asset. You should know its value and understand how to maximize it. Beginning with the end in mind helps you work ON your business to build a company you can leave so that it can continue to exist in your absence or build wealth as you retire and enjoy the time, freedom, and life you want and deserve. Follow the Turnkey Business plan for accounting professionals. This is the proven process to start and build the premier accounting firm in your area. After more than 40 years we've identified the best practices of successful accountants and this is a presentation we are happy to share. Also learn the best practices to automate and nurture your lead generation process allowing you to get the bookkeeping, accounting and tax clients you deserve. GO HERE to see this presentation and learn what you can do today to identify and engage with your ideal clients. Check it out and see what you can do to be in business for yourself but not by yourself with Universal Accounting Center. It's here you can become a: Professional Bookkeeper, PB Professional Tax Preparer, PTP Profit & Growth Expert, PGE Next, join a group of like-minded professionals within the accounting community. Register to attend GrowCon ...
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    47 mins
  • This Week on BPAF : Michelle Weinstein

    This Week on BPAF : Michelle Weinstein
    Jan 26 2026

    Join us this Wednesday for a new episode where Roger discusses how to stop undercharging in your firm with Michelle Weinstein.
    Show more Show less
    1 min
  • Rewind : R&D Tax Credits for Clients w/ Adam Farnsworth

    Rewind : R&D Tax Credits for Clients w/ Adam Farnsworth
    Jan 24 2026

    Join us as we revisit this conversation from 2021!

    Do you know the 4-part questions to use to determine if someone qualifies for the R&D tax credit?

    This conversation with Adam and Roger is going to be enlightening both personally and professionally. I'm sure you'll get some great notes from this.

    Also, how many of this have said to our spouse "Heh Hon, I'm going to start a business, "trust me I have a plan", there's this opportunity and I know what I'm doing?

    As accounting professionals, it makes sense we'd create the business plan & proforma. But what happens when things don't go as planned? Are you ready to pivot and following the numbers? Marketing can change so we need to be ready and willing to go where the clients are.

    Adam shares some great ideas and shares some good examples.

    Enjoy this next episode of this podcast, building the premier accounting firm!

    Your Host: Roger Knecht, president of Universal Accounting Center

    Our Guest: Adam Farnsworth, CPA

    Adam Farnsworth has been working as a CPA since 2015 after he completed his master's degree at the University of Utah and his undergraduate degree at Colorado State University. As the founder of Leaf Specialty Tax Consultants, he has built a team that saves companies millions of dollars annually by identifying tax credit savings.

    Leaf Specialty Tax Consultants was born after founder Adam Farnsworth saw a need for businesses to have a better way to access and claim Research and Development (R&D) Tax Credits. Across the United States, companies are using innovation, technology, and research to make the world a better place. By creating a consulting business for R&D Tax Credit, LEAF wants to provide a way for businesses to have the advantage of a tax credit expert to provide computation and substantiation guidance surrounding Section 41 of the Internal Revenue Code (IRC) and affiliated code sections, court cases, regulations, and affiliated state tax credits.

    Sponsors:

    Universal Accounting Center

    • Helping accounting professionals confidently and competently offer quality accounting services to get paid what they are worth.

    Offers:

    Speak with Adam regarding the possibilities related to R&D tax credits. You can reach him directly or schedule a time that is convenient for you at:

    • https://leaftaxconsultants.com/contact-us/
    • https://calendly.com/afarnsworth-1/r-d-tax-credit-free-consultation

    Book recommendation mentioned in the discussion, A legal guide to research and development by Alex Sadler.

    Off quality tax services becoming a certified Professional Tax Preparer, PTP

    As you work ON your business consider applying the proven principles from The Turnkey Business Plan for a successful accounting, bookkeeping & tax business. Creating your proforma.

    For Additional FREE Resources for accounting professionals check out this collection HERE!

    Remember this, Accounting Success IS Universal.

    Listen to our next episode and be sure to subscribe.

    For more information on how you can apply these principles in your business please visit us at www.universalaccountingschool.com or call us at 801.265.3777
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    45 mins
  • 5 Steps to Building Client Trust in Accounting w/ Shady Abboud

    5 Steps to Building Client Trust in Accounting w/ Shady Abboud
    Jan 21 2026
    Welcome to another episode of Building the Premier Accounting Firm with Universal Accounting Center. Today, Roger sits down with Shady Abboud, to discuss his unique path into accounting, blending entrepreneurial experience with finance expertise. Shady highlights the distinction between bookkeeping and CFO advisory services, emphasizing the strategic role of a CFO in business growth and decision-making for SMBs. Learn how a niche in e-commerce can boost success. In This Episode: 00:00 Welcome Shady 01:31 Shady's Entrepreneurial Journey to Accounting 05:36 The Strategic Accountant's Perspective 10:09 Bookkeeping vs. CFO Advisory Services 13:50 When a Business Needs a CFO 17:46 Key Performance Indicators for Businesses 20:21 The Value of CFO Client Relationships 23:07 Managing Bookkeeping and Advisory Businesses 27:06 The Niche Advantage: E-commerce Accounting 31:00 Empathy in Client Relationships 35:42 The Bookkeeping Business Experience 39:48 Gratitude and Supporting Entrepreneurs 42:14 Closing Thoughts: Specialization and Mindset 47:00 Podcast Wrap-up and Resources Key Takeaways: Understand your business owner clients' goals beyond just numbers for better financial advice. Differentiate bookkeeping as compliance-focused and CFO advisory as forward-looking strategic analysis. Recognize signs a business needs a CFO, especially during periods of rapid growth, contraction, or strategic pivots. Prioritize gross profit margin as a core KPI to assess business efficiency and impact of external factors like inflation. Cultivate empathy and build trusting relationships with clients to foster open communication and address challenges effectively. Featured Quotes: "My strongest suit was always accounting and finance. So I decided to go into that route exclusively and I really enjoyed it." — Shady Abboud "The CFO or the fractional CFO is the CEO's best friend because he's having a conversation with the business owner that no one else is having." — Shady Abboud "We are more than just a provider. We are their partner. And sometimes one of the most important pieces in their business." — Shady Abboud Behind the Story: Shady offers a look into his evolution from a corporate role to launching and selling two businesses, including a restaurant. This hands-on experience of "wearing all the hats" gave him a rare perspective that traditional accountants often lack. He discovered his knack for finance and his ability to translate complex financial concepts into understandable insights for business owners, leading him to establish his own accounting and advisory firms. His story highlights the personal and professional shifts that paved his way to becoming a strategic financial partner. Conclusion: Thank you for joining us for another episode of Building the Premier Accounting Firm with Roger Knecht. For more information on how you can establish your own accounting firm and take control of your time and income, call 435-344-2060 or schedule an appointment to connect with Roger's team here. Sponsors: Universal Accounting Center Helping accounting professionals confidently and competently offer quality accounting services to get paid what they are worth. Offers: Connect the Shady on LinkedIn: https://www.linkedin.com/in/shadyabboud/ https://unloop.com/ Get a FREE copy of these books all accounting professionals should use to work on their business and become profitable. These are a must-have addition to every accountant's library to provide quality CFO & Advisory services as a Profit & Growth Expert today: "Red to BLACK in 30 days – A small business accountant's guide to QUICK turnarounds" – This is a how-to guide on how to turn around a struggling business into a more sustainable model. Each chapter focuses on a crucial aspect of the turnaround process - from cash flow management to strategies for improving revenue. This book will teach you everything you need to become a turnaround expert for small businesses. "in the BLACK, nine principles to make your business profitable" – Nine Principles to Make Your Business Profitable – Discover what you need to know to run the premier accounting firm and get paid what you are worth in this book, by the same author as Red to Black – CPA Allen B. Bostrom. Bostrom teaches the three major functions of business (marketing, production and accounting) as well as strategies for maximizing profitability for your clients by creating actionable plans to implement the nine principles. "Your Strategic Accountant" - Understand the 3 Core Accounting Services (CAS - Client Accounting Services) you should offer as you run your business. Help your clients understand which numbers they need to know to make more informed business decisions. "Your Profit & Growth Expert" - Your business is an asset. You should know its value and understand how to maximize it. Beginning with the end in mind helps you work ON your business to build a company you can leave so ...
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    50 mins
  • This Week on BPAF : Shady Abboud

    This Week on BPAF : Shady Abboud
    Jan 19 2026

    Join us this Wednesday for a new episode where Roger discusses differences between bookkeeping and CFO adisory services with Shady Abboud.
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    1 min
  • Rewind : From Cab Driver to Successful Tax Professional w/ Steve Moskowitz

    Rewind : From Cab Driver to Successful Tax Professional w/ Steve Moskowitz
    Jan 17 2026
    Join us as we revisit this conversation from 2021! Do we really understand the purpose of the US tax code? Often our clients are frustrated with the laws and how it affects them individually. Can you explain to them why it is and how they can legally minimize their tax liability? Steve & Roger have an informative and fun discussion about starting a tax career, the struggles opening a tax business and the successes that followed. This is a journey you need to hear. Listen for how you can also become a professional and accessible as a tax preparer, it's what our clients need. Your Host: Roger Knecht, president of Universal Accounting Center Our Guest: Stephen M. Moskowitz Steve Moskowitz knows that clients' lives – and livelihoods – can be upended or even destroyed when tax trouble arises. As a tax attorney for more than 30 years, Steve has made it is his personal mission to help business owners and individual clients successfully resolve tax issues and go on with their lives. With extensive knowledge of tax law, a desire for swift and vigorous defense, and decades of experience with tax authorities and in the courts, he has an unusually perceptive judgment in assessing the best way forward, and the right resources to achieve resolution. Steve started Moskowitz LLP because he saw that while big corporations were consistently navigating the tax code to their advantage, smaller businesses and individuals were not. With prior experience as a CPA at a national accounting firm, and with extensive experience in the corporate world, Steve knew he could help smaller businesses and individuals by applying what he knew, and wanted to make the critical difference in businesses and individual lives that protected them from the powerful government and enabled them to keep and enjoy the fruits of a lifetime of work that otherwise could be taken away from clients by the government in just one action. Today – together with a full team of tax attorneys, CPAs, enrolled agents and other professional staff – Moskowitz LLP helps business and individual clients across the country and overseas to resolve a wide variety of tax matters. The Moskowitz LLP team also creates strategies to utilize the tax code and relevant treaties to clients' benefit, and provides ongoing tax support and tax return preparation. Steve understands that clients need high quality representation but do not have unlimited budgets, and that cost predictability is important. Unlike most firms, their clients pay a flat fee and are not subject to hourly rates. Sponsors: Universal Accounting Center Helping accounting professionals confidently and competently offer quality accounting services to get paid what they are worth. Offers: Reach out to Steve directly with any questions you may have. He's offered to help Accounting professionals with your legal questions: steve@moskowitzllp.com OR call 888-tax-deal It's also time to become a certified Professional Tax Preparer, PTP. Get the training and certification to show you are proficient in tax planning and preparation for both individual and business returns. Also gain the confidence to start and build your business offering quality tax services. Realize this, you can be in business for yourself but not by yourself with Universal. For Additional FREE Resources for accounting professionals check out this collection HERE! Remember this, Accounting Success IS Universal. Listen to our next episode and be sure to subscribe. For more information on how you can apply these principles in your business please visit us at www.universalaccountingschool.com or call us at 801.265.3777
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    46 mins
  • Grow Your Firm to $5M: The Shift from Hustle to Leadership w/ Brad Farris

    Grow Your Firm to $5M: The Shift from Hustle to Leadership w/ Brad Farris
    Jan 14 2026
    In the latest episode of Building the Premier Accounting Firm, host Roger Knecht and business coach Brad Farris discuss how accounting firm owners can scale their business beyond the $1-2 million mark by shifting from hustle to leadership. They explore overcoming workaholism, delegating effectively, and finding fulfillment outside daily operations to build a premier accounting firm. In This Episode: 00:00 Welcome Brad Farris, Expert on Scaling 02:04 Building Trust with Clients 03:02 From Hustle to Leadership 05:12 The High of Spinning Plates 08:02 Identity Shift: From Doer to Enabler 12:44 Evaluating Success Beyond Daily Tasks 15:24 Course: Build a Successful Accounting Business 16:29 Empowering Your Team and Avoiding Bottlenecks 19:01 Life Beyond Work: Recharging and Identity 22:58 Free Book: In the Black 23:57 Daily, Hourly, Monthly Recharge Habits 29:56 Work Obsessed to Healthy Life 33:43 Book: Red to Black for Accounting Professionals 36:15 Intentional Living and 2% Improvements 42:25 Recap and Final Thoughts 46:29 Resources and Invitation to GrowCon Featured Quotes: "Success is driven less by what you do than who you decide to be." - Brad Farris "No one cares how much you know until they know how much you care." - Roger Knecht "If I'm coming in and doing your job, why do I need you?" - Roger Knecht Behind the Story: Roger Knecht welcomes Brad Farris, an expert in helping accounting firm owners scale their businesses from $1-2 million to $3-5 million. Brad explains that the biggest obstacle to growth is often internal, requiring a shift in identity from a doer to a leader. He shares insights on fostering team independence, dealing with the addictive nature of work, and the importance of personal fulfillment outside the business. Top 3 Highlights: Shift to Leadership: Stop doing everything yourself and empower your team for scalable growth. Overcome Workaholism: Find healthy sources of fulfillment outside work to enhance creativity and reduce stress. Delegate Effectively: Learn to trust your team and define clear roles to avoid being the bottleneck. Share This Episode: Ready to scale your accounting firm and reclaim your life? 🚀 Listen to this episode with Brad Farris on Building the Premier Accounting Firm for insights on leadership, delegation, and well-being! #AccountingFirm #BusinessGrowth #Leadership #WorkLifeBalance #Podcast Conclusion: Thank you for joining us for another episode of Building the Premier Accounting Firm with Roger Knecht. For more information on how you can establish your own accounting firm and take control of your time and income, call 435-344-2060 or schedule an appointment to connect with Roger's team here. Sponsors: Universal Accounting Center Helping accounting professionals confidently and competently offer quality accounting services to get paid what they are worth. Offers: Get a free business assessment: https://anchoradvisors.com/accelerate-your-business-growth/ Are you ready for a change, both personally and professionally? Then accept and participate in the Accountrepreneurs Challenge. This is a FREE opportunity to apply best practices and make this the best year yet in your career. Get a FREE copy of these books all accounting professionals should use to work on their business and become profitable. These are a must-have addition to every accountant's library to provide quality CFO & Advisory services as a Profit & Growth Expert today: "Red to BLACK in 30 days – A small business accountant's guide to QUICK turnarounds" – This is a how-to guide on how to turn around a struggling business into a more sustainable model. Each chapter focuses on a crucial aspect of the turnaround process - from cash flow management to strategies for improving revenue. This book will teach you everything you need to become a turnaround expert for small businesses. "in the BLACK, nine principles to make your business profitable" – Nine Principles to Make Your Business Profitable – Discover what you need to know to run the premier accounting firm and get paid what you are worth in this book, by the same author as Red to Black – CPA Allen B. Bostrom. Bostrom teaches the three major functions of business (marketing, production and accounting) as well as strategies for maximizing profitability for your clients by creating actionable plans to implement the nine principles. "Your Strategic Accountant" - Understand the 3 Core Accounting Services (CAS - Client Accounting Services) you should offer as you run your business. Help your clients understand which numbers they need to know to make more informed business decisions. "Your Profit & Growth Expert" - Your business is an asset. You should know its value and understand how to maximize it. Beginning with the end in mind helps you work ON your business to build a company you can leave so that it can continue to exist in your absence or build wealth as you retire and enjoy the time, freedom, and life...
    Show more Show less
    50 mins
  • This Week on BPAF : Brad Farris

    This Week on BPAF : Brad Farris
    Jan 12 2026

    Join us this Wednesday for a new episode where Roger discusses finding balance between work and life with Brad Farris

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    1 min