Episodios

  • Rewind : The Business Owner Mindset w/ Shannon Vincent

    Rewind : The Business Owner Mindset w/ Shannon Vincent
    Mar 21 2026

    Join us as we revisit this conversation from 2021!

    Here's an episode you don't want to miss.

    Shannon and Roger discuss the challenges that owners of accounting firms face as they work to offer quality accounting services profitably. For example, is it effective to be everything to everyone when running the business?

    Sometimes we get too busy and forget we always have a choice!

    They address mindset and why having an abundance mindset is so important as it effects marketing, sales, pricing, client retention and so much more.

    In fact, you'll want to understand what Shannon refers to as the Four "C's" and how they apply to your accounting business as you work ON your company.

    Another topic of interest is our "impact", what it is we are doing to give back and why it is something you should consider.

    Oh, and you need to hear what Shannon has to say about Hummus.

    Sponsors:

    Universal Accounting Center

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

    Offers:

    Visit Renew Group and see what you can do to work ON your business and while there feel free to reach out to speak with Shannon. It's as simple as More Profits & Better Clients.

    Also, become an Accountrepreneur and aid your clients as their Profit & Growth Expert.

    Get a FREE copy of this book all accounting professionals should use to work on their business and become profitable. This is a must have addition to every accountant's library to provide to have the premier accounting business today:

    • "in the BLACK, nine principles to make your business profitable" – e-book

    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 m
  • Get Clients: How to Transform Leads into Paying Customers w/ Nikki Rausch

    Get Clients: How to Transform Leads into Paying Customers w/ Nikki Rausch
    Mar 18 2026
    Welcome to another episode of Building the Premier Accounting Firm. Today, Roger Knecht and Nikki Rausch discuss how to master authentic sales in the accounting industry. Learn to differentiate marketing from sales, build lasting client relationships, and effectively price your services for maximum value and client satisfaction. This episode provides actionable insights to transform your approach to attracting and retaining high-value clients. In This Episode: 00:00 Welcome & Guest Introduction 01:00 Marketing vs. Sales Explained 03:12 Mindset Shift in Sales 06:06 Engaging on Social Media 10:52 Red to Black Book Ad 12:18 Relationship-Based Selling 16:46 The 5-Step Selling Staircase 22:53 Mastering Curiosity in Sales 28:46 In the Black Book Ad 29:39 Pricing Strategies: Top-Down & Anchor Offers 35:00 Delivering on the Anchor Offer 36:12 Increasing Influence Through Questions 39:35 Turnkey Accounting Business Course Ad 40:42 The Power of Community 42:02 Key Takeaways and Resources 45:52 Upselling Existing Clients 47:25 Closing Remarks & Further Resources Key Takeaways: Differentiate marketing as lead attraction and sales as lead conversion to improve your client acquisition strategy. Cultivate relationships by viewing sales as a collaborative process, making "rapport deposits" to build trust and overcome challenges. Implement the "Selling Staircase" framework—introduction, curiosity, discovery, proposal, and close—to guide clients through a comfortable sales journey. Increase engagement in your marketing and sales by asking curiosity-driving questions, focusing on individual readers rather than a mass audience. Optimize pricing strategies by presenting offers top-down with an "anchor offer" to position your desired package as the best value. Featured Quotes: "Marketing's job is to attract potential buyers… sales' job is to take that lead and actually convert it to a place where we exchange dollars for services." — Nikki Rausch "Your job is to understand: Does this person have a need? Do I have a solution that meets that need? And third… do I have permission to put that offer in front of them?" — Nikki Rausch "You don't have to brush all your teeth, only the ones you want to keep. And I compare this to creating curiosity because you don't have to create curiosity with every single person… just the ones that you're trying to establish, is this a potential client for me or not?" — Nikki Rausch Behind the Story: This episode delves into the often-misunderstood world of sales for accounting professionals. Roger Knecht and Nikki Rausch tackle the discomfort many feel about selling by emphasizing authenticity, collaboration, and relationship-building. Nikki Rausch shares her "Selling Staircase" framework and the crucial role of curiosity in engaging potential clients, drawing a vivid analogy between calling dogs and cats to illustrate effective communication. The discussion extends to strategic pricing, highlighting the psychological impact of top-down selling and anchor offers to position services for higher perceived value. 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: I have a free training to gift your listeners ($47 value) - it's called "Seal The Deal, questions that close sales": https://yoursalesmaven.com/roger 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...
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    50 m
  • This Week on BPAF : Nikki Rausch

    This Week on BPAF : Nikki Rausch
    Mar 16 2026

    Join us this Wednesday for a new episode where Roger discusses using questions to build your authority in the marketplace with Nikki Rausch.
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    1 m
  • Rewind : Giving Back to the Accounting Profession w/ Tiffani Higgins

    Rewind : Giving Back to the Accounting Profession w/ Tiffani Higgins
    Mar 14 2026
    Join us as we revisit this conversation from 2021! Imagine offering bookkeeping services on the side, over weekends and weeknights, and having the success to replace the day job income and then deciding to not only do it full-time but also now work to replace your spouse's income and bring them home to be with the family. DONE, Tiffani did that and so much more! It was because of the freedom and flexibility that come from running her own business she was able to meet the needs that arose when growing the family having twins as well as homeschooling her children. Consider the lessons the children are learning as they witness her success in business. Amazing life lessons and insights that are hard to teach. Hear what Tiffani and Roger discuss and how it relates to the daily challenges we all face as accounting entrepreneurs. For example, what are the common emotions individuals experience when starting a business? Trying to balance the good and bad to stay focused and passionate about the work is key to success. Your Host: Roger Knecht, president of Universal Accounting Center Guest Name: Tiffani Higgins, CPA Tiffani Higgins is a CPA, mom of 5 and former bookkeeping business owner. After 4 years of experiencing all the amazing benefits that a virtual bookkeeping business provided to her family (unlimited vacation time, ability to travel, no need to budget, upgraded lifestyle, brand new car, house with a pool and tennis court, paying off debt, etc) she decided to launch the Stay-at-Home Bookkeeper Academy where she could teach other busy moms to follow in her footsteps and create their ideal lifestyle so they could have their cake and eat it too. This allows families to build wealth while still getting to experience every one of their children's milestones. Sponsors: Universal Accounting Center Helping accounting professionals confidently and competently offer quality accounting services to get paid what they are worth. Offers: Whether you are considering the opportunities associated with starting a bookkeeping business with little or no experience or are ready to build a large accounting business with staff consider following the Turnkey Business Plan for accounting professionals. With Tiffani's help see what more you can accomplish reaching out to the Bookkeeper Academy and there check out the Elite Mastermind program. Take the time to schedule a free strategy session. Check out these resources: Website: stayathomebookkeeper.comFacebook group: https://www.facebook.com/groups/HYCAEITFind Tiffani Facebook: https://www.facebook.com/tiffanihiggins53/ Get the Turnkey Business Plan for accounting professionals. This is the free course to help you plan your success offering quality accounting services. Here you'll learn the 4 keys to your success related to marketing & sales, pricing, fulfillment and so much more. Also, don't forget to get your FREE copy of this book all accounting professionals should use to work on their business and become profitable. This is a must have addition to every accountant's library to provide to have the premier accounting business today: "in the BLACK, nine principles to make your business profitable" – e-book 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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    48 m
  • 5 Steps to Scale & Exit Your Company Smoothly w/ Josh Davis

    5 Steps to Scale & Exit Your Company Smoothly w/ Josh Davis
    Mar 11 2026
    In this episode of Building the Premier Accounting Firm, Roger Knecht and Josh Davis discuss building and selling a logistics company, the crucial role of accounting in business valuation, and key strategies for scaling. Josh, who runs acquisitions consulting office JL Davis Enterprises, shares his framework for growth, focusing on people, systems, and performance, and offers advice on navigating the personal journey of exiting a business. Learn how accounting professionals can help clients prioritize profit and prepare for successful transitions. In This Episode: 00:00 Welcome & Josh's Entrepreneurial Journey 04:00 Impact of Accounting on Valuation 08:09 Key Metrics & Valuation Thresholds 12:09 Consulting: People, Systems, Performance 14:56 Stepping Down as CEO: Identity Shift 19:44 Rebuilding Identity & Entrepreneurial Scorecards 23:55 Scaling Framework & Consulting Services 28:51 Succession Planning & Building a Legacy 33:25 Spousal Business Partnership & Work-Life Integration 38:20 Lessons for Children & Gratitude 41:16 Key Takeaways & Final Thoughts 46:28 Resources & Outro Key Takeaways: Prioritize clean financial records to enhance business valuation and streamline due diligence processes. Implement a clear scaling framework focused on people, systems, performance, growth, and legacy for sustainable business expansion. Develop a personalized scorecard with essential metrics to help founders delegate and avoid micromanagement. Address the personal and identity challenges associated with exiting a business by planning for life post-sale. Integrate work and family life through intentional annual planning and anchor calendars to prevent burnout and ensure personal well-being. Featured Quotes: "Revenue will solve most problems. Just keep growing the business, and everything will kind of work out from there." — Josh Davis "When you build something up from the ground up and you put everything into it, it's a challenging thing to go through and go to market." — Josh Davis "If you stay on, it's kind of like giving your baby up for adoption and living in the same house." — Josh Davis Behind the Story: Josh Davis recounts the early days of his logistics business, co-founded with his wife a week after their honeymoon. Initially focused solely on rapid growth, the prospect of selling became real with his wife's pregnancy. The exit process proved difficult, emphasizing the overlooked importance of clean financials. This experience shaped his current work in acquisitions and consulting, where he helps founders build businesses with clear metrics, strong teams, and a defined legacy, avoiding the identity crisis he faced post-exit. Top 3 Highlights: Accounting's Impact on Valuation: Messy financials hinder business sales; clean books, clear metrics, and normalized EBITDA are crucial for high valuations. The Exit Identity Shift: Stepping down as CEO can lead to a loss of identity, making post-exit personal planning essential for founders. Framework for Scaling: Successful business scaling relies on people, systems, performance, growth strategies, and a defined legacy plan. 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 Josh's free Scaling Framework, the exact model he uses when buying, turning around, and scaling companies. https://scalingwithjoshdavis.com/ 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. ...
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    50 m
  • This Week on BPAF : Josh Davis

    This Week on BPAF : Josh Davis
    Mar 9 2026

    Join us this Wednesday for a new episode where Roger discusses Work / Life Intergration with Josh Davis.
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    1 m
  • Rewind : It Started Just Helping A Friend w/ April Pinheiro

    Rewind : It Started Just Helping A Friend w/ April Pinheiro
    Mar 7 2026

    Join us as we revisit this conversation from 2021!

    Hear how April started her journey into business and how it was influenced by her faith in God which ultimately blessed her life in unexpected ways. Each of us have unique stories to share and April's is amazing and faith promoting.

    Are you listening to your inner voice?

    Learn what she has done with confidence to define her offer is such a way that it is clear and concise what the client is receiving and can expect when working with her. It's her confidence that brings clarity to her messaging. In the end, she provides her clients peace of mind when it comes to the financials associated with their business.

    Listen to this uplifting discussion that Roger and April have.

    April shares work / life balance insights as well as marketing tips to help grow the business.

    Enjoy 😊

    Your Host: Roger Knecht, president of Universal Accounting Center

    Guest Name: April Pinheiro

    My name is April Pinheiro. I'm a work-from-home mom of two adorable children Grey and Grace. I have a deep faith in God, which lead me to becoming a bookkeeper. I started in the bookkeeping industry as a night auditor for hotels. Basically, every night I would balance the daily books for the hotel. I did this for about ten years. I took some time off to have my son and daughter, and then in 2019 God lead me to my first client. I officially opened my business in 2020 and have been working exclusively with trades businesses since. We recently became Pure Bookkeeping Certified and now happily tote "Audit Proof Bookkeeping for the Trades".

    Sponsors:

    Universal Accounting Center

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

    Offers:

    There is a Turnkey Business Plan for accounting professionals to have the premier accounting firm in their area. Learn the 4 things you need to know to start and build your business with confidence. From marketing to sales, pricing and client retention you don't want to skip this business building course that you can access for FREE.

    With that in place, "nothing happens until you have a sale"! From marketing to sales there is a place to start and then a way to nurture your contacts to become paying clients. Leverage your online presence and automate the system to get you the clients you deserve. Attend this powerful and educational webinar to get you the tax and accounting clients you want. Register NOW and get ready to take some good notes.

    Lastly, your success is based on your ability to do the work efficiently and profitably. See what you can do to leverage technology using a proven tech stack for accounting professionals. It's the Virtual Bookkeepers Roadmap.

    April also shared how she is using Pure Bookkeeping to manage her business. See what that involves and consider it for your business.

    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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    36 m
  • Build a 7-Figure Tax Firm: Expert Strategies Revealed w/ Michael Uadiale

    Build a 7-Figure Tax Firm: Expert Strategies Revealed w/ Michael Uadiale
    Mar 4 2026
    Welcome to another episode of Building the Premier Accounting Firm. Today Roger Knecht and tax expert Michael Uadiale discuss strategic tax planning for business owners, moving beyond basic tax preparation to proactive wealth building. This episode reveals how to legally minimize tax liabilities and achieve financial freedom through expert tax strategies and dedicated client relationships. In This Episode: 00:00 Introduction & Journey to Tax Planning 04:31 Tax Prep vs. Tax Planning 08:41 DECIDE: 6-Step Tax Plan 12:51 Achieving Zero Tax Legally 17:15 7 Workhorse Tax Strategies 23:09 Work Less, Keep More: Lifestyle Strategies 30:13 Marketing and Pricing Tax Services 34:16 Client Experience & Deliverables 40:27 Gratitude and Collaborative Mindset 47:09 Conclusion and Resources Key Takeaways: Define the critical differences between tax preparation and strategic tax planning, emphasizing proactive tax reduction. Implement the "DECIDE" six-step plan for slashing tax bills, covering deductions, entity types, credits, income shifting, deferrals, and eliminations. Utilize workhorse strategies like home office deductions, hiring family members, and maximizing auto and health insurance write-offs. Structure services with clear menu pricing for tax advisory and outsourced CFO offerings, demonstrating value to clients. Foster client relationships through consistent meetings and communication, ensuring ongoing tax planning and implementation support. Featured Quotes: "There is no patriotic duty to overpay your taxes." - Michael Uadiale "Our services are free… if we cannot get you to a point where you are able to get at least two to three times reduction in your taxes net of our fees, we don't want you as a client." - Michael Uadiale "Planning is not a firehose activity in December. It's something that you got to do all through the year." - Michael Uadiale Behind the Story: Michael Uadiale shares his personal journey from an immigrant with a significant unexpected tax bill to becoming a master tax advisor. This pivotal experience shaped his approach to tax planning, leading him to found a seven-figure firm focused on proactive client strategies rather than reactive tax preparation. He advocates for a collaborative and value-driven approach within the accounting profession. 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: Join the Financial Freedom Academy: We guide you through expert wealth and tax strategies to enhance your financial health, regardless of experience. https://www.skool.com/financialfreedomacademy 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 ...
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    51 m