How to Build and Manage a Sales Team

Isaac Smith built a bookkeeping firm for ecommerce, then pivoted to helping accounting firms hire in the Philippines. We dig into founder–business fit, why careers pages should read like sales pages, and how to “sell the opportunity, not the job.” We also spar on AI and writing: use it to amplify thinking, not outsource it, with a simple walk–dictate–refine workflow any firm owner can use to ship a better newsletter. If hiring, culture, and content are on your mind, this one’s practical and punchy. Hosted on Acast. See acast.com/privacy for more information.

From family firm to a 35-person, fully virtual team, Mike shares how YBL scaled by delegating aggressively, documenting SOPs, and hiring that first game-changing admin. We get into rebranding to attract right-fit clients, paid discovery to qualify leads, EOS and 10x goals, and the tech stack powering it all (Karbon, Keeper, Notion, QBO). We also talk AI as a force-multiplier, community-driven growth, and balancing automation with a human-first client experience. If you’re ready to professionalize your ops and grow on purpose, this one’s a blueprint. Hosted on Acast. See acast.com/privacy for more information.

Hire sales before you feel ready. In this episode, Matt Patrick and Shelby Betts pull back the curtain on building a sales team inside an accounting firm: why clients don’t need an accountant to say yes, the simple math to justify the role, and the non-negotiables before you hire.We dig into defining your box, comp plans that are coin-operated and simple, and why you should never throttle sales when capacity gets tight. We also get tactical: marketing should feed 30–50 percent at best, hunters must build pipeline, the must-have tech stack, and the weekly cadence that drives first-time appointments.If you’re an owner or in-house marketer tired of carrying every sales call, this is your playbook to attract, qualify, and close better-fit clients. Hosted on Acast. See acast.com/privacy for more information.

Firm owner Josh Streimer shares how a family-run practice thrives when roles are clear and the vision is shared. We unpack working with his mom as co-owner, setting boundaries early, and the king‑or‑rich choice that pushed him toward systems, team, and brand over personal control. Then the ops: Financial Cents for workflow, Anchor for billing, HubSpot built right, and a dedicated salesperson driving outbound in a dense local market. We also hit the costly-but-worth-it rebrand, website-as-converter, and why community like PASBA shortens the learning curve. Hosted on Acast. See acast.com/privacy for more information.

Firm owner Ben Coons shows how Keystone scaled from a 17‑client buyout to 180 STR clients by committing to one niche, building an offshore‑first team, and closing books by day five. We cover the inflection points: choosing short‑term rental PMs as the true niche, dialing the tech stack with VRPlatform, Carbon, and QBO, and making account managers offshore the primary client contact. Then lead gen that actually works: mastermind Q&As, software marketplaces like Guesty, Facebook groups, and pricing by listing with onboarding as a growth engine. If you want word‑of‑mouth that compounds and ops that scale, this playbook travels. Hosted on Acast. See acast.com/privacy for more information.

Fort Wayne firm owner Mike Sylvester breaks down how his 3‑partner shop runs a calm, profitable practice: 32‑hour off‑season weeks, no second tax season, and a qualification funnel that turns 530 inquiries into right‑fit clients. We get into a staff-first culture that crushes turnover, adding friction to onboarding, SEO that still works, moving off Intuit payroll, and packaging for 2026. Plus Mike’s take on AI: garbage in, garbage out, and why 60 percent of new clients arrive with a mess. If you want a stable firm that grows on your terms, start here. Hosted on Acast. See acast.com/privacy for more information.

In this engaging episode, Matt Banker sits down with Lori Hauck, MBA, CPA, to delve into the evolving role of marketing in the accounting industry. Lori underlines the crucial role of honest communication with potential hires, a factor that can significantly impact a firm's ability to attract top talent. She shares insights into combating the prevalent imposter syndrome among accountants. She offers resources for business owners to enhance their firm's perception. Lori also introduces her upcoming research on redefining the portrayal of accountants, aiming to reflect their diverse interests and modern lifestyles. She seeks to create a comprehensive and relatable image of the profession through surveys and interviews. Matt contributes his perspective on the broad career opportunities within accounting and the need for a fresh, appealing portrayal of accountants. Join us for a lively discussion on modernizing the accounting profession, overcoming self-doubt, and making the field more attractive to new talent. Connect with Lori on LinkedIn and X (Twitter) to participate in her research and stay updated on her latest insights.Our Recommended Tool Stack:Flywheel (WordPress Hosting)Active Campaign (Email Delivery)Descript (Video Transcript and Editing)Listen On: YouTube | Spotify | Apple Podcasts Hosted on Acast. See acast.com/privacy for more information.

In this episode, Matt is joined by Jason Staats from the Jason Daily Podcast to discuss the power of specificity and authenticity in firm management and marketing. They emphasize how identifying niche markets and addressing specific pain points can lead to tremendous success and client satisfaction. Drawing parallels to notable figures like Lin-Manuel Miranda, they underscore the benefits of being the best in a particular niche and integrating personal interests into professional identity for greater fulfillment and success. Jason and Matt also explore the role of new media platforms in accounting marketing, highlighting the potential of social media, podcasts, and videos for showcasing expertise and connecting with clients. They stress the importance of finding a medium that resonates with individual interests and personality, making marketing efforts enjoyable and sustainable. Overall, listeners are encouraged to embrace specificity, authenticity, and personal interests to achieve greater fulfillment and success in accounting.Jason's Podcast: Jason DailyOur Recommended Tool Stack:Flywheel (WordPress Hosting)Active Campaign (Email Delivery)Descript (Video Transcript and Editing)Listen On: YouTube | Spotify | Apple Podcasts Hosted on Acast. See acast.com/privacy for more information.

In this episode, Matt has a dynamic conversation with Karen L. Reyburn, author of "The Accountant Marketer," They unravel the intricacies of marketing for accounting firms. Karen shares her expertise on establishing a robust marketing foundation, the significance of consistent content creation, and the strategic deployment of targeted campaigns. Discover how firm owners can take charge of their marketing efforts, collaborating effectively with marketing partners to achieve optimal results. Packed with practical advice and inspiring anecdotes, this episode offers invaluable insights into unleashing creativity, fostering curiosity, and embracing adaptability in crafting successful marketing strategies tailored to each firm's unique identity and objectives. Whether you're a seasoned marketer or just embarking on your journey, tune in to unlock the secrets to mastering marketing for your accounting firm.Karen's Links: We Are PF | Karen's SiteOur Recommended Tool Stack:Flywheel (WordPress Hosting)Active Campaign (Email Delivery)Descript (Video Transcript and Editing)Listen On: YouTube | Spotify | Apple Podcasts Hosted on Acast. See acast.com/privacy for more information.

Join Matt and Rory Henry, Director of Arrowroot Family Office, as we explore the power of human-centered approaches in accounting. Discover how prioritizing emotional connections and understanding client values fosters trust and drives business growth. Gain actionable insights into integrating wealth management, business advisory, and personal development to create comprehensive client solutions. Tune in to revolutionize your accounting practice with a human-first mindset.Rory's Links:Arrowroot Family Office | Wealth Management Forward | LinkedInOur Recommended Tool Stack:Flywheel (WordPress Hosting)Active Campaign (Email Delivery)Descript (Video Transcript and Editing)Listen On: YouTube | Spotify | Apple Podcasts Hosted on Acast. See acast.com/privacy for more information.