EP45: Ingrid Edstrom - How To Find Your Profitable Bookkeeping Client Niche

Who do you want to work with?

If you answered, “EVERYONE.”

That could likely cost you.

Many bookkeepers don't have a clear niche of clients they focus on and, as a result, they likely accept any new customers that walk through the door.

Unfortunately, that thinking can attract potentially bad clients who are not a fit.

By not taking the time to identify what type of client would be ideal from a financial and personality standpoint for you, accepting “EVERYONE” can lead to increased headaches, stress and payment issues.

It doesn't have to be this way.

Our guest, Ingrid Edstrom pointed out that in 2015, her bookkeeping company, Polymath, had 96 clients, but after finding a profitable niche, it now serves only 30, but it makes double the money.

Once you figure out what core group of customers work best, it can be an absolute game-changer in your bookkeeping business.

During this fun and inspiring interview, you'll learn...

  • Why you should focus on an industry niche that you want to work with and that can pay you well
  • What questions to ask yourself to determine your ideal niche clients
  • To not be afraid to refer potential clients who aren't a fit to other bookkeepers

To learn more about Ingrid, visit here

To further explore the Ask A Bookkeeper video series, check out this website.

EP44: Lynne Moore - How To Get The Best Referrals Partnering With Accountants & Clients

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Be of service.

Usually, you'd think helping your bookkeeping clients would be enough. But, if you want to be truly valuable and generate countless referrals, it pays to be on the good side of accountants as well.

Today's guest, Lynne Moore, who is the owner of LAM Consulting, has mastered the art of attracting the best referrals by being of great value to accountants and her clients.

By assisting both, it has created a profitable business where she doesn't spend a penny on marketing including not even having a website.

During this interview, you'll learn...

  • What to ask your new clients in order to connect with their accountants
  • Why it's important to know how accountants want their files prepared
  • Why clients and accountants like when you have a relationship with both sides

To learn more about Lynne, visit here.

Click here to learn how to build profitable relationships with accountants.

EP43: John Warrillow - How To Make Your Bookkeeping Business Built To Sell

Have you made this important decision?

Many bookkeepers haven't.

The decision in question is whether you want your bookkeeping business to make lifestyle income where you trade your time for dollars to hopefully earn $100,000 to $200,000 per year...


You want to grow your business by creating teachable and repeatable systems so it can run without you and eventually be sold to a third party for potentially bigger profits.

Our guest today, John Warrillow, who wrote the book, Built To Sell, feels you should figure out what direction you want to go so you can align the appropriate actions towards achieving your goals before it's too late.

During this interview, you'll learn...

  • Why your profit and loss statement isn't a good business value indicator
  • How to determine if your business is scalable using the Trifecta of Scale
  • The importance of having teachable systems to help your business function without you and be more attractive to potential buyers

To learn more about John, visit here

To explore The Value Builder System, click here.

To check out his book, Built To Sell, visit this website.

To investigate his book, The Automatic Customer, go to this link.

EP42: Alan Salmon - Discover Revealing Details of How Bookkeepers Learn

The classroom.

It was once the main destination where people consumed educational information, but in today's online world, things have changed and bookkeepers are slowly becoming more open to learning in new ways.

Managing Director of K2E Canada Inc. and IPBC board member, Alan Salmon recently conducted a survey that measured how bookkeepers and accountants learn.

It was sent to 10,000 contacts and 990 responded.

The results were fascinating.

During this informative interview, you'll learn...

  • What is the number one online educational tool for bookkeepers
  • How active bookkeepers are in social media groups
  • Whether bookkeepers still consume traditional forms of media

To learn more about Alan, visit here.

To explore his Excel Magic webinar series, click this link.

EP41: Melissa Lenos - How To Attract Non-Stop Bookkeeping Referrals

Are you looking for clients?

If you're just starting your bookkeeping business then you might be.

If you're already up and running then maybe you'd like to add some more business.

A way to do it other than spending thousands of dollars on marketing is to get referrals.

How do you do that?

Our returning guest, Melissa Lenos of King Accounting Solutions, knows how to master this fine art.

She never spends money on advertising because her revenue comes strictly from referrals only.

During this interview, you'll learn...

  • How to turn a conversation with your client's accountant into a new referral partnership
  • Why you should have lunch and learns with senior managers at accounting firms
  • How to leverage BNI to have a 30-50 person sales team for your bookkeeping business

To find out more about Melissa, visit her website.

To investigate The Bookkeepers Referral Machine, click here

To find out more about The Networking Power Pack, explore this link.

EP40: David Cristello - Why Your Process Will Keep Your Bookkeeping Clients Happy


No one likes that in their bookkeeping business.

But, when you don't have a trusted process or system in place for staff to follow which details how your operation works, a tornado of destruction will likely ensue.

This could happen because clear instructions are not given on how things get done, so others will come up with their own solutions which can lead to disaster including some angry clients.

Today, our guest David Cristello, who is the founder of Jetpack Workflow, will offer some suggestions to get you started on systemizing your bookkeeping business.

During this interview, you'll learn...

  • Why it's important to download your brain into a Google Doc
  • Why the quality of your product is dependent on the quality of your process
  • Why you should include your staff in the creation of your systems

To find out more about David, visit here.

To learn about Jetpack Workflow, explore the website.

To start a Jetpack Workflow free trial, click here.

To access the Pure Bookkeeping Session Checklist, check out our free resources.

EP39: Scott Friesen - How To Master Your Inbox & Increase Your Productivity


According to our return guest, productivity expert and owner of Simpletivity, Scott Friesen, he says the average professional spends 6.3 hours per day tending to their emails in some capacity.

Those are easily hours that could be dedicated to more important things, but for many reasons we're choosing to be a slave to our inboxes.

Today that's about to end.

It's time you take a stand and Scott will help.

During this informative interview, you'll learn...

  • Why you should space out the time in between checking emails
  • How to turn off your email notifications
  • Why it's important to acknowledge email requests quickly & provide a deadline to address them

To find out more about Scott, visit here.

To view Scott's How To Remove Badge App Icons On Your iPhone Or iPad video, click here.   

To watch Scott's How To Turn Off Outlook Notifications video, explore this link.

To check out Scott's How To Use Trello As A Powerful To-Do List video, investigate here

To learn about Slack, here's the link.

EP38: Tanis Young - How To Handle Isolation When Starting Your Bookkeeping Business

Your home office.

It's the location where many bookkeepers begin their business journey.

It's convenient, affordable and comfortable.

It can also be a lonely place.

Think of the days when you're so swamped with work that you don't even have time to go outside.

Before you know it, you're completely cut off from civilization.

You're essentially on your own little island.

Sound familiar?

Today's guest will help you get a little more balance in your life.

Tanis Young is an Alberta-based bookkeeping business owner who knows what it's like to feel isolated because she experienced it herself when she was starting out.

During this interview, you'll learn...

  • How to be intentionally social by actively engaging with your clients' accountants & seeking associations to join
  • Why having a mindset of collaboration can build strong bonds with fellow bookkeepers & clients
  • Why surrounding yourself with top achievers is a must

To find out more about Tanis, visit here.

EP37: Dianne Mueller - The One Tip That Will Keep Your Bookkeeping Business Alive


For bookkeepers, it can be a great thing, but also a scary one.

With all types of automated bookkeeping software and apps out there, some of you might be worried that your services may be obsolete because of new advances in technology.

According to today's guest, the co-founder and chair of the Institute of Professional Bookkeepers of Canada, Dianne Mueller, there is a way to make yourself valuable so you can thrive despite these uncertain times.

During this interview, you'll learn...

  • The one mindset shift that will help your business adapt and prosper during this rapidly changing digital age
  • Why you need to get out of your bookkeeping box to expand your network and build strong connections
  • Why you should learn from successful bookkeeping leaders to get where you want to be

To find out more about Dianne and Soma Small Business Solutions, visit here.

To learn about IPBC, visit this link.

EP36: Shep Hyken - How To Deliver Amazing Customer Service

Do you WOW your clients?

If not, you might lose them.

According to our guest, customer service expert and New York Times best-selling author, Shep Hyken, you have to recognize every interaction you have with a client forms an impression, so make it a good one.

During this interview, you'll discover...

  • The power of gratitude and how it will take your customer service to new heights
  • The importance of truly understanding your clients' needs
  • How to deal with difficult customers in a respectful way

If you'd like to find out more about Shep, visit here.

To access Shep's free Five Ways to Create an Amazing Customer Experience online course for 30 days, click this link. Please use your email address as your username when you setup your account. After that's complete, you may sign in again at www.ShepardVirtualTraining.com. If you need any support or have any questions, you may contact Shep's Client Support at stephanie@hyken.com.

To check out Shep's book, Amaze Ever Customer, Every Time, read this.

EP35: Lisa Campbell-Marchese - How To Organize Your Office & Be More Efficient!

Your office.

Does it look like a tornado whipped through it or is everything organized and tidy?

For some bookkeepers, when life gets hectic, it's pretty tough to keep their desk in order.

Have no fear, today's guest has some great suggestions to help you get on track.

Lisa Campbell-Marchese is the owner of a bookkeeping company called The Marcam Group.

Throughout her 25 years of experience, she had to learn different tricks to handle not only the constant referrals she received and current workload, but she's had to do it all while balancing being a mother too.

She understood things had to change to increase her efficiency and make her work/life balance realistic.

As a result of being open to learning new strategies, she's been very successful and now she'll share some of her golden tips with you.

During this informative interview, you'll discover...

  • Why having 3 monitors in your personal workspace can help you be more productive
  • Why you'll want Jetpack Workflow & Hubdoc to be your new best friends
  • Why having systems is crucial in organizing any part of your life

To find out more about Lisa, visit here

To learn about Jetpack Workflow, click this link.

To read about The E-Myth Bookkeeper, check this out.

To access the Own Your Inbox: Manage E-mail Like An Expert 2-part webinar mentioned in this episode, click Part 1 & Part 2.

EP34: Mark Wickersham - How To Use Value Pricing In Your Bookkeeping Business

Value Pricing.

Some bookkeepers love it while others don't.

There's no question it can be complicated to implement because setting rates for bookkeeping services is very subjective due to the varying needs of different clients.

Our guest today, Mark Wickersham, who is a chartered accountant, author and public speaker, will give you clarity on how you can profitably use Value Pricing in your business.

During this informative interview, you'll discover...

  • Why it's important to ask commitment questions to prospects
  • Why you need to build up the value of what you do first before revealing your price
  • Why the first price you present to a client should be the most expensive

If you'd like to find out more about Mark, visit this link.

You can also contact him on LinkedIn here.

EP33: Nancy Gwynne-Vaughan - How Streamlining Your Family Tasks Can Help Your Bookkeeping Business

Are you overwhelmed?

Some bookkeeping business owners with families are.

Let's face it.

It's hard work making sure the kids are fed and your clients are happy.

Our guest, Nancy Gwynne-Vaughan knows the battle all to well.

She's a bookkeeper who helps lawyers grow their practices profitably.

But, she also doesn't like grocery shopping.

It used to really drain her.

In fact, doing some of these family tasks would take up her weekends then she'd dread going to the office on Monday especially during tax season.

Well, that all changed when she discovered how to streamline these duties so she could not only be more efficient at home and with her business, but she was able to enjoy life at a more reasonable pace.

During this interview, you'll learn...

  • How to utilize the power of productivity apps such as Evernote to keep you on track
  • Why delegating tasks to family members is a must
  • Why planning meals weeks in advance is a huge time-saver

If you'd like to find out more about Nancy, email her at info@bookkeepingforlawyers.ca.

EP32: Angela Meharg - How To Improve Your Customer Service

Ask questions.

Some bookkeepers don't do this when working with clients.

As a result, they are missing out on an incredible opportunity to not only help their customers grow their businesses, but they lose the chance to become a powerful asset to them in the process.

Our guest, Angela Meharg, who owns Datisfy which helps business owners receive custom QuickBooks reports, feels bookkeepers should increase their value by digging deeper and truly getting to know what their clients’ needs are.

During this interview, you'll learn...

  • Why you should research the industry your customer is in and find out the things that are typically measured
  • The crucial questions to ask your client that could be the key in solving their major problems and catapulting them to greater success
  • Why you must send a monthly email to your customer detailing how you've gone over and above to assist them

To learn more about Angela, visit this link.

EP31: Melanie Power - Why Joining A Bookkeeping Group Can Power Your Success

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You're not alone.

According to our guest, Melanie Power, who is the head of bookkeeping at Xero, many bookkeepers are working on their own.

They might have staff, but they probably aren't as like-minded.

As a result, bookkeeping can be isolating, but there's a way to battle that.

You could start by joining bookkeeper communities like Melanie's Bookkeeper Revolution and our own, Successful Bookkeeper Facebook Group.

It's a great way to share challenges and wins with people who know what you're going through and are willing to support you.

During this interview, you'll learn...

  • How to collaborate with bookkeepers across the globe
  • Why selling isn't a dirty word
  • The importance of getting your business model figured out

To learn more about Melanie, visit this link.

To visit Bookkeeper Revolution (BR) on Facebook, click here.

To check out BR on LinkedIn, read here.

If you're interested in attending the conferences Melanie mentioned in this episode, click on the below names to access the links.

Accountex, IPBC Conference, Scaling New Heights, Learn To Be A Bookkeeper & Xerocon

For Xero's latest product releases, check out its blog at this link.

EP30: Jan Haugo - How To Be A Leader For Your Bookkeeping Clients


Your bookkeeping clients have it.

They're always frightened or worried about something especially the survival of their business.

When incorporating new software (ie: cloud-based or otherwise) into your bookkeeping services, this may also be scary for them since it's their money you're working with.

Our guest today, Jan Haugo, who is the CEO of the Institute of Certified Bookkeepers (ICB) USA, sees a great leadership opportunity for you, the bookkeeper, when it comes to learning and informing your clients about the new technology you'll use, so you can help grow their business and become their trusted advisor.

During this interview, you'll learn...

  • The importance of testing new software first for effectiveness before incorporating it with your services
  • Why you should confidently detail what benefits this new technology will do for your customers
  • Why you must reassure and offer continuously support for your clients during this transition

To learn more about Jan, visit this link.

To contact Jan via Twitter, click here.

To check out ICB USA, explore here.

EP29: Debbie Roberts - How To Create Realistic Business Goals You Can Achieve!

Goal setting.

Yes, it can be hard.

It requires deep analysis of what you truly want to acquire, why you haven't achieved it yet and how you'll go about making your dreams a reality.

Our guest today knows how to master the fine art of successfully setting and executing goals.

Pure Bookkeeping co-founder and the co-author of The E-Myth Bookkeeper, Debbie Roberts wouldn't have achieved her great wins without determining her destination first.

During this interview, you'll learn...

  • The importance of taking time to evaluate what you want to achieve
  • Why you should work backwards when figuring out how to accomplish your goals
  • Why you'll need an accountability partner to keep you focused 

To learn more about Debbie, visit here

For information regarding Pure Bookkeeping, click this link

To find out about the useful content mentioned in this episode, sign up for our free resources.

EP28: Alan Salmon - 3 Tools EVERY Bookkeeper Should Consider Using


Most bookkeepers can't survive without it.

You probably have your “go to” software that helps you run your business.

Today's guest, Managing Director of K2E Canada Inc. and IPBC board member, Alan Salmon, who is Canada's leading analyst in the area of accounting technology, will open your mind with some different options you might have never considered before.

During this interview, you'll discover...

  • 3 tools that can dramatically increase your productivity and efficiency
  • The fascinating results of a survey that reveal what the average bookkeeper earns per year and other details
  • Tips on how to organize your day the night before to achieve optimal success

To learn more about Alan, visit this link.

As discussed during the interview, if you'd like to receive 250 Microsoft Excel tips just email Alan at alan@k2e.ca.

EP27: Dr. Ivan Misner - Powerful Business Networking Tips From The Founder of BNI

Business networking.

If you're an introverted bookkeeper, it can be a scary thing.

But, it doesn't have to be.

Just ask our guest today.

Dr. Ivan Misner is the founder of Business Network International (BNI) which
is the world's largest business networking and business referral organization.

It has over 7,800 chapters and 213,000 members in 72 countries.

So, he knows what he's talking about. 

During this fascinating interview, you'll learn...

  • 4 things to look for when deciding on what networking group to join
  • How identifying certain body language cues in others can enable you to approach them more easily
  • Why networking isn't a face-to-face cold calling opportunity

To learn more about Dr. Misner, check out his blog by clicking here.

To view his books, here's the website

To discover further details about BNI, visit https://www.bni.com/.

To watch the BNI video referenced in this episode, click this link.

To see the networking tools mentioned during the interview, sign up for our free resources.

EP26: Melissa Lenos - How To Create A Great Workplace Culture

Bad hires.

If you're a bookkeeping business owner, you've probably had one of those.

They can be painful and toxic for many reasons including the damage they can inflict on your workplace culture.

Our guest today, Melissa Lenos of King Accounting Solutions, knows what it's like to hire poorly.

She's done it before, but she is wiser now and will share her lessons learned to help you avoid the same mistakes.

During this informative conversation, you'll discover...

  • Why you should consider looking for your ideal employee 6 months in advance
  • Why you must hire based on the job candidate's skills AND personality
  • The importance of having consistent staff communication and being available for support

To learn more about Melissa, visit here.

To access our HR job ad template and other goodies mentioned in this episode, sign up for our free resources.