Prospects.
How do they hear about your bookkeeping business?
Do you do in-person networking? Do you advertise in local media? Do you solely use referrals?
Our guest, Katrina Aarsman, who is from Melbourne, Australia and is the owner of Bookkeepers HQ where she mentors bookkeepers, has some strategies that you can add to your marketing basket.
During this interview, you'll learn...
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How joining business-focused Facebook groups and providing value to those audiences can lead to sales
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How using the LinkedIn advanced search engine can connect you with your ideal clients
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How leveraging a joint venture referral partnership with someone you know, like and trust can become profitable
To learn more about Katrina, visit here.
To check out her free resources, click this link.
If you'd like to email her, you can do so at info@bookkeepershq.com.au.
EPISODE TRANSCRIPTION
Michael Palmer: 01:05 Welcome back to The Successful Bookkeeper podcast. I am your host, Michael Palmer, and today's show is going to be a good one. Our guest is all the way from Melbourne, Australia. She is the owner of bookkeepers, H. Q. She helps bookkeepers with customized programs via mentoring, strategy sessions, workshops, and webinars. Her mission, and it's an amazing mission, is to make a positive impact on the lives of 200,000 bookkeepers globally by helping them understand the process to create a healthy business and lead them through their personal and professional transformation. Katrina Aarsman, welcome to the podcast.
Katrina Aarsman: 01:45 Thanks, Michael. And I'm lucky to be here.
MP: 01:47 Yes, it's great to have you. And I know you've been very busy over the last decade, getting your business growing and helping bookkeepers grow their business. But before we get into all of that, could you share with our listener how you came to be doing what you're doing today?
KA: 02:07 Yeah, sure. Well, I did actually build my book business either 15 years. So I started my bookkeeping business when I started a family. When they grew, I decided to take it a little bit more seriously. So moving to some office space and was engaging staff every six miles, growing really quickly, had a lot of growing pains, put on a mentor myself. And um, he helped me realize the process in setting up a successful bookkeeping business so that I would delegate the work over to Sam and hire the right staff, um, and set up the automated systems that I needed so that the work could get done a lot more efficiently, efficiently and effectively. So he helped me through that process. So it was probably about 15 years later after I had the bookkeeping business that I decided that it was a time for me to get out of the bookkeeping industry in or out of the business. I sold my business in 2015 and I went off often, wrote a book gross profit. Excellent. And from that, I, um, it was a nice transition to move to help other bookkeepers do on the idea. It's all still passionate about small business, but I moved it away from being small, medium business owners to leashing around bookkeepers. So now I'm helping bookkeepers, as you say, through the mentoring and webinars to help them trifle they working into a better life for themselves by showing them the process of how to create that successful bookkeeping business.
MP: 03:43 Wow. Yeah, I think it's great. And I think there are so many things that any business owner has to overcome, both professionally and personally, that it's not a one, a one-shot deal. There's the way an owner thinks there's a way they approach business, there are all sorts of a business process. So there's, there are so many ways that you can help them. And what I love about the fact that you're helping bookkeepers specifically is that that's our whole entire community globally, the successful bookkeeper podcast. And what's cool about that is when you're helping a bookkeeper, you're helping prepare them to help business owners who are typically small, medium-sized businesses that make up all of our countries. Whether you're in the United States, Australia, Canada, the UK, or anywhere else in the world, small business, medium-sized businesses are the fabric of what makes our communities great. And so you're just really at the foundation of, of that. And that's cool. And I'm happy to have you on today to share some of your tips on how you can help our listener build a better, more successful business.
KA: 04:52 Yeah, yeah, that's, that's exactly right. As a KB, you go into business knowing your stuff, knowing that you are good at being a bookkeeper and you can get work as a bookkeeper, but you don't actually know how to run a business and lead staff and you know, that's not our natural talents or skills. So it's something that we don't need to spend some time in our own professional development in that way, not just the skills of being a bookkeeper. We've got to know how to get it. Rod had to get the processing rod and the profitability and the scalability and the, there so many things that we do need to discuss to create that successful business, hold them so that I can then provide that customer service to their clients.
MP: 05:35 Absolutely. So you help bookkeepers and many different ways of, as you've mentioned, maybe let's start and talk about sales and marketing.
KA: 05:47 Yeah, sure.
MP: 05:48 So what, what would you say in terms of if you are helping with the client acquisition side of things for a bookkeeping firm, where would you begin? What? What're your thoughts around where we're at today when the market with technology and everything that's going on? Where do you think the big opportunity is?
KA: 06:09 I think firstly bookkeeping businesses need to look at their own business in terms of their vision. They've got to know what their vision for their businesses and their business model. And there's a lot of things around that with pricing and all that stuff, but they've got to know a bit about their own business and what they're trying to do and then they've got to do some work on their ideal client. And I know you've spoken about that in previous podcasts about who their ideal client is and there's no point in going out to sales and marketing and start networking and enjoying all those attitudes when you don't know who you were trying to attract because you will go out and network and talk to other people and get clients, but they might not be the right client for you. They could be just a client that has a pulse and a curse.
KA: 06:54 Were you, and trying to work out within your business model, within your vision, who is your ideal client? And let's go on and attract those people. So some of the styles, uh, you know, techniques that you would, are they an implement once you know that information that there's probably, you know, five or six ways that you can market yourself. So firstly within networking, well I have highly written names that you get out in front of other business owners. So they are not always going to come to you. You need to go out and meet those prospective business owners, know who they are and a lever tight on focus on those particular people. So whether you go to a weekly networking meeting or just an ad hoc on a monthly basis, consistency is important to make that relationship. Um, as you're networking, it's important to listen more than you actually talk.
KA: 07:51 Um, and it can also include networking with accountants. So as I would, um, engage and other clients, they would also advise me of him or their accountant. So then I would go and I network with that accountants either meet with them, show them what I do, we have a portfolio to them and show them, you know, the checklist. So use the reports that I provide, the services that we, that we offer and network with those on an individual basis. So just the idea of working is focusing on your ideal client and see if you can set up some one on one time with those clients to learn a bit about their business. Let's see if you can network together and you know, and just fun and make some follow-ups as well. You've always got to follow up with whoever you connect with.
MP: 08:48 It's amazing when you, you know, when we start to talk about what's involved, there are so many pieces of this process to master and, and the one that you highlighted there that caught my attention was the aspect of the listening act. And I would say that if we were talking about acquiring clients in general from all the way through networking, fun meeting somebody to having a conversation to having a sales meeting, I mean listening is such an important trait. And I, I would say that many waltz people could be good listeners. They don't listen in a, in a scenario that's highly important, like a sales conversation or a networking scenario because they jump on the first sign of them being able to help another person. And so it requires that deep, deep listening and questioning and not making, in my opinion, any judgments or assessments until you get the full picture and just keep asking questions, keep listening deeply to what they're saying.
MP: 09:55 And that's, I see it, the reason I bring it up as I, I've seen it happen just recently in a, in a couple of meetings with some, some bookkeepers is that the people were talking and, and people were about to share their problems and it was like just, you know, it's like almost getting like just a nibble of a problem. It's like, oh, I can help you with that problem. And then, you know, five to 10 minutes of detailed, deep, deep, detailed, uh, response to how to solve that problem when really the person didn't even understand what their problem was or what they might need or how much information they would need. So do you find that this is a challenge out there? I'm starting to see that it's actually one of the bigger challenges myself, but what, what, what's your take on it?
KA: 10:39 Yeah, it can be a challenge for those people that don't actually like to be in that situation where they have to socialize. Like they're good at engaging with a client that's come to them or you know, I'll just scope them out and do the work, but to actually socialize, I'm finding a lot of my clients, my bookkeepers aren't wanting to do that. They say, no, what's the next thing I can do around marketing? But if you, if you go there with the purpose of just having, having a bit of fun, meeting a couple of people that you don't have to put yourself on depression to meet, you know, the ideal client doesn't go in the desperate and um, uh, you know, shy signs, uh, yeah, I need your business money to business. Tell me what you need and I'll help you just go in there, you know, having some fun, have some questions that you might like to ask prospective clients, you know, ask them about the challenges. Just have a general conversation. I mean that's all that we are doing is having the conversation and if it's natural then it might lead to something else. Um, which is, you know, a possibility of having another meeting and talking a bit more business. But you're trying to take the business side of it, the heaviness and all the social networking events if interested in set up a one on one and catch up in that way. But yeah, just keep it light and friendly and fun.
MP: 12:00 I love that. I think that will make a so big a difference for, for everyone listening in that just bringing a little bit of fun. And I, I have a, I have a very close friend and uh, he's an excellent business person. He is excellent at, at follow up and making business happen. And I think what I see him do when I think of what you're saying is that in a fun situation he, he literally just keeps it fun, but he will say, hey, you know what, you're, you're a great person. I think, you know, we should get together at some point. Why don't we set up a meeting right now? I'm when we can meet and get to know each other better. And then once that's done it goes right back to fun. And so it's just, it, because he's very intentional. I mean he's, he's very successful and he is all about the followup, the next step, moving the sales cycle forward.
MP: 12:54 But at the same time he, he also keeps it fun and you know, I was very interested in the person that he's meeting and it's not just about business. So I really like what you've said and I think that'll help with the listening because if there's no, I mean we all have to go and produce results, right? I mean, if we're in business and then really if you're not in business, I mean there's, there are objectives, right? We have life objectives that we have to accomplish, but I think letting go a little bit of those objectives and these scenarios will help tremendously because it's not about going and get something at a networking meeting. It's about going to meet people and sharing and understand how we can help, help them and listening for that. So, um, that's going to be the theme of the podcast. Perhaps. Fun, more fun.
KA: 13:36 Yeah. Yeah, that sounds good.
MP: 13:39 And so networking is, would you say that's the place that most should be thinking or what would be, you know, for the people that say, hey, no, I really just don't want to do that. What would you say that their next best opportunity is?
KA: 13:53 Well, I think it's going to have to be social media. I think. I think it's too big to ignore. Um, and I'm finding a lot more bookkeeping businesses do have a Facebook page. Um, admittedly they don't have time to do any posting on it. So you know, maybe they need to engage some social media or content, you know, I or you know, get some help in that in that way. But I think you at least made a, a page, a Facebook page to put a couple of posts up at least a week, but also join, have advice little groups that are business-related so that you have a lot of small businesses actively asking questions on these business groups. Sorry, that you can answer the questions and, and help them and you know, I press save that information and you will get clients out of that as well.
KA: 14:48 If you all providing value two the other members of that group and you're popping up regularly, people start to tag you in to say, okay, this person needs this advice, you know, wholly coming in and help us out or answer these questions. Um, so you'll become an expert in your bookkeeping field or your self-chosen software, whatever it is, you'll become the expert within that group. So the way to do that is to join, highlight the business groups to start with, find out, yeah, how many members there are and whether they're, um, quite active. So you, if you're joining groups that have got like 10,000 members and there's no action going on, then drop out of the group. Um, so Joe, to find, you know, you need to jump into these groups to find out what their interaction is. So you'll get a feel after a while if there's a lot of interactions, they talk in a lot of business or if it's just, you know, some social content going on in there.
KA: 15:46 So it's a good way of doing it remotely without having to put yourself in that networking situation. So you're, you're in the comforting sign in front of the computer, remotely giving values. And also, I think the main thing is to give value, um, within this. And that's the same with your Facebook page. You want to provide value to your customers and prospective customers. So handing away, you know, handy tips. Also, we've linked in, I'm finding LinkedIn is starting to get more a more notice. There are a lot more people interacting on LinkedIn. I've got a procedure where I actually have an advanced search on my LinkedIn. So I, I search for my ideal clients and then I connect with them through LinkedIn. So you draft up a message and you email them or message them through Linkedin if they want to and you know, say love to connect then they connect with you and then you'd follow up with another message and say, thanks for can make doing, here's my website, just give me a volume if I can help you in any way. Something like that. Just keep it like, just keep a connection going on. And there are scripts out there and there are courses out there to jump around the social media to help you, you know, know what content to put up and how to go through through this process. But I think that's one of the big things that we do need to get into. Now post-ops and testimonials and you know, create your database and leads from this. And then follow-ups. I think that's another one about important areas that we've got to get into.
MP: 17:33 It's an such, such a massive conversation, the whole social media and I think it's very misunderstood as to what it means and how, how to go about doing it. And I actually want to say that I think with your recommendation around networking is that [inaudible] humans buy from humans, right? It's not, they don't buy from businesses they buy from human beings. So, uh, and the whole conversation is knowing, like, and trust, you know, people buy from people they know, they like and they trust. So social media where it fits is definitely in, it's a way to get known. And I love the, and I've been, I've been actually, I've benefited from the strategy that you talked about. I was in a group and I was, it was around some, um, specific information that I was looking for an answer to. And I was in this group and asking people and I saw, you know, a few different people kept popping up and being really great, very helpful and very generous with their time and those are, I, I've hired a couple of those people to do work for me because they were so helpful.
KA: 18:38 They didn't, they didn't look it for anything. They didn't try and get me onto a sales call. They just were blanketly being helpful and valuable in that specific group. And I can probably guess that they're not in a million different groups. They've picked their groups. And that jumpstart jumps back to what you said about knowing your customer and knowing your vision for what you want and who you want to work with. That helps a lot more when you can say, oh my people I want to work with, or you know, they're, they're over here hanging out in these kinds of groups. Uh, because that's, that's a way that they can get, you can get known, become like, and then over time it gives you an opportunity to be trusted. But I'm always in the bookkeeping space, I always want people to go back to the basics.
MP: 19:20 Like you said around the networking is that it is maybe uncomfortable, but those are the ways that are proven to work. And I think there's magic when people are doing things that aren't necessarily comfortable for themselves. And so I, I, it's one of my things where I just don't want people to hang out in their office and think that just doing social media is going to, is going to help them. There's a wide range of things that they can do. Both that are, are things that are in the comfort of their home, but as well outside in the, in the world, in the traditional measure. Now, social media, some great tips that you had around there. Do you have anything that you offer on any of your websites that would be a good start for them to go in and, uh, download those, uh, tips or tricks around the sales and Marketing Katrina?
KA: 20:12 On my website, there is a free resources page that, there are a few downloads there.
MP: 20:21 I'm not specific if there's any sales stuff, but we'll put the link to that in a, in the show notes for sure. Cause I think there's some good stuff that you can help around acquiring customers. So we've talked about networking, we've talked about social media. What else would you say is ideal and helping, uh, acquire new customers?
KA: 20:40 I think another one that I actually used was being uh, becoming a joint venture or finding people to joint venture with. Hmm. Nice. When you're networking or networking in general and who you're working with, you might build a relationship that again, you trust it with another person that you could do a joint venture with. So I did some, some seminars and workshop type of things with an accountant. So as a bookkeeper I would provide perhaps end of financial year things that small business owners need to do. And the accountant would provide a talk on some tax planning the end of the financial year. So we would both invite people and invite the public as well so that I would get into her database, you know, meet her clients and she would make my clients and then we would network together and you know, I would potentially be able to chat to, you know, her clients, see if they need any bookkeeping, you know, requirements.
KA: 21:45 And she also picked up a few, all of my clients that needed a new accountant and needed, needed to talk to. So before you just jump in to say grab this person, I know you, let's go do it. You do need to have a few dates before you go out and get married is the terminology. And then joint venturing, so get to know them and do a few things with them. You really need to know what their service is like before you start recommending that to your customers as well. But in a joint venture it is doubling your database essentially by having access to their database to actually speak to and you're supporting another, you know, you're having the cost and you know there are a variety of ways that you can do, you know, with the joint venture, whether it's just you know, presentations and speeches or you know, providing value to their clients as well. You know, if you've got some marketing material, like some checklists or downloads that you can email to their database sites, you know, it's connecting with each other student's database. You doubling up the people that you are making contact with.
MP: 22:58 I love this one and I don't know that we've actually tackled this in on The Successful Bookkeeper podcast today and I think it's awesome because there's so much opportunity when it comes to sharing audiences and like you say, doubling up your, your database. And I think bookkeepers have a lot to offer small business owners, so to look, like you said, dating, dating folks. If you're going to date someone, look to who's hanging out with a heck of a lot of great small and medium-sized business owners. And there's a lot of people in communities that are there. They're trying to do the same thing. They're out there trying to get noticed, building up communities, adding value first type stuff, workshops, different things that they've got going on. And I would say that a bookkeeper has the opportunity to add real powerful potent content that likely may not have been done because I don't see that many bookkeepers doing this type of thing.
KA: 24:02 No, no. And then the time it was joint ventures that you can create is, you know, we've obviously people within your industry, like accountants, financial advisors, mortgage brokers, those types of things. But also, you know, I've got a lot of bookkeepers that are connecting with industry experts. So maybe in hospitality or in construction like trainees. So they will go out and speak and that there's this, I guess that comes into the speaking engagement as well, like donut and stake with those tidy, um, associations. So, you know, the, again getting into the database of, you know, a whole industry potentially. Yeah. So, you know, going outside of your screen, not just, you know, looking at your clients or your accountants, you know, go outside and things are all who else has got similar clients or you know, you're your, where your ideal clients are hanging out. You go and speak to, you know, those people that are leading those clients and see if you can get engagement in there.
MP: 25:11 I think it's great and I think, um, I really stress that I think bookkeepers have an eye on things that is very, very valuable and not often spoke of, uh, you might get information, you know, HC accountants out speaking about certain things, but the contents going to be very different than the I and the perspective of a bookkeeper. So I think that opens up opportunities. There's a, an organization called EO or entrepreneurs organization where they have thousands and thousands of members of entrepreneurs that have a minimum minute million dollar business and sales revenue that's all over the world. You know that's a great place to approach and see, do they have events where they are, they're asking speakers to come out. I know it happens here in North America. Uh, there's also Vistage, I think it is another big Matt there like masterminds or accountability groups for entrepreneurs, large to medium, small to medium size entrepreneurs, business coaches.
MP: 26:13 I mean, there's so many different groups and organizations. You've mentioned the industry. There's this, this is I think a really, really great, uh, if you're, you know, want to take that and make that commitment to actually getting out and doing some speaking. And I'm not going to say that you're a great speaker because I doubt that anybody's gonna sit there and go, oh, well this is my forte is being a speaker. But there's your, you're likely, uh, extremely knowledgeable listening. You're listening right now. You're extremely knowledgeable. You have something to say. You have a unique perspective on, on your industry and what you do as a bookkeeper that's valuable to these people because they, they need to grow their business. They're looking for the new latest, greatest way to put more freedom into their lives, more profit into their lives. So whatever you can do to deliver and give that content to them and show them a better way, they're, they're going to value that. And it's such a powerful position when you're speaking at a group, you're in an authority position. So right away when we go, if we do get to actually have a conversation or a next step discovery call with any of these people that you've spoken to, you're at an already authority level position on them, which is great from a selling perspective.
KA: 27:33 Yeah, that's right. And you may not, as you say, be a great speaker. Think yourself as a speaker and height, public spanking as I do that. Once you stopped talking about a subject, you know, it just comes out because you know it so well and you, you know, you live and breathe this content, whether it's, you know, into financial use stuff, you just, you know, come at it. It just comes out of you. Everything you know about into financial year. So it's not difficult to do. So, you know, you don't need cookies notes. You just need, you know, some, some points. Go on Kyle wanna talk about, you know, these five points and it will just come out and you'll be any conflict sign because you told Kim what you known. So it's, um, it's not that difficult. Yeah,
MP: 28:16 I agree. I think I, I'm going to throw a challenge out there to you, the listener to, to go and share what you know with your community of entrepreneurs and small business owners in your community and find a way to go out there and serve, serve them, and it will only bring great things. I love this strategy and I'm glad you brought it up, Katrina. It's, it's a beautiful one. I think it, it's, it's done and ready for the marketplace.
KA: 28:43 Yeah. And it, it's not for everyone let, they might be businesses that don't want to project themselves that far, that wide, but it's for those businesses that do actually want to grow, um, in fast track, they grow and become that expert and you know, have that opportunity. So it's um, yeah, just it,
MP: 29:02 I agree. This is definitely an advanced move. Um, you know, so I'm gonna so I'm going to come out in the basic startup go, you know, get known and get out there and you know, bootstrap it. This is an advanced move, but it's one that will be very, very profitable and valuable to a bookkeeping business if you're one that wants to take this on. So it's a challenge to those that want to do it. Go out there, start looking, and we'd love to hear back at some point to hear stories of where you took this on and went and did it and produce some results. I'd love to hear about it. And I just absolutely love this one because it, it really hits the note of helping business owners and our communities be powerful around their finances. And that's the core thing that if you're doing that, you're moving in the right direction and this is a way to really get out there and do it.
MP: 29:52 Whether you end up doing business with them or not, I guarantee you the energy you put into this will be returned. Absolutely. It might not come from that. It will come from somewhere else. It's just the way that it works. But it will be a good exercise for someone listening right now in your car at your desk. You're listening right now. You're thinking about it. Just take that action. So Katrina, what else? I mean we're, we could probably go on for hours. I'm feeling now, but we don't have a ton more time. What would, should we end on?
KA: 30:20 All right. One of my favorites, um, which is, it is sales. It's not particularly, oh it is a bit of marketing, but I have a look at your current client base. But how often is it that we get stuck in our work and our compliance and we do what they need and then we think, Oh gee, I wish I had time to improve that chart of accounts or to talk to them about the gross profit, or Gosh, they winching about infantry if only I had time. But we need the opportunity to sit back, have a look at our current database. And think about each individual client, how mole can you service them. And I'm not saying just go out and say, okay, we need another $5,000 from you. What can I do for you? Really think about the client and how you can actually serve them.
KA: 31:17 Do they need cash flow or budget? You know, would they really benefit from that because they're struggling? Have I got an antiquated inventory system or whatever? Can you actually think again outside the circle or outside of, you know, what you are providing them and say, okay, I can really systemize this part of your business and let's do a report and you know, let's talk about that? Um, even to the stain of badge reports, like, uh, giving them management reports than you do, or giving them the opportunity to say, let's sit down once a month and talk about your figures rather than just ignoring all the figures that I'm giving you. And as I say, as empower them around their finances. So they were so much more serviceability in our current client base that we old forget about and it's just because we are too busy.
KA: 32:08 You know, we're trying to get more clients and grow our business, but we just sitting in compliance and not thinking about what else can we do for our current cause and it's just, it's so dicey and it just gets you so frustrated when you think, okay, next best or you know, next compliance whenever you compliancy is whenever you deadlines are, take that one-off. Now we're gone. We're like to the next deadline. So just you know, give you your business, that opportunity to sit back and review what you doing and what else is in there that you can help your clients with.
MP: 32:46 That's great. I love this one too. It's, it's, it is taking a step back and there is no good time to take a step back really. But when you do that, step back may actually give the opportunity to get more step backs because you thinking more strategically for yourself and for your clients. And that's going to be so much more valuable to them. I mean, they need what you're doing at a base level, but they also need that little edge, that little, you know, differences in their business that will then take them to the next level. So it's, it's so required. But you know, how do we find time to take the step back?
KA: 33:24 Yeah. And that's, that's going to be the struggle and that's where you need to really look at your business. Um, and you know, we can start talking about some time management tools, which I'm sure we don't have time to do, but if you were to look at your, your weekly commitments and schedule a couple of hours a week that is like pertained, it's a client to work on your business, um, and it just needs to have to be done. And whether it's, you know, maybe it's on a Sunday morning or you know, some business, you need business time to be able to do this. Otherwise, you aren't going to be the exact same situation you are today in three months, six months, a year's time. If you don't put time aside to think about your business. And you know, what we have to do right now is think about our business.
KA: 34:09 How are we going to find time to review and plan outs and strategy around this, you know, providing more service to our customers. So there's a lot involved in this and you know, you're, you're, I suggest getting a mentor too. Help you work this out so that you, you need to look at what you've got on in a day in a to be delegating. Whether you're employing staff, maybe you're, you know, drop off your ideal clients. Yes, sorry, you know, your clients, those bad clients. Maybe you need to find time in your day to work this out. And it's not easy, you know, it's not an easy fix. It's gonna need some strategy around it. Some planning around it. But yeah, it basically needs to be done to grow. Otherwise, as I say, you're going to be the exact same situation, you know, just busier.
MP: 35:01 Absolutely. And, and you know, that comes back again to that vision, which is where, where do you want to go? What do you want to accomplish with this business? And whatever way you're doing it today is the way that you've been doing it. And the likelihood is it's just going to keep on going that way. If there's nothing, if nothing changes, nothing will change. So it has to be interrupted. The process, the way you're doing things today has to be interrupted. So whether it's going out and, uh, finding a mentor or coach or, or a company that helps bookkeepers grow their business, like pure bookkeeping or there are lots of different companies that help, um, you know, there could be a very, it just a one on one coach, business coach, whatever it is. If you really want something different in your business, it's going to require that step back in as Katrina's so put so greatly as that's the opportunity that's gonna get you to, to look deeply into what it is you're doing and what you can do differently to produce different results. And you're right, Katrina, we could probably have a whole nother episode on just time management, but we're going to have you back for sure. Cause you've got a long list of things that you help bookkeepers with and you from planning goal setting, you know, getting your vision created, organizational charts, how to find good staff, uh, designing your business to accept it. Like, I mean, there's a long list of things that you help bookkeepers do. So we'll definitely have you back. But what if people want to get in touch with you? What is the best way?
KA: 36:35 Uh, probably by email. It's info.
MP: 36:39 Yeah.
KA: 36:40 Okay. It's HQ.com.au
MP: 36:42 Yes, absolutely. And we'll have that in the, in the show notes. Plus we'll have links to your resources section. We'll have links to your website. This has been great having you. And, and I know you're all the way over there, uh, in Australia on a different time zone and it's probably really either super, super early or super, super late. So on behalf of the successful bookkeeper podcast community, I want to thank you for your time.
KA: 37:10 My pleasure. I really enjoyed it. I love talking about this stuff. This is, this is, this is my happy place.
MP: 37:16 Well, it definitely comes across and it's been great having you and I look forward to having you back again. Look for lunchtime.
KA: 37:25 Thanks, Michael.
MP:37:27 Thank you. That wraps up another episode of The Successful Bookkeeper podcast. To learn more about today's wonderful guests and to get access to all sorts of valuable free business-building resources, you can go to Thesuccessfulbookkeeper.com. Until next time,
MP: 37:39 goodbye.
