In this episode, Brannon sits down with Ryan Pulice CPA, a (financial planner/accounting firm owner) to explore his unique journey of finding his niche, working with small businessbusiness owners, and real estate investors. Ryan’s venture into accounting was almost accidental. After starting his college journey in computer science he found that it was not the path for him. At his father’s suggestion, he started down the accounting route and–learning that it is the language of business–discovered a passion.

Ryan consequently started his own accounting business and expanded by acquiring another CPA firm in 2019. He has since grown his firm by combining a love for real estate investment with a desire to provide the best services to clients. He offers insights on the benefits of owning your real estate and why aligning personal interests with your practice can enhance client relationships.

Ryan and Brannon also discuss the critical need to bring new CPAs into the profession, strategies for creating a more accessible career path, and how technology—like AI—is reshaping the industry. 

If you are struggling to find your niche, looking for ways to marry your passion with your business, or advice on growing your business, this is an episode you don’t want to miss! Tune in for book recommendations, a funny tax-return-turned-love story, and Ryan’s thoughts on how mindset influences success in business and life.

Timestamps:

3:10 - How Ryan became a CPA 

5:05 - The need for more accountants to enter the profession and the importance of making the profession more accessible

8:43 - The opportunities AI presents to the accounting industry

13:20 - How a tax return question ended in a marriage 

15:42 - The real estate tax niche

17:54 - Book recommendations

• The Prize: The Epic Quest for Oil, Money & Power by Daniel Yergin
• Evolve Your Brain: The Science of Changing Your Mind by Sean Runnette, Joe Dispenza, et al.

20:40 - Closing up–how to get in touch with Ryan

Link to Ryan’s podcast, The CPA Zone: https://open.spotify.com/show/4jEOSgMImKdRp7wLWg5YOX

The Pulice Group: https://www.thepulicegroup.com/

Reaching 100 episodes is no small feat, and The Accountant's Flight Plan Podcast has officially hit that milestone! To mark the occasion, Ian Brennan (Creative Director at Poe Group Advisors)  takes on the role of guest host to turn the microphone on Brannon Poe, CPA, the mastermind behind the podcast.

This 100th episode isn’t just a celebration; it’s a heartfelt reflection on the mission and purpose that have driven Brannon to serve the accounting industry for over 20 years. Whether you’re a long-time listener or tuning in for the first time, this episode is a testament to the power of guidance, growth, and the pursuit of building a practice you truly love.

In this special episode, Brannon reflects on his journey of serving the accounting industry and helping CPAs build firms they love. He shares the story of how he began selling accounting firms, a pivotal career shift that laid the foundation for everything that followed. Over two decades later, Brannon has gained incredible insights from his work in mergers, acquisitions, and firm development, all of which he discusses with Ian.

Listeners get a behind-the-scenes look at the inspiration behind Accounting Practice Academy [https://poegroupadvisors.com/accounting-practice-academy/ ], a program designed to guide accountants toward firm growth and success. Brannon and Ian also delve into the growing interest of private equity in the accounting profession and its implications for CPA firm owners.

The episode uncovers the origin story of The Accountant's Flight Plan Podcast, exploring how Brannon turned his vision into a platform that delivers actionable insights to CPAs worldwide. He shares the lessons he’s learned about growing a business, likening it to “a series of letting go,” and offers thoughtful advice to the accounting profession about navigating change and seizing opportunities.

To wrap things up, Ian fires off rapid-fire questions, prompting Brannon to share his favorite books, including The Five Dysfunctions of a Team [https://a.co/d/9Runb7T ] and Walter Isaacson’s inspiring biographies [https://www.amazon.com/stores/Walter-Isaacson/author/B000APFLB8?ref=ap_rdr&isDramIntegrated=true&shoppingPortalEnabled=true# ].

Thank you for being part of this journey—here’s to the next 100 episodes and beyond!

Time stamps: 

0:55 - How Brannon started selling accounting firms

9:22 - What Brannon has learned from his time in the mergers and acquisitions business

21:09 - The inspiration for Accounting Practice Academy

26:08 - The reasons behind private equity’s interest in the accounting profession

33:47 - The origin story of the Accountant Flight Plan podcast

40:31 - Growing a business and letting go

45:08 - Advice to the accounting profession

47:10 - Rapid-fire questions and wrap-up

What role can accountants play as partners for small business owners, and how can they navigate the challenges of scaling a firm? In this episode of The Accountant’s Flight Plan Podcast, Brannon explores these questions with Cory Gayman, a CPA and entrepreneur whose firm JCG CPA Firm specializes in empowering small business owners to succeed. As a firm owner who started small, Cory shares his journey and insights on building a client-focused practice, overcoming hiring challenges, and balancing service quality with sustainable growth.

As an advocate for proactive accounting, Cory discusses why accountants are uniquely positioned to help business owners understand the "language of business." He reveals common mistakes entrepreneurs make—like overlooking accounting basics and cash flow—and explains how accountants can help clients clarify their business goals. Cory points out that understanding cash flow isn’t just an accounting function; it’s essential for owners who want to grow beyond just "creating a job" for themselves and truly scale their business.

Cory also dives into the future of accounting, from embracing tech advances like online portals and automated updates to adapting to a changing labor market where remote work and outsourcing have become the norm. Building relationships with bookkeepers and leveraging outsourcing opportunities have helped Cory's firm thrive in a time of rapid change. For those looking to become more strategic business advisors, Cory’s story offers valuable lessons in adapting to technology and maintaining client-focused growth.

Curious about what it takes to scale your own accounting firm, work effectively with small business clients, or strengthen client relationships? Tune in for practical advice on the keys to a successful accounting practice, along with Cory’s recommended reads for inspiration. You can listen to the podcast on the player below or watch the latest episode here! 

If this conversation inspires you to learn how your firm would fare in the marketplace, please download our CPA VALUATION KEY FACTORS REPORT. 

Time Stamps: 

00:18 - Introduction of Cory Gayman and his passion for small business ownership and helping entrepreneurs achieve their goals

3:42 - Facing and overcoming the challenges of scaling a business

7:57 - The most common mistakes small business owners make

11:33 - The importance of understanding how cashflow works in your business

14:20 - Being proactive and goal-oriented in your business

20:40 - Finding staff and attracting talent to the firm 

22:36 - Book recommendation and closing thoughts

Why has there been such an increase in private equity buyers acquiring accounting firms and what does this mean for the industry? In this episode of the Accountant’s Flight Plan Podcast Brannon dives deeper into the subject and what it means for your firm with accounting practice intermediary, Laurens Ball and California market leader, Morry Brown. Laurens has been brokering deals on our team for five years now and Morry, a member of our sales team, has a background in outsourced CFO services and global investment banking with Goldman Sachs and Citigroup. In this episode, you will learn why private equity is here and how it could benefit the profession in the long run. 

Private equity has entered the accounting world primarily because they see the value that CPAs provide. With the staffing shortage in full swing, accounting and bookkeeping services are in high demand. This means that accountants have more pricing power than they realize. With the opportunity to raise prices and increase revenue, firm owners could increase topline revenue and cash flow creating more value in their firms.

Buyers with private equity backing see this potential and want to capitalize on it. With the knowledge and experience to implement or streamline systems while consolidating multiple CPA firms, private equity buyers could optimize firms effectively. While this potential is exciting and comes with the opportunity for selling at progressively higher multiples, it is important for sellers to keep their vision top of mind. 

Whether selling to a private equity firm or not, finding the right fit buyer is key. Knowing what the buyer’s vision is and how they hope to grow the firm after close is crucial to knowing whether or not the deal will be successful. Cluing into the non-monetary elements of an offer is vital to knowing whether or not it is the right one for you and your employees. 

Are you considering a private equity buyer or looking to learn more about how the current market increases your pricing power as a firm owner? Read our Private Equity Market Report to dive deeper into this topic and learn what questions you should ask when considering these types of deals: Private Equity M&A in the Accounting Industry

Time stamps:

1:55 - Overview of where we are with Private Equity in the Accounting Industry

3:36 - How do you know if a PE buyer is right for you?

8:22 - Private equity’s impact on pricing valuation

10:50 - Will private equity increase top-line revenue?

14:15 - Knowing the buyer’s vision can indicate success

31:59 - Market knowledge & the non-monetary elements of an offer

35:00 - Wrap up and - book recommendations 

• Brannon - To Be Loved - by Berry Gordy
• Morry - Life - Keith Richards
• Laurens - Shoe Dog - by Phil Knight 

What do you need to know before selling your life’s work or buying someone else’s? Learn from Stephanie’s experience as she shares her perspective on avoiding key obstacles during the acquisition and transition process in buying or selling an accounting practice. After working together in the mergers and acquisitions space for more than 15 years, you don’t want to miss out on Brannon and Stephanie's conversation! 

This podcast touched on:

• The importance of having a vision before you sell your CPA firm. 
• Why buyers and sellers need to consider cultural fit before transitioning. 
• Having hard conversations early on to avoid issues in the long run. 

Whether you are considering buying or selling a CPA firm, it is crucial to consider your personal and professional goals beforehand. Knowing what your vision is before leaving your practice or buying a new one is vital to the success of either endeavor. Additionally, knowing what your values are and focusing on finding a cultural fit is key to the negotiation and transition process. Listen to learn more in this episode of the Accountant’s Flight Plan! 

If this conversation inspires you to learn how your firm would fare in the marketplace, please download our CPA VALUATION KEY FACTORS REPORT. 

You can listen to the podcast on the player below or watch the latest episode here! 

Time stamps:

00:34 - Introduction of Stephanie Smith; Poe Group’s most experienced broker.

3:10 - What makes for the most challenging and most enjoyable deals?

10:55 - What you need to do to prepare to sell your CPA firm.

16:12 - Why focusing on fit is key to a successful accounting firm transition.

24:05 - How AI could help the accounting profession.

28:28 - Book recommendation: Crucial Conversations Tools for Talking When Stakes Are High

Is tracking your hours decreasing your productivity and profitability? According to Geraldine Carter, the answer is most likely yes. In their conversation, Brannon and Geraldine break down how the hourly billing model takes you away from providing real value to your clients. Conversely, getting your hours down and doing away with the hourly billing model altogether could be the key to raising your bottom line. 

This podcast touched on:

• Hourly billing vs value pricing.
• The impact of private equity on the accounting industry.
• Why hiring won’t solve the problem of overwork.

By refocusing on the value you can provide to your clients rather than on the hours you are billing them for you can increase your revenue while simultaneously lowering your hours. The key to building the business you want and living the life you want lies in refocusing your firm so that you can make meaningful changes. Listen in to learn how you can gain capacity, think critically, and make moves to live a life with balance. 

Time Stamps: 

0:38 - Introduction of Geraldine Carter

1:44 - Private equity firms in the accounting space

5:50 - Why are so many CPAs overworked and what is the solution?

15:31 - How to price upfront without hourly billing.

19:40 - Why hourly billing is a trap.

35:38 - Geraldine’s new book - Down to 40 Hours [https://geraldinecarter.com/book] 

38:22 - Wrapping up  

Getting in touch with Geraldine:

Geraldine’s Website: https://geraldinecarter.com/ 

LinkedIn: https://www.linkedin.com/in/geraldine-carter/ 

Learn why buying a CPA firm “isn’t like buying a house” with buyer specialist Carol Poe. For the aquisition and transition process of buying an accounting firm to be successful it is crucial that both the buyer and seller are the right fit. By focusing on the work culture and personality of both, Carol guides buyers and sellers to find the best fit for their clients and team. 

This podcast touched on:

• Working with your spouse. 
• What to look for in a buyer.
• How to find success in your new firm.

Having a vision for your new firm is crucial to the success and longevity of that firm. Part of that vision starts with making sure that each practice is paired with the perfect buyer. Listen to the full episode to hear more about how getting clear on your goals before acquisition is crucial to finding the success you want. 

Time Stamps: 

0:39 - Introduction of Carol.

4:20 - How Carol started working as buyer specialist for Poe Group.

7:45 - The process of finding the right fit.

17:40 - Why sellers are looking for someone who will take care of their clients and staff.

23:55 - Book recommendation and closing thoughts.

• “The Women” by Kristin Hannah
• [https://www.amazon.com/Women-Novel-Kristin-Hannah/dp/1250178630] 

Getting in touch with Carol:

For appointment email: cpoe@poegroupadvisors.com

How do you strike out on your own as a solo or small firm CPA? Learn from Josie Parr’s experience doing just that. Hear how her work as a tax strategist for entrepreneurs led to the development of the Profitable Lifestyle Summit [https://summit.profitablelifestylefirm.com/], a free virtual summit to empower entrepreneurs in the accounting world to build profitable firms that support their ideal lifestyle. PGA will be speaking at this virtual summit and you can attend this August 27th-29th. 

This Podcast Touched On:
- The challenges and opportunities of working as a solo or small firm CPA. 
- Why burnout is one of the biggest challenges CPAs face.
- Resources for entrepreneurs in the accounting industry.

Taking the leap of faith to work for yourself can be a daunting task. However, it can also become one of the most rewarding challenges a professional can face. Through sharing her experience and cultivating a community with others, Josie demonstrates that it is possible to build a practice that feeds the lifestyle you want to build. Whether you are just beginning to consider that journey for yourself or are in the process of building your practice, this is a conversation you don’t want to miss. 

Time Stamps:
0:39 -  Introduction of Josie Parr, CPA and the Profitable Lifestyle Firm Summit 
6:07 - Why burnout is one of the biggest challenges and opportunities in the accounting industry. 
12:28 - Josie’s experience branching out on her own after working in a top 100 firm.
15:40 - Book recommendations: 
- Leading from the Front by Courtney Lynch and Angie Morgan [https://www.amazon.com/Leading-Front-No-Excuse-Leadership-Tactics/dp/0071465014] 
- Never Split the Difference by Chris Voss [https://www.amazon.com/Never-Split-Difference-Negotiating-Depended/dp/0062407805]

Getting in Touch with Josie:
💻  Josie’s Website: https://jparrcpa.com/ 
📝 The Profitable Lifestyle Summit Website: https://summit.profitablelifestylefirm.com/ 
📸 Instagram: https://www.instagram.com/jp_cpa/ 
📱Facebook: https://www.facebook.com/josieparrcpallc 
🤝 LinkedIn: https://www.linkedin.com/company/josie-parr-cpa-llc/

How can you grow your firm into the most efficient and customer-focused business that it can be? Jason Ackerman and Brannon do a deep dive into the importance of value billing, building a healthy firm culture and why private equity sees value in the profession.

This podcast touched on:

• Timesheets vs value billing.
• Education in the accounting field.
• The implications of private equity for CPA firm owners.

Whether you are a well-established firm or looking for new opportunities to grow, it is crucial to put the customer first and effectively communicate the value you can provide them. Making the switch to value billing, offering advisory services and building a healthy culture for your team could revolutionize your firm. 

Time Stamps: 

0:39 - Introduction of Jason Ackerman

5:18 - Jason’s path to choosing Accounting as a profession.

13:11 - Timesheets and why value billing is more efficient.

25:35 - Implications of private equity in the accounting industry.

28:22 - The importance of education in the accounting profession.

Hear first-hand experiences on dealmaking from broker, Laurens Ball, on considerations for private equity buyers and finding the right fit. Whether selling your firm or looking to buy, finding the right cultural fit for your clients and team is key. When considering private equity deals it becomes paramount to consider the buyer’s background and industry knowledge to accurately assess whether or not it would work for you.

This podcast touched on:

• The key factors that help increase the number of potential buyers for an accounting firm.
• The importance of cultural fit for buyers and sellers.
• What to think about when considering a private equity buyer for your CPA practice.

Looking at the big picture and talking to as many buyers as possible can help you gain clarity and differentiate a “no” from a definite “yes”. Every deal is different and looking for a buyer who you would enjoy working with yourself can be a good indication that they would be a potential fit for your firm. Whether you are buying or selling–the right fit is everything!

Time Stamps: 

0:32 - Introduction of Laurens.

6:54 - The challenges that could accompany a private equity deal.

11:15 - What to consider if you are a buyer.

14:55 - What to keep in mind if you are selling.

• A seller’s guide to evaluating buyers: [https://poegroupadvisors.com/sellerguide/] 

17:28 - Pros and cons about the presence of private equity growing in the accounting space. 

Book Recommendations from Laurens: 

• Shoe Dog [https://www.amazon.com/Shoe-Dog-Memoir-Creator-Nike/dp/1501135910] 
• Atomic Habits [https://www.amazon.com/Atomic-Habits-Proven-Build-Break/dp/0735211299] 

How can accountants leverage the power of marketing to grow their businesses? Brannon and Matt Banker of Marketing for Accounting Firms explore the key concepts to building a strong brand in the accounting space. If the prospect of expanding your marketing strategy has you stumped–this episode is for you!

Brannon was a guest on Blake Oliver’s The Accounting Podcast–a very special episode that we are sharing with you now. Blake interviewed Brannon on the key factors that go into assessing the valuation of a CPA firm, the differences between valuation on virtual firms and why cashflow to owner is key. 

How can you most effectively price and package your offerings to optimize staff retention and client satisfaction?

Matt Kanas, Managing Director at Ignition has dubbed 2024 the year of change in the accounting industry. We discussed what this change looks like and what the implications of it are for CPA firm owners. With his unique perspective servicing CPA firms from within the tech industry–this made for an exciting conversation.

CPA firm owner, entrepreneur and Xero ambassador Liz Mason, shared insights from starting her own virtual firm, High Rock Accounting, and using cloud-based accounting tools to find and successfully serve your niche. Her passion for entrepreneurship is contagious and makes this a conversation you don’t want to miss!

Since joining Poe Group as a Regional Market Leader, Darryl has been an integral part of the team. Listen in on our conversation discussing the ins and outs of guiding buyers and sellers through the transition process. Discover what makes for a smooth transition and why preparation is integral to the acquisition process. 

Join me in a conversation about the world of specialization with Catherine Tindall, founder of Dominion Enterprise Services.  Catherine’s area of expertise lies within her ability to craft precise credit and income tax planning strategies, particularly focused on the Employee Retention Credit (ERC).  In this episode, Catherine shares her rationale for choosing to specialize in ERC, including where her practice will head in a post-ERC world.  Together, we dive deep into the complex history of ERC, the future for professionals assisting in ERC, and the importance of understanding eligibility determinations for practitioners venturing into this specialty.

Contemplating the sale of your practice or firm?  Seasoned entrepreneur, Clay Blakely candidly shares how he grew his CPA practice and why he and his wife decided to sell.  Finding the right buyer is all about fit so we chatted about how Clay was able to establish what he wanted in a buyer and his motivation for a sale.  Of course, we can’t talk about selling an accounting firm without reflecting on Clay’s experience with transition.

Ready to grow your accounting firm?  Let’s listen to the wisdom shared by a seasoned entrepreneur, Meryl Johnston.  A Chartered Accountant, founder of Bean Ninjas, and Head of Accounting at TeamUp, Meryl brings a wealth of experience to the table.  Together, we chat about the power of niching down and the art of running a non-owner-centric business.  Meryl shares her entrepreneurial journey, transitioning from CEO to a part-time advisor role, noting the importance of sticking to your goals while growing a business, and ensuring your needs and life take precedence.

In this episode, I interview Geni Whitehouse, CPA, co-founder of Solve Services, and a Level 5 Advisor and Coach at www.TheImpactfulAdvisor.com. Geni is an advocate for unlocking the magic in numbers for business owners. Geni and I share a conversation about the current opportunities in advisory: Setting frameworks, showing accounting impact, and exploring niche services.

It’s time we talk tech. In this episode, I interview Jesse Rubenfeld, Founder and CEO of FinOptimal, and Tom Zehentner, Director of Growth.  We dive deep into the topic of automation including the three main characteristics of an automated process.

We were thrilled to have Andrea MacDonald, the founder and CEO of Pro Tax & Accounting LLC, on this episode of Accountant's Flight Plan Podcast. In addition to her wealth of expertise in managing micro businesses, Andrea shares her insights on the strategic process of acquiring an accounting firm. 

On this episode, I chat with Jason Blumer, one of the Top 100 Most Influential People in Accounting (Accounting Today) about the current state of the accounting industry.  Jason is the founder of Thirveal, CEO of Blumer & Associates, and co-host of 2 podcasts: Thrivecast and The Businessology Show.  He shares how he grew his cloud-based accounting firm over the past 20 years and why he became an advisor in the industry.

If you are ready to learn the mindset shift needed to start thinking about scaling challenges creatively, this is a great episode.  Geraldine Carter, coach to single-owner CPAs, joins me on this episode of Accountant’s Flight Plan and shares the mindset needed to bring your work week back to 40 hours.

Are you a firm owner who is considering selling your practice?  Or are you a potential buyer that’s looking to acquire your first business?  Then you do not want to miss the opportunity to learn how Patrick Dichter leveraged his non-CPA background to acquire and grow 3 CPA firms.  On this episode of Accountant’s Flight Plan, Patrick shares his top 4 reasons why CPA firm owners should consider a non-CPA buyer.  Brannon and Patrick even discuss both the bad and good surprises to expect as a buyer, with a non-traditional CPA background.  

Bill Cates, expert in acquiring new clients through referral, joins me to chat about building habits within your business to maximize referrals, and convert them into clients or even new staff!  Join this discussion to learn more about creating a perpetual revenue system, the power of asking questions, and result-producing strategies that build personable relationships.