{"version":"1.0.0","segments":[{"startTime":0.072,"endTime":2.532,"body":"You are listening to the"},{"startTime":0.072,"endTime":2.532,"body":"Ambitious Bookkeeper Podcast."},{"startTime":2.532,"endTime":8.042,"body":"I'm Serena Shoup, your host today,"},{"startTime":2.532,"endTime":8.042,"body":"and I'm interviewing Hunter Radmacher"},{"startTime":8.402,"endTime":12.542,"body":"who is a sales person"},{"startTime":8.402,"endTime":12.542,"body":"in an accounting firm."},{"startTime":12.842,"endTime":16.202,"body":"And I thought it would be really"},{"startTime":12.842,"endTime":16.202,"body":"cool to have him on to chat about."},{"startTime":16.922,"endTime":22.712,"body":"That role and to chat about sales"},{"startTime":16.922,"endTime":22.712,"body":"and all of the things in between."},{"startTime":22.712,"endTime":27.632,"body":"So whether you are a newer bookkeeper"},{"startTime":22.712,"endTime":27.632,"body":"starting your business and you"},{"startTime":27.632,"endTime":32.66,"body":"are wondering, or struggling with"},{"startTime":27.632,"endTime":32.66,"body":"getting clients, or you are more"},{"startTime":32.66,"endTime":34.25,"body":"seasoned in your bookkeeping firm."},{"startTime":34.82,"endTime":39.83,"body":"Been exploring hiring a dedicated"},{"startTime":34.82,"endTime":39.83,"body":"sales person for your firm."},{"startTime":39.83,"endTime":44.21,"body":"This episode definitely has"},{"startTime":39.83,"endTime":44.21,"body":"some goodies for you, so if you"},{"startTime":44.21,"endTime":46.17,"body":"are ready, let's dive right in."},{"startTime":83.685,"endTime":88.785,"body":"welcome Hunter to the Ambitious Bookkeeper"},{"startTime":83.685,"endTime":88.785,"body":"Podcast, and welcome back to our listener."},{"startTime":89.115,"endTime":93.637,"body":"This is one of the first episodes"},{"startTime":89.115,"endTime":93.637,"body":"of 2026, so, I'm really excited"},{"startTime":93.637,"endTime":97.027,"body":"to have you here and to be"},{"startTime":93.637,"endTime":97.027,"body":"bringing some amazing interviews."},{"startTime":97.077,"endTime":100.107,"body":", So without further ado, hunter,"},{"startTime":97.077,"endTime":100.107,"body":"go ahead and introduce yourself."},{"startTime":100.657,"endTime":100.837,"body":"Yeah."},{"startTime":100.837,"endTime":101.407,"body":"Thanks Serena."},{"startTime":101.407,"endTime":102.397,"body":"I really appreciate it."},{"startTime":102.427,"endTime":103.117,"body":", Hi everyone."},{"startTime":103.117,"endTime":104.647,"body":"My name is Hunter Radmacher."},{"startTime":104.697,"endTime":108.387,"body":"for you guys who don't know, I work for"},{"startTime":104.697,"endTime":108.387,"body":"an accounting firm currently, and what"},{"startTime":108.387,"endTime":112.007,"body":"I do a lot of times is I'm their main"},{"startTime":108.387,"endTime":112.007,"body":"sales person, so my role is selling."},{"startTime":112.562,"endTime":115.62,"body":"Accounting, payroll and like"},{"startTime":112.562,"endTime":115.62,"body":"primarily bookkeeping solutions"},{"startTime":115.62,"endTime":116.64,"body":"to small business owners."},{"startTime":116.64,"endTime":118.336,"body":"So, that's primarily what I do."},{"startTime":118.426,"endTime":119.956,"body":"Uh, it's kind of like a unique role."},{"startTime":119.956,"endTime":122.716,"body":"I don't know how many people just"},{"startTime":119.956,"endTime":122.716,"body":"sell like accounting solutions in this"},{"startTime":122.716,"endTime":124.606,"body":"particular particular case or a service."},{"startTime":124.606,"endTime":127.9,"body":"So, I'm really excited to be here"},{"startTime":124.606,"endTime":127.9,"body":"and just kind of chat about what I do"},{"startTime":127.9,"endTime":131.29,"body":"and I'm really hoping somebody who's"},{"startTime":127.9,"endTime":131.29,"body":"listening can get some value out of that."},{"startTime":131.29,"endTime":131.59,"body":"So."},{"startTime":132.015,"endTime":136.485,"body":"Yeah, I was particularly"},{"startTime":132.015,"endTime":136.485,"body":"interested in having you on the"},{"startTime":136.485,"endTime":138.285,"body":"podcast for a couple of reasons."},{"startTime":138.525,"endTime":144.075,"body":"One being, as I mentioned before we hit"},{"startTime":138.525,"endTime":144.075,"body":"record, is that anytime a new, community"},{"startTime":144.075,"endTime":147.765,"body":"member comes into our Facebook group,"},{"startTime":144.075,"endTime":147.765,"body":"I have some questions that they're"},{"startTime":147.765,"endTime":151.815,"body":"required to answer before I approve"},{"startTime":147.765,"endTime":151.815,"body":"their entry, and one of them is two."},{"startTime":152.502,"endTime":155.811,"body":"just give a background on what their"},{"startTime":152.502,"endTime":155.811,"body":"current struggle is in their business."},{"startTime":155.871,"endTime":161.181,"body":"And a lot of people lately has been like,"},{"startTime":155.871,"endTime":161.181,"body":"almost across the board, the struggle"},{"startTime":161.181,"endTime":166.161,"body":"is getting clients and even if they just"},{"startTime":161.181,"endTime":166.161,"body":"put, like, getting clients is a struggle."},{"startTime":166.161,"endTime":169.264,"body":"I know there's always the"},{"startTime":166.161,"endTime":169.264,"body":"aspect of getting leads."},{"startTime":169.453,"endTime":171.103,"body":"and so that's a piece of it."},{"startTime":171.103,"endTime":176.503,"body":"Sales is a piece of it, but in order to be"},{"startTime":171.103,"endTime":176.503,"body":"comfortable bringing in leads, I feel like"},{"startTime":176.713,"endTime":178.783,"body":"people need to be comfortable selling."},{"startTime":179.183,"endTime":182.453,"body":"But it's like a catch 22 because"},{"startTime":179.183,"endTime":182.453,"body":"you're not gonna be comfortable"},{"startTime":182.453,"endTime":184.313,"body":"with it until you start doing it."},{"startTime":185.483,"endTime":188.183,"body":"But then it holds them back"},{"startTime":185.483,"endTime":188.183,"body":"from like allowing the leads in."},{"startTime":188.183,"endTime":191.513,"body":"So maybe we could dive into"},{"startTime":188.183,"endTime":191.513,"body":"that mindset a little bit."},{"startTime":191.581,"endTime":196.664,"body":"the other reason that I was excited to"},{"startTime":191.581,"endTime":196.664,"body":"have you on is in case there is anyone"},{"startTime":196.664,"endTime":200.774,"body":"listening that is further along in their"},{"startTime":196.664,"endTime":200.774,"body":"business, and they're the ones that have"},{"startTime":200.774,"endTime":205.454,"body":"been doing the sales and all of that for"},{"startTime":200.774,"endTime":205.454,"body":"their own business, and they're ready to."},{"startTime":206.024,"endTime":209.894,"body":"Bring on a dedicated sales"},{"startTime":206.024,"endTime":209.894,"body":"person as their firm grows."},{"startTime":209.894,"endTime":213.554,"body":"'cause I know there are some more"},{"startTime":209.894,"endTime":213.554,"body":"advanced listeners that are growing a"},{"startTime":213.554,"endTime":216.434,"body":"larger team and have really big goals."},{"startTime":216.794,"endTime":221.522,"body":"And, selfishly I have ex"},{"startTime":216.794,"endTime":221.522,"body":"like, that's one of my own."},{"startTime":221.522,"endTime":224.552,"body":"Like, that would be really cool to"},{"startTime":221.522,"endTime":224.552,"body":"understand what that role, like, what"},{"startTime":224.552,"endTime":228.182,"body":"that entails, bringing on someone in that"},{"startTime":224.552,"endTime":228.182,"body":"role, how things might be structured."},{"startTime":228.182,"endTime":229.634,"body":"So if we get to that, cool."},{"startTime":230.744,"endTime":233.534,"body":"Um, but yeah, so those"},{"startTime":230.744,"endTime":233.534,"body":"two reasons I was like."},{"startTime":233.639,"endTime":236.279,"body":"Super stoked to have you on the"},{"startTime":233.639,"endTime":236.279,"body":"podcast, so I appreciate you coming on."},{"startTime":236.714,"endTime":237.104,"body":"Yeah."},{"startTime":237.104,"endTime":239.384,"body":"No, and I, I wanna appreciate"},{"startTime":237.104,"endTime":239.384,"body":"you having me as well."},{"startTime":239.384,"endTime":241.209,"body":"I'm really excited to chat"},{"startTime":239.384,"endTime":241.209,"body":"about those topics, so,"},{"startTime":241.659,"endTime":242.069,"body":"Cool."},{"startTime":242.879,"endTime":247.967,"body":"So let's Start basically with"},{"startTime":242.879,"endTime":247.967,"body":"like how you got where you are."},{"startTime":247.977,"endTime":248.267,"body":"yeah."},{"startTime":248.267,"endTime":252.557,"body":"' cause I, that's always, the story"},{"startTime":248.267,"endTime":252.557,"body":"is always very like, interesting to"},{"startTime":252.557,"endTime":254.437,"body":"me, how people end up in accounting."},{"startTime":254.437,"endTime":258.217,"body":"And then you specifically is a very"},{"startTime":254.437,"endTime":258.217,"body":"like, kind of a niche role in accounting."},{"startTime":258.907,"endTime":261.397,"body":"Yeah, it's a little bit longer this"},{"startTime":258.907,"endTime":261.397,"body":"story than what you might think,"},{"startTime":261.397,"endTime":263.527,"body":"but I, I like to share it with"},{"startTime":261.397,"endTime":263.527,"body":"people 'cause I think it's unique."},{"startTime":263.527,"endTime":267.909,"body":"But basically I was, just finished my"},{"startTime":263.527,"endTime":267.909,"body":"sophomore year of college going into my"},{"startTime":267.909,"endTime":270.519,"body":"junior year and I realized two things."},{"startTime":270.819,"endTime":272.709,"body":"I really have no idea what I want to do."},{"startTime":272.709,"endTime":273.819,"body":"Like a lot of college kids."},{"startTime":274.509,"endTime":274.869,"body":"Hmm."},{"startTime":274.959,"endTime":277.389,"body":"How can I be like proactive"},{"startTime":274.959,"endTime":277.389,"body":"about this or think about it."},{"startTime":277.419,"endTime":279.909,"body":"And the other thing was, I had a"},{"startTime":277.419,"endTime":279.909,"body":"good summer job at the time, but"},{"startTime":279.909,"endTime":281.199,"body":"I kind of just ran out of money."},{"startTime":281.559,"endTime":285.339,"body":"And I come from like a middle class"},{"startTime":281.559,"endTime":285.339,"body":"background, so, you know, my parents"},{"startTime":285.339,"endTime":287.979,"body":"were helping with college a little"},{"startTime":285.339,"endTime":287.979,"body":"bit, a little bit here or there, but"},{"startTime":287.979,"endTime":290.319,"body":"I kind of just like selfishly asked"},{"startTime":287.979,"endTime":290.319,"body":"my mom like, Hey mom, you think you"},{"startTime":290.319,"endTime":291.159,"body":"could just gimme some more money?"},{"startTime":291.159,"endTime":292.869,"body":"I'm sure I'll pay you back"},{"startTime":291.159,"endTime":292.869,"body":"one day, kind of thing."},{"startTime":292.869,"endTime":293.754,"body":"And she said no."},{"startTime":293.784,"endTime":295.434,"body":"Like, she's just like, you"},{"startTime":293.784,"endTime":295.434,"body":"know, Hey Hunter, you have"},{"startTime":295.434,"endTime":297.114,"body":"class on Tuesday and Thursday."},{"startTime":297.189,"endTime":297.879,"body":"get a job."},{"startTime":297.909,"endTime":299.919,"body":"I mean, it was like kind of"},{"startTime":297.909,"endTime":299.919,"body":"what she effectively told me."},{"startTime":299.949,"endTime":301.269,"body":"'cause I think she just saw that like."},{"startTime":301.569,"endTime":305.169,"body":"You know, just me sitting around isn't"},{"startTime":301.569,"endTime":305.169,"body":"necessarily gonna benefit me, as well."},{"startTime":305.169,"endTime":308.034,"body":"So I, I put some thought into it"},{"startTime":305.169,"endTime":308.034,"body":"and I decided right then and there."},{"startTime":308.829,"endTime":311.649,"body":"don't I try to get some internships"},{"startTime":308.829,"endTime":311.649,"body":"instead of just like getting a job?"},{"startTime":311.739,"endTime":315.819,"body":"So my first internship in college was"},{"startTime":311.739,"endTime":315.819,"body":"actually an accounting internship,"},{"startTime":315.854,"endTime":319.258,"body":"where I was primarily helping a"},{"startTime":315.854,"endTime":319.258,"body":"gal or an organization do a lot of"},{"startTime":319.258,"endTime":320.698,"body":"their internal accounting functions."},{"startTime":321.118,"endTime":325.858,"body":"I found out really quick that I didn't"},{"startTime":321.118,"endTime":325.858,"body":"like just doing the accounting work."},{"startTime":325.858,"endTime":327.088,"body":"I found it to be really boring."},{"startTime":327.403,"endTime":332.07,"body":"I am, very much extroverted and like, like"},{"startTime":327.403,"endTime":332.07,"body":"the communication and I was sitting there,"},{"startTime":332.07,"endTime":333.81,"body":"I'm like trying to like talk to people."},{"startTime":333.87,"endTime":336.48,"body":"This is a small company, like"},{"startTime":333.87,"endTime":336.48,"body":"five employees and I'm like,"},{"startTime":336.54,"endTime":337.71,"body":"I need to have the ability to."},{"startTime":338.505,"endTime":342.075,"body":"Communicate, work with people, do more"},{"startTime":338.505,"endTime":342.075,"body":"things along those lines than just, you"},{"startTime":342.075,"endTime":343.785,"body":"know, touching the numbers, if you will."},{"startTime":343.785,"endTime":346.575,"body":"So I ended up getting two"},{"startTime":343.785,"endTime":346.575,"body":"more internships in college."},{"startTime":346.575,"endTime":349.515,"body":"One doing insurance where"},{"startTime":346.575,"endTime":349.515,"body":"I was doing auto claims."},{"startTime":349.845,"endTime":350.925,"body":"That was very interesting."},{"startTime":350.925,"endTime":352.335,"body":"You wouldn't believe the bizarre stories."},{"startTime":352.335,"endTime":355.545,"body":"You can hear from people, very much of"},{"startTime":352.335,"endTime":355.545,"body":"their lows when after, you know, very"},{"startTime":355.545,"endTime":358.935,"body":"serious bad things that could happen"},{"startTime":355.545,"endTime":358.935,"body":"to their vehicles or even themselves."},{"startTime":358.964,"endTime":361.39,"body":"then ultimately I did a sales"},{"startTime":358.964,"endTime":361.39,"body":"and marketing internship as well"},{"startTime":361.39,"endTime":362.62,"body":"to kind of round off college."},{"startTime":363.445,"endTime":367.105,"body":"this is to say I have found out that I"},{"startTime":363.445,"endTime":367.105,"body":"wanted to try to do like more like sales."},{"startTime":368.08,"endTime":368.53,"body":"Excuse me."},{"startTime":369.01,"endTime":372.43,"body":"My first job outta college was working"},{"startTime":369.01,"endTime":372.43,"body":"at a DP, the payroll company, and they're"},{"startTime":372.43,"endTime":375.46,"body":"known for having like a great like sales"},{"startTime":372.43,"endTime":375.46,"body":"program, everything along those lines."},{"startTime":375.76,"endTime":377.11,"body":"Did that for about a year."},{"startTime":377.32,"endTime":380.8,"body":"And what I liked about it was, you know,"},{"startTime":377.32,"endTime":380.8,"body":"the structure, but what I didn't like"},{"startTime":380.8,"endTime":383.92,"body":"was I was employed 2, 2, 5, 3, 6, 1."},{"startTime":384.07,"endTime":386.35,"body":"I wasn't Hunter Rod Amacher,"},{"startTime":384.07,"endTime":386.35,"body":"I was a, you know, a"},{"startTime":386.53,"endTime":386.61,"body":"Hmm."},{"startTime":386.62,"endTime":388.66,"body":"small number in this big corporate stack."},{"startTime":388.66,"endTime":391.457,"body":"So, I just wanted to work"},{"startTime":388.66,"endTime":391.457,"body":"for like a smaller company."},{"startTime":391.635,"endTime":395.655,"body":"thankfully I got, uh, reached"},{"startTime":391.635,"endTime":395.655,"body":"out to by a recruiter on CSI."},{"startTime":396.45,"endTime":399.063,"body":"Of, of a recruiter actually from a"},{"startTime":396.45,"endTime":399.063,"body":"different company called, house of"},{"startTime":399.063,"endTime":400.503,"body":"Revenue or Sales BQ at the time."},{"startTime":400.953,"endTime":404.775,"body":"This company was working with, our"},{"startTime":400.953,"endTime":404.775,"body":"accounting firm to actually help put"},{"startTime":404.775,"endTime":406.575,"body":"in a marketing and sales department."},{"startTime":406.575,"endTime":409.935,"body":"So they hired an external company"},{"startTime":406.575,"endTime":409.935,"body":"and I was the first sales hire"},{"startTime":409.935,"endTime":411.465,"body":"from that particular company."},{"startTime":411.465,"endTime":412.935,"body":"So I kind of got trained up."},{"startTime":412.935,"endTime":416.355,"body":"I got eased into the organization"},{"startTime":412.935,"endTime":416.355,"body":"myself and another marketing,"},{"startTime":416.375,"endTime":419.616,"body":"individual that I currently still"},{"startTime":416.375,"endTime":419.616,"body":"work with got brought on board and."},{"startTime":419.781,"endTime":422.451,"body":"That was kind of my introduction"},{"startTime":419.781,"endTime":422.451,"body":"to being the first, you know, new"},{"startTime":422.451,"endTime":425.601,"body":"sales hire at our current accounting"},{"startTime":422.451,"endTime":425.601,"body":"firm in this particular case."},{"startTime":425.601,"endTime":429.831,"body":"So I've been doing this now for five"},{"startTime":425.601,"endTime":429.831,"body":"years where I've been, my job is to"},{"startTime":429.831,"endTime":433.436,"body":"sell, and bring on and make sure that"},{"startTime":429.831,"endTime":433.436,"body":"people have good experiences, small"},{"startTime":433.436,"endTime":436.819,"body":"businesses, anywhere from one employee"},{"startTime":433.436,"endTime":436.819,"body":"to a hundred, talking to 'em about"},{"startTime":436.819,"endTime":439.939,"body":"their bookkeeping, their taxes, or even"},{"startTime":436.819,"endTime":439.939,"body":"their payroll in this particular case."},{"startTime":439.939,"endTime":443.029,"body":"So that's a little bit about how"},{"startTime":439.939,"endTime":443.029,"body":"I, I got to where I am today."},{"startTime":443.029,"endTime":443.509,"body":"Anyways."},{"startTime":444.004,"endTime":445.894,"body":"Yeah, that's pretty exciting."},{"startTime":446.286,"endTime":448.686,"body":"to hear just like from the beginning."},{"startTime":448.686,"endTime":452.174,"body":"I, I'm always intrigued by people's"},{"startTime":448.686,"endTime":452.174,"body":"stories and how, they get into"},{"startTime":452.174,"endTime":454.154,"body":"accounting and then where they end up."},{"startTime":454.154,"endTime":456.914,"body":"'cause there's so many different"},{"startTime":454.154,"endTime":456.914,"body":"avenues you can take in accounting"},{"startTime":456.914,"endTime":461.77,"body":"and, I think it's nice for people"},{"startTime":456.914,"endTime":461.77,"body":"to hear, like there's other options."},{"startTime":461.77,"endTime":464.89,"body":"If you know, like, if you know"},{"startTime":461.77,"endTime":464.89,"body":"accounting, if that's your background,"},{"startTime":464.89,"endTime":467.92,"body":"but you like think it's boring,"},{"startTime":464.89,"endTime":467.92,"body":"then maybe this is the path."},{"startTime":468.205,"endTime":468.475,"body":"Yeah."},{"startTime":469.935,"endTime":470.225,"body":"Yeah."},{"startTime":470.41,"endTime":472.9,"body":"Never would've thought it, this could"},{"startTime":470.41,"endTime":472.9,"body":"have been an option for me if there"},{"startTime":472.9,"endTime":474.43,"body":"was even something like this existed."},{"startTime":474.43,"endTime":477.46,"body":"But you come to realize that every"},{"startTime":474.43,"endTime":477.46,"body":"business needs a sales component,"},{"startTime":477.46,"endTime":480.04,"body":"whether they're doing it themself"},{"startTime":477.46,"endTime":480.04,"body":"or somebody else eventually."},{"startTime":480.31,"endTime":481.232,"body":"It's, really important."},{"startTime":481.232,"endTime":485.102,"body":"So there's always an opportunity for"},{"startTime":481.232,"endTime":485.102,"body":"people that, like myself, that, Hey,"},{"startTime":485.102,"endTime":486.242,"body":"you don't know what you're gonna do."},{"startTime":486.482,"endTime":487.412,"body":"You can always try it out."},{"startTime":487.472,"endTime":489.752,"body":"You're never gonna have to be there"},{"startTime":487.472,"endTime":489.752,"body":"forever if you don't want to, or you might"},{"startTime":489.752,"endTime":491.222,"body":"just fall in love with it like I did."},{"startTime":491.222,"endTime":491.372,"body":"Who knows?"},{"startTime":492.347,"endTime":495.896,"body":"Yeah, I mean, I can see like as"},{"startTime":492.347,"endTime":495.896,"body":"a bookkeeping business owner,"},{"startTime":495.896,"endTime":499.766,"body":"an entrepreneur like sales is"},{"startTime":495.896,"endTime":499.766,"body":"actually one of my favorite pieces."},{"startTime":500.576,"endTime":506.426,"body":"And when I have like extra time and"},{"startTime":500.576,"endTime":506.426,"body":"stuff, I had rather be doing like"},{"startTime":506.456,"endTime":510.596,"body":"outreach and more sales, but then I'm"},{"startTime":506.456,"endTime":510.596,"body":"like, oh, well we don't have the capacity"},{"startTime":510.596,"endTime":512.156,"body":"for that, so I gotta dial it back."},{"startTime":513.566,"endTime":514.376,"body":"You know what I mean?"},{"startTime":514.376,"endTime":521.024,"body":"So, as you like, were trained up in"},{"startTime":514.376,"endTime":521.024,"body":"this, like in this process with this"},{"startTime":521.024,"endTime":525.374,"body":"company, what were some of the like,"},{"startTime":521.024,"endTime":525.374,"body":"I guess, growing pains or were there"},{"startTime":525.374,"endTime":531.704,"body":"areas that you were able to really"},{"startTime":525.374,"endTime":531.704,"body":"like shine and improve and build"},{"startTime":531.704,"endTime":533.624,"body":"process that you're pretty proud of?"},{"startTime":534.224,"endTime":535.514,"body":"Yeah, no, great question."},{"startTime":535.574,"endTime":538.124,"body":"I, I think initially whenever"},{"startTime":535.574,"endTime":538.124,"body":"you're starting a new job, or"},{"startTime":538.124,"endTime":541.064,"body":"specifically in sales, it's like,"},{"startTime":538.124,"endTime":541.064,"body":"how do you actually run a meeting?"},{"startTime":541.124,"endTime":541.574,"body":"Right?"},{"startTime":541.814,"endTime":544.994,"body":"What is it, you know, how should"},{"startTime":541.814,"endTime":544.994,"body":"we go about sitting down with"},{"startTime":544.994,"endTime":546.884,"body":"somebody asking questions?"},{"startTime":546.944,"endTime":548.264,"body":"How much should I be talking?"},{"startTime":548.414,"endTime":549.884,"body":"What kind of questions should I be asking?"},{"startTime":549.884,"endTime":550.964,"body":"What should they be talking about?"},{"startTime":551.114,"endTime":552.254,"body":"And it's an evolution, right?"},{"startTime":552.599,"endTime":555.509,"body":"Obviously day one, you're not going to"},{"startTime":552.599,"endTime":555.509,"body":"be nowhere near as good as you hope to"},{"startTime":555.509,"endTime":558.959,"body":"be today, but also as you go forward,"},{"startTime":555.509,"endTime":558.959,"body":"you know, I always like to joke that"},{"startTime":558.959,"endTime":562.649,"body":"you take a vacation or take some time"},{"startTime":558.959,"endTime":562.649,"body":"off or you're not as busy as used to be,"},{"startTime":562.889,"endTime":565.139,"body":"you can fall out of good graces as well."},{"startTime":565.139,"endTime":567.694,"body":"So I think a big thing that I,"},{"startTime":565.139,"endTime":567.694,"body":"really had to learn at first"},{"startTime":567.694,"endTime":569.104,"body":"was the structure of a meeting."},{"startTime":569.164,"endTime":570.844,"body":"What does the successful"},{"startTime":569.164,"endTime":570.844,"body":"meeting look like?"},{"startTime":571.144,"endTime":574.624,"body":"What pieces of information do"},{"startTime":571.144,"endTime":574.624,"body":"I need to ask to make sure I'm"},{"startTime":574.624,"endTime":576.604,"body":"covering all the bases, if you will?"},{"startTime":576.789,"endTime":579.514,"body":"that was really a big part of like"},{"startTime":576.789,"endTime":579.514,"body":"learning in the beginning stages."},{"startTime":579.705,"endTime":580.178,"body":"from there."},{"startTime":580.178,"endTime":583.568,"body":"I think from there, the big thing is"},{"startTime":580.178,"endTime":583.568,"body":"just, you know, really reading social"},{"startTime":583.568,"endTime":585.608,"body":"cues and knowing how to pivot, right?"},{"startTime":586.298,"endTime":588.698,"body":"your person says this, are"},{"startTime":586.298,"endTime":588.698,"body":"they actually saying that?"},{"startTime":588.698,"endTime":592.928,"body":"Or do they mean that they are worried"},{"startTime":588.698,"endTime":592.928,"body":"about this particular problem?"},{"startTime":593.048,"endTime":595.538,"body":"And of course, the more and more"},{"startTime":593.048,"endTime":595.538,"body":"you do items like that, that you"},{"startTime":595.538,"endTime":598.748,"body":"can start to better pick up on what"},{"startTime":595.538,"endTime":598.748,"body":"they're actually needing and wanting."},{"startTime":598.868,"endTime":600.488,"body":"But I haven't yet come to that conclusion."},{"startTime":600.638,"endTime":600.998,"body":"So."},{"startTime":601.698,"endTime":602.168,"body":"Yeah."},{"startTime":602.537,"endTime":607.561,"body":"do most of your sales calls occur over"},{"startTime":602.537,"endTime":607.561,"body":"Zoom or are they in person or a mix?"},{"startTime":607.913,"endTime":608.176,"body":"Mm-hmm."},{"startTime":608.281,"endTime":611.281,"body":"I, I'd say about 90 to 95%"},{"startTime":608.281,"endTime":611.281,"body":"of my calls now are Zoom."},{"startTime":611.309,"endTime":614.405,"body":"when I first started, oddly enough,"},{"startTime":611.309,"endTime":614.405,"body":"during COVID it was more, you know,"},{"startTime":614.405,"endTime":616.025,"body":"50 50 in this particular case."},{"startTime":616.025,"endTime":619.319,"body":"But I think there's definitely been"},{"startTime":616.025,"endTime":619.319,"body":"a shift of people just, understanding"},{"startTime":619.324,"endTime":621.809,"body":"the convenience of doing it"},{"startTime":619.324,"endTime":621.809,"body":"virtually in this particular case."},{"startTime":621.904,"endTime":622.744,"body":"I'd say 90 10."},{"startTime":622.744,"endTime":625.684,"body":"At this par particular time, I'm more"},{"startTime":622.744,"endTime":625.684,"body":"than happy to meet with somebody in"},{"startTime":625.684,"endTime":629.955,"body":"person, if need be, if they want, but most"},{"startTime":625.684,"endTime":629.955,"body":"people are pretty accepting of, you know,"},{"startTime":630.065,"endTime":630.395,"body":"Yeah."},{"startTime":630.495,"endTime":630.615,"body":"space."},{"startTime":631.685,"endTime":636.522,"body":"Do you find that reading body language"},{"startTime":631.685,"endTime":636.522,"body":"piece a little more challenging"},{"startTime":636.522,"endTime":638.982,"body":"virtually, or have you found workarounds?"},{"startTime":640.632,"endTime":640.782,"body":"Yeah."},{"startTime":640.782,"endTime":642.282,"body":"Uh, yeah, potentially."},{"startTime":642.341,"endTime":646.033,"body":"body language is important, but it's"},{"startTime":642.341,"endTime":646.033,"body":"my opinion that tone is more important."},{"startTime":646.093,"endTime":646.843,"body":"I mean, usually I can"},{"startTime":646.888,"endTime":647.178,"body":"Yeah."},{"startTime":647.263,"endTime":649.273,"body":"someone's tone how they're"},{"startTime":647.263,"endTime":649.273,"body":"feeling about something."},{"startTime":649.453,"endTime":652.345,"body":"Like, for example, if you're gonna be"},{"startTime":649.453,"endTime":652.345,"body":"presenting somebody price and they're"},{"startTime":652.345,"endTime":653.605,"body":"talking like this, the entire meeting."},{"startTime":653.94,"endTime":656.31,"body":"Now they're talking like this,"},{"startTime":653.94,"endTime":656.31,"body":"they were surprised by that,"},{"startTime":656.31,"endTime":657.18,"body":"or they're pretty shocked."},{"startTime":657.18,"endTime":660.771,"body":"They might need a, a little bit longer"},{"startTime":657.18,"endTime":660.771,"body":"to, digest that particular instance."},{"startTime":660.771,"endTime":663.914,"body":"Or, you know, if their voice stays"},{"startTime":660.771,"endTime":663.914,"body":"the same or even value, goes up."},{"startTime":663.936,"endTime":666.353,"body":"In this particular case, they might"},{"startTime":663.936,"endTime":666.353,"body":"not have been as surprised, right?"},{"startTime":666.353,"endTime":667.223,"body":"They might be okay with it."},{"startTime":667.223,"endTime":668.783,"body":"They might be actually"},{"startTime":667.223,"endTime":668.783,"body":"pretty excited about it."},{"startTime":668.783,"endTime":672.323,"body":"So it, it's a combination of things,"},{"startTime":668.783,"endTime":672.323,"body":"but I, I feel like listening to the"},{"startTime":672.323,"endTime":676.373,"body":"tone of their voice is really what makes"},{"startTime":672.323,"endTime":676.373,"body":"or breaks it in this particular case."},{"startTime":676.659,"endTime":678.459,"body":"Yeah, that's really interesting."},{"startTime":678.899,"endTime":684.959,"body":", What are some of the, like, what have been"},{"startTime":678.899,"endTime":684.959,"body":"some of the key like resources for you to"},{"startTime":684.959,"endTime":690.379,"body":"learn the sales structure and the process"},{"startTime":684.959,"endTime":690.379,"body":"and becoming like really good at it?"},{"startTime":691.116,"endTime":693.677,"body":"obviously practice and"},{"startTime":691.116,"endTime":693.677,"body":"doing it more is, important."},{"startTime":693.827,"endTime":695.417,"body":"There's a lot of sales books out there."},{"startTime":695.477,"endTime":698.897,"body":"I don't think you could go wrong and we've"},{"startTime":695.477,"endTime":698.897,"body":"had a lot of sales training as well, you"},{"startTime":698.897,"endTime":702.347,"body":"know, thankfully to our, our owner in this"},{"startTime":698.897,"endTime":702.347,"body":"case who's done put a lot of resources"},{"startTime":702.347,"endTime":706.787,"body":"into that, but I think that the biggest"},{"startTime":702.347,"endTime":706.787,"body":"thing that helps me the most is just."},{"startTime":707.272,"endTime":711.052,"body":"Constantly asking and like getting"},{"startTime":707.272,"endTime":711.052,"body":"your, getting yourself outta the way."},{"startTime":711.082,"endTime":713.872,"body":"I think the biggest issue that a lot"},{"startTime":711.082,"endTime":713.872,"body":"of salespeople have is they think"},{"startTime":713.872,"endTime":716.782,"body":"that they're this awesome person,"},{"startTime":713.872,"endTime":716.782,"body":"that we need to tell them what they"},{"startTime":716.782,"endTime":717.982,"body":"need and all these other things."},{"startTime":718.342,"endTime":721.012,"body":"In my opinion, that couldn't"},{"startTime":718.342,"endTime":721.012,"body":"be further from the truth."},{"startTime":721.372,"endTime":724.882,"body":"My best meetings are when I'm asking"},{"startTime":721.372,"endTime":724.882,"body":"questions and for lack of better"},{"startTime":724.882,"endTime":726.202,"body":"words, I shut the hell up, right?"},{"startTime":726.347,"endTime":727.037,"body":"Yeah."},{"startTime":727.862,"endTime":731.044,"body":"So I think the biggest resources is like,"},{"startTime":727.862,"endTime":731.044,"body":"kind of like that constant reminder,"},{"startTime":731.044,"endTime":734.134,"body":"whether it's a sticky note right there"},{"startTime":731.044,"endTime":734.134,"body":"or anything along those lines that,"},{"startTime":734.254,"endTime":736.354,"body":"hey, when in doubt just ask questions."},{"startTime":736.414,"endTime":737.884,"body":"These people have issues."},{"startTime":737.914,"endTime":739.624,"body":"They want you to solve it."},{"startTime":739.834,"endTime":742.594,"body":"You just have to let them do it"},{"startTime":739.834,"endTime":742.594,"body":"effectively in this particular case."},{"startTime":742.594,"endTime":746.194,"body":"And it's just not getting in your own"},{"startTime":742.594,"endTime":746.194,"body":"way is kind of like the best training"},{"startTime":746.194,"endTime":748.045,"body":"I've had, over my tenure years so far."},{"startTime":748.9,"endTime":753.66,"body":"Yeah, I found that one of the"},{"startTime":748.9,"endTime":753.66,"body":"most difficult parts of the"},{"startTime":753.66,"endTime":756.18,"body":"sales process is actually."},{"startTime":756.421,"endTime":761.581,"body":"making sure I'm not trying to sell"},{"startTime":756.421,"endTime":761.581,"body":"to someone that isn't going to be a"},{"startTime":761.581,"endTime":763.381,"body":"good fit client, if that makes sense."},{"startTime":763.381,"endTime":769.501,"body":"Like I, I'm pretty confident on being able"},{"startTime":763.381,"endTime":769.501,"body":"to close my sales calls, but my worry is"},{"startTime":769.501,"endTime":775.081,"body":"always like, what if we bring on a really,"},{"startTime":769.501,"endTime":775.081,"body":"like bad, hard to work with clients?"},{"startTime":775.081,"endTime":778.231,"body":"So, do you have things that you."},{"startTime":783.886,"endTime":786.616,"body":"Can illuminate an issue,"},{"startTime":783.886,"endTime":786.616,"body":"a potential issue."},{"startTime":786.616,"endTime":790.726,"body":"And do you have the leeway at"},{"startTime":786.616,"endTime":790.726,"body":"your, where you're at currently"},{"startTime":790.726,"endTime":792.346,"body":"to like make that decision?"},{"startTime":792.436,"endTime":794.326,"body":"Like, I'm not gonna invite"},{"startTime":792.436,"endTime":794.326,"body":"this person as a client."},{"startTime":795.556,"endTime":798.596,"body":"Yeah, no, I'm glad you a, a"},{"startTime":795.556,"endTime":798.596,"body":"asked that 'cause it is such"},{"startTime":798.596,"endTime":800.276,"body":"an important point in question."},{"startTime":800.276,"endTime":802.491,"body":"In this particular case, probably"},{"startTime":800.276,"endTime":802.491,"body":"the most important thing that I do"},{"startTime":802.491,"endTime":806.391,"body":"is bring on qualified people or good"},{"startTime":802.491,"endTime":806.391,"body":"fits because, you know, I always like"},{"startTime":806.391,"endTime":808.19,"body":"to not joke, but just mention that."},{"startTime":808.57,"endTime":811.21,"body":"Whatever you bring on as an issue"},{"startTime":808.57,"endTime":811.21,"body":"today, it could, has the possibility"},{"startTime":811.21,"endTime":814.3,"body":"that could five, 10 times be"},{"startTime":811.21,"endTime":814.3,"body":"a bigger issue down the road."},{"startTime":814.3,"endTime":817.655,"body":"So, yes, it's, it's my job to"},{"startTime":814.3,"endTime":817.655,"body":"bring on new clients, but also"},{"startTime":817.655,"endTime":819.305,"body":"ones that we are deemed a good fit."},{"startTime":819.365,"endTime":823.322,"body":"And what I tell people is it's definitely"},{"startTime":819.365,"endTime":823.322,"body":"a learning process to kind of identify"},{"startTime":823.322,"endTime":824.552,"body":"who's going to be and who isn't."},{"startTime":824.732,"endTime":826.952,"body":"And sometimes you don't"},{"startTime":824.732,"endTime":826.952,"body":"always know, but you know."},{"startTime":827.302,"endTime":830.027,"body":"If it's a red flag in the beginning,"},{"startTime":827.302,"endTime":830.027,"body":"it's a good chance they're gonna, you"},{"startTime":830.027,"endTime":831.587,"body":"know, be a red flag in the, in the end."},{"startTime":831.827,"endTime":834.347,"body":"A lot of people don't change,"},{"startTime":831.827,"endTime":834.347,"body":"especially in that short period of"},{"startTime":834.347,"endTime":837.047,"body":"time from when you're talking to"},{"startTime":834.347,"endTime":837.047,"body":"'em, from when they come on board and"},{"startTime":837.047,"endTime":838.577,"body":"whatever tenure they have as a client."},{"startTime":838.847,"endTime":841.607,"body":"If they have this personality"},{"startTime":838.847,"endTime":841.607,"body":"that's coming across a little"},{"startTime":841.817,"endTime":844.727,"body":"unfriendly or they're not getting"},{"startTime":841.817,"endTime":844.727,"body":"you certain pieces of information."},{"startTime":845.102,"endTime":848.462,"body":"What's gonna change between now and that"},{"startTime":845.102,"endTime":848.462,"body":"first conversation, the onboarding and"},{"startTime":848.462,"endTime":849.872,"body":"whatever timeframe you're gonna be in."},{"startTime":849.915,"endTime":851.432,"body":"you can have a serious talk with them."},{"startTime":851.432,"endTime":854.912,"body":"Like, Hey, I need you, if you wanna work"},{"startTime":851.432,"endTime":854.912,"body":"with us, I need you to, you know, play"},{"startTime":854.912,"endTime":856.562,"body":"ball here and do these certain things."},{"startTime":856.562,"endTime":860.282,"body":"But you know, people only if they"},{"startTime":856.562,"endTime":860.282,"body":"still don't do it after the fact,"},{"startTime":860.342,"endTime":863.102,"body":"it's usually a good indicator that"},{"startTime":860.342,"endTime":863.102,"body":"there's not gonna be a good fit."},{"startTime":863.102,"endTime":866.867,"body":"So not only do I. You know, kinda"},{"startTime":863.102,"endTime":866.867,"body":"get graded on, if you will, about"},{"startTime":866.867,"endTime":868.294,"body":"what kind of clients I bring in."},{"startTime":868.294,"endTime":871.204,"body":"But it's definitely in my best interest"},{"startTime":868.294,"endTime":871.204,"body":"as well, because there's certain"},{"startTime":871.204,"endTime":874.264,"body":"clients that can cause such a rift"},{"startTime":871.204,"endTime":874.264,"body":"down the road that it's just like"},{"startTime":874.744,"endTime":877.474,"body":"I would do anything to go back in"},{"startTime":874.744,"endTime":877.474,"body":"time, not to have to deal with this."},{"startTime":877.474,"endTime":880.864,"body":"So I think, it's definitely"},{"startTime":877.474,"endTime":880.864,"body":"important just to make sure that"},{"startTime":880.864,"endTime":883.504,"body":"you listen to your gut in initial"},{"startTime":880.864,"endTime":883.504,"body":"stage if someone's coming across."},{"startTime":884.389,"endTime":885.139,"body":"not a good fit."},{"startTime":885.349,"endTime":887.119,"body":"It's a good chance,"},{"startTime":885.349,"endTime":887.119,"body":"you're most likely right?"},{"startTime":887.299,"endTime":887.929,"body":"But that's hard."},{"startTime":887.929,"endTime":891.109,"body":"You know, if you're a new bookkeeping"},{"startTime":887.929,"endTime":891.109,"body":"company and you wanna bring on clients and"},{"startTime":891.109,"endTime":894.319,"body":"you wanna get some revenue in the door,"},{"startTime":891.109,"endTime":894.319,"body":"you feel like, you feel like conflicted."},{"startTime":894.319,"endTime":895.999,"body":"Like, I, you know, this is a lot of money."},{"startTime":895.999,"endTime":897.799,"body":"Or I, I needed this to"},{"startTime":895.999,"endTime":897.799,"body":"keep growing my business."},{"startTime":898.129,"endTime":901.339,"body":"I think in those moments in"},{"startTime":898.129,"endTime":901.339,"body":"time, it's always a, a difficult,"},{"startTime":901.744,"endTime":905.584,"body":"weighing out process, but will"},{"startTime":901.744,"endTime":905.584,"body":"pay for it one way or the other."},{"startTime":905.584,"endTime":907.024,"body":"If you bring on someone"},{"startTime":905.584,"endTime":907.024,"body":"who's not supposed to be."},{"startTime":907.839,"endTime":908.129,"body":"Yeah."},{"startTime":908.494,"endTime":910.264,"body":"Absolutely I am."},{"startTime":910.324,"endTime":914.917,"body":"I'm just trying to like, reflect on"},{"startTime":910.324,"endTime":914.917,"body":"some of the times that I've had that"},{"startTime":914.917,"endTime":922.927,"body":"like little inkling and consciously"},{"startTime":914.917,"endTime":922.927,"body":"like pushed it out of the way basically"},{"startTime":922.927,"endTime":924.761,"body":"like, oh, that's probably nothing."},{"startTime":924.761,"endTime":930.619,"body":"It does rear its ugly head later on"},{"startTime":924.761,"endTime":930.619,"body":"because on sales calls it's almost,"},{"startTime":930.619,"endTime":932.688,"body":"it's, kind of like an employee interview."},{"startTime":932.688,"endTime":935.358,"body":"Like people are always gonna"},{"startTime":932.688,"endTime":935.358,"body":"put their best foot forward."},{"startTime":936.288,"endTime":939.618,"body":"So if they are putting their best foot"},{"startTime":936.288,"endTime":939.618,"body":"forward and there's still something that"},{"startTime":939.618,"endTime":944.182,"body":"is rubbing you the wrong way, likely"},{"startTime":939.618,"endTime":944.182,"body":"that's, like you said, it's gonna five to"},{"startTime":944.182,"endTime":946.618,"body":"10 x later on because they're holding back"},{"startTime":948.958,"endTime":949.288,"body":"so."},{"startTime":949.323,"endTime":950.193,"body":"Yeah, exactly."},{"startTime":950.253,"endTime":952.203,"body":"It's kinda like you're dating"},{"startTime":950.253,"endTime":952.203,"body":"somebody for the first time."},{"startTime":952.203,"endTime":954.96,"body":"Like they're not gonna, you know, mention"},{"startTime":952.203,"endTime":954.96,"body":"all their issues that they have up front."},{"startTime":954.96,"endTime":957.36,"body":"They're gonna try to explain all"},{"startTime":954.96,"endTime":957.36,"body":"the good qualities and the reasons"},{"startTime":957.36,"endTime":960.15,"body":"why you should consider working"},{"startTime":957.36,"endTime":960.15,"body":"with us in this particular case."},{"startTime":960.15,"endTime":962.37,"body":"And I think that's important"},{"startTime":960.15,"endTime":962.37,"body":"that bookkeepers listening"},{"startTime":962.37,"endTime":963.42,"body":"to us understand that too."},{"startTime":963.42,"endTime":963.93,"body":"It's just like."},{"startTime":964.315,"endTime":967.315,"body":"You know, they're, they're"},{"startTime":964.315,"endTime":967.315,"body":"wanting to work with you too."},{"startTime":967.315,"endTime":970.255,"body":"It isn't like you have to go to every"},{"startTime":967.315,"endTime":970.255,"body":"single one of their needs in order for it"},{"startTime":970.255,"endTime":972.085,"body":"to be a successful working relationship."},{"startTime":972.325,"endTime":973.555,"body":"You know, there, it has to be mutual."},{"startTime":973.555,"endTime":976.255,"body":"In this particular case, you don't"},{"startTime":973.555,"endTime":976.255,"body":"wanna start right from the get go."},{"startTime":976.255,"endTime":979.075,"body":"The idea that you're gonna bend"},{"startTime":976.255,"endTime":979.075,"body":"over backwards for someone who isn't"},{"startTime":979.075,"endTime":982.855,"body":"gonna be potentially willing to do"},{"startTime":979.075,"endTime":982.855,"body":"the same again, more issues, more,"},{"startTime":982.885,"endTime":985.585,"body":"more problems that can come down"},{"startTime":982.885,"endTime":985.585,"body":"the road if you start to do that."},{"startTime":985.585,"endTime":985.885,"body":"So."},{"startTime":986.46,"endTime":987.88,"body":"Yeah, absolutely."},{"startTime":988.188,"endTime":998.298,"body":"so when, I guess I would love to talk"},{"startTime":988.188,"endTime":998.298,"body":"about like how if someone is brand new"},{"startTime":998.298,"endTime":1002.993,"body":"to starting their business and They're"},{"startTime":998.298,"endTime":1002.993,"body":"in that phase of like, their struggle"},{"startTime":1002.993,"endTime":1008.273,"body":"is getting clients, but they're kind"},{"startTime":1002.993,"endTime":1008.273,"body":"of holding themselves back to put"},{"startTime":1008.273,"endTime":1010.013,"body":"themselves out there and get clients."},{"startTime":1010.013,"endTime":1015.472,"body":"Like what advice would you have for"},{"startTime":1010.013,"endTime":1015.472,"body":"that person, to kind of get over"},{"startTime":1016.582,"endTime":1021.652,"body":"of like, I need to just because"},{"startTime":1016.582,"endTime":1021.652,"body":"we don't, most, most accountants"},{"startTime":1021.652,"endTime":1023.452,"body":"are introverted, which I honestly."},{"startTime":1023.902,"endTime":1027.622,"body":"Is a superpower because that makes"},{"startTime":1023.902,"endTime":1027.622,"body":"us really good listeners, which"},{"startTime":1027.712,"endTime":1030.892,"body":"honestly helps the sales conversation"},{"startTime":1027.712,"endTime":1030.892,"body":"a lot more than you would think."},{"startTime":1030.892,"endTime":1033.887,"body":"But like you said, like just"},{"startTime":1030.892,"endTime":1033.887,"body":"shutting up, and letting other"},{"startTime":1033.887,"endTime":1036.137,"body":"people talk, is really important."},{"startTime":1036.137,"endTime":1039.827,"body":"So what is your big piece of advice"},{"startTime":1036.137,"endTime":1039.827,"body":"for someone that's kind of just"},{"startTime":1039.827,"endTime":1043.247,"body":"starting out and they're like,"},{"startTime":1039.827,"endTime":1043.247,"body":"I am way too afraid of selling."},{"startTime":1043.247,"endTime":1046.457,"body":"I, I don't know if I can,"},{"startTime":1043.247,"endTime":1046.457,"body":"like, I can't even find clients"},{"startTime":1046.457,"endTime":1047.987,"body":"to, to be able to sell to."},{"startTime":1047.987,"endTime":1048.797,"body":"So what do I do?"},{"startTime":1049.462,"endTime":1053.842,"body":"Yeah, hardest part of any new"},{"startTime":1049.462,"endTime":1053.842,"body":"sales role or entrepreneurship."},{"startTime":1053.842,"endTime":1055.947,"body":"Anything in this particular"},{"startTime":1053.842,"endTime":1055.947,"body":"case is like, how do I start?"},{"startTime":1056.442,"endTime":1057.732,"body":"How do I get the first client?"},{"startTime":1057.732,"endTime":1058.782,"body":"How do I get momentum?"},{"startTime":1058.872,"endTime":1062.832,"body":"And I could say a lot of like just,"},{"startTime":1058.872,"endTime":1062.832,"body":"you know, mo motivation, confidence,"},{"startTime":1062.832,"endTime":1063.612,"body":"here's what you need to do."},{"startTime":1063.612,"endTime":1065.262,"body":"But I don't really think"},{"startTime":1063.612,"endTime":1065.262,"body":"that's very helpful."},{"startTime":1065.532,"endTime":1067.902,"body":"What I would do or what I would"},{"startTime":1065.532,"endTime":1067.902,"body":"do if I was, uh, starting to own"},{"startTime":1067.932,"endTime":1069.162,"body":"my own bookkeeping conversation."},{"startTime":1069.812,"endTime":1075.784,"body":"Is, I would reach out to as many single"},{"startTime":1069.812,"endTime":1075.784,"body":"owner CPAs as much as possible, and I"},{"startTime":1075.784,"endTime":1079.174,"body":"can understand, you know, picking up the"},{"startTime":1075.784,"endTime":1079.174,"body":"phone or walking in, or even my cold email"},{"startTime":1079.174,"endTime":1080.974,"body":"can start to feel intimidating to people."},{"startTime":1081.124,"endTime":1082.774,"body":"But just start where you can."},{"startTime":1082.804,"endTime":1085.954,"body":"Whatever allows you to start in the"},{"startTime":1082.804,"endTime":1085.954,"body":"amount of activity you need to do."},{"startTime":1086.104,"endTime":1087.754,"body":"Maybe you write letters, for example."},{"startTime":1087.754,"endTime":1091.324,"body":"Maybe you just stop on by and just say,"},{"startTime":1087.754,"endTime":1091.324,"body":"Hey, I'm really interested in working"},{"startTime":1091.324,"endTime":1095.584,"body":"with you, and I think the most important"},{"startTime":1091.324,"endTime":1095.584,"body":"thing that you should do is consistently"},{"startTime":1095.854,"endTime":1096.799,"body":"say you're gonna do this many."},{"startTime":1097.194,"endTime":1101.184,"body":"People every single day, 10 20, whatever"},{"startTime":1097.194,"endTime":1101.184,"body":"the amount of people is, and recognize"},{"startTime":1101.184,"endTime":1104.004,"body":"that you're probably not gonna have"},{"startTime":1101.184,"endTime":1104.004,"body":"that level of success right away."},{"startTime":1104.124,"endTime":1107.004,"body":"It's when you least think about"},{"startTime":1104.124,"endTime":1107.004,"body":"it down the road when that account"},{"startTime":1107.004,"endTime":1110.094,"body":"might get back to you or whomever"},{"startTime":1107.004,"endTime":1110.094,"body":"else that referral partner might be."},{"startTime":1110.164,"endTime":1112.78,"body":"I think it's really important"},{"startTime":1110.164,"endTime":1112.78,"body":"that people also understand."},{"startTime":1113.42,"endTime":1117.05,"body":"That when you are doing like this"},{"startTime":1113.42,"endTime":1117.05,"body":"outreach to these bookkeepers, what"},{"startTime":1117.05,"endTime":1118.34,"body":"are you actually offering them?"},{"startTime":1119.21,"endTime":1122.026,"body":"many times as an accountant or a"},{"startTime":1119.21,"endTime":1122.026,"body":"referral partner said, Hey, I'm"},{"startTime":1122.026,"endTime":1124.666,"body":"new and I wanna work with you"},{"startTime":1122.026,"endTime":1124.666,"body":"and I want you to send me leads."},{"startTime":1124.906,"endTime":1126.736,"body":"It doesn't seem very genuine, right?"},{"startTime":1126.976,"endTime":1128.446,"body":"I think you have to prove yourself."},{"startTime":1128.476,"endTime":1130.096,"body":"And like if, if that means like, hey."},{"startTime":1130.331,"endTime":1132.941,"body":"I'm willing to clean up the books"},{"startTime":1130.331,"endTime":1132.941,"body":"of one of your clients for free"},{"startTime":1133.151,"endTime":1134.471,"body":"just to get your foot in the door."},{"startTime":1134.651,"endTime":1136.871,"body":"I think when you're brand"},{"startTime":1134.651,"endTime":1136.871,"body":"new, you have to be willing to"},{"startTime":1136.871,"endTime":1138.221,"body":"wanna do these things, right?"},{"startTime":1138.341,"endTime":1141.791,"body":"You gotta be different than everybody"},{"startTime":1138.341,"endTime":1141.791,"body":"else that's reaching out, whether you're"},{"startTime":1141.821,"endTime":1143.501,"body":"introverted, extroverted, whatever it is."},{"startTime":1143.501,"endTime":1147.341,"body":"In this case, how are you gonna"},{"startTime":1143.501,"endTime":1147.341,"body":"differentiate yourself from the rest"},{"startTime":1147.341,"endTime":1149.801,"body":"of the pack or everybody else that"},{"startTime":1147.341,"endTime":1149.801,"body":"wants the same business that you can?"},{"startTime":1149.981,"endTime":1151.301,"body":"What are you gonna be doing differently?"},{"startTime":1151.921,"endTime":1154.951,"body":"You know what, what, what do you"},{"startTime":1151.921,"endTime":1154.951,"body":"feel like you do really well that"},{"startTime":1154.951,"endTime":1158.941,"body":"the average bookkeeper doesn't, and"},{"startTime":1154.951,"endTime":1158.941,"body":"then use that to explain it to 'em."},{"startTime":1159.121,"endTime":1161.221,"body":"Then ultimately just, you"},{"startTime":1159.121,"endTime":1161.221,"body":"know, keep them in mind."},{"startTime":1161.221,"endTime":1163.921,"body":"I think, you know, when you're"},{"startTime":1161.221,"endTime":1163.921,"body":"reaching out to somebody, one"},{"startTime":1163.921,"endTime":1165.241,"body":"touch point is not gonna be enough."},{"startTime":1165.241,"endTime":1165.541,"body":"So again."},{"startTime":1166.336,"endTime":1169.456,"body":"Whether it's a month later, weeks"},{"startTime":1166.336,"endTime":1169.456,"body":"later, whatever it is, you know,"},{"startTime":1169.696,"endTime":1170.896,"body":"try to reach out to 'em again."},{"startTime":1171.106,"endTime":1172.246,"body":"These accountants are busy."},{"startTime":1172.315,"endTime":1173.785,"body":"it doesn't mean that"},{"startTime":1172.315,"endTime":1173.785,"body":"they're not interested, it"},{"startTime":1173.845,"endTime":1174.195,"body":"Right."},{"startTime":1174.235,"endTime":1175.795,"body":"that they, they don't even know your name."},{"startTime":1175.885,"endTime":1179.695,"body":"So it's, it's important that you"},{"startTime":1175.885,"endTime":1179.695,"body":"build out some system, you stick to"},{"startTime":1179.695,"endTime":1185.305,"body":"it and just, you know, I think that,"},{"startTime":1179.695,"endTime":1185.305,"body":"and like timelines are important too."},{"startTime":1185.335,"endTime":1187.285,"body":"So many people that start"},{"startTime":1185.335,"endTime":1187.285,"body":"think like, okay, they're gonna"},{"startTime":1187.285,"endTime":1188.455,"body":"work really hard about this."},{"startTime":1188.635,"endTime":1189.415,"body":"Maybe too hard."},{"startTime":1189.475,"endTime":1191.785,"body":"Like for the first two, three"},{"startTime":1189.475,"endTime":1191.785,"body":"months maybe they burn out."},{"startTime":1192.115,"endTime":1195.985,"body":"Versus if they just did a little bit less"},{"startTime":1192.115,"endTime":1195.985,"body":"activity throughout the entire year, I do"},{"startTime":1195.985,"endTime":1197.695,"body":"think people would be a lot better off."},{"startTime":1197.695,"endTime":1201.295,"body":"So it's just important to"},{"startTime":1197.695,"endTime":1201.295,"body":"really stay the course as well."},{"startTime":1201.295,"endTime":1202.195,"body":"Don't quit before you."},{"startTime":1202.525,"endTime":1204.025,"body":"I dunno if you've ever seen"},{"startTime":1202.525,"endTime":1204.025,"body":"the picture of that guy."},{"startTime":1204.085,"endTime":1207.685,"body":"He's mining for diamonds and the one"},{"startTime":1204.085,"endTime":1207.685,"body":"guy quits and there's a whole bunch of"},{"startTime":1207.685,"endTime":1210.505,"body":"diamonds just on the other side of the,"},{"startTime":1207.685,"endTime":1210.505,"body":"the, the, I always like to laugh at"},{"startTime":1210.505,"endTime":1212.185,"body":"that, but I think it's so true, right?"},{"startTime":1212.185,"endTime":1212.455,"body":"So."},{"startTime":1213.76,"endTime":1215.14,"body":"That's kind of how I would go about it."},{"startTime":1215.283,"endTime":1219.535,"body":"a, a business bankers, consultants,"},{"startTime":1215.283,"endTime":1219.535,"body":"I don't think you can necessarily go"},{"startTime":1219.535,"endTime":1222.925,"body":"wrong, but you know, everybody who's"},{"startTime":1219.535,"endTime":1222.925,"body":"starting out should create a list"},{"startTime":1222.925,"endTime":1224.995,"body":"of 50 to a hundred people of man."},{"startTime":1224.995,"endTime":1228.505,"body":"If I had the opportunity to work with"},{"startTime":1224.995,"endTime":1228.505,"body":"this individual, I would be doing amazing."},{"startTime":1228.775,"endTime":1231.115,"body":"And the reality is you don't"},{"startTime":1228.775,"endTime":1231.115,"body":"need anywhere near that many."},{"startTime":1231.145,"endTime":1234.385,"body":"You probably need 3, 4, 5 accountants,"},{"startTime":1231.145,"endTime":1234.385,"body":"a couple consultants, whatever it is."},{"startTime":1234.625,"endTime":1235.675,"body":"Now you have your base."},{"startTime":1236.53,"endTime":1237.49,"body":"Now you're doing good work."},{"startTime":1237.67,"endTime":1238.75,"body":"Now you're getting referrals."},{"startTime":1238.78,"endTime":1238.93,"body":"Now."},{"startTime":1238.93,"endTime":1239.5,"body":"You're so busy."},{"startTime":1239.5,"endTime":1240.28,"body":"You have to hire somebody."},{"startTime":1240.28,"endTime":1240.58,"body":"Right."},{"startTime":1240.58,"endTime":1241.45,"body":"Good problem to have."},{"startTime":1241.9,"endTime":1242.44,"body":"Yeah."},{"startTime":1242.83,"endTime":1244.78,"body":"that's what I would do if I"},{"startTime":1242.83,"endTime":1244.78,"body":"was in that position though."},{"startTime":1245.41,"endTime":1250.783,"body":"Yeah, that's a really good, I like"},{"startTime":1245.41,"endTime":1250.783,"body":"that piece of advice because as like"},{"startTime":1250.783,"endTime":1252.253,"body":"an accountant or an introvert like."},{"startTime":1253.153,"endTime":1255.523,"body":"It's gonna be easier to"},{"startTime":1253.153,"endTime":1255.523,"body":"talk to another accountant."},{"startTime":1256.423,"endTime":1260.533,"body":"Like you don't have to worry"},{"startTime":1256.423,"endTime":1260.533,"body":"about sounding too jargony because"},{"startTime":1260.533,"endTime":1262.543,"body":"they understand the language."},{"startTime":1262.783,"endTime":1265.753,"body":"and really all you're doing is,"},{"startTime":1262.783,"endTime":1265.753,"body":"yeah, like you said, like find"},{"startTime":1265.753,"endTime":1267.223,"body":"a way to set yourself apart."},{"startTime":1267.332,"endTime":1268.772,"body":"be likable, be."},{"startTime":1269.387,"endTime":1270.587,"body":"Easy to work with."},{"startTime":1270.587,"endTime":1273.377,"body":"That's the biggest and"},{"startTime":1270.587,"endTime":1273.377,"body":"receptible or receptive."},{"startTime":1273.377,"endTime":1276.617,"body":"So like if they, you know, you can"},{"startTime":1273.377,"endTime":1276.617,"body":"let them know, like, I'm happy to"},{"startTime":1276.617,"endTime":1280.037,"body":"like, do things the way that you"},{"startTime":1276.617,"endTime":1280.037,"body":"want them done so that you can get"},{"startTime":1280.037,"endTime":1283.577,"body":"your taxes, you know, their taxes"},{"startTime":1280.037,"endTime":1283.577,"body":"done more efficiently or whatever."},{"startTime":1283.577,"endTime":1287.561,"body":"Like, you wanna them not just, you"},{"startTime":1283.577,"endTime":1287.561,"body":"just don't, you, you, you're not there"},{"startTime":1287.561,"endTime":1289.211,"body":"to just take some business, you know?"},{"startTime":1289.961,"endTime":1290.711,"body":"Exactly."},{"startTime":1291.371,"endTime":1291.821,"body":"yeah."},{"startTime":1291.941,"endTime":1292.541,"body":"So."},{"startTime":1292.759,"endTime":1297.679,"body":"speaking of, I had this thought while"},{"startTime":1292.759,"endTime":1297.679,"body":"you were talking and I was gonna"},{"startTime":1297.679,"endTime":1300.289,"body":"segue into something else from it."},{"startTime":1300.743,"endTime":1302.123,"body":"I guess it'll come back to me."},{"startTime":1302.275,"endTime":1307.202,"body":"but one is that since you have the,"},{"startTime":1302.275,"endTime":1307.202,"body":"like, your job is to talk to tons of"},{"startTime":1307.202,"endTime":1309.662,"body":"business owners on a daily basis, right?"},{"startTime":1309.962,"endTime":1312.152,"body":"So you get to see on the front lines."},{"startTime":1313.082,"endTime":1316.952,"body":"Maybe someone listening hasn't had"},{"startTime":1313.082,"endTime":1316.952,"body":"that this exposure yet, but you get to"},{"startTime":1316.952,"endTime":1322.094,"body":"see on the front lines a why, someone"},{"startTime":1316.952,"endTime":1322.094,"body":"is switching from another bookkeeper."},{"startTime":1322.094,"endTime":1324.794,"body":"When we talk about this is what,"},{"startTime":1322.094,"endTime":1324.794,"body":"what I was trying to segue into."},{"startTime":1324.794,"endTime":1328.754,"body":"Speaking of standing out and setting"},{"startTime":1324.794,"endTime":1328.754,"body":"yourself apart, what are some of the"},{"startTime":1328.754,"endTime":1333.074,"body":"reasons why business owners would"},{"startTime":1328.754,"endTime":1333.074,"body":"switch away from another bookkeeper?"},{"startTime":1333.074,"endTime":1336.404,"body":"So maybe this will help you find"},{"startTime":1333.074,"endTime":1336.404,"body":"a way as you're listening, help"},{"startTime":1336.404,"endTime":1338.204,"body":"you find a way to like stand out."},{"startTime":1338.255,"endTime":1343.325,"body":"and then b, like what are some of"},{"startTime":1338.255,"endTime":1343.325,"body":"the patterns that you see when you're"},{"startTime":1343.325,"endTime":1346.265,"body":"talking to these business owners,"},{"startTime":1343.325,"endTime":1346.265,"body":"even if they're not switching from"},{"startTime":1346.265,"endTime":1348.958,"body":"a prior bookkeeper, issues that"},{"startTime":1346.265,"endTime":1348.958,"body":"they're having in their business"},{"startTime":1348.958,"endTime":1351.028,"body":"where bookkeeping obviously can help."},{"startTime":1351.853,"endTime":1352.723,"body":"Great question."},{"startTime":1352.723,"endTime":1355.397,"body":"I think that's, best question"},{"startTime":1352.723,"endTime":1355.397,"body":"ever, actually in this case."},{"startTime":1355.675,"endTime":1359.095,"body":"think, well, just speaking with other"},{"startTime":1355.675,"endTime":1359.095,"body":"bookkeepers that I've, you know, networked"},{"startTime":1359.095,"endTime":1363.415,"body":"as well, that there's this insight that,"},{"startTime":1359.095,"endTime":1363.415,"body":"ah, my client left me because I must have"},{"startTime":1363.415,"endTime":1365.995,"body":"done somebody incorrect, or I didn't get"},{"startTime":1363.415,"endTime":1365.995,"body":"the books a hundred percent accurate."},{"startTime":1366.32,"endTime":1369.02,"body":"I don't think that, I think that's"},{"startTime":1366.32,"endTime":1369.02,"body":"the furthest thing from the truth."},{"startTime":1369.32,"endTime":1371.66,"body":"I think people lead"},{"startTime":1369.32,"endTime":1371.66,"body":"bookkeepers for two reasons."},{"startTime":1371.93,"endTime":1373.76,"body":"One, a lack of communication."},{"startTime":1373.97,"endTime":1375.08,"body":"They're not staying up to date."},{"startTime":1375.2,"endTime":1376.7,"body":"And two, a lack of accountability."},{"startTime":1377.39,"endTime":1378.5,"body":"do I mean by all those things?"},{"startTime":1378.88,"endTime":1381.91,"body":"When's the last time, uh, your bookkeeper"},{"startTime":1378.88,"endTime":1381.91,"body":"had reached out to you to make sure"},{"startTime":1381.91,"endTime":1384.64,"body":"that you're doing well, that you're"},{"startTime":1381.91,"endTime":1384.64,"body":"satisfied with the service, and then"},{"startTime":1384.64,"endTime":1387.37,"body":"two, you know, are you setting deadlines?"},{"startTime":1387.43,"endTime":1390.55,"body":"Are you actually providing them the work"},{"startTime":1387.43,"endTime":1390.55,"body":"or the books on a certain timeframe?"},{"startTime":1390.7,"endTime":1392.68,"body":"Are you actually doing what"},{"startTime":1390.7,"endTime":1392.68,"body":"you said you were going to?"},{"startTime":1392.98,"endTime":1396.16,"body":"So many people that come to us say, yeah,"},{"startTime":1392.98,"endTime":1396.16,"body":"I signed for this bookkeeping person."},{"startTime":1396.19,"endTime":1397.03,"body":"It sounded good."},{"startTime":1397.06,"endTime":1399.49,"body":"And then they haven't touched"},{"startTime":1397.06,"endTime":1399.49,"body":"my books in six, seven months."},{"startTime":1399.49,"endTime":1399.88,"body":"Right?"},{"startTime":1400.21,"endTime":1402.49,"body":"I was under the impression that they"},{"startTime":1400.21,"endTime":1402.49,"body":"were gonna be doing it quarterly or"},{"startTime":1402.49,"endTime":1405.25,"body":"monthly or whatever in this particular"},{"startTime":1402.49,"endTime":1405.25,"body":"case, and then when I reach out to"},{"startTime":1405.25,"endTime":1406.195,"body":"'em, I can't get ahold of 'em either."},{"startTime":1407.125,"endTime":1411.595,"body":"I think people, there's such a change"},{"startTime":1407.125,"endTime":1411.595,"body":"that people, all small business owners"},{"startTime":1411.595,"endTime":1415.135,"body":"know that they need accurate numbers,"},{"startTime":1411.595,"endTime":1415.135,"body":"but they don't really understand why."},{"startTime":1415.225,"endTime":1415.795,"body":"You know what I mean?"},{"startTime":1415.795,"endTime":1418.705,"body":"Like, oh, I know I need accurate"},{"startTime":1415.795,"endTime":1418.705,"body":"numbers so I can file an accurate"},{"startTime":1418.705,"endTime":1420.955,"body":"tax return so I don't get in"},{"startTime":1418.705,"endTime":1420.955,"body":"trouble, so I don't go in jail."},{"startTime":1421.945,"endTime":1423.715,"body":"How ridiculous does that sound, right?"},{"startTime":1423.715,"endTime":1427.375,"body":"Like that's the floor in this case, I"},{"startTime":1423.715,"endTime":1427.375,"body":"think there's such an opportunity for a"},{"startTime":1427.375,"endTime":1429.964,"body":"bookkeeper, to become an advisor as well."},{"startTime":1429.964,"endTime":1433.474,"body":"Like, not to say you have to become a"},{"startTime":1429.964,"endTime":1433.474,"body":"tax wizard or anything like that, but you"},{"startTime":1433.474,"endTime":1436.294,"body":"know, if you are gonna do the numbers, you"},{"startTime":1433.474,"endTime":1436.294,"body":"say what you're going to, you're gonna do"},{"startTime":1436.294,"endTime":1440.224,"body":"it accountable and you wanna offer them to"},{"startTime":1436.294,"endTime":1440.224,"body":"like kind of break down, Hey, here's what"},{"startTime":1440.224,"endTime":1442.739,"body":"kinda what your numbers are telling me"},{"startTime":1440.224,"endTime":1442.739,"body":"month over month compared to what you did."},{"startTime":1443.389,"endTime":1447.499,"body":"That right there, I think small business"},{"startTime":1443.389,"endTime":1447.499,"body":"owners are screaming for and they just"},{"startTime":1447.499,"endTime":1450.453,"body":"can't really seem to get it from their"},{"startTime":1447.499,"endTime":1450.453,"body":"bookkeepers in this particular case."},{"startTime":1450.933,"endTime":1453.813,"body":"I, I tell people all the time,"},{"startTime":1450.933,"endTime":1453.813,"body":"numbers are just numbers unless"},{"startTime":1453.813,"endTime":1455.193,"body":"you do something with them, right?"},{"startTime":1455.513,"endTime":1455.783,"body":"Yeah."},{"startTime":1456.08,"endTime":1459.47,"body":"if you're just delivering your numbers"},{"startTime":1456.08,"endTime":1459.47,"body":"to your client every single month."},{"startTime":1459.579,"endTime":1461.979,"body":"don't be surprised when they're"},{"startTime":1459.579,"endTime":1461.979,"body":"shopping around for a lower price."},{"startTime":1461.979,"endTime":1464.606,"body":"Or don't be surprised when someone"},{"startTime":1461.979,"endTime":1464.606,"body":"who says, Hey, I'll, go over all"},{"startTime":1464.606,"endTime":1467.036,"body":"this with you, and kinda help you"},{"startTime":1464.606,"endTime":1467.036,"body":"understand how your business is doing."},{"startTime":1467.276,"endTime":1470.186,"body":"You're gonna lose those people because"},{"startTime":1467.276,"endTime":1470.186,"body":"I think at the end of the day, people"},{"startTime":1470.186,"endTime":1473.546,"body":"wanna understand, you know, why am I"},{"startTime":1470.186,"endTime":1473.546,"body":"paying for these numbers to be accurate?"},{"startTime":1473.576,"endTime":1474.626,"body":"What does it actually mean?"},{"startTime":1474.836,"endTime":1478.346,"body":"What kind of decisions can I make off"},{"startTime":1474.836,"endTime":1478.346,"body":"of what, how my business is doing?"},{"startTime":1478.871,"endTime":1483.224,"body":"Yeah, I can vouch for that because"},{"startTime":1478.871,"endTime":1483.224,"body":"100% of the clients that we've"},{"startTime":1483.224,"endTime":1486.314,"body":"taken over that have come from"},{"startTime":1483.224,"endTime":1486.314,"body":"another bookkeeper, that's it."},{"startTime":1486.344,"endTime":1491.543,"body":"They're, dissatisfied with either"},{"startTime":1486.344,"endTime":1491.543,"body":"lack of communication or dissatisfied"},{"startTime":1491.543,"endTime":1494.693,"body":"with, like, all they're getting"},{"startTime":1491.543,"endTime":1494.693,"body":"is, Hey, your bookkeeping's done."},{"startTime":1494.693,"endTime":1495.833,"body":"They don't get reports."},{"startTime":1495.833,"endTime":1500.273,"body":"They don't get an explanation, they"},{"startTime":1495.833,"endTime":1500.273,"body":"don't get, any sort of education about"},{"startTime":1500.273,"endTime":1502.793,"body":"what their numbers are doing or context."},{"startTime":1504.173,"endTime":1504.833,"body":"Pet peeves."},{"startTime":1504.953,"endTime":1508.703,"body":"If you're a longtime listener of the"},{"startTime":1504.953,"endTime":1508.703,"body":"podcast, you probably heard me say"},{"startTime":1508.703,"endTime":1514.336,"body":"this, but if you at least send reports,"},{"startTime":1508.703,"endTime":1514.336,"body":"but don't just stop there because"},{"startTime":1514.336,"endTime":1516.021,"body":"I still see this is also an issue."},{"startTime":1517.126,"endTime":1519.166,"body":"Clients have come to us, they're"},{"startTime":1517.126,"endTime":1519.166,"body":"getting reports and they're"},{"startTime":1519.166,"endTime":1522.406,"body":"getting them timely, but they"},{"startTime":1519.166,"endTime":1522.406,"body":"don't have any context around them."},{"startTime":1522.406,"endTime":1526.156,"body":"Meaning like they're just getting"},{"startTime":1522.406,"endTime":1526.156,"body":"the January report with no"},{"startTime":1526.156,"endTime":1530.206,"body":"comparison to what happened the"},{"startTime":1526.156,"endTime":1530.206,"body":"prior January or the prior month."},{"startTime":1530.686,"endTime":1533.686,"body":"So there's no context to like,"},{"startTime":1530.686,"endTime":1533.686,"body":"what does this even mean?"},{"startTime":1534.586,"endTime":1535.516,"body":"Am I doing better?"},{"startTime":1535.696,"endTime":1536.431,"body":"Am I doing worse?"},{"startTime":1536.651,"endTime":1538.006,"body":"Do I need to be worried?"},{"startTime":1538.006,"endTime":1540.286,"body":"Or like any of that kind of stuff."},{"startTime":1540.378,"endTime":1544.488,"body":"so please at least give them like"},{"startTime":1540.378,"endTime":1544.488,"body":"a monthly month over month p and"},{"startTime":1544.488,"endTime":1548.058,"body":"l or year over year so that they"},{"startTime":1544.488,"endTime":1548.058,"body":"can pick, compare, like where"},{"startTime":1548.058,"endTime":1549.798,"body":"they're tracking against last year."},{"startTime":1549.924,"endTime":1551.901,"body":"and you don't have to do budgets either."},{"startTime":1551.901,"endTime":1555.712,"body":"Like this is all very valuable"},{"startTime":1551.901,"endTime":1555.712,"body":"information that they can use, without"},{"startTime":1555.712,"endTime":1557.752,"body":"going really deep into advisory."},{"startTime":1558.202,"endTime":1558.622,"body":"So."},{"startTime":1558.702,"endTime":1563.377,"body":"Yeah, I, I could have said it better"},{"startTime":1558.702,"endTime":1563.377,"body":"myself, and I just think even like when"},{"startTime":1563.377,"endTime":1566.557,"body":"you're first bringing on a client, like,"},{"startTime":1563.377,"endTime":1566.557,"body":"you know, what's important to you, like."},{"startTime":1567.382,"endTime":1569.572,"body":"when you look at this financials,"},{"startTime":1567.382,"endTime":1569.572,"body":"a figure out what their"},{"startTime":1569.572,"endTime":1571.642,"body":"level of education is on it."},{"startTime":1571.642,"endTime":1573.742,"body":"Do they understand how"},{"startTime":1571.642,"endTime":1573.742,"body":"to read the profit loss?"},{"startTime":1573.982,"endTime":1575.902,"body":"If they don't, okay,"},{"startTime":1573.982,"endTime":1575.902,"body":"that's where we can start."},{"startTime":1575.902,"endTime":1577.582,"body":"But let's just say that"},{"startTime":1575.902,"endTime":1577.582,"body":"they do, in this case."},{"startTime":1578.002,"endTime":1580.912,"body":"What's it important for you to see, like,"},{"startTime":1578.002,"endTime":1580.912,"body":"you, obviously your profit margin, your"},{"startTime":1580.912,"endTime":1584.032,"body":"top line, your bottom line, but where"},{"startTime":1580.912,"endTime":1584.032,"body":"else do you, what's important to you?"},{"startTime":1584.062,"endTime":1586.882,"body":"Ah, we really, I really wanna be"},{"startTime":1584.062,"endTime":1586.882,"body":"tracking my payroll expenses, right?"},{"startTime":1586.882,"endTime":1589.012,"body":"Or my payroll wages as a percentage."},{"startTime":1589.192,"endTime":1591.802,"body":"How hard would it be every single"},{"startTime":1589.192,"endTime":1591.802,"body":"month before you deliver that report"},{"startTime":1591.802,"endTime":1595.182,"body":"that you can say, Hey, your, here's"},{"startTime":1591.802,"endTime":1595.182,"body":"your payroll, , wages, your expense,"},{"startTime":1595.182,"endTime":1597.072,"body":"here's the percentage it's gone up."},{"startTime":1597.387,"endTime":1600.087,"body":"3% compared to last month or"},{"startTime":1597.387,"endTime":1600.087,"body":"went down whatever this case."},{"startTime":1600.267,"endTime":1604.587,"body":"Adding a small nugget, albeit even"},{"startTime":1600.267,"endTime":1604.587,"body":"just in an email to, to supply them"},{"startTime":1604.587,"endTime":1607.677,"body":"with something that's important to 'em,"},{"startTime":1604.587,"endTime":1607.677,"body":"could mean the absolute world for them."},{"startTime":1607.797,"endTime":1610.797,"body":"And it's a really easy way, in my"},{"startTime":1607.797,"endTime":1610.797,"body":"opinion, to go above and beyond what a"},{"startTime":1610.81,"endTime":1612.295,"body":"bunch of other bookkeepers are doing."},{"startTime":1612.625,"endTime":1615.445,"body":"I think in today's day and age"},{"startTime":1612.625,"endTime":1615.445,"body":"with you hear about AI and all this"},{"startTime":1615.445,"endTime":1619.045,"body":"technology, I think again, if you wanna"},{"startTime":1615.445,"endTime":1619.045,"body":"continue to be on the up and up, how"},{"startTime":1619.045,"endTime":1620.665,"body":"are you gonna differentiate yourself?"},{"startTime":1620.695,"endTime":1623.035,"body":"And I think that is an"},{"startTime":1620.695,"endTime":1623.035,"body":"example of actually."},{"startTime":1623.89,"endTime":1627.16,"body":"the numbers and interpreting them"},{"startTime":1623.89,"endTime":1627.16,"body":"for your clients is really gonna help"},{"startTime":1627.16,"endTime":1629.949,"body":"keep, keep you safe, comparative to"},{"startTime":1627.16,"endTime":1629.949,"body":"someone else who could potentially"},{"startTime":1629.949,"endTime":1632.679,"body":"get replaced by just a machine or"},{"startTime":1629.949,"endTime":1632.679,"body":"whatever it might be in this case."},{"startTime":1632.679,"endTime":1632.979,"body":"So."},{"startTime":1633.349,"endTime":1638.869,"body":"Yeah, I know for myself, I felt"},{"startTime":1633.349,"endTime":1638.869,"body":"like even the, the little bit"},{"startTime":1638.869,"endTime":1639.929,"body":"that I was interpreting for."},{"startTime":1640.023,"endTime":1645.012,"body":"to me felt like a little bit, but for"},{"startTime":1640.023,"endTime":1645.012,"body":"them it's a lot to five bullet points."},{"startTime":1645.012,"endTime":1647.922,"body":"Like, here was your revenue, here was"},{"startTime":1645.012,"endTime":1647.922,"body":"your cost of goods sold, here's your gross"},{"startTime":1647.922,"endTime":1650.502,"body":"margin, here's your operating expenses."},{"startTime":1650.502,"endTime":1654.852,"body":"Like just having things summarized"},{"startTime":1650.502,"endTime":1654.852,"body":"in that format like is so helpful,"},{"startTime":1654.912,"endTime":1658.842,"body":"helpful to clients, even though we"},{"startTime":1654.912,"endTime":1658.842,"body":"might feel like, oh, that's so simple."},{"startTime":1658.842,"endTime":1661.542,"body":"It's not even worth doing because they"},{"startTime":1658.842,"endTime":1661.542,"body":"could just look at the reports and see"},{"startTime":1661.542,"endTime":1664.242,"body":"that, but it's still like, it's different."},{"startTime":1664.242,"endTime":1665.682,"body":"And then, like you said, adding."},{"startTime":1666.237,"endTime":1668.877,"body":"A different nugget of"},{"startTime":1666.237,"endTime":1668.877,"body":"information each month."},{"startTime":1668.877,"endTime":1672.327,"body":"Like we have our templated,"},{"startTime":1668.877,"endTime":1672.327,"body":"like we give them these exact"},{"startTime":1672.327,"endTime":1673.737,"body":"same bullet points every month."},{"startTime":1673.767,"endTime":1677.067,"body":"We do monthly versus year to date"},{"startTime":1673.767,"endTime":1677.067,"body":"to show them how they're tracking."},{"startTime":1677.487,"endTime":1681.777,"body":"But still, if there's something out"},{"startTime":1677.487,"endTime":1681.777,"body":"of the ordinary that month or it's"},{"startTime":1681.777,"endTime":1686.504,"body":"something that, I wanna call attention"},{"startTime":1681.777,"endTime":1686.504,"body":"to, it's like that they should be able"},{"startTime":1686.504,"endTime":1688.304,"body":"to see on their financial statements."},{"startTime":1688.304,"endTime":1690.014,"body":"But I just wanna like call it out and."},{"startTime":1690.704,"endTime":1695.474,"body":"Your top producing product is now"},{"startTime":1690.704,"endTime":1695.474,"body":"this, it used to be this, or like"},{"startTime":1695.564,"endTime":1697.304,"body":"any little piece of information."},{"startTime":1697.304,"endTime":1701.534,"body":"It seems so simple, but those are the"},{"startTime":1697.304,"endTime":1701.534,"body":"things that make the big differences"},{"startTime":1701.534,"endTime":1705.254,"body":"because every time you send them their"},{"startTime":1701.534,"endTime":1705.254,"body":"monthly financials, give them some"},{"startTime":1705.254,"endTime":1709.124,"body":"new piece of information so you're"},{"startTime":1705.254,"endTime":1709.124,"body":"not piling it all on at once, but"},{"startTime":1709.124,"endTime":1712.424,"body":"you're giving them another different"},{"startTime":1709.124,"endTime":1712.424,"body":"nugget and you can point to where you"},{"startTime":1712.424,"endTime":1713.954,"body":"see it on the financials if you want."},{"startTime":1713.954,"endTime":1717.284,"body":"So in the future they can"},{"startTime":1713.954,"endTime":1717.284,"body":"look for it or whatever."},{"startTime":1717.368,"endTime":1720.817,"body":"but one of the things you said"},{"startTime":1717.368,"endTime":1720.817,"body":"is asking them like , what"},{"startTime":1720.817,"endTime":1722.677,"body":"is important to them to see?"},{"startTime":1723.037,"endTime":1726.157,"body":"And that's one of the areas that"},{"startTime":1723.037,"endTime":1726.157,"body":"I think maybe we should unpack a"},{"startTime":1726.157,"endTime":1729.397,"body":"little bit because how do we find"},{"startTime":1726.157,"endTime":1729.397,"body":"out what is important to them?"},{"startTime":1729.397,"endTime":1733.027,"body":"A lot of times they can't really"},{"startTime":1729.397,"endTime":1733.027,"body":"articulate what it is they're looking for."},{"startTime":1733.027,"endTime":1737.452,"body":"They initially come to us and they're"},{"startTime":1733.027,"endTime":1737.452,"body":"like, I just know I. When I look at what"},{"startTime":1737.452,"endTime":1741.922,"body":"my bookkeeper sends me or my tax repair,"},{"startTime":1737.452,"endTime":1741.922,"body":"I just have this like sense of dread."},{"startTime":1741.922,"endTime":1743.152,"body":"I dunno what I'm looking at."},{"startTime":1743.152,"endTime":1744.802,"body":"I dunno what I should be looking at."},{"startTime":1744.802,"endTime":1749.992,"body":"So how do you kind of distill"},{"startTime":1744.802,"endTime":1749.992,"body":"down or extract from them?"},{"startTime":1750.202,"endTime":1753.982,"body":"I'm assuming you do this in the"},{"startTime":1750.202,"endTime":1753.982,"body":"sales process, that's why I'm asking."},{"startTime":1754.634,"endTime":1757.93,"body":"how do you extract that from them"},{"startTime":1754.634,"endTime":1757.93,"body":"so that when you hand over, like"},{"startTime":1757.93,"endTime":1761.29,"body":"once you get the client signed, I'm"},{"startTime":1757.93,"endTime":1761.29,"body":"assuming you then hand it off to."},{"startTime":1762.025,"endTime":1765.535,"body":"An account manager or a onboarding"},{"startTime":1762.025,"endTime":1765.535,"body":"specialist or something like,"},{"startTime":1765.625,"endTime":1765.955,"body":"correct."},{"startTime":1766.135,"endTime":1768.655,"body":"so then you have to disseminate"},{"startTime":1766.135,"endTime":1768.655,"body":"that information to them too."},{"startTime":1768.655,"endTime":1771.265,"body":"Like, this piece seemed really"},{"startTime":1768.655,"endTime":1771.265,"body":"important to them during the sales"},{"startTime":1771.265,"endTime":1774.055,"body":"call, so let's make sure that"},{"startTime":1771.265,"endTime":1774.055,"body":"this, you know, carries through."},{"startTime":1774.055,"endTime":1777.088,"body":"Like how do you find that piece of"},{"startTime":1774.055,"endTime":1777.088,"body":"information that, they need or want."},{"startTime":1777.423,"endTime":1777.843,"body":"Mm-hmm."},{"startTime":1777.898,"endTime":1780.868,"body":"I think it ultimately comes down"},{"startTime":1777.898,"endTime":1780.868,"body":"to before you got, go into specific"},{"startTime":1780.868,"endTime":1784.198,"body":"details, asking them what their goals"},{"startTime":1780.868,"endTime":1784.198,"body":"are, you know, short term, long term,"},{"startTime":1784.198,"endTime":1787.978,"body":"whatever it is, and almost always some"},{"startTime":1784.198,"endTime":1787.978,"body":"iteration is I want to grow right."},{"startTime":1788.743,"endTime":1791.083,"body":"So once they say that I want to"},{"startTime":1788.743,"endTime":1791.083,"body":"grow, then I'll ask them along"},{"startTime":1791.083,"endTime":1793.543,"body":"the lines of like, why do you feel"},{"startTime":1791.083,"endTime":1793.543,"body":"like you haven't been able to grow?"},{"startTime":1793.633,"endTime":1794.143,"body":"Well, I don't know."},{"startTime":1794.143,"endTime":1795.493,"body":"I just feel like I work hard."},{"startTime":1795.643,"endTime":1798.223,"body":"Money comes in and it just flies"},{"startTime":1795.643,"endTime":1798.223,"body":"out the door that much faster."},{"startTime":1798.223,"endTime":1798.523,"body":"Right."},{"startTime":1798.553,"endTime":1798.793,"body":"Okay."},{"startTime":1798.823,"endTime":1801.373,"body":"Okay, well let's sit down"},{"startTime":1798.823,"endTime":1801.373,"body":"and actually go through this."},{"startTime":1801.403,"endTime":1804.163,"body":"So what I do is I typically just"},{"startTime":1801.403,"endTime":1804.163,"body":"look at like their biggest expenses."},{"startTime":1804.163,"endTime":1807.318,"body":"Typically it's payroll, it might"},{"startTime":1804.163,"endTime":1807.318,"body":"be, you know, a couple other items."},{"startTime":1807.318,"endTime":1810.258,"body":"It's obviously dependent on the business"},{"startTime":1807.318,"endTime":1810.258,"body":"and the industry, but I'll go over their"},{"startTime":1810.258,"endTime":1814.458,"body":"business expenses with them and like, did"},{"startTime":1810.258,"endTime":1814.458,"body":"you really know that you spent, you know."},{"startTime":1814.983,"endTime":1818.733,"body":"33% of your, you know, entire"},{"startTime":1814.983,"endTime":1818.733,"body":"expenses on payroll, right?"},{"startTime":1818.883,"endTime":1821.973,"body":"Or did you know this cost was"},{"startTime":1818.883,"endTime":1821.973,"body":"costing you over $10,000 over"},{"startTime":1821.973,"endTime":1824.643,"body":"the last couple of months in the"},{"startTime":1821.973,"endTime":1824.643,"body":"spot, or whatever it might be."},{"startTime":1824.673,"endTime":1827.463,"body":"And usually when I'm talking to"},{"startTime":1824.673,"endTime":1827.463,"body":"people and showing this, they have"},{"startTime":1827.463,"endTime":1830.253,"body":"no idea or they're, they're in"},{"startTime":1827.463,"endTime":1830.253,"body":"disbelief that these expenses are"},{"startTime":1830.253,"endTime":1831.753,"body":"this much in this particular case."},{"startTime":1831.753,"endTime":1836.578,"body":"So I think what I really do keep it"},{"startTime":1831.753,"endTime":1836.578,"body":"really simple, I'm simply just reading"},{"startTime":1836.578,"endTime":1840.393,"body":"them the results, then I'm showing them"},{"startTime":1836.578,"endTime":1840.393,"body":"like what's going on in their business."},{"startTime":1840.633,"endTime":1842.373,"body":"And oftentimes when"},{"startTime":1840.633,"endTime":1842.373,"body":"someone's talking to me."},{"startTime":1843.123,"endTime":1846.033,"body":"can't even necessarily con, con concretely"},{"startTime":1843.123,"endTime":1846.033,"body":"say that the numbers are accurate."},{"startTime":1846.213,"endTime":1848.493,"body":"If they're coming to us for a"},{"startTime":1846.213,"endTime":1848.493,"body":"bookkeeping issue, there's a good"},{"startTime":1848.493,"endTime":1850.563,"body":"chance this number might be off as well."},{"startTime":1850.743,"endTime":1853.833,"body":"So then I'll put more doubt into the"},{"startTime":1850.743,"endTime":1853.833,"body":"situation, like, okay, we don't know if"},{"startTime":1853.833,"endTime":1856.473,"body":"this is accurate, so would you agree?"},{"startTime":1856.473,"endTime":1858.273,"body":"We have to figure out a way"},{"startTime":1856.473,"endTime":1858.273,"body":"to get them accurate so we"},{"startTime":1858.273,"endTime":1859.413,"body":"can start to go off of this."},{"startTime":1859.503,"endTime":1862.863,"body":"And almost always at that point in time,"},{"startTime":1859.503,"endTime":1862.863,"body":"someone's willing to say, absolutely."},{"startTime":1862.863,"endTime":1865.143,"body":"I can't believe I've been"},{"startTime":1862.863,"endTime":1865.143,"body":"running my business this way."},{"startTime":1865.143,"endTime":1866.433,"body":"I've been, you know,"},{"startTime":1865.143,"endTime":1866.433,"body":"shooting from the hip."},{"startTime":1866.853,"endTime":1868.563,"body":"I like to almost use the analogy like."},{"startTime":1869.433,"endTime":1871.683,"body":"are the head coach of your business."},{"startTime":1871.743,"endTime":1873.423,"body":"You know, take whatever"},{"startTime":1871.743,"endTime":1873.423,"body":"your favorite sport is."},{"startTime":1873.603,"endTime":1876.033,"body":"Your books are the scoreboard,"},{"startTime":1873.603,"endTime":1876.033,"body":"they're the stat sheet."},{"startTime":1876.363,"endTime":1880.113,"body":"How are you supposed to lead your team to"},{"startTime":1876.363,"endTime":1880.113,"body":"victory, your business to victory if you"},{"startTime":1880.113,"endTime":1883.503,"body":"don't even know the score or who's doing"},{"startTime":1880.113,"endTime":1883.503,"body":"well and what in this particular case?"},{"startTime":1883.503,"endTime":1885.663,"body":"So it's just, it's really"},{"startTime":1883.503,"endTime":1885.663,"body":"important that people."},{"startTime":1886.323,"endTime":1889.452,"body":"actually just go through the, financial"},{"startTime":1886.323,"endTime":1889.452,"body":"with them because there's a good chance"},{"startTime":1889.452,"endTime":1892.032,"body":"they really haven't done it, them"},{"startTime":1889.452,"endTime":1892.032,"body":"themself because it's uncomfortable."},{"startTime":1892.122,"endTime":1895.002,"body":"'cause they know it's inaccurate"},{"startTime":1892.122,"endTime":1895.002,"body":"and they don't have that advisor"},{"startTime":1895.002,"endTime":1897.732,"body":"in their life that's helping them"},{"startTime":1895.002,"endTime":1897.732,"body":"actually understand it as well."},{"startTime":1897.732,"endTime":1898.482,"body":"It's very rare."},{"startTime":1898.482,"endTime":1902.172,"body":"So being the first person to do"},{"startTime":1898.482,"endTime":1902.172,"body":"that, a gains a lot of trust, but it"},{"startTime":1902.172,"endTime":1904.872,"body":"definitely opens up a lot of their,"},{"startTime":1902.172,"endTime":1904.872,"body":"you know, their eyeballs essentially"},{"startTime":1904.872,"endTime":1906.222,"body":"on like what's actually happening."},{"startTime":1906.927,"endTime":1907.527,"body":"Yeah."},{"startTime":1908.127,"endTime":1909.417,"body":"Yeah, absolutely."},{"startTime":1909.417,"endTime":1913.617,"body":"And the other piece too is they, maybe"},{"startTime":1909.417,"endTime":1913.617,"body":"the books are accurate, but they."},{"startTime":1913.983,"endTime":1918.303,"body":"they can never reach the bookkeeper or"},{"startTime":1913.983,"endTime":1918.303,"body":"they don't feel like they can ask these"},{"startTime":1918.303,"endTime":1921.663,"body":"questions from the bookkeeper to dig"},{"startTime":1918.303,"endTime":1921.663,"body":"into things 'cause they feel like it's"},{"startTime":1921.663,"endTime":1923.703,"body":"always an inconvenience or whatever."},{"startTime":1923.703,"endTime":1925.323,"body":"They don't get a timely response."},{"startTime":1925.323,"endTime":1928.293,"body":"So they're like, I don't even bother"},{"startTime":1925.323,"endTime":1928.293,"body":"asking like, what these mean, because"},{"startTime":1928.293,"endTime":1929.823,"body":"they're not gonna respond anyways."},{"startTime":1929.823,"endTime":1934.226,"body":"Or they're not confident in the,"},{"startTime":1929.823,"endTime":1934.226,"body":"bookkeeper being able to explain things."},{"startTime":1934.226,"endTime":1938.516,"body":"And from the bookkeeping side,"},{"startTime":1934.226,"endTime":1938.516,"body":"I can see sometimes where."},{"startTime":1938.652,"endTime":1939.912,"body":"as a bookkeeper, an accountant."},{"startTime":1939.942,"endTime":1943.615,"body":"When a client comes back and they're"},{"startTime":1939.942,"endTime":1943.615,"body":"like, what can you tell me more about"},{"startTime":1943.615,"endTime":1947.515,"body":"like this account or dig into the details"},{"startTime":1943.615,"endTime":1947.515,"body":"like, this doesn't seem right to me."},{"startTime":1948.175,"endTime":1951.895,"body":"They're not necessarily saying"},{"startTime":1948.175,"endTime":1951.895,"body":"that they don't trust your work."},{"startTime":1951.985,"endTime":1956.19,"body":"They're just trying to figure out"},{"startTime":1951.985,"endTime":1956.19,"body":"why that number is so high or so low."},{"startTime":1956.38,"endTime":1960.025,"body":"It's not anything we did and"},{"startTime":1956.38,"endTime":1960.025,"body":"we tend to, like, I found that"},{"startTime":1960.025,"endTime":1962.095,"body":"we tend to take responsibility."},{"startTime":1962.68,"endTime":1966.1,"body":"For like, oh no, like it must"},{"startTime":1962.68,"endTime":1966.1,"body":"be some mistake that I made."},{"startTime":1966.1,"endTime":1969.31,"body":"Like they're calling me out"},{"startTime":1966.1,"endTime":1969.31,"body":"and that's not it at all."},{"startTime":1969.31,"endTime":1971.17,"body":"They just want in more information."},{"startTime":1971.17,"endTime":1975.34,"body":"So if you receive requests like that"},{"startTime":1971.17,"endTime":1975.34,"body":"where the client is like, can you"},{"startTime":1975.34,"endTime":1976.93,"body":"give me the detail of this account?"},{"startTime":1976.93,"endTime":1977.26,"body":"They're not."},{"startTime":1977.95,"endTime":1979.18,"body":"Double checking your work."},{"startTime":1979.18,"endTime":1982.12,"body":"There might be some reclassifications"},{"startTime":1979.18,"endTime":1982.12,"body":"they wanna make once they dig in,"},{"startTime":1982.42,"endTime":1986.08,"body":"not realizing, oh we should have been"},{"startTime":1982.42,"endTime":1986.08,"body":"putting this in advertising instead of"},{"startTime":1986.08,"endTime":1988.12,"body":"just the marketing account or whatever."},{"startTime":1988.39,"endTime":1989.56,"body":"And that's a preference thing."},{"startTime":1989.56,"endTime":1993.97,"body":"And they have, they should be looking at"},{"startTime":1989.56,"endTime":1993.97,"body":"those things and asking you to move them."},{"startTime":1993.97,"endTime":1998.05,"body":"'cause they should be reviewing the"},{"startTime":1993.97,"endTime":1998.05,"body":"financial, so like, don't freak out."},{"startTime":1999.95,"endTime":2001.51,"body":"It's a cry for help, right?"},{"startTime":2001.77,"endTime":2002.01,"body":"Yeah."},{"startTime":2002.02,"endTime":2004.36,"body":"not, to your point, they're not doubting"},{"startTime":2002.02,"endTime":2004.36,"body":"that what you're doing is incorrect."},{"startTime":2004.36,"endTime":2007.0,"body":"They're just like in disbelief"},{"startTime":2004.36,"endTime":2007.0,"body":"that this is actually accurate."},{"startTime":2007.18,"endTime":2009.79,"body":"There's, you know, in their mind, they"},{"startTime":2007.18,"endTime":2009.79,"body":"weren't running their business like that."},{"startTime":2009.79,"endTime":2009.97,"body":"So"},{"startTime":2010.15,"endTime":2010.35,"body":"Yeah."},{"startTime":2010.39,"endTime":2013.42,"body":"come to that conclusion, you"},{"startTime":2010.39,"endTime":2013.42,"body":"know, the reality has changed."},{"startTime":2014.175,"endTime":2015.375,"body":"what are they gonna do about it?"},{"startTime":2015.435,"endTime":2019.095,"body":"You know, if they wanna get back on track"},{"startTime":2015.435,"endTime":2019.095,"body":"for their goals, what needs to change?"},{"startTime":2019.515,"endTime":2022.695,"body":"I think, you know, that right there is a"},{"startTime":2019.515,"endTime":2022.695,"body":"really important moment where you could"},{"startTime":2022.695,"endTime":2026.025,"body":"go back to 'em and say, no, I, I'm pretty"},{"startTime":2022.695,"endTime":2026.025,"body":"confident those numbers are accurate."},{"startTime":2026.235,"endTime":2027.285,"body":"To your point, we can change it."},{"startTime":2027.285,"endTime":2029.595,"body":"But overall, the cost"},{"startTime":2027.285,"endTime":2029.595,"body":"is the cost, you know?"},{"startTime":2029.93,"endTime":2031.19,"body":"How do you want to go about this?"},{"startTime":2031.19,"endTime":2034.97,"body":"Or, you know, offering any little piece"},{"startTime":2031.19,"endTime":2034.97,"body":"of advice that you potentially can or even"},{"startTime":2034.97,"endTime":2036.77,"body":"taking from other clients' experiences."},{"startTime":2036.77,"endTime":2039.44,"body":"Obviously you don't have to share"},{"startTime":2036.77,"endTime":2039.44,"body":"their name, but hey, I had a client"},{"startTime":2039.44,"endTime":2041.09,"body":"that was in the same situation."},{"startTime":2041.24,"endTime":2043.37,"body":"They actually doubled down on"},{"startTime":2041.24,"endTime":2043.37,"body":"their advertising and marketing,"},{"startTime":2043.42,"endTime":2045.49,"body":"in this particular space, and"},{"startTime":2043.42,"endTime":2045.49,"body":"it worked out really well."},{"startTime":2045.82,"endTime":2048.73,"body":"We, what we found out was they actually"},{"startTime":2045.82,"endTime":2048.73,"body":"weren't maybe investing enough."},{"startTime":2048.935,"endTime":2050.765,"body":"I'm not saying that's necessarily"},{"startTime":2048.935,"endTime":2050.765,"body":"the case for you here."},{"startTime":2050.975,"endTime":2053.345,"body":"I'm just letting you know"},{"startTime":2050.975,"endTime":2053.345,"body":"you look very similar to the"},{"startTime":2053.345,"endTime":2054.575,"body":"situation my other client was in."},{"startTime":2054.875,"endTime":2054.965,"body":"The"},{"startTime":2055.275,"endTime":2055.545,"body":"Yeah."},{"startTime":2055.835,"endTime":2059.375,"body":"that right there, I think is so"},{"startTime":2055.835,"endTime":2059.375,"body":"underutilized with a lot of people."},{"startTime":2059.465,"endTime":2062.315,"body":"They're afraid that to use other"},{"startTime":2059.465,"endTime":2062.315,"body":"people's experience, but people"},{"startTime":2062.315,"endTime":2064.775,"body":"just wanna know when they're making"},{"startTime":2062.315,"endTime":2064.775,"body":"decisions that someone else has done"},{"startTime":2064.775,"endTime":2066.139,"body":"it and they've, lived to see the day."},{"startTime":2066.319,"endTime":2066.769,"body":"Right."},{"startTime":2067.099,"endTime":2069.439,"body":"If you can give somebody that"},{"startTime":2067.099,"endTime":2069.439,"body":"confidence when you're doing it,"},{"startTime":2069.469,"endTime":2071.769,"body":"I think it's, they're really gonna"},{"startTime":2069.469,"endTime":2071.769,"body":"be thankful and again, trust you"},{"startTime":2071.769,"endTime":2072.819,"body":"even more after you're doing that."},{"startTime":2073.404,"endTime":2073.854,"body":"Yeah."},{"startTime":2073.854,"endTime":2077.574,"body":"That's one of the things that I,"},{"startTime":2073.854,"endTime":2077.574,"body":"when I bring on new clients and we"},{"startTime":2077.574,"endTime":2081.594,"body":"run their p and l once we migrate"},{"startTime":2077.574,"endTime":2081.594,"body":"them like officially, and I start"},{"startTime":2081.594,"endTime":2084.654,"body":"running the numbers and I look"},{"startTime":2081.594,"endTime":2084.654,"body":"at that net profit percentage."},{"startTime":2084.654,"endTime":2088.974,"body":"Like, that's always one of those things"},{"startTime":2084.654,"endTime":2088.974,"body":"that they're like, oh, I didn't realize"},{"startTime":2088.974,"endTime":2094.434,"body":"like I made this much, or like, you know,"},{"startTime":2088.974,"endTime":2094.434,"body":"as a percentage of revenue, basically."},{"startTime":2094.434,"endTime":2098.034,"body":"Like when I can point out to"},{"startTime":2094.434,"endTime":2098.034,"body":"them like, your profitability is"},{"startTime":2098.034,"endTime":2101.994,"body":"actually really good compared to"},{"startTime":2098.034,"endTime":2101.994,"body":"the rest of my clients or whatever."},{"startTime":2101.994,"endTime":2103.614,"body":"They're like, oh, I had no idea."},{"startTime":2103.614,"endTime":2106.978,"body":"Like, I just, you know, was whatever."},{"startTime":2106.978,"endTime":2108.614,"body":"And that's Always a good thing to do."},{"startTime":2109.704,"endTime":2110.579,"body":"I think it's important too."},{"startTime":2110.579,"endTime":2113.729,"body":"If you recognize a client's doing good,"},{"startTime":2110.579,"endTime":2113.729,"body":"probably the easiest layup you can"},{"startTime":2113.729,"endTime":2116.699,"body":"do is let 'em know, Hey, you're doing"},{"startTime":2113.729,"endTime":2116.699,"body":"really well from where I'm sitting."},{"startTime":2116.789,"endTime":2120.029,"body":"You know, whether or not they choose"},{"startTime":2116.789,"endTime":2120.029,"body":"to agree fully with that statement."},{"startTime":2120.179,"endTime":2121.079,"body":"That goes a long ways."},{"startTime":2121.079,"endTime":2121.859,"body":"People work hard."},{"startTime":2121.859,"endTime":2123.419,"body":"They want to know that"},{"startTime":2121.859,"endTime":2123.419,"body":"they're being recognized."},{"startTime":2123.659,"endTime":2125.189,"body":"Oftentimes, when you're a business owner."},{"startTime":2125.294,"endTime":2128.47,"body":"You don't have like a superior letting"},{"startTime":2125.294,"endTime":2128.47,"body":"you know that you're doing really good."},{"startTime":2128.47,"endTime":2128.8,"body":"Right?"},{"startTime":2128.8,"endTime":2131.62,"body":"So giving them, you know, some confidence"},{"startTime":2128.8,"endTime":2131.62,"body":"to let them know when they're doing"},{"startTime":2131.62,"endTime":2135.28,"body":"well on something or whatever they're"},{"startTime":2131.62,"endTime":2135.28,"body":"working on, can go a long way in them"},{"startTime":2135.28,"endTime":2136.78,"body":"really appreciating you even more"},{"startTime":2137.715,"endTime":2141.855,"body":"That's one of the things that I have"},{"startTime":2137.715,"endTime":2141.855,"body":"in our like template that we send our"},{"startTime":2141.855,"endTime":2145.665,"body":"monthly financials to the clients is"},{"startTime":2141.855,"endTime":2145.665,"body":"a little bullet point is like find"},{"startTime":2145.665,"endTime":2147.645,"body":"anything that you can celebrate."},{"startTime":2147.82,"endTime":2152.86,"body":"When looking at the numbers, whether"},{"startTime":2147.82,"endTime":2152.86,"body":"it's, oh, you paid down extra debt this"},{"startTime":2152.86,"endTime":2157.36,"body":"month, or like your profitability's"},{"startTime":2152.86,"endTime":2157.36,"body":"up or your cost of goods went down,"},{"startTime":2157.36,"endTime":2162.401,"body":"or any, small thing or even like, Hey,"},{"startTime":2157.36,"endTime":2162.401,"body":"I see how like hard you're working."},{"startTime":2162.401,"endTime":2166.481,"body":"Like I see what you're doing online"},{"startTime":2162.401,"endTime":2166.481,"body":"with your social media or whatever."},{"startTime":2166.481,"endTime":2170.771,"body":"So it doesn't even really have"},{"startTime":2166.481,"endTime":2170.771,"body":"to be numbers related, just like"},{"startTime":2170.861,"endTime":2172.631,"body":"words of affirmation in any way."},{"startTime":2173.366,"endTime":2176.681,"body":"Yeah, I mean, people wanna know"},{"startTime":2173.366,"endTime":2176.681,"body":"that they, they like to be seen."},{"startTime":2176.681,"endTime":2177.251,"body":"They like to be heard."},{"startTime":2177.251,"endTime":2178.721,"body":"They like to know that"},{"startTime":2177.251,"endTime":2178.721,"body":"they're doing something."},{"startTime":2179.051,"endTime":2180.881,"body":"And it can be really hard to"},{"startTime":2179.051,"endTime":2180.881,"body":"continue to do that if they"},{"startTime":2180.881,"endTime":2182.261,"body":"don't see that immediate results."},{"startTime":2182.261,"endTime":2185.141,"body":"But if you have a vendor that you're"},{"startTime":2182.261,"endTime":2185.141,"body":"work like you're, you being the"},{"startTime":2185.141,"endTime":2188.351,"body":"vendor, if you can help them keep that"},{"startTime":2185.141,"endTime":2188.351,"body":"confidence going a long way, you can"},{"startTime":2188.411,"endTime":2189.586,"body":"in a way help them reach their goal."},{"startTime":2189.736,"endTime":2190.026,"body":"Yeah."},{"startTime":2190.611,"endTime":2193.431,"body":"And if they reach their"},{"startTime":2190.611,"endTime":2193.431,"body":"goals, you reach yours."},{"startTime":2193.431,"endTime":2198.741,"body":"And that's one thing that I always"},{"startTime":2193.431,"endTime":2198.741,"body":"have to remind myself of is like, it,"},{"startTime":2198.951,"endTime":2203.031,"body":"their success, like our success is"},{"startTime":2198.951,"endTime":2203.031,"body":"kind of dependent on their success."},{"startTime":2203.031,"endTime":2205.971,"body":"So why wouldn't we do whatever"},{"startTime":2203.031,"endTime":2205.971,"body":"we can to help them succeed?"},{"startTime":2206.246,"endTime":2206.536,"body":"Yeah,"},{"startTime":2207.281,"endTime":2208.511,"body":"Their business continues to grow."},{"startTime":2208.511,"endTime":2210.971,"body":"They're gonna have more bookkeeping"},{"startTime":2208.511,"endTime":2210.971,"body":"activity, and you can grow with them."},{"startTime":2211.666,"endTime":2211.956,"body":"yeah."},{"startTime":2212.716,"endTime":2213.036,"body":"Absolutely."},{"startTime":2213.45,"endTime":2215.955,"body":"so one of the other things"},{"startTime":2213.45,"endTime":2215.955,"body":"that tend to come up in."},{"startTime":2216.47,"endTime":2222.05,"body":"Our sales conversations is pricing,"},{"startTime":2216.47,"endTime":2222.05,"body":"and I know this is a big one for"},{"startTime":2222.05,"endTime":2228.83,"body":"our listeners, like they feel really"},{"startTime":2222.05,"endTime":2228.83,"body":"weird about talking about pricing and"},{"startTime":2228.855,"endTime":2233.745,"body":"there's different schools of thought"},{"startTime":2228.855,"endTime":2233.745,"body":"on other, you should present pricing on"},{"startTime":2233.745,"endTime":2236.445,"body":"the call or follow up with a proposal."},{"startTime":2236.445,"endTime":2239.655,"body":"So I'd love to hear your take on"},{"startTime":2236.445,"endTime":2239.655,"body":"the whole pricing conversation."},{"startTime":2240.615,"endTime":2243.851,"body":"Yeah, I think it really depends on like"},{"startTime":2240.615,"endTime":2243.851,"body":"what you determine your sales cycle."},{"startTime":2243.871,"endTime":2245.656,"body":"But I'm just gonna use"},{"startTime":2243.871,"endTime":2245.656,"body":"mine for an example."},{"startTime":2245.656,"endTime":2247.836,"body":"So typically, , let's just"},{"startTime":2245.656,"endTime":2247.836,"body":"say I got a referral or I'm"},{"startTime":2247.836,"endTime":2249.096,"body":"reaching out to somebody, or."},{"startTime":2249.366,"endTime":2251.346,"body":"Or anything in this particular"},{"startTime":2249.366,"endTime":2251.346,"body":"case, and I'm having that"},{"startTime":2251.346,"endTime":2252.546,"body":"initial conversation with them."},{"startTime":2252.846,"endTime":2256.866,"body":"That call, the conversation is"},{"startTime":2252.846,"endTime":2256.866,"body":"usually to identify the background,"},{"startTime":2256.866,"endTime":2257.676,"body":"the summary, if you will."},{"startTime":2257.826,"endTime":2260.826,"body":"And typically at the end of that call,"},{"startTime":2257.826,"endTime":2260.826,"body":"they will ask, Hey, hunter, or they"},{"startTime":2260.826,"endTime":2264.486,"body":"will say, Hey Hunter, this all sounds"},{"startTime":2260.826,"endTime":2264.486,"body":"great, but what is this gonna cost me?"},{"startTime":2264.516,"endTime":2264.906,"body":"Right?"},{"startTime":2264.966,"endTime":2267.456,"body":"And I think a lot of people will"},{"startTime":2264.966,"endTime":2267.456,"body":"shudder at that moment in time and"},{"startTime":2267.456,"endTime":2269.406,"body":"they freak out and they feel like"},{"startTime":2267.456,"endTime":2269.406,"body":"they have to be protective over it"},{"startTime":2269.406,"endTime":2270.906,"body":"because you honestly don't know, right?"},{"startTime":2270.906,"endTime":2273.006,"body":"You need information, you need"},{"startTime":2270.906,"endTime":2273.006,"body":"to do all these other things."},{"startTime":2273.336,"endTime":2275.586,"body":"What I've found is the"},{"startTime":2273.336,"endTime":2275.586,"body":"best thing that you can do."},{"startTime":2275.641,"endTime":2277.051,"body":"Is give a range, right?"},{"startTime":2277.051,"endTime":2278.911,"body":"And it doesn't have to"},{"startTime":2277.051,"endTime":2278.911,"body":"be a concrete range."},{"startTime":2279.031,"endTime":2282.301,"body":"And even what works better than that"},{"startTime":2279.031,"endTime":2282.301,"body":"is kind of explain, Hey, I can't"},{"startTime":2282.301,"endTime":2283.891,"body":"give you an exact price right now."},{"startTime":2283.951,"endTime":2286.381,"body":"Here's all the factors and"},{"startTime":2283.951,"endTime":2286.381,"body":"here's why I need them."},{"startTime":2286.621,"endTime":2288.991,"body":"If you explain to someone like"},{"startTime":2286.621,"endTime":2288.991,"body":"what goes into your price and"},{"startTime":2288.991,"endTime":2291.571,"body":"what information you'll need,"},{"startTime":2288.991,"endTime":2291.571,"body":"they'll typically understand that."},{"startTime":2291.571,"endTime":2293.671,"body":"Like, Hey, I'm not gonna be"},{"startTime":2291.571,"endTime":2293.671,"body":"held to a single price today."},{"startTime":2293.851,"endTime":2297.451,"body":"But then try to give them to the best of"},{"startTime":2293.851,"endTime":2297.451,"body":"your ability, a wide range or something."},{"startTime":2297.601,"endTime":2300.826,"body":"Because I think in today's day and age,"},{"startTime":2297.601,"endTime":2300.826,"body":"you know, with internet and research."},{"startTime":2301.731,"endTime":2303.981,"body":"You just have to be"},{"startTime":2301.731,"endTime":2303.981,"body":"more truthful about it."},{"startTime":2303.981,"endTime":2305.091,"body":"There's no sugar coating it."},{"startTime":2305.301,"endTime":2306.321,"body":"You are who you are."},{"startTime":2306.321,"endTime":2309.351,"body":"You're worth what you're worth, and"},{"startTime":2306.321,"endTime":2309.351,"body":"you don't need to hide that right now."},{"startTime":2309.351,"endTime":2311.421,"body":"That doesn't mean you have to, you"},{"startTime":2309.351,"endTime":2311.421,"body":"know, give 'em a price that you're"},{"startTime":2311.421,"endTime":2314.841,"body":"stuck to, but I, I do think people"},{"startTime":2311.421,"endTime":2314.841,"body":"should have the confidence to."},{"startTime":2315.591,"endTime":2316.401,"body":"Give a range."},{"startTime":2316.641,"endTime":2318.081,"body":"So let's just say you give the range."},{"startTime":2318.081,"endTime":2319.821,"body":"They're like, okay,"},{"startTime":2318.081,"endTime":2319.821,"body":"that seems interesting."},{"startTime":2319.821,"endTime":2320.211,"body":"We'll see."},{"startTime":2320.211,"endTime":2323.001,"body":"Or whatever result they give you,"},{"startTime":2320.211,"endTime":2323.001,"body":"you end up getting the information."},{"startTime":2323.061,"endTime":2326.681,"body":"I, I typically go to a second meeting,"},{"startTime":2323.061,"endTime":2326.681,"body":"where I'm going over their situation,"},{"startTime":2326.891,"endTime":2328.421,"body":"reviewing their bookkeeping with them."},{"startTime":2328.457,"endTime":2330.505,"body":"typically I'll also take a look"},{"startTime":2328.457,"endTime":2330.505,"body":"at their taxes or if they have"},{"startTime":2330.505,"endTime":2331.675,"body":"anything else withstanding."},{"startTime":2331.915,"endTime":2334.015,"body":"I also like to recap"},{"startTime":2331.915,"endTime":2334.015,"body":"our first conversation."},{"startTime":2334.015,"endTime":2337.255,"body":"So, hey, you had mentioned that"},{"startTime":2334.015,"endTime":2337.255,"body":"you have X, X, X and x and x wrong."},{"startTime":2337.255,"endTime":2337.645,"body":"Right?"},{"startTime":2338.335,"endTime":2340.555,"body":"Here's kinda like a game plan on"},{"startTime":2338.335,"endTime":2340.555,"body":"how we would solve that for you."},{"startTime":2341.38,"endTime":2345.04,"body":"But then also I always go over the"},{"startTime":2341.38,"endTime":2345.04,"body":"pricing on the call or the meeting."},{"startTime":2345.16,"endTime":2349.72,"body":"I never send a proposal without talking"},{"startTime":2345.16,"endTime":2349.72,"body":"with them because in their mind, you know,"},{"startTime":2349.72,"endTime":2353.74,"body":"it's very easy to see that dollar price"},{"startTime":2349.72,"endTime":2353.74,"body":"by themself and just shut off mentally."},{"startTime":2353.74,"endTime":2355.45,"body":"I was prepared to pay $500 a month."},{"startTime":2355.51,"endTime":2356.32,"body":"It's 6 0 5."},{"startTime":2356.38,"endTime":2357.28,"body":"Can't do it right."},{"startTime":2358.03,"endTime":2360.34,"body":"If you're there, you're willing"},{"startTime":2358.03,"endTime":2360.34,"body":"to hear what they have to say."},{"startTime":2360.34,"endTime":2363.1,"body":"If you can ask questions, you can"},{"startTime":2360.34,"endTime":2363.1,"body":"remind them, you can point out,"},{"startTime":2363.16,"endTime":2366.4,"body":"sometimes the obvious people are more"},{"startTime":2363.16,"endTime":2366.4,"body":"likely to understand, you know what,"},{"startTime":2366.52,"endTime":2370.72,"body":"it is $605, but it's saving me all"},{"startTime":2366.52,"endTime":2370.72,"body":"this time issue stress that I'm not"},{"startTime":2370.72,"endTime":2372.34,"body":"thinking about when I'm just by myself."},{"startTime":2372.34,"endTime":2372.64,"body":"Right?"},{"startTime":2372.64,"endTime":2376.75,"body":"So I think in terms of pricing,"},{"startTime":2372.64,"endTime":2376.75,"body":"it's always that big taboo, but"},{"startTime":2376.75,"endTime":2377.8,"body":"I think you have to be confident."},{"startTime":2378.58,"endTime":2380.53,"body":"to be open about like the price range."},{"startTime":2380.68,"endTime":2382.96,"body":"Then ultimately, when you do have"},{"startTime":2380.68,"endTime":2382.96,"body":"your price, it's very important"},{"startTime":2382.96,"endTime":2386.14,"body":"that when you're presenting it to"},{"startTime":2382.96,"endTime":2386.14,"body":"someone, you do it with confidence."},{"startTime":2386.17,"endTime":2388.51,"body":"'cause people can sense when you're"},{"startTime":2386.17,"endTime":2388.51,"body":"kind of BSing them or that you"},{"startTime":2388.51,"endTime":2391.3,"body":"don't feel confident about it, like"},{"startTime":2388.51,"endTime":2391.3,"body":"you are worth what you're worth."},{"startTime":2391.3,"endTime":2392.35,"body":"You need to hold onto that."},{"startTime":2392.59,"endTime":2394.75,"body":"But then ultimately, once you"},{"startTime":2392.59,"endTime":2394.75,"body":"present price, and it's probably"},{"startTime":2394.75,"endTime":2397.63,"body":"the hardest thing of all time, you"},{"startTime":2394.75,"endTime":2397.63,"body":"gotta shut the hell up too after."},{"startTime":2397.63,"endTime":2398.83,"body":"After you do that, right?"},{"startTime":2398.98,"endTime":2401.05,"body":"And the price is gonna be $605."},{"startTime":2401.845,"endTime":2404.575,"body":"It's kind of like the cliche, the"},{"startTime":2401.845,"endTime":2404.575,"body":"first person that speaks loses, and"},{"startTime":2404.635,"endTime":2405.925,"body":"I think there is some truth to that."},{"startTime":2405.955,"endTime":2409.045,"body":"So I think what you have to do is"},{"startTime":2405.955,"endTime":2409.045,"body":"say it confidently, almost like"},{"startTime":2409.045,"endTime":2412.465,"body":"you're not just interested, but it"},{"startTime":2409.045,"endTime":2412.465,"body":"doesn't bother you either, which way?"},{"startTime":2412.765,"endTime":2416.155,"body":"Just look at 'em, them speak and"},{"startTime":2412.765,"endTime":2416.155,"body":"whatever they come up with at that"},{"startTime":2416.155,"endTime":2419.515,"body":"point in time, you know, you'll know"},{"startTime":2416.155,"endTime":2419.515,"body":"at least if you do all that, you put"},{"startTime":2419.515,"endTime":2421.015,"body":"yourself in the best position possible."},{"startTime":2421.165,"endTime":2423.44,"body":"Again, that, that's my opinion anyways."},{"startTime":2424.3,"endTime":2426.28,"body":"Yeah, I bet."},{"startTime":2426.34,"endTime":2429.64,"body":"Since you aren't the one that"},{"startTime":2426.34,"endTime":2429.64,"body":"actually like delivers the"},{"startTime":2429.64,"endTime":2431.615,"body":"work, it's easier to say to."},{"startTime":2431.75,"endTime":2431.87,"body":"I."},{"startTime":2431.975,"endTime":2433.625,"body":"To say the pricing, you know what I mean?"},{"startTime":2433.625,"endTime":2438.875,"body":"So I think that Al also creates"},{"startTime":2433.625,"endTime":2438.875,"body":"some friction as the business owner."},{"startTime":2438.905,"endTime":2441.935,"body":"'cause it's like, I really need this"},{"startTime":2438.905,"endTime":2441.935,"body":"client, or I really want this client."},{"startTime":2441.935,"endTime":2443.765,"body":"I don't wanna overprice and lose them."},{"startTime":2444.035,"endTime":2447.815,"body":"There's all this other mental"},{"startTime":2444.035,"endTime":2447.815,"body":"chatter that happens when we're,"},{"startTime":2447.935,"endTime":2453.545,"body":"you know, the ones, you know,"},{"startTime":2447.935,"endTime":2453.545,"body":"managing the entire thing versus you."},{"startTime":2453.575,"endTime":2456.065,"body":"You get to come in and be like,"},{"startTime":2453.575,"endTime":2456.065,"body":"this is our pricing and this"},{"startTime":2456.065,"endTime":2457.415,"body":"is just, it is what it is."},{"startTime":2457.415,"endTime":2458.675,"body":"Like I don't have leeway."},{"startTime":2459.355,"endTime":2459.715,"body":"Sure."},{"startTime":2460.045,"endTime":2461.605,"body":"And that's a, that's a very fair point,"},{"startTime":2462.37,"endTime":2469.45,"body":"But, um, to that point, like maybe if"},{"startTime":2462.37,"endTime":2469.45,"body":"you are, if you're a listener and your"},{"startTime":2469.51,"endTime":2472.69,"body":"firm is at the point where you're like, I"},{"startTime":2469.51,"endTime":2472.69,"body":"don't even really have enough time to be"},{"startTime":2472.69,"endTime":2478.6,"body":"taking more sales calls, but I do want to"},{"startTime":2472.69,"endTime":2478.6,"body":"grow, maybe it's time to start exploring"},{"startTime":2478.9,"endTime":2481.78,"body":"bringing in someone to do sales for you."},{"startTime":2481.78,"endTime":2486.08,"body":"So what would, like, what does that"},{"startTime":2481.78,"endTime":2486.08,"body":"look like for, for a small firm?"},{"startTime":2486.59,"endTime":2491.45,"body":"Typically like, I don't know if you can"},{"startTime":2486.59,"endTime":2491.45,"body":"share like your experience on like what"},{"startTime":2491.45,"endTime":2493.49,"body":"does the compensation structure look like?"},{"startTime":2493.49,"endTime":2498.32,"body":"Do you get paid like a base rate"},{"startTime":2493.49,"endTime":2498.32,"body":"plus commissions type of situation?"},{"startTime":2498.6,"endTime":2501.84,"body":"Just so people can start to gain an"},{"startTime":2498.6,"endTime":2501.84,"body":"understanding of what that would like"},{"startTime":2501.84,"endTime":2503.5,"body":"look like if they outsource that piece."},{"startTime":2504.465,"endTime":2504.885,"body":"Yeah."},{"startTime":2504.925,"endTime":2507.295,"body":"we're a part of a big accounting"},{"startTime":2504.925,"endTime":2507.295,"body":"association where there's some other"},{"startTime":2507.295,"endTime":2509.905,"body":"salespeople and we, do consulting"},{"startTime":2507.295,"endTime":2509.905,"body":"or I have been consulting with other"},{"startTime":2509.905,"endTime":2511.165,"body":"firms that are just starting out."},{"startTime":2511.165,"endTime":2513.145,"body":"To your point, they're hiring"},{"startTime":2511.165,"endTime":2513.145,"body":"their first sales person."},{"startTime":2513.235,"endTime":2517.064,"body":"And typically, to your point, the base"},{"startTime":2513.235,"endTime":2517.064,"body":"plus the commission is pretty typical,"},{"startTime":2517.104,"endTime":2517.524,"body":"Mm-hmm."},{"startTime":2517.954,"endTime":2520.811,"body":"you have some leeway or like"},{"startTime":2517.954,"endTime":2520.811,"body":"some comfortable, you know, base,"},{"startTime":2520.811,"endTime":2522.971,"body":"you're obviously gonna get paid"},{"startTime":2520.811,"endTime":2522.971,"body":"something in this particular spot."},{"startTime":2523.121,"endTime":2525.671,"body":"But then also, you know, typically"},{"startTime":2523.121,"endTime":2525.671,"body":"how I get paid is, it's based"},{"startTime":2525.671,"endTime":2526.841,"body":"off an annualized revenue."},{"startTime":2526.841,"endTime":2527.561,"body":"So over the year."},{"startTime":2528.496,"endTime":2530.356,"body":"of January, for example, that were sets."},{"startTime":2530.536,"endTime":2532.816,"body":"So now I'm in my lowest tranche,"},{"startTime":2530.536,"endTime":2532.816,"body":"but as I go on throughout the"},{"startTime":2532.816,"endTime":2534.046,"body":"years, I sell more and more."},{"startTime":2534.136,"endTime":2538.306,"body":"My commission structure goes up, up,"},{"startTime":2534.136,"endTime":2538.306,"body":"up gradually based off certain dollar"},{"startTime":2538.306,"endTime":2540.325,"body":"and sales targets in my opinion."},{"startTime":2540.95,"endTime":2542.3,"body":"I think it's the best way"},{"startTime":2540.95,"endTime":2542.3,"body":"you could go about it."},{"startTime":2542.3,"endTime":2546.26,"body":"It's always incentivizing you not only"},{"startTime":2542.3,"endTime":2546.26,"body":"to sell something, but to continue to"},{"startTime":2546.26,"endTime":2549.05,"body":"sell throughout the year through the"},{"startTime":2546.26,"endTime":2549.05,"body":"dog days and everything else to try"},{"startTime":2549.05,"endTime":2552.26,"body":"to get to your ultimate goal, which is"},{"startTime":2549.05,"endTime":2552.26,"body":"that highest area, and ultimately where"},{"startTime":2552.26,"endTime":2554.57,"body":"you'd wanna be as as an owner as well."},{"startTime":2554.682,"endTime":2556.722,"body":"you had mentioned that, like"},{"startTime":2554.682,"endTime":2556.722,"body":"what are some good signs that you"},{"startTime":2556.722,"endTime":2558.162,"body":"make sense to hire a salesperson?"},{"startTime":2558.432,"endTime":2561.882,"body":"I, I think when, you know, the"},{"startTime":2558.432,"endTime":2561.882,"body":"owner's been doing it for so long"},{"startTime":2562.272,"endTime":2565.122,"body":"and they start to come, they come to"},{"startTime":2562.272,"endTime":2565.122,"body":"the realization that like, I'm busy."},{"startTime":2565.122,"endTime":2568.002,"body":"I'm getting pulled in all these"},{"startTime":2565.122,"endTime":2568.002,"body":"different directions, you know, and"},{"startTime":2568.002,"endTime":2569.412,"body":"also they come to the conclusion that."},{"startTime":2569.847,"endTime":2572.817,"body":"If I hire the right person, I give 'em"},{"startTime":2569.847,"endTime":2572.817,"body":"the right training, they're probably"},{"startTime":2572.817,"endTime":2574.287,"body":"gonna be a lot better than I am at this."},{"startTime":2574.287,"endTime":2574.707,"body":"Right?"},{"startTime":2574.707,"endTime":2578.757,"body":"And that's a hard thing for people"},{"startTime":2574.707,"endTime":2578.757,"body":"to swallow that like, hey, but they"},{"startTime":2578.757,"endTime":2579.777,"body":"have to come to the realization."},{"startTime":2579.777,"endTime":2583.017,"body":"If someone's just focusing on this,"},{"startTime":2579.777,"endTime":2583.017,"body":"they can probably get pretty good."},{"startTime":2583.017,"endTime":2585.297,"body":"They'll know your organization,"},{"startTime":2583.017,"endTime":2585.297,"body":"they'll just be focusing on this."},{"startTime":2585.477,"endTime":2587.577,"body":"They're not running payroll,"},{"startTime":2585.477,"endTime":2587.577,"body":"they're not dealing with all these"},{"startTime":2587.577,"endTime":2589.077,"body":"other issues or putting out fires."},{"startTime":2589.232,"endTime":2592.827,"body":"If they could just focus on sales and"},{"startTime":2589.232,"endTime":2592.827,"body":"do that, I bet you we could really, you"},{"startTime":2592.827,"endTime":2594.357,"body":"know, turn this machine up a little bit."},{"startTime":2594.357,"endTime":2595.627,"body":"So I think, you know."},{"startTime":2596.532,"endTime":2599.412,"body":"you're, uh, somebody listening to this"},{"startTime":2596.532,"endTime":2599.412,"body":"and you're kind of con contemplating"},{"startTime":2599.412,"endTime":2603.042,"body":"it, I think it's really important"},{"startTime":2599.412,"endTime":2603.042,"body":"that you kinda look at yourself in"},{"startTime":2603.042,"endTime":2606.342,"body":"the mirror and just be like, you know,"},{"startTime":2603.042,"endTime":2606.342,"body":"Hey, if I never had to do this again,"},{"startTime":2606.342,"endTime":2609.222,"body":"but if someone could either match or"},{"startTime":2606.342,"endTime":2609.222,"body":"even see my output I'm doing right"},{"startTime":2609.222,"endTime":2611.292,"body":"now, how much better off could we be?"},{"startTime":2611.352,"endTime":2611.772,"body":"Right."},{"startTime":2613.317,"endTime":2615.987,"body":"Yeah, especially with all"},{"startTime":2613.317,"endTime":2615.987,"body":"the other hats that we wear."},{"startTime":2615.987,"endTime":2618.957,"body":"'cause if you're at that point where"},{"startTime":2615.987,"endTime":2618.957,"body":"you're like, I don't really have"},{"startTime":2618.957,"endTime":2624.027,"body":"enough time to do sales, but like"},{"startTime":2618.957,"endTime":2624.027,"body":"I, you know, I wanna grow, whether"},{"startTime":2624.027,"endTime":2627.867,"body":"you're still stuck in doing some of"},{"startTime":2624.027,"endTime":2627.867,"body":"the accounting or it's a combination"},{"startTime":2627.867,"endTime":2632.307,"body":"of accounting that you're doing client"},{"startTime":2627.867,"endTime":2632.307,"body":"work, doing sales, you're doing some"},{"startTime":2632.667,"endTime":2635.937,"body":"other marketing like content creation,"},{"startTime":2632.667,"endTime":2635.937,"body":"which is different than sales, like."},{"startTime":2636.947,"endTime":2637.237,"body":"Yeah."},{"startTime":2637.242,"endTime":2640.962,"body":"Also managing employees or contractors."},{"startTime":2640.962,"endTime":2643.722,"body":"If you have even one person on"},{"startTime":2640.962,"endTime":2643.722,"body":"your team, you're still, there's"},{"startTime":2643.722,"endTime":2647.592,"body":"a portion of your brain and energy"},{"startTime":2643.722,"endTime":2647.592,"body":"that's going to managing that."},{"startTime":2647.592,"endTime":2650.472,"body":"So if there's something you can take"},{"startTime":2647.592,"endTime":2650.472,"body":"off your plate and sales is one of"},{"startTime":2650.472,"endTime":2654.072,"body":"the things you maybe don't like,"},{"startTime":2650.472,"endTime":2654.072,"body":"or maybe you do like it, but you're"},{"startTime":2654.072,"endTime":2655.217,"body":"getting to the point where it's like."},{"startTime":2656.487,"endTime":2660.147,"body":"It's time to maybe bring someone"},{"startTime":2656.487,"endTime":2660.147,"body":"else in to help me, you know,"},{"startTime":2660.147,"endTime":2661.707,"body":"double my efforts or whatever."},{"startTime":2661.787,"endTime":2665.777,"body":"I encourage you all to consider that"},{"startTime":2661.787,"endTime":2665.777,"body":"that's something that I transparently"},{"startTime":2665.777,"endTime":2670.837,"body":"have been considering as I go into my"},{"startTime":2665.777,"endTime":2670.837,"body":"next phase of, of growth because, because"},{"startTime":2670.837,"endTime":2672.607,"body":"I also just don't wanna work full time."},{"startTime":2673.187,"endTime":2673.517,"body":"Yeah."},{"startTime":2674.557,"endTime":2675.367,"body":"You know what I mean?"},{"startTime":2675.367,"endTime":2679.087,"body":"So it's like I could, I mean, I"},{"startTime":2675.367,"endTime":2679.087,"body":"could take more sales calls, but"},{"startTime":2679.087,"endTime":2680.467,"body":"I don't wanna be on more calls."},{"startTime":2680.467,"endTime":2683.347,"body":"And then when the work"},{"startTime":2680.467,"endTime":2683.347,"body":"comes in, who's gonna like."},{"startTime":2683.652,"endTime":2685.962,"body":"You know, I have to think"},{"startTime":2683.652,"endTime":2685.962,"body":"about who's gonna do that work."},{"startTime":2685.962,"endTime":2690.282,"body":"So now my brain is dedicated like"},{"startTime":2685.962,"endTime":2690.282,"body":"shifts to like, okay, now we've gotta"},{"startTime":2690.282,"endTime":2693.912,"body":"put out another job description or"},{"startTime":2690.282,"endTime":2693.912,"body":"hire another person or whatever,"},{"startTime":2693.912,"endTime":2695.262,"body":"and then train that person."},{"startTime":2695.262,"endTime":2697.962,"body":"So there's all these things"},{"startTime":2695.262,"endTime":2697.962,"body":"that kind of come into play."},{"startTime":2698.075,"endTime":2700.505,"body":"so yeah, that's something"},{"startTime":2698.075,"endTime":2700.505,"body":"that I've been exploring."},{"startTime":2700.505,"endTime":2703.085,"body":"I think maybe sales will be my next hire."},{"startTime":2703.085,"endTime":2703.535,"body":"I don't know,"},{"startTime":2704.475,"endTime":2705.075,"body":"You never know, right?"},{"startTime":2705.43,"endTime":2705.75,"body":"consult."},{"startTime":2706.425,"endTime":2706.755,"body":"Yeah."},{"startTime":2707.73,"endTime":2710.82,"body":"done a little consulting work"},{"startTime":2707.73,"endTime":2710.82,"body":"for other firms that have been in"},{"startTime":2710.82,"endTime":2712.08,"body":"our position or just starting up."},{"startTime":2712.14,"endTime":2715.74,"body":"I for one, you know, really find it"},{"startTime":2712.14,"endTime":2715.74,"body":"interesting, something I really enjoy."},{"startTime":2715.79,"endTime":2718.88,"body":"I like doing it 'cause I think it"},{"startTime":2715.79,"endTime":2718.88,"body":"makes me better at what I do as well,"},{"startTime":2719.12,"endTime":2721.34,"body":"you know, kind of seeing someone"},{"startTime":2719.12,"endTime":2721.34,"body":"at the ground level starting up."},{"startTime":2721.34,"endTime":2723.83,"body":"You kinda get reminded of all of"},{"startTime":2721.34,"endTime":2723.83,"body":"what it took and what you need to"},{"startTime":2723.83,"endTime":2725.45,"body":"continue to do to be successful."},{"startTime":2725.45,"endTime":2729.29,"body":"So any opportunity I get to work with"},{"startTime":2725.45,"endTime":2729.29,"body":"someone or even give my feedback on"},{"startTime":2729.29,"endTime":2732.05,"body":"like where they might be, is something"},{"startTime":2729.29,"endTime":2732.05,"body":"that I, I personally just really enjoy"},{"startTime":2732.05,"endTime":2733.61,"body":"about, like, working in the field."},{"startTime":2733.61,"endTime":2735.11,"body":"You know, I think it's really fun to."},{"startTime":2735.42,"endTime":2738.447,"body":"Exciting for people that are looking"},{"startTime":2735.42,"endTime":2738.447,"body":"at it because they can sense the next"},{"startTime":2738.447,"endTime":2740.247,"body":"step of growth if things go correctly."},{"startTime":2740.307,"endTime":2740.577,"body":"Right?"},{"startTime":2740.577,"endTime":2743.277,"body":"They know that they need, they're busy"},{"startTime":2740.577,"endTime":2743.277,"body":"enough, they got enough stuff going"},{"startTime":2743.277,"endTime":2745.917,"body":"on that if they can get themselves"},{"startTime":2743.277,"endTime":2745.917,"body":"back to where they need to focus on,"},{"startTime":2746.277,"endTime":2747.747,"body":"in theory, good things can happen."},{"startTime":2747.747,"endTime":2751.107,"body":"So, I, I, I always enjoy talking to people"},{"startTime":2747.747,"endTime":2751.107,"body":"or people like you in your situation that"},{"startTime":2751.107,"endTime":2754.347,"body":"are contemplating it and helping them"},{"startTime":2751.107,"endTime":2754.347,"body":"really understand what it might look like."},{"startTime":2754.347,"endTime":2757.587,"body":"You know, you know, you know what the"},{"startTime":2754.347,"endTime":2757.587,"body":"roadmap might look like, what, what"},{"startTime":2757.587,"endTime":2758.967,"body":"they might need to be successful."},{"startTime":2759.177,"endTime":2762.956,"body":"All things that I think I can"},{"startTime":2759.177,"endTime":2762.956,"body":"kind of attest to because I was,"},{"startTime":2762.963,"endTime":2763.678,"body":"somebody who went through it."},{"startTime":2764.218,"endTime":2764.788,"body":"Yeah."},{"startTime":2764.878,"endTime":2765.208,"body":"Yeah."},{"startTime":2765.208,"endTime":2769.888,"body":"That's all like, that's the scariest"},{"startTime":2765.208,"endTime":2769.888,"body":"part when you're exploring, hiring or"},{"startTime":2769.888,"endTime":2773.278,"body":"outsourcing a piece of the business"},{"startTime":2769.888,"endTime":2773.278,"body":"is like, how much am I gonna, like"},{"startTime":2773.698,"endTime":2777.568,"body":"how much business does it need to"},{"startTime":2773.698,"endTime":2777.568,"body":"bring in to pay for itself, for one?"},{"startTime":2777.568,"endTime":2779.578,"body":"And then what systems"},{"startTime":2777.568,"endTime":2779.578,"body":"do we need to set up?"},{"startTime":2779.678,"endTime":2785.138,"body":"I don't have in place because it's all in"},{"startTime":2779.678,"endTime":2785.138,"body":"here in my brain, you know what I mean?"},{"startTime":2785.138,"endTime":2789.758,"body":"And then like the proposal system or"},{"startTime":2785.138,"endTime":2789.758,"body":"like pricing and all that kind of stuff."},{"startTime":2789.758,"endTime":2792.878,"body":"Like there's some things to think"},{"startTime":2789.758,"endTime":2792.878,"body":"about before you just jump in."},{"startTime":2792.945,"endTime":2796.215,"body":"if you are, I don't even know if"},{"startTime":2792.945,"endTime":2796.215,"body":"this is a thing you do, but like"},{"startTime":2796.215,"endTime":2802.005,"body":"if you are open to consulting is,"},{"startTime":2796.215,"endTime":2802.005,"body":"if not, I can cut this out where."},{"startTime":2802.14,"endTime":2805.535,"body":"I, I think I would be, you know, I think"},{"startTime":2802.14,"endTime":2805.535,"body":"it's something that I would, I'd be open"},{"startTime":2805.535,"endTime":2808.985,"body":"to, and you know, if nothing else, if"},{"startTime":2805.535,"endTime":2808.985,"body":"somebody had questions reaching out,"},{"startTime":2809.165,"endTime":2812.765,"body":"I'd love to see what's out there in"},{"startTime":2809.165,"endTime":2812.765,"body":"terms of that, because I don't think I'm"},{"startTime":2812.765,"endTime":2814.175,"body":"impeding on what I'm currently doing."},{"startTime":2814.175,"endTime":2815.825,"body":"I have enough time and"},{"startTime":2814.175,"endTime":2815.825,"body":"availability to do it."},{"startTime":2815.825,"endTime":2819.605,"body":"But also, like I said, I'm genuinely"},{"startTime":2815.825,"endTime":2819.605,"body":"interested in, you know, people's"},{"startTime":2819.605,"endTime":2821.105,"body":"situations and what they have going on."},{"startTime":2821.375,"endTime":2823.775,"body":"And to your point, there's so many"},{"startTime":2821.375,"endTime":2823.775,"body":"things that I just take like, you know,"},{"startTime":2823.775,"endTime":2824.945,"body":"for granted, like the back of my hand."},{"startTime":2825.345,"endTime":2828.279,"body":"People don't understand like how pricing"},{"startTime":2825.345,"endTime":2828.279,"body":"should go, how they could structure"},{"startTime":2828.279,"endTime":2831.089,"body":"it, or the proposal software or a"},{"startTime":2828.279,"endTime":2831.089,"body":"bunch of other things in this case."},{"startTime":2831.089,"endTime":2834.059,"body":"And I feel, you know, blessed to"},{"startTime":2831.089,"endTime":2834.059,"body":"say that it's just my every day."},{"startTime":2834.059,"endTime":2836.819,"body":"So I, it's always nice to be"},{"startTime":2834.059,"endTime":2836.819,"body":"able to share that information,"},{"startTime":2836.869,"endTime":2837.799,"body":", with someone in the Scout."},{"startTime":2837.799,"endTime":2838.194,"body":"So, absolutely."},{"startTime":2839.134,"endTime":2839.794,"body":"Awesome."},{"startTime":2840.274,"endTime":2844.984,"body":"So with that then, where can people"},{"startTime":2840.274,"endTime":2844.984,"body":"connect with you if they want to,"},{"startTime":2845.044,"endTime":2848.625,"body":"learn more about what it would look"},{"startTime":2845.044,"endTime":2848.625,"body":"like to hire someone for sales on"},{"startTime":2848.639,"endTime":2850.084,"body":"their team and all of that good stuff."},{"startTime":2850.714,"endTime":2852.544,"body":"Yeah, I would say the best"},{"startTime":2850.714,"endTime":2852.544,"body":"way to go about it is."},{"startTime":2852.589,"endTime":2854.629,"body":"Either to connect with"},{"startTime":2852.589,"endTime":2854.629,"body":"me directly on LinkedIn."},{"startTime":2854.629,"endTime":2858.739,"body":"My name's Hunter Rademacher,"},{"startTime":2854.629,"endTime":2858.739,"body":"R-A-D-E-M-A-C-H-E-R, and then"},{"startTime":2858.739,"endTime":2859.759,"body":"shoot me a message on there."},{"startTime":2859.939,"endTime":2863.779,"body":"Otherwise, my personal email address,"},{"startTime":2859.939,"endTime":2863.779,"body":", h Radmacher is my first initial last"},{"startTime":2863.779,"endTime":2865.879,"body":"name, RADEMACHER twenty1@gmail.com."},{"startTime":2865.879,"endTime":2868.449,"body":"Feel free to reach out to me or,"},{"startTime":2865.879,"endTime":2868.449,"body":"I mean, , I think on my LinkedIn,"},{"startTime":2868.449,"endTime":2869.439,"body":"my phone number is there too."},{"startTime":2869.439,"endTime":2870.593,"body":"Feel free to gimme a call."},{"startTime":2870.622,"endTime":2873.352,"body":"I'm, you know, fairly new to all this,"},{"startTime":2870.622,"endTime":2873.352,"body":"but I'm very passionate about what I"},{"startTime":2873.352,"endTime":2876.832,"body":"do and if someone has just a general"},{"startTime":2873.352,"endTime":2876.832,"body":"question, what goes into it, more"},{"startTime":2876.832,"endTime":2880.012,"body":"than happy to give my perspective and"},{"startTime":2876.832,"endTime":2880.012,"body":"my opinion on, you know, kind of how"},{"startTime":2880.012,"endTime":2883.282,"body":"I would maybe go about it or just a"},{"startTime":2880.012,"endTime":2883.282,"body":"couple of pointers and go from there."},{"startTime":2883.282,"endTime":2883.762,"body":"So, I"},{"startTime":2883.882,"endTime":2884.392,"body":"Cool."},{"startTime":2884.452,"endTime":2885.142,"body":"what it's all about."},{"startTime":2885.142,"endTime":2885.562,"body":"Right."},{"startTime":2885.682,"endTime":2886.222,"body":"Yeah."},{"startTime":2886.762,"endTime":2887.032,"body":"Yeah."},{"startTime":2887.032,"endTime":2890.512,"body":"Well, I appreciate you taking the"},{"startTime":2887.032,"endTime":2890.512,"body":"time and sharing with our listeners"},{"startTime":2890.512,"endTime":2892.367,"body":"and thank you again so much."},{"startTime":2892.367,"endTime":2892.757,"body":"I appreciate it."},{"startTime":2893.597,"endTime":2894.107,"body":"Well, thank you."},{"startTime":2894.107,"endTime":2896.117,"body":"It's been a pleasure and it's been"},{"startTime":2894.107,"endTime":2896.117,"body":"a blast chatting with you today."},{"startTime":2896.592,"endTime":2898.032,"body":"All right, we'll talk to you guys soon."},{"startTime":2935.271,"endTime":2937.731,"body":"You are listening to the"},{"startTime":2935.271,"endTime":2937.731,"body":"Ambitious Bookkeeper Podcast."},{"startTime":2937.731,"endTime":2944.876,"body":"I'm Serena Shoup your host today, and"},{"startTime":2937.731,"endTime":2944.876,"body":"I am interviewing, uh, someone and I'm"},{"startTime":2944.881,"endTime":2948.561,"body":"interviewing Hunter Radmacher from,"},{"startTime":2952.161,"endTime":2956.301,"body":"who is a sales person"},{"startTime":2952.161,"endTime":2956.301,"body":"in an accounting firm."},{"startTime":2956.601,"endTime":2959.961,"body":"And I thought it would be really"},{"startTime":2956.601,"endTime":2959.961,"body":"cool to have him on to chat about."},{"startTime":2960.681,"endTime":2966.471,"body":"That role and to chat about sales"},{"startTime":2960.681,"endTime":2966.471,"body":"and all of the things in between."},{"startTime":2966.471,"endTime":2971.601,"body":"So whether you are a newer bookkeeper"},{"startTime":2966.471,"endTime":2971.601,"body":"starting your business and you are"},{"startTime":2971.601,"endTime":2977.001,"body":"wondering, um, or struggling with"},{"startTime":2971.601,"endTime":2977.001,"body":"getting clients, or you are more"},{"startTime":2977.001,"endTime":2978.591,"body":"seasoned in your bookkeeping firm."},{"startTime":2979.161,"endTime":2984.171,"body":"Been exploring hiring a dedicated"},{"startTime":2979.161,"endTime":2984.171,"body":"sales person for your firm."},{"startTime":2984.171,"endTime":2989.421,"body":"This episode definitely has some"},{"startTime":2984.171,"endTime":2989.421,"body":"goodies for you, so if you are ready"},{"startTime":2989.421,"endTime":2991.341,"body":"to listen, let's dive right in."},{"startTime":2994.195,"endTime":2996.655,"body":"You are listening to the"},{"startTime":2994.195,"endTime":2996.655,"body":"Ambitious Bookkeeper Podcast."},{"startTime":2996.655,"endTime":3003.8,"body":"I'm Serena Shoup your host today, and"},{"startTime":2996.655,"endTime":3003.8,"body":"I am interviewing, uh, someone and I'm"},{"startTime":3003.805,"endTime":3007.485,"body":"interviewing Hunter Radmacher from,"},{"startTime":3011.085,"endTime":3015.225,"body":"who is a sales person"},{"startTime":3011.085,"endTime":3015.225,"body":"in an accounting firm."},{"startTime":3015.525,"endTime":3018.885,"body":"And I thought it would be really"},{"startTime":3015.525,"endTime":3018.885,"body":"cool to have him on to chat about."},{"startTime":3019.605,"endTime":3025.395,"body":"That role and to chat about sales"},{"startTime":3019.605,"endTime":3025.395,"body":"and all of the things in between."},{"startTime":3025.395,"endTime":3030.525,"body":"So whether you are a newer bookkeeper"},{"startTime":3025.395,"endTime":3030.525,"body":"starting your business and you are"},{"startTime":3030.525,"endTime":3035.925,"body":"wondering, um, or struggling with"},{"startTime":3030.525,"endTime":3035.925,"body":"getting clients, or you are more"},{"startTime":3035.925,"endTime":3037.515,"body":"seasoned in your bookkeeping firm."},{"startTime":3038.085,"endTime":3043.095,"body":"Been exploring hiring a dedicated"},{"startTime":3038.085,"endTime":3043.095,"body":"sales person for your firm."},{"startTime":3043.095,"endTime":3048.345,"body":"This episode definitely has some"},{"startTime":3043.095,"endTime":3048.345,"body":"goodies for you, so if you are ready"},{"startTime":3048.345,"endTime":3050.265,"body":"to listen, let's dive right in."}]}