Branch Out - A Podcast from Connection Builders

Small and aspiring CPA firms face several formidable challenges. From workload management to technology implementation and expanding their professional expertise, they will likely spend a disproportionate amount of time and energy on things other than building their book of business and serving clients. To solve this problem, today’s guest started a firm that provides the necessary resources and support to enable CPAs to build scalable, profitable practices and stay relevant for decades to come—introducing Chase Birky, the co-founder, President, and CEO of Dark Horse CPAs, which was born from the belief that small businesses, intrapreneurs, and entrepreneurs are often seen as “dark horses” amongst their larger, more well-known competitors. Chase believes that the proper guidance can help propel these dark horses to unexpected heights, and in this episode, he shares his goal to democratize the modern CPA firm and provide a better life for CPAs (and, by extension, their clients). During our conversation, we also touch on the need for a safe space to make mistakes, the immense value of mentorship, the role of AI in the future of accounting, and so much more. For a fascinating and insightful conversation with a trusted advisor specializing in serving small businesses and individuals often overlooked, tune in today!

Key Points From This Episode: 

• Two major challenges facing small CPA firms and how Dark Horse solves them.
• Why modern CPAs need support to make the leap and build a scalable practice.
• Advice for burnt-out senior managers who want to step out on their own.
• How Dark Horse helps CPAs gain perspective and gives them a “safe place to fail.”
• The value of eliminating uncertainty while offering guidance and mentorship.
• Obstacles Chase encountered as he pivoted his own business.
• Chase’s take on the future of accounting and the role of AI.
• How technology will augment the way solopreneurs and micro-firms perform.
• The rise of fractional CFO services for small to midsize organizations.
• Why the road to success is paved with systematized, scalable, “outsourceable” offerings.
• A non-binary reflection on the 150-hour credit requirements for CPAs.
• Free and budget-friendly alternatives to formal education, including podcasts.
• Where and how you can learn more about “the CPA firm built for CPAs!”

Chase Birky
Chase Birky on LinkedIn
Dark Horse CPAs
Book a Discovery Call with Chase
Connection Builders
Alex Drost LinkedIn

A big part of business development is communication; selling yourself or someone else, building relationships, making a pitch, and so on. As a professional, you should build up the skillset to truly be able to articulate what value, skills, and experience you (or your group) have. Today, we are joined by Alex Egan, a director at Kaufman Rossin, a full-service public accounting and consulting firm. Alex leads a team of consultants and advisors who specialize in helping broker-dealers, RIAs, FinTech companies, banks, and other financial services firms, address their compliance risk and regulatory challenges. As listeners tune in, they’ll hear from Alex about his career journey and how the skills he acquired prepared him for his current role as a consultant and advisor. We discuss how communication is essential to creating value for clients and the benefit of a team-based approach to business development. If you want to gain insights on how to communicate in a way that’s going to present your true self, then don’t miss out on this episode. 

Key Points From This Episode:

• Alex shares with listeners about his background and unique career path.
• More about what Alex does today and how he got there; from military to consulting.
• Alex gives examples of transferable practical experiences/skills gained through his career.
• Why it’s important to be able to truly articulate what value, skills, and experience you have.
• We dive into the topic of business development and what that means to Alex.
• Insights into what makes you successful at building a business, relationships, and driving value.
• Why you should care about the relationships you develop; honing the soft skills to communicate.
• Alex shares his business development journey and process.
• We discuss the concept of business development in groups.
• His thoughts on public speaking, as a communication skill to hone.
• Tips that helped Alex develop his public speaking skill.
• Alex’s advice to someone starting out in their professional career. 

Alex Egan on LinkedIn
Kaufman Rossin
Connection Builders
Alex Drost LinkedIn

Sometimes, a job that was initially fulfilling begins to feel less meaningful over time. Luckily, there are several strategies you can follow to help you reignite your passion for the work that you already do or even redefine your role around what gets you excited! Today, we are joined by Randy Crabtree, speaker, writer, co-founder, and partner of Tri-Merit Specialty Tax Professionals and host of The Unique CPA podcast. Randy is also a two-time finalist for Accounting Today's Top 100 Most Influential People in Accounting and a regular presenter for National Accounting Associations in state CPA societies. In this episode, Randy shares his experience of navigating his mental health after a midlife stroke and his advice for finding passion in the work you do. We also discuss some of the tips and tricks he suggests for mitigating work-related stress, finding direction in your career, and bringing your outside passions to work with you, plus so much more. If you want to find out why Randy believes that “passion is everything,” make sure to tune in today.

Key Points From This Episode:

• How Randy reevaluated his mental and physical health after a midlife stroke.
• Advice for navigating work-related stress and burnout: first, acknowledge it!
• The importance of finding someone to talk to and choosing to reframe your challenges.
• Why Randy decided to redefine his role in the business.
• Determining what you are passionate about and creating your role around that.
• Tips for finding direction in your career as a young professional.
• Ways you can change your daily habits to help you avoid burnout.
• Bringing your outside passions into the work that you do.
• How you can benefit from “shutting down” at the end of the day.
• Insight into why Randy is so passionate about education.
• What advice Randy would give to his 30-year-old self.

The Unique CPA Podcast
Randy Crabtree on LinkedIn
Tri-Merit
Ep. 93: Rethink Your Approach to Work with Dan Montgomery
What’s Your And?
Connection Builders
Alex Drost LinkedIn

Resilience breeds success, and no one articulates it better than Lisa Howze. Lisa is a former Michigan state representative and the former chief of staff and chief government affairs officer for Detroit Mayor Mike Duggan. She is now known as "The Career Transformation Specialist" and joins us today to discuss her book, Candy Girl Mentality. Lisa generously shares an endless stream of wisdom as she breaks down the "candy girl mentality," defining setbacks and disappointments and providing tools to overcome them. We find out what informed her entrepreneurial mindset, how she navigates responsibility, and what she personally gleaned from the process of writing the book. Tune in to find out how best to manage expectations, combat imposter syndrome, and change your situation by changing your mind.

Key Points From This Episode:

• Lisa Howze's journey to writing her book, Candy Girl Mentality. 
• What informed her entrepreneurial mindset.
• The genesis of the title of her book.
• Lisa Howze breaks down the "candy girl mentality."
• Lisa defines setbacks and disappointments and shares examples of each.
• How she learned resilience.
• The art of changing your situation by changing your mind.
• Lisa's process of writing and editing the book.
• How she navigated the responsibility of being Chief of Staff for Detroit Mayor Mike Duggan.
• What to do when you feel like you're in over your head.
• How to combat imposter syndrome.
• How best to manage expectations.
• Lisa's top three tools for bouncing back from major setbacks or disappointments.
• Her greatest takeaway from the process of writing the book.

Lisa Howze on LinkedIn
Lisa Howze on Twitter
Candy Girl Mentality
Connection Builders
Alex Drost LinkedIn

Building a strong network of professional connections ultimately comes down to the time and energy you are willing to invest in those relationships. Today’s guest understands this and has managed to build credibility by consistently looking for new ways to add value. George Sirignano is the Managing Partner of Old City Investment Partners, a firm that identifies high-quality alternative investment sponsors for a growing investor base of families and institutions. George manages Old City’s investing and capital placement businesses, including those of its SEC-registered broker-dealer, and acts as the firm’s general counsel. 

In this episode, he offers insight into Old City’s broker-dealer platform and what sets them apart from other firms. We discuss the importance of advocating on behalf of your clients, prioritizing authentic interactions without distraction, and being open to mentors who might not be the obvious choice, plus so much more! You could say that collaboration, credibility, and curiosity are the three C’s of George’s unique approach to facilitating engagement between broker-dealers and building a network of meaningful relationships.

Key Points From This Episode:

• An introduction to George and the services that Old City offers.
• Insight into the process of raising capital for funds and private companies.
• A look at the expertise and network value that Old City provides.
• Why George says he isn’t engaged in “pure play investment banking.”
• The role that collaboration plays in differentiating the Old City approach.
• How George facilitates engagement across the broker-dealer platform.
• The significance of acting as a trusted intermediary.
• Conflicts that can come up, and the credibility needed to resolve them.
• The huge impact that perception can have, regardless of the facts.
• Why confidence is key in any sales business.
• How Old City has evolved and why they set up the broker-dealer platform.
• What George enjoys about advocating on behalf of his clients.
• The importance of consistently working on your relationships.
• Benefits of helping investors in different areas of their careers and lives.
• George’s advice for building a network of meaningful relationships.
• What it means to be open to “conscious serendipity.”

George Sirignano on LinkedIn
Old City Investment Partners
Connection Builders
Alex Drost LinkedIn
Branch Out Podcast LinkedIn
Connection Builders LinkedIn

The word “sales” often leaves a sour taste in people’s mouths. But sales is different than most people think, as today’s guest explains. Gary Braun, the Co-Founder of Pivotal Advisors, shares why it’s all about asking the right questions. Gary takes us on the journey of how he and his brother launched Pivotal Advisors and the lessons they have learned over the last 10+ years. We debunk negative connotations associated with “sales” and discuss why asking the right questions can build trust and lead to opportunities. Gary shares what it means to shortcut the discovery process, how to have a great pitch when you have little time, the positives of having repetitive systems, and why the fear of change is holding most sales professionals back. Gary also shares insights on creating accountability, the importance of reinforcement, and continual evolution.

Key Points From This Episode:

• The journey that led to Gary and his brother starting Pivotal Advisors.
• Debunking the negative connotations associated with being a person in sales. 
• Why solving problems is the core of sales.
• How asking the right questions uncovers opportunities. 
• How asking the right questions can help build trust.
• The right way to approach sales, and some wrong ones. 
• Earning respect: what it means to shortcut the discovery process. 
• How to stick to a quality sales pitch when time is limited. 
• Why you shouldn’t chase every sale and how to identify hot leads. 
• Narrowing your focus to help you grow. 
• How repetitive systems can help you scale. 
• Why the fear of changing behavior and mindset is the biggest thing holding sales professionals back.
• How to deal with accountability in sales: positive and constructive reinforcement.
• Why change is necessary for evolution and the importance of developing soft skills. 

Gary Braun on LinkedIn
Pivotal Advisors
Pivotal Advisors on YouTube
Connection Builders
Alex Drost LinkedIn
Branch Out Podcast LinkedIn
Connection Builders LinkedIn

To be an entrepreneur requires hard work, self-discipline, and a tremendous amount of courage. When you are your own boss, there is no one else to look to. Therefore, everything your business needs to succeed requires your efforts and discipline. Today we are joined by the Managing Director of EisnerAmper, Isatou Smith. She is a natural entrepreneur who left a stable corporate role to gain greater autonomy and agency in her personal and professional life. In our conversation, we discuss how Isatou became an entrepreneur and what she's learned from her journey. Isatou shares examples of the challenging moments she has had to endure and ultimately persevere. Isatou also explains why all entrepreneurs need to know themselves very well, why instant gratification is a slippery slope, and how society can break you down if you let it. Finally, we discuss the importance of self-discipline, how to be intentional with how you spend your time, and why goal-setting is an entrepreneurial necessity.

Key Points From This Episode:

• Isatou's entrepreneurial journey: when it started, how she chose it, and what she learned. 
• The part of her journey that forced her to endure and persevere. 
• The importance of knowing yourself and what you want very well. 
• Instant gratification and living in a world of 'right now'.
• How external influences could be detrimental to your entrepreneurial endeavor. 
• The importance of leading both yourself and others as an entrepreneur. 
• Why there's a high risk of burnout and poor mental health when you're your own boss. 
• How to be self-disciplined when given full autonomy.
• Being intentional with how you spend your time. 
• Why it's important to set goals as an entrepreneur. 

Isatou Smith on LinkedIn
Isatou Email
EisnerAmper
Connection Builders
Alex Drost LinkedIn
Branch Out Podcast LinkedIn
Connection Builders LinkedIn

From heading a family business, running franchising models, running a private equity firm, and being a mother to two, is there anything Susan Black-Beth can't do? Growing up in an entrepreneurial family, Susan's relationship with business started at an early age and has been formative to her leadership style. 

In this episode, Susan shares the value of having a robust and reliable network, how to overcome unforeseen challenges, her serendipitous relationship with COVID-19, and the importance of resiliency, authenticity, and vulnerability. With years of experience in multiple spheres of entrepreneurship, Susan explains how all these skills unexpectedly came together to help her through a life-changing family crisis. Finally, bringing this all together, we hear how a shift in perspective can help improve our outlook and allow us to lead ourselves and those who depend on us.

Key Points From This Episode:

• Susan's experience with an entrepreneurial family.
• Susan and her sisters experience buying and building carwashes. 
• Why Susan felt called to move away from the safety of the family business.
• How Susan overcame her limiting and self-doubting internal dialogue.
• Susan's seven-year journey in private equity.
• The life lessons Susan has learned while overcoming challenges.
• What Susan learned about leadership from the most challenging days of COVID. 
• Susan's experiences with her son's heart transplant journey.
• Susan's relationship with resiliency and leadership.
• Most importantly, the power of gratitude and how it has helped Susan succeed. 

Susan Black-Beth on LinkedIn
Avante Capital Partners
Connection Builders
Alex Drost LinkedIn
Branch Out Podcast LinkedIn
Connection Builders LinkedIn

Today we are joined by partner, director, and advisor at Anders CPAs, David Hartley to discuss how he has found success and happiness in his career by taking risks and embracing uncertainty. You'll hear about David's professional career journey, the catalysts for change early on, and how he handled changes he encountered along the way. We also talk about why we as leaders have to accept that we do not know all the answers and instead focus on being a facilitator for problem-solving. 

David also shares his view on why it is critical to be open to learning, staying up to date with technology, asking questions, and staying true to yourself. We then dig into how to handle changing circumstances, manage your mental health, and why self-care is essential. Finally, David shares a piece of advice for professionals hitting the five-to-10-year mark in their career. 

Key Points From This Episode:

• David talks us through some of the pivotal points in the beginning of his career.
• How to work your way through life change. 
• Why it's okay not to know all the answers. 
• The importance of facilitating a group as a leader rather than dominating problem-solving. 
• The importance of embracing the newest tools and latest technologies. 
• How to navigate constant change.
• The importance of asking questions and being a sponge in the beginning of your career. 
• Why you don't need to know everything and why it's imperative to ask questions to learn. 
• The themes that came out of the new partner presentations David's company has just done.
• Why we need to manage mental health in the workplace. 
• The importance of being authentic to the things you enjoy early in your career. 
• David shares some advice about self-care for professionals hitting their five-to-10-year mark.

David Hartley on LinkedIn
Anders CPAs
Dare to Lead
Connection Builders
Alex Drost LinkedIn
Branch Out Podcast LinkedIn
Connection Builders LinkedIn

In today's high-paced professional world, it's easy to lose perspective on what moves the needle in your company and get mired down in a slew of everyday tasks and emails. And while creating a structure that prioritizes reflection and planning can be challenging, it is immensely beneficial in the long run. Here to help us unpack this topic and give us a fresh perspective on our approach to work is Dan Montgomery, audit partner and director of business development at Forge Financial and Management Consulting, a forward-thinking advisory firm. In our conversation, Dan expands on how Forge's novel approach is making the busy season more manageable for their team and what they are doing to prioritize planning, reflection, and productivity at their company. We then move on to what Dan has learned from the value of journaling, reflection, and planning and how those lessons have changed the way he works and lives his life. Finally, today's episode offers a high-level breakdown of creating an innovative professional services model that allows for increased profitability, greater productivity, and, most importantly, more personal life satisfaction. 

 Key Points From This Episode:

•  Get to know today's guest, Dan Montgomery, and his fascinating childhood in Alaska.
• Why Forge Financial Management Consulting was created and who it is meant to serve.
• An overview of Dan's firm and its approach to accounting.
• The pitfalls of the busy season in accounting and how Dan's firm is addressing it. 
• Why Forge Financial Management Consulting isn't taking on new tax-only clients.
• The importance of prioritizing the most impactful work within your company.
• Defining your value proposition and why it will attract more ideal clients.
• How reflection helps Dan function in a more healthy way.
• A breakdown of how Dan prioritizes daily and weekly 'Big Three' tasks.
• The most important elements of weekly reflection.
• How to create space for focused, deep work.
• What an ideal week for Dan's company looks like.

Forge Financial Management Consulting
Dan Montgomery on LinkedIn
Dan Montgomery's Email
Connection Builders
Alex Drost LinkedIn
Branch Out Podcast LinkedIn
Connection Builders LinkedIn