https://youtu.be/fb0n5cGDrHA

Summary

In this episode, Ben Walker and Rizal Ramzan discuss the often-overlooked importance of sales in the accounting profession. They explore the mindset shifts necessary for accountants to embrace sales as a vital part of their practice, emphasizing the need for a structured sales process. The conversation highlights the challenges accountants face in recognizing their value and the importance of teaching sales skills to junior staff. They also outline a high-performing sales process that not only improves conversion rates but also enhances team satisfaction and client relationships.

Takeaways

– Sales in accounting is essential despite common misconceptions.
– Mindset is the first hurdle to overcome in sales.
– A structured sales process can alleviate bottlenecks in firms.
– Accountants must recognize and articulate their value to clients.
– Charging for initial consultations can filter out non-serious prospects.
– A well-defined sales process empowers team members and enhances client relationships.
– Investing in sales training is crucial for growth and scalability.
– Understanding client needs is key to providing value.
– Sales is about providing solutions, not just selling services.
Continuous reflection on the sales process leads to improvement.

Chapters

00:00 The Importance of Sales in Accounting
15:14 Mindset Shifts for Effective Selling
39:01 Building a High-Performing Sales Process

https://youtu.be/DKref9-c_AQ

Summary

In this conversation, James Rose and Ben Walker discuss the functionalities and advantages of Content Snare, particularly in comparison to Carbon. They explore the user experience, integration capabilities, and the importance of client onboarding in accounting software. The discussion highlights the growth of Content Snare within the accounting community and its focus on providing a premium client experience. They also touch on future developments and features that aim to enhance usability and efficiency for accounting firms.

Takeaways

– Content Snare is designed to simplify client information collection.

Chapters

00:00 Introduction and Context Setting

https://youtu.be/nfGSSN25kvo

Summary

In this podcast episode, Ben Walker and Rizal Ramzan discuss the complexities of managing performance issues within accounting firms. They explore the challenges of dealing with difficult team members, the importance of cultural fit and values alignment, and the necessity of proactive performance management. The conversation emphasizes the significance of having hard conversations to address underperformance and the benefits of investing in team members for long-term success. Key takeaways include the need for clear communication, understanding the human side of performance issues, and the importance of aligning values within the team.

Takeaways

Chapters

00:00 Introduction and Welcome

02:49 Dealing with Difficult Team Members

12:40 Understanding Team Culture and Values

20:44 Identifying Underperformance and Its Causes

26:44 Proactive Performance Management Strategies

32:50 Understanding Perception in Team Performance

34:08 Identifying and Addressing Team Member Issues

36:27 The Importance of Regular Check-Ins

39:29 Respecting Team Members During Reviews

41:26 Balancing Commerciality and Team Care

44:41 Investing in Team Engagement for Long-Term Success

46:22 Proactive Approaches to Performance Issues

47:12 Navigating Difficult Conversations

50:08 Evaluating Fit and Future Together

52:12 The Importance of Authenticity in Conversations

55:05 Setting Clear Expectations and Responsibilities

57:54 The Value of Early Conversations

01:00:53 Future-Proofing Your Team

01:02:07 Lessons Learned from Performance Improvement Programs

In this episode, Ben interviews Grant Bloxham, a Chartered Accountant and the CEO and Founder of Bstar. Bstar empowers accountants to enrich the lives of their business clients by offering automated business valuation, advisory & sounding board solutions.

Grant is considered an accounting industry thought leader & was the author of Bstar’s 2022 Sounding Board Solutions Future of Professional Advice Article & 2021 Business Advisory Services Automation White Paper. We’ve been using Bstar at Inspire for at least 3 years.

Grant and Ben talk why you might want to be in the valuation services offering for your clients, the types of transactions or relationships you can have by implementing this service, what’s happening in the market from a client perspective including the number of transactions and why people are buying or selling mergers and acquisitions.

Tune in to hear Ben and Grant chat about minority interest shareholder programs where a business looks to retain key staff and how that might be a massive opportunity in your client base.

In this episode, Ben interviews CAANZ QLD Careers and Engagement Manager, Jay Oei. Jay is passionate about supporting students transitioning from study to work, and has been working in the early talent space for over 5 years, spending 3 years as a graduate employer at PwC before moving to the BOQ Group. 

Tune in to hear Ben and Jay chat about current high-level trends, the challenges firms face when finding new team members in the industry, and if a firm considers graduate or undergraduate recruitment as a strategy.

In this episode, Ben interviews Reuben Begala of New Wave Group on the Gold Coast. New Wave is a multi-service firm with accounting, financial planning and general insurance services. Operating now for 6 years, they specialise in small business and have 40 staff across the board. Reuben always had a fascination with how e-commerce businesses tick and knowing how to best innovate and increase efficiency.

His purpose is to assist small companies to excel in the e-commerce industry by implementing processes and procedures to streamline their accounting and admin and help them understand the story of their business within their numbers. As a firm, they have over 600 clients and over 36 accounting staff – that’s all through 0 acquisition.

Reuben won a 30 Under 30 Accounting Award, is a Gold Coast Young Entrepreneur finalist, Intuit Firm of the future winner in Australia, and is a Xero Platinum Partner. Tune in to hear Ben and Reuben chat about culture and team structures growing the business, and how Reuben implemented Advisory and Financial Planning Services, dealing with staff shortages and all the challenges we are all facing as an industry.

Tune in to hear Ben and Andrew chat about tips for recruitment, retention of high-quality team members, and how to become a top-performing firm.

In this episode, Ben interviews Andrew Hirst, QLD State Manager at Xero. Andrew spent the first 10 years as a Chartered Accountant and Chartered Tax Adviser focusing on mergers and acquisitions with corporate and family groups selling to private equity firms.

He saw first-hand the opportunity that technology presents for small to medium businesses, and is passionate about helping business owners and their advisors to make their work-life easier and focus on providing more value and better service to customers.

Andrew currently leads Xero QLD Operations working with Accountants, Bookkeepers and Financial Advisors to help their clients through the next generation of business.

Tune in to hear Ben and Andrew chat about tips for recruitment, retention of high-quality team members, and how to become a top-performing firm.

In this episode, Ben interviews his long-term mentor, Grant Abbott. Grant has a Bachelor of Economics and a Master of Law specialising in Taxation and Superannuation. He has written 5 books on SMSFs and Estate Planning, and is currently the Chairman of the SAPEPAA – the Succession, Asset Protection and Estate Planning Advisers Association. 

His other achievements include the development of the leading training course for advisers providing advice in SMSFs and recently Succession, Asset Protection and Estate Planning; making numerous submissions to the Treasury and Government on various issues including Trusts and Section 100A, and dealing extensively with Accountants and Accounting Firms across Australia on his specialisations. 

He’s also the CEO of LightYear Docs and a Specialist Legal Consultant to Abbott & Mourly Lawyers. 

Tune in to hear Ben and Grant chat about State Planning, the high-level SMSF advisory, ways you can get and the different learning options that are available to you.

In this Episode, Ben interviews Jon Hollenberg, the Founder of Five by Five – a digital strategy and web design firm based on the Gold Coast.

Jon has an extensive background in Digital Marketing and first joined a Melbourne-based web agency way back in 2001. He fell in love with the symphony of web design, programming, and direct response marketing layered with plenty of sales, self-development and leadership.

Fast forward to now, Five by Five is Australia’s highest-rated digital agency specialising in providing results-driven solutions for their clients. Their services include branding, web design, web development, SEO, corporate copywriting, Google ads, and hosting and support.

Tune in to hear Ben and Jon chat about what it takes to have a great website and digital presence for your accounting firm, and what resources might help you with your digital approach.

Part 2: In this Episode, Inspire Accountants’ Associate Partner, Rizal Ramzan, interviews the HPA host, Ben Walker. Tune in to hear Ben chat about starting Inspire Accountants at the age of 23, and his journey to get to where Inspire is today. You’ll also hear about Ben chat about his background in accounting, and his WHY behind what he does.