Why do we make sales so awkward when, really, it's just a conversation?

In this episode of Behind the Books, we're joined by Natalie Tolhopf, sales and business coach, author, speaker and a familiar face to the NZQBA community.

Nat has spoken at our conferences, MC'd an entire event, and even turned this year's session into a game of netball. So we knew this conversation would be anything but boring!

We talk about why business owners overthink sales, how Bookkeepers can confidently offer additional services, and why the biggest opportunities for growth might already be sitting within their existing client base.

Nat also puts Sandi and Kenn through an unexpected sales coaching session, shares her own business journey (including some hard lessons), and somehow we end up discussing babies, hormones and overthinking!

This episode covers:

• Why sales doesn't need to feel pushy or uncomfortable
• How to turn everyday client conversations into opportunities
• Why Bookkeepers should stop giving away valuable work for free
• How to build a 'sticky business' that keeps clients coming back
• Why growing bigger doesn't always mean growing better
• The importance of confidence, reputation and knowing your worth
• Why sometimes all you need to do is ask!

If you've ever hesitated to offer an additional service, worried about charging your worth, or wondered how to grow without constantly chasing new clients, this conversation is for you.

Find out more about Nat: https://natalietolhopf.com/

Managing money isn't always about having more of it. Sometimes, simply understanding where you are and where you're heading can make an enormous difference.

In this episode of Behind the Books, we're joined by Jason Leong, co-founder and CEO of PocketSmith, the New Zealand-founded personal finance platform now used by people around the world.

Jason takes us back to the beginnings of PocketSmith and the personal problem that inspired him to build it, before we dive into the bigger questions around money, technology and financial confidence.

We talk about why curiosity is one of the most important financial habits you can develop, what open banking actually means in plain English, and how technology is changing the way people understand and interact with their money.

We also explore AI and the future of Bookkeeping, including why Jason believes technology can take away more of the mechanical work while creating even more opportunity for Bookkeepers to focus on insights, conversations and the work that really matters.

This episode covers:

• Why financial visibility can reduce uncertainty and stress
• How curiosity helps build financial confidence
• What open banking actually means for everyday New Zealanders
• How PocketSmith brings complex financial information together
• Where AI can genuinely help with financial data and decision-making
• Why humans still need to remain firmly in the driver's seat
• How technology could make the role of Bookkeepers even more valuable
• Why the ultimate goal isn't a perfect budget, but having the confidence to get on with your life

It's a fascinating conversation about money, behaviour and technology, with plenty of laughs and a few unexpected detours along the way.

Running a bookkeeping business shouldn't mean holding every task, follow-up and deadline in your head.

In this episode of Behind the Books, we're joined by Heidi Wruck, founder of JuicyCRM, a platform Kenn and Sandi openly admit they absolutely love using to run NZQBA.

Heidi shares how her journey took her from early childhood education and owning a butchery to business support, systems and eventually JuicyCRM.

We talk about the mental load that comes with running a business, why automation doesn't have to mean losing the personal touch, and how the right systems can give Bookkeepers back valuable time and headspace.

This episode covers:

• Why good systems can help reduce the mental load of running a business
• When it's time to move beyond spreadsheets and disconnected software
• The Bookkeeper tasks worth automating first
• How to automate client onboarding without losing the personal touch
• Why your time as a business owner isn't free
• How to approach new systems without trying to change everything at once
• Some of the clever ways businesses are already using automation and AI

If you're spending too much time chasing, remembering and manually managing tasks that could be happening automatically, this episode is packed with practical ideas to help you work smarter.