Your business has value, but does a buyer see it the way you do? In today's episode of Building the Premier Accounting Firm, Roger sits down with Marc Adams, strategy mentor and business exit planner with Acquisitions for You. Together they explore why most small businesses never sell and how accounting professionals can prepare clients for a tax-efficient exit. Learn what buyers really pay for, where founders lose money, and how to build a more transferable business.

00:00 Welcome and Beginning With the End in Mind
03:19 Marc's Cancer Diagnosis and COVID Recovery
07:20 Nine in Ten Businesses and a Promise
14:20 Value Leakage and Doubling Business Worth
21:00 Transferable Value and Messy Businesses
27:35 Hidden Leaks and the AI Valuation Premium
31:28 How Accountants Prepare Clients for Exit
38:41 Private Equity Versus Faster Direct Exits
44:50 Show Promotions and Event Invitations
50:04 Closing Thoughts and Speaker Invitation

• Start with the end in mind. Define the exit outcome you want, and set your timeline, whether that is one year or ten.

• Build systems, processes, and a management team so the business can run without the owner.

• Raise prices regularly. Ask clients when they last increased fees, because small increases can lift profit significantly.

• Plan early. Restructuring a business just before a sale can trigger IRS scrutiny, so prepare well before going to market.

• "They're the people that you need to help. If one of them does sell, they don't need your help. Somebody's going to buy it." — Marc Adams

• "Owners buy certainty of profitability, and the more that you've got around it, effectively, that can make it certain and run without you." — Marc Adams

• "Start with the end in mind. Very few of us actually practice it." — Marc Adams

Earn CPE: NASBA-approved CPE and IRS-approved CE credits are offered via Earmark by listening to this episode. ⁠

Access our QAS Self-Study Courses here: https://www.earmark.app/channels/0384dbbe-df08-4ae3-ba82-621a7a465e95

Conclusion:

Thank you for joining us for another episode of Building the Premier Accounting Firm with Roger Knecht. For more information on how you can establish your own accounting firm and take control of your time and income, call 435-344-2060 or schedule an appointment to connect with Roger's team here.

Sponsors:

Universal Accounting Center

• Helping accounting professionals confidently and competently offer quality accounting services to get paid what they are worth.

Offers:

Are you a founder, business owner, or advisor, helping clients think through exit readiness, business value, tax-efficient outcomes, or what may be reducing the owner's keep rate before a sale? Connect with Marc to learn how to double your/their business value in 6 months: https://acquisitions4you.com/

Special Offers for our Podcast Listeners: CLICK HERE to take advantage of them today!

Remember this: Accounting Success IS Universal.

Be sure to listen to our next episode and subscribe.

Also, let us know what you think of the podcast and please share any suggestions you may have. We look forward to your input: Podcast Feedback

For more information on how you can apply these principles to start and build your bookkeeping, accounting, & tax business, please visit us at www.universalaccountingschool.com or call us at 801-265-3777. And know that if it's about accounting, it's Universal.

Welcome to another episode of Building the Premier Accounting Firm. Today, Roger Knecht explores how artificial intelligence impacts the accounting profession today. Discover practical strategies to adopt AI, protect client data, and maintain essential human skills.

00:00:00 AI in Accounting: Moving Past Early Adoption
00:04:41 Fight, Flight, or Freeze in the AI Era
00:08:33 Remaining the Human in the Loop
00:14:24 Four Practical Steps to Leverage AI Daily
022:17 Overcoming Catastrophism and Staying Relevant
027:36 Preserving Core Accounting Skills and Education

• Adopt AI tools now because early adopter phases are long gone.

• Protect client data by utilizing built-in security settings within platforms.

• Learn the vocabulary of AI to discuss technology intelligently with clients.

• Replace traditional search engines with AI conversation and voice features.

• Maintain core accounting skills to remain the essential human in the loop.

• "The time for early adopters, that was months ago. What we're dealing with now is, we as average users are jumping in and taking advantage of this." - Roger Knecht

• "We as a professional need to remain as the human in the loop." - Roger Knecht

• "Don't become lazy… that is the downfall of where we're going to be as a species if we do not retain our skill sets." - Roger Knecht

Earn CPE: NASBA-approved CPE and IRS-approved CE credits are offered via Earmark by listening to this episode. ⁠

Access our QAS Self-Study Courses here: https://www.earmark.app/channels/0384dbbe-df08-4ae3-ba82-621a7a465e95

Thank you for joining us for another episode of Building the Premier Accounting Firm with Roger Knecht. For more information on how you can establish your own accounting firm and take control of your time and income, call 435-344-2060 or schedule an appointment to connect with Roger's team here.

Sponsors:

Universal Accounting Center

• Helping accounting professionals confidently and competently offer quality accounting services to get paid what they are worth.

Offers:

Special Offers for our Podcast Listeners, CLICK HERE to take advantage of them today!

Remember this: Accounting Success IS Universal.

Be sure to listen to our next episode and subscribe.

Also, let us know what you think of the podcast and please share any suggestions you may have. We look forward to your input: Podcast Feedback

For more information on how you can apply these principles to start and build your bookkeeping, accounting, & tax business, please visit us at www.universalaccountingschool.com or call us at 801-265-3777. And know that if it's about accounting, it's Universal.

Thank you for joining us for another episode of Building the Premier Accounting Firm. Today, host Roger Knecht and Founder and CEO of Fix-It Accounting Nancy Benet discuss how to scale accounting firms beyond compliance work into advisory services and franchise models. Discover proven steps to overcome business fears, build strategic partnerships, and create clear financial systems.

00:00:00 Introduction and Overcoming Early Business Failure
00:05:25 Transitioning from Solopreneur to Business Owner
00:11:09 Adding Advisory Services and Strategic Partnerships
00:17:39 Specializing in the Franchise Business Model
00:25:03 Franchising Fixit Accounting and Family Legacy
00:35:09 The Future of Accounting and AI

• Niche down early to make marketing much simpler and attract the right clients.

• Partner with other professionals to offer fractional CFO services without needing all the skills yourself.

• Delegate administrative tasks first by hiring assistants to free up time for core client work.

• Focus on forward-thinking advisory metrics to help clients plan for future profitability.

• "We're taught to do everything ourselves. And so to bring somebody in, it's really scary." - Nancy Benet

• "If we can expand our awareness and our ability to think outside the box, it opens new doors." - Nancy Benet

Earn CPE: NASBA-approved CPE and IRS-approved CE credits are offered via Earmark by listening to this episode. ⁠

Access our QAS Self-Study Courses here: https://www.earmark.app/channels/0384dbbe-df08-4ae3-ba82-621a7a465e95

Conclusion:

Thank you for joining us for another episode of Building the Premier Accounting Firm with Roger Knecht. For more information on how you can establish your own accounting firm and take control of your time and income, call 435-344-2060 or schedule an appointment to connect with Roger's team here.

Sponsors:

Universal Accounting Center

• Helping accounting professionals confidently and competently offer quality accounting services to get paid what they are worth.

Offers:

Success Your Way: Build stronger awareness and structure as you grow your business. Get the free 5 Actions to Instantly Change Your Mindset download here: https://successyourway.com/free-downloads

Special Offers for our Podcast Listeners: CLICK HERE to take advantage of them today!

Remember this: Accounting Success IS Universal.

Be sure to listen to our next episode and subscribe.

Also, let us know what you think of the podcast and please share any suggestions you may have. We look forward to your input: Podcast Feedback

For more information on how you can apply these principles to start and build your bookkeeping, accounting, & tax business, please visit us at www.universalaccountingschool.com or call us at 801-265-3777. And know that if it's about accounting, it's Universal.

Join us this Wednesday for a new episode where Roger discusses systems for goreth with Nancy Benet.

Welcome to another episode of Building the Premier Accounting Firm. Today Roger Knecht welcomes Ann Carden to discuss how accounting professionals can stop trading time for money and elevate their practices. Discover strategies to attract high-end clients, position yourself in a category of one, and package high-value advisory services.

00:00:00 Unlocking Hidden Potential in Your Business
00:05:35 Elevating Client Acquisition and Positioning
00:10:10 The Power of Exclusivity and Qualification
00:20:45 Moving Beyond Commodities and Hourly Pricing
00:28:45 Building a Premier Accounting Firm

• Elevate your accounting practice by targeting top-tier clients rather than relying on high-volume funnels.

• Position your firm as a category of one so buyers pre-sell themselves before the first meeting.

• Implement high-end strategic advisory packages instead of sticking to hourly billing or minor price bumps.

• Qualify prospective clients to ensure mutual respect and higher project investment.

• "Visibility is not revenue. Don't confuse that." - Ann Carden

• "You have to be in a category of one. You have to stand out in a category of one." - Ann Carden

Earn CPE: NASBA-approved CPE and IRS-approved CE credits are offered via Earmark by listening to this episode. ⁠

Access our QAS Self-Study Courses here: https://www.earmark.app/channels/0384dbbe-df08-4ae3-ba82-621a7a465e95

Conclusion:

Thank you for joining us for another episode of Building the Premier Accounting Firm with Roger Knecht. For more information on how you can establish your own accounting firm and take control of your time and income, call 435-344-2060 or schedule an appointment to connect with Roger's team here.

Sponsors:

BILL

• It's time to grow your capacity, not your headcount. Visit bill.com/BUILDING to get started today, and when you take a demo, you'll receive a $250 gift card. Terms apply.

Universal Accounting Center

• Helping accounting professionals confidently and competently offer quality accounting services to get paid what they are worth.

Offers:

flobizsolutions.com

Special Offers for our Podcast Listeners, CLICK HERE to take advantage of them today!

Remember this: Accounting Success IS Universal.

Be sure to listen to our next episode and subscribe.

Also, let us know what you think of the podcast and please share any suggestions you may have. We look forward to your input: Podcast Feedback

For more information on how you can apply these principles to start and build your bookkeeping, accounting, & tax business, please visit us at www.universalaccountingschool.com or call us at 801-265-3777. And know that if it's about accounting, it's Universal.

Join us this Wednesday for a new episode where Roger discusses elevating your business with Ann Carden.

Welcome to another episode of Building the Premier Accounting Firm. Today, Roger Knecht and The CFO Project CEO Dyanna Salcedo discuss how accounting professionals can pivot from traditional compliance work to high-impact CFO advisory services. This episode explores the impact of AI and offshoring on the accounting industry and provides a clear framework for building a scalable, profitable advisory practice.

00:00:00 Introduction to Expert Insights
00:01:38 Defining Accounting vs. Advisory Roles
00:06:42 Scalable CFO Advisory Models
00:13:47 Structuring Successful Client Engagements
00:22:08 Overcoming Barriers to Advisory Services
00:28:44 The Role of AI in Accounting
00:35:05 Closing Thoughts and Future Opportunities

• Define the role of a CFO advisor as a forward-looking guide for small business owners rather than a historical reporter.

• Leverage AI as a powerful tool for efficiency while maintaining a human-in-the-lead approach for judgment and accountability.

• Focus on cash flow drivers to provide tangible, high-value results that justify premium pricing.

• "Your job is to illuminate where the client should focus. They will have the answers of how to actually affect that driver." — Dyanna Salcedo

• "We call it human in the lead. You want to stay in the lead, making sure that you're verifying everything." — Dyanna Salcedo

• "AI cannot certify financials. AI cannot submit a tax return and sign off on that return as the preparer." — Roger Knecht

Earn CPE: NASBA-approved CPE and IRS-approved CE credits are offered via Earmark by listening to this episode. ⁠

Access our QAS Self-Study Courses here: https://www.earmark.app/channels/0384dbbe-df08-4ae3-ba82-621a7a465e95

Conclusion:

Thank you for joining us for another episode of Building the Premier Accounting Firm with Roger Knecht. For more information on how you can establish your own accounting firm and take control of your time and income, call 435-344-2060 or schedule an appointment to connect with Roger's team here.

Sponsors:

BILL

• It's time to grow your capacity, not your headcount. Visit bill.com/BUILDING to get started today, and when you take a demo, you'll receive a $250 gift card. Terms apply.

Universal Accounting Center

• Helping accounting professionals confidently and competently offer quality accounting services to get paid what they are worth.

Offers:

flobizsolutions.com

Special Offers for our Podcast Listeners, CLICK HERE to take advantage of them today!

Remember this: Accounting Success IS Universal.

Be sure to listen to our next episode and subscribe.

Also, let us know what you think of the podcast and please share any suggestions you may have. We look forward to your input: Podcast Feedback

For more information on how you can apply these principles to start and build your bookkeeping, accounting, & tax business, please visit us at www.universalaccountingschool.com or call us at 801-265-3777. And know that if it's about accounting, it's Universal.