"At some point in the future, somebody's going to be watching a movie about our era and there's going to be a human bookkeeper. And they're going to turn to their parents 20 years from now, and they're gonna say, 'Bookkeepers used to be people? That's so weird. I thought they were always artificial intelligence. I thought they were always computers.'"
-Joe Woodard

In this spotlight episode, founder of Scaling New Heights, Joe Woodard shares a clear view of where the bookkeeping profession is heading as AI reshapes the industry. He breaks down how service models are evolving, why advisory must be structured differently, and what practical steps you can take today to stay relevant and valuable plus much more!

In this episode, you'll learn:

• How to use AI safely while protecting client data
• The difference between AI-enabled tools & native AI platforms
• How to structure your services using "swim lanes" instead of pricing tiers

To learn more about Joe, visit his LinkedIn profile here.

To get your ticket for Scaling New Heights, click this link.

Time Stamps

00:53 – Introduction to Joe Woodard & what's new since his last visit
02:15 – Why advisory is becoming the core value in bookkeeping
04:20 – Moving from pricing tiers to service "swim lanes"
06:04 – Breaking down transactional, controllership, FP&A & outsourcing
08:26 – How subscription models change pricing & scope conversations
10:16 – Why managing scope is harder than managing profitability
12:11 – How to handle scope creep using swim lane language
15:23 – Pricing differences for small versus larger clients
16:22 – The impact of AI on bookkeeping & accounting
18:03 – Book recommendations to understand the future of work
20:14 – The "Hidden Figures" lesson every bookkeeper should understand
22:18 – Two paths to adopt AI in your firm
25:41 – Native AI tools versus AI layered on existing platforms
28:34 – How to protect client data when using AI
32:21 – Practical advice for using tools like ChatGPT safely
35:36 – Scaling New Heights conference & what to expect

Your expertise has more value than you think, so Own Your Authority at The Successful Bookkeeper Summit 2026!

It's a high-energy two-day virtual experience for bookkeepers ready to lead with confidence and elevate their impact.

Join inspiring leaders on November 4th–5th to gain actionable strategies, powerful tools, and the clarity to shape the work you want, not just keep up with it.

Don't miss this incredible opportunity!

REGISTER TODAY!

"Oftentimes we get into burnout because we are saying yes to everything. We're getting scope creep, and we aren't billing for those extras."
–Linda Hunt

In this episode, the author of The Money Conversation: Speak the Truth. Set the Standard. Get Paid Without Apology, Linda Hunt explains why burnout often starts with unclear boundaries and underpriced services. She shares practical strategies to help you calculate your true capacity, package your services properly, manage scope creep, and position yourself as a strategic partner without overextending yourself or your team.

In this episode, you'll learn:

• How to calculate your Minimum Aligned Price & set a sustainable pricing floor
• How to recognize scope creep & confidently charge for extra work
• How AI can free up time for deeper analysis & advisory conversations

To learn more about Linda and her company, SumSolutions, click here.

Connect with her on LinkedIn.

Buy her book, The Money Conversation at this link.

Time Stamps

01:06 – Linda's journey from corporate to building a remote accounting firm
04:25 – Why lack of structure leads to burnout
09:49 – Calculating your Minimum Aligned Price
15:07 – Assigning clients to specific days to improve focus
18:49 – Structuring annual packages & dividing by 12
20:22 – What scope creep looks like in real life
23:54 – Turning extra requests into paid projects
29:45 – Using AI to elevate your advisory role
35:37 – Linda's pricing reset session & upcoming book, The Money Conversation

This episode is brought to you by our great friends at BILL!

They're hosting Bookkeeper Appreciation Week from March 30th to April 3rd—dedicated to recognizing the real work you do and giving you tools you can actually use to free up time for more strategic work.

Get ready for 5 days of practical resources delivered straight to your inbox, plus live, CPE-eligible webinars!

Register now at bill.com/successfulbookkeeper!

Don't miss it!

"We always say 'Motivation is like a shower. You should visit it daily.' You have to keep yourself motivated every day. How do I get myself motivated and sold back on myself so that I can be the best version of how I want to show up for my clients?"
–Julee Gracey

In this episode, sales and marketing coach, speaker, and author of Highly Confident, Julee Gracey explains why confidence is the foundation of pricing, pitching, and growing a bookkeeping business. She shares practical strategies to help you strengthen your internal dialogue, communicate your value clearly, and attract higher-quality clients who are willing to pay for your expertise.

In this episode, you'll learn:

• How to stop underpricing & stand firm behind your fees
• Why you must get sold on yourself before you try to sell your services
• How to identify your ideal clients & speak directly to their needs

To learn more about Julee, click here.

Follow Julee on Instagram.

Get a copy of Highly Confident.

Time Stamps

00:55 – Introduction to Julee & her background in sales
06:17 – Why confidence is required before you can sell
10:41 – Rewiring negative self-talk & managing imposter syndrome
14:01 – The difference between selling & closing
16:05 – Why you should stop handing out business cards
20:11 – Understanding the three types of clients
27:01 – How to overcome fear of networking events
33:21 – Shifting from price focus to return on investment
36:26 – A real example of raising prices & holding firm
40:29 – Overview of Julee's book Highly Confident

This episode is brought to you by our great friends at BILL!

They're hosting Bookkeeper Appreciation Week from March 30th to April 3rd—dedicated to recognizing the real work you do and giving you tools you can actually use to free up time for more strategic work.

Get ready for 5 days of practical resources delivered straight to your inbox, plus live, CPE-eligible webinars!

Register now at bill.com/successfulbookkeeper!

Don't miss it!

" In order to create that trust, you have to be honest enough to know that you're not the right person for everybody. But those people that you do connect with, when you find that connection, that is when you can start to go through that process."
–Amy Jacobson

In this episode, Australian emotional intelligence expert, speaker, and author of The Emotional Intelligence Advantage: Mastering Change and Difficult Conversations, Amy Jacobson explains why technical skill alone will not build a strong, sustainable bookkeeping firm. She shares how emotional intelligence drives trust, strengthens client relationships, and improves leadership inside growing firms, along with a practical five-step framework you can apply immediately.

In this episode, you'll learn:

• How emotional intelligence builds client trust & retention

• How to adapt your communication style to different clients

• Why leadership requires a different skill set than bookkeeping

To learn more about Amy, click here.

Connect with her on LinkedIn.

Buy her book, The Emotional Intelligence Advantage: Mastering Change and Difficult Conversations, at this link.

Time Stamps

01:11 – Amy's background & her path into emotional intelligence
04:14 – A clear definition of emotional intelligence for business owners
06:08 – Where bookkeepers commonly struggle with EQ
09:51 – How trust is built through real connection
12:24 – The five-step emotional intelligence framework
15:11 – A real example of client loss due to poor communication
18:10 – Shifting from technical language to client-centered language
21:10 – Becoming part of the client's business instead of an outside vendor
23:44 – Why leadership is not the same as technical skill
27:13 – How reactive leadership drains time & energy
30:00 – A simple daily question to improve emotional intelligence
31:41 – Where to access Amy's books and free tools

This episode is brought to you by our great friends at BILL!

They're hosting Bookkeeper Appreciation Week from March 30th to April 3rd—dedicated to recognizing the real work you do and giving you tools you can actually use to free up time for more strategic work.

Get ready for 5 days of practical resources delivered straight to your inbox, plus live, CPE-eligible webinars!

Register now at bill.com/successfulbookkeeper!

Don't miss it!

"You can have all the great checklists and all the great systems for quality bookkeeping and you can hire all the right people, but if you don't know how to price your services, you are going to fail. You will not be profitable."
–Teresa Slack

In part three of this four-part series, Teresa Slack, co-founder of Financly Bookkeeping Solutions, shares the phase where momentum finally began to build. After resetting the firm, she and her sister shifted their focus to working on the business, not just surviving inside it, and made real progress through uncomfortable pricing conversations, focused implementation time, and disciplined investment in systems and training.

In this episode, you'll learn:

• Why systems alone are not enough without proper pricing
• The difference between fixed pricing & true value pricing
• How Teresa increased prices & discovered clients were willing to pay

To learn more about Teresa, click here and email her at teresa.slack@teresaslack.ca.

Connect with her on LinkedIn.

Learn more about Pure Bookkeeping.

Subscribe to the Value Pricing Academy YouTube channel.

Join VIP list for free training from Mark Wickersham here.

Get your free copy of How to Price Bookkeeping eBook (the tool she used to turn her business around).

Click here to join the VPA on Skool platform free training and support.

Time Stamps

00:54 – Entering the phase where momentum begins to build
02:29 – Why poor pricing guarantees failure, even with great systems
03:29 – Fixed pricing versus value pricing explained
04:22 – Presenting higher prices & hearing clients say yes
05:47 – Making large investments without feeling ready
06:40 – Closing Fridays to work on the business
08:17 – Turning training into real results through implementation
09:35 – Fixing pricing mistakes & rebuilding confidence
12:02 – Hiring experienced bookkeepers using structured systems
13:56 – Why skills alone are not enough without the right mindset
18:09 – Building a training process that sets staff up for success
20:16 – Repricing existing clients & facing the fear
22:09 – Increasing revenue by 45 percent in six weeks
23:27 – Losing the wrong clients & moving forward stronger
24:16 – What's coming in the final episode

Your expertise has more value than you think, so Own Your Authority at The Successful Bookkeeper Summit 2026!

It's a high-energy two-day virtual experience for bookkeepers ready to lead with confidence and elevate their impact.

Join inspiring leaders on November 4th–5th to gain actionable strategies, powerful tools, and the clarity to shape the work you want, not just keep up with it.

Don't miss this incredible opportunity!

REGISTER TODAY!

"We can do hard things even though you're afraid, even though you don't know if it's going to work. You have to try. You have to do different things and you will fail. And that's part of the growth. Part of the learning is to not be afraid to take that leap."
–Teresa Slack

In part two of this four-part series, Teresa Slack, co-founder of Financly Bookkeeping Solutions, shares the breaking point that forced her and her sister to reset their firm. With the business no longer working, they made hard calls that led to Financly 2.0, including letting staff go, rebuilding client trust, and investing money they didn't have into systems, coaching, and pricing education.

In this episode, you'll learn:

• How poor hiring & hourly pay created bigger losses as the firm grew
• The difference between fixed pricing & true value pricing
• How investing in systems &coaching changed how they viewed their value

To learn more about Teresa, click here and email her at teresa.slack@teresaslack.ca.

Connect with her on LinkedIn.

Learn more about Pure Bookkeeping.

Subscribe to the Value Pricing Academy YouTube channel.

Join VIP list for free training from Mark Wickersham here.

Get your free copy of How to Price Bookkeeping eBook (the tool she used to turn her business around).

Click this link to join the VPA on Skool platform free training and support.

Time Stamps

01:19 – Hitting the breaking point & questioning whether to continue
01:43 – Deciding to rebuild the firm from the ground up
02:23 – Investing in systems & support with no margin for error
02:44 – Letting staff go & repairing client relationships
03:56 – Realizing pricing was a major problem
04:52 – Discovering value pricing for the first time
05:13 – Rolling out fixed packages & why it made things worse
06:11 – Paying staff more than clients were paying the firm
06:57 – Committing to hard changes & doing things differently
07:40 – Investing in pricing education despite fear
08:14 – Learning to believe in the value of bookkeeping work
09:35 – Having pricing conversations without panic
11:18 – Why systems & hiring processes became the turning point
15:04 – What's coming next in part three

Your expertise has more value than you think, so Own Your Authority at The Successful Bookkeeper Summit 2026!

It's a high-energy two-day virtual experience for bookkeepers ready to lead with confidence and elevate their impact.

Join inspiring leaders on November 4th–5th to gain actionable strategies, powerful tools, and the clarity to shape the work you want, not just keep up with it.

Don't miss this incredible opportunity!

REGISTER TODAY!

"The mission was always to build a million dollar bookkeeping firm. Our goal was to grow a large bookkeeping firm with clients and staff across Canada. That's what we wanted to do. And that's kind of what we are now."
–Teresa Slack

In part one of this special four-part series, Teresa Slack, co-founder of Financly Bookkeeping Solutions, shares the honest story of launching a virtual bookkeeping firm in 2014 with big goals, low pricing, and no clear path to profit. She shares how her business grew fast and looked successful on paper, but behind the scenes the pressure was intense as underpricing, early hiring, and years without owner pay slowly drained the firm and took a personal toll.

In this episode, you'll learn:

• Why rapid client growth exposed serious pricing & margin issues
• What really happens when you hire staff before fixing your business model
• How fear, stress & lack mindset show up when owners stop paying themselves

To learn more about Teresa, click here & email her at teresa.slack@teresaslack.ca.

Connect with her on LinkedIn.

Learn more about Pure Bookkeeping.

Subscribe to the Value Pricing Academy YouTube channel.

Join VIP list for free training from Mark Wickersham here.

Get your free copy of How to Price Bookkeeping eBook (the tool Teresa used to turn her business around).

Click here to join the VPA on Skool platform free training & support.

Time Stamps

01:14 – Launching a virtual bookkeeping firm in 2014
03:15 – Using cloud tools & early adoption of QuickBooks Online
03:35 – Running free financial literacy seminars to attract clients
04:01 – Growing from five clients to dozens across bookkeeping, tax & consulting
04:21 – Feeling overwhelmed & deciding to hire staff
05:09 – Charging hourly rates that left no room for profit
06:06 – Paying staff & overhead while taking no income
07:03 – Driving hours to Toronto to build a client base
08:25 – Why the numbers looked good but the business wasn't healthy
08:44 – The original vision to build a million-dollar firm
09:50 – Not getting paid & questioning personal success
10:34 – Realizing they needed help but feeling unable to afford it
11:16 – Fear, lack mindset & pulling from savings to make payroll
12:39 – The emotional strain of running a business with a sibling
13:18 – Creating "business hat" conversations to manage conflict
14:20 – Keeping communication open during stressful seasons
14:43 – What's coming next in part two

Your expertise has more value than you think, so Own Your Authority at The Successful Bookkeeper Summit 2026!

It's a high-energy two-day virtual experience for bookkeepers ready to lead with confidence and elevate their impact.

Join inspiring leaders on November 4th–5th to gain actionable strategies, powerful tools, and the clarity to shape the work you want, not just keep up with it.

Don't miss this incredible opportunity!

REGISTER TODAY!