According to research, one in seven clients has an unvoiced complaint. Do you know how your clients feel about your firm's service?  In today’s episode, Alyson Fieldman, founder of Rockit Results, an independent consulting firm specializing in strategic marketing for high-growth professional services firms, shares her expertise in client experience (CX) and why it is a strategic differentiator in the marketplace. Alyson explains that CX is the sum of all a firm's touchpoints with its clients and how it makes the client feel. She emphasizes the importance of empathy and understanding the emotional components of CX, which technical professionals often overlook. The key to happier repeat clients, less client attrition, more client loyalty, an easier sales cycle, and more referrals is to ask, listen, and act. It’s as simple (and as complicated) as that. Although it requires time, resources, and ongoing effort to get to the bottom of what your clients really want and to make the changes that will give them that, it will always be a worthy investment!  Key Points From This Episode:Alyson shares her thoughts on why client experience (CX) is a strategic differentiator in the marketplace. Elements that CX is made up of and why they matter to your firm’s success.The difference between client service and client experience. Why so many professional services executives struggle with CX.Examples of different CX approaches.Ask, listen, act; why this is Alyson’s favorite CX approach.How to ask questions in a way that will allow you to make the biggest impact.The opportunity that presents itself when there is a breakdown in client service.Some of the obstacles that prevent companies from enhancing their CX.The many benefits of taking the time to understand what your clients really want.Why CX is a program rather than a project.Examples of the types of questions to ask your clients in order to understand their feelings towards your company. How to respond to different types of client feedback.The best place to start on your journey of improving CX.Alyson Fieldman on LinkedInRockit ResultsConnection BuildersAlex Drost LinkedIn

Does it ever feel as if your life has become mechanical or routine? Do you find that it’s becoming more and more difficult to find success in your career? This is the episode for you! Today, we speak with keynote speaker, CPA, yogi, technologist, TEDx speaker, Breaking Beliefs Podcast host, and CEO of the B3 Method Institute, Amy Vetter, who guides business professionals on their journeys to become happier, more engaged, and more successful. As a CPA and a yogi, Amy has a unique perspective to offer on achieving work-life harmony, changing our thoughts and habits, becoming connected leaders, and more; all of which we discuss in this episode. Above all, Amy emphasizes the importance of doing the work, and she encourages listeners to step back, get still, and embrace new perspectives, especially when doing so feels like it challenges your existing belief systems. To discover some of the tools you need to overcome adversity, identify your personal purpose, and align it with the work you do, be sure to tune in to this insightful conversation with Amy Vetter!Key Points From This Episode:A look at the B3 Method Institute and its methodology: business plus balance equals bliss.The importance of doing the work to change your thoughts, habits, and belief systems.Tips for taking the first steps on your journey to transform your work and life.Dispelling the myth that there’s never “enough time” for self-development.Why individual buy-in is essential for workplace transformation.Leadership, self-deception, and the importance of prioritizing people.What it means to become a more connected leader (according to Amy).Key elements of successful workplace transformation, including intentional culture.The role of empathy, mutual respect, collaboration, detachment, and mindfulness.Listening and feedback techniques for connected leaders.Finding the energy for iterative growth and the value of learning in real-time.Why firms need to evolve to continue to attract the talent they want.How organizations can benefit from allowing people to inform their strategy.Actionable advice for firm leaders: begin with self-assessment.Amy VetterThe B3 Method InstituteBreaking Beliefs PodcastDisconnect to ConnectBusiness, Balance & BlissAmy Vetter on LinkedInAmy Vetter on TwitterAmy Vetter on InstagramConnection BuildersAlex Drost LinkedIn

Strategic growth is about more than just growth for growth’s sake. It’s about identifying the most efficient path for profitability and sustainability and then pursuing it. Our guest today, Gale Crosley, is a Strategic Growth and Innovation Consultant who has helped countless growth-oriented CPA and Accounting firms overcome barriers and achieve high-performing strategic growth. Crosley started her career as a CPA with Arthur Andersen before transitioning to technology sales. After the dot-com bust, she started her own growth consultancy to help CPA firms grow strategically. We discuss strategic growth within the CPA and broader professional services profession, including what firms can learn from traditional corporate enterprises and how technological innovations like AI are changing the industry. Gale explains that strategic growth is not just top-line growth but also about the bottom line. It's not growth for growth's sake; rather, it's about growing profitability. She also breaks down the biggest impediments to strategic growth, like unprecedented staffing shortages and adapting to revenue cycles.Finally, Gale notes that firms must shift their strategy as the market changes. Firms need to specialize and innovate to stay relevant. Gale believes private equity and technology are disrupters to the CPA profession that will accelerate the need to evolve current business strategies. Gale advises managing partners to focus on strategic growth and specialization instead of riding the rollercoaster of market conditions. By being forward-thinking and focusing on strategic growth, firms can achieve the most profit and the fastest growth.Key Points From This Episode: Get to know Gale, her deep experience, and her work as a Strategic Growth Consultant.Why she pivoted from accounting early in her career.How she partners with CPA firms to transform them into high-growth environments.The concept of strategic growth and how it is accomplished.How strategic growth is the most profitable and fastest growth and why it is not growth for growth's sake. Broadening geographic reach and its impact on opportunity and competition.An overview of the unprecedented disruption within the CPA profession and how private equity is changing the landscape so radically.Why strategic growth is the movement from an individual contribution, book of business, tactical generalist to a leader-driven and strategic specialist.The impediments to strategic growth that Gale has observed. What firms should be doing with increased revenue levels to optimize for strategic growth.How leadership and organizational structure can foster (or impede) strategic growth.The differences between what drives corporate America, private equity firms, and CPA firms.Combining the best parts of corporate America with the best parts of the CPA profession.Advice for firms on approaching industry changes and the role of private equity.Gale’s predictions for what the industry will look like in ten years.Gale CrosleyGale Crosley on LinkedInConnection BuildersAlex Drost LinkedIn

Give credit and take blame; this is Bruce Ditman’s golden rule of leadership. In today’s episode, he shares his story of how he went from selling television advertising to Chief Marketing Officer at Marcum LLP, a $700 million dollar CPA & accounting firm, then later to the founder of Chief Seconds. Bruce has never had one day of formal marketing education in his life, but his intellectual curiosity, humility, and thoughtful approach to everything he does has led to him achieving success at every stage of his career. We discuss the difference between an educational approach and an indoctrination model, the importance of cultivating professional empathy in your organization, and how leaders who have been in the game for a long time need to learn to meet the needs of younger generations. Bruce also shares his approach to managing people, which leads to increased production levels without causing burnout. Key Points From This Episode: Bruce shares the story of how he became a Chief Marketing Officer despite never getting any formal marketing education. How the non-traditional career path he has taken has played to his advantage. Bruce’s approach to becoming the best CMO he could be.One of the key skills to which he attributes his success. The maladies that marketers commonly suffer from. Problems Bruce has with the way training is done in professional services industries. Indoctrination versus education models for upskilling.The importance of cultivating professional empathy in your organization.Why people who are naturally gifted at something are often not the best teachers. How Bruce decided on Chief Seconds as the name of his company.How to effectively upskill your employees. The core traits required for developing a successful business. How to master the art of asking good questions.Bruce’s thoughts on creating a culture of intellectual curiosity.The golden rule of managing people and what it takes to be a good leader.Bruce Ditman on LinkedInBruce Ditman Email AddressChief SecondsConnection BuildersAlex Drost LinkedIn

Unexpected connections exist all around us; we just have to be open to them. One such connection that many listeners may find surprising is the link between music and accounting. Our guest today, Scott Scarano, has always had a passion for both these disciplines. He describes accounting as the language of business and music as the language of life. Scott is the owner of a thriving accounting firm, a podcaster, and the custodian of Accounting High, an online resource that is helping to modernize the accounting profession and make it more accessible for everyone. While many people view accountants as lacking creativity, Scott, aka The Rapping CPA, is here to insist otherwise. In today’s conversation with Scott, we delve into One CPA’s Journey: The Nexus of Creativity and Entrepreneurship. Our discussion includes the nature of creativity, how repetition helps us grow, and what it means to be open to recognizing new and unexpected connections. Scott talks with us about how his grandfather inspired him to pursue accounting, what it was like to build his CPA firm, and how he made the transition from being an operator in his business to a high-level visionary. We also contemplate the nature of failure before hearing the story of how Scott started writing highly detailed and entertaining rap parodies. Scott closes off today's episode with a rendition of his riveting Superapp rap, which is based on Eminem’s Superman (and written for Expensify), and shares the response he got from Expensify CEO David Barrett when he had him as a guest on his podcast. Key Points From This Episode:A story from Scott illustrating the power of being open to connection.Scott’s lifelong dream of being an actor, rapper, entertainer, and accountant.The connection between performance, music, and accounting.Scott’s history selling drugs and what it taught him about business.An overview of Scott’s career as an accountant and how he grew his CPA firm.How to go from being an operator to a high-level visionary in your business.Scott’s reflections on starting a podcast and what he’s learned from it.The Dunning-Kruger effect and the experience of repetition, change, and growth over time.What Scott has learned about creativity and his own desire to form new connections.Why every failure is an opportunity to learn, even if it’s painful.How Scott realized his dream of becoming a rapper.What Scott learned from writing rap parody songs.The story of how Scott wrote an Eminem rap parody for Expensify.Scott’s parody version of Eminem’s Superman, Superapp!Links Mentioned in Today’s Episode:Scott Scarano on LinkedInScott Scarano on TwitterAccounting HighAccounting High on YouTubeAccounting High PodcastThe Dunning-Kruger effectThe Creative Act: A Way of BeingFreshBooksExpensifyExpensiConDavid Barrett on LinkedInConnection BuildersAlex Drost LinkedIn

Elana Margulies-Snyderman is a director and thought leadership expert at EisnerAmper, a global audit and tax firm with offices worldwide and throughout the US. She hosts two podcast series, one dedicated to financial services and the other focusing on private equity deal-making. She also contributes to the firm's content management by maintaining a financial services blog and overseeing content across various industries and service lines. Elana has a wealth of experience in creating thought leadership and the management and strategic thinking required to ultimately leverage it to drive value. In today’s episode, Elana shares her inspiring career journey with us. Tuning in, you’ll hear how she built a career and a network in this space despite having no financial education and overcame her challenges. She shares helpful advice on networking, moderating panels, driving engagement, excelling at live or recorded content, understanding your audience, and other elements of becoming a successful thought leader. Key Points From This Episode:An introduction to today’s guest Elana Margulies Snyderman.The career journey that led her to this point. How she was able to build a network and consume knowledge in this space despite having no financial education. Some of the challenges she faced in networking and how she overcame them. Advice to young professionals who are starting out and trying to build relationships.Elana’s definition of thought leadership and the value of sharing information. Some of the unexpected benefits of creating thought leadership elements. The benefits of moderating panels, the importance of engagement, and how she gets the audience engaged. The starting point for anyone who wants to be a thought leader. What Elana does to be successful in live or recorded content like videos and podcasts. Understanding who your audience is and where it's worth placing your effort. How producing content has helped Elana grow her network and build relationships with other professionals across the industry and how it benefits the guests as well.Elana Margulies Snyderman on LinkedIn EisnerAmper EisnerAmper blogEngaging Alternatives Spotlight podcast Private Equity Dealbook podcastConnection BuildersAlex Drost LinkedIn

Today we are joined by Timothy Keith, the CEO and Founder of Propense.ai, an AI cross-selling platform that helps professional services firms grow more efficiently and holistically. Tim shares his unique career path that helped build his expertise in the professional services industry, starting with his experience in CRM implementation at a large-scale CPA firm. Tim’s path to becoming a founder is as inspiring as it is unique, and he explains how a love for solving difficult problems fuels his passion. Tim shares his view of why CRM implementation can be particularly challenging in the professional services space due to the partnership model, and he notes that most growth in professional services firms comes organically, making cross-selling a crucial element in their growth strategy.During our conversation, Tim identifies that the problem of cross-selling in professional services is often two-fold: first, there is a lack of transparency and visibility of the services the firms offer, and second, there is a lack of process behind their cross-selling strategy. We also talk about how behavior and accountability influence a company’s cross-selling success, why humans are driven by incentives, and what Propsonse.ai as a company is hoping to achieve with its AI-driven products. Key Points From This Episode:Tim’s unique path to becoming a founder, and his love for solving difficult problems.  The process of implementing a CRM; what he’s learned and the problems he’s encountered. Exploring the behavioral elements of CRM implementation for individuals versus businesses. Tim’s definition of cross-selling, and his solutions for its complicated problems.   What firms should focus more on regarding behavior and accountability in cross-selling. The basic human trait of seeking incentives. What Propense.ai does and what the company is hoping to achieve. How many big companies don’t understand the full extent of the benefits of a CRM.What Tim has learned from being a founder and using AI in the CRM implementation space. The first steps to take to improve cross-selling at your company. Timothy Keith on LinkedIn Timothy Keith Email Propense.aiConnection BuildersAlex Drost LinkedIn

The private equity and deal advisor landscape is currently ablaze with fierce competition, reaching unprecedented heights and continuously expanding. Professional service providers working in the sector must showcase their unparalleled expertise, captivating the attention of target companies. Joining us today to help navigate the intricacies of building a brand as a consultant in the space is Jack Vawdrey, a marketing consultant for private equity. As a seasoned consultant, Jack meticulously guides clients through the intricacies of strategic comprehension. He also facilitates the implementation of robust systems, seamlessly harmonizing the blueprint with operational execution. Jack’s expertise lies in orchestrating the entire process, ensuring that every facet aligns flawlessly, ultimately propelling the businesses toward success. In our conversation, we discuss what makes the private equity space unique, the requirements for building a reputation in the space, and what sets it apart from other sectors. We dive into the various key pillars of effective marketing in helping you build your brand, from effective messaging to the power of public relations. We unpack the complexity of the market, list curation management, business development, and much more. Key Points From This Episode:What makes the private equity market unique.How the unique nature of the sector allows for targeted marketing approaches.Building a brand within the private equity space, including cost structure.We unpack what determines the buying behavior of a customer.Outline of the differences between outbound and inbound marketing.Jack explains messaging in a nutshell and how to leverage it effectively.We unpack list curation management and why it is vital.Business development in the private equity space.Why content marketing is essential and what value it drives.Learn about the role of public relations in marketing.Advice for listeners who want to differentiate themselves in the space.Marketing Consultant for Private EquityJack Vawdrey on LinkedInConnection BuildersAlex Drost LinkedIn

Creating a remarkable brand is not a task for the faint of heart. It requires unwavering authenticity, a fierce dedication to values, and an unrelenting commitment to purpose. Mike Jones, the CEO and Managing Partner of Resound, truly believes in these principles. With an unbridled passion for every client, he leads Resound’s vision, strategy, and business development, relentlessly pursuing building brands that resonate deeply with people. Resound is a brand consultancy providing services that enable organizations to create genuine brands and experiences that strike a chord with people, encouraging their return. In our conversation, we unpack everything about brand management and recognition and why it should be a priority for any professional service business. Mike explains the power behind a brand, what makes a successful brand, and what effective brand alignment means. We also discuss whether personal relationships are still beneficial to a company’s brand, how businesses are no longer location by location, the challenges of creating a brand, and much more. Key Points From This Episode: Mike explains why brand recognition is so essential and so powerful.Hear an interesting example that demonstrates the power of a brand.Discover whether research conducted by consumers influences what they buy.The importance of creating a brand in the professional services industry.Why a professional service brand needs to be specific.We discuss the value of personal relationships in the context of professional services.An overview of marketing trends within the professional services industry.Why finding your company’s niche is crucial.What makes a successful brand and the pitfalls companies should avoid.The fundamental aspects of a company’s brand story. Mike’s advice for listeners who want to start improving their brand.Mike Jones on LinkedInMike Jones on TwitterResoundThe Remarkabrand PodcastYou are RemarkableAssociation for Accounting MarketingConnection BuildersAlex Drost LinkedIn

Selling your business is not just a transaction. It is a period of transition filled with unexpected highs and lows. After exiting her own legal practice and watching a close friend struggle with the sale of his company, global keynote speaker and bestselling author, Denise Logan realized that business owners need emotional support for this process of transition. Over the last 13 years, she has woven together her previous experience as a lawyer and mental health professional to help business owners and their advisors navigate the emotional aspects of letting go when it is time to sell their business; ultimately enhancing the likelihood of a successful conclusion while keeping costs and delays to a minimum. Denise joins us on Branch Out today to explain how she keeps people and deals from falling apart by giving emotions a seat at the table. We discuss the pitfalls of growing for the sake of growth, the term ‘product-market-maker fit,’ and Denise’s belief that it’s unprocessed emotion that kills deals, not time. We also touch on the importance of context, how advisors can close more deals by slowing down, and so much more. Don’t miss this thought-provoking conversation with The Seller Whisperer herself, Denise Logan!Key Points From This Episode:The emotional aspects of letting go when it’s time to sell.Periods of transition that many of us face in our lives and businesses.Advice for redefining your relationship with the business you’ve created. Unpacking the common belief that scaling should be the objective.What Denise means by product-market-maker fit and how it can help you.An example that illustrates the costs of growing for the sake of growth.Why Denise always says that selling a business is a transition, not a transaction.Reflecting on the fear-based expression, “Time kills all deals.”How to pause the content to deal with the context.A surefire way to know if emotions are present; especially in the face of logic.Why business owners often refer to their business as their baby.Tips for attending to the emotions in your professional and personal life. How advisors can close more deals and create better relationships with sellers.Denise LoganDenise Logan on LinkedInDenise Logan on TwitterThe Seller’s JourneyConnection BuildersAlex Drost LinkedIn

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 BirkyChase Birky on LinkedInDark Horse CPAsBook a Discovery Call with ChaseConnection BuildersAlex 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 LinkedInKaufman RossinConnection BuildersAlex 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 PodcastRandy Crabtree on LinkedInTri-MeritEp. 93: Rethink Your Approach to Work with Dan MontgomeryWhat’s Your And?Connection BuildersAlex 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 LinkedInLisa Howze on TwitterCandy Girl MentalityConnection BuildersAlex 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 LinkedInOld City Investment PartnersConnection BuildersAlex Drost LinkedInBranch Out Podcast LinkedInConnection 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 AdvisorsPivotal Advisors on YouTubeConnection BuildersAlex Drost LinkedInBranch Out Podcast LinkedInConnection 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 EmailEisnerAmperConnection BuildersAlex Drost LinkedInBranch Out Podcast LinkedInConnection 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 LinkedInAvante Capital PartnersConnection BuildersAlex Drost LinkedInBranch Out Podcast LinkedInConnection 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 LinkedInAnders CPAsDare to LeadConnection BuildersAlex Drost LinkedInBranch Out Podcast LinkedInConnection 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 ConsultingDan Montgomery on LinkedInDan Montgomery's EmailConnection BuildersAlex Drost LinkedInBranch Out Podcast LinkedInConnection Builders LinkedIn