Behind the Books

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 uncomfortableHow to turn everyday client conversations into opportunitiesWhy Bookkeepers should stop giving away valuable work for freeHow to build a 'sticky business' that keeps clients coming backWhy growing bigger doesn't always mean growing betterThe importance of confidence, reputation and knowing your worthWhy 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 stressHow curiosity helps build financial confidenceWhat open banking actually means for everyday New ZealandersHow PocketSmith brings complex financial information togetherWhere AI can genuinely help with financial data and decision-makingWhy humans still need to remain firmly in the driver's seatHow technology could make the role of Bookkeepers even more valuableWhy 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 businessWhen it's time to move beyond spreadsheets and disconnected softwareThe Bookkeeper tasks worth automating firstHow to automate client onboarding without losing the personal touchWhy your time as a business owner isn't freeHow to approach new systems without trying to change everything at onceSome 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.

With thousands of apps, integrations and new software tools available, it can feel impossible for Bookkeepers to keep up. In this episode of Behind the Books, we're joined by Courtney Wilson from The Software Coach to talk about making smarter software decisions without needing to become an expert in every app. Courtney believes Bookkeepers already bring something incredibly valuable to the software conversation: they know their clients. They understand how the business operates, where the frustrations are and when something simply isn't working. We discuss why the problem isn't always the software, how people and processes can make or break an implementation, and why the "perfect" software doesn't actually exist. Courtney also shares practical advice for recognising when a client needs help, when to stick with an existing system and when it really is time for a change. This episode covers: Why Bookkeepers don't need to know every appWhy understanding your client can be more valuable than understanding the technologyHow to recognise the difference between a software problem and a process problemWhy Courtney recommends thinking carefully before recommending specific softwareHow team buy-in can make or break a software implementationWhen to stick with the software you already have and when it's time to changeWhy reporting is one of the most underused software featuresWhy saving time shouldn't always be the goal when improving your systemsHow AI is changing the software landscape and why human judgement still mattersWhy Bookkeepers are perfectly placed to spot when clients need additional support If you've ever felt like you should know more about every app in the ecosystem, this conversation is a great reminder that you don't need to have all the answers. Sometimes the real value is knowing your client, asking the right questions and recognising when it's time to bring in the right support.

What does it really take to build a Bookkeeping practice that is efficient, profitable and valuable? In this episode of Behind the Books, Kenn + Sandi are joined by Cassandra Scott, experienced Bookkeeping practice owner, industry educator and Industry Specialist at XBert. After more than 25 years running her own Bookkeeping practice in Australia, Cassandra successfully sold the business she had built. Looking back, she realised something many Bookkeepers don't always recognise: she hadn't simply created a job for herself. She had built an asset with real value. Cassandra shares what she learned along the way, from becoming an "accidental Bookkeeper" and figuring things out as she went, to building systems, managing a team and eventually preparing a practice someone else wanted to buy. The conversation explores why Bookkeepers need to think like business owners, why getting your systems and technology right early matters, and how AI and automation are creating opportunities for Bookkeepers to spend less time on repetitive work and more time providing genuine value to clients. We also talk about the changing Bookkeeping profession, the growing opportunity for Bookkeepers in advisory, the importance of soft skills, and why Cassandra believes the profession needs to get much better at recognising its own value. Plus, Cassandra explains how XBert helps Bookkeeping and accounting practices improve data quality, manage risk, build better workflows and create more consistent systems across their businesses. This episode covers: Why your Bookkeeping practice is an asset, not just a jobThe importance of getting your systems and tech stack right earlyWhy good Bookkeeping is fundamental to good accountingHow AI and automation are changing the role of the BookkeeperThe growing opportunity for Bookkeepers to move into advisoryWhy soft skills will become increasingly importantBuilding systems that support people, pricing and growthWhy Bookkeepers need to recognise and charge for the value they provideHow XBert supports data quality, risk management and workflowWhat Cassandra believes the next generation of Bookkeeping practices will look like If you're building a Bookkeeping business, growing a team, reviewing your systems or wondering what the future of the profession looks like, there is plenty to take away from this conversation.