Episodios

  • Rewind : Selling Accounting Services 2.0 w/ Debra Angilletta
    Apr 11 2026
    Listen as two expert salespeople share their insights; the key elements needed to close the deal and get the clients you deserve. Debra and Roger offer actionable steps that any accounting professional can take to comfortably use to get the next new client. This is an energetic conversation that you are sure to enjoy and use to improve your sales processes. Get ready to take some good notes on topics ranging from: Identifying and using your Inside Voice – your inner voiceSales make the work go round, consider it first things first when it comes to your business. Sales are the things that makes money move, why? Because "nothing happens until you make a sale"!How to use ROI, Return to Investment when making an offer? Listen to Debra as she shares a role play example that you don't want to miss.Does your offer make sense, for example would you buy from yourself and is the offer related to the desired outcome that the potential client stated?Are you ready to play the confidence game and extend the "no-brainer-offer"What are the 3 common objections and what are they really? Buying Signs!What can you do to creating trust or build rapport and why is it important?And so much more 😊 This is a fast-paced discussion that you may find yourself pausing or even rewinding to take good notes and apply in your business. In the end, anyone and everyone can be comfortable offering their services with confidence. Selling doesn't need to be scary. So, sit back, listen in, and enjoy this conversation with Debra and Roger. Your Host: Roger Knecht, president of Universal Accounting Center Our Guest: Debra Angilletta Debra works with Accountants & Bookkeepers who want clients to see their value, charge more for their services, but are struggling with sales calls. "Sales Mastery" is her personal (and proven!) online e-course that shows you how to become more consultative so that you can become the go-to-expert and get the right clients to easily say "YES" to your offer. Spending the last 30 years in the sales trenches having over 20,000 sales calls, she knows EXACTLY what works (and what doesn't!) when it comes to showing your value vs talk about it. Debra is still active in the sales trenches - closing business for her company as well as other multi-million-dollar companies which include Profit First Professionals and Nemo Media Group. Sponsors: Universal Accounting Center Helping accounting professionals confidently and competently offer quality accounting services to get paid what they are worth. Offers: Take advantage of Debra's offer to receive the "6 Secret Questions To Close More Sales + Get Paid Your Worth" This is a tool you want to have at the ready to help you get the clients you deserve. Get a FREE copy of this book all accounting professionals should use to become the Business First Responder that Roger mentioned. This is a must have addition to every accountant's library to provide to have the premier accounting business today: "Red to BLACK in 30 days – A small business accountant's guide to QUICK turnarounds" – the how-to-guide e-book for accounting professionals Be sure to also check out the additional training available to help Sell with Confidence as you apply Strategic Selling principles in your business. Lastly, Debra and Roger also mentioned their work with Profit First Professionals which is based on the book by Mike Michalowicz, Profit First. Learn more what you can do to offer CFO related advisory services as a Profit & Growth Expert using the Universal Business Builder engagement process. For Additional FREE Resources for accounting professionals check out this collection HERE! Be sure to join us for GrowCon, the LIVE event for accounting professionals to work ON their business. This is a conference you don't want to miss. Remember this, Accounting Success IS Universal. Listen to our next episode and be sure to subscribe. For more information on how you can apply these principles in your business please visit us at www.universalaccountingschool.com or call us at 801.265.3777
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    50 m
  • Why Do "Good" Accountants Go Bad? The Warning Signs w/ Arun Kumar
    Apr 8 2026
    Welcome to another episode of Building the Premier Accounting Firm with Roger Knecht. In today's episode, Roger discusses the critical role of ethics in accounting and business with Arun Kumar, founder of Ultim Quest Knowledge. They explore how ethical practices contribute to long-term success and prevent financial pitfalls, offering insights for accounting professionals, bookkeepers, and tax preparers building premier accounting firms. In This Episode: 00:00 The Importance of Ethics in Accounting 04:43 Defining Ethics in Accounting 11:12 Rationalizing Dishonesty and the Slippery Slope 19:56 Consequences of Ethical Lapses and Fraud 32:02 Warning Signs and Incentives for Unethical Behavior 39:17 Closing Thoughts and Resources Key Takeaways: Build a strong ethical foundation for lasting business success and reputation. Understand the broader impact of accounting ethics on the economy and public trust. Identify red flags and management pressures that compromise ethical behavior. Shift compensation models to non-financial metrics to promote integrity. Address errors and potential fraud promptly to avoid escalating issues. Featured Quotes: "The people who are succeeding in the long term… have a very strong ethical foundation." — Arun Kumar "Our role as CPAs and accountants is to protect the public interest." — Arun Kumar "The most dangerous person that you could hire is an unethical accountant." — Arun Kumar 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: I have created a few freebies that your audience might be interested in. The Smarter Accountant Quiz can be found at https://thesmarteraccountant.com/ The Smarter Accountant's Cheat Sheet For Better Time Management can be found at https://thesmarteraccountant.com/cheat-sheet/ The article I wrote and published on dealing with Cancer - "Cancer is a C - The Tool That's Helping Me Deal With My Cancer Diagnosis and Treatment" can be found at https://thesmarteraccountant.com/cancer/ Get a FREE copy of these books all accounting professionals should use to work on their business and become profitable. These are a must-have addition to every accountant's library to provide quality CFO & Advisory services as a Profit & Growth Expert today: "Red to BLACK in 30 days – A small business accountant's guide to QUICK turnarounds" – This is a how-to guide on how to turn around a struggling business into a more sustainable model. Each chapter focuses on a crucial aspect of the turnaround process - from cash flow management to strategies for improving revenue. This book will teach you everything you need to become a turnaround expert for small businesses. "in the BLACK, nine principles to make your business profitable" – Nine Principles to Make Your Business Profitable – Discover what you need to know to run the premier accounting firm and get paid what you are worth in this book, by the same author as Red to Black – CPA Allen B. Bostrom. Bostrom teaches the three major functions of business (marketing, production and accounting) as well as strategies for maximizing profitability for your clients by creating actionable plans to implement the nine principles. "Your Strategic Accountant" - Understand the 3 Core Accounting Services you should offer as you run your business. help your clients understand which numbers they need to know to make more informed business decisions. "Your Profit & Growth Expert" - Your business is an asset. You should know its value and understand how to maximize it. Beginning with the end in mind helps you work ON your business to build a company you can leave so that it can continue to exist in your absence or build wealth as you retire and enjoy the time, freedom, and life you want and deserve. Learn what it is you can do to become an author, leveraging your expertise to market your services effectively and get the clients you deserve. This is a webinar you don't want to miss. Learn from Mike Capuzzi what a Shook is and how you can use it to position yourself as the Premier Accounting Firm in your area. This is a must-see presentation so get ready to take some great notes. In addition to becoming an author, see what you can do to follow the Turnkey Business plan for accounting professionals. After more than 40 years we've identified the best practices of successful accountants and this is a presentation we are happy to share. Check it out and see what you can do to be in business for yourself but not by yourself with Universal Accounting Center. It's here ...
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    50 m
  • Rewind : Having the Confidence to Succeed! w/ Robyn Mons
    Apr 4 2026

    Join us as we revisit this conversation from 2021!

    Have you ever asked yourself the question, "am I enough, good enough" or "am I deserving"?

    These self-sabotaging questions that conjure up self-doubt and even the imposter syndrome in business may be common, but they don't need to persist.

    Let's discuss the emotions many individuals experience as they start and build their accounting business. This can range from insecurities that may include social anxiety, depression, imposter syndrome and beyond. It's more than understanding and identifying them, let's also discuss coping and dealing with each.

    Listen as Robyn and Roger explore the mind, the thoughts we experience when starting and building our accounting businesses.

    Learn what you can do to be in business for yourself but not by yourself. There is no need to experience this journey alone and feel as if you are re-inventing the process when running a successful accounting business.

    Don't miss this important and powerful discussion!

    Consider this, are you at peace with yourself as you work to help others? Wow that is a great question to ask.

    Then enjoy the conversation as Robyn and Roger discuss other relevant topics that you'll find interesting. Sit back, get a drink and listen in.

    Your Host: Roger Knecht, president of Universal Accounting Center

    Our Guest: Robyn Mons

    Robyn Mons is a certified Life and Weight Coach. As a professional, wife and mother, she understands the challenges that come with balancing these three and the mental blocks that keep you from taking the action you desire. Robyn believes that your brain is the most powerful tool you have on the planet and that learning how to manage your brain is the most important thing you can do to create the lasting results you want in your life. Using the latest, cutting edge tools in the industry combined with her ability to connect and lead with compassion, she has helped many people succeed in achieving goals beyond what they thought possible. Her greatest joy is to watch her clients grow and evolve into who they most want to be in the world.

    Robyn currently lives in Riverton Utah with her husband, Tyler, 4 kids ranging in ages 9-20 and her codependent pup, Dirk the Doodle.

    Sponsors:

    Universal Accounting Center

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

    Offers:

    Learn more about the coaching offered with Universal Accounting Center and Robyn Mons to help you have the confidence to run the premier accounting firm in your area. Meet the Universal Accounting Team!

    Take the next step to receive what you want in business.

    Also, join us for GrowCon to work ON your business and become the premier accounting firm in your area.

    Remember this, Accounting Success IS Universal.

    Listen to our next episode and be sure to subscribe.

    For more information on how you can apply these principles in your business please visit us at www.universalaccountingschool.com or call us at 801.265.3777

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    1 h y 6 m
  • Your Firm, Your Life: Achieving Balance in Accounting w/ Jeff Dredge
    Apr 1 2026
    Welcome to another episode of Building the Premier Accounting Firm. Today, Roger Knecht and Jeff Dredge discuss the evolution of the accounting profession, highlighting the shift from traditional compliance to essential advisory services. They explore how embracing technology and a "hindsight, insight, foresight" approach can transform accounting firms and enhance client relationships. Learn about the value of work-life balance and strategic collaboration for sustained growth. In This Episode: 00:00 Introduction & Early Career 02:11 From Employee to Partner 05:01 The Evolution to Advisory Work 07:35 Embracing Technology and Foresight 12:05 Value of Advisory Services 16:24 Human Element in Advisory 18:58 Selling the Accounting Business 24:41 Valuation & Industry Needs 33:28 Defining Services and Collaboration 39:20 Leveraging Collaboration & Post-Acquisition Changes 41:27 Recharging Through the Outdoors 44:34 Family, Growth, and Resilience 47:48 Selling Your Business: Considerations 51:25 Prioritizing Work-Life Balance 54:00 Rapid-Fire Questions 55:24 Show Recap & Host Offers 01:00:15 Final Thoughts: Hope & Growth 01:03:52 Closing Remarks & Resources Key Takeaways: Transition from technician to partner to gain ownership and leadership skills. Offer advisory services to move beyond commoditized compliance work. Understand business valuation factors: client stickiness, staff retention, and clear operating procedures. Prioritize work-life balance to sustain personal well-being and strong family relationships. Collaborate with other accounting professionals to offer comprehensive client solutions. Featured Quotes: "If you want to be successful, you've got to separate yourself from the work, and you got to work on your business." — Jeff Dredge "Hindsight is a commodity if that's what you're providing… When you start getting to insight and foresight, you can charge higher fees because there's greater value to what you're providing." — Jeff Dredge "I think more than ever in today's world, we cannot be entrenched. We've got to learn to use these tools." — Jeff Dredge Behind the Story: Jeff Dredge, a CPA and founder of an accounting business, recounts his career trajectory, including the pivotal decision to pursue accounting after being inspired by a mentor's lifestyle. He explains his preference for a smaller firm that offered rapid responsibility and the journey to becoming a partner within five years. The narrative delves into his experience with selling his firm to a private equity group, the anxieties surrounding being "micromanaged," and the eventual realization of greater focus on delivery and strategy. Jeff Dredge emphasizes the importance of work-life balance, community involvement, and fostering independence in his children through challenging experiences. 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 ready for a change, both personally and professionally? Then accept and participate in the Accountrepreneurs Challenge. This is a FREE opportunity to apply best practices and make this the best year yet in your career. Be sure to join us for GrowCon, the LIVE event for accounting professionals to work ON their business. This conference is one you don't want to miss. Get a FREE copy of these books all accounting professionals should use to work on their business and become profitable. These are a must-have addition to every accountant's library to provide quality CFO & Advisory services as a Profit & Growth Expert today: "Red to BLACK in 30 days – A small business accountant's guide to QUICK turnarounds." "in the BLACK, Nine Principles to Make Your Business Profitable" "Your Strategic Accountant" - Understand the 3 Core Accounting Services (CAS - Client Accounting Services) you should offer as you run your business. "Your Profit & Growth Expert" - Offer CFO & Advisory services with confidence and competence. Take the time to understand what your clients expect from you as their accountant. Follow the Turnkey Business plan for accounting professionals. This is the proven process to start and build the premier accounting firm in your area. After more than 40 years we've identified the best practices of successful accountants and this is a presentation we are happy to share. Also learn the best practices to automate and nurture your lead generation process allowing you to get the bookkeeping, accounting and tax clients you deserve. GO HERE to see this presentation and learn what you can do today to ...
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    1 h y 6 m
  • A Marketing Strategy That Works w/ Chris Forsey
    Feb 2 2022
    If getting more clients is on the agenda, this is a conversation you don't want to miss. Roger speaks with Chris about the elements that make up the ideal marketing strategy from identifying the ideal clients, to niching, advertising budget, emotional selling and so much more. This is a fun, heartfelt conversation between two friends you'll enjoy and find helpful as you work ON your business to get the clients you deserve.

    Sit back and enjoy, and be ready to take some good notes.

    Your Host: Roger Knecht, president of Universal Accounting Center

    Our Guest: Chris Forsey

    Chris is the Co-founder of Learner Park Media, a creative agency in Salt Lake City that provides marketing services and solutions to small businesses.


    He's been featured on ABC, NBC, CBS, and Fox as an expert in the field of digital marketing and over the last decade has helped hundreds of entrepreneurs successfully market and grow their business.


    In his free time, he can be found at the lake or on the mountain with his wife and three kids in Salt Lake City, UT.

    Book Mentioned in the conversation:

    • The E-Myth Revisited by Michael Gerber
      • The E-Myth Roadmap

    Sponsors:

    Universal Accounting Center

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

    Offers:

    UNIVERSAL CRM

    • Take the time to watch Chris go over the various tools, apps etc. that are available to use as we leverage technology to find and acquire new clients. This is a MUST-SEE presentation. Be ready to take some good notes and implement these "best practices" in your business.
    • Watch it now by CLICKING HERE!

    For Additional FREE Resources for accounting professionals check out this collection HERE!

    Be sure to join us for GrowCon, the LIVE event for accounting professionals to work ON their business. This is a conference you don't want to miss.

    Remember this, Accounting Success IS Universal.

    Listen to our next episode and be sure to subscribe.

    For more information on how you can apply these principles in your business please visit us at www.universalaccountingschool.com or call us at 801.265.3777

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    1 h y 32 m
  • Rewind : Bringing Passion to Client Relations w/ Bobby Martin
    Mar 28 2026
    Join us as we revisit this conversation from 2021! Bobby and Roger have a timely discussion about industry trends and why they are relevant to know as accounting professionals. From marketing and sales to get the clients we need to grow the business to then working with them as their CFO and advisor. It all starts with a genuine curiosity for business in general. From that we are able to then use industry research to have the edge in business advisory services. You've heard it before, information is power, in fact it is the path to asking the right questions. Elevating your accounting services to also include part-time CFO & advisor for your accounting clients is that next level you are looking for to get paid what you are worth. Are you ready to benchmark industries with confidence? It starts when you are ready to put the puzzle together as it relates to your client's business. Your Host: Roger Knecht, president of Universal Accounting Center Guest Name: Bobby Martin Bobby Martin is co-founder and CEO of Vertical IQ, a leading provider of Industry Intelligence that helps sales and marketing professionals better understand a prospect's or customer's business challenges before, during, and after sales meetings. His focus is on advising and selling to small- and medium size business owners, business leadership, and digital transformation. He is currently an active angel investor and advisor in several innovative start-ups. Through his experience of starting and selling a sales intelligence tool to Fortune 500 firm, Dun & Bradstreet, he's learned first-hand the challenges and solutions at each stage of entrepreneurial growth which has led to his book, The Hockey Stick Principles. He is a frequent speaker on subjects such as Industry Intelligence, Sales Readiness, and Change Management. Vertical IQ has the insights accountants and financial advisors need to provide their clients with guidance informed by the latest industry data. Your small to medium-sized business (SMB) clients look to you for sage advice on the financial drivers impacting their businesses. With Vertical IQ's Industry Intelligence, you can offer tailored recommendations and become an invaluable asset to their business. Sponsors: Universal Accounting Center Helping accounting professionals confidently and competently offer quality accounting services to get paid what they are worth.Join us for GrowCon, the event for accounting professionals to work ON their business. Offers: Bobby shared with us the value of asking the right questions and having access to the executive summary for each industry empowers you to be that expert as you speak with business owners. I invite you to take advantage of this opportunity to receive a FREE demo and learn how you can help your clients using this amazing tool: https://verticaliq.com/universalaccounting/ And don't forget to access the free monthly industry updates In addition to this incredible information, you can also use BizBench to benchmark your client's data to their industry standards. Using this report, you'll have the resources you need to advise your clients with confidence and competence. Set up a time now to learn how you can use this report in your business to improve your marketing to grow the business as well as offer additional services to get you paid what you are worth as a Profit & Growth Expert. Go HERE to schedule a FREE Demo of BizBench. Lastly, be sure to get your FREE copy of this book all accounting professionals should use to work on their business and become profitable. This is a must have addition to every accountant's library to provide to have the premier accounting business today: "in the BLACK, nine principles to make your business profitable" – e-book"Red to BLACK in 30 days – A small business accountant's guide to QUICK turnarounds" – the how-to-guide e-book for accounting professionals For Additional FREE Resources for accounting professionals check out this collection HERE! Remember this, Accounting Success IS Universal. Listen to our next episode and be sure to subscribe. For more information on how you can apply these principles in your business please visit us at www.universalaccountingschool.com or call us at 801.265.3777
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    51 m
  • AI for Accountants: What's the Real Impact? w/ Nathan Whittacre
    Mar 25 2026
    Thank you for joining us for another episode of Building the Premier Accounting Firm. In today's episode, Roger Knecht and guest Nathan Whittacre discuss the ever-evolving landscape of technology, cybersecurity, and AI in the accounting industry. They offer practical advice for accounting professionals on how to navigate digital threats and leverage new technologies for business growth. In This Episode: 00:00 Introduction & Guest Background 01:28 Evolution of Business Technology 05:57 Embracing Technological Change 09:49 Data Security & Compliance 14:45 Evaluating New Technologies 19:03 AI: Misconceptions and Tools 24:29 Leveraging AI in Platforms 27:19 Cybersecurity Threats & Mitigation 36:37 Family Business Dynamics 39:02 Conclusion & Final Thoughts 43:50 Outro & Resources Key Takeaways: Embrace technological change to stay competitive and efficient in your accounting firm. Prioritize data security and compliance with regulations to protect client information from evolving cyber threats. Evaluate new technologies based on their ability to improve internal processes or enhance the client experience, rather than chasing "shiny new objects." Leverage AI integration within existing software platforms to boost efficiency and profitability, understanding that AI is a tool, not a job replacement. Conduct annual reviews of your software vendors to ensure they are investing in current technologies and incorporating AI for future development. Featured Quotes: "If you look at any of the charts of, you know, how change happens with technology, it just is exponentially accelerating." - Nathan Whittacre "The goal is to do more work with less errors with less people." - Nathan Whittacre "People want a personal touch still. They want, you know, that relationship with their professionals that they have." - Nathan Whittacre Behind the Story: Nathan Whittacre recounts starting Stimulus Technologies with his family at just 17, driven by a passion for technology. This early start provided a unique perspective on the evolution of computing from DOS to cloud-based AI. He shares a sobering story of a client firm that lost hundreds of thousands of dollars due to a sophisticated cyber attack, underscoring the constant threat small businesses face. 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: Connect with Nathan on LinkedIn and get a copy of his book, "The CEO's Digital Survival Guide". www.StimulusTech.com https://www.linkedin.com/in/nathanwhittacre/ Are you ready for a change, both personally and professionally? Then accept and participate in the Accountrepreneurs Challenge. This is a FREE opportunity to apply best practices and make this the best year yet in your career. Be sure to join us for GrowCon, the LIVE event for accounting professionals to work ON their business. This conference is one you don't want to miss. Get a FREE copy of these books all accounting professionals should use to work on their business and become profitable. These are a must-have addition to every accountant's library to provide quality CFO & Advisory services as a Profit & Growth Expert today: "Red to BLACK in 30 days – A small business accountant's guide to QUICK turnarounds" – This is a how-to guide on how to turn around a struggling business into a more sustainable model. Each chapter focuses on a crucial aspect of the turnaround process - from cash flow management to strategies for improving revenue. This book will teach you everything you need to become a turnaround expert for small businesses. "in the BLACK, nine principles to make your business profitable" – Nine Principles to Make Your Business Profitable – Discover what you need to know to run the premier accounting firm and get paid what you are worth in this book, by the same author as Red to Black – CPA Allen B. Bostrom. Bostrom teaches the three major functions of business (marketing, production and accounting) as well as strategies for maximizing profitability for your clients by creating actionable plans to implement the nine principles. "Your Strategic Accountant" - Understand the 3 Core Accounting Services (CAS - Client Accounting Services) you should offer as you run your business. Help your clients understand which numbers they need to know to make more informed business decisions. "Your Profit & Growth Expert" - Your business is an asset. You should know its value and understand how to maximize it. Beginning with the end in mind helps you work ON your business to build a company you can leave so ...
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    50 m
  • Rewind : The Business Owner Mindset w/ Shannon Vincent
    Mar 21 2026

    Join us as we revisit this conversation from 2021!

    Here's an episode you don't want to miss.

    Shannon and Roger discuss the challenges that owners of accounting firms face as they work to offer quality accounting services profitably. For example, is it effective to be everything to everyone when running the business?

    Sometimes we get too busy and forget we always have a choice!

    They address mindset and why having an abundance mindset is so important as it effects marketing, sales, pricing, client retention and so much more.

    In fact, you'll want to understand what Shannon refers to as the Four "C's" and how they apply to your accounting business as you work ON your company.

    Another topic of interest is our "impact", what it is we are doing to give back and why it is something you should consider.

    Oh, and you need to hear what Shannon has to say about Hummus.

    Sponsors:

    Universal Accounting Center

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

    Offers:

    Visit Renew Group and see what you can do to work ON your business and while there feel free to reach out to speak with Shannon. It's as simple as More Profits & Better Clients.

    Also, become an Accountrepreneur and aid your clients as their Profit & Growth Expert.

    Get a FREE copy of this book all accounting professionals should use to work on their business and become profitable. This is a must have addition to every accountant's library to provide to have the premier accounting business today:

    • "in the BLACK, nine principles to make your business profitable" – e-book

    For Additional FREE Resources for accounting professionals check out this collection HERE!

    Remember this, Accounting Success IS Universal.

    Listen to our next episode and be sure to subscribe.

    For more information on how you can apply these principles in your business please visit us at www.universalaccountingschool.com or call us at 801.265.3777

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    45 m