Jody Grunden reveals how he built the first fully distributed Virtual CFO practice in North America — and the pricing mistakes, partnership lessons, and non-financial KPIs that transformed his firm.

If you're running an agency, accounting practice, or service business and struggling with profitability, pricing, or scaling, this episode is packed with practical insights. Jody Grunden, co-founder of Summit CPA Group (now Anders Virtual CFO), shares how he pioneered the subscription-based Virtual CFO model and the lessons he learned along the way.

In this episode, you'll discover:
• Why non-financial KPIs matter more than the numbers — and how focusing only on financials can lead to the wrong behaviors (51:40)
• The biggest pricing mistake Jody made early on — undercharging and giving away free consulting that hurt profitability (12:27)
• Why cash should be viewed as a safety net, not profit
• The partnership principle — finding people who are great at what you’re not (51:18)
• How Jody built the first fully distributed Virtual CFO firm in North America (23:54)
• Why subscription-based billing transformed his accounting practice
• The profit-focused maturity model he uses to help agencies scale sustainably
• Early entrepreneurial mistakes and what actually drives business growth (01:46)

About Jody Grunden:

Jody Grunden is a pioneer in the accounting industry and co-founder of Summit CPA Group, now Anders Virtual CFO. He introduced subscription-based billing to accounting firms and built the first fully distributed Virtual CFO practice in North America. Since 2002, he has specialized in helping digital and creative agencies improve profitability and scalability through his profit-focused maturity model.

He is the author of Digital Dollars and Cents and Building the Virtual CFO Firm in the Cloud, and has been recognized by CPA.com as one of the most innovative practitioners in the country.

Chapters:
00:00 - Introduction: Hockey Talk and Business Mistakes
02:02 - From Accountant to Virtual CFO Pioneer
12:27 - Early Pricing Mistakes and the Free Consulting Trap
23:54 - Building the First Distributed Virtual CFO Firm
39:50 - The Partnership Principle
50:55 - Non-Financial KPIs and Cash as Safety
53:36 - Connecting with Jody and Closing Thoughts

Connect with Jody Grunden here:
https://anderscpa.com/
https://www.linkedin.com/in/jodygrunden/
https://www.linkedin.com/company/andersvcfo
https://www.facebook.com/vcfobyanders/
https://www.instagram.com/andersvcfo/
https://anderscpa.com/learn/podcasts/the-creative-agency-success-show/

Ari Galper reveals why traditional sales tactics are breaking trust- and how to collapse your entire sales cycle into one conversation.

If you're tired of chasing leads, doing free consulting, and hearing "let me think about it," this episode will change everything. Ari Galper, @ari_galper, founder of AriAI and the world's leading authority on trust-based selling, breaks down why follow-ups, proposals, and "Do you have any questions?" are killing your conversion rates- and what to say instead.

About Ari Galper:
Ari Galper is the founder and CEO of AriAI, the world's only trust-based proprietary AI sales growth advisor. With over two decades of experience, he's the world's leading authority on trust-based selling, helping business leaders eliminate sales pressure and collapse long sales cycles. Ari is the author of seven best-selling books, including Trust in a Split Second! and Unlock The Sales Game. His strategies have been featured in Forbes, CEO Magazine, and INC Magazine. Through his breakthrough "One Call Sale" system, Ari empowers leaders to thrive in today's "Trust Recession," making trust the cornerstone of business success.

Resources:
• Get Ari's book Trust in a Split Second for FREE (physical copy shipped to you): thetrustbook.com
• Join the Selling with Trust community for free: arigalper.com/free
• Learn more about AriAI: arigalper.com

Ready to stop chasing and start closing? Hit play and discover how trust-based selling can transform your sales process- and your business.

Chapters with Timestamps and Descriptions

00:00 - Introduction: Meet Ari Galper
• Cam and Otis introduce Ari Galper, founder of AriAI and trust-based selling expert
• Setting the stage: Why traditional sales tactics are failing in today's market
• The "Trust Recession" and what it means for business owners

07:13 - AI Meets Human Connection: How to Balance Both
• Ari explains how he uses AI to scale while keeping interactions feeling personal
• The philosophy behind cloning himself with AI without losing the human touch
• Why every customer should feel like a real human reached out to them
• Separating automation from authentic connection in your sales ecosystem

13:16 - The Free Consulting Trap: Stop Racing to the Bottom
• Why most businesses struggle with conversion rates and chase leads endlessly
• The cycle of free consulting, proposals, and voicemails that break trust • How "selling behaviors" destroy trust before you even get to the close
• What to do instead: Shifting from information-giving to trust-building

16:33 - The One Call Sale Framework: Make Them Feel Understood
• The psychology of why prospects don't care about your credentials or logos
• How to make the emotional connection: "This guy just gets me"
• The moment they're sold: When they feel deeply understood • Onboarding vs. selling: The rest is just logistics once trust is established

17:04 - The Human Component: It's Not About the Business
• Camden's question: Do you even need to know the business that well?
• Why the human-to-human connection matters more than business details
• Focusing on the person in front of you, not just the company behind them

41:40 - Stop Saying "Follow-Up"—Say This Instead
• Why "follow-up" is a sales word that signals you're chasing the sale
• The trust-building alternative: "I'm calling to see if you have any feedback"
• How languaging shifts change perception and increase your expert status
• Why chasing decreases your credibility and pushes prospects away

42:09 - Never Ask "Do You Have Any Questions?" Pre-Sale
• The worst thing you can say before closing—and why it kills trust • What happens when you invite prospects to pick your brain for free
• How this phrase positions you as a vendor, not&

How do you turn a passion for bow hunting into a business that builds community and changes lives? In this episode, Cam and Otis sit down with Sam Westfall, an Army veteran and founder of Archery in Motion, who has created a unique space where veterans and civilians alike can experience the challenge, camaraderie, and healing that comes from the discipline of the bow.

"I break every one of those rules," Sam explains about traditional archery tournaments. Instead of rigid competition formats with scorecards and egos, he's built something different—fun shoots that challenge experienced archers while welcoming complete beginners. From steel targets to moving targets to shots beyond 40 yards, Sam's approach prioritizes the experience of archery over the formality of competition.

What makes this conversation particularly valuable is Sam's honest discussion about the entrepreneurial journey. From presenting at a Bunker Labs pitch night where he met Otis, to navigating the challenge of growing both the archery market and his slice of it, Sam shares practical insights about building a business around a lifestyle. Whether discussing the importance of eye placement in archery (and life), the cost of recovering arrows from steel targets, or the philosophy of "no scorecards, no egos," this episode offers lessons for anyone trying to turn their passion into sustainable business.

Whether you're a veteran transitioning to entrepreneurship, an outdoor enthusiast interested in archery, or a business owner trying to balance growth strategies, Sam's journey from competitive archer to community builder provides a roadmap for creating something meaningful that serves others while doing what you love.

More About Sam:
Sam Westfall is an Army veteran, entrepreneur, competitive archer, and veteran community builder who believes archery can change lives. With decades of experience in hunting and shooting sports, he works to create opportunities for veterans and civilians alike to find challenge, camaraderie, and healing through the discipline of the bow.

Chapter Times and Titles:

Introduction: The Real Deal, No AI Here [00:00 - 03:04]
Welcome and meet Sam Westfall
Army veteran, entrepreneur, and competitive archer
The authenticity check: proving it's really Sam
Setting up the archery conversation

"Eye Placement Is Everything" [03:04 - 12:21]
The importance of eye placement in archery
How focus and discipline translate from bow to life
The fundamentals that matter most
Why archery requires such precision

From Lifestyle to Business: The Archery in Motion Story [12:21 - 13:04]
How Sam converted bow hunting into entrepreneurship
Meeting Otis at Bunker Labs pitch night
The veterans into business program
Presenting Archery in Motion for the first time

"I Break Every One of Those Rules" [13:04 - 32:06]
Traditional archery tournament rules and restrictions
Why Sam went his own direction
Steel targets, moving targets, and challenging shots
Creating space for both beginners and experts
The philosophy: "Let them experience what archery should be—fun"

No Scorecards, No Egos [32:06 - 30:50]
The fun shoot approach vs. traditional competition
Building community without the pressure
Planning one true competition later in the year
Why most events focus on play, not performance

Growing the Slice vs. Growing the Pie [30:50 - 32:44]
Camden's question about growth philosophy
Getting more people into archery overall
Being the best option within the archery market
The mix of both strategies in Sam's approach
Welcoming brand new archers with low barriers to entry

The Cost of Missing Steel Targets [32:44 - 32:06]
Otis's Alaska archery certification story
Shooting at steel silhouettes with vital zones
Classmates spending extra to recover arrows
Th