In this episode of the IC-DISC Show, I sit down with Scott Abels, a CPA and business valuation specialist in Austin, to talk about why he built his practice around estate, trust, and gift valuations, the one area most professionals avoid.

Scott spent 25 years in corporate finance at Dell and Motorola before launching his own firm. He moved from CFO consulting into valuation, then narrowed further into estate and trust work, an area with its own IRS code sections, examination rates above 20% on large estates, and the highest error rate he's seen. He walked through the landmines, retained rights and marketability discounts among them, where a single mistake can wipe out a client's discounts entirely.

What struck me was his case for getting the valuation expert in during planning, not after, when it's often too late to fix anything. The same logic shows up in his turnaround standard of 30 to 45 days and the dozen questions he tells attorneys to ask before hiring anyone.

Scott also revealed a project he'd been quietly working on, a plain-English book for Texas attorneys, and his answer for how the busiest professionals actually want to be helped.

Show highlights

• The riches really are in the niches: narrowing from CFO work to a field with fewer than 10 true specialists turned a commodity service into a moat.
• The IRS examines large estates more than 20% of the time, because it knows that's where taxpayers try to avoid taxes, so the valuation has to hold up.
• Get your valuation expert involved during estate planning, not after; retained rights and other landmines often can't be fixed once the structure is set.
• A buy-sell agreement signed and executed perfectly still won't bind the IRS, which weighs economic reality over legal form every time.
• Overstep on discounts and the penalty isn't just losing them; the IRS can throw out your whole valuation and re-value with no discounts at all.
• Before hiring a valuation pro, ask their guaranteed turnaround time and whether they offer audit defense; vague answers signal it's a side service, not their focus.

Links

• LinkedIn - Scott Abels
• About IC-DISC Alliance
• About ETG Valuations

Show notes: https://exportadvisors.com/podcast/075-running-toward-the-minefield-with-scott-abels/

In this episode of the IC-DISC Show, I sit down with Larry Drummond, Executive Director of the International Precious Metals Institute (IPMI), to talk about what fifty years of industry collaboration has taught him about trust, transparency, and building lasting business connections.

Larry shared how IPMI started in 1976 when a group of New York-area scientists came together to share data across competing precious metals companies. After 25 years at Engelhard and a leadership role at Metalor, he came out of retirement in 2018 to lead the organization he had served as a volunteer board member and past president.

What struck me most was Larry's description of an industry where someone can be your customer, vendor, and competitor at the same time. He shared examples of refiners picking up the phone to ask competitors for help during operational setbacks, knowing the favor would be returned without losing customers in the process.

The conversation reminded me that even in commodity-driven businesses, transparency and verified trust create the foundation for everything else. With IPMI's 50th annual conference coming up in Orlando, Larry's perspective is a great preview of what makes this industry tick.

Show highlights

• In precious metals, the same company can be your customer, vendor, and competitor at the same exact time.
• IPMI was founded in 1976 by New York-area scientists who recognized the value of sharing data across competing companies.
• When operations go down, refiners call competitors for a week of help, knowing the favor will be returned without customer poaching.
• Record-high gold prices flooded refiners with material, but financing costs and capacity limits turned some lots into losers.
• IPMI memberships pay for themselves through the price discount on a single annual conference registration.
• Portable x-ray guns have transformed the industry, letting even small operators verify what they have before shipping it up the chain.

Links

• LinkedIn - Larry Drummond
• About IC-DISC Alliance
• About IPMI

Show notes: https://exportadvisors.com/podcast/074-fifty-years-of-precious-metals-with-larry-drummond/

Clive joined in 1996 fresh out of U of H. Kelly came aboard in 2013 from the nonprofit world and now runs the company as CEO. Three decades later they're processing 40,000 pounds a day and hold more certifications than any other electronics recycler in Texas.

In this conversation, the Hess family talks about the moment the Basel Accord shut down their entire plastics market overnight, why they think scrap metal companies handling electronics is now a liability risk for corporate customers, and how they built their own plastic washing line to solve a problem the rest of the industry was still struggling with. Kelly also shares a partnership they've built with Pearland ISD that turns scrap dismantling into job training for autistic students ages 18 to 22.

Whether you're in recycling or not, the Hess family's thinking on running a multigenerational business, earning certifications most competitors won't bother with, and treating customer problems as a moat instead of a cost is worth your time.

Show highlights

• How John Hess went from manufacturing copper ingot in South Africa in 1966 to building Houston's largest electronics recycler
• Why being R2 certified isn't enough, and what Compu-Cycle did after watching certified downstreams still send material to landfills
• The day the Basel Accord shut down their entire plastics market overnight, and how they engineered their way out
• Why scrap metal companies handling electronics has become a liability risk for their corporate customers
• The partnership with Pearland ISD that turns scrap dismantling into job training for autistic students
• What changed when Kelly came in from the nonprofit world and the family started hiring people smarter than themselves

Links

• LinkedIn - Gordon Driscoll
• About IC-DISC Alliance
• About CompuCycle

Show notes: https://exportadvisors.com/podcast/073-from-one-room-to-40-000-pounds-a-day/

In this conversation, Gordon talks about what it took to break into an industry where relationships go back generations, why he thinks most business owners are thinking about software wrong, and how his team earned credibility by acting more like a partner than a vendor. He also shares a customer story that stuck with me about a scale operator who got his first lunch break in six years.

Whether you're in scrap or not, Gordon's thinking on sustainable growth, earning the right to disrupt, and treating technology as a competitive advantage rather than a cost center is worth your time.

Show highlights

• Why a Goldman Sachs investment banker left finance to build software for scrap yards
• The massive technology gap Gordon kept seeing in companies handling tens of millions in materials
• How Green Spark grew to 900+ locations by acting like a partner, not just a vendor
• The customer story about a scale operator getting his first lunch break in six years
• Why Gordon believes you have to earn the right to disrupt an industry, and what that looks like in practice
• The mindset shift from treating software as a cost center to using it as a competitive advantage

Links

• LinkedIn - Gordon Driscoll
• About IC-DISC Alliance
• About Green Spark Software

Show notes: https://exportadvisors.com/podcast/072-software-as-a-competitive-advantage-with-gordon-driscoll/

In this episode of The IC-DISC Show, I sit down with Brian Schwam, IC-DISC specialist and tax attorney, to walk through the complete IC-DISC setup and compliance process from start to finish. This conversation was inspired by a CPA request for a comprehensive guide covering every step of the IC-DISC journey.

Brian breaks down the entire process chronologically, from the initial consultation to determine if a business qualifies, through the critical formation steps that can make or break your IC-DISC. We cover proper capitalization requirements, the infamous 90-day election window, why non-interest bearing bank accounts matter, and the draconian 60-day payment rule that catches many businesses off guard. He explains the difference between simple and transaction-by-transaction calculations, sharing an example where detailed analysis increased a client's commission from $4 million to $17 million on $100 million in export sales.

Whether you're a CPA learning about IC-DISC for the first time or a business owner considering this strategy, Brian's systematic approach demonstrates why working with a true specialist matters when navigating these complex regulations.

Show highlights

• A detailed transaction-by-transaction calculation increased one client's IC-DISC commission from $4 million to $17 million on the same $100 million in export sales.
• Missing the 90-day election filing window requires a private letter ruling costing $35,000-$40,000 to fix, making it cheaper to just set up a new IC-DISC.
• The 60-day payment rule requires paying at least 50% of your estimated commission in cash or promissory note within 60 days of year-end to avoid disqualification.
• Setting up an IC-DISC with no par value stock is a fatal error that will cause the IRS to reject your election, regardless of everything else done correctly.
• A non-interest bearing bank account is essential because even $1.50 of interest income can disqualify your IC-DISC if no commission is paid that year.
• Export sales typically need to reach $3-5 million before an IC-DISC makes economic sense, though exceptions exist for businesses with exceptionally high profit margins.

Links

• LinkedIn - Brian Schwam
• About IC-DISC Alliance

Show notes: https://exportadvisors.com/podcast/071-ic-disc-from-start-to-finish-the-complete-setup-and-compliance-guide/

In this episode of The IC-DISC Show, I sit down with Brian Schwam, National Managing Director of International Tax Services at WTP Advisors, to talk about the most common IC-DISC misconceptions that trip up practitioners and the underutilized opportunities many businesses are missing.

Brian walks through the critical timing rules that confuse even experienced CPAs, including the 60-day and 90-day payment requirements that many practitioners misapply. He explains how the reasonable estimate safe harbor actually works and why paying the minimum amount can accidentally cap your commission at twice that figure. We cover the ordering rules for distributions, the often-misunderstood $10 million threshold, and why the transactional calculation method isn't nearly as impossible as people think. Brian also clarifies that IC-DISC dividends are subject to the net investment income tax, despite what some practitioners might believe.

The conversation shifts to creative structures most companies never consider. Brian explains how multiple DISCs can fund executive bonuses at qualified dividend rates instead of ordinary income rates, saving both employment taxes and up to 17% in federal tax for recipients. He describes evergreen dividend resolutions that eliminate the stress of year-end cash movements and shared-DISC structures that make the strategy economical for smaller exporters with under $3 million in sales. These approaches work for both flow-through entities and C corporations looking to avoid double taxation.

After more than three decades in international tax, Brian brings clarity to a strategy that looks deceptively simple on paper but contains hidden complexity at every turn. This episode delivers practical guidance you can use immediately, whether you're a practitioner helping clients or a business owner evaluating your own structure.

Show highlights

• Paying the minimum 50% under the 60-day rule accidentally caps your total IC-DISC commission at twice that amount, limiting flexibility.
• Companies with export sales over $10 million can still use an IC-DISC—the cap only limits income deferral, not eligibility.
• Multiple DISCs can fund executive bonuses at qualified dividend rates, saving up to 17% in federal tax versus ordinary income.
• The transactional calculation method isn't impossible—most companies in 2025 can pull the data needed to maximize their IC-DISC benefit.
• Evergreen dividend resolutions eliminate 60-day and 90-day payment stress by automatically distributing commission rights on December 31st each year.
• Shared DISC structures let exporters with under $3 million in sales split compliance costs while each partner keeps their full tax benefit.

Links

• LinkedIn - Brian Schwam
• About IC-DISC Alliance

Show notes: https://exportadvisors.com/podcast/070-ic-disc-myths-mistakes-and-opportunities-with-brian-schwam/

In this episode of The IC-DISC Show, I sit down with Raffi Yousefian, CEO of The Fork CPAs, to talk about how extreme specialization transformed his accounting firm from a general practice into the leading restaurant and bar controllership service in the country. Raffi shares the counterintuitive journey of deliberately shrinking his client base to accelerate growth, ultimately tripling revenue within 18 months of selling off 30% of his practice.

We explore how Raffi evolved from serving three industries to exclusively focusing on restaurants and bars, and why weekly financial reporting creates competitive advantages that monthly statements simply can't provide. He breaks down the economics of restaurant operations, explaining why 2% savings in food costs can represent an entire profit margin when you're working with businesses that operate on 5-7% net profits. The conversation reveals how subscription pricing combined with deep industry expertise solves the profession's labor shortage by making firms more profitable and attractive to talent.

What strikes me most is how Raffi's specialization philosophy mirrors successful models in other industries, from medical concierge services to dating apps. If you've ever wondered whether narrowing your focus could actually expand your opportunities, this conversation provides a compelling roadmap.

Show highlights

• Raffi sold off 30% of his accounting practice to focus solely on restaurants and bars, then tripled the remaining 70% within just 18 months.
• Weekly financial reporting in restaurants isn't a luxury—it's survival, since a 2% swing in food costs can represent your entire profit margin.
• The Fork CPAs moved from "insecure niching" with three industries to hyper-specialization, proving that doing less actually accelerates growth when done with expertise.
• Restaurant operators typically process 300-400 invoices monthly for a $3-4 million location, making specialized systems and processes non-negotiable for profitability.
• Subscription pricing in accounting solves the labor shortage by making firms more profitable, allowing them to pay better and attract talent to the profession.
• Specialization creates resonance with ideal clients who say "you sound like my soulmate" rather than casting a wide net and hoping something sticks.

Links

• LinkedIn - Raffi Yousefian
• About IC-DISC Alliance
• About The Fork CPAs

Show notes: https://exportadvisors.com/podcast/069-subscription-pricing-success-with-raffi-yousefian/

Randy spent 17 years in traditional banking at First City and other institutions before moving into capital finance in the mid-1990s. His transition came from frustration with banking silos that prevented common-sense solutions for growing companies. After traveling extensively as a capital finance professional and later serving as president of a bank, he launched Trinity Bay Capital to help companies access everything from asset-based lending to purchase order financing. His approach differs from typical brokers because he pre-qualifies deals using his banking expertise, then targets just three carefully selected lenders rather than shotgunning dozens of institutions.

What makes Randy's work compelling is how often he solves problems without charging fees. One client I referred received three competitive term sheets that gave him leverage to renegotiate with his existing bank, getting everything he wanted at no cost. Randy's focus on matching companies with conventional banks whenever possible, even when capital finance would pay higher fees, demonstrates how his business model prioritizes client outcomes over transaction volume. His internal 48-page reference guide of specialized lenders reflects decades of relationship-building across oil and gas, maritime, manufacturing, and distribution sectors.

Randy's philosophy that "I don't need to work, I do this because I enjoy it" explains why 75% of his pipeline comes from Texas energy companies that conventional banks won't touch, and why he celebrates when clients find better deals elsewhere.

Show highlights

• Randy turns down fund management opportunities that would pay more because accepting them would recreate the banking silos he left to escape.
• Trinity Bay Capital targets just three carefully selected lenders per deal instead of shotgunning 12-20 institutions, achieving 95% term sheet success rates.
• A construction mat company couldn't get financing because their primary assets wear out quickly, until Randy found lenders who advance directly on depreciating equipment.
• Randy helped a frack pipe manufacturer secure $30 million after eight conventional banks declined, simply by knowing which bank was allowed to do oil and gas deals.
• One client found a better deal independently, and Randy celebrated it instead of pushing his commission, telling him "as long as I can work with you, that's awesome."
• Randy's success fee from conventional banks is often reduced compared to capital finance companies, but he always takes clients there first because it's what they deserve.

Links

• LinkedIn - Randy Gartz
• About IC-DISC Alliance

Show notes: https://exportadvisors.com/podcast/068-beyond-banking-silos-with-randy-gartz/

This week on the IC-DISC podcast, I spoke with Mike D'Onofrio from Engineered Tax Services, who's spent 17 years helping business owners maximize their tax strategies through engineering-based specialty tax services.

Mike joined ETS after working in corporate M&A and private equity, where he first recognized the critical need for specialized tax expertise during business transitions, and what struck me about Mike's approach is how his firm combines professional engineering expertise with tax strategy to deliver comprehensive solutions.

They handle everything from cost segregation studies and energy incentives to insurance optimization, processing hundreds of cost segregation studies weekly across every property type imaginable.

Mike's philosophy centers on what he calls "HABU" - highest and best use - focusing on their core expertise while partnering with specialists like us for complementary strategies that create immediate opportunities for businesses to improve cash flow.

The conversation reinforced something I've noticed across successful advisory relationships: the best results come from specialists who stay in their lane while building collaborative teams. Mike's emphasis on maintaining human intelligence alongside technology adoption resonated with my own experience that relationships still drive business success.

Show highlights

• ETS processes hundreds of cost segregation studies weekly, from single-family rentals to NFL stadiums, proving tax strategies scale across all property types.
• The recent bonus depreciation bill plus R&D tax credit enhancements now allow 100% first-year expense capture, creating immediate cash flow opportunities.
• Mike's "HABU" principle (Highest And Best Use) drives their decision to stay specialized rather than compete with partners in overlapping services.
• Engineering expertise combined with tax strategy creates unique value—ETS knows roof types, electrical systems, and construction costs that insurance carriers demand.
• After recognizing insurance as clients' second biggest pain point after taxes, ETS launched a complementary insurance division leveraging existing property data.
• Mike advises his 25-year-old self to surround himself with people much smarter, crediting uncomfortable situations with experts as his greatest learning opportunities.

Links

• LinkedIn - Mike D'Onofrio
• About IC-DISC Alliance
• About Engineered Tax Services

Show notes: https://exportadvisors.com/podcast/067-highest-and-best-use-with-mike-donofrio/

Ronak opens up about the challenges he faced while transitioning from a large corporate environment to a smaller, more hands-on business.

We also explore Ronak's decision to sell his business and the unexpected opportunities that arose from that choice. He reflects on the experiences gained throughout his career, emphasizing the importance of taking calculated risks and adapting to change. His story offers insights into the value of connecting past experiences to current ventures, even when the path isn't always straightforward.

Finally, we discuss navigating today's fast-paced digital world and the importance of maintaining a low profile on social media. Ronak's journey highlights the balance between professional growth and personal fulfillment, making this episode a thoughtful exploration of entrepreneurship and resilience.

Show highlights

• I explore Ronak's remarkable transition from a corporate role at Intel to establishing a successful scrap industry business in New Caney, Texas, emphasizing his desire for more tangible work and the influence of key mentors.
• The episode delves into Ronak's career progression at Schnitzer Steel and Alter Trading, where he gained critical insights in non-ferrous recovery and learned the importance of agile, smaller teams in driving technological advancements.
• Through journaling and introspection, Ronak clarifies his professional desires, leading to the creation of Levitated Metal and reflecting on personal challenges, including his late wife's battle with cancer.
• We discuss the financial strategies Ronak utilized in his entrepreneurial ventures, such as leveraging IC-DISC tax advantages and aligning financial decisions with personal values.
• The conversation highlights Ronak's leadership insights, his decision to pursue a smaller business for personal fulfillment, and the impact of selling his business on both his professional and personal life.
• Ronak shares reflections on his entrepreneurial journey, touching on the lessons learned from his career, the importance of taking risks, and the role of hindsight in connecting the dots of his experiences.
• The episode concludes with a discussion on navigating the complexities of the modern digital landscape and the importance of maintaining a low profile in a rapidly changing social media environment.

Links

• LinkedIn - Ronak Shah
• About IC-DISC Alliance
• About Levitated Metals

Show notes: https://exportadvisors.com/podcast/066-from-silicon-to-steel-with-ronak-shah/

Matt and Scott highlight the importance of relationship building and trust in the scrap metal industry. They share insights into how their reputation and values, like keeping promises and problem-solving, have been instrumental in their success. The episode delves into the symbiotic relationships they have fostered with aluminum suppliers, emphasizing the value of maintaining strong personal connections in business dealings.

We also hear about the transformative leadership styles within Kripke Enterprises. The discussion covers how innovative thinking and diverse perspectives, including contributions from those outside the traditional industry, have reshaped the company's culture. Matt and Scott talk about the balance between a hands-off leadership approach and active collaboration with executives to navigate industry changes.

Finally, the episode touches on the future of the recycling industry, highlighting the role of technology and innovation. The Kripke team shares stories of employee growth and empowerment, including unique programs aimed at helping employees become homeowners. They reflect on the potential of a younger workforce and the exciting developments in material sorting and AI within the aluminum sector.

Show highlights

• In this episode, I delve into the inspiring transformation of Kripke Enterprises from a small family venture into a major player in the scrap metal and recycling industry, led by brothers Matt and Scott.
• I explore the strategic acquisition of Mid-South Aluminum and discuss how building trust and maintaining strong relationships have been key to Kripke's success, emphasizing the unique dynamics of their coil distribution business.
• We discuss the innovative leadership styles within the company and how they've transformed company culture, with insights into how diverse perspectives, especially from non-traditional industry backgrounds, contribute to their growth.
• There's a focus on employee empowerment and personal growth stories, such as Eric Phillips' rise from warehouse manager to COO, highlighting Kripke's commitment to fostering leadership and financial education for employees.
• I cover the positive outcomes from switching to a specialized service provider, which resulted in improved efficiency, response times, and significant tax savings, underscoring the value of expertise in business operations.
• Advice is shared for younger generations entering the workforce, emphasizing the benefits of starting a career in smaller companies for broader exposure and discussing the impact of technology, especially AI, on the industry.
• The episode wraps up with a reflection on the excitement surrounding JJ Spahn's US Open victory and the anticipation of future events, providing a light-hearted end to a comprehensive exploration of Kripke Enterprises' journey.

Links

• LinkedIn - Matthew Kripke
• LinkedIn - Scott Chaffee
• About IC-DISC Alliance
• About Kripke Enterprises Inc

Show notes: https://exportadvisors.com/podcast/065-from-family-venture-to-industry-powerhouse-with-matt-kripke-and-scott-chaffee/

This week I spoke with Zohra Shroff from Sealink Logistics, a freight forwarding company that started in 2005 from a one-bedroom apartment in LA. Zohra joined the family business in 2006 and has helped grow it into a comprehensive logistics provider. Our conversation walked through the complete journey of shipping a container from Houston to India.

Zohra detailed every step of the freight forwarding process, from initial customer vetting through final container return at destination. Their technology platform allows customers to book shipments, track cargo, and manage payments through their mobile app, maintaining this edge for over six years with live tracking and monthly rate updates.

Their approach evolved from simply moving freight to becoming a complete logistics partner handling sea freight, air freight, and domestic transportation under one portal. When customers face problems like container mix-ups or space constraints, Zohra's team works directly with steamship lines to resolve issues rather than leaving customers stranded.

This service model applies to any business where customer problems become your competitive advantage. When others walk away from complex situations, stepping in to solve them builds lasting relationships and premium pricing power.

The freight forwarding industry reminded me that behind every simple transaction sits a web of coordination most people never see. Zohra's passion for helping customers navigate these complexities shows why service businesses thrive when they embrace the hard parts.

Show highlights

• I explore Sealink's journey as a logistics company founded in 2005, emphasizing its deep family roots and innovative approach to the shipping industry.
• I discuss the complexities of the international shipping process, including filing shipping instructions with US Customs and securing an AES number.
• We highlight the challenges and financial implications for shippers when consignees refuse to pick up shipments, emphasizing the importance of financial due diligence.
• In our conversation, we examine the role of freight forwarders and the critical importance of service levels and customer support in the logistics industry.
• We delve into Zohra's entrepreneurial journey, from the jewelry industry in India to co-founding Sea Link in the U.S., illustrating the courage and determination required for such ventures.
• She provides insights into maritime routes and their impacts on transit times, including the choice between the Panama Canal and the Cape of Good Hope.

Links

• LinkedIn - Zohra Shroff
• About IC-DISC Alliance
• About Sealink International Inc

Show notes: https://exportadvisors.com/podcast/064-exploring-sealinks-impact-on-global-shipping-with-zohra-shroff/

Today on the IC-DISC Show, we're talking with John Sacco, owner of Sierra International Machinery, a trailblazer in the recycling industry.

Starting as an agri-packaging business, John transformed the company into a recycling equipment powerhouse, moving from marketing Italian made machines, to designing their own balers and conveyors, and now offering a comprehensive range of recycling equipment with renowned service quality.

He's been a lifelong industry advocate. Serving as past ISRI chairman and creating the "Repurposed" docuseries on Prime Video, a series showcasing how 75% of new American steel comes from recycled materials. Activities that help companies recruit talent by highlighting the environmental benefits of an industry often misunderstood by policymakers and the public.

It's a great conversation revealing how critical recycling is for disaster recovery, processing debris, and supplying rebuilding materials.

Listen in to hear why John believes finding your passion, as he did at age 59, brings more satisfaction than any bank account.

Show highlights

• We explore Sierra's transformation from a leader in agri-packaging during the 60s and 70s to a pioneer in recycling machinery, sparked by the introduction of an Italian machine in the 1980s.
• John discusses the significance of Sierra's involvement with trade associations like ISRI, now REMA, emphasizing the role of advocacy in correcting industry misconceptions and celebrating milestones such as serving as chairman.
• John and I delve into Sierra's innovative marketing approach, highlighting their docuseries on steel recycling that unexpectedly gained popularity on Prime Video, enhancing the industry's image.
• He addresses the broader industry challenge of attracting and retaining talent, drawing parallels to Mike Rowe's advocacy for essential yet undervalued jobs.
• We highlight the environmental advancements in the U.S. steel industry, including its leadership in recycling and the significant role of recycled aluminum in the automotive sector.
• John shares advice on prioritizing passion over profit, emphasizing personal growth and the rewarding aspects of the journey, including attending industry conferences and personal milestones.
• He reflects on Sierra's collaborative team effort in expanding product offerings, driven by customer needs and market opportunities, while maintaining a strong reputation and high-quality service.

Links

• LinkedIn - John Sacco
• About IC-DISC Alliance
• About Sierra International Machinery

Show notes: https://exportadvisors.com/podcast/063-from-packaging-to-eco-innovation-with-john-sacco/

We walk through a hypothetical example to illustrate how an exporting business could benefit from IC-DISC. Brian explains how companies involved in manufacturing, repairing, or trading parts can qualify and why many eligible businesses overlook this opportunity. We also discuss the annual MRO conference in Atlanta, where industry professionals gather to share insights and best practices. This event highlights the ongoing impact of IC-DISC within the aerospace sector and beyond.

Despite the clear benefits, many businesses hesitate to implement IC-DISC due to a lack of awareness or expertise. Brian talks about how our firm partners with CPA firms to integrate IC-DISCs into existing tax processes, making it easier for businesses to take advantage of these savings. He also highlights the underutilization of IC-DISC and why more companies should consider it as part of their tax strategy.

We wrap up by discussing the upcoming MRO America's Conference in Atlanta, where exporting aviation maintenance companies can connect and learn more about IC-DISC applications. Whether you're new to IC-DISC or looking to refine your approach, this conversation provides useful insights for businesses considering this tax-saving opportunity.

Show highlights

• In this episode, I discuss the intricacies and benefits of Interest Charge Domestic International Sales Corporations (IC-DISC) with tax attorney Brian Schwam, who has over 35 years of experience in the field.
• We explore the historical context of IC-DISC, including its origins in 1972 and the significant changes it underwent following international scrutiny and U.S. tax reforms, such as the 2003 Bush tax cuts and the 2017 Tax Cuts and Jobs Act.
• Brian provides insights into how IC-DISC can serve as a valuable tax incentive for U.S. exporters, particularly those in the aerospace industry's Maintenance, Repair, and Overhaul (MRO) sector.
• Through a detailed hypothetical example, we illustrate how companies can leverage IC-DISC to maximize export profits, highlighting specific benefits for pass-through entities and closely held C corporations.
• We address common apprehensions businesses face regarding IC-DISC implementation and discuss how collaboration with CPA firms can facilitate a seamless integration into existing tax processes.
• Despite the clear benefits, IC-DISC remains underutilized, and we emphasize the potential missed opportunities for businesses not taking advantage of this tax-saving strategy.
• The episode also covers upcoming industry events, such as the annual MRO conference in Atlanta and the ICDISC Alliance Conference, which offer valuable networking and professional growth opportunities.

Links

• LinkedIn - Brian Schwam
• About IC-DISC Alliance
• About WTP Advisors

Show notes: https://exportadvisors.com/podcast/062-the-hidden-potential-of-ic-disc-with-brian-schwam/

We discuss the importance of business continuity planning, particularly for companies in hurricane-prone areas. Tim tells me about a Houston client whose facilities experienced severe flooding, highlighting how proper data recovery systems made a crucial difference in their ability to resume operations.

Managing sensitive data is a key topic in our conversation, as Tim's company works with high-net-worth families, family office sectors, as well as companies in a variety of industries. He explains how word-of-mouth referrals have helped build trust with these clients who require careful handling of confidential information.

The conversation turns to Tim's approach to business acquisition, where he focuses on purchasing IT firms from retiring owners. He describes his method of maintaining and growing these businesses post-purchase while sharing insights about how remote management tools have transformed IT services over the past 35 years.

Show highlights

• I discussed Tim's career evolution from working in the airline industry with Continental Airlines and American Express to establishing his own IT services firm, Solutions Information Systems, in Houston, Texas.
• Tim shared insights on how his managed IT services company has established a national presence by utilizing robust remote management tools and enterprise-class processes.
• We explored the importance of business continuity and rapid data recovery, highlighted by a story of a Houston-based company that faced severe flooding and required effective disaster recovery solutions.
• Tim's firm specializes in managing sensitive data for high-income families in construction and family office sectors, emphasizing the importance of trust and credibility built through word-of-mouth referrals.
• We discussed Tim's strategy for acquiring small businesses from retiring owners, focusing on enhancing the value of these businesses post-acquisition to ensure continued growth.
• Tim reflected on his entrepreneurial journey from modest beginnings, emphasizing the significance of diversifying income sources and the evolving importance of data protection in the digital age.
• The episode concluded with an exploration of the evolution of office communication over the last 35 years, showcasing the technological advancements that have redefined the IT industry.

Links

• LinkedIn- Tim Loney
• About IC-DISC Alliance
• About Solutions Informations Systems

Show notes: https://exportadvisors.com/podcast/061-from-airlines-to-it-with-tim-loney/

Based in Pittsburgh, Susanne chairs the firm's International Business Team and provides insights into import regulations and export control classifications.

We dive deep into the complexities of U.S.-China trade relations, examining Section 301 tariffs and their impact on small-value imports. She shares practical strategies companies use to navigate these challenges, such as China's establishing factories in Mexico to counter tariff restrictions.

The conversation highlights the critical importance of accurate prior disclosures to regulatory agencies. Through a compelling case study, Susanne illustrates how businesses can effectively manage compliance, demonstrating that U.S. agencies can be forgiving when companies approach disclosure with transparency and comprehensiveness.

Beyond trade compliance, we touch on personal development. I share insights on work-life balance and the significance of building a capable team. Susanne's expertise provides a unique lens into how professional challenges can be navigated with strategic thinking and thorough preparation.

Show highlights

• Susanne Cook, a senior partner at Denton's Cohen and Grigsby, shares her expertise on international trade compliance, focusing on the import side of the practice.
• The episode discusses the importance of accurate prior disclosures to regulatory agencies and the potential consequences of incomplete disclosures.
• We explore the challenges and strategies related to U.S.-China trade relations, specifically regarding Section 301 tariffs and the implications for small-value imports.
• Susanne provides a case study on determining export control classifications, highlighting the role of full disclosure and the forgiving nature of U.S. agencies when proper steps are taken.
• The conversation covers the growth of Denton's trade practice, emphasizing their specialization in assisting foreign companies entering the U.S. market.
• We examine China's strategy of building factories in Mexico to circumvent tariffs through USMCA and the role of trade experts in advising businesses.
• The discussion touches on the characteristics of an ideal client for trade advisory services, including large companies with sophisticated internal traffic groups and growing businesses.
• We highlight the importance of early compliance to avoid potential pitfalls and the necessity for companies to understand their import-export responsibilities.
• Susanne and I delve into personal growth and team building, discussing the significance of surrounding oneself with a capable team and achieving work-life balance.
• The episode offers practical advice on personal and professional development, emphasizing teamwork and strategic client selection.

Links

• LinkedIn- Susanne Cook
• About IC-DISC Alliance
• About Dentons

Show notes: https://exportadvisors.com/podcast/060-decoding-trade-compliance-with-susanne-cook/

Scott has been in the business valuation game for over a decade and has helped over a hundred companies with business valuations. He fills us in on his two-part strategy for boosting a business's value. First, Scott runs the numbers to give owners an accurate picture of where they stand today. Then, he guides them through personalized steps to substantially increase that worth over time.

Beyond the valuation nuts and bolts, we also dig into Scott's role as a business coach. How he really takes the time to understand each client's unique situation and goals. Plus, Scott keeps things straightforward with transparent, flat fees.

All in all, If you want to learn how assessing and growing your business from the inside out can pay off big time, give it a listen.

Show highlights

• Scott Abels specializes in business valuations and operates Precision Valuation Services, aiming to increase a company's value through a two-step process.
• We discuss Scott's expertise in conducting over a hundred business valuations and his 13 years of experience in the field.
• Scott's approach involves a formal valuation to determine current business worth followed by a strategic process to enhance that value.
• We cover Scott's background as a CFO and how it provides a unique perspective on business valuation compared to traditional CPA views.
• Scott shares real-life examples, such as identifying profit leakage due to incorrect pricing and over-delivering on customer service.
• Scott details how a comprehensive valuation and growth coaching can help businesses plan for a more profitable future and prepare for potential exit strategies.
• We explore the value of Scott's flat fee structure for his services, which helps eliminate surprises and empowers clients financially.
• Scott offers an initial consultation to deeply understand client needs and is willing to invest his own time to assess the potential to help them.
• Scott is open to answering listener questions about his services and expresses a strong passion for helping entrepreneurs grow their businesses.
• We highlight the joy of working with business entrepreneurs and the fulfillment that comes from helping them succeed and contribute to economic growth.

Links

• About IC-DISC Alliance
• About Precision Value Services

Show notes: https://exportadvisors.com/podcast/059-understanding-your-valuation-with-scott-abels/

He emphasized niche specialization as a winning strategy and offered case studies on recruiting and M&A success stories. Geoff also addressed the talent crisis through remote hiring. Additionally, the discussion delved into the evolving landscape of accounting firm acquisitions and metrics key for private equity interest.

Lastly, Geoff highlighted critical steps for transitioning to remote operations, leveraging outsourcing to boost efficiency, and preparing firms for future selling opportunities.

Show highlights

• In this episode, I interviewed Geoff Bruskin, founder of White Tiger Connections, who shared his insights on niche specialization in the public accounting sector and how his martial arts background influenced his business approach.
• Geoff discussed the current talent crisis in accounting and highlighted remote hiring as a strategic solution, offering case studies to illustrate successful recruiting and M&A projects.
• We explored the four main types of buyers in accounting firm acquisitions: small accounting firms, regional or national firms, financial services firms, and private equity buyers, along with key metrics like EBITDA and gross revenue that attract private equity interest.
• Geoff emphasized the importance of transitioning to a remote client model to make accounting firms more appealing to potential buyers and discussed the benefits of training clients in remote interactions.
• We talked about outsourcing high-volume, low-value tasks to international teams to enhance efficiency and allow domestic talent to focus on more complex and high-value work.
• Geoff shared a case study of a rural firm struggling with debt due to hiring challenges and inefficiencies, suggesting an overseas model for high-volume work to improve financial health.
• We discussed the synergy between accounting and financial services firms, especially in light of the significant wealth transfer occurring as baby boomers retire.
• Geoff invited listeners to explore networking opportunities with White Tiger Connections, directing them to their website and LinkedIn profile for more information.
• Throughout the episode, Geoff provided actionable strategies for accounting firm owners to navigate acquisitions, improve efficiency, and prepare for a successful future.
• We concluded the episode with Geoff's insights on how accounting firms can position themselves for growth and potential mergers and acquisitions by adopting innovative operating models.

Links

• LinkedIn- Geoff Bruskin
• About IC-DISC Alliance
• About White Tiger Connections

Show notes: https://exportadvisors.com/podcast/058-unlocking-accounting-success-with-geoff-bruskin/

Deanna reflects on transitioning from banking to leading an accounting firm committed to transparency and team-based client service. We explore Venturity's unique approach to addressing private businesses' administrative and strategic needs.

From supporting founder-led ventures to navigating COVID disruptions, Deanna shares insights into competently enhancing clients' capabilities. Our conversation considers the evolving role of CPA firms and the benefits of mentorship in this field.

This episode offers not just information but valuable perspectives on outsourcing in today's accounting landscape, enlightening you on the potential strategies and solutions available.

Show highlights

• I discussed outsourced accounting services with Deanna Walker, CEO of Venturity Financial Partners, exploring their commitment to open book management and "The Great Game of Business" principles.
• Deanna shared her journey from a decade-long banking career to leading Venturity, highlighting her experiences in business development and the firm's team-based approach.
• We examined a case study involving a multi-entity dental service organization where Venturity's offshore team significantly improved financial reporting and reduced errors.
• The conversation included how Venturity supports founder-led companies by maintaining institutional knowledge while enhancing accounting capabilities amid a nationwide shortage of qualified accountants.
• We delved into the importance of quality work, proactive collaboration, and consistent communication with clients in financial services, emphasizing a team-based approach to outsourcing.
• Deanna discussed the evolving role of CPA firms in the outsourcing space and the impact of regulations like Sarbanes-Oxley on their services.
• We explored Venturity's advisory practice, which includes a team of CFOs and COOs providing operational expertise and strategic planning support to clients.
• Deanna highlighted the significance of mentorship, particularly for women in accounting, and the positive impact of open book management on team engagement and service quality.
• We addressed the challenges Venturity faced during the COVID-19 pandemic, including capacity issues and the necessity of prioritizing client relationships based on mutual value.
• The episode concluded with a lighthearted debate on the merits of Texas barbecue versus Tex-Mex cuisine, revealing a shared passion for Tex-Mex.

Links

• LinkedIn- Deanna C Walker
• About IC-DISC Alliance
• About Venturity Financial Partners

Show notes: https://exportadvisors.com/podcast/057-outsourced-accounting-insights-with-deanna-walker/

I learn how industries like restaurants and stock trading benefit from robust patent protection. Andy demystifies securing patent licenses through the secondary market, allowing businesses access to a vast portfolio. Tailored solutions are key to understanding clients’ needs.

For business owners, Andy discusses using patent licensing for long-term investment and coupling it with Private Placement Life Insurance.

Andy offers valuable insights as we discuss real cases that illustrate high stakes, even in seemingly simple industries. We also touch on ethical considerations in competitive landscapes and ensure personalized services.

Show highlights

• Andy Hein shares his background in chemical engineering and patent law, discussing his experience at Skadden Arps and Sidley Austin before founding Patent Veritas.
• We discuss the role of Patent Veritas in helping businesses secure their intellectual property through strategic patent licensing, particularly focusing on mitigating litigation risks from patent trolls.
• Andy explains how Patent Veritas acquires patents from the secondary market and licenses them to clients, allowing companies to preempt costly legal battles and enhance their IP portfolios.
• We delve into the benefits of understanding clients' revenue streams and technological processes to offer tailored patent protection solutions, applicable to various industries, including non-high-tech sectors like restaurant chains and stock trading operations.
• Andy elaborates on the concept of Private Placement Life Insurance (PPLI) for accredited investors, highlighting its dual benefits for business owners in protecting both their business and personal interests.
• We explore real-world cases, such as a litigation involving used car sales companies, to illustrate the high stakes of patent protection and the strategic moves companies can make to safeguard their operations.
• Andy discusses the ethical considerations and strategic advantages of having a robust patent portfolio to counteract competitor lawsuits, emphasizing the value of being proactive rather than reactive.
• We reflect on the rewarding aspects of offering personalized legal services and the importance of ensuring a good fit between clients and Patent Veritas' offerings, with a unique fee structure based on patent licenses rather than hourly rates.
• Andy provides insights into the competitive dynamics of the patent marketplace, explaining how companies can leverage patent licensing as a long-term investment to enhance their business value.
• We conclude with advice for entrepreneurs and business owners, stressing the importance of being hardworking, available, and respectful in building successful client relationships, and offering complimentary initial consultations to make the first step towards collaboration accessible.

Links

• Email Andy
• LinkedIn
• About IC-DISC Alliance
• About Patent Veritas

Show notes: https://exportadvisors.com/podcast/056-business-protection-strategies-with-andy-hein/

Her insight into culture, growth, and talent acquisition provided invaluable counsel for aspiring leaders.

We explore nuanced career shifts and hiring new teams, emphasizing integrity's strategic importance. Jane highlights fact-checking credentials for ethics and vetting, referencing a shocking case of credential fabrication. Our conversation sheds light on work evolutions, from mentorship changes to communication innovations over the years.

Show highlights

• Jane Howze shares her career transition from a commercial lending officer and lawyer to the founder and managing director of the Alexander Group, a top retained executive search firm.
• We discuss the early challenges Jane faced in a male-dominated industry and her experiences at Korn Ferry, emphasizing her success in executive search.
• Jane and I reminisce about shared history at The Alexander Group, including nostalgic and entertaining stories from the early days of our careers.
• Jane emphasizes the importance of integrity during career transitions, particularly when handling professional references and avoiding misrepresentation.
• We touch on the strategic advantages of honesty and the repercussions of fabricating qualifications, as highlighted by a CEO's false claim of a computer science degree.
• The episode covers the evolution of workplace dynamics, mentorship, and the practical advice Jane offers for aspiring paid board members.
• Crazy industry tales are recounted, such as an adventure with a $700 car in LA and setting realistic client expectations in executive search scenarios.
• Jane provides insights into networking and career strategy, especially relevant during the Great Resignation and for those aiming for public company board positions.
• We explore Dave's innovative client communication strategies and the impact of networking, as well as the significance of crafting a board-specific resume.
• The episode concludes with a light-hearted exchange about "tours of duty" within a firm, comparing it to conscription, and reflects on the demanding but rewarding nature of our work experiences.

Links

• jhowze@thealexandergroup.com
• LinkedIn
• About IC-DISC Alliance
• About The Alexander Group

Show notes: https://exportadvisors.com/podcast/055-from-courtroom-to-boardroom-with-jane-howze/

With the looming December 2025 deadline, Jonathon explains trust structures and exemptions that can freeze business value to minimize estate taxes. From revenue crunching to complex legislation, his expertise cuts through financial jargon.

For those growing rapidly or concerned about legacy, this conversation provides nuanced counsel on leveraging sophisticated legal mechanisms.

Show highlights

• Jonathon Morrison, an estate planning expert, discusses strategies for business owners to preserve their wealth and protect it from potential estate tax changes expected by December 31st, 2025.
• We examine the importance of proactive estate planning for business owners, especially those with assets ranging from $10 to $100 million, to minimize estate tax implications.
• Jonathon emphasizes the benefits of sophisticated trust structures that can 'freeze' a business's value for tax purposes while providing robust defense against unforeseen events.
• The conversation covers the urgency for business owners to engage in estate planning before the anticipated decrease in estate tax exemptions in 2026.
• We explore how transferring business ownership into special trusts can help business owners maintain control of their assets while reducing their taxable estate.
• A case study is presented, demonstrating how strategic valuation discounts and transferring minority interest to a gift trust can result in significant estate tax savings.
• Jonathon outlines his unique business model, which includes direct engagement with clients, flat fee structures, and comprehensive annual reviews, to provide personalized estate planning services.
• The episode touches on the financial benefits of estate planning, such as savings on estate taxes and protection of inheritances from creditors, lawsuits, and divorce.
• During the podcast, Jonathon shares his personal background, including his passion for car collecting and his roots in Arizona.
• We delve into the complexities of funding designs for gift trusts, stressing the importance of optimizing both the trust structure and the funding strategy for maximum effectiveness.
• Email
• LinkedIn

Links

• About IC-DISC Alliance
• About Frazer Ryan Goldberg and Arnold LLP

Show notes: https://exportadvisors.com/podcast/054-wealth-preservation-masterclass-with-jonathon-morrison/

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Before joining EX-IM, Eric worked for a privately-held exporter that was a customer of EX-IM. His expertise both inside and outside of EX-IM sheds light on crucial products like export credit insurance, export financing, and financing for foreign buyers. These solutions can alleviate common hurdles inhibiting international trade growth.

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We also talk through some real-world examples of these various EXIM solutions. This is a must-listen episode for any company doing substantial direct exports.

Show highlights

• Eric Miller from the Export-Import Bank of the United States (Ex-Im Bank) discusses the role of the bank in aiding exporting companies with financial services, operating without costing taxpayers.
• We delve into how Ex-Im Bank and the Small Business Administration (SBA) offer loan guarantees and insurance to boost companies' borrowing capacity.
• Eric shares insights into export credit insurance and how Ex-Im Bank's products can help resolve common financial challenges in international transactions.
• The discussion covers Ex-Im Bank's new domestic project finance product, designed to support projects that have a significant export component.
• We touch on the requirement for a U.S. majority in product content, aiming to foster manufacturing and job growth in the United States.
• Eric explains the importance of services, like engineering and architectural services for foreign projects, requiring a U.S. majority for cost.
• We discuss government resources that can aid businesses in exporting, such as tax incentives and the Gold Key service provided by the U.S. Commercial Services.
• The episode highlights the STEP grant, a federal program managed by states to support companies with export-related expenses.
• Eric and I settle the Tex-Mex vs. BBQ debate with an appreciation for both, adding a lighthearted twist to the episode.
• Contact information for Eric Miller is shared for listeners who wish to connect and further explore export financing options.

Links

• eric.miller@xmexim.gov
• About IC-DISC Alliance
• About Export-Import Bank of the United States

Show notes: https://exportadvisors.com/podcast/053-unlocking-the-potential-of-export-credit-insurance-with-eric-miller/

Our conversation reveals how Strategic CFO blends accounting expertise with innovative strategies to strengthen businesses from the inside out. Through insights on US GAAP, technology, and building capable teams, Dan shows us why accounting is about more than compliance - it's about fostering strategic growth.

Near the end, Dan offers us personal anecdotes about cultivating early savings habits and his culinary interests. Our discussion provides a blueprint for navigating accounting challenges with an international perspective and strategic foresight to propel businesses higher.

Show highlights

• Dan Corredor's firm, Strategic CFO, is leading a cost-saving revolution by near-shoring back-office accounting services to Mexico, significantly reducing costs compared to traditional US-based services.
• Strategic CFO was acquired by Dan Corridor in 2017 after the passing of founder Jim Wilkinson, and Dan has continued to evolve the company while maintaining its legacy.
• We discuss the importance of differentiating between bookkeeping and accounting, where bookkeeping involves recording transactions and accounting involves analyzing and interpreting financial data according to US GAAP.
• We highlight how an effective accounting team can steer companies beyond outdated systems, and how technology is transforming financial statement preparation.
• Dan emphasizes the symbiotic client relationships that result from a combination of coachability and strategic foresight in financial matters.
• There's a discussion about the challenges in the US accounting landscape, including talent shortages and wage inflation, and how near-sourcing with Mexican talent offers a solution.
• The near-sourcing model involves Mexican employees supervised by Texas-based controllers, ensuring quality control while offering CFO-level support to US companies.
• We touch upon the personal side of Dan Corridor's journey, including the importance of early financial savings and sharing personal culinary favorites, to connect with the audience.
• Strategic CFO brings a unique international perspective to each client they serve, emphasizing their hands-on approach and operational expertise.
• We wrap up with anecdotes and stories that provide insight into the practical application of financial strategies and how companies can scale efficiently with the right accounting support.

Links

• About IC-DISC Alliance
• About Strategic CFO

Show notes: https://exportadvisors.com/podcast/052-mastering-finance-with-nearshoring-insights-with-dan-corredor/

We explore the challenges of selling a business, like why most small businesses don't sell successfully and the potential pitfalls of an exit.

We also discuss relying on experienced advisors and how understanding taxes and markets can aid planning. Laurie shares invaluable advice on navigating this critical phase successfully.

This episode is a must-listen for any business owner planning to navigate their business transition.

Show highlights

• Laurie and I discuss her journey as a CEO and author of The Business Transition Handbook, providing insights into the realities of business transition.
• She highlights the hard truth of selling a business and how eight out of ten small businesses fail to do so successfully.
• We talk about the common pitfalls of business transition, the five "D's" that can disrupt a business, and the value of creating a satisfied client base.
• Laurie explains the unique challenges law firms face during business transition and offers her strategies for a smooth transition.
• We delve into the importance of a clear exit plan and the different options business owners have when transitioning their business.
• Laurie advises focusing on three primary goals during business transition: business, personal, and financial.
• We discuss the analogy of business transition planning to having a sherpa guide you through a treacherous terrain, making the process seem less daunting.
• Laurie emphasizes the significance of accountability in business and the benefits of having industry expert conversations during transition.
• We explore the upcoming online course based on Laurie's book that she plans to launch in the first quarter of 2024, aiming to reach a wider audience of entrepreneurs.
• We discuss the importance of having an experienced network of professionals to help businesses reach their goals and create a successful transition plan.

Links

• About IC-DISC Alliance
• About The Business Transition Sherpa
• About The Endgame Entrepreneurship Course

Show notes: https://exportadvisors.com/podcast/051-pathways-to-successful-business-transitions-with-laurie-barkman/

Carolyn shares inspiring success stories of SBDC clients who utilized free services to export goods successfully. I also learned more about the SBDC's impactful support for small businesses through cost-free assistance.

We wrap it up by exploring how SBDC teams in Texas and Colorado foster business growth.

Show highlights

• Carolyn Turner, the Assistant Director of Research and Training at the Alabama International Trade Center for Imports and Exports, joins us to discuss Alabama's economic progress and the impact of the Small Business Development Center (SBDC).
• We discuss the remarkable growth in job creation, economic investment, and new business formations in Alabama, which can be directly linked to the efforts of the SBDC.
• Carolyn shares inspiring success stories of businesses that have used the SBDC's free services to successfully export goods.
• We delve into the valuable, cost-free services provided by the SBDC and its transformative role in Alabama's business landscape.
• We explore the flourishing industries in Huntsville, Alabama, including aerospace, aviation, missile defense, and genomics.
• Carolyn and I have a lively discussion about the economic influence of Bucky's in Alabama and the importance of taking breaks.
• We touch on the peculiarities of international business, such as the unnecessary pursuit of perfection, and engage in a playful debate about whether to use hot or cold water when scooping ice cream.
• We highlight the work being done by the SBDC teams in Texas and Colorado to support small businesses and entrepreneurs.
• Carolyn emphasizes the importance of making use of SBDC resources, particularly for those in Texas, and encourages checking out the San Antonio SBDC.
• We end on a note of importance, discussing the significance of finding joy in what you do and taking breaks to maintain passion and enthusiasm.

Links

• About IC-DISC Alliance
• About Alabama International Trade Center

Show notes: https://exportadvisors.com/podcast/050-exploring-alabamas-booming-industries-with-carolyn-turner/

Mark outlines the origins of virtual family offices, tracing back to the Rockefellers. We learn they now cater to those with $10 million or more in assets. Additionally, Mark describes optimizing value when selling a business through pre-sale coordination, marketing strategy, and deploying post-liquidity event assets.

We conclude by examining indexed universal life insurance advantages and investing in index funds, real estate, and small businesses. Overall, this informative episode underscores wealth management options and leveraging life insurance through Mark's insights

Show highlights

• In this episode I chat with Mark Wade, the founder and president of Echelon Virtual Family Office, How He provides services to wealthy individuals who need family office services but do not justify having a standalone family office.
• Mark elaborates on the concept of a virtual family office, highlighting that it originated with the Rockefellers. He explains that these services are typically available to those with a net worth of $10 million or more.
• We discuss the process of leveraging life insurance through premium financing, with Mark emphasizing that the coordination of various financial professionals and providers is key to unlocking a business's value.
• Mark and I delve into the process of pre-sale value creation, marketing to potential buyers, and the deployment of assets after a liquidity event.
• We explore the struggle of successful business owners in transitioning from their roles after a liquidity event, and the satisfaction derived from making a difference in people's lives.
• We discuss the concept of premium financed life insurance and how Etch-A-Lan uses it strategically.
• Mark describes the process of bank financing with collateral and contribution, explaining how clients can sign a personal loan and provide collateral.
• We discuss how despite a higher interest rate environment, the strategy of bank financing remains potent due to policy flexibility.
• Mark and I examine the benefits of indexed universal life insurance and the advantages of investing in index funds, rental real estate, and small business ownership.
• Finally, we celebrate the power of self-confidence and the wisdom gleaned from financial experiences.

Links

• About IC-DISC Alliance
• About Echelon Wealth Strategies

Show notes: https://exportadvisors.com/podcast/049-demystifying-virtual-family-offices-with-mark-wade/

Kirk lifts the veil on the strategic growth CFO role beyond tasks. Discover pivotal client habits and Kirk's innovative fractional model. An intriguing question prompts Kirk's life-shaping reflections.

Dive into Kirk's book exploring transformational practices. Thought-provoking topics include Tesla's budgeting, lean innovator Joe Justice, and the power of tales. I also share leadership lessons from my CEO collaborations.

Finally, uncover a CFO's higher mission. Kirk illuminates the Growth CFO Certification, empowering professionals as strategic partners. If you seek financial stewardship strategies or a richer purpose, this episode presents a treasury of wisdom for cultivating sustainable growth in your organization and career.

Show highlights

• This episode features Kirk McLaren, the founder of Foresight CFO, and we discuss his unique role as a growth CFO and the innovative tactics he uses to provide fractional CFO services.
• McLaren shares his three key habits for growth, which are crucial for any manager to adapt for successful financial management.
• We dive into McLaren's book 'The Growth CFO Void', which offers practical habits that can transform a manager's life and has been published in collaboration with Forbes.
• McLaren and I discuss the intriguing idea of Tesla's non-existent budgeting process and its influence from lean manufacturing guru Joe Justice.
• We also explores the importance of employees taking ownership of their numbers and the critical role of daily dashboard tools for effective financial management.
• McLaren highlights the importance of CFOs becoming true allies of the CEO, stepping beyond tasks, and helping in decision-making processes.
• We talk about the CR Growth CFO Certification, an initiative that empowers financial professionals to enhance their role as a CFO.
• We explore the importance of meaningful connections in the financial growth and management sphere.
• He touches upon how Foresight CFO uses a three-person team approach to provide fractional CFO services, and the importance of having a learning mindset for successful financial management.
• We conclude with a discussion on the bigger purpose of a CFO in a company and how their role is not just limited to financial operations, but also involves strategic decision-making and navigating the company towards growth.

Links

• About IC-DISC Alliance
• About Foresight CFO

Show notes: https://exportadvisors.com/podcast/047-unlocking-the-secrets-of-financial-growth-with-kirk-mclaren/

Mike and Matt stressed meeting regularly so these plans stay on track and don't cause disruption. They also talked about having a whole team involved beyond just lawyers, with experts in different fields all working together towards long-term goals.

The overall message I got from listening was planning early, working with professionals with experience like Matt and Mike, and sticking with the process to ensure that transitions go smoothly for everyone.

Show highlights

• Many business owners tend to push exit and succession planning to the bottom of their to-do list, focusing instead on day-to-day operations.
• Sudden exits without a succession plan can leave the business leaderless and destroy its value. By recognizing the need for succession planning early on, you can protect and maximize the value of your business.
• Planning helps align goals and increase value for employees, family, and the owner. Clear vision and goals for all stakeholders are necessary for a successful succession plan.
• Without planning, a sudden exit can result in a dramatic reduction in the value of the business.
• Having the right people in place and a solid succession plan increases the value of the business to potential buyers.
• A turnkey business that can generate income without the owner's presence is of premium value.
• They emphasize the importance of working with a team of experts, including estate planning attorneys, CPAs, and wealth advisors. These professionals can provide valuable insights and ensure a comprehensive plan is in place.
• They also mention that M&A lawyers often push for third-party sales because it's what they know and are experienced in.
• Planning is not a one-time event but an ongoing process that requires regular meetings and adjustments. Embrace the process, and you'll be well on your way to a successful exit and a bright future for your business.
• The conversation touches on the indirect acquisition structure and ESOPs as potential strategies.

Links

• About IC-DISC Alliance
• About Dentons

Show notes: https://exportadvisors.com/podcast/046-exit-planning-and-succession-with-mike-silverman-and-matt-clark/

We dig deep into the importance of believing in oneself, the necessity of having succession plans, and how to stay connected with clients. Jackie highlights the importance of strategic planning, building generational wealth, and her passion for helping those in the "retirement red zone" and first responders.

Show highlights

• Jackie, a CPA and founding partner at a firm in Tampa, Florida, shares her firm's unique approach to financial planning. They take a 360-degree view of their clients' financial history and patterns, and use these insights to strategically plan for the future.
• Her firm has created the 'hero package', a document storage system designed to prepare clients for unexpected life events. This has proven to be an extremely beneficial tool for clients and their families.
• Jackie also runs a radio show, Beyond the Money, where she promotes financial literacy. She shares her clients' successes and educates listeners on various financial topics.
• She transitioned from radio to podcasting to delve deeper into financial topics. This medium allows her to explore complex subjects in greater detail and share her wealth of knowledge with a broader audience.
• Jackie believes in the importance of self-trust and confidence. She encourages listeners to believe in their capabilities and not be overly concerned with others' opinions.
• She emphasizes the importance of having a succession plan for businesses. Having a plan in place can prevent confusion and complications in the event of unforeseen circumstances.
• Jackie's firm serves clients all over the United States and Europe, focusing particularly on those in the retirement 'red zone' and first responders. Her unique timeline process helps clients plan for upcoming life milestones.
• She advocates for progress over perfection. She believes that being organized and having all important documents and passwords in one place can make a significant difference.
• Jackie's firm is considered a full-service planning firm. They collaborate with attorneys and other professionals to provide a comprehensive 360-degree view of their clients' lives.
• Through her radio show and podcast, Jackie has been able to interview celebrities and share their personal financial planning stories. These interviews provide listeners with a unique perspective on financial planning and management.

Links

• About IC-DISC Alliance
• About Campbell & Co

Show notes: https://exportadvisors.com/podcast/045-mastering-the-art-of-financial-planning-with-jackie-campbell/

They've identified a market inefficiency because endowments, institutions, and non-profits are usually prohibited from investing in cannabis. Additionally, these cannabis companies are typically not bankable for traditional debt. So Chicago Atlantic has a really interesting debt model for accredited investors, with great collateral coverage and attractive loan-to-value ratios.

Hayden is a really interesting guy, and even if you're not investing, he has a really interesting update on the state of the cannabis business, especially east of the Mississippi. In fact, Hayden shares some background on cannabis legalization history and why states east of the Mississippi are more financially attractive. I hope you enjoy the episode.

Show highlights

• Chicago Atlantic leverages market inefficiencies in the cannabis industry to provide high-yield investment opportunities for accredited investors.
• Endowments, institutions, and nonprofits are typically prohibited from investing in cannabis, leaving a lucrative market for accredited investors.
• Chicago Atlantic's cannibus fund provides low-leverage loans to cannabis operators, offering attractive returns with high collateral coverage and loan-to-value ratios.
• Delayed draw term loans, low-leverage structures, amortization of loans, and floating rate loans are some benefits of investing in cannabis loans.
• Well-collateralized loans and the value of licenses as collateral add security to investments in the cannabis industry.
• There are two types of markets in cannabis: unlimited license models and limited license models, with the latter offering greater market control and higher valuations.
• The mispriced risk in the cannabis industry allows for higher investment returns, as operators prefer paying higher interest rates on debt rather than selling equity at depressed prices.
• Political uncertainties and regulatory hurdles in the cannabis industry contribute to the mispriced risk and present unique opportunities for investors.
• The black market for cannabis still exists due to high taxes and regulations in states like California, impacting legal operators and consumers.
• Chicago Atlantic's focus on high-collateral cannabis loans and low-leverage structures presents a unique opportunity for investors in the rapidly growing industry.

Show notes: https://exportadvisors.com/podcast/044-returns-on-an-alternative-investment-class-with-hayden-kelly/

Listen in as Marvin and I discuss the current state of estate planning and the unique opportunity presented by today's (historically) large estate-tax exemption.

We explore the concept of 'Use it or Lose it' and how various trusts can be used to maintain access, control, and flexibility while avoiding potential pitfalls. We also touch on the impact of wealth, inflation, and the political climate on estate planning tools and the importance of preparing heirs to receive their inheritance.

Finally, we also delve into the challenges that family businesses face when estate planning is neglected, and the power of philanthropy to keep a family connected. Marvin's insights and expertise make this episode a must-listen for anyone interested in estate planning, wealth management, and leaving a lasting legacy.

Links

• About IC-DISC Alliance
• About The Blum Firm

Show notes: https://exportadvisors.com/podcast/043-estate-planning-strategies-for-a-lasting-legacy-with-marvin-blum/

We talked about how he ended up with this model and how it has evolved over time, based on both client and employee feedback.

Greg is a dynamic, forward-looking professional who is on the cutting edge of a new trend in the CPA profession.

Links

• About IC-DISC Alliance
• About Anomaly

Show notes: https://exportadvisors.com/podcast/042-subscription-cpa-success-with-greg-obrien/

In the past, John has done hundreds of transactions, on both the buy-side and the sell-side for a number of different public and private companies. But he really loves representing sellers who are selling to much larger, more sophisticated buyers, in which he is able to level the playing field.

You will enjoy this wide ranging conversation. John has some great stories, client success stories, and examples of things that can go wrong.

It was a really interesting conversation and I learned a lot about some things to be on the lookout for when you're considering selling your company. I hope you enjoy the episode.

Links

• About IC-DISC Alliance
• About Walker Law

Show notes: https://exportadvisors.com/podcast/041-being-a-deal-attorney-with-john-walker/

We have known each other for more than a decade. He's very active in the scrap metal business and has a great story about why he started Metals Recycling Magazine after a long tenure in the scrap trade industry.

We talked about why he started it as his first entrepreneurial venture, concerns, and lessons learned, and what advice he'd give to his 25-year-old self.

If you're in the scrap metal industry like many of our clients are, I recommend listening to it. And even if you're not, there are some good nuggets in there. I hope you enjoy the episode.

Links

• About IC-DISC Alliance
• About Metals Recycling Magazine

Show notes: https://exportadvisors.com/podcast/040-serving-the-scrap-industry-with-bob-emery/

However, this slow growth rate has been very deliberate and has helped them to be highly focused on accepting only clients who are the right fit for the firm to do an exceptional job for the client.

We talk about Mike's background, the history of the firm, some clients success story examples, and different attitudes and mindsets that are unique in the CPA profession. He also talks about the types of companies he really likes to work with.

Links

• About IC-DISC Alliance
• About Mohle Adams

Show notes: https://exportadvisors.com/podcast/039-deliberate-growth-with-mike-till/

WTP Advisors and Export Advisors are the two founding members of the IC-DISC Alliance, and in this episode, we talk about the work we do with CPA firms to support their clients who have, or would benefit from having, an IC-DISC.

Removing any concern about 'losing' clients to a competitor. This collaborative approach is a great way for CPA firms to expand their client offerings due to the specialist nature of the Alliance work. The flexible engagement model also ensures firms remain in control of the client relationship.

This was a really interesting conversation and highlights the partnership opportunities that allow everyone involved to focus on what they do best.

Links

• About IC-DISC Alliance
• About Engineered Tax Services

Show notes: https://exportadvisors.com/podcast/038-supporting-cpa-firms-with-their-ic-disc-clients/

Doing cost segregation work, mostly on real estate projects, we talk about some of the differentiators for Engineered Tax Services, what clients say about them, and what makes Heidi really proud about the firm.

This was a great episode talking about her background - how she got into the real estate business and then how that translated to joining Engineered Tax Services about 12 years ago.

We wrapped things up with Heidi sharing some lessons that she's learned through her career and advice that she would give to her 25-year-old self.

Links

• About IC-DISC Alliance
• About Engineered Tax Services

Show notes: https://exportadvisors.com/podcast/037-cost-segregation-in-real-estate-with-heidi-henderson/

Al's undergraduate degree is actually in mechanical engineering and he then paired that with a law degree, making him incredibly proficient with the more technical aspects of intellectual property.

In this episode we talked about some things for exporters to be aware of when dealing with trademarks, copyrights and patents. We also discussed getting patents granted in different markets as well as securing your IP right here in the USA. Our discussion is incredibly useful for anyone considering widening the reach of their products now or in the future. I hope you enjoy the episode.

Links

• About IC-DISC Alliance
• About McAughan Deaver PLLC

Show notes: https://exportadvisors.com/podcast/036-protecting-your-intellectual-property-with-al-deaver/

Laura has a really unique tax practice where she really focuses more on planning and implementation rather than compliance. Her firm does the compliance, but in her experience, it's the planning and maybe even more importantly, the implementation of the planning in which there's a big gap in the marketplace.

And we had a really interesting conversation around the things her firm does that differentiate it from other firms and their hyper focus on planning and implementation.

There are a lot of great takeaways here, and anyone with an interest in business will gain a lot from taking a listen.

​

Links

• About IC-DISC Alliance
• About Stees, Walker & Company LLP Firm

Show notes: https://exportadvisors.com/podcast/035-focusing-on-planning-and-implementation-with-laura-stees/

In this show, we talk about a significant upcoming tax law change that will have substantial reporting requirements for every business owner with a legal entity, as well as the company's shareholders.

Lucy also delved deeper into some other parts of the tax code that are helpful for individuals to be aware of, but the average person may not know.

It's up right now at www.IC-DISCshow.com/034 .

Links

• About IC-DISC Alliance
• About Petry Law Firm

Show notes: https://exportadvisors.com/podcast/034-understanding-tax-law-with-lucy-petry/

Brett grew up in the recycling industry. He loves its potential, and this life-long engagement has given him a different perspective on the business. Instead of considering it a commodity business, he views it as a customer-service business.

We discuss this idea and the strategies he's successfully used in the scrap and recycling industry, continuously leveraging any unique advantage to get ahead of his competition.

This is a great show, and the ideas Brett shares can be applied by any entrepreneur in any industry.

Links

• About the IC-DISC Alliance
• About United Metals

Show notes: https://exportadvisors.com/podcast/033-operating-with-strategic-advantage-with-brett-ekart/

The Alliance is a collaboration between the premiere IC-DISC consulting firms in the country with the goal of being the most comprehensive IC-DISC resource available anywhere. The founding members of the Alliance are Export Advisors and WTP Advisors.

In the show, we get a chance to explore the background of the Alliance and the advantages it brings to clients and their advisors. To learn more about the IC-DISC Alliance, visit https://ic-disc.com .

Links

• About the IC-DISC Alliance

Show notes: https://exportadvisors.com/podcast/032-the-ic-disc-alliance-with-brian-schwam-and-jim-fyhrie/

First Water connects teams with data to companies with capital through a concept Ben calls "Relational Finance" and in this episode, we talk about Ben's background, what inspired him to start First Water, the type of companies they help, and his book, "Relational Finance: The New Model to Accelerate Growth, Attract Capital, and Maximize the Value of Your Business."

Ben's company is unique in the mergers and acquisitions world, and if you're an entrepreneur with an established business that's looking to grow organically or through acquisition, then this episode is for you.

Links

• About Export Advisors
• About First Water

Show notes: https://exportadvisors.com/podcast/031-financing-and-growing-your-business-with-ben-lehrer/

The company is one of the most reliable suppliers of fire and safety products to oil, gas, and municipal markets, and we had a great conversation about what it's like to be the fourth generation of a family-run business. Chris has an amazing relationship with his employees, and he describes the company as being like an extended family that functions like a well-oiled machine.

We further discuss how this relationship and the company's nimble approach to requests from small and Fortune 100 companies lead to deeper customer satisfaction and loyalty.

This is a great show, with many examples of a company focusing on becoming a trusted partner.

Links

• About Export Advisors
• About Dooley Tackaberry

Show notes: https://exportadvisors.com/podcast/030-earning-internal-and-external-loyalty-with-chris-dooley/

It's a great conversation talking about the book, why he wrote it, how he sees it as more of a ROLE (return on life experience) project rather than an ROI project, and why entrepreneurs are fundamentally different from non-entrepreneurs when it comes to wealth and legacy planning.

One of the book's biggest takeaways is to achieve clarity and a path toward planning and capturing your life's work, so I highly recommend checking out Ali's book at www.alinasser.com .

Links

• About Export Advisors
• About The Business Owner's Dilemma

Show notes: https://exportadvisors.com/podcast/029-the-business-owners-dilemma-with-ali-nasser/

Dave has an interesting story. He was on a partnership track at a big four accounting firm, but when the various COVID relief packages came into effect, he saw an opportunity to focus on helping the small and medium market. His employer was focused on the higher-end, larger firm market, so Dave took the chance and launched his firm to support this group. He hasn't looked back since.

He has a real passion for helping business owners, thriving on doing a great job for them, and this episode has some great insights into the tax credits and stimulus packages that are available and how his diverse background contributes to his ongoing success.

If you are interested in exploring your situation with Dave, let me know and I'll connect you.

Links

• About Export Advisors
• About Reinsman Consulting

Show notes: https://exportadvisors.com/podcast/028-understanding-covid-tax-credits-with-dave-manges/

We had a great conversation about some of the client successes he's had, the history of Baldrige, and also what a tremendously underutilized, American-made system Baldrige is.

Mike really has a passion for sharing this system high and wide to every US company, so if you've ever wanted to learn more about the benefit of exceptional quality and excellence in your own organization, this episode has a lot of great ideas and insights.

Links

• About Export Advisors
• About ManageHub
• Baldridge 2020 Executive Guide

Show notes: https://exportadvisors.com/podcast/027-total-quality-management-with-michael-kramer/

John works with ultra high-net-worth families and C-suite executives to create innovative insurance solutions, and this is a very interesting episode because we had the opportunity to talk about his services and the challenge of helping people understand these new ideas.

He has a detailed understanding of the leverage that premium finance life insurance can provide to the ultra-wealthy for estate tax liquidity, and to companies for executive retention in the C-suite, and this really was one of the most interesting calls I've had in a long time.

Show notes: https://exportadvisors.com/podcast/026-premium-financed-insurance-with-john-mcdonough/

A change in administration always raises concerns, so I want to share some of the opportunities and challenges of using the program.

Q&A shows always raise more questions, so if there are any points I didn't cover, please use the contact form to send me a message.

Show notes: https://exportadvisors.com/podcast/025-the-ic-disc-in-2021/

I've known Paul for some time but didn't know his entire story. This podcast was a great opportunity to understand some of what he's achieved since becoming President.

For the last 32 years, some of their best product solutions have come from customers with real-life problems, and we had a really insightful conversation about this strong customer/supplier relationship and how that makes a company stronger.

I enjoyed this episode and the chance to talk about the possibilities that come from learning from your customers.

Show notes: https://exportadvisors.com/podcast/024-learning-from-your-customers-with-paul-liberato/

This really was a bucket list interview for me. Ron's work has literally added millions of dollars of value to our business and our clients.

He's an amazing thought leader, and if you're in an industry where billable hours are the prevailing idea, his insights into revolutionary pricing models can be a game-changer for your business.

Even if you're not in a professional services business, his ideas on creating subscription services for all kinds of businesses are really interesting.

So, we had a wide-ranging conversation. He had lots of great examples, and I'm sure you'll find something to make you think about your pricing in this episode.

Show notes: https://exportadvisors.com/podcast/023-revolutionary-pricing-with-ron-baker/

We had a great, wide-ranging conversation about Randy's experience, including talking about some of the misconceptions people have about CPA firms and some of the mistakes entrepreneurs make when setting up their business.

Randy has been the CPA for our firm and our family for many years, so it was especially exciting to be able to share some of his knowledge on the show.

Have you ever wanted your own podcast?

I've created a 2-minute scorecard at YourPodcastScore.com that looks at eight indicators of how a podcast can amplify your message.

If you've ever wondered if a podcast is right for you, take a look.

Show notes: https://exportadvisors.com/podcast/022-cpa-misconceptions-with-randy-reimer/

Dave's name will be familiar to many in the scrap metal business, but even if you're in a different industry, this is an interesting episode because of 21st Century's approach to developing software based on the needs of their clients.

I really enjoyed this conversation looking at the history of the company, how customers requirements and expectations have changed over the years, and we also had the chance to discuss a new collaboration between Export Advisors and 21st Century Programming to help scrap exporters quickly identify the tax savings they could achieve from an IC-DISC.

This is a great episode that really highlights the opportunity to create a win for your clients by removing any friction.

Show notes: https://exportadvisors.com/podcast/021-delivering-results-with-dave-kane/

This was a great episode and especially useful for anyone in the scrap metal industry because, whereas many of these companies are served by generalist brokers, Ron's company approaches insurance from the opposite perspective. They focus on just one industry, nationwide.

We dive into some of the reasons using a specialty insurance broker can really make a lot of economic sense when it comes to things like potentially dramatically lower premiums, better coverage, and better outcomes in the event of a claim.

I really enjoyed this episode. There is a lot to take away.

Show notes: https://exportadvisors.com/podcast/020-choosing-a-specialist-with-ron-hallmark/

This is a great conversation. I've know John for some time and have been looking forward to sharing his thinking and approach to building a business that can thrive without you.

There are a lot of ideas you can take action on in this episode.

Show notes: https://exportadvisors.com/podcast/019-creating-value-with-john-warrillow/

This was a fantastic interview with a really amazing person. Sheila is the first guest I've had who was not born in the USA, and she really epitomizes the American dream and the opportunities available in this country. It's something some of us who are native-born can forget, and I certainly have to be careful not to take for granted the opportunities this country offers.

So this is a wide-ranging interview talking about the accounting profession, her background in the company as a managing partner, as well as some of her heartwarming, personal story.

Show notes: https://exportadvisors.com/podcast/018-a-journey-helping-others-with-sheila-enriquez/

My guest was Dean Jackson, a real Renaissance entrepreneur who has some really incredible businesses and really great ideas.

His company's tagline is ' We help entrepreneurs make more money ', and this was a great far-ranging conversation. Dean charges several thousand dollars for one on one consultations, and you can get his wisdom for free today.

We talked about some of the really transformative concepts he pioneered, and we also talked about why this Coronavirus shutdown could be the opportunity of a lifetime for a lot of people, but it is their attitude that will ultimately determine whether this was the best thing that could have happened or the worst thing.

This episode is full of some really interesting insights.

We didn't talk about IC-DISC at all, but it will be incredibly valuable for any entrepreneur or anyone in a role where they're responsible for generating revenue.

Show notes: https://exportadvisors.com/podcast/017-the-opportunity-with-dean-jackson/

AltruVista focuses almost exclusively on business owners and helps with the unique challenges business owners face.

They have a great process, and there is a lot of useful information in this episode about the common mistakes business owners make, and the different strategies you can implement to avoid these pitfalls.

I really enjoyed talking with Ali. They have a strong planning-based approach that's a real strength that comes across in the show.

Show notes: https://exportadvisors.com/podcast/016-wealth-with-purpose-with-ali-nasser/

I've wanted to get Charlie on the show for some time now because he has a really interesting perspective as someone who effectively used an IC-DISC, as well as being an actual client of ours.

Because he's now sold his business and is no longer an active client, he's open, transparent, and candid in the show about all the details of the DISC, his relationship with us, the terms of our agreement, and the various aspects of the DISC calculation. It's a very insightful and forthright perspective that he might not have felt as comfortable sharing if he had still owned his business.

In the show, we covered his history in the scrap world, the story of his business, his transition as he sold the business, and all of the lessons he learned using the IC-DISC.

He's also happy to field any questions about his experience from people considering using our service, or setting up an IC-DISC. His contact details are in the show notes.

I really enjoyed this interview. Charlie is a great guy, and there is a lot to take from this episode.

Show notes: https://exportadvisors.com/podcast/015-a-clients-perspective-with-charlie-rowe/

They have a great niche business in which they act as an advocate for their client to ensure the foreign exchange rates they pay are fair and reasonable.

I discovered during the call that it's just the nature of foreign exchange to have a lot of complexity, so they assist their clients in making sense of that complexity.

Bob has some great success stories from clients in a variety of different businesses. Although they have historically worked primarily with multi-national Fortune 500 clients, their service is now a viable option even for companies with under a million dollars a year of foreign exchange.

Their free analysis is a great way to see the indicative savings you could achieve, and they are a very knowledgeable and enthusiastic group of people to work with.

So, I learned a lot about foreign exchange myself. It was a really fun interview, and I hope you enjoy it as much as I did.

Show notes: https://exportadvisors.com/podcast/014-a-fair-exchange-with-bob-blades/

It's special because it's the first time we're speaking with a returning guest and it is the first time that we're talking with two guests. But the most important part is who those guests are.

Today we're talking with Neal Block and David Berek of Baker McKenzie. The release date of this episode (1/28/20) is also Neal's last day before he retires after 50 years with the firm; David is Neal's successor.

The show was a lot of fun. As you'll remember from Neal's last appearance, his experience gives him a wealth of insights. It was great to get both of their opinions on the different ways to structure an IC-DISC. Even during the show, I took many notes to that I could go back to our clients with new ways of structuring a second and third IC-DISC.

So there is a lot of really great information here for you, especially for closely-held family business that are trying to transfer inter-generational wealth as tax-efficiently as possible. For the advisors, the CFOs, and the owners of these types of companies, this episode is worth listening to.

I wanted to thank Neal for his time and wish him the best in his next step, and thank David for his insights. I know we'll be hearing from them both again in the future, but for the moment, there is a lot to listen to in this episode.

Show notes: https://exportadvisors.com/podcast/013-setting-up-for-success-with-neal-block-and-david-berek/

Boyar Miller has a really different approach to their law practice. They view themselves as entrepreneurs whose service just happens to be the law. This gives them an interesting perspective when serving entrepreneurial companies.

They spend a lot of time on culture, which is something I rarely hear from law firms, and in the show we talked about how, taking a page out of Southwest Airlines’ playbook, their focus is primarily on their employees, knowing that their employees will take great care of their clients.

All of this helps them create a practice that really supports businesses like ours, and it was interesting to hear Chris's perspective as we go into 2020.

Show notes: https://exportadvisors.com/podcast/012-a-people-first-business-with-chris-hanslik/

Johnny was a longtime client of ours until he sold the company to a private equity firm about six years ago, and this was a great interview with a very successful, self-made entrepreneur who really came from nothing to build and sell a very successful company.

There are a lot of valuable insights in this episode, as well as some personal stories from Johnny's past. I hope you enjoy listening to this interview as much as I enjoyed recording it.

Show notes: https://exportadvisors.com/podcast/011-building-a-business-with-john-ryan/

Brannon's thoughts will be of interest to a lot of business owners, but you'll find this particularly interesting if you're a CPA.

Poe Group Advisors has sold more than 300 CPA practices over the last decade, and this was a great opportunity to dive into some of the detail in these types of transactions. We had a chance to dispel a lot of the misconceptions around buying or selling a practice, and talk about the interesting point that all-cash offers are not only possible, but preferable, and are becoming more common in this economy.

If you've considered buying or selling a practice, or if you've ever wanted to leave your corporate accounting job to be self-employed, this really is a must-listen interview, and a tremendous opportunity to expand your boundaries to see what's possible.

Show notes: https://exportadvisors.com/podcast/010-buying-or-selling-a-firm-with-brannon-poe/

Cory is the first client we've had on the show. His is a third-generation business. He's a tremendous entrepreneur, and over the 15 years we've worked with him, it's been great to see his incredible success first hand.

So this is a wide-ranging conversation. He shares some interesting thoughts on the benefits of an IC-DISC as a client, and even if you're not in the manufacturing business, there are a lot of lessons he's learned, that could be beneficial for your business.

Show notes: https://exportadvisors.com/podcast/009-the-ic-disc-difference-with-cory-jackson/

This was a great conversation discussing some of the tax incentives his company specializes in, and it's another example of how you can benefit by working with a company who understands you industry.

With so many specific tax codes, this specialist knowledge can save you many thousands of dollars.

We had a chance today to dive deep today into those tax incentives with an engineering component, and it was great to hear some of Julio's experience.

Show notes: https://exportadvisors.com/podcast/008-engineered-solutions-with-julio-gonzalez/

Brandon's a little younger than most of our guests, and he brings a more youthful perspective, but it's his interesting background that made me want to have him on the show as a guest.

He previously worked at the IRS, and his current role is for a law firm that specializes, amongst other tax issues, in handling tax controversy cases.

I really enjoyed the interview. He's an interesting guy and this was certainly an interesting conversation that will give you an insight into some of the more unusual IRS situation that can occur.

Show notes: https://exportadvisors.com/podcast/007-handling-tax-controversy-with-brandon-frenza/

I’ve known Hans for many years and really appreciate the help he’s provided to our clients in the past. I’m excited to be able to share his ideas with you because I know they really can help any company that has $5 million or more in revenue, regardless of whether you export.

Hans also created a guide www.ReducedExpenses.com that accompanies the points he talks about today, so if you don't have time to listen to the podcast, I encourage you to head over there and take a look at this great presentation with more detail on the savings strategies he’s suggesting.

I know you’ll get a lot from this episode.

Hans has helped dozens of our clients save millions of dollars and I'm a big fan of what they do.

Show notes: https://exportadvisors.com/podcast/006-increasing-your-bottom-line-with-hans-stronck/

As a banker, Adam's able to give us more of a lay person's perspective of the IC-DISC and how he uses it as a potential differentiator when talking to prospective clients.

We ended the conversation talking about the IC-DISC from a technical perspective and the different ways a bank can structure client loan documents and loan covenants to encompass an IC-DISC.

This was a wide-ranging interview, and I really enjoyed talking to Adam. I think you'll appreciate his bright, down to earth approach too.

Show notes: https://exportadvisors.com/podcast/005-the-ic-disc-differentiator-with-adam-traweek/

Neal is referred to as the godfather of the IC-DISC. He has been doing IC-DISC work since its inception in 1971, and he really has an amazing background having worked with clients since the start of the program.

His breadth of knowledge and experience is fascinating. He's always very engaging to talk to and has story after story to illustrate every example of his IC-DISC work over the last 50 years.

I hope you enjoy listening to this interview as much as I enjoyed recording it. It really is a 'must listen' episode.

Show notes: https://exportadvisors.com/podcast/004-the-first-50-years-with-neal-block/

John has a great back story, and it was interesting to hear how he joined Briggs and Veselka to start the audit practice at the ripe old age of 26 years old, and about the philosophies he had back then, that he and the firm still have today.

Briggs and Veselka are a firm that grew from nine people in 1982 to over 300 people today, and there are a lot of great insights into developing a CPA firm, or really any other client service firm.

Show notes: https://exportadvisors.com/podcast/003-developing-a-firm-with-john-flatowicz/

It’s a great conversation. Merrill has a unique perspective on tax law having previously work on the staff of Congressman Kevin Brady, who was subsequently chairman of the House Ways and means committee.

We also talked about the history of tax policy, and how it’s influenced the history of Western civilization in some surprising ways. In particular, the idea that the fall of the Roman empire was due in part, to the tax system at the time.

So I think you’re going to enjoy this great, wide ranging conversation with Meril.

Show notes: https://exportadvisors.com/podcast/002-meril-markley/

I wanted to share this quick introduction with you and set the scene for the shows to come.

I'm very excited by this project, and can't wait to share the stories and insights of the fantastic guests we have lined up.

In the meantime. If you'd like to be a guest on the show, and share your story, head over to IC-DISCshow.com and follow the 'Be a Guest' link.

Show notes: https://exportadvisors.com/podcast/001-the-ic-disc-show/