Behind Closed Books

Why do buyers lose interest during software demos?

Peter Cohan—founder of Great Demo! and bestselling author—shares the proven strategies behind effective software demonstrations that help businesses build trust, shorten buying cycles, and improve conversion rates.

Peter explains why discovery should always come before pitching, how to tailor demonstrations to different stakeho...

Medical practices face increasing pressure from insurance companies, rising operating costs, and complex billing systems. In this episode, we explore how physicians and dentists can strengthen their financial foundation through better cash flow management, smarter patient collections, and strategic CFO guidance.

Learn why collecting payments upfront reduces financial risk, how insurance re...

Construction finance expert Kris Senior joins Behind Closed Books to discuss the financial systems that drive successful construction companies.

Learn how Fractional CFOs help contractors improve cash flow, forecasting, WIP reporting, project profitability, and financial visibility while navigating the growing role of software and AI in construction accounting.

Perfect for contractors, controllers, accountants, CPAs, CFOs, and co...

Craig Sheets welcomes Brad Stone, top-performing realtor and military veteran, for a deep discussion on the financial side of real estate investing.

Together they explore: • Rental property ownership • LLCs and liability protection • Tax deductions investors often miss • 1031 exchanges • Cost segregation • Appraisal strategies • Commercial leasing structures • Market trends and interest rates • Building long-term wealth through re...

AI is changing business faster than most owners realize — but where do you actually start?

In this episode of Behind Closed Books, Craig Sheets sits down with AI consultant and automation strategist Annette Merriman to break down how small and midsize businesses can realistically implement AI without overwhelming their teams or losing their human touch.

From AI audits and CRM optimization to conversational bots, voice cloning...

What does a fractional CFO actually do — and when does your business need one?

In this episode, Diana Marat breaks down the key differences between CFOs, CPAs, and bookkeepers, and explains why forward-looking financial strategy is critical for business growth. From cash flow mistakes to planning for expansion, this conversation helps business owners understand how to make smarter financial decisions before problems arise.

If...

Most business owners don’t recognize burnout until it’s already affecting their performance, their relationships, and their decision-making.

In this episode of Behind Closed Books, Craig Sheets sits down with licensed therapist Sarah Craft to break down how stress builds, how burnout actually shows up, and why mental health is directly tied to business success.

This conversation goes beyond surface-level advice. It expl...

In this episode, Zachary Roper shares a grounded look at the financial and operational realities of running a fire protection business.

From managing labor-heavy cost structures to negotiating rising healthcare expenses, Zachary explains how CFOs must think strategically to protect margins and sustain growth.

The conversation explores:

• Why employee-related costs dominate service-based industries
• How to handle major expense inc...

In this episode of Behind Closed Books, Craig Sheets speaks with finance leader Justin Norton about the importance of data integrity, financial reporting systems, and decision-making in modern organizations.

Justin explains why strong financial processes must exist before organizations can rely on dashboards, KPIs, or AI tools. Without accurate data, even sophisticated analytics systems can lead leaders toward poor decisions.

The c...

Shipping costs went from $6,000 to $30,000 for a few pallets.

That is not a headline. That is a margin crisis. In this episode of Behind Closed Books, Corey Carruth explains what really happens when supply chains break, tariffs shift mid-shipment, and freight inflation wipes out projected profits.

This is the operational reality behind global sourcing.

You’ll learn:

What supply chain management actually involves

How sour...

In this episode, Ray Bazzi shares a candid look at leadership, discipline, and what it takes to build a company that can scale without losing focus or integrity.

Ray reflects on his entrepreneurial journey, including the pressures that come with growth, the importance of making deliberate decisions, and how leadership responsibilities evolve as organizations become more complex. The conversation explores capital discipline, accou...

Most businesses waste money on marketing before proving product-market fit. Dan Brown, lifelong entrepreneur and founder of Lead Navigators AI, shares the framework that saved him after losing $30K on a failed social network—and how to identify your ideal customer profile (ICP) before spending a dollar on ads.

What You'll Learn:

✅ The Five Whys analysis using ChatGPT to define your ICP

✅ Why "appeal to everyone = appeal to ...

Discover how private money lending is revolutionizing real estate investment! In this episode of Behind Closed Books, host Craig Sheets sits down with Dustin Lauer, Chief Production Officer at Landmark Capital, to discuss private lending, hard money alternatives, and investment property financing strategies.

What You'll Learn:

✅ Private money lending vs. traditional bank financing

✅ Current interest rates and loan terms (starting ...

When you’ve known someone for 15+ years, you get to skip the small talk and get straight into what actually matters.

Today, Mike Koslik joins me for a real conversation about what it actually takes to build something on the internet. He is the creator of Comic Book Corner 2.0, a long-time head tennis pro, and someone who has built an online community brick by brick.

It’s not a highlight reel—it’s the part ...

Payroll is more than just cutting checks. Are there more details you should know?

In this episode of Behind Closed Books, host Craig Sheets sits down with Jenn Rush from Heartland Payroll Solutions, one of the nation’s top payroll experts. Together, we uncover the real stories and critical insights behind modern payroll—from compliance to credits you probably didn’t know existed.

Here’s what we cover:

The ...

Welcome to the first episode of Behind Closed Books — the podcast that reveals the real stories hidden within the numbers.

Hosted by Craig Sheets, founder of Crestville Accounting, this series dives deep into the lessons, challenges, and truths that small business owners experience beyond the balance sheet. In this kickoff conversation with Nick, Craig shares the personal story behind his passion for numbers — and why ...