It’s October. Your September Isn’t Closed.

Yeah. You roll back the clock. You know what? I'll do it now. Too late. Exactly. Soup diet. Yeah, exactly. Yeah. Have you a Thanksgiving soup? Yeah. Trust me, it's true. So walk us through the actual danger, Ryan. How does a slow close let you lose two months before you notice? So there's a really big trap here, Jon, right? Revenue generally reports instantly. And that's really the number that everyone looks at, but it doesn't tell you the truth.

The real numbers are underneath that. And we've talked about this a lot. It's margin of profit. And those actually require the month-end close, right? The weekly meeting that you go to, everyone thinks, hey, revenue, we're doing right. It's okay like that. But it's all lies. Remember our episodes back, revenues are a metric, you know, revenues are a vanity metric and those kinds of things. That's exactly what people are looking at.

And so, you know, revenue is kind of like the friend who tells you everything that you want to hear, right? But margin is the one that tells you the truth. And sometimes you can't handle the truth. And especially when you're looking at July in mid-September. So revenue is up, jobs are busy, right? Everyone feels great. Everyone's celebrating: hey, we're beat last week's numbers, we got our invoices in, look at how great we're doing.

The problem is it's like margins are rotting and you can't feel it. It's kind of like having a bunch of termites underneath your floor, right? So you haven't felt it yet, but you're starting to twinge a little bit. July didn't feel just right. August didn't feel that right. And then when you look at it in September, your P&L lands, you're like, what happened? I felt that way, but maybe not, didn't have that stuff.

And then your floor beneath you is rotten because you had the termites there for months and months and didn't even know it. And here's the thing: these late closes like that, with this information, will cost our listeners tens and hundreds of thousands of dollars in those two months because they didn't see it happen, right? They felt it, but couldn't get the reliance on that. And when we're talking about something that is two months in arrears, think about this: for 60 days, this problem has been compounding on itself, every single decision, over and over again, for two months.

You can't make decisions like that. Yeah, that's just too late. So what, if we're not looking at things like revenue, what should owners be looking at instead, and how does the close kind of help define those? The couple things that we have to do when we're just looking at revenue is we've got to get some type of an indication of what's going on in our bank, right?

It's not the bank balance. That doesn't show you the things that are outstanding. It doesn't show you the money that people owe you, that you owe them, that the stuff that you haven't invoiced yet. We have to get in a line on that stuff. If we're having incomplete pictures, it's kind of like a jigsaw. We've got to start putting in those spots, those pieces that are missing.

We've got to start making some type of a picture there, right? So if you're watching your bank account, that's fine, but that's also a lagging indicator, because you might have just cut $200,000 of checks that hasn't hit yet. You might have just did $300,000 of revenue two weeks in a row, but $500,000 of that is still outstanding and you won't see that for another three months. Those are those things that we have to start getting a line on.

Awesome. Okay, time for Ryan's Fun Fact. Fun fact: closing the books is a phrase older than the typewriter and even older than sliced bread. An Italian friar wrote down the rules of double-entry bookkeeping in 1494. The practice is 600 years old. And some of our owners still haven't done it in September 2026. A Renaissance bookkeeper with a quill, a candle, and a lot of beer was closing faster than half the business listeners —

businesses listening to this. Let that simmer. Ooh, an Italian simmering. You smell the sauce. Never do that again. Okay. Noted. I'll try not to. Great fun fact, I had more fun than anybody else. The smell of the sauce. I did it again. Chris, yeah, let's — Oh, God. At least it's not an ad, but it's time for an ad. Quick break. Yep. Brought to you by Turner Electrical Services, a family-owned electrical contractor.

And it fits tonight, because this is an episode about not getting caught in the dark, and Turner is literally in the business of keeping the lights on. Oh, I like that. Over 25 years of residential, commercial experience, family-owned, and you feel it. Their whole promise is simple: they show up prepared, on time, every time, with a smile. Which honestly is rarer than it should be in the trades. On time, every time, is a reputation you earn one job at a time.

Anything from a full remodel down to a quick fixture swap, residential or commercial. They even take electronic payments, so you're not chasing paper. Free estimates, just call. You got the number. Turner Electrical Services. I say this one-on-one pride 603-937-0162. Prepared, on time, with a smile, and he's a good golfer too. Keep the lights on. Turner Electrical. That was better than we normally do, wasn't it? Yeah, it was. Or did we just have more fun? I'll have to do the number. All right, so how do you actually speed closes up? Walk us down the ladder: 10 days, seven, five. What do you do at each different step? Sure. So you don't get a faster close by telling the bookkeeper to hurry. That's like telling somebody to calm down and be rational when, you know, you're having a disagreement. So, you know, it — you get it by removing the reasons why it's slow.

You don't close faster by working harder, you close faster by building process. That's that word again, process. And before you decide to buy any software, AI agents, or the next best thing, you got to ask yourself, why is it actually late? Half the time, the person doing the close is underwater and they're doing everything else. The other half of the sign is that people are sending them receipts from months ago saying, here you go, on week three, when they're supposed to be getting this stuff done, and saying good luck, right? You got to say the stuff out loud, right? You can't automate a conversation nobody's having. So if we want to get to 10 days, here's a couple tips that you can do. Stop waiting on month-end for everything. Reconcile the bank weekly, not monthly. Enter in bills as they receive, not when you get the statements. This will kill the month-end pile-up. Things will be done.

You only have a little bit to do. Standardize the chart of accounts and categorize rules, so nobody is guessing where things go. And this is really controversial, Jon, right? You don't need 500 accounts. Less than 50 will do. Did you hear that? That was the collective gasp of all the accountants out there saying, what? Right, you don't need it. And if the full checklist feels like it's too much, there is a minimal viable close that you can do.

Three things. Every bank account reconciled. There's no exceptions. There's no almost. The AR aging is reviewed with past due flagged. See if you missed any payments, those kinds of things. And a financial package is published to the leadership on a specific date. Even if it's rough. Published and rough beats perfect and imaginary. Now, you want to go from 10 to seven? Automate the inputs. Bank feeds, credit card feeds, payroll, all that stuff can be flowed into your accounting system. All you need to do is check a box, there you go. Assign clear ownership. One person owns the close with a dated checklist, right? Everyone sort of does it, that's why it takes 30 days. You got to have accountability, clear ownership, one person gets it done, no excuses. And here's the thing: if you want to be exceptional and get to five, have a documented close checklist with owners and deadlines per task.

Accruals and prepaids are handled by rule. Analysis is started. Get this before the end of the month. Have a controller-level review, not just the data entry. And if you're a contractor, it ends at the WIP schedule. Not when it's reconciled, not when it's closed. Need a percentage of completion, over and under billings, estimated cost to complete. And for manufacturers: inventory, work-in-process calculation, count discipline, scrap and rework captured, variances posted, true-ups.

A clean bank reconciliation without a WIP schedule is a fast close with a fictitious no gross profit. And if you're only doing cycle counts quarterly, you're guessing most of the time on what your cost of goods sold in inventory, yes. Right. Make sure you're doing that stuff monthly. Wow. That is a lot of stuff. It's a lot of organization. It's a lot of structure. And I'm sure that's so it's over for me, right?

And I'm aware of some of these processes, but like, what is the single highest-leverage fix? Like, if there's a place to start, where does a business start? Really, start doing weekly or even daily reconciliation instead of monthly. Right. Especially on your banks. Especially if you're tight on money, do a daily reconciliation. Know where your cash is at. That's the biggest change you can do.

You'll know where you're standing at in cash along the way. And two is you don't have to have a thousand transactions done at the first of the month. Most of them are already done because you've been doing them weekly or even daily. Got it. Awesome. Okay, good stuff. Let's keep rolling. On the payoff, what actually becomes possible with a 10-, 5-day close — 10-, 7-, 5-day close — that it just isn't at 30?

So at 30 days, your financials are an autopsy, right? We talked about that. How do I know what happened in July when it's September 15th, right? How do I know what's going on there? But at five days, they become a steering wheel, right? It's the same numbers, but it's completely different power. It's like driving a Ferrari versus a Miata. Now, an autopsy is very accurate, right? But no one's ever grateful for one. So we're grateful for a five-month — five-day close, that we can actually see real numbers, because we still have the muscle memory there. We have the memory of what happened, right? So what we can do at five days that we can't do at 30 days is that we can catch a bad month while it's happening. July and August, in our example before, were twins, right? If we were able to close July August 5th, we could stop what's going on in August. We can still make that a very profitable month going

that way. When it's September and we're talking about July, it's already passed, right? Decisions can rarely get made in real time instead of just the gut. We're having numbers to back it up because they're accurate and timely. So we can actually hold off on the decision that we would make, you know, we can hold off for another week because we know the financials are coming and we'll know if we had the money to do it or not, right?

We can actually put real margin on the scorecard instead of running the number just off of the revenue and what our bank balance is, right? We can actually see what our job costing is doing, what we're actually, if there's slippage with the vendor who's trying to sneak some costs in there, we can actually see that closer to real time. And the most important thing is that when you have information that's more timely, we can stop making those mistakes over and over again and stop costing us tens and hundreds of thousands of hours like we did, right?

We can nip it in the bud week two instead of week seven. Awesome. Awesome. A lot more flexibility, a lot more control. All right, let's keep rolling. For time for me, Jon's Two Cents, Marketing Tip of the Week. And it's very similar to the same lesson we're learning tonight. A stale website is basically like a 60-day-old P&L. The whole episode is really that old information makes you look worse than you actually are, and your website does exactly the same thing.

Outdated hours, last year's services, photo from three years ago, a promo that ended in spring. A customer reads all of that and it's if this company is behind. The same way our buyer reads a 60-day-old P&L. So your website is the first thing a customer closes the books on, in about five seconds. So similar, even if it's current, even if it gives them nowhere obvious to go, you lose them anyway.

Every page needs one obvious call to action. So, one step this week. First, back up your website. A lot of people don't. And if it goes down and crashes and you can't get it, that's a big loss. So back it up. So a quick fix never takes the whole thing down. Then open it up as a stranger would. On your phone, it's mobile first these days, and fix the three most outdated things.

Lastly, make sure every page has one obvious call to action, a single clear step that your potential customer cannot miss. So if they learn confusing of the two cheapest problems you will ever fix. That's my marketing tip of the week. Good stuff, Jon. It's like, you know, a website's like having that 20-year-old picture of you where you're, you know, 30 pounds less, you have all your hair, right?

And someone's like, that's your profile pic? Like, come to reality. That's actually my profile pic. It's time to upgrade your website profile pic on Facebook. People look at me like, what the hell happened to you? I say, life. I earned every single one of these gray hairs. That's right, yeah. All right, ad spot number two. It is showing up when you said you would. Prepared is exactly the discipline we spent this whole episode on.

Just pointed at breaker panels instead of balance sheets. 25-plus years, family-owned, residential and commercial, remodels, repairs, the quick fixes, all of it. And electronic payments, so the billing is as clean as the work. As a Canadian, I have a deep and personal relationship with electricity, because where I'm from, if you find out fast which contractors did it right first time — the moment it hits minus 30.

Turner is the do-it-right-the-first-time kind. That is my one. That's your one. Turner Electrical Services, 603-937-0162, free estimates. And he doesn't give gimmes very easily. Prepared, on time, with the smile. No gimmes. All right, let's take it home now. Brian, tie it to the team. Who actually owns making the close fast, and why isn't it happening now? To be honest with you, Jon, in our stage of the game, it's a controller's job.

Right. And a lot of small businesses have never filled that seat. They have a bookkeeper, they have a CPA, and then there's a gap in between it. Bookkeepers record transactions. CPAs work for your — the IRS. That's a great episode. You got to go back to that one. You know, they file the taxes once a year, but another one — neither one of them owns a fast, accurate, monthly close.

Right. So you hired somebody to write it down and somebody to file in April, but nobody has a job to tell you what it means and to get it there quickly. Recorders record the past. Bookkeepers record the past, and a controller makes it fast and accurate. And that's really two distinct jobs. The controller is the missing piece in the middle. The books need to be clean, fast, have reliable monthly statements. You can actually run the business on.

The sequence matters, and you can't have a CFO if you have messy books and not fast, timely, accurate books, and that's really the job of a controller. Gotcha. Okay. So what does an owner do if they can't afford another seat? Like a lot of small business, as you said, you're bang on. They don't have controllers, and it's very difficult to push a bookkeeper to become a controller.

So what does an owner do if they can't afford another seat? So, you know, bookkeepers are like, well, I have a great book — you know, owners have a — say, I have a book — a great bookkeeper, can they do that? The answer is that they're so probably overwhelmed with what you've given them already, because it usually falls on admin, HR, you know, accounting, all that kind of stuff that we don't want to do.

They're already overstretched. And there's also a different mindset of being able to, you know — the bookkeepers are handling hundreds and hundreds of transactions. The controller needs to step back and say, does it make sense, right? And have processes in place so that your bookkeeper, by the way, can't steal from — and neither can your controller, right? So they also have to control the financial controls of the company, right?

So if you can't afford it, you can fractionalize it. You don't have to come in and pay $150,000 for controller for a two-, $5 million company that doesn't need — you don't need 40 hours of the work week. You can get fractional controllers out there for far cheaper. A couple thousand dollars a month, a few thousand dollars a month, whatever that might be. In, they close your books, they look at your controls in place, make sure that people aren't embezzling with you.

It's done by the fifth. It's done by the 10th of the month. Off you — off they go. Ask them some questions in between. There you go. Awesome. Love it. Okay. Starting to head home now. As always, the one thing this week. What can owners do this week to make things better? So this week, find out one number. How many days after month-end do you actually get your final financials landed on your desk?

Most owners have never measured it. I would like you to measure it. That number is your baseline and your wake-up call. Write it on the whiteboard, then beat it the next month. Awesome. And the single fastest win? Again, it's that weekly reconciliation. Get a cash reconciliation done weekly, especially your operating account. That way you have peace of mind that you can make payroll the next week, and it takes away a quarter of the burden when it comes to month-end. Awesome. All righty. That is great.

Thank you, Ryan. Awesome episode. Hit us with the takeaway. So the monthly close is not about accounting housekeeping. It really is a leading indicator of how well your whole company is running and how fast you can see trouble coming at you. When your books close in 60 days, you're like Mr. Magoo, you have no idea what's going on. P&L says one thing, you remember a different thing, and it's really old news. Who cares about that? Do you really read a two-month-old newspaper?

I don't. And the only thing that reports really on time is the scariest metric of all, is revenue. So if you're looking at your revenue and your bank balance because your close is too late, you're steering yourself into a wall. You're going to continue to make mistakes over and over again, and they could cost you real money, tens and hundreds of thousands of dollars. So the best way to do this is not to get there and be blind.

What you need to do is get control. Do a weekly reconciliation to get under 30 days. Automate inputs, have clear ownership; that gets you to 10 days. Document checklists, have a WIP schedule, run your jobs, job costing level, then have a control-level review with analysis; that gets you to five days. 30 days, ancient history. Five days, they guide you. But understand the limit: as fast of a close that you can get does not make you profitable.

It makes you informed, but you can actually do something about it so that you can change your margins, you can change your cash flow, and you can actually get there where you need to be. You can observe a lot by watching. You just have to have something to look at. Awesome. Superb, Ryan. For anybody out there still awake, this is the end of the episode, talking about finances for half an hour.

Wake up. Hello? Wake up. Yes, I mean, you know, we have seven pillars, and this is the seventh level of hell, right? Controls. Yeah. It's essential, though. You have a mantra of consistency. Like, performance follows consistency. It is 100% true. So just before we wrap up, quick announcement that all of this week's episode notes are going to be uploaded to our new website. It is launching right away. FBO2BO.com is where you'll find all of our episodes.

We are publishing notes and follow-up steps from each of the episodes. And we also have where to listen regarding certain issues you might have. So you'll hear this going forward in our outro. All the details will be shared there, but we're excited about launching it. We're just trying to put things together to help people. Yeah, so look forward to your feedback on the episodes, our website, and give us some topics.

I mean, we've got plenty to make up, and, you know, so. But we'd love to hear your feedback, and glad that you guys listen. That's it, so you're not as boring as this one. Give us your topics. FBO2BO.com. That is not boring, right? I'm sorry. It's not. It's essential. It is essential. So it's flossing. Yeah. I'm going to go floss right now. Peace out. Peace. That's it for this episode of From Burnt Out to Bought Out.

If something we said today hit home, don't just nod in agreement. Pick one thing. The number you've been avoiding. The process that only lives in your head. The conversation you've been putting off for six months. Do that one thing this week. That's how it starts. And if you're not sure which one thing to pick, drop us a line. We'll happily point you in the right direction. New episodes drop every week. Until next time, stop burning the treadmill and start building something you can actually sell.