Earmark Podcast | Earn Free Accounting CPE

AI creates capacity, but it doesn’t create demand. CPA Echo Zhong joins Blake Oliver to explain how her firm uses Claude and Gusto to prepare payroll and update cash flow forecasts—and how automation helped her payroll manager move toward tax advisory. Learn why saving time is only the beginning, how to charge for owning the client’s problem, and why trust and human relationships still matter when software can do more of the work.

Chapters

• (00:00) - AI Capacity vs Demand
• (00:30) - Meet Echo at Gusto Next
• (01:51) - Claude Automates Payroll
• (05:04) - Cash Forecast in Excel
• (06:13) - Time Savings and Scenarios
• (08:28) - Why Multi Client MCP Matters
• (10:06) - Email Triage and Self Training
• (12:20) - When Software Eats Compliance
• (14:54) - Advisory and Pricing the Work
• (17:29) - Staff Impact Payroll Manager Story
• (18:58) - Payroll Change Management
• (20:38) - Rethinking Software Skills
• (22:40) - Chat As The Interface
• (25:01) - Token Costs And Prototyping
• (27:21) - Capacity Versus Demand
• (28:39) - From Tools To Services
• (30:38) - Why Humans Still Matter
• (33:34) - Wrap Up And Where To Connect
• (34:32) - Thanks Gusto and Outro

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Connect with Echo Zhong

LinkedIn: https://www.linkedin.com/in/echozhong

Learn more about Zhong & Sanchez

Official website: https://www.zhongsanchez.com/

Connect with Blake Oliver, CPA

LinkedIn: https://www.linkedin.com/in/blaketoliver
Twitter: https://twitter.com/blaketoliver/