The Clarity Advisors Show

Winning teams are lead by leaders who learn from their mistakes, lead by example, and inspire everyone on their team to perform at higher levels.My guest today, Greg Heeres, is a coach, speaker, and author of 5 books (soon to be 6). Greg candidly shares what he's learned and mistakes he's made as he's grown and built successful teams over the years.Timestamps (00:20): Introduction. (01:02): About Greg Heeres (02:11): What makes Greg and Maximize Leadership unique. (03:01): Greg's career path. (04:54): Greg's job with the insurance company. (07:27): Greg's positive lessons learned. (09:34): The “one hour a month” plan. (14:42): Greg's negative lessons learned. (18:31): Being responsible for people. (21:12): Learning by seeing the warnings. (22:39): The Detroit Lions as an example of leadership. (32:22): Keys to retention. (35:13): Greg's advice for leaders. (40:00): Connecting with Greg. (42:24): Wrapup.Episode quotes“I have an abundance mindset … I don't think there's scarcity out there. Maybe there's a scarcity of something, but I just don't believe in it.”“I found each person had a different motivating lever, and my job was to find those levers and make sure that we put them in a spot where they could be successful.“It isn't just the Hall of Fame player that might be on your roster. It's everyone, and there's going to be another Hall of Fame person coming up the ranks. So, I believe in developing people.”“I think word of mouth opens the door and then the culture really cements it when they get in.”“Be honest. If you break trust, you'll not have a lot of retention, and recruiting will be difficult.”Recommended reading“Getting Naked: A Business Fable About Shedding thee Three Fears That Sabotage Client Loyalty” by Patrick Lencioni“Sage Advice: Listen to Wisdom or Learn the Hard Way” by Greg Heeres“The Business Baton: How to Solve the Owner's Dilemma and Exit with Clarity and Confidence” by Greg Heeres“The Shawn Effect” by Greg Heeres“Are Your Customers Doing the Rave?” by Greg Heeres“Creative Power: Releasing Your Innovative Potential” by Greg HeeresRecommended listeningThe Craig and Greg Show with Craig Owens and Greg HeeresConnecting with Greg HeeresPhone: 616-570-4888Email: gregheeres@gmail.comWebsite: MaximizeLeadership.comGreg Heeres on LinkedIn

If you've recently started or are thinking about starting a business you probably have a ton of questions and are looking for answers from others who are in the trenches like you are.This week Ryan Atkinson, the founder of Spacebar Visuals and the the host of the UpFlip Podcast joins us to discuss his experience starting and building a successful business and what he's learned from interviewing dozens of entrepreneurs.Timestamps(00:20): Introduction.(01:04): About Spacebar Visuals.(02:05): What makes Spacebar Visuals unique.(03:11): Ryan Atkinson's background.(06:53): Finding a co-founder.(10:51): Who Spacebar Visuals sells to.(11:36): About the Spacebar team.(12:57): The hiring process.(15:21): Lessons learned while growing the team.(20:30): What does BDR stand for?(22:23): About the UpFlip podcast(25:03): How Ryan became the host.(28:20): Lessons learned from interviewing guests.(29:55): Ryan's recommended reading and listening.(32:00): Ken Trupke's recommendations.(33:40): How to connect with Ryan Atkinson.(34:46): Wrapup.Episode Quotes“I'm a very opportunistic person, so if I see an opportunity, I'm going to run with the opportunity.”“I'm only 25 years old, so I am not perfect by any means … I'm the farthest thing from perfect, so I'm learning every day.”“If you are wanting to start a business, think about those specific criteria that you want to go after and who the end user is.”“Hiring has been the most unexpected challenge I've had as a CEO and founder. It is so hard to find good talent and then also retain them and also set them up for success.”“I've always loved entrepreneurship, I love reading books about entrepreneurs. I just love the whole entrepreneurship thing.”“A lot of these companies that have scaled have put a company culture in place. They have their core values and they actually live by them.”Recommended Reading“Walt Disney: The Biography” by Neal Gabler“Titan: The Life of John D. Rockefeller, Sr.” by Ron Chernow“Steve Jobs” by Walter Isaacson“Hangry: A Startup Journey” by Mike Evans“Shoe Dog: A Memoir by the Creator of Nike” by Phil Knight“Elon Musk” by Walter Isaacson“Leonardo da Vinci” by Walter IsaacsonRecommended Listening and ViewingUpFlip podcast with Ryan AtkinsonUpFlip YouTube ChannelTechGuide podcast with Ryan Atkinson Follow/Connect with Ryan AtkinsonSpacebar Visuals company websiteUpFlip AcademyRyan Atkinson on LinkedIn

If you're a leader who struggles to get the results you need from your team, but you're uncomfortable having conversation around accountability or consequences, then today's show might help you see things differently.My guest this week is Hamish Knox of Sandler Training. Hamish has written a book on accountability and has a framework for making it a positive thing that helps you and your team achieve your team goals and their individual goals.Timestamps (00:20): Introduction. (01:03): About Sandler. (02:14): Expanding beyond sales training. (03:45): Hamish Knox's background. (07:57): Accountability. (11:04): Keeping team meetings short. (20:52): Veteran team members need accountability, too. (25:24): Hamish's approach to coaching. (32:05): Establishing buy-in. (36:45): The lead dog sets the pace. (38:50): What Hamish is reading and listening to. (44:25): Connecting with Hamish. (46:26): Wrap-up.Episode Quotes“Communication is our single most powerful driver of real value, internally and externally.”“Oh, I sent 5,000 emails today, boss. Oh great. What kind of response did you get? Well, 4,990 unsubscribes.”“The fact of the matter is that in order for us to successfully scale, everybody needs to be following the same program.”“It does not matter what we say, it matters what they hear.”“If we don't have data to build an accountability program with, we're really just flying by the seat of our pants. Accountability needs real data, real clarity, and real consequences.”“Your culture is the behavior approved implicitly or explicitly. That's it.”Recommended Reading“Accountability The Sandler Way” by Hamish Knox“Change The Sandler Way” by Hamish Knox“How I Built This: The Unexpected Paths to Success from the World's Most Inspiring Entrepreneurs” by Guy Raz“Never Eat Alone: And Other Secrets to Success, One Relationship at a Time”  by Keith Ferrazzi“Your Brain at Work” by David Rock“What Got You Here Won't Get You There: How Successful People Become Even More Successful” by Marshall Goldsmith and Mark Reiter“Mindset: The New Psychology of Success” by Carol S. Dweck Recommended ListeningFull Funnel Freedom podcast with Hamish KnoxHow I Built This podcast with Guy RazThe Brainy Business podcast with Melina Palmer Follow/Connect with Hamish KnoxEmail: hamish@sandler.comHamish Knox's websiteHamish Knox on LinkedIn

Growing sales is key to any successful business. But first you have to get in front of your ideal prospect.This week, Stu Heinecke, bestselling author of How to Get a Meeting with Anyone, joins host Ken Trupke on The Clarity Advisors Show.Stu and Ken talk about contact marketing, Stu's new book, and Stu's career as a Wall Street Journal cartoonist.Timestamps(00:20): Introduction.(01:15): The problems Stu Heinecke solves.(02:53): Stu's typical client.(07:10): Using cartoons to reach clients.(12:56): How to get a meeting.(17:25): Getting in front of a Dream 100 client.(20:04): Growing your business like a weed.(22:18): Framework and principles.(29:41): Recap.(32:30): Stu's recommended reading and listening.(36:20): How to contact Stu Heinecke.(37:57): Wrapup.Episode Quotes “We need unmatched competitive advantages that our competitors can't match. I'm calling them unfair because that comes from the weed strategy book that I wrote, but they're not really unfair or illegal. They're just competitive advantages that our competitors can't match. And so that's what I am always striving to give to my clients.”“It's quite a challenge because if you keep sending something and it's the same thing, people get tired of it quickly and they bore easily. So it's a real challenge.”“I don't think businesses can survive – or certainly they're not going to thrive – without unfair advantages. And again, by that I don't mean something that's illegal or actually unfair. I just want our competitors describing them that way.”“The process is, for us, the accumulation of expertise and experience that creates the greatest amount of efficiency and let's say competitive advantage. But we have to share it, meaning we have to train our team to run the process.” Recommended reading and listening“How to Get a Meeting with Anyone: The Untapped Selling Power of Contact Marketing” by Stu Heinecke.“Get the Meeting!: An Illustrative Contact Marketing Playbook” by Stu Heinecke.“How to Grow Your Business Like a Weed: A Complete Strategy for Unstoppable Growth” by Stu Heinecke.“Drawing Attention: How to unleash the incredible power of cartoons in marketing, advertising, sales promotion, job search, VIP contact campaigns and more” by Stu Heinecke.“Big Fat Beautiful Head: A book of cartoons by Stu Heinecke”“Mastering Megatrends: Understanding and Leveraging the Evolving New World” by John Naisbitt and Doris Naisbitt.“Nineteen Eighty-Four” by George Orwell.Clarity Advisors Reading ListFollow/Connect with Stu HeineckeStuHeinecke.comStu Heinecke's newsletter: Grow Your Business Like a WeedStu Heinecke on LinkedIn

With just two weeks until the 2024 U.S. presidential election, politics is becoming a more frequent topic of discussion in the workplace. On this episode of The Clarity Advisors Show, host Ken Trupke fields a question from a business owner who's concerned that her team will become distracted -- or even divided -- by political conversations.Ken explains that while everybody has a right to voice their opinion outside the workplace, it's important at work to stay focused on serving customers.If you have a question for Ken to answer on a future show, send it to ken@clarityadvisors.io.Timestamps(00:20): Introduction.(02:00): Giving the benefit of doubt.(03:32): The sports analogy.(04:31): Commitment to two things.(05:34): Does it directly relate to our business?(06:28): When people push back.(11:16): Communicating the message.(13:01): Summary.Episode quotes“People can like or dislike anything and everything, but we don't want that to distract us when we're on the field, when we're doing the work." "When we're serving our customers, we want to be united around that.”“When you take off the jersey and step outside our four walls, well then you're free to express yourself any way you want.”“We don't need to take sides on political things to be successful at work. So let's not distract ourselves. Let's stay focused on our customers.”“We're not trying to limit free speech here. It's just that some speech doesn't necessarily have a place at work. “The short answer here is absolutely; it is within your rights as the business owner to limit what we talk about at work. If it's divisive, it just doesn't have a place at work. Let's stay focused on our customers.”Recommended reading and listeningClarity Advisors Reading List Follow/Connect with Ken Trupkeken@clarityadvisors.ioClarityAdvisors.ioKen Trupke on LinkedIn

In my recent appearance as a guest on the "Systems Simplified" podcast, I talked with my friend and host, Adi Klevit of The Business Success Consulting Group, about the importance of setting goals for your business and how to get your team aligned and engaged to achieve them. We also discussed using the daily huddle to create a culture of accountability to support success.Timestamps(00:20): Intro.(00:59): Systems Simplified podcast intro.(01:50): About Clarity Advisors.(02:22): Who Clarity Advisors works with.(03:33): Ken Trupke's background.(05:19): The start of Clarity Advisors.(05:55): Helping leaders identify goals.(07:36): Figuring out the first step.(13:05): Methods of establishing accountability(17:09): Ideal agenda for a morning huddle.(21:34): Do's and don'ts of a standing huddle.(23:20): Connecting with Ken TrupkeEpisode Quotes“There's usually some kind of communication issue.”“If the leader doesn't know what they're trying to achieve, it's really difficult for everyone on the team to try to help them achieve that goal.”“You've got to be specific and measurable. Unless you define what "more" is, how do you know if you've ever achieved that?”“We can do anything, but we can't do everything.”“There are only two acceptable outcomes once you've made a commitment. You either get it done or you tell me ahead of time so that I can make adjustments.”“People like to keep score. When you know can do things to change the scoreboard -- not just be a passive observer -- it's just a lot more fun.”Recommended Reading and ListeningThe Clarity Advisors Show: 107 Adi Klevit -- Improving your business through systems and processesSystems Simplified podcast hosted by Adi KlevitClarity Advisors Reading ListFollow/Connect with Adi KlevitPhone: 503-662-2911 (call or text)Email: adi@bizsuccesscg.comWebsite: bizsuccesscg.comAdi Klevit on LinkedInFollow/Connect with Ken Trupkeken@clarityadvisors.ioClarityAdvisors.ioKen Trupke on LinkedIn

As leaders, we want to build a team that shares our desire to serve our customers (the what we're doing) and also shares our core values (the how we do it). We want to be clear about “WHAT” and “HOW”, so we attract the right teammates.And as a job seeker – a potential employee – it's also important that you know what your values are so you know if you're finding the right match for you.Our guest today is Ken Misiewicz, President and CEO of Pluene Service Company. Ken has spent decades shaping the culture at Pleune and has been very intentional about hiring for fit - helping both his company and his current and potential employees.Timestamps:(00:20): Introduction.(01:25): About Pleune Service Company.(02:03): The processes-running side of Pleune.(02:50): Ken Misiewicz's background.(04:17): Culture fit and why it's important.(07:20): Why an employee should think about culture fit.(10:10): Helping employees define their core values.(14:15): When somebody doesn't know what they don't know.(21:40): What happens when it doesn't work.(26:18): Emphasizing culture.(28:39):Being an ESOP company.(34:20): Connecting with Ken MisiewiczEpisode quotes:“Everybody's different. They have different motivations, different desires, different goals, different passions, and what gets them moving, what gets them fired up. It has to be matched with the employer, the work the company does, and the customers they serve. If it doesn't, it's a mismatch.”“What's really nice about being an employee-owned company is that we can talk about the long term and the short term and try to connect the dots because we don't hire people just for the short term. Every hire is meant to be for their career.”“We're looking for great human beings, and they're wrapped in all kinds of different ways. And so, we're looking for them to have the commonality of values because that is the single biggest indicator of whether or not they are going to stay.”“You can handbook people to death, but that doesn't really drive behavior in a positive way.” Recommended reading and listening:The Clarity Advisors Show Episode 10: Ken Misiewicz – Leading an employee-owned companyClarity Advisors Reading ListFollow/Connect with Ken Misiewicz:Email: kmisiewicz@pleuneservice.comPleune Service Company websiteKen Misiewicz on LinkedIn

Part of being a leader is setting expectations and assigning responsibilities. But what if a team member doesn't do what they're supposed to do, when they're supposed to do it? That's a problem leaders seem to be facing more often.On this edition of The Clarity Advisors Show, host Ken Trupke talks about the importance of holding team members accountable and helps leaders prepare for "What if they don't?"Timeline(00:20): Introduction – Defining the problem.(02:54): Origin of the problem.(05:16): The contract in the workplace.(08:34): What if they don't?(10:59): Addressing the problem.(11:52): Consequences of inaction.(14:30): Conclusion.Episode Quotes“There are only two acceptable outcomes once you agree to do something. Do it on time, or tell me before that you're not going to get it done.”“Accountability, by its very nature, is confrontational because I'm expecting you to do something. And if you don't do it, then we've got a problem.”“The exchange of value is employer money for employee work. And should the employer stop paying, the employee would not just accept that.”“Once accountability is out the window for one person, it's very quickly out the window for everybody.”“If you are not going to address the issue of accountability, it's not going to stop. In fact, it's going to spread.”Recommended reading and listeningClarity Advisors Reading ListFollow/Connect with Ken Trupkeken@clarityadvisors.ioClarityAdvisors.ioKen Trupke on LinkedIn

Getting your team back to work in the office has been a challenge for business leaders since 2020. Over the past few years, today's guest on The Clarity Advisors Show has successfully navigated the transition of his team back to almost completely on-site work.Nelson Wilner is vice president of Kawasaki Engines USA. In this episode, Nelson tells host Ken Trupke how communication, flexibility, and culture were keys to the process.Timestamps(00:20): Introduction.(01:01): About Kawasaki Engines USA.(00:27): Nelson Wilner's background.(02:11): About Nelson's team at Kawasaki.(02:45): Update on the transition back to on-site work.(05:03): Benefits of a team working together in person .(06:07): Lessons learned during the transition.(07:38): Handling employees opposed to returning to the office.(09:28): Importance of culture.(12:26): Attracting and retaining talent.(19:05): Flexibility is key.(23:58): How to connect with Nelson Wilner. Episode Quotes“We knew all along we wanted to come back and we needed to come back."“The best thing that we learned was we had to go with our gut instinct. We knew that the best thing was to be together.”“We were ahead of the curve and we were right. And our team has really done very, very well by being back together again.”“We try to make a small company out of a big company.”“At the company interview, we have to be honest. We have to be transparent. We have to set expectations of what we want. And again, if it's a match, if it's a fit, then that's great. If it's not, it's OK.”“We have to make good on that promise that when they get here it is as promised and that we're not different in the interviews as we are in real life.”“Flexibility is really important. I believe that we're at a good place right now that is comfortable for both the employee and the employer.”Recommended Reading and ListeningThe Clarity Advisors Show Episode 12: Nelson Wilner – Building relationships and trust within teamsClarity Advisors Reading ListConnect with Nelson WilnerNelson Wilner on LinkedInKawasaki Engines USA websiteConnect with Ken TrupkeEmail: ken@clarityadvisors.ioWebsite: ClarityAdvisors.ioKen Trupke on LinkedIn 

Business success isn't just about profit and loss. For today's guest on The Clarity Advisors Show, it's also about improving his community. Cam Roberts is president of Laser Pavement Solutions and host of the “Stripe it Like it's Hot” podcast.In this episode, he shares with host Ken Trupke what he's learned from coaches and mentors and how that's helped him create a culture and build a team that goes beyond painting lines on pavement.Timestamps(00:20): Introduction.(01:01): About Laser Pavement Solutions.(05:01): How Laser Pavement Solutions improves its community.(07:23): Cam Roberts' background.(12:40): About Cam's team.(15:31): Cam's realization of the importance of culture.(19:36): Keys to attracting the right people.(28:06): Retaining employees.(32:32): Benefits of having a mentor.(44:03): About the “Stripe it Like it's Hot” podcast.(47:00): How to contact Cam Roberts.Episode Quotes“The passion of the company is to improve the community, (like) keeping parking lots and pavements safe, particularly in the winter.”“We could paint a million parking lots and that would be exciting, but that's not going to serve the bigger mission of why we are doing this.“I realized very quickly when I started hiring that I have to train these people very quickly. I don't have the luxury of being in Los Angeles where there are people with this experience.”“Our core goal is to retain 75 percent of our full-time employees into the winter,  and we have consistently been above that.”“I've probably made some poor decisions and kept people longer than they should have because I'd rather be the person that gives too many chances than not enough when it comes to our people.”“Culture is not one thing, it's not something you just do. It's something that has to get built indefinitely, brick by brick by brick.”“I don't think there's an issue at all with people not wanting to work. I think there's a really big issue with companies that have not correctly explained or cast the vision and installed a purpose into why you should work with us.”“If you're waiting to recruit (until) the moment you need somebody, who do you think is going to show up at your door?  Desperate people. The great talent that you really, really want, are generally not looking for a job.”“The reason why we grew so fast is not because I'm smart. It's because I'm ruthlessly committed to figuring something out.”Recommended Reading, Viewing and ListeningCam Roberts YouTube ChannelStripe it Like it's Hot PodcastClarity Advisors reading listConnect with Cam RobertsPhone: 236-765-7259Email: cam.roberts@laserpavementsolutions.caWebsite: laserpavementsolutions.ca Stripe it Like it's Hot Podcast on InstagramCam Roberts on LinkedInConnect with Ken TrupkeEmail: ken@clarityadvisors.ioWebsite: ClarityAdvisors.ioKen Trupke on LinkedIn 

In another “Ask Me Anything” episode of The Clarity Advisors Show, host Ken Trupke answers a listener's question about core values, explaining what they are, how to define them, and then how to use them with your team.Send Ken an email if you have a question you'd like answered or a topic you'd like to see covered in an upcoming show. Timeline(00:20): Introduction.(01:09): Defining the core purpose vs. the core values.(04:00): Getting started.(04:03): The “blank sheet” approach.(05:32): The “head start” approach.(07:28): Five tips for defining your core values(07:38): No. 1 – Be short and clear.(08:55): No. 2 – Be memorable.(10:25): No. 3 – Be real.(14:58): No. 4 – Be unique.(17:30): No. 5 – Be actionable.(19:05): Review.  Episode Quotes“Our core purpose – or our mission as some people call it – defines the 'what' and the 'who'. That's what you do and who you serve.”“The Core Values that define 'how' you work. They're the characteristics that when combined, uniquely define your team at its best.”“Your core values are for your team. They're not for your customers.”“'People like us do things like this.' That's a way of describing culture.”“While you can share values with another company, the combination of values shouldn't describe a lot of other companies.”Recommended reading and listeningClarity Advisors Reading ListFollow/Connect with Ken Trupkeken@clarityadvisors.ioClarityAdvisors.ioKen Trupke on LinkedIn 

In today's fast-moving business environment, it's easy to become overwhelmed with emails pouring in, your task list growing, and time slipping away. Today's guest on The Clarity Advisors Show is a productivity and workload management expert with a system for getting all of that under control.Leslie Shreve is the founder and CEO of Productive Day and the creator of “Taskology,” the science of getting things done. In this episode, Leslie tells Ken Trupke how she helps professionals and their teams manage their workloads, make more progress, and enjoy more stress-free time at home.Timestamps(00:20): Introduction.(01:09): About Productive Day.(02:06): How Taskology fits with Productive Day.(03:45): Leslie's background.(06:34): The importance of task management.(08:02): Escaping "email jail".(11:01): More keys to getting organized.(13:15): The truth about Asana and other project management tools.(19:01): How leaders can help their teams be more productive.(23:21): The challenges of remote work.(26:09): Keys to avoiding distractions.(28:48): Where AI fits in with all of this.(30:50): Leslie's recommended reading and listening.(32:33): How to connect with Leslie.Episode Quotes“People are so fragmented in how they're getting their work done. How they're working isn't working.”“The name of the game is really task management.”“There are more than 10 different sources of tasks in your workday. Email is just the most annoying.""If you don't have a method for managing tasks – for gathering them, planning them, prioritizing them and getting them done – you are never going to be able to tackle email.”“Leaders can help their teams first by helping themselves.”“It's almost unfair to expect your people to hit deadlines and goals without giving them the tools or the wherewithal to do it.”“The project management software is not going to be the solution. What matters is the methodology for the technology.”“Nothing in this world happens without making good decisions, and that's one of the best skills that people can have.”Recommended Reading and Listening“Taskology: How to Unleash the Power of Your Most Productive Workday” by Leslie Shreve“Becoming Supernatural” by Dr. Joe DispenzaThe Efficiency Edge newsletterClarity Advisors Reading ListConnect with Leslie ShreveEmail: leslie@ProductiveDay.comWebsite: ProductiveDay.com Leslie Shreve on LinkedInConnect with Ken TrupkeEmail: ken@clarityadvisors.ioWebsite: ClarityAdvisors.ioKen Trupke on LinkedIn 

As we come to the end of summer, it's time to reset the team and the expectations for the rest of the year.On this episode of The Clarity Advisors Show, host Ken Trupke offers a five-step plan to energize your team and set yourself up for a strong finish.Timeline (00:20): Introducing the five steps.(00:56): Step 1: Define goals for the rest of year.(01:39): Step 2: Revisit metrics and reset goals.(02:56): Step 3: Call team together.(04:53): Step 4: Restart the daily huddle.(05:31): Step 5: Review the metrics daily and weekly.(06:11): Wrap up.Episode Quotes“Pick two or three big things that we want to accomplish in the next few months and be clear about what those are, what we're trying to accomplish, and what success would look like.”“The hard things that people tend to not want to do are outbound calls and sales meetings. So that's what I want to measure.”“We can't wait 2, 3, 4 days or a week before we address issues.”“If you expect people to achieve the goals and do things, then you've got to pay attention – not as a gotcha but to let people know you're paying attention and that these really are important.”Recommended reading and listeningClarity Advisors Reading ListEpisode 25 -- How your team can benefit from a daily huddleFollow/Connect with Ken Trupkeken@clarityadvisors.ioClarityAdvisors.ioKen Trupke on LinkedIn 

If you want to be successful, you must remember to work on your business – not just work in your business. And working on your business includes systematizing things so you can deliver consistent value to your customers.Today's guest, Adi Klevit, the CEO and founder of the Business Success Consulting Group, and the host of the Systems Simplified podcast, specializes in helping clients create the systems to run their business.On this episode of The Clarity Advisors Show, Adi explains to host Ken Trupke how she helps fast-growing companies achieve consistency and efficiency by documenting their processes and procedures. Timestamps (00:20): Introduction.(01:13): What makes Business Success Consulting Group unique.(01:39): Business Success Consulting Group's typical client.(02:03): Adi Klevit's background.(03:04): How systematizing businesses and documenting processes helps a business.(06:20): Why people are reluctant to systematize and document processes.(09:22): Tools used in the process.(14:39): Typical time frame.(17:20): Achieving accountability.(21:45): Adi's recommended reading and listening.(23:50): Connecting with Adi Klevit. Episode QuotesSystematizing and documenting by itself would not really help. You also have to implement.“We are experts at asking questions and extracting information so then we can create not only the procedures, but also best practices and the reason why behind it so that knowledge is not lost.”“It starts from the top...from a buy-in from the CEO...deciding that this is the culture we're going to embrace, that we are going to actually use that documentation, and there is accountability.”“One of the key steps is to make sure that everyone in your company actually read those processes and procedures, because if they didn't, how are you going to get everybody on the same page?”“I love to hear inspiring stories of entrepreneurs that have made it, that keeps me going, listening to their struggles, listening to the ups and downs, but listening to their tenacity, their courage, the pushing forward."Recommended ListeningSystems Simplified podcast hosted by Adi KlevitInspired Insider podcast hosted by Jeremy WeiszBuilt to Sell podcastConnect with Adi KlevitPhone: 503-662-2911 (call or text)Email: adi@bizsuccesscg.comWebsite: bizsuccesscg.comAdi Klevit on LinkedIn Connect with Ken TrupkeEmail: ken@clarityadvisors.ioWebsite: ClarityAdvisors.ioKen Trupke on LinkedIn 

If you're looking for a short list of principles for business success, there may be no better book than “The Go-Giver,” which has sold well over a million copies and been translated into 30 languages.On this episode of The Clarity Advisors Show, host Ken Trupke talks with the co-author of the book, Bob Burg, about following his Five Laws of Stratospheric Success to build relationships, communicate value, and accelerate business growth.Timestamps(00:21): Introduction.(01:04): Why the Go-Giver series has been so successful.(04:43): Introducing the five laws of the go-giver.(05:01): The Law of Value.(05:55): The Law of Compensation.(06:15): The Law of Influence.(07:02): The Law of Authenticity.(07:39): The Law of Receptivity.(08:24): Being entrepreneurial without being an entrepreneur.(09:50): Clearing the hurdle of being self-focused.(12:59): How to come across as genuinely authentic.(16:00): Attracting and retaining the best people.(19:40): Advice for leaders today.(22:37): Connecting with Bob Burg.Episode Quotes“People are going to do business with you because ultimately, they believe they'll be better off by doing so.“Go-Givers tend to sell at the higher end of the price level because Go-Givers sell on high value, not low price.""When you sell on low price, you're a commodity. When you sell on high value, you are a resource.”“All things being equal, people will do business with, and refer business to, those people they know, like, and trust.“Giving and receiving are not opposite concepts, despite what so much of the world would have us believe.”“We're all more concerned with ourselves than we are with other people. What we've got to understand is so are they.“We've always got to remember that consumer is buying for their reasons, not our reasons.”“Authenticity is simply acting congruently with your values.”“How far can you push a rope? Not very – at least not very fast or very effectively. That's why great influencers, great leaders, don't push. They pull.”“The ability to earn and maintain trust is going to be your single biggest advantage.”“There are two elements of [trust]. One is character and the other is competence. And if it's something significant that people are making a decision about, they've got to see you as having both.” Recommended Reading and ListeningThe Go-Giver books by Bob BurgThe Go-Giver Podcast hosted by Bob Burg“The Speed of Trust: The One Thing That Changes Everything” by Stephen M.R. Covey“The 7 Habits of Highly Effective People” by Steven R. CoveyClarity Advisors Reading List  Connect with Bob BurgWebsite: Burg.comBob Burg on LinkedInBob Burg on FacebookMore Bob Burg Links  Connect with Ken TrupkeEmail: ken@clarityadvisors.ioWebsite: ClarityAdvisors.ioKen Trupke on LinkedIn 

As leaders, we're always looking to innovate and find new and better ways to serve our customers.On this episode of The Clarity Advisors Show, host Ken Trupke discusses The Curse of the Good Idea: how jumping from "good idea" to "good idea" prevents you from finishing what you're already working on.He explains why we can do anything, but not everything, and offers tips for being intentional about filling up your plate, so your good ideas turn into results.Timeline(00:20): Explaining the curse of the good idea.(01:20): Why a good idea isn't always a good thing.(03:03): The buffet analogy.(06:50): Focus on ROI.(08:54): Prioritize.(10:15): Summary.Episode Quotes“We want to innovate, we want to improve, and we want to grow. But we only have so much time, money, and energy. No matter how much you have, all three are still limited.”“You can do anything, but you can't do everything.”“Measure both the impact and the effort of projects."Recommended reading and listeningClarity Advisors Reading List  Follow/Connect with Ken Trupkeken@clarityadvisors.ioClarityAdvisors.ioKen Trupke on LinkedIn 

Creating a culture where people want to come to work starts with a leader with a vision and a heart for people. Today's guest, Mandi Brower, is the Chief Operating Officer of Quality Car Wash, a business that spans multiple car washes and some Tim Horton's coffee shops.On this episode of The Clarity Advisors Show, Mandi shares with host Ken Trupke how she fosters a culture where people on her team feel supported and can learn skills that help them in their careers.Timestamps(00:59): About Quality Car Wash.(01:22): What makes Quality Car Wash and Tim Hortons unique.(02:41): Mandi's career path.(04:42): About Mandi's team.(05:44): What Mandi's done right with her team.(08:28): Winning multiple best and brightest places to work awards.(09:50): Importance of communication.(11:13): Creating a culture of success.(14:20): Mistakes made along the way.(16:12): Why it's important to delegate.(17:08): Attracting talent.(21:07): Retaining talent.(22:46): Heart-centered leadership.(24:47): Advice to young leaders.(26:33): Recommended reading and listening.(28:30): Connecting with Mandi.  Episode Quotes“Everything is really about the people, the people that we hire, the people that we serve, the guests that come in, and the community.”“College is great, but I'd rather have someone that has already worked for us for six, seven years come into a new role than someone who's brand new out of college so we can continue to grow our people that way as well.”“The way we treat our team is the way they're going to treat our guests.”“There's a cost to turnover. It's expensive to have people leave and to retrain and to get them on benefits and to do all the termination of benefits. There's a dollar amount that goes with that.”“I don't want to work at the register. I can't keep up with those kids these days and all the buttons, so I need to make sure I've got the best team there and I want them working there. So, we're going to treat them great.”“Even if someone is doing it 90 percent of the way you would do it, they're actually getting it done because you are not getting it done.”“We've really found that we've been able to save some great people or some great relationships because just moving them to a different site, to work for a different structure, a different leader with different traits has really been really great as well.”“Heart-centered leadership just really is about focusing on the people, really focusing on their feelings, really focusing on them as people and not as numbers, not as a transaction, not as a shift, not as just someone on the schedule, but really focusing as them as a person and how we can help them walk this journey through life.”Recommended ListeningReframe and Rewire Podcast with Michelle L. Steffes Connect with Mandi BrowerEmail: mandi@qualitywash.comMandi Brower on LinkedIn Connect with Ken TrupkeEmail: ken@clarityadvisors.ioClarityAdvisors.ioKen Trupke on LinkedIn  

On this “Ask Me Anything” edition of The Clarity Advisors Show, host Ken Trupke answers listeners' questions.This week he explains that being friendly and being professional aren't opposites (and that friendly is better!), and he offers some recommendations for your summer reading list.If you have a question that you'd like Ken to answer in a future episode, you can email it to him at ken@clarityadvisors.io.Timeline(00:41): Question 1: Friendly vs. professional.(03:09): Question 2: Summer book recommendations.(03:45): “Atomic Habits” by James Clear.(04:21): “Never Split the Difference” by Chris Voss.(05:03): “The Go-Giver” by Bob Burg.(05:23): Jeffery Gitomer's “Little” books.(05:57): Biography books – Start with Mount Rushmore.(06:48): Biographies of childhood Americans.(07:11): Landmark books.(07:48): Summary.Episode Quotes“Some people think that happy and friendly aren't professional, and that good work can't be accomplished unless everyone is stern and serious, but customers like to buy where people are friendly.”“'Professional' indicates a high level of skill and polish and that you know your stuff, so you can be a competent professional who knows their stuff and be friendly.”“People who are unhappy at work are often unhappy outside of work. And typically, that unhappiness started long before this job.”“Reading is one of the best investments you can make.”“Pick anyone that you are personally interested in and there's probably a pretty good biography out there.”Recommended reading and listening“Atomic Habits,” by James Clear“Never Split the Difference,” by Chris Voss“The Go-Giver,” by Bob Burg"The Little Red Book of Selling" by Jeffery Gitomer"The Little Yellow Book of YES! Attitude" by Jeffery GitomerLandmark Book SeriesClarity Advisors Reading List Follow/Connect with Ken Trupkeken@clarityadvisors.ioClarityAdvisors.ioKen Trupke on LinkedIn 

While an organization is only as good as its leaders, it's also only as good as its followers. It's the followers who accomplish goals under a leader's direction and help achieve the leader's vision.Whether or not you aspire to leadership, it's essential that you learn to follow well. On this episode of The Clarity Advisors Show, host Ken Trupke offers his top four characteristics of good followers.Timeline(00:20): Introduction.(01:34): No. 1 – Humility.(03:09): No. 2 – Teamwork.(04:22): No. 3 – Work ethic.(05:03): No. 4 – Loyalty. (07:14): Recap. Episode Quotes“He who cannot be a good follower cannot be a good leader.” (Aristotle)“Good followers are truly team players. They recognize that success is about achieving the goal, not about your personal recognition.” (Ken Trupke)“Good followers recognize there are no winners on a losing team. No one wins unless everyone wins.” (Ken Trupke)“Learning to be a good follower sets you up to have perspective for future leadership opportunities.” (Ken Trupke)  Recommended reading and listening“In Praise of Followers,” by Robert E. Kelly (Harvard Business Review)“The Courageous Follower: Standing up to and for our leaders,” by Ira Chaleff“The Art of Followership: How great followers create great leaders and organizations,” by Ronald E. Riggio, Ira Chaleff, and Jean Lipman-BlumenClarity Advisors Reading List  Follow/Connect with Ken Trupkeken@clarityadvisors.ioClarityAdvisors.ioKen Trupke on LinkedIn 

We spend a lot of time talking about success and how to achieve it, but there are actually more ways to get things wrong than there are to get them right.So, on this episode of The Clarity Advisors Show, host Ken Trupke flips the script and offers seven steps to ensure failure. This isn't a complete list, but it's a start. Hopefully you'll do the opposite and set yourself up for success.Timeline(00:20): Introduction.(00:45): No. 1 – Hanging around with negative people.(01:25): No. 2 – Putting yourself first.(02:05): No. 3 – Procrastinating.(03:15): No. 4 – Avoiding personal growth. (05:30): No. 5 – Micromanaging and distrust others.(06:19): No. 6 – Giving up when something's hard.(07:45): No. 7 – Trying to be someone you're not. (08:29): Recap.Episode Quotes"There are more ways to get things wrong than to get them right." (Ken Trupke)"You don't have to make the right decision. Just make a decision and then make it right." (Andy Andrews)"If you want to be someone in a position of leadership where you're sharing and leading well, you've got to have something to share and lead. So, fill yourself up first." (Ken Trupke)“Anything worth doing is also worth doing poorly – at least at first. Remember you're not going to be great right away." (Ken Trupke)"Don't wish it was easier. Wish you were better." (Jim Rohn)"Be yourself. Everyone else is already taken." (Oscar Wilde) Recommended reading and listeningThe Clarity Advisors Show E31 - Bo ShortThe Art of Exceptional Living - Jim Rohn“Grit: The Power of Passion and Perseverance” by Angela DuckworthClarity Advisors Reading List Follow/Connect with Ken Trupkeken@clarityadvisors.ioClarityAdvisors.ioKen Trupke on LinkedIn 

As we officially start summer, it's a time to set aside work, take a vacation or at least a few days off, and recharge. But that doesn't mean there won't be opportunities to network and possibly help your team or business.On the 100th episode of The Clarity Advisors Show, host Ken Trupke offers a few simple tips for making connections at summertime events that will help you grow your team and business. Timestamps(00:26): Introduction.(01:10): Tip One: Be friendly.(02:23): Tip Two: Keep your antenna up.(03:45): Episode 100.Episode Quotes"Focus more on being interested than to be interesting. Focus on the person in front of you and be interested in them, and they'll find you interesting."“A great way to start a conversation at a summertime event is just, ‘How do you know the host?'”“You never know who might be your next great teammate, your next great customer, or just a great connection, even if it isn't the person you're talking to.”Recommended reading and listeningClarity Advisors Reading List Follow/Connect with Ken Trupkeken@clarityadvisors.ioClarityAdvisors.ioKen Trupke on LinkedIn  

On this "Ask Me Anything" episode of The Clarity Advisors Show, host Ken Trupke addresses a listener's question about a team consistently missing deadlines despite using a project management tool.  Timestamps(00:38): Listener question.(01:19): Purpose of a project management tool.(02:28): Tending the garden of the team.(04:20): The leader is responsible.(06:04): Diagnosing the problem.(06:50): Assume the process is the problem.(07:50): Maybe it's a “people” problem.(09:20): Two acceptable outcomes.(15:45): Creating an environment of accountability.  Episode Quotes“The project management tool doesn't actually create progress. You have to do the work to get the work done. The tool just documents the activity. It isn't the activity itself.”“Things don't just happen. You've got to tend it. And part of the role of a leader is to tend the garden of the team to prune what needs to be pruned to keep the focus.”“We produce when there's pressure to produce. This doesn't have to be an unhealthy pressure, but the trade-off in the workplace is compensation for results”“You want to make sure people get their praise publicly so that everybody knows what a good job they did because you're going to get more of what you praise.” Recommended reading and listeningClarity Advisors Reading List Follow/Connect with Ken Trupkeken@clarityadvisors.iohttp://www.clarityadvisors.io/Ken Trupke on LinkedIn 

On this "Ask Me Anything" episode of The Clarity Advisors Show, host Ken Trupke uses the DiSC Assessment to answer a listener's question about how to deal with a boss with the opposite behavior style. Timestamps(00:38): Listener question.(02:28): DiSC chart explanation.(09:17): Get your concerns on the table.(11:36): Four tips for an “S” working with a “D” boss.(11:48): No. 1: Pick up your pace.(12:58): No. 2: Set time limit expectations.(14:32): No. 3: Have an agenda.(16:08): No. 4: Give choices.  Episode Quotes  “It's not that task-oriented people don't care about people. They do. They just tend to put the task first.”“In the workplace it tends to be priority much more than pace that generates conflict.”“I suggest to anyone who's having conflict in the workplace with another person to get it on the table. Have a meeting – ideally face-to-face – with that person and just share how you're feeling.”“It's always easy until people get involved. When people have different priorities, it's extra challenging. And when you have different priorities and different paces, it's very, very challenging.”“Fast isn't better than slow and task isn't better than people. They're just different. So, let's celebrate those differences and adapt to those differences so we can be more effective.”  Recommended reading and listeningTurn The Ship Around! by L. David MarquetClarity Advisors Reading List  Follow/Connect with Ken Trupkeken@clarityadvisors.iohttp://www.clarityadvisors.io/Ken Trupke on LinkedIn   

The official start of summer is days away, and many of our team members are looking forward to traveling, heading to the beach, relaxing by the pool, and their other plans.And while we encourage them to enjoy the season, as leaders we need to guard against complacency setting in with our teams. Work still needs to be done, and we can't afford to lose momentum.On this episode of The Clarity Advisors Show, host Ken Trupke offers six ideas to help you maintain momentum through the summer while making sure your team members are still able to recharge and refresh.Timestamps(00:23): Introduction(01:02): Tip 1: Plan work(03:16): Tip 2: Check in weekly.(04:35): Tip 3: Morning routine.(07:48): Tip 4: Contests.(10:18): Tip 5: Book club.(12:29): Tip 6: Four-day work week.Episode Quotes“As far as days off and such, what I recommend is that you just plan your work. Plan the work week and say, ‘This week I'm going to get these things accomplished. And that includes me taking Friday off.' ”“Make sure you are accountable to yourself and then check in with your team. Make sure you are following up to see how they're doing. And the question is less, ‘Where are we with this than it is?' than it is, ‘How can I help?' ““What time are you going to commit to getting up every day? That starts your day with some consistency and it signals to your brain that we're still on schedule here.”“With contests, it's all about winning. People want to compete and win much more than they care about what they actually win.”“It gives you that common language when you're reading a book together. You come away from it with concepts that you now have shared and are familiar with. And when you say just the name of that concept, you both know what that meant.”“People are going to be taking off Fridays and Mondays and half days and whatever. “But if you (all) take Fridays off, then in theory everyone's gone on Friday. So now everyone's here Monday through Thursday.”Recommended reading and listeningClarity Advisors Reading List Follow/Connect with Ken Trupkeken@clarityadvisors.iohttp://www.clarityadvisors.io/Ken Trupke on LinkedIn  

One aspect of starting and running a small business that's often overlooked is the importance of good legal advice. Today's guest, Jim Shafer, is an attorney who has been advising small businesses for decades. He also has an extensive background in real estate. On this edition of the Clarity Advisors Show, Jim and host Ken Trupke discuss the benefits of having an attorney on your team. Timestamps(01:12): About Shafer Legal.(01:58): Jim's career path to business law.(03:32): Why have an attorney your the team?(04:32): Mistakes a lawyer can prevent and fix.(07:11): Setting up a new business.(10:46): Is an LLC necessary?(11:55): Buying investment properties.(16:33): Structuring your company.(18:25): Jim's real estate background.(25:55): Contracts and agreements.(32:31): Recommended listening.(34:40): Connecting with Jim Shafer.Episode Quotes“Having an attorney on the team is not for when things go wrong, but to help them keep from going wrong in the first place.”“Any time you start a new business, it takes a good two to five years to even out those highs and lows of getting things going. And every step of the way can involve pitfalls.”“I recommended every single time to get your business into some kind of a box, so it protects the bigger pool of the rest of your assets.”“If you have 10 pieces of property, keep them in 10 separate "boxes". If something goes bad with one, you've isolated it down to that one piece of property.“Don't let the tax "tail" wag the transaction "dog" because sometimes the tax savings that you're trying to achieve may cost you more in the long run.”Recommended reading and listeningNot Another D&D Podcast (NSFW)#SistersInLaw PodcastUp First, an NPR podcast Follow/Connect with Jim ShaferPhone: 616-558-1098jim@shaferlegal.netShaferLegal.netJim Shafer on LinkedIn

On this episode of The Clarity Advisors Show, host Ken Trupke recounts three separate, but related experiences that encouraged him by reminding him of the value of knowledge and learning, to accept our imperfections, and recognize that success may be closer than we think. Timestamps(00:23): Separate, but related encouraging events(00:40): Conversation with a friend about a difficult relationship(01:36): Bullets before cannonballs(02:22): Begin with the end in mind.(03:55): Nobody is perfect.(07:45): Life is like a pinata. Episode Quotes“Book knowledge doesn't always translate perfectly into the real world. Like riding a bike, studying it is very different than doing it.”“It still pays off to invest, to study and to read, and to learn and to try to master your craft, whether that be business or relationships or whatever skill.”“When we put things in practice, we just need to be prepared for it to not go perfectly.”“In some ways, life and business is about being blindfolded and dizzy, swinging our stick, hoping to hit the pinata.“It's OK that life doesn't work like the book, but that doesn't mean don't keep studying."“It's OK that we all have character flaws. That doesn't mean that there's not also greatness within us.”“We are closer than we think. Keep swinging, keep trying, keep going.”  Recommended reading and listeningYou're closer than you think (pinata video) by Ed MylettFire Bullets, Then Cannonballs by Jim CollinsBegin With the End in Mind by Stephen CoveyNever Split the Difference by Chris VossClarity Advisors Reading List  Follow/Connect with Ken Trupkeken@clarityadvisors.iohttp://www.clarityadvisors.io/Ken Trupke on LinkedIn 

On this "Ask Me Anything" episode of The Clarity Advisors Show, host Ken Trupke answers listeners' questions.This week he looks explains why it sometimes makes sense to stay with a job a long time and when it might be time to move on, how you can lead a team that's doing something you've never done yourself, and how an older worker can leverage their experience to help the team.If you have a question that you'd like Ken to answer in a future episode, you can email it to him at ken@clarityadvisors.io.Timestamps(00:30): Question 1: Deciding the right time to change jobs.(07:22): Question 2: Leading a department without subject matter experience.(11:45): Question 3: Bringing value to a company as an older worker. Episode Quotes“Since layoffs have become an accepted means for managing businesses, people have realized that loyalty doesn't go both ways.”“We undervalue the people we have and the people we know, and we overvalue the people that we don't know – the outsiders.”“It's easier to get equity to become a partner or to take over a company that you're already in rather than coming in from the outside.”“Your job (as the leader) is to remove obstacles and provide resources.”"Leadership is leveraging yourself across a team (to get things accomplished).“You've earned your experience. You're bringing that perspective and that realization that the timeless principles always work regardless of the business cycle.”Recommended reading and listening“From Strength to Strength: Finding Success, Happiness, and Deep Purpose in the Second Half of Life,” by Arthur C. Brooks.The Clarity Advisors Show Episode 28 – Drawing the line between management and micromanagement. The Clarity Advisors Show Episode 90 – Timeless truths to help build your team.Clarity Advisors Reading List Follow/Connect with Ken Trupkeken@clarityadvisors.iohttp://www.clarityadvisors.io/Ken Trupke on LinkedIn  

Accounting can be one of the hardest functions to align the skills and experience of your team with the needs of your business. Lisa Sherman, a certified public accountant and a principal with public accounting firm Doeren Mayhew, leads her firm's virtual and outsourced accounting services team.On this edition of The Clarity Advisors Show, Lisa tells host Ken Trupke how she uses teams of two to three people to fully support her clients' accounting and finance needs.Timestamps(01:07): About Doeren Mayhew.(03:30): Branding as Wayfinder.(04:05): Doeren Mayhew's niche.(06:35): Lisa's team at Doeren Mayhew.(07:30): Lisa's background.(10:19): Tips for growing a team.(13:00): Socializing topics.(16:08): Success stories.(20:32): Attracting talent(25:00): Retaining talent.(34:45): Connecting with Lisa. Episode Quotes“We touch a little bit of everything across the board, but I think what really makes us unique is our team. We come in as a team approach – two to three people depending on the level of engagement.”“We come in on a remote basis and fractional, so you're not hiring us. That way you can get a whole team of people – a whole department – at a fractional cost and a fractional amount of time."“If you want change, you don't come into a meeting and say, ‘hey, we're going to change.' You come into the meeting with little bits of pieces of information over a period of time and you socialize those topics."Recommended Reading and Listening“Power Questions” by Andrew Sobel and Jerold Panas.“Digital Body Language,” by Erica Dhawan. Connect with Lisa ShermanEmail: lsherman@doeren.comLisa Sherman on LinkedIn 

Terms like "culture" and "teams" are used a lot in business, but getting a shared understanding of what those words mean can be challenging. Dr. Christopher Fischer is a psychologist who works with leaders on the "people side" of their business to help them get clarity and deliver results.On this episode of The Clarity Advisors Show, Christopher and host Ken Trupke talk about the importance of creating a clear and intentional culture within a company, and the need for leaders to differentiate between a "team" and a "work group".Timestamps(01:09): About Fusion Consultants.(02:30): Who typically hires Fusion Consultants?(05:06): The psychology of sales.(09:01): Chris' background.(18:32): Why leaders and organizations struggle with culture.(21:47): What prevents companies from implementing the culture they want to have.(26:10): The difference between a team and a work group.(33:39): What Chris is reading and listening to.(35:48): Connecting with Dr. Christopher Fischer. Episode Quotes“Unless you're very intentional about the culture that you want to create, you'll unintentionally get the culture you deserve.”“My basic definition of culture is behavior that gets repeated over and over and over and over again.”“I think strategy and clarity are simple to say but really hard to do.”“I'm not a business strategist by any means, but I can help sniff out where there's lack of clarity for organizations.”“We want to have a climate where people feel psychologically safe and want to have fun and be engaged, but we don't hold people accountable to the behaviors that we don't need and reinforce the behaviors that we do need.”“Organizational groups are a number of individuals working on things that will aggregate up to a final score that will make a difference, but they're not held accountable at the same time or have shared accountability on the field at the same time a team does.” Recommended Reading and ListeningThe Pacesetter Pod hosted by Joe Mosher.Chris Fischer's interview on the Pacesetter Pod.Hidden Brain podcast.“David and Goliath” by Malcolm Gladwell.“World Without End: A Novel (Kingsbridge)” by Ken Follett.  Connect with Dr. Christopher FischerFusionconsults.comChristopher Fischer on LinkedIn    

Commodities like propane, gas and industrial lubricants may not be something you think about often, but they're critical to providing the energy needed to heat our homes and run the farm equipment that produces our food.Brad Morrell started his career in the Army and worked for a couple of large, well-known companies on his way to his current leadership job with Crystal Flash, an employee-owned propane company in Michigan. On this episode of The Clarity Advisors Show, Brad and host Ken Trupke talk about some of the lessons Brad's learned about growing and building teams.Timestamps(01:06): About Crystal Flash.(02:01): What makes Crystal Flash unique?(03:13): Brad Morrill's background.(04:02): Why agriculture and energy?(06:12): Makeup of Crystal Flash's team.(10:41): Tips for building and growing teams.(14:00): Attracting and retaining talent.(20:44): Brad's planned transition.(29:20): Recommended reading and listening.(32:55): How to connect with Brad.Episode Quotes“What I like about energy and food agriculture is those are foundational industries for the human race. We all have to eat and we all need energy.”“I like to say (Crystal Flash is) a big enough company to have resources to actually do stuff, but a small enough company that you still know people and what they do.”“Hire slow, hire for enthusiasm, and hire for curiosity. Those are three big things I look for. And in the situations where I've been able to find those people, they've been really great teammates to have for long periods of time.”“People hire into companies and they leave managers.”“I'm kind of a five- to seven-year guy and here I am at 10, so I'm kind of long in the tooth at this company and I'm ready for the next step.”“Because it's such a long transition and so well-orchestrated that I think by the time that I leave, it'll be more like, 'Brad, did you leave already?'”“We've done a really good job at Crystal Flash of keeping people on part-time when they get to retirement age. Instead of just having them stop one day and go to a hundred percent retirement, we found ways to be able to allow people to move into a part-time role and continue so that they have a transition timeframe, and we get to still benefit from their experience.”Recommended Reading and Listening“Working Identity,” by Herminia Ibarra.“Act Like a Leader, Think Like a Leader,” by Herminia Ibarra.The Pacesetter Pod with Joe Mosher.Politico Energy podcast.Oil and Gas This Week podcast.Path to Zero podcast.Freakonomics podcasts.Newt's World podcast with Newt Gingrich.Connect With Brad MorrillBradleyjmorrill.comBrad Morrill on LinkedIn

On the previous episode of The Clarity Advisors Show, host Ken Trupke explained the difference between timely trends and timeless truths and shared some timely trends leaders need to understand.In this episode, Ken offers three timeless truths that have been -- and will continue to be -- true for you to build and lead a successful team.Timestamps(00:20): Introduction.(01:10): Timeless truth No. 1: Communication.(02:39): Synchronous and in-person communication.(05:17): Both sides of the DISC profile are important.(07:42): Timeless truth No. 2: Culture trumps skills.(09:34): Timeless truth No. 3: Appreciation.Episode Quotes“People are going to fill the void with negativity.”“Synchronous and in-person are better than asynchronous and not in-person.”“Businesses tend to get off the rails...because we had a miscommunication somewhere and people didn't understand something."“Communication is something you'll never master, but you can continually get better at.”“People...want to belong. They want to be somewhere where, ‘People like us do things like this.'”“People also want to know that you notice (them) and that they matter.”“Gen Z and Gen Alpha don't just work for the money and they won't just put up with things for the money the way Xers and Boomers did."Recommended reading and listeningThe Clarity Advisors Show Episode 89 – Timely trends to help build your team.Clarity Advisors Reading ListFollow/Connect with Ken Trupkeken@clarityadvisors.iohttp://www.clarityadvisors.io/Ken Trupke on LinkedIn 

When building and growing your team, there are timely trends and timeless truths. And you need to appreciate both, as well as know the difference between them.On this edition of The Clarity Advisors Show, host Ken Trupke offers three timely trends to which leaders need to pay attention. Next week, he'll look at some timeless truths that have been – and always will be – keys to building strong teams.Timestamps(00:37): Timely trends vs. timeless truths.(03:24): Timely trend No. 1: Remote work.(08:15): Timely trend No. 2: Generational differences.(13:00): Timely trend No. 3: Artificial intelligence.(18:01): Wrap up.Episode Quotes“There are timely trends that younger leaders are dialed into that experienced leaders need to pay attention to. They may change and evolve, but you can't ignore them.”“It's easier to establish a culture where 'people like us do things like this' (when you're in-person)."“Key generational differences are wanting more time off, wanting a flexible schedule, and yes, wanting remote work.”“It's not that people didn't want to take time off or didn't want to have more work-life balance. It just wasn't as acceptable. But today it's very acceptable.”“As a leader, you need to set the expectations and goals around what we're trying to accomplish as a business to serve our customers. Micromanaging comes in when we also dictate the how.”"(Not using AI is) like saying the internet was a trend or that laptops are just a tool for lazy people.”Recommended reading and listeningClarity Advisor Reading ListFollow/Connect with Ken Trupkeken@clarityadvisors.iohttp://www.clarityadvisors.io/Ken Trupke on LinkedIn 

On this "Ask Me Anything" episode of The Clarity Advisors Show, host Ken Trupke answers your questions. This week he tackles how to grow your skills without a company training plan, ways to show appreciation to team members when you can't give them bonuses, and how to start using AI in your work.If you have a question that you'd like Ken to answer in a future episode, you can email it to him at ken@clarityadvisors.io.Timestamps(00:20): Introduction(00:40): Question #1: How to grow skills on your own.(01:21): Invest in yourself.(01:32): Use books to learn.(03:02): Outside coaching.(04:22): Take Courses.(05:30): Find a Group.(07:00): Question #2: How to show appreciation.(07:20): Just say thanks.(10:24): Gifts.(12:53): Handwritten cards.(16:28): Question #3: How to get started with AI.(16:50): Start with an email.(21:18): Use AI before search.(24:00): Wrap-up.Episode Quotes“We don't want to be the Dead Sea, where information comes in and that's it. We want to be the Sea of Galilee, where the water flows in and then flows back out. “Education and growth are an investment. That return is us getting better, us becoming more valuable, positioning ourselves for a promotion or a raise because we know more.”“Improving your communication skills is valuable any time, any place, for anybody. It's not just a business skill, it's a life skill.”“If you don't have the money (to do more) – and even if you do have money – say thank you. Just tell people that you appreciate them.”Recommended reading and listeningClarity Advisor Reading ListJoe Pici's Rapport Mastery Boot CampJoe Pici's Virtual Rapport Mastery Course.Clarity Advisors Show, Episode 25, on the benefits of having a daily huddle.Clarity Advisors Show, Episode 87, on artificial intelligence in your business.Gary Pinkerton's PodcastCraig Groeschel Leadership Podcast  Follow/Connect with Ken Trupkeken@clarityadvisors.iowww.clarityadvisors.ioKen Trupke on LinkedIn

Artificial Intelligence now seems to be part of every business conversation. However, some leaders are still reluctant to use AI.On this episode of The Clarity Advisors Show, host Ken Trupke shares why you should consider AI and how you might overcome your team's reluctance to embrace it.Timestamps(00:19): Broad overview of artificial intelligence (AI).(00:56): How AI is being used.(01:38): Most common responses to AI.(02:39): Suggested responses.(03:18): Automate repetitive tasks.(03:33): Analyze lots of data quickly and accurately.(05:30): Other popular uses. (05:40): Content creation and curation.(06:07): Sentiment analysis.(06:37): Customer relation management(06:53): Human resource AI tools.(07:27): Reasons for reluctance.(08:00): Tips for introducing and adopting AI.(08:10): Guarantee there won't be firings.(10:20): Encourage a growth mindset.(11:12): Focus on the value and impact.(12:30): SummaryEpisode Quotes"Regardless of the business you're in, AI can improve your efficiency, productivity, and decision-making.”“Uncovering valuable insights, patterns and trends hidden within your marketing, sales, finance, and operational data allows your team to make better decisions and predictions.”“While AI may automate certain tasks, it also creates new opportunities for creativity, problem solving, and higher value work. Smart use of AI will support human capabilities, not replace them entirely.”“AI is not going to take your job, but someone using AI might. So be that person – be the person who leverages and uses AI.” Recommended reading and listeningThe Clarity Advisors Show Episode 58 with Krystal Parker: The AI revolution and its impact on the workforce. Follow/Connect with Ken Trupkeken@clarityadvisors.iowww.clarityadvisors.ioKen Trupke on LinkedIn

March Madness is underway, and watching the top college basketball teams compete for a national championship provides lessons for business teams.On this episode of The Clarity Advisors Show, host Ken Trupke looks at principles like teamwork, perseverance, communication, limiting mistakes, and being willing to take chances, that work both on and off the court.Timestamps(00:19): March Madness explained.(01:10): Similarities between basketball teams and your team.(02:19): Responding to pressure.(02:49): Three keys to winning.(03:10): Three-pointers.(03:43): Limiting turnovers.(05:05): Rebounding.(07:41): Final thoughts.Episode Quotes“The best basketball teammates are humble, hungry, and smart. That is, they're willing to make a pass rather than shoot. They hustle on defense, especially for loose balls. And they have basketball IQ.”“Teams face adversity, setbacks, and pressure situations. It's how they respond – how resilient they are and how much they persevere – that will define their success.”“If you're the underdog, be aggressive. Take those three pointers to swing momentum. Play hard and be relentless. You've got to outwork and out-hustle your opponent.”“If you're the heavy favorite, play your game...look for opportunities...but keep the main thing, the main thing.”Recommended reading and listeningThe Ideal Team Player by Patrick LencioniFollow/Connect with Ken Trupkeken@clarityadvisors.iowww.clarityadvisors.ioKen Trupke on LinkedIn 

Mergers and acquisitions --  or M&A, as it's known -- is common in most industries, but one area people don't often think about for M&A is agriculture. Today's guest, Joe Mosher, is founder of the Mosher Consulting Group, which specializes in helping agribusinesses execute on their mergers and acquisitions.On this episode of The Clarity Advisors Show, Joe shares with host Ken Trupke his thoughts on avoiding common merger problems and what he learned about leading teams from his time in corporate America.Timestamps(00:53): How Mosher Consulting serves its clients.(02:22): What makes Mosher Consulting unique.(04:18): Avoiding common merger problems.(10:00): Mergers and acquisitions in the world of agribusiness.(15:41): Joe Mosher's background.(18:39): Assembling the Mosher Consulting Group team.(22:23): The abundance mindset.(23:45): Lessons learned in building the team.(28:08): Recommended reading and listening.(30:30): The Pacesetter Pod.(33:32): Connecting with Joe Mosher.Episode quotes“A lot of deals fail to deliver what they're expected to deliver.”“Folks who say that agribusiness or agriculture is one of the lowest tech adoption industries out there, I think are wholesale wrong.”"We generally have inelastic calorie demand in the world. People have to eat."“One of our core values is we don't monetize every interaction. And so sometimes if we can simply connect what we think is a good, credible, trusted advisor in the marketplace with our client to our client's benefit.”“An abundance mindset is really easy to have when you have abundance. But as soon as scarcity sets in, it's really hard to keep that.”“You're not always able to disclose everything, but I always try to bring the facts into the light and make sure that my team understands as much of what is true and what is available. Mold grows in the dark, and so do rumors.”"You have to have very low tolerance for value or norm erosion."“It's enough work to try to get a team to a high performing stance. But if you let it atrophy or backslide, it's twice as much work trying to recreate it.”Recommended reading and listeningThe PaceSetter PodThe PaceSetter BlogThe All-In PodcastFuture of Agriculture podcast hosted by Tim HammerichThe Modern Acre podcast Prime Future on SubstackUpstream Ag on SubstackConnect with Joe MosherMosher Consulting Group websiteJoe Mosher on LinkedInJoe Mosher on Substack

Steven Sashen is one of the fastest sprinters in the world in his age group. The shoe company he and his wife founded 14 years ago is moving just as fast, with sales over $50 million and distributions centers in the US, UK, and Europe.On this episode of The Clarity Advisors Show, Steven talks with host Ken Trupke about his journey from elite athlete to industry maverick, sharing how he discovered the comfort and benefits of natural movement by getting out of the traditional thick, padded shoes and into his unique barefoot-style footwear.Timestamps(00:20): Introduction.(01:10): About Xero Shoes.(02:29): Origin of the company.(06:03): Steven's pre-Xero professional life.(08:24): Evolution of the Xero team.(14:23): Lessons learned during the early years.(19:15): Things that have gone well.(20:54): One helpful question for job candidates.(22:48): Attracting and retaining talent.(28:24): Customer happiness team.(30:02): Responding to naysayers.(32:43): Strategy going forward.(35:22): Focus on professional athletics.(37:21): First bullets, then cannonballs.(39:34): Still competing in his 60s.(41:15): Connecting with Steven Sashen.Episode Quotes“We're making footwear that gets out of the way. It lets your body do what's natural, and as a result, you get natural comfort, performance, and health benefits.”“What happens if you put a foot-shaped thing called your foot into a non-foot-shaped thing like this? What problems might that create at the end of a long day?”“I made a pair of sandals based on essentially a 10,000-year-old design idea.”“People keep saying to us, you can't keep growing at the rate you've been growing for all these years. And I say I know, it should be much faster!”“My wife has a great line: There are enough shoe companies in the world. We don't need any more shoe companies unless your shoes change people's lives.”“An interesting thing I've discovered about people leaving – whether we ask them to leave or they decide to leave – is you learn someone's true nature when they're on the way out the door. And anytime we've fired someone, the way they left made us very, very confident that we made the right decision.”“Every business rises to the level of the neuroses of their founders. And one of mine and Elena's is that we treat people like they're friends of ours, not with this hierarchical something or other.”“At some point the company is going to seriously outgrow me, and I'll stick around and do the parts that I am good at without having to do the parts that make the HR people want to blow their brains out.”“When someone says this is best practices, I know I'm not going to do it. Because by the time it's best practices, it's on the way out the door. That ship has left the dock.”Recommended Reading and ListeningThe Movement Movement podcast hosted by Steven SashenSteven and his wife, Lena Phoenix turn down Shark TankSteven Sashen profile in Business and LeadershipXero Shoes on WikipediaConnect with Steven SashenContact formXeroShoes websiteSteven Sashen on LinkedIn 

A year ago (in Episode 21) host Ken Trupke shared five pieces of advice he would like to give to his 20-something self. On this episode of The Clarity Advisors Show, he offers five more things he wishes he had known earlier in his life and career.Timestamps(00:36): No. 1 – Invest in yourself.(02:02): No. 2 – Be a coach, not a boss.(03:20): No. 3 – Learn to sell.(05:00): No. 4 – Own it, but don't own it.(06:32): No. 5 – Put people first.(08:30): Quick review.(09:04): Which of the five resonated with you?Episode Quotes“If you want to have more, you have to become more, and that means investing in yourself.”“The value of your skills today is decreasing over time. So, make sure you stay current and stay sharp.”“You're much more effective when you come alongside someone to encourage them, not come over them with demands.”“The leader is primarily responsible for directing what needs to be done, but not necessarily how.”“Sales actually is helping people get what's good for them that they couldn't get without your help. It's honorable and ethical and necessary.”“If you're on the team, you do whatever it takes to win, but resign your position as general manager of the world. Stop taking responsibility for everything and trying to control everything.”“You can only change you. So, get to work on the thing you can and should be focused on and back to owning your results.”“Get to know people, what they care about, what they aspire to. Everyone has a story."Follow/Connect with Ken TrupkeAdvice to my younger self (Pt 1) - Episode 21Management vs. Micromanagement - Episode 29ken@clarityadvisors.iowww.clarityadvisors.ioKen Trupke on LinkedIn 

Building a stable and successful team in real estate can be tricky because it's so easy for agents to enter the business and then move from team to team. Today's guest started his own group after being frustrated by the business models of other brokerages.Mike Smallegan is the leader of Smallegan Real Estate. On this episode of The Clarity Advisors Show, he talks with host Ken Trupke about why he started his own team and how he puts them first so they can serve their clients well.Timestamps(00:56): About Smallegan Real Estate.(04:22): Mike Smallegan's background.(09:00): The Smallegan team.(10:45): From the beginning.(12:53): Abundance mindset.(15:30): Lessons learned from mistakes.(16:49): Mistakes made by others.(18:20): Attracting talent.(19:54): Productivity coach.(21:59): Retaining talent.(23:35): Advice for leaders today.(24:26): Recommended reading and listening.(25:35): Connecting with Mike. Episode Quotes“My clients are the agents that are on my team. My job as a leader is to help them do a better job. So, I really need to be accountable to them.”“I've made it a priority that our agents put the clients first and the experience first. The commission checks will come.”“I typically tell people that I'm not looking for today's transaction. I'm looking for you to call me in five years.”“As long as you feel like you are being taken care of and you see value in the place that you're at, things are going to keep going well. And if you don't see value in where you're at, you need to make a change.”“I think empowering agents to know the entire business gives them more freedom if they were to ever want to do something different.”“I make an effort to tell new agents they should be interviewing the brokerages that they're going to hire. And that's a different perspective than I think a lot of people have going into this business.” Recommended Reading and ListeningSMALL TALK: The Smallegan Real Estate PodcastThe Tom Ferry Experience PodcastThe Prof G Pod with Scott GallowayLeaders Eat Last by Simon Sinek Connect with Mike SmalleganPhone: (616) 275-5938mike@smalleganrealestate.comMike Smallegan on LinkedInSmalleganRealEstate.comSmallegan Real Estate on FacebookSmallegan Real Estate on InstagramSmallegan Real Estate on TikTok 

Agency is not a word most people use to describe what they want in their life, but it's a key principle of a free society. Simply defined, it means taking control of your life instead of waiting for things to happen. Today's guest on The Clarity Advisors Show helps his clients take deliberate steps to find permanent wealth and certainty.Gary Pinkerton saw his family struggle financially during the 1970s and after a time in the Navy as a submarine captain –where he learned a lot about teams and leadership – he entered the world of personal finance and wealth management.On this episode of The Clarity Advisors Show, Gary tells host Ken Trupke how he serves clients who value agency in their lives and are looking to continue to contribute to the betterment of their fellow citizens.Timestamps(01:06): About Prosperity Life Solutions.(01:36): Defining “agency.”(06:15): Gary's background.(08:31): Summarizing Gary's services.(10:35): The difference between coaching and guiding.(12:22): Gary's personal story.(23:06): Lessons learned in the military about teamwork.(27:35): Advice for today's leaders.(30:56): Consistency, honesty, and integrity.(36:15): Recommended reading and listening.(41:00): Who should reach out to Gary and how to do it.Episode quotes“To have a free society, to have a free world, it is my belief that we need the power in the hands of the people, which means they need to have their own agency.”“I only want to work with people who think that they're the most important thing in their life … that they're the thing that can produce the value for their family and for those loved ones around them.”“If you don't become the kind of person who can be the millionaire or the billionaire, then it doesn't matter if you get it in the lottery. You won't have it very long because you're not the person who should be shepherding that.”“The risk you take on in your financial life is inversely related to how much control and insight you have over what your money's doing.”“Integrity just means you are consistent with who you are, what you're about, maybe being in integrity also is posting on the wall what you really mean and then doing it.”“One of the most important lessons I try to teach my kids and everyone who's worked for me is that bad news always gets worse with time. The absolute most important thing you can do when you realize there's a grenade in the room is jump on it.”“I want to be around people who want to still add value to the world and they're seeking agency in their own lives because that makes us all safer and more free.”Gary Pinkerton's Recommended Reading and ListeningGary's Gulch podcastThe One Thing that Changed Everything by Gary PinkertonPerpetual Wealth by Gary Pinkerton (download free e-book)Think and Grow Rich by Napoleon HillAtlas Shrugged by Ayn RandBreaking the Habit of Being Yourself by Dr. Joe DispenzaConnect with Gary PinkertonEmail: gary@garypinkerton.comGaryPinkerton.comGary Pinkerton on LinkedIn

One of the keys to building a great team is hiring great teammates. And a key part of the hiring process is interviewing. When you've built an intentional culture, you need a very intentional process for vetting people who might join your team. On this episode of The Clarity Advisors Show, host Ken Trupke shares his 12-step interview process. It will probably take longer than your current process, but sometimes you need to slow down to go fast, and this will help you get it right the first time.Timestamps(00:20): Introduction.(01:20):  The 12-step process.(02:07): Step 1 – Culture fit interview.(05:40): Step 2 – Job application.(06:20): Step 3 – Job fit interview.(07:27): Step 4 – The resume interview.(09:54): Step 5 – DISC assessment.(12:20): Step 6 – Behavioral interview.(14:18): Step 7 – Technical assessment.(15:15): Step 8 – Company handbook and benefits info.(16:01): Step 9 – Peer interview.(17:25): Step 10 – Reference check.(20:23): Step 11 – Background check.(21:14): Step 12 – Courtesy interview.(23:02): Summary.Episode Quotes“You have a very intentional culture, and you need a very intentional process for vetting people who might join your team.”“Sometimes you need to slow down to go fast. And if you only want to go through this once, let's do everything we can to get it right the first time.”“What you're looking for, regardless of the position, is someone who's humble, hungry, and smart. And by smart we mean EQ – that they have people smarts, that they have empathy and soft skills.”“Everybody asks for references and then nobody does anything with them. Don't skip this step.”Recommended ReadingThe Ideal Team Player: How to Recognize and Cultivate the Three Essential Virtues by Patrick M. Lencioni.Follow/Connect with Ken Trupkeken@clarityadvisors.iowww.clarityadvisors.ioKen Trupke on LinkedIn

To build a great team and business, you need to focus on your people and your processes. Today's guest, Daniel White, started Bigger Better Movers in 2017 and it's now the fastest-growing moving company in Oklahoma.On this episode of The Clarity Advisors Show, Daniel talks to host Ken Trupke about how he's found success by being very intentional about his culture, his team, and the systems that operate his business.Timestamps(00:57): About Bigger Better Movers.(01:24): What makes Bigger Better Movers unique.(01:57): Pandemic origins.(02:33): Choosing a moving company.(03:38): The two-to-one rule.(07:18): From insurance to making beer to the moving industry(08:54): The Bigger Better Movers team.(15:21): Lessons learned through growth.(18:06): Attracting and retaining talent.(21:53): Creating the culture.(23:26): Importance of customer feedback.(26:45): Advice for leaders.(29:08): The value of saying no.(30:36): Connecting with Daniel White.Episode Quotes“I was never actually in a moving business. So, I kind of self-taught myself.”“It was definitely not glamorous at first. It was very difficult, but I'm not a quitter. It's one thing my mom never let me do.”“I always learn from people who are in positions of places where I want to go, not where I'm at currently.”“I don't hang around much in rooms where I am the smartest person in the room. I want to be in a room where I can learn something.”“You're going to be behind the curve if you try to make every mistake yourself. You need to find ways to learn through other people's mistakes.”“Everybody has an opinion, but that doesn't mean everybody has experience. So, it's up to you as an entrepreneur – whether it's in life or business – to sort through what's real.”“We treat people like people.”“Over time you'll get some really good guys that'll run through a wall for you and vice versa, and they help you.”“Keep working on yourself because you as a leader you can only give what you've got.”“A lot of times you might see more in somebody that they even see in themselves.”“I try to maintain control over my day because as an entrepreneur, a lot of times you get pulled in a hundred different directions. ‘No' is your power word and it protects your time.”Connect with Daniel WhiteBiggerBetterMovers.comBook OnlineDaniel White on LinkedInBigger Better Movers on FacebookDaniel White on FacebookBigger Better Movers on InstagramDaniel White on Instagram

It's the end of January, and hopefully you're already up and running with your 2024 budget -- or you're at least finalizing your plan after getting year-end numbers. But if you don't have a budget and don't plan to make one, please reconsider.On this episode of The Clarity Advisors Show, host Ken Trupke offers seven reasons why your business should have a budget and explains how to get started creating one.Timestamps(01:15): Difference between personal and business budgets(02:00): Seven reasons for a budget(02:11): No. 7 – Evaluate performance and make adjustments(02:45): No. 6 – Predict and control expenses (04:02): No. 5 – Manage cash flow(04:27): No. 4 – Report to lenders and investors(05:17): No. 3 – Making decisions in total rather than piecemeal(06:01): No. 2 – Take advantage of unplanned opportunities(07:50): No. 1 – Align leaders and the team(09:51) How to get started budgeting(11:51): Make adjustments(12:42): Why your budget will be wrong Episode Quotes “Budgets are important because they help you plan. It's the old adage – people don't plan to fail; they fail to plan."“Salaries are always an important budget line item because no matter what business you're in, your team is your competitive advantage."“A budget provides a solid foundation for making all your business decisions.”“You don't necessarily need to get down to every single line item in your income statement to have an effective budget.”“No matter how much time you spend on your budget, it will be wrong. And that's okay.""As general Dwight Eisenhower put it over 80 years ago, 'Plans are useless, but planning is indispensable.'”Follow/Connect with Ken Trupkeken@clarityadvisors.iowww.clarityadvisors.ioKen Trupke on LinkedIn

Have you ever invented something for your business and realized other businesses could also benefit from using it? That's what today's guest did.Kyle Roof started a search engine optimization business – High Voltage SEO -- and needed a tool to help him serve clients. He created Page Optimizer Pro and launched a second business selling it to other SEO agencies.On this episode of The Clarity Advisors Show, Kyle joins host Ken Trupke to share some stories of growth and figuring things out.Timestamps(01:04): Why Thailand?(03:04): Entry into SEO business(06:35): The launch of High Voltage.(07:08): Page Optimizer Pro.(09:55): Figuring it out.(11:53): The POP and High Voltage teams.(14:14): Working across distance.(16:48): Meeting in person.(18:19): Lessons learned.(20:05): Kyle's role in the companies.(22:09): Attracting/retaining talent.(25:35): Recommended reading.(27:40): Connecting with Kyle. Episode quotes“For me to pay the rent next month, I needed to learn how to do SEO that day. And that's basically what I did."“When Covid happened, we...didn't really see any change in productivity or in culture or in anything else because people were already pretty much remote as it was. Once we could get back together, we just let everything go. There wasn't any point in keeping the expense because it really didn't give us anything extra.”"You need strict rules about how communication will happen. If you've received a message from someone internally, you need to respond within 12 hours. If it's a communication from a client, it needs to be responded to within 24 hours.”“The biggest thing you fear in remote work is things are going to fall through the cracks. And if you have your communication set, then that doesn't happen.”“Make sure the meetings are worthwhile meetings – that they aren't just for the sake of getting together, but they are actually doing something and that the right people are together.”“One of the biggest things you learn, especially with hiring people is that if you have a red flag at the beginning, it's not going to go away. It's not going to improve.”“If you're not seeing that effort, it's probably not going to appear. If somebody's doing something repeatedly where you say, ‘hey, this is how we do it here, we'd like you to do it this way,' and they repeatedly don't do it, they're not going to improve. And as difficult as it is, you do need to get them off the team as quickly as possible.”“I really don't like that family analogy too much. Families have a lot of dysfunction and families often don't have a goal. The point of a team is that there's a goal we're working together to do this thing and with families, that's not really their function.”“SEO is problem solving and it's really kind of connecting dots that are hard to see or connecting dots in a fog. And how I often stay sharp is I watch mysteries and I read mysteries, and it's kind a fun way of turning the brain off so you're not thinking about work, but then also constantly problem solving.” Recommended reading and listeningThe Westing Game by Ellen Raskin Connect with Kyle RoofKyleRoof.comKyle Roof on LinkedInKyle Roof on FacebookKyle Roof on Twitter/X

Building teams is always a challenge and putting together a strong sales team can be especially difficult. Today's guest has built multiple successful sales teams over the years.Nick Loise is the CEO of the Sales Performance Team, a company that provides businesses with fractional salespeople. On this episode of The Clarity Advisors Show, he tells host Ken Trupke how he helps firms engage clients, hire the right people, and use a phone-first approach to win business.Timestamps(00:51):  About the Sales Performance Team and fractional sales.(03:40): Options for engaging clients.(04:53): Phone-first marketing.(10:31): The rectangle in our pocket.(13:14): Nick Loise's background.(17:30): Learning from mistakes.(20:36): What's changed in recent years.(24:50): Overcoming objections.(28:58): Recommended reading and listening.(32:26): Connecting with Nick Loise. Episode quotes“We like picking up the phone and building relationships and at least getting good market data on the phones. That's our process and what we teach people.”“If you're a business owner …  I would be focused entirely on making sure my team knows how to utilize the phone and then really, really, really manage that process.”“I'm not going to make you be a telemarketing firm, but let's just do the basics.”“Small businesses have a tendency to cheat on the on-boarding.”“Most people fall in love with the potential salesperson, and salespeople are great at interviewing and selling themselves.”“I want you to realize that I help you sleep solidly by cloaking you in the warm blanket of revenue.”“I'm the Vince Lombardi of sales: I block and tackle. We're running the six plays over and over and over again to win the Super Bowl. It's nothing fancy.”Recommended reading and listeningStay Sane in an Insane World: How to Control the Controllables and Thrive by Greg Harden.Nine-Figure Mindset: How to Go from Zero to Over $100 Million in Net Worth by Brandon Dawson.Poetry books by Cleo WadeMy First Million PodcastThe Clarity Advisors Show Connect with Nicholas Loisenick@salesperformanceteam.comSalesPerformanceTeam.comNicholas Loise on LinkedInNicholas Loise on FacebookNicholas Loise on InstagramNicholas Loise on Twitter/XPhone: 224-269-1876 (Monday-Friday)Text: 847-232-0444 (Monday-Friday)

Whether it's a teammate at work or a child at home, helping others to improve can be frustrating, especially when they don't respond to consequences...and maybe push your buttons.Today's guest has spent decades working with thousands of families with strong-willed children. Kirk Martin is the founder of Celebrate Calm and host of the Calm Parenting Podcast. On this episode of The Clarity Advisors Show, he and host Ken Trupke look at the overlap between good parenting principles and good leadership principles and share practical tips to help you be a better parent...and a better leader.Timestamps:(01:26): Origins of Celebrate Calm.(04:52): Turning it into a business.(07:41): Evolution of the product and the team.(10:47): Misconceptions about strong-willed kids(16:55): Escalating our own problems.(23:35): Importance of validation.(25:08): Giving space to respond rather than react.(26:20): Body posture.(28:57): Performing under pressure.(36:30): How strong-willed kids are like adults.(38:31): Ways to learn more and contact Kirk Martin.Episode quotes:“I loved my son, but I just spent all my time trying to change him. I thought he was the issue because he's so difficult...until I realized he was just like me. I was the issue.”“The quickest way to change your child's behavior is to first control your own because we trigger each other all the time.”“ADHD is pretty much a predictor of a really good entrepreneur.”“With parenting strong-willed kids, so much of it is tone of voice. I wanted to do recordings because mom could listen, dad could listen, and they could get down the tone of voice to use with a strong-willed child.”“It's not like consequences keep us from making bad choices. Jails aren't filled because people didn't know the consequence of stealing or murder. They knew the consequence, but there's usually something deeper going on.”“This isn't permissive parenting, where we'll just let them do whatever they want. Not at all. It's teaching because discipline literally means to teach.”“There's something about sitting that changes my tone of voice. Instead of standing in a cubicle over the employee or my colleague, if I come in and just sit, it changes something. It creates a different dynamic and you talk a little bit differently.”“You don't have to (react) in the moment. You're the leader. If somebody's in your office or on the phone and they bring something up, you can say, ‘Hey, I really want to give that the attention it deserves and I can't do that right now. Let me consider it and give you a call back,” to buy yourself some time (to respond).” (Ken)“Strong-willed kids aren't great at childhood, but they're really good at the adult world.”Recommended reading and listening:Calm Parenting Podcast with Kirk MartinForbes magazine interview with Kirk Martin Connect with Kirk Martin:CelebrateCalm.comCalm Parenting on Facebook

As we kick off a new year, we want to start strong and then build momentum, especially when it comes to sales. Today's guest is an expert at helping sales teams plan their work and then work the plan to achieve their goals.Joe Pici is a master sales trainer and coach known for helping his clients book more appointments and close more business. He's joined us multiple times on The Clarity Advisors Show and he's back to talk with host Ken Trupke about starting the New Year off right with goal-setting, metrics, and accountability.Timestamps(00:54): About Pici & Pici.(01:51): Importance of starting the year with a plan.(03:01): Sales manager's perspective.(04:05): Salesperson's perspective.(05:00): Components of a successful sales plan(07:23): Importance of metrics.(08:37): SMART goals.(11:13): Why people resist planning.(13:34): Is it too late to start?(14:31): Holding a kickoff event.(15:49): Importance of momentum.(16:38): Special offer for listeners.(17:31): Connect with Joe Pici. Episode Quotes"Here's the thing about strategy. It's going to create momentum for your sales team.”“After a while, if a person is not doing what you want them to do, and the plan is sound and they're not gaining ground or hitting numbers, maybe they need to do something else.”“This is the time of year where sales managers and sales individuals need to pump up the training somewhat. Find out what needs to be trained in our company and go for it. Don't wait.”“When it comes to measuring things, nothing is easier to measure than sales.”“January and February are great training months because they're already excited about being able to wash away the old numbers and start over.”“Momentum is the key to business and sports. Nothing is more important than momentum and most companies never get it. They're too busy dealing with negative stuff.”Recommended ListeningSales Edge podcast with Joe Pici Joe's previous appearances on The Clarity Advisors ShowEpisode #1 --Forget emails! For best results, pick up the phoneEpisode #22 -- Aligning and engaging your team for success in 2023Episode #44 -- Hiring, leading, and retaining top salespeopleEpisode #52 -- Remote work, and its impact on sales teamsFollow/Connect with Joe PiciPhone: 407-947-2950Send “Sales Edge” to 55678joe@piciandpici.comJoe Pici on LinkedInPiciandPici.comSellMoreVirtually.com

It's the week between Christmas and New Year's, a time that's typically slow for many businesses. This "down time" offers an opportunity to reflect on the things that are working for your business and identify what you can do in the coming year to improve and grow.On this episode of The Clarity Advisors Show, host Ken Trupke explains why you should spend a couple hours looking back and ahead to the New Year, and suggests some things for you to focus on in the process.Timestamps(00:21): Introduction.(01:07): Conduct a SWOT analysis.(04:50): List your gratitudes.(07:18): Write out your goals.(09:38): Daily huddles.(11:12): Weekly one-on ones.(13:13): Develop yourself.(14:53): Create a morning routine.(16:01): Recap.Episode Quotes  “You can frame things as a "loss" or you can frame it as, “What did I learn for next time?'”“We struggle sometimes to give ourselves credit for things that went well.”“Write out some gratitudes for things that you're glad you have in your life."“If we're not excited about our team, if we're not grateful for our team, it's not going to matter the words that we say to them."“One of the biggest mistakes I see business leaders make is they expect everyone to be a mind reader.”“If we set the target, even if we miss a little bit, we'll be a lot closer than if we just randomly let whatever happens happen.”“Regardless of what business you're in, whether it's products or services, your team is your competitive advantage. Your team is the only thing your competitors can't replicate.”“If you're going to lead a team, you must have something to give them. And you've got to keep getting more for yourself so you have more to give.”Recommended ListeningEpisode 25 -- How your team can benefit from a daily huddle Follow/Connect with Ken Trupkeken@clarityadvisors.iowww.clarityadvisors.ioKen Trupke on LinkedIn

One of the key responsibilities of a leader is to think about the future. That includes considering things like how to prepare teammates to take the next step in their career, and how to adjust the organization when a key teammate moves on. Today's guest has spent decades thinking about succession planning and then creating and implementing tools and structures to address these issues. Phil Sponsler was the longtime president of Orbitform, a manufacturing company in Jackson, Michigan. He joined us on a previous episode of The Clarity Advisors Show to discuss servant leadership, and he's back today to talk with host Ken Trupke about why succession planning is so important and how to do it right.Timestamps(01:23): Why succession planning is important.(03:09): It's not just for the top of the organization.(06:06): And not just for people, either.(07:06): Processes and capabilities.(08:22): The role of human resources.(11:28): Getting team members to buy in.(14:41): The hiring matrix.(17:41): Finding the right fit, and the “no jerks” rule.(19:16): Best practices.(23:52): How hiring has evolved in recent years.(27:49): Recommended reading and listening.(30:45): Who should contact Phil and how.Episode Quotes“The foundational thing for good succession planning is the leadership has to love and care for the folks.”“It's a long, disciplined, consistent process. It's a marathon that's run like a sprint.”“When you start to list all the things that possibly could threaten the business...for anything that you worry about, you need to start to have the countermeasures. And...countermeasures are your succession plan."“If you don't have HR on your senior leadership team, you're making a big mistake.”“As leaders you have a stewardship to be a great servant leader in the organization. Your role is not only your technical side of running the business. You also have the responsibility to love and care for your people that you have stewardship of.”Recommended Reading and ListeningWho Comes Next? by Mary KellyFanatical Prospecting by Jeb BluntNew Sales. Simplified. by Mike WeinbergSales Management. Simplified. by Mike WeinbergAll of Patrick Lencioni's booksAt the Table podcast with Patrick LencioniConnecting with Phil SponslerPhone: 517-206-8217psponsler@orbitform.comPhil Sponsler on LinkedIn

Podcasting has grown significantly over the last decade, from a few hundred thousand to now over 2 million registered podcasts. And while nearly everyone has heard of podcasting, few people have their own podcast and even fewer people use it to grow their business. Today's guest, Joe Lemon, is the founder of Shaping Culture, a media agency focused on generating revenue. On this episode of The Clarity Advisors Show, Joe talks with host Ken Trupke about how he helps micro business leaders have more conversations, build referral partners, and generate high-quality leads. He also shares how you can leverage other people's podcasts to grow your business. Timestamps(01:10): Shaping Culture's typical customers and services.(01:58): What makes Shaping Culture unique?(02:53): Going from medical sales to media.(03:39): Podcasting as a marketing medium.(06:06): How to leverage a business.(08:28): Getting on other people's podcasts.(09:34): Other pieces of the puzzle.(10:48): Creating your own platform.(12:39): Definition of a micro business.(13:32): Dos and don'ts for being a podcast guest.(15:45): Fitting it all together.(17:08): Developing a consistent strategy.(18:38): Long form vs. short form.(20:40): Recommended reading and listening.(21:40): A special offer from Joe Lemon.Episode quotes“A lot of times the marketing tools out there are mass marketing tools, but for me to have a great year is 20 clients. We don't need a ton of people. We just need the right people.""Podcasts allow you to sit down with someone, be human, and just have a regular conversation with them.”“If I had to start from ground zero, I would start on other people's shows first. With other people's shows, there's already an audience baked in there ready to go.”"I think the beauty of podcasting is that they can listen to it on their time.”“(Most customers) do all their homework online first. They want to see what you have going on online. They want to read the blog post, they want to listen to the podcast.”Recommended reading and listeningShaping Culture podcastThe Sales Accelerator: How to expand your sales capability to compete successfully in any market by Yamini ViraniPlay Bigger How Pirates, Dreamers, and Innovators Create and Dominate Markets (audiobook) by Dave Peterson, Christopher Lochhead, Kevin Maney Contact Joe Lemon Joe Lemon on LinkedIn

Communication skills are the foundation of leading teams. Every time you speak or write, you have the chance to shape beliefs and inspire others to act.Today's guest, Bart Egnal, is the CEO of the Humphrey Group, a firm focused on teaching leadership communication skills to executive leaders.On this episode of The Clarity Advisors Show, Bart and host Ken Trupke talk about the role communication plays in leadership.Timestamps(00:57): About the Humphrey Group(02:04): Who the Humphrey Group serves(02:40): The role communication plays in the success of leaders(05:01): How the Humphrey Group finds clients(06:34): Tailoring communications training(11:02): The structure and roles of Bart's team(15:16): Lessons learned over the years(22:40): What's different about leading teams today(31:04): Recommended reading and listening(34:12): Connecting with Bart EgnalEpisode Quotes“Everyone's success these days – whatever profession you're in – stems from your ability to communicate in the way that essentially gets people to believe what you think and act in the way that supports you.”“Just because everyone needs to communicate persuasively, and every company needs leadership and communication skills, doesn't mean they all need exactly the same thing.”“We believe skill development in leadership communication comes from practical application.”“You really have to invest time and energy in the recruitment, on-boarding, and development of people.”“We're not a family. We're a high-performing sports team and people leave via free agency.”“I think if you ever stop feeling that pain [of firing someone], you're probably in the wrong job because it means you don't care about the people. But you've got to take care of the long-term interests of your clients and your company and your staff.”“I think the first big change is I see is our clients are much more understanding that you can be authentically yourself in leadership. That's a good thing.”“Now people do feel like they should be able to speak their minds – not unfiltered, but with more authenticity.”Recommended Reading and Listening    The Inspire Podcast    The Humphrey Group Blog    Leading Through Language by Bart Egnal    The Power of Pressure by Dane Jensen    Elon Musk by Walter IsaacsonConnect with Bart Egnal    TheHumphreyGroup.com    Bart Egnal on LinkedIn