Podcasts about brokers

"I relate it to one of the Wizard of Oz characters... I've seen behind the curtain. I know how it's all put together."What happens when a man who spent nearly five decades inside every corner of the self-funded industry decides his final act is to give the playbook away?My guest this week is Charlie Gragg, a true first-generation veteran of self-funding. Charlie started in the late 1970s underwriting stop-loss cases on napkins from payphone booths, went on to run his own TPA, and has now semi-retired into a role he believes the industry desperately needs: the fiduciary co-pilot.He won't take your broker of record letter; he doesn't want it. Instead, he partners with brokers, consultants, and C-suite executives to build health plans from scratch, the way an owner would.If you're a broker who knows you have a ceiling on your self-funding expertise, this episode is your permission slip to get help. Tune in.Thank you to our 2026 sponsors!ParetoHealth: ParetoHealth empowers midsize employers with a long-term solution to reduce volatility and lower overall health benefits costs. Visit https://www.paretohealth.com/fully-insured-vs-self-funding-with-paretohealth-spencer-podcast/?utm_source=youtube&utm_medium=referral&utm_campaign=SelfFundedwSpencer to learn more.Samaritan Fund: A program that connects those who need help to the support they need. We are proud to offer the Samaritan Fund Program. Visit SamaritanFundProgram.com to learn more.Vālenz Health: We're Vālenz Health, your partner in improving health literacy, reducing plan spend, and delivering high-value healthcare. Visit ValenzHealth.com to learn more.Imagine360: Imagine360 helps self-funded employers save on healthcare with smarter health plans. Cut expenses by 20-30% with custom solutions. Contact us today at Imagine360.com.Chapters:(00:00:00) Intro: Behind the Curtain of Self-Funding(00:00:55) The Fiduciary Co-Pilot: Why Charlie Won't Take Your BOR(00:02:58) Charlie's Background: First-Generation TPA in the Late '70s(00:04:46) Napkin Underwriting and $2,000 Aggregate Stop-Loss(00:06:18) The Two Sales: Selling the Employer AND the Underwriter(00:07:20) Why the TPA Business Is So Hard to Do Right(00:11:27) The Fiduciary TPA: Accountant of the Health Plan(00:13:32) The 401(k) Parallel: Fiduciary Standards Are Coming for Brokers(00:14:43) Building Custom Plans vs. Buying the Box(00:16:25) Stop Haggling Over Stop-Loss — Solve the Claims Instead(00:18:46) Owning Your Stop-Loss Through a Group Captive(00:21:25) The 3-6 Month Setup: Finding Fiduciary Partners First(00:23:34) The One Question to Ask Every TPA(00:26:07) Why PBMs Need the Fiduciary Standard Too(00:28:01) Eating the Elephant: Meeting Employers Where They Are(00:30:56) Winning Over the C-Suite Before the HR Director(00:34:42) Claims Negotiators, Re-Pricers, and the Lost Art of the Phone Call(00:39:11) Do You Still Need a Carrier Network?(00:41:51) The Quality Anomaly: Why the Best Care Costs Less(00:43:34) DRG Bundles and the $20,000 Burn Unit That Never Was(00:46:52) Wellness, Behavioral Health, and the Loyalty Dividend(00:55:31) Building the Utopian Health Plan: The Blueprint(01:01:03) What's Missing? Belief.(01:04:18) The Future: Adoption in the Mid-Market(01:06:33) Closing Thoughts: The System Won't Fix ItselfKey Links for Social:@SelfFunded on YouTube for video versions of the podcast and much more - https://www.youtube.com/@SelfFundedListen/watch on Spotify - https://open.spotify.com/show/1TjmrMrkIj0qSmlwAIevKA?si=068a389925474f02Listen on Apple Podcasts - https://podcasts.apple.com/us/podcast/self-funded-with-spencer/id1566182286Follow Spencer on LinkedIn - https://www.linkedin.com/in/spencer-smith-self-funded/Follow Spencer on Instagram - https://www.instagram.com/selffundedwithspencer/

"I relate it to one of the Wizard of Oz characters... I've seen behind the curtain. I know how it's all put together."What happens when a man who spent nearly five decades inside every corner of the self-funded industry decides his final act is to give the playbook away?My guest this week is Charlie Gragg, a true first-generation veteran of self-funding. Charlie started in the late 1970s underwriting stop-loss cases on napkins from payphone booths, went on to run his own TPA, and has now semi-retired into a role he believes the industry desperately needs: the fiduciary co-pilot.He won't take your broker of record letter; he doesn't want it. Instead, he partners with brokers, consultants, and C-suite executives to build health plans from scratch, the way an owner would.If you're a broker who knows you have a ceiling on your self-funding expertise, this episode is your permission slip to get help. Tune in.Thank you to our 2026 sponsors!ParetoHealth: ParetoHealth empowers midsize employers with a long-term solution to reduce volatility and lower overall health benefits costs. Visit https://www.paretohealth.com/fully-insured-vs-self-funding-with-paretohealth-spencer-podcast/?utm_source=youtube&utm_medium=referral&utm_campaign=SelfFundedwSpencer to learn more.Samaritan Fund: A program that connects those who need help to the support they need. We are proud to offer the Samaritan Fund Program. Visit SamaritanFundProgram.com to learn more.Vālenz Health: We're Vālenz Health, your partner in improving health literacy, reducing plan spend, and delivering high-value healthcare. Visit ValenzHealth.com to learn more.Imagine360: Imagine360 helps self-funded employers save on healthcare with smarter health plans. Cut expenses by 20-30% with custom solutions. Contact us today at Imagine360.com.Chapters:(00:00:00) Intro: Behind the Curtain of Self-Funding(00:00:55) The Fiduciary Co-Pilot: Why Charlie Won't Take Your BOR(00:02:58) Charlie's Background: First-Generation TPA in the Late '70s(00:04:46) Napkin Underwriting and $2,000 Aggregate Stop-Loss(00:06:18) The Two Sales: Selling the Employer AND the Underwriter(00:07:20) Why the TPA Business Is So Hard to Do Right(00:11:27) The Fiduciary TPA: Accountant of the Health Plan(00:13:32) The 401(k) Parallel: Fiduciary Standards Are Coming for Brokers(00:14:43) Building Custom Plans vs. Buying the Box(00:16:25) Stop Haggling Over Stop-Loss — Solve the Claims Instead(00:18:46) Owning Your Stop-Loss Through a Group Captive(00:21:25) The 3-6 Month Setup: Finding Fiduciary Partners First(00:23:34) The One Question to Ask Every TPA(00:26:07) Why PBMs Need the Fiduciary Standard Too(00:28:01) Eating the Elephant: Meeting Employers Where They Are(00:30:56) Winning Over the C-Suite Before the HR Director(00:34:42) Claims Negotiators, Re-Pricers, and the Lost Art of the Phone Call(00:39:11) Do You Still Need a Carrier Network?(00:41:51) The Quality Anomaly: Why the Best Care Costs Less(00:43:34) DRG Bundles and the $20,000 Burn Unit That Never Was(00:46:52) Wellness, Behavioral Health, and the Loyalty Dividend(00:55:31) Building the Utopian Health Plan: The Blueprint(01:01:03) What's Missing? Belief.(01:04:18) The Future: Adoption in the Mid-Market(01:06:33) Closing Thoughts: The System Won't Fix ItselfKey Links for Social:@SelfFunded on YouTube for video versions of the podcast and much more - https://www.youtube.com/@SelfFundedListen/watch on Spotify - https://open.spotify.com/show/1TjmrMrkIj0qSmlwAIevKA?si=068a389925474f02Listen on Apple Podcasts - https://podcasts.apple.com/us/podcast/self-funded-with-spencer/id1566182286Follow Spencer on LinkedIn - https://www.linkedin.com/in/spencer-smith-self-funded/Follow Spencer on Instagram - https://www.instagram.com/selffundedwithspencer/

Evan Dash is the CEO of StoreBound and Author of the best-selling book, A Dash of Good: How to Turn a Business Based on Values into a Valuable Business. Evan's journey took him from firefighter to business executive before becoming a household name in the kitchenware industry. Alongside his wife Rachel, they launched DASH, their namesake kitchenware brand. Under Dash's leadership, the company skyrocketed to success, achieving sales of over $1 billion in sales and becoming the world's largest producer of waffle makers, popcorn poppers, and egg cookers, with over 100 million units sold. Before its 10th anniversary, Dash negotiated a majority sale of his company to Groupe SEB, the $8 billion global leader in the housewares industry.Highlight Bullets> Here's a glimpse of what you would learn…. Entrepreneurial journey from firefighter to CEO of a billion-dollar kitchenware brand.Transition from corporate retail experience to founding a business.Importance of a retail-first strategy versus direct-to-consumer approaches.Challenges faced in retail, including inventory management and product-market fit.The significance of a caring company culture and hiring practices.Strategies for DTC brands entering the retail space.The role of AI in enhancing business operations and creativity.Partnership dynamics in business, particularly with a spouse.Lessons learned from early failures and successes in product launches.Emphasis on building trust and relationships with customers and retailers.In this episode of the Ecomm Breakthrough Podcast, host Josh Hadley interviews Evan Dash, CEO of StoreBound and founder of Dash kitchenware. Evan shares his unconventional journey from firefighter to entrepreneur, building a brand that surpassed $1 billion in sales. He discusses leveraging brick-and-mortar retail expertise, the importance of a content-first strategy, and hiring people who genuinely care. Evan also highlights his partnership with his wife Rachel, strategies for DTC brands entering retail, and AI's growing role in business operations.Here are the 3 action items that Josh identified from this episode:Start where you have an unfair advantage Leverage your existing expertise, network, or channel (retail, DTC, etc.) instead of blindly following trends. Validate demand before scaling Use tools like crowdfunding, small test runs, or pilot launches to confirm product-market fit and reduce inventory risk. Treat retail like a different business If entering brick-and-mortar, master pricing, margins, cash flow, and logistics—don't assume your DTC playbook will work.Timestamps:00:00:00 Introduction and Setting the StageEvan discusses generational shifts in kitchenware preferences and the initial marketing approach for Dash.00:00:22 Podcast IntroductionHost introduces the E-com Breakthrough Podcast and sets up the episode's focus.00:00:35 Guest Introduction: Evan Dash's BackgroundEvan's journey from firefighter to CEO, and the founding of Dash kitchenware.00:01:51 Personal Connection and Product RecognitionHost shares personal experience with Dash products and introduces the main interview.00:02:19 Evan's Entrepreneurial JourneyEvan recounts his unconventional path from firefighting to retail and business.00:04:01 Lessons from Retail and E-commerce EvolutionEvan discusses his retail background, the fall of legacy brands, and the rise of e-commerce.00:05:57 Transition from Corporate to EntrepreneurshipEvan explains how being fired led him to start his own business with his wife.00:07:45 Working with a Spouse: Partnership InsightsEvan and the host discuss the dynamics and benefits of building a business with their wives.00:10:02 Travel and Business Partnership BenefitsEvan shares the advantages of traveling and working closely with his spouse.00:11:21 Launching Dash: Retail-First StrategyEvan explains why Dash started with a retail-first approach and the challenges faced.00:12:11 Early Product Experiments and Brand NamingEvan describes initial product ideas, licensing, and the decision to use his last name for the brand.00:14:30 Content-Driven Brand BuildingDash's early focus on content creation, social media, and appealing to younger consumers.00:16:37 Retail Placement and Cash Flow ChallengesHow Dash leveraged retail relationships for credibility and managed cash flow pressures.00:17:47 Retail Flywheel and Industry FOMOThe impact of early retail success and how it led to more opportunities.00:18:35 Product Flops and Risk MitigationEvan discusses product failures, the importance of sell-through, and strategies to minimize risk.00:22:07 Crowdfunding and Retailer RelationshipsUsing Kickstarter/Indiegogo to test products and proactively managing retailer relationships.00:24:30 Advice for DTC Brands Entering RetailEvan's recommendations for DTC brands looking to expand into retail.00:25:08 Learning New Channels and Building ExpertiseThe importance of becoming an expert in new sales channels and hiring for knowledge gaps.00:27:02 Brokers vs. Direct Outreach in RetailPros and cons of using brokers versus direct outreach for retail expansion.00:28:14 Focus, Time Management, and Agency PitfallsThe risks of losing focus, the value of time, and challenges with agencies.00:29:37 Hiring Smart People and Building TeamsHow hiring smarter people and building strong teams drives business growth.00:30:36 Culture of Caring and Core ValuesEvan's approach to company culture, hiring for care, and building a values-driven organization.00:34:15 Defining “Care” in Company CultureWhat “care” means at Dash and how it's embedded in the company's DNA.00:35:16 Empowerment, Trust, and Winning HeartsPairing care with empowerment, trust, and a focus on winning hearts internally and externally.00:38:20 Culture as a Competitive AdvantageHow culture and core values translate to consumer experience and business success.00:39:16 AI in Business: Human vs. AutomationEvan's perspective on AI, its role in efficiency, and why humans remain central.00:40:17 AI as a Multiplier, Not a ReplacementHow Dash is adopting AI to boost productivity while maintaining a human-centric approach.00:41:28 Final Thoughts and Book RecommendationEvan recommends his book and offers to connect with listeners.00:41:49 Three Actionable TakeawaysHost summarizes key lessons: domain expertise, caring culture, and hiring smart people.00:45:08 Rapid-Fire Questions: Book, AI Tool, InspirationEvan shares his favorite book, AI tools, and sources of inspiration in CPG and fashion.00:48:34 Closing and Contact InformationHow to connect with Evan and Dash; episode wrap-up.Resources mentioned in this episode:Josh Hadley on LinkedIneComm Breakthrough ConsultingeComm Breakthrough PodcastEmail Josh Hadley: Josh@eCommBreakthrough.comTools and Websites"Kickstarter": "00:23:27""Indiegogo": "00:23:27""ChatGPT": "00:46:15"Books"

In this episode, Louis Baker of Lamp Portfolio shares insights into innovative real estate technology, market opportunities, and strategic growth in the high-stakes real estate industry. Discover how AI-driven platforms are transforming asset management and investment strategies.   Professional Real Estate Investors - How we can help you: Investor Fuel Mastermind:  Learn more about the Investor Fuel Mastermind, including 100% deal financing, massive discounts from vendors and sponsors you're already using, our world class community of over 150 members, and SO much more here: http://www.investorfuel.com/apply   Investor Machine Marketing Partnership:  Are you looking for consistent, high quality lead generation? Investor Machine is America's #1 lead generation service professional investors. Investor Machine provides true 'white glove' support to help you build the perfect marketing plan, then we'll execute it for you…talking and working together on an ongoing basis to help you hit YOUR goals! Learn more here: http://www.investormachine.com   Coaching with Mike Hambright:  Interested in 1 on 1 coaching with Mike Hambright? Mike coaches entrepreneurs looking to level up, build coaching or service based businesses (Mike runs multiple 7 and 8 figure a year businesses), building a coaching program and more. Learn more here: https://investorfuel.com/coachingwithmike   Attend a Vacation/Mastermind Retreat with Mike Hambright: Interested in joining a "mini-mastermind" with Mike and his private clients on an upcoming "Retreat", either at locations like Cabo San Lucas, Napa, Park City ski trip, Yellowstone, or even at Mike's East Texas "Big H Ranch"? Learn more here: http://www.investorfuel.com/retreat   Property Insurance: Join the largest and most investor friendly property insurance provider in 2 minutes. Free to join, and insure all your flips and rentals within minutes! There is NO easier insurance provider on the planet (turn insurance on or off in 1 minute without talking to anyone!), and there's no 15-30% agent mark up through this platform!  Register here: https://myinvestorinsurance.com/   New Real Estate Investors - How we can work together: Investor Fuel Club (Coaching and Deal Partner Community): Looking to kickstart your real estate investing career? Join our one of a kind Coaching Community, Investor Fuel Club, where you'll get trained by some of the best real estate investors in America, and partner with them on deals! You don't need $ for deals…we'll partner with you and hold your hand along the way! Learn More here: http://www.investorfuel.com/club   —--------------------

In this episode of The MHP Broker's Tips and Tricks podcast, Maxwell Baker, President of The Mobile Home Park Broker, interviewed Khalid & Freddie Omotosho. As with every Tips and Tricks podcast episode, this one is brought to you by The MHP Broker's proprietary Community Price Maximizer. Use this four-step system to get the highest price possible for your mobile home park or RV community when you sell it through The MHP Broker. Guaranteed. Call Max for details. Here Are The Show Highlights: Maxwell Baker speaks with Freddie and Khalid Omotosho about building a mobile home business from the ground up, transitioning into park ownership, and working together as a husband-and-wife team. (Max, Freddie & Khalid, 00:22) Khalid shares how he discovered mobile homes after immigrating to the United States and began learning the business through online resources. (Khalid, 03:42) The couple generated capital by wholesaling mobile homes and helping park owners infill vacant lots. (Khalid, 05:01) Their success with infill led them to recognize the opportunity to acquire and operate mobile home parks themselves. (Freddie, 08:27) Freddie and Khalid explain how clearly defined responsibilities and playing to their individual strengths help them balance marriage and business. (Freddie & Khalid, 10:07) Their long-term goals include acquiring more parks, building reliable systems, achieving financial freedom, and continuing to provide affordable housing. (Freddie & Khalid, 14:23) Here Are The Power Quotes From This Episode: "We know park owners need, they have a problem we can solve, which is helping them infill their parks." (Khalid, 06:12) "We were like, look, if we can bring that much value, why don't we just own one ourselves." (Freddie, 08:27) "And it works well for us that like we excel in different areas. And so he does what he is superb in and I do what I do well." (Freddie, 11:01) "Wholesaling is really the bread and butter of where we've been able to get our capital up to purchase parks and have our down payments and stuff like that." (Freddie, 15:09) "It's been a blessing to, even on the small scale of helping people out of really bad situations, evictions, whatnot, and they get money in their pocket instead of losing their home." (Freddie, 16:59) "Understanding what it takes to be successful in this business, it's just grinding. You gotta grind," (Max, 19:34)

Change is inevitable, but how brokers respond to it can make all the difference. Whether it's policy shifts, economic uncertainty, or the rapid pace of technological innovation, the businesses that succeed are often those that can adapt quickly and effectively. Join Broker Daily's Julian Barnes and Broker Essentials founder Jason Back as they explore how brokers can move beyond simply reacting to change and instead build businesses that are ready for whatever comes next. From turning disruption into opportunity and staying curious to creating space for strategic thinking, they unpack the habits and mindset that help businesses remain resilient in uncertain times. They also discuss why listening to clients, leaning on your professional network, and focusing on what you can control could be some of the most effective ways to stay ahead, proving that while no one can predict the future, every broker can prepare for it.

Have lax laws left the for-profit adoption industry ripe for misconduct?

With an updated broker strategy underway, Australia's largest mortgage lender is now targeting partnerships with 'high-quality, highly productive' brokers to provide a tailored service to better support their clients. But what does that actually entail? In this today's episode of In Focus, sponsored by the Commonwealth Bank of Australia, host Annie Kane welcomes national broker sales lead Michael Piper to dive into how the major bank is leveraging technology, tiering support, and evolving its lending policies to help brokers navigate increasingly complex borrower scenarios and scale their businesses. Tune in to find out: Why CBA thinks brokers will thrive as client needs become more complex. What the bank's three-tiered support system for brokers entails. How digitisation is helping brokers proactively manage client portfolios. And much more! Disclaimer: Applications for credit are subject to credit approval, satisfactory security, and minimum deposit requirements. Conditions apply to all loan options. Full terms and conditions will be set out in our loan offer if an offer is made. Interest rates are subject to change.

=> Get the Broker Comparison Table here for free: firebelgium.com/brokersWhat are the best brokers for ETF investors in Belgium?What is the best broker for you?In this episode, we do a deep dive and compare 12 brokers, across 35 criteria so that you can select the best broker for your situation and your needs.I am joined by Toon Cuypers, financial coach at FIRE Belgium for this episode as he just spent 2 months updating the FIRE Belgium Comparison Table.And you can download it for free here: firebelgium.com/brokers.In this episode, you will learn about:The cheapest broker for Belgian investors,The most convenient brokersAnd the new automatic investments plans offered by the various brokers.If you're looking to find the best broker to start investing with or to move your portfolio to, then this episode is for you.And if you're new to index investing, then I recommend you watch the free interactive workshop on Index Investing for Beginners in Belgium: create passive income from the stock market, without paying high fees to banks or advisors, taking unnecessary risks or spending all day analyzing the markets. Free Workshop → https://firebelgium.com/investingworkshop---Download the FIRE Belgium Beginner's Guide to Index Investing: https://bit.ly/FIREBGuideLearn about Financial Independence in Belgium: https://firebelgium.comSubscribe to the newsletter: https://firebelgium.com/#SubscribeJoin the community: https://www.facebook.com/groups/FIREBelgium

Featured on WGN Radio's Home Sweet Home Chicago on 07/11/26: Mark Milstein of Peak Utility Brokers introduces himself and his company to WGN listeners. Listen as Mark discusses their new Battery Program featuring a whole house backup battery for single family homes. Mark also highlights how Peak installs and provides batteries at NO COST to homeowners […]

This week on Home Sweet Home Chicago, David Hochberg is joined by Jim Brown of Legacy Properties to talk about the biggest pricing mistakes sellers make in today’s market. Next, Bob Schmitt of Junkluggers talks Facebook Marketplace scams and compassionate tips for summer moves. Then, Mark Milstein introduces Peak Utility Brokers and talks about a […]

Could a direct conversation with a prospect or tenant save your next lease from falling apart?In Episode 94 of I Own A Shopping Center Now What, Beth Azor explains why shopping center owners must remain personally involved in the most important parts of their business, even when they have leasing brokers and property managers handling day-to-day operations.Beth shares how direct conversations with hesitant prospects can reveal concerns that brokers may not uncover and create opportunities for flexible lease structures, including percentage rent and sales-based termination rights. She also explains how personal relationships with tenants can improve rent collection, prevent balances from becoming unmanageable, and reduce avoidable vacancies.The lesson is simple: delegate the work, but never delegate all responsibility for your tenants, prospects, and multimillion-dollar asset.

In this episode, Jean-Yves Huwart, Founder of Coworking Europe, speaks with Sophie Lloung, Head of Sales France at Workaround, about how AI, changing occupier behavior, and the rapid rise of managed offices are transforming the European flex workspace market. As more companies use tools like ChatGPT and Claude to research office solutions before contacting a broker, tenants are arriving with greater knowledge and clearer expectations. Sophie explains how this is changing the sales process and why brokers are becoming trusted advisors rather than simply space finders. The conversation also explores the growing popularity of managed offices, which are helping traditional occupiers—including law firms, financial institutions, and corporate teams—embrace flexible workspace for the first time. Topics covered in this episode include: • How AI is changing the office search journey • Why managed offices are booming across Europe • The differences between coworking, managed offices, and traditional leases • Why managed offices are no longer only for large companies • Comparing the maturity of the flex markets in Paris, London, Amsterdam, and Scandinavia • How occupier expectations are evolving Whether you're a flex operator, broker, landlord, investor, or workplace strategist, this conversation offers valuable insights into where the European office market is heading. Learn more about Coworking Europe: https://coworkingeurope.net Join the Coworking Europe Conference: https://coworkingeurope.net/conference/

In "Private Fleets Rescue Freight Brokers in 2026", Joe Lynch and Russell Jones, CEO & Co-founder of Private Fleet Net Zero, discuss how unlocking empty private backhauls provides brokers with discounted, high-quality capacity to combat fraud and skyrocketing liability. About Russ Jones Russell Jones co-founded Private Fleet Net Zero to help the 45% of trucks that are in Private Fleets with usually empty backhauls find loads from $50B+ of 3PL freight spend, leveraging his leadership of Cargo Chief, which enables 1,200+ 3PL buyers with $8B+ of spend to buy transportation capacity more profitably. Previously, Mr. Jones co-founded and led two cloud-based physical security firms.  He was also the founding CEO of Clearvox Communications, which pioneered the market for cellular phone headsets, which he sold to Plantronics.  Beforehand at Adaptec, Mr. Jones doubled a $50M channel products business to $100M. Mr. Jones has been awarded 10 patents, and holds a BSBA with highest honors from Boston University and an MBA from the Harvard Business School. About Private Fleet Net Zero Private Fleet Net Zero, PFNZ, is uniquely aggregating 10,000s of trucks with 1,000s of lanes of underutilized, underpriced, theft-free and superior private and dedicated fleet trucking capacity and matching via multi patent-pending technologies and artificial intelligence to $10Bs of freight spend registered on our cloud-based platform, while generating a compelling client ROI. Our network is quickly and efficiently growing both fleets and 3PLs on PFNZ, which is on a path to save 30M+ tree equivalents. Key Takeaways: Private Fleets Rescue Freight Brokers in 2026 In "Private Fleets Rescue Freight Brokers in 2026", Joe Lynch and Russell Jones, CEO & Co-founder of Private Fleet Net Zero, discuss how unlocking empty private backhauls provides brokers with discounted, high-quality capacity to combat fraud and skyrocketing liability. Massive Fleet Scale: Private Fleet Net Zero (PFNZ) has rapidly aggregated 80,000 trucks and 40,000 lanes of coverage, using patent-pending AI to match this massive pool of underutilized capacity with tens of billions of dollars in registered freight spend. The $150B Backhaul Waste: Private fleets (where the cargo owner owns the asset, like Walmart or Sherwin-Williams) make up 45% of all trucks on the highway, yet they run empty 80% of the time on their backhauls, leaving a $150 billion pool of premium capacity sitting idle. Pure Profit for Fleets: Because the primary "front haul" already covers the driver's salary, equipment, insurance, and core fuel costs, any backhaul revenue captured through PFNZ represents a 95% pure profit margin for the fleet owner. Quadrupled Broker Margins: Brokers can secure this premium capacity at a 25% discount to the market rate. In a tight market where a typical gross profit might only be $150 on an $1,150 load, cutting carrier costs from $1,000 to $750 can effectively triple or quadruple a broker's net margins. Eliminating Fraud and Liability: Shifting to private fleets bypasses the modern plague of cargo theft, cyber fraud, and "chameleon carriers" who hide bad histories under new DOT numbers. Furthermore, because private fleets have newer equipment and a third less accidents, they shield brokers from catastrophic multi-million dollar "nuclear verdicts" tied to carrier safety under the recent Montgomery ruling. Combating the 2026 Capacity Crunch: Massive federal enforcement of English language proficiency rules is projected to strip 25% of for-hire drivers (400,000 to 600,000 drivers) off the road. PFNZ rescues brokers by giving them an automated "outsourced recruiting team" to tap into stable private capacity that was previously heavily monopolized by the top 10 mega-brokerages. Seamless Integration & Sustainability: PFNZ connects to a broker's TMS within weeks via APIs, reports, or an AI bot to automatically map buying patterns. By eliminating empty miles, the platform is on track to save over 45 million tree equivalents in CO2, giving public companies and shippers a verifiable decarbonization story for SEC and board reporting. Learn More About Private Fleets Rescue Freight Brokers in 2026 Russ Jones | Linkedin Private Fleet Net Zero | Linkedin Private Fleet Net Zero Private Fleet Net Zero: The Deadhead is Dead with Russ Jones The Broken Safety System Threatening Shippers and Brokers with Chris Burroughs What is Blue Ocean Strategy | About Blue Ocean Strategy The Logistics of Logistics Podcast If you enjoy the podcast, please leave a positive review, subscribe, and share it with your friends and colleagues. The Logistics of Logistics Podcast: Google, Apple, Castbox, Spotify, Stitcher, PlayerFM, Tunein, Podbean, Owltail, Libsyn, Overcast Check out The Logistics of Logistics on Youtube

The following guest sits down with host Justin White:•   Michelle Chretien – Branch Manager, Milestone Mortgage SolutionsMeeting Clients in Person Creates Stronger Relationships and More Business OpportunitiesWhether it's through text, video message or even social media, there have never been more ways for loan originators to communicate with borrowers. That said, face-to-face interactions are still incredibly effective. Why should LOs consider getting in front of more clients? Listen to Episode #127 of Good. Better. Broker. as we sit down with a 30+ year industry veteran who literally shows up for her clients all the time.In this episode of the Good. Better. Broker. podcast, you'll learn why in-person meetings bring in more business and referrals. In this episode, we discuss ...•   1:50 – Michelle's 30+ years in the mortgage industry•   2:22 – including clients in the loan process•   3:45 – why Michelle meets with clients in person•   4:50 – how Michelle makes the mortgage process fun•   6:10 – Michelle's presence in her community•   7:45 – Michelle's love for people•   8:31 – why Michelle does pre-closing meetings with clients•   10:56 – unique touchpoints with borrowers•   13:04 – what happened when Michelle stepped back from originating•   14:25 – the impact of going from retail lending to the broker channel•   15:34 – what happened when Michelle had surgeryShow Contributor:Michelle ChretienConnect on LinkedIn Connect on Facebook Connect on InstagramAbout the Host:Justin White is UWM's in-house brand journalist and the host of UWM Daily. He creates engaging content across multiple platforms to promote the benefits of the wholesale channel and partnering with UWM. A seven-time Emmy-award winner, Justin is a graduate of the S.I. Newhouse School of Public Communications at Syracuse University. Connect with Justin on LinkedIn, Instagram or Twitter Connect with UWM on Social Media:•   Facebook•   LinkedIn•   Instagram•   Twitter•   YouTubeHead to uwm.com to see the latest news and updates.

In this episode of Everything is Logistics, Blythe talks with Tom Curee, President at Qued, about why freight appointment scheduling is still one of the most stubborn problems in logistics.Qued focuses on appointment scheduling for brokers, carriers, and shippers. The platform connects into existing TMS workflows so users can automate scheduling, manage exceptions, and build trust through visibility instead of forcing teams into another portal.They cover:Why appointment scheduling creates so much back-and-forth for logistics teamsHow many times a single appointment usually gets touchedWhy user trust matters when automating freight workflowsHow Qued uses audit logs to show every step of the scheduling processWhy the best appointment is not always the appointment a team thinks it wantsHow natural language rules help Qued scale complex scheduling logicWhy logistics companies should prioritize tech that improves the customer experienceThis conversation is part of the CargoRex AI Use Cases in Logistics guide, featuring real examples of how logistics companies are using AI across freight, warehousing, procurement, visibility, and operations.Read the full guide here:https://cargorex.io/research/ai-use-cases-in-logistics/LINKS:Qued:https://qued.comCargoRex AI Use Cases in Logistics Guide:https://cargorex.io/research/ai-use-cases-in-logistics/ -----------------------------------------THANK YOU TO OUR SPONSORS!SPI Logistics has been a Day 1 supporter of this podcast which is why we're proud to promote them in every episode. During that time, we've gotten to know the team and their agents to confidently say they are the best home for freight agents in North America for 40 years and counting. Listen to past episodes to hear why.CargoRex is the search engine for the logistics industry—connecting LSPs with the right tools, services, events, and creators to explore, discover, and evolve.Digital Dispatch maximizes and manages your #1 sales tool with a website that establishes trust and builds rock-solid relationships with your leads and customers. 

Lynn Gravley, Founder of NTG and TIA's incoming Chairman, on why brokers who cut shipments instead of chasing them win the freight game, and more.This week's episode is sponsored by  Epay Manager, Highway, Goodship, BitfreighterInterested in sponsoring our podcast? Send us an email at pbj@freightcaviar.com.

In another in-person episode, Axel sits down with Will Peck — multifamily broker at Horvath & Tremblay and one of the most active apartment building brokers in New Hampshire — for a wide-ranging conversation on the current state of the New Hampshire multifamily market, what it actually takes to build a successful brokerage career from scratch, and what separates the buyers and sellers that brokers love working with from the ones that make deals fall apart.Will has been focused exclusively on New Hampshire multifamily since graduating college in 2018, building his book of business from cold calls and grand list research to becoming one of the go-to brokers in the state. This episode is essential listening for any investor buying or selling in New Hampshire — or any investor who wants to understand how to build a productive, long-term relationship with a commercial real estate broker.Join us as we dive into:The distinction between being a transactional broker and being a true advisor — and why Will regularly tells clients not to sellWhy New Hampshire continues to attract capital migrating from Massachusetts — and why Will sees demand growing even further over the next 12 monthsWhat makes a great seller: transparency from day one, accurate financials, and open communication throughout the transaction — because in today's market with only 2–3 strong buyers at the table, you can't afford to waste a bulletCreative deal solutions: the escrow agreement Will structured for a student housing deal with unleased units — how leaving money in escrow gave the buyer and lender comfort to close without delayWhat makes a great buyer: do what you say you're going to do, give specific and timely feedback, and share your underwriting assumptions so the broker can actually serve youWhy telling a broker "I'm looking for 8 caps" means almost nothing — and what you should be saying insteadThe two-way intel relationship: how sharing renovation costs and achieved rents with your broker builds the kind of market knowledge that eventually comes back to help you price, lease, and sell your own dealsConnect with Will Peck:Reach out to him on LinkedinCell: 207-712-6402Office: 603-218-1857Email: wpeck@htapartments.comAre you looking to invest in real estate, but don't want to deal with the hassle of finding great deals, signing on debt, and managing tenants? Aligned Real Estate Partners provides investment opportunities to passive investors looking for the returns, stability, and tax benefits multifamily real estate offers, but without the work - join our investor club to be notified of future investment opportunities.Connect with Axel:Follow him on InstagramConnect with him on LinkedinSubscribe to our YouTube channelLearn more about Aligned Real Estate Partners

In "The Broken Safety System Threatening Shippers and Brokers," Joe Lynch and Chris Burroughs, President and CEO of the Transportation Intermediaries Association (TIA), discuss the fallout from a landmark Supreme Court ruling and rising freight fraud are reshaping the logistics liability landscape.  About Chris Burroughs Chris Burroughs is the President and CEO of the Transportation Intermediaries Association (TIA), a position he assumed in November 2024. With over 14 years at TIA, he previously served as Vice President of Government Affairs, overseeing legislative and regulatory efforts before Congress and federal agencies. Before joining TIA, Burroughs gained valuable experience on Capitol Hill, working for the House Transportation & Infrastructure Committee and the House Natural Resources Committee. He also served as Director of Government Affairs at the Twenty-First Century Group, advocating for clients in transportation, telecommunications, health care, and defense. Burroughs holds a Bachelor of Science degree in Political Science from Shepherd University in Shepherdstown, West Virginia. About TIA The Transportation Intermediaries Association (TIA) is the professional organization of the $343 billion third-party logistics industry. TIA is the only organization exclusively representing transportation intermediaries of all disciplines doing business in domestic and international commerce. TIA is the voice of transportation intermediaries to shippers, carriers, government officials, and international organizations. Learn more about TIA at www.tianet.org Key Takeaways: The Broken Safety System Threatening Shippers and Brokers In "The Broken Safety System Threatening Shippers and Brokers," Joe Lynch and Chris Burroughs, President and CEO of the Transportation Intermediaries Association (TIA), discuss ow the fallout from a landmark Supreme Court ruling and rising freight fraud are reshaping the logistics liability landscape.  The Montgomery Decision Resets the Liability Landscape: The Supreme Court's recent 9-0 ruling in the Montgomery case (involving C.H. Robinson) eliminated the long-standing F4A federal preemption defense for brokers regarding carrier safety selection. While 31 states had already rejected this defense prior to the ruling, the decision officially shifts safety and negligent selection liability standards back to a patchwork of differing state regulations. TIA Petitions the FMCSA for a National Carrier Selection Standard: In response to the confusion caused by the Montgomery decision, the Transportation Intermediaries Association (TIA) filed a petition for rulemaking with the Federal Motor Carrier Safety Administration (FMCSA). TIA is pushing for a clear, national federal standard to dictate exactly what checks a shipper or broker must perform when vetting and selecting a trucking company, eliminating state-by-state confusion. The Core Elements of TIA's Proposed Vetting Standard: TIA outlines three baseline data points that the federal government should mandate for a secure carrier selection process: operating authority (ensuring full compliance with the FMCSA), valid insurance (confirming active, legitimate coverage to combat marketplace fraud), and safety status (verifying the carrier has not been placed out of service for safety violations or paperwork compliance issues). A Broken Data System Leaves 94% of Carriers Unrated: A major hurdle in carrier vetting is that 94% of trucking companies remain "unrated" by the federal government. Because the FMCSA relies on strenuous, physical audits and suffers from limited inspector resources (drastically worsened during the pandemic), they only audit carriers that trigger red flags. TIA strongly advocates shifting from this outdated physical audit system to an absolute, data-driven safety rating algorithm. TIA Demands the Release of the "High-Risk Carrier List": The FMCSA maintains an internal database of approximately 3,000 to 4,000 trucking companies categorized as "high-risk," based on their Safety Measurement System data. As a key part of their petition, TIA is demanding that the government publicize this list so brokers and shippers have the transparency needed to actively avoid dangerous carriers. The Sophistication and Rise of Strategic Freight Fraud: Freight fraud and cargo theft have evolved past opportunistic crimes into highly organized, international cyber syndicates. Strategic theft has skyrocketed by 1,500% since 2020. Bad actors are shifting tactics—moving away from registering new fraudulent entities to buying up clean, legitimate, 2-year-old authorities on online marketplaces, executing massive "heists," and then vanishing. Industry Consolidation and the Value of Trusted Associations: The compounding costs of increased insurance premiums, tighter vetting processes, and necessary technology stacks are expected to drive significant market consolidation, forcing smaller players out. Because of this complex environment, shippers are increasingly looking to work with brokers tied to professional organizations like TIA, which enforces a strict code of ethics, offers ongoing education, and acts as the exclusive advocacy voice for the $343 billion 3PL industry on Capitol Hill. Learn More About The Broken Safety System Threatening Shippers and Brokers Chris Burroughs | Linkedin TIA | Linkedin TIA TIA Technovations TIA Technovations with Tom Curee Trucking Through Trouble with TIA & Anne Reinke TIA Unpacks Freight: Tariffs, Trust, and the Fight Against Fraud with Chris Burroughs FMCSA Petitions for Rulemaking (Open Petitions) The Logistics of Logistics Podcast If you enjoy the podcast, please leave a positive review, subscribe, and share it with your friends and colleagues. The Logistics of Logistics Podcast: Google, Apple, Castbox, Spotify, Stitcher, PlayerFM, Tunein, Podbean, Owltail, Libsyn, Overcast Check out The Logistics of Logistics on Youtube

When he was running Ardelia Farm in Vermont, Bailey Hale found that many trending flower varieties were not available in quantities market farmers could use, or available at all, which led him to start brokering orders with other growers. In this interview, we hear about how that business grew until Farmer Bailey plant brokerage became the full-time business and moved to Portugal. Bailey tells us how his background as a floral designer and farmer helps him spot new varieties that will become important for flower growers.  Bailey and host Rebecca Kutzer-Rice of Moonshot Farm discuss why growers are trying more fall planting of bulbs, what to start from seed and what to use plugs for, and thoughts on plug sizing. They also talk about coming developments in ranunculus, nigella, campanula, evergreen campanula, and dahlia breeding, including winter dahlias. They also talk about Bailey's sweet peas and methods for growing them, and what they would do if they were starting over. Rebecca's article from the May Growing for Market Magazine came up during the interview, so we linked it here if you want to read about “Strategies for reducing plant input costs on flower farms.” Connect With Guest: Website: farmerbailey.com Instagram: @farmerbaileyplugs Read the article “Strategies for reducing plant input costs on flower farms” by host Rebecca Kutzer-Rice from the May 2026 Growing for Market Magazine Podcast Sponsors: Huge thanks to our podcast sponsors as they make this podcast FREE to everyone with their generous support: Nifty Hoops builds complete gothic high tunnels that are easy to install and built to last.  Their bolt-together construction makes setup straightforward and efficient, whether it's a small backyard hoophouse, or a dozen large production-scale high tunnels- especially through their community build option, where professional builders work alongside your crew, family, or neighbors to build each structure -- usually in a single day.Visit niftyhoops.com to learn more. If you grow for market, you know performance is everything. That's why so many farmers are turning to Burpee's Farmers Market. Dedicated to professional growers, Burpee is now offering non-GMO seeds in larger quantities – bred and selected for standout flavor, strong yields, and the kind of visual appeal your customers crave. Burpee's been doing this for 150 years, and they're still creating new varieties with growers like you in mind. You can check out the full lineup at Burpee.com/FarmersMarket. There are a lot of farm sales platforms out there, but there's only one that's cooperatively owned by farmers. That's GrownBy — your all-in-one solution to simplify farm sales. GrownBy makes online farm sales easy and affordable; setting up your shop is free, and you only pay when you sell. Join over 900 farms who have already signed up for GrownBy, at grownby.com. For more on veg and flower market farming, subscribe to Growing for Market Magazine!

In this episode: Federal Scholarship Tax Credit (2027) — Up to $1,700 non-refundable credit for K–12 scholarship donations; no income limits; requires state opt-in Cryptocurrency staking rewards — Tokens taxable as income upon receipt; deferral legislation proposed but not yet law 1099-DA reporting (2027) — Brokers must report digital asset sales; provide all 1099s to your preparer Charitable contribution rules — Cash must be documented; GoFundMe not deductible; large non-cash donations require appraisals $4.2M charitable deduction denied — Tax court disallowed due to inadequate documentation Hobby loss rules — Losses only deductible if activity is run with genuine profit motive Family limited partnership discounts — Court upheld IRS challenge; deemed tax-motivated with no business purpose Estate tax Form 706 & closing letters — Portability elections, new request fee, and 2–3 year processing delays 2027 Social Security wage base — Increases to $190,200; effectively a tax hike for higher earners Amended returns (Form 1040-X) — 3-year filing window; e-file for faster refunds IRS workforce decline — Staffing down 28%; enforcement agents down 33%; fewer audits and slower service

During the 2026 Employee Benefits Leadership Forum in May, the outgoing chair of The Council of Employee Benefits Executives (CEBE), Lisa Hawker, sat down with Kerry Finnegan, former senior partner at Mercer and also a past CEBE board chair, now a senior advisor at Oliver Wyman. CEBE is the executive committee that guides The Council of Insurance Agents & Brokers government affairs team in benefits-related advocacy and policy decisions. The two discussed a range of topics, including the changing role of the benefits broker and the plan sponsor in an environment of increased fiduciary duty, talent and training in the AI era, and advice for new CEBE Chair Ken Olson, vice president of EB growth at BroadStreet Partners.

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Gavin and Wade are back this week talking all things CPG! Brokers, Retail, Category Reviews, Challenges, ETC!

In this episode of The MHP Broker's Tips and Tricks to Investing podcast, Maxwell Baker, president of The Mobile Home Park Broker, gives a mid-year State of the Industry 2026 update. As with every Tips and Tricks podcast episode, this one is brought to you by The MHP Broker's proprietary Community Price Maximizer. Use this four-step system to get the highest price possible for your mobile home park or RV community when you sell it through The MHP Broker. Guaranteed. Call Max for details. Here Are The Show Highlights: The mobile home park and RV park market is not dead, but it is a lot more disciplined. Deals still move when pricing lines up with today's debt reality. (Max, 00:55) Banks are asking harder questions now. More equity, cleaner financials, stronger collections, and lower loan amounts can change the deal fast. (Max, 02:12) Clean deals are getting rewarded. Good occupancy, clean books, public utilities, real collections, and stable tenants all matter more in this market. (Max, 02:58) The deals getting the most attention fall into two buckets: steady, predictable income and true value-add opportunities with real upside. (Max, 03:17) Foreclosures are showing up in a way Max has not seen since 2011 and 2012, creating a growing segment of opportunities and challenges in the market. (Max, 03:47) Many operators are finding that CapEx is growing faster than rent growth, causing value-add deals to become much harder to execute than originally planned. (Max, 04:22) Overpriced parks with messy books, weak collections, bad infrastructure, and 2021 pricing expectations are struggling to attract buyers. (Max, 05:03) Buyers are still active, but lenders are forcing greater discipline throughout the acquisition process. (Max, 05:18) Here are the Power Quotes from This Episode: "Will the lender believe the numbers? Are they legit? Does the income support the debt?" (Max, 02:38) "That is why clean deals are getting rewarded." (Max, 02:58) "The lower the risk, the higher the reward for you sellers." (Max, 03:08) "A lot of these parks are getting away from them because CapEx keeps building and building and rent growth is not growing as fast as the CapEx is." (Max, 04:47) "The market is rewarding cash flow, clarity, and financeable deals." (Max, 05:52)

Yaakov Zar is the founder and CEO of Lev, a software platform built to modernize the workflow of commercial real estate professionals. Yaakov started Lev after experiencing firsthand how broken the CRE financing process was, watching a $4 million loan take six months to close. What began as a tech-enabled brokerage has evolved into a purpose-built agentic workflow platform helping lenders, brokers, and investors manage deals, ingest unstructured data, and move faster. Yaakov is based in New York City.(02:26) Bottom Up vs Top Down(04:31) Slack Origin Tangent(05:59) MetaProp Skills Library(09:43) What Is Defensible AI(11:12) MCP & Rapid Change(12:41) Pilots Everywhere & Demo Fatigue(17:34) Same Workflow, Turbocharged(19:34) Real Estate's Move 37 Moment(22:04) Why Winning Is Hard to Define(26:07) Lev Agentic Workflows(29:14) Leapfrogging Past Salesforce(31:43) Data Quality Pushback(33:49) Ingesting Email Into CRM(35:54) Selling Software to CRE(39:06) Overhyped AI and Security Risks(42:50) Collaboration Superpower: Steve Jobs

The following guest sits down with host Justin White:•   Anthony Lee – CEO and Founder, Veterans Alliance Home LoansShowing up For the Military Veteran Community Requires a Keen Understanding of the VA LoanFrom the military to marathons to mortgages, Anthony Lee knows what it takes to get across the finish line. He's now using that same approach to lift the veteran community. How can mortgage loan originators help more veteran borrowers while shifting the narrative on VA loans? Listen to Episode #126 of the Good. Better. Broker. podcast to find out how Anthony is creating more opportunities for LOs, military veterans, and their families.In this episode of the Good. Better. Broker. podcast, you'll learn how to help veterans navigate the VA loan process.In this episode, we discuss ...•   1:55 – how being an endurance athlete helps with doing mortgages•   3:49 – Anthony running 6 marathons in one year•   5:40 – Anthony's history in the mortgage industry•   6:46 – how Anthony got a $4.1m listing on his first deal in real estate•   9:16 – how military experience translates to mortgages•   10:46 – why veteran LOs are uniquely positioned to serve veteran borrowers•   12:09 – what non-veteran LOs don't understand about serving military veterans•   13:59 – The launch of Veterans Alliance Home Loans •   15:41 – what Anthony asks listing agents about VA loans•   17:38 – why Anthony can overcome any objection•    19:47 – similarities between coaching athletes and LOsShow Contributor:Anthony LeeConnect on LinkedIn Connect on Facebook Connect on InstagramAbout the Host:Justin White is UWM's in-house brand journalist and the host of UWM Daily. He creates engaging content across multiple platforms to promote the benefits of the wholesale channel and partnering with UWM. A seven-time Emmy-award winner, Justin is a graduate of the S.I. Newhouse School of Public Communications at Syracuse University. Connect with Justin on LinkedIn, Instagram, or Twitter Connect with UWM on Social Media:•   Facebook•   LinkedIn•   Instagram•   Twitter•   YouTubeHead to uwm.com to see the latest news and updates.

→ Work with Me: https://work.ashborland.com/  My one-to-one coaching for established brokers. No courses, no group programmes. Just the two of us fixing the structure underneath your business.→ Follow me on IG: https://www.instagram.com/ashborland/  Daily content for brokers, and the fastest way to reach me. My DMs are open and I answer them myself.→ The Mortgage Business Mastery Show: https://www.youtube.com/@ashborland  My weekly show for brokers. A new episode every Monday, around fifteen minutes, one idea worth your week.→ The FREE 14 Day Mortgage Business Boost: https://ashborland.com/boost  One small task in your inbox every day for fourteen days. Do them and your business is in better shape by the end. Costs nothing.→ The Broker Book Club: https://ashborland.com/book-club  One book a month, chosen so you read less and apply more. The thinking behind a stronger business, without the wading through.

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Before buying, establish the price or valuation level at which you would be satisfied selling. If the stock exceeds that target, revisit the thesis. For dividend stocks, watch current yield — when it compresses significantly due to price appreciation, the market may be pricing in too much optimism. For growth stocks, monitor revenue guidance and gross margin targets. The key is having objective criteria rather than letting emotion drive the decision." } }, { "@type": "Question", "name": "What is a sell discipline in investing?", "acceptedAnswer": { "@type": "Answer", "text": "A sell discipline is a systematic, pre-defined set of criteria that guides when to reduce or exit a position — independent of emotion or market noise. It includes valuation targets, yield thresholds, risk profile limits, dividend sustainability checks, and tax considerations. Without a sell discipline, investors tend to hold winners too long out of greed and losers too long out of denial." } }, { "@type": "Question", "name": "Should I sell a stock that has doubled in price?", "acceptedAnswer": { "@type": "Answer", "text": "Not necessarily — but a doubling in price is a strong signal to re-examine the thesis. If the stock is a dividend payer, check the current yield: a stock that once yielded 6.5% and now yields 3.4% purely because of price appreciation may have priced in years of future growth. In that case, trimming a portion and capturing gains as dry powder for redeployment is a disciplined approach even if the company itself remains strong." } }, { "@type": "Question", "name": "How do taxes affect the decision to sell a stock?", "acceptedAnswer": { "@type": "Answer", "text": "In taxable accounts, selling at a gain triggers capital gains tax — either short-term (ordinary income rates) or long-term (lower rates, for assets held over one year). A key strategy is tax-loss harvesting: selling positions with unrealized losses to offset realized gains. You can repurchase the same security after 30 days under the wash sale rule. For highly appreciated, low-basis positions, gifting shares directly to charity avoids tax entirely for both donor and recipient." } }, { "@type": "Question", "name": "What is FOMO in investing and how does it cause mistakes?", "acceptedAnswer": { "@type": "Answer", "text": "FOMO — fear of missing out — causes investors to hold positions long after a rational sell signal has appeared, because they fear the stock will keep rising after they exit. It also leads investors to hold falling stocks in denial, hoping for a recovery. Both behaviors stem from emotional decision-making rather than objective analysis. Having pre-established valuation criteria and working with an investment committee helps counteract FOMO and its mirror image, paralysis." } } ] } Buying a Stock Is Easy. Knowing When to Sell Is Everything. The Tom Dupree Show  |  Dupree Financial Group  |  dupreefinancial.com  |  859-233-0400 A sound sell discipline is one of the most overlooked parts of retirement investing — every investor knows how to buy a stock, but the moment that determines real wealth, or real loss, is the moment you decide to sell. In this episode of The Tom Dupree Show, Tom Dupree, Lead Advisor Mike Johnson, and in-house analyst James Dupree lay out the sell discipline that has guided Dupree Financial Group’s portfolios for decades. The conversation covers what triggers a trim, what triggers a full exit, and why waiting for someone else to tell you to sell is one of the costliest mistakes in investing. The team works through real examples — from Freddie Mac and WorldCom in the early 2000s to a local company that went up twenty times before going back to zero — and explains the framework behind each decision. Along the way, they address growth stocks, dividend payers, pipeline companies, oil stocks, and AI infrastructure plays, showing how the sell criteria differ by asset type even as the underlying discipline stays consistent. “Buying a stock is easy. Selling a stock — regardless of whether it’s up or down — is a lot harder to do.” — Tom Dupree Why Sell Discipline Matters in Retirement Investing Most investment conversations focus on what to buy. Sell discipline gets far less attention — yet it is the mechanism that actually converts paper gains into real money. As Tom put it on the show, you don’t realize anything until it’s sold. Dividends deliver income along the way, but capital appreciation only benefits you when you act on it. This is exactly the kind of sell discipline retirement investing question that Dupree Financial Group works through with every client. The team described the buy discipline as relatively straightforward: you find a company with a compelling valuation, a durable dividend, or a strong revenue growth story, and you build a position. The sell decision is far more nuanced because it involves not just the company’s fundamentals but also your portfolio’s overall risk profile, tax situation, current market conditions, and where you are in your financial life. Different Assets Require Different Sell Metrics One of the clearest takeaways from this episode is that sell criteria are not universal — they must be tailored to the type of asset you own. Growth stocks and AI companies often lack traditional earnings metrics, so James Dupree explained that the team evaluates them on revenue guidance and gross margin targets. When management demonstrates they can execute — beating their own guidance consistently — the market rewards them with premium valuations. When that execution story breaks down, or when the stock has priced in years of future growth, it is time to take some off the table. Dividend-paying stocks use a different lens: current yield. Tom described a stock the firm bought yielding 6.5% that now yields roughly 3.4% — not because the dividend was cut, but because the price nearly doubled. That yield compression is the market’s way of signaling that the optimism has been priced in. Capturing three years’ worth of dividends in two months of price appreciation is a compelling reason to trim. REITs are evaluated on price-to-adjusted cash flow rather than price-to-earnings. Pipeline companies may be held long past a traditional sell target because their dividend stream is so strong and growing that the income justifies continued ownership. Every sector, and every individual company within a sector, has its own intricacies. Trimming vs. Exiting: The Power of Partial Sales Mike Johnson emphasized that most sell decisions at Dupree Financial are not binary. Rather than exiting a position entirely, the team frequently trims — reducing a holding that has become overweight and redeploying the proceeds into money market as dry powder. That cash position carries real optionality: when a market pullback creates entry points in other names, the firm is already positioned to act. The team recently used this approach with oil stocks. Several integrated oil companies had appreciated 25–30% over the past year even as oil prices remained flat. The underlying businesses are excellent operators, but there is a ceiling on how much an oil company can grow — demand is finite, production costs are finite, and the economics do not allow for the kind of multiple expansion you can see in software or AI. Taking profits there freed up capital for infrastructure and reshoring plays that offer better forward returns at reasonable valuations. Risk Profile Is a Sell Signal Too Tom described a stock the firm added to significantly in April of the prior year — a diesel engine manufacturer that turned out to have strong AI-adjacent tailwinds. The position appreciated considerably. Even though the team still believed in the company, they trimmed because the position had grown so large it changed the portfolio’s overall risk profile. The question was not “do we still like this company?” but “does this concentration match what our clients are paying us to manage?” Similarly, a high-conviction AI holding trimmed in October had briefly become the largest position in the portfolio after rapid price appreciation. The mandate from clients calls for a diversified, income-oriented portfolio — not a concentrated bet on any single name, regardless of how strong the thesis is. The Emotional Traps: FOMO, Greed, and Legacy Holdings Tom shared two memorable examples of how emotions derail sell decisions. The first was a locally well-known company whose stock rose twenty times before collapsing back to zero. Investors who rode it all the way up — and all the way back down — had been told to take some off the table. They refused, emotionally unable to accept that paper gains only become real when you sell. The second example was a widow whose late husband had told her never to sell two particular stocks. She was holding roughly $300,000 in those two positions at a blended yield of about 2.1% — generating around $6,000 per year. A redeployment into holdings yielding 7% would have generated closer to $21,000 annually. The husband’s advice may have been reasonable at the time, but circumstances changed. Her income needs changed. The advice never got updated. Mike also drew the parallel to how individual investors today feel about broad index funds or the S&P 500 — looking at five-year performance charts and feeling unable to reduce exposure because “it might keep going up.” That mindset, he noted, is identical to the emotional pattern that preceded every major market drawdown. The antidote is asking a simple question: do the numbers still work for me if this drops 30% or 40%? The Tax Dimension of Selling In taxable accounts, selling is never just an investment decision — it is also a tax event. Tom and Mike outlined several strategies the firm uses to manage that dimension: Tax-loss harvesting: Selling positions with unrealized losses to offset realized gains elsewhere in the portfolio. The firm deliberately maintains a few losers for this purpose. Wash sale management: After harvesting a loss, you can repurchase the same security after 30 days and still recognize the tax benefit. Charitable gifting of appreciated shares: For long-held, low-basis positions, gifting shares directly to a charity allows the donor to take a deduction at full fair market value while the charity pays no capital gains tax. This also serves as a rebalancing tool — reducing concentration without triggering a taxable event. Stepped-up cost basis: For clients with health concerns, holding a highly appreciated position until death transfers it to heirs at the current market value, eliminating the embedded gain entirely. As the team noted: the right answer always depends on the individual’s situation — the tax shelter of the account, charitable inclinations, estate planning goals, and overall income needs. A Cautionary Tale from Wall Street Tom closed the first segment with a story from early in his career at a large brokerage firm. A prominent New York analyst had a buy list — the “focus list” — that brokers across the country used to build client portfolios. Through the late 1990s bull market, the list performed well, and the analyst became a star. When the market began its steep decline in 2000 through 2002, the analyst issued no sell ratings. He went quiet. Brokers and their clients waited for guidance that never came. Many lost significant sums as a result. The reason, Tom observed, was simple: issuing a sell rating would have been an admission that the original buy call was wrong. Professional reputation got in the way of professional responsibility. It is exactly why Dupree Financial conducts all research in-house, maintains an investment committee where theses are challenged regularly, and retains the authority to move quickly — without waiting for a third-party analyst to give permission. You can hear more episodes like this one on the Tom Dupree Show Radio archive. Frequently Asked Questions About Sell Discipline in Retirement Investing How do you know when to sell a stock? The best sell decisions are driven by valuation, not price alone. Before buying, establish the price or valuation level at which you would be satisfied selling. If the stock exceeds that target, revisit the thesis. For dividend stocks, watch current yield — when it compresses significantly due to price appreciation, the market may be pricing in too much optimism. For growth stocks, monitor revenue guidance and gross margin targets. The key is having objective criteria rather than letting emotion drive the decision. What is a sell discipline in investing? A sell discipline is a systematic, pre-defined set of criteria that guides when to reduce or exit a position — independent of emotion or market noise. It includes valuation targets, yield thresholds, risk profile limits, dividend sustainability checks, and tax considerations. Without a sell discipline, investors tend to hold winners too long out of greed and losers too long out of denial. Should I sell a stock that has doubled in price? Not necessarily — but a doubling in price is a strong signal to re-examine the thesis. If the stock is a dividend payer, check the current yield: a stock that once yielded 6.5% and now yields 3.4% purely because of price appreciation may have priced in years of future growth. In that case, trimming a portion and capturing gains as dry powder for redeployment is a disciplined approach even if the company itself remains strong. How do taxes affect the decision to sell a stock? In taxable accounts, selling at a gain triggers capital gains tax — either short-term (ordinary income rates) or long-term (lower rates, for assets held over one year). A key strategy is tax-loss harvesting: selling positions with unrealized losses to offset realized gains. You can repurchase the same security after 30 days under the wash sale rule. For highly appreciated, low-basis positions, gifting shares directly to charity avoids tax entirely for both donor and recipient. What is FOMO in investing and how does it cause mistakes? FOMO — fear of missing out — causes investors to hold positions long after a rational sell signal has appeared, because they fear the stock will keep rising after they exit. It also leads investors to hold falling stocks in denial, hoping for a recovery. Both behaviors stem from emotional decision-making rather than objective analysis. Having pre-established valuation criteria and working with an investment committee helps counteract FOMO and the paralysis it creates. Schedule a Complimentary Portfolio Review If you’re not sure whether your current portfolio reflects a real sell discipline — or whether you’re holding things longer than you should be — we’ll take a look. No charge. No pressure. Just an honest conversation about what you own and whether it’s working for you. Call: 859-233-0400  |  Visit: dupreefinancial.com Dupree Financial Group is a Registered Investment Advisor (RIA) registered with the Securities and Exchange Commission. Registration does not imply a certain level of skill or training. The information presented on this program is for educational purposes only and does not constitute investment advice, a solicitation, or a recommendation to buy or sell any security. Investing involves risk, including the potential loss of principal. Past performance is not indicative of future results. Please consult with a qualified financial advisor before making any investment decisions. The post When to Sell a Stock: Sell Discipline for Retirement Investors | Dupree Financial appeared first on Dupree Financial.

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Data paralysis is a massive hurdle in commercial real estate. When critical market analysis, demographic shifts, and property comps live entirely on flat spreadsheets, it is incredibly difficult to visualize location-intensive trends and tell a compelling story to clients. In this episode, host Michael Bull sits down with CCIM's Ben Wilson to discuss the major rebrand and massive evolution of "Site to Do Business" into the all-new IntelliSite. They dive into how modern GIS mapping, global data integration, and built-in AI models are completely reshaping how brokers, appraisers, and developers make real estate decisions. What you'll learn in this episode: The Death of the Spreadsheet: How advanced GIS mapping and visual infographics are replacing traditional spreadsheets to tell better market stories. Mapping the "Silver Tsunami" & Suburban Sprawl: How to analyze demographic variables (across 150+ countries) to spot peripheral growth and suburban rings around primary markets. AI Integration & Void Analysis: A look at the new natural-language AI assistant and how to run a void analysis to find exactly which tenants or medical services are missing from a market. Advanced Tools for Brokers & Appraisers: How to leverage Database USA for tenant targeting, use built-in financial calculators, and easily map subject properties against custom comp databases. Get the cutting-edge tech intel you need to streamline your workflows and find hidden opportunities in any market.   Connect with Ben Wilson: https://www.linkedin.com/in/ben-wilson-704b3112/ IntelliSite  CCIM.com   Resources: Database US Esri Business Analyst   Connect with Michael Bull & The Show: Michael Bull, CCIM Bull Realty, Inc https://www.linkedin.com/in/michaelbull/   For more commercial real estate market data, sector forecasts, and video episodes, visit CREshow.com.   America's Commercial Real Estate Show is brought to you by our proud sponsors.   TCN Worldwide: Commercial real estate property management, leasing, and sales solutions across the US and globally. Learn more: https://www.tcnworldwide.com   Build Out: The ultimate product suite for commercial real estate brokerage firms looking to streamline their business. Learn more: https://www.buildout.com     Bull Realty: Regional commercial real estate brokerage services headquartered in Atlanta, delivering market intel and strategies. Learn more: https://www.bullrealty.com   Commercial Agent Success Strategies: Twenty-one cloud accessed commercial broker training videos with slide deck action notes. Learn more at https://www.commercialagentsuccess.com/        

Welcome to RIMScast. Your host is Justin Smulison, Business Content Manager at RIMS, the Risk and Insurance Management Society.   In this episode, Justin interviews Marya Propis about her career in retail brokerage, wholesale distribution, and executive leadership. Marya speaks of leaders who influenced her, how her leadership skills have changed in 30 years, and how emotional intelligence guides her as she helps young insurance professionals at RT Specialty. She also shares the importance of physical fitness and self-care in showing up at her best each day. Marya discusses the wholesale Excess and Surplus Lines marketplace in the U.S. She talks about her involvement in industry associations and the enthusiasm she has for helping students and new risk professionals. She shares information about the Spencer Educational Foundation's Funding Their Future 2026 Gala, where she will be one of two honorees. She serves as a Director of Distinction, acting as an ambassador for the Spencer Educational Foundation.   Listen for Marya's enthusiastic approach to persuasive leadership.   Key Takeaways: [:01] About RIMS and RIMScast. [:16] About this episode of RIMScast. We will be rejoined by our friend Marya Propis, President of Retail Distribution at RT Specialty and honoree at this year's Spencer's Funding Their Future Gala in New York City on September 17th. There is a lot to catch up on. But first… [:47] RIMS Virtual Workshops. The next RIMS-CRMP-FED Exam Prep with AFERM will be held on June 16th and 17th. The next RIMS-CRMP Exam Prep with PARIMA will be held virtually on July 21st and 22nd. Links to registration are in this episode's notes. [:58] We have a summertime webinar. On July 16th, Zurich will present "Too Hot to Ignore: Heat-Related Injuries and Workers' Compensation." Register at RIMS.org/webinars and via the link in this episode's show notes. [1:13] You can enroll now in the RIMS CRO Certificate Program in Advanced Enterprise Risk Management hosted by the famous James Lam. Beginning July 15th, workshops will be held bi-weekly from 11:00 a.m. to 3:00 p.m. Eastern Time. The registration link is in the show notes. [1:34] The RIMS ERM Conference 2026 will be held on November 19th and 20th in Columbus, Ohio. We want to hear from you. Submit a session proposal by June 19th to reach engaged practitioners, innovators, and leaders looking for guidance they can utilize right away. [1:52] Help define what's next for Enterprise Risk Management. Submit a session proposal by Friday, June 19th. Visit RIMS.org/ERM2026. [2:02] Folks, through the generosity of its industry partners, RIMS has launched The Foundation for Risk Management™, which provides scholarships for early-career professionals to attend RIMS events like RIMS Texas Regional Conference, RIMS Canada Conference, and RISKWORLD. [2:21] The Foundation also helps beneficiaries earn their RIMS-CRMP and fund research projects. To learn more or contribute to the Foundation, visit RIMS.org/FRM and visit the link in this episode's show notes. [2:36] RIMS is back on YouTube. Our handle is @RIMSOfficialChannel. We've got plenty of videos there, including RIMScast, RIMScast Canada video podcasts, and other informative and entertaining content from RIMS. Subscribe to the channel today! [2:56] On with the Show! Marya Propis is rejoining us on RIMScast. She is the President of Retail Distribution at RT Specialty, and she will be honored this year at the Spencer Funding their Future Gala at the Waldorf Astoria in New York City on September 17th. [3:17] We'll learn about Marya's career, her risk management philosophy, how her physical wellness fuels her progress as a risk and insurance professional, and why she feels it is critical to continue her support for women in the profession. We're going to have fun. Let's get to it! [3:39] Interview! Marya Propis, Welcome Back to RIMScast! [3:49] Since the last time Justin and Marya spoke, Marya has joined RT Specialty. She is coming up on her 6th anniversary with RT Specialty. It has been the most enjoyable and successful career chapter she has been fortunate to enjoy. [4:04] Marya says there are so many great things to talk about in terms of what's going on in the marketplace and at RT Specialty and how that pertains to Spencer. [4:20] Marya is President of Retail Distribution. She was promoted to that role several months ago. A dedicated group under her leadership is keeping a finger on the pulse of what's going on in the ultra-dynamic U.S. retail landscape. [4:47] They are always thinking of ways to be more client-centric, partner more fully with their retail clients, and think of all the places that their clients need RT to be as the top wholesale partner in the U.S. [5:08] Marya has six people on her team for a wholesaler that placed $32 billion of premium last year. But, actually, her team is the entirety of all the brokers and underwriters that work for RT Specialty. That's 1,500 people. [5:28] Marya's job is to make the brokers and underwriters who work for the team more successful every day. Her stakeholders are the market-facing, talented brokers and underwriters. They are her team. [5:46] Marya sets best practices and standards around compensation, conferences, and the way they engage. Client-centricity is very important, so Marya extends direction for it. [6:00] Marya explains how leadership style has evolved. In the first half of her career, it was all about command and control, from the top down. Telling everyone what to do has evolved positively. [6:19] Marya prides herself on having very good influence and leadership skills. She says people want to follow her direction. She had to learn a lot to go from telling people what to do to creating a path people want to follow. Being a command-and-control leader doesn't feel good. [7:00] Marya says that when we started talking about emotional intelligence as an important part of leadership, she realized she had it. She just hadn't been using it in any of her management or leadership roles. [7:11] It became more acceptable to use emotional intelligence to get your team aligned and get people thinking around the direction you need to go as a team or a firm. That's been very positive for Marya, but she couldn't flip that switch overnight. [7:30] Marya had to learn a lot to change her leadership style so people want to follow and feel that she is creating the right direction, so they can be more successful, not leading them down a path to doom and demise. [7:52] Marya says that an emphasis on emotional intelligence came hand in hand with the industry starting to pay attention to women in insurance and the lack of representation of female leadership in insurance. [8:09] Marya says that a decade ago the insurance industry started to be deliberate about realizing they didn't have many women in leadership and that there were obstacles in the industry to women being promoted and compensated at the same rate as their male colleagues. [8:31] Emotional intelligence came along with the recognition that women have a distinct and unique skill set. Emotional intelligence is a prevalent part of a woman's skill set. Women bring real value as leaders. The traits that come with that include emotional intelligence. [9:07] Justin says we have such a great group of rising risk professionals, particularly females, in the profession and the RIMScast listenership, so this is a great way to kick off this dialog.  [9:25] Marya says she has worked for a lot of great leaders. She was fortunate to work closely with many executives. You can watch a leader and learn a technique or a trait that you can add to the skill set you already have. Marya says she gets her best material from others. [10:14] Marya says Pat Ryan, who founded RT Specialty, is the absolute Superman of insurance. Any time she hears Pat Ryan talk, she leaves with a gem that she commits to do or think about, going forward. He uses an expression: "Do the right thing, because it's the right thing to do." [10:47] If you use that as a guiding principle for how you set your priorities and make decisions, based on what your retail clients need, then it's very obvious what you need to do. It has become a guiding principle for her in the way she makes decisions every day. [11:47] Marya says her scope of responsibility is just retail clients. Her colleague Leah Ohodnicki oversees carrier management. They talk all the time. There are so many of the same principles that they apply, just to different channels in the marketplace. [12:07] Marya has been a career salesperson. For her whole insurance career, she has sold stuff. She has sold capabilities and products. She sells and represents wholesale brokerage services. [12:27] Marya says no client is like another. You must see every client with fresh, objective eyes. Every client has something unique, or a competitive advantage, or something special about the way they've built their firm. Sometimes you have to look carefully to find it, but it's always there. [13:06] You have to be willing to put yourself in their shoes. How do they see the world? How is that retailer creating visibility and driving success? [13:26] Marya prides herself on being a student of who the retail client is and thinking about how to better frame partnership strategies to work with them as effectively as possible, rather than thinking about herself, RT Specialty, and all the stuff she can throw at any retail client. [13:48] In Marya's mind, the way to do it is to start by asking what they need. Where is the place that they will need RT Specialty to be more successful? Then she constructs an engagement approach around that. That's different from how she thought about it 20 years ago. [14:15] In any industry, Marya doesn't want to be a vendor. She wants to be a partner. There's a big difference in the way you have to think to be a trusted business partner. That's a very important part of Marya's personal and professional philosophy in creating partnerships. [15:13] Marya says she's very committed to the digital distribution model. It's been one of the more exciting and dynamic components of the retail channel. Marya doesn't use AI interchangeably with digital distribution. Digital distribution is where we sell things online. [15:41] Marya says AI is a technology enabler that helps us be more efficient in sales. RT Specialty has an online portal called RT Connector that has been trading E&S Specialty, Micro and Small Commercial P&C products for eight years on the digital distribution platform. [16:09] Marya says there's a newish type of retail agent in the U.S. marketplace called digital agencies. They want to trade as efficiently as possible. They want API connectivity. They're focused on a specific segment and industry, in terms of where they feel they can sell and trade. [16:31] Marya says even the way they acquire leads is very different than a traditional retail model. Marya says we're certainly not going to sell RT the same way to a digital agency as we do to a big Alpha house. They're very different. [16:51] Understand the model. Understand how that retail agent or broker is structured, and meet them where they are. With digital retail agents, it's a completely different type of retail partnership that they can build with them vs. other models they've worked successfully with. [17:18] Marya says our retail clients are always evolving and changing and buying lots of stuff, in mergers and acquisitions. They restructure. How they choose to go to market. How they're winning business. Marya loves all the learning that comes as the market and her clients evolve. [17:45] Marya says they're a wholesaler. Their digital platform will reflect the appetite and eligibility of the technology-enabled carriers that are represented on the RT Specialty platform as trading partners. [18:10] Marya says they have 130 talented binding authority teams across their U.S. platform. They know what their appetite is; they have the binding authority. That's human interaction. [18:28] Marya says RT Specialty mimics that same process with some of the same carrier partners by putting their product-specific appetite on their digital platform. [18:38] The same agent can either go to the RT binding authority underwriter or go through RT Connector. If it fits the appetite of the products on RT Connector, in five minutes, the agent can rate quote, bind, issue, e-deliver policies, surplus lines taxes, and finance premium. [19:02] Marya says she can ask agents how they want to trade the E&S specialty marketplace. There are a lot of paths they can follow that get them to the same place where they win. RT Specialty can put the right resources around that. [19:35] Marya says if a retail client brings a franchise opportunity to RT Specialty, if it's a franchise operation that's insured, RT Specialty will write it. They write lots of them in the U.S. Marya participates in risks her retail clients bring to RT. [19:52] Marya doesn't sell directly to franchises, but RT has a lot of franchises and programs in chains in their book of business. RT has the largest sports and entertainment practice in the wholesale segment in the U.S. It's a tough segment of the marketplace. [20:20] RT Specialty has invested a lot in terms of talent. RT Specialty owns the largest MGU in the marketplace. The sports are professional, amateur, and everything in between. It's a very successful market segment for RT Specialty. [20:41] Marya explains that an MGU is a Managing General Underwriter, which is different from an MGA (a Managing General Agency), which is different from a Program. Marya says this has been one of the fastest-growing segments of the specialty market in the United States. [21:09] Marya says you create a homogeneous appetite for a certain bulk of business, find a carrier partner, set up a Program, and open your storefront and either distribute through retailers or wholesalers. Some are direct-to-insureds [21:30] Managing General Underwriter means that we would create the appetite and the guidelines. Managing General Agent means that the carrier has already defined that, and they're allowing us to put a storefront in front of that. [21:54] That's different from some of the traditional carriers that RT Specialty works with, like Lexington Insurance Company or Westchester Insurance Company. Those are carriers. That is a different solution than when RT Specialty approaches an MGU on behalf of their retail client. [22:18] Marya says anytime you have a lot of people in one place at an event, there are lots of risks associated with that: gun violence, political violence, and means of evacuation response. We have seen that time and again. [22:43] When you have a lot of people congregating for a sporting event, a demonstration, a commemoration, or other event, it's gotten much riskier when you put a lot of humans in one place. That has made that segment of the marketplace much more challenging than ever. [23:10] Marya mentions boxing matches in Vegas or the number of active shooter incidents in Vegas. Marya believes the Excess and Surplus Lines market segment is the permanent home for high-hazard risks in the U.S. It's not an escape valve. [23:42] Marya says that in her lifetime, those types of risks will never swing back to the direct admitted standard carrier side. As a wholesale broker, RT Specialty is looking to partner with carriers that have the right type of appetite to support those risks. [23:59] RT Specialty builds products, so they own MGUs, MGAs, and Programs. They invest and build products when segments of the marketplace become very tough, so they have solutions available through their brokers and underwriters to write any risk in any class of business. [24:19] A Quick Break! There are so many other wonderful RIMS events coming up in 2026. The Annual Florida RIMS Educational Conference will be held from July 28th through August 1st at the lovely Ritz-Carlton in Naples, Florida. A link to the event is in this episode's show notes. [24:37] Register now for the Second Annual RIMS Texas Regional Conference, which will be held from August 10th through 12th at the Grand Hyatt on the San Antonio River Walk. [24:48] The 11th Annual Chicagoland Risk Forum will return to the Old Post Office on Thursday, September 24th, 2026, in Chicago. Visit ChicagolandRiskForum.org for more information. [24:59] The RIMS Western Regional Conference will be held from October 4th through the 7th in Seattle, Washington. Registration is open, and you can also submit a session. Visit RIMSWesternRegional.com and the link in this episode's show notes for more information. [25:16] Save the dates October 18th through the 21st. We will be in Quebec City to celebrate the 50th Live RIMS Canada Conference. Booth sales are already open. Earlybird registration is open now. [25:31] Visit RIMSCanadaConference.ca for more information. Also, remember to check out RIMS.org/Canada for our spinoff show, RIMScast Canada, hosted by National Conference Committee Chair, Aaron Lukoni. [25:45] The RIMS ERM Conference 2026 will be held on November 19th and 20th in Columbus, Ohio. The deadline for educational content submissions is Friday, June 19th. Get submissions in now. The link is in this episode's show notes. Registration opens in July. [26:08] Let's Return to Our Interview with Marya Propis! [26:32] Justin asks about Marya incorporating workouts into her life so she can perform better as a risk and insurance professional. Justin also feels that he has missed out if he has not exercised or worked out for a certain time each week. [27:03] Mary has 35 years in the business. She travels every week. She flies a lot. She is very focused on her wellness routine. She has been an athlete her whole life, so working out is important to her. So is self-care. [27:34] Having gone through menopause and figuring out what was going sideways, physically and mentally, Marya feels good about where she is today, in her commitment to herself, supplements she takes, and understanding healthy brain function and the effects of hormones. [28:09] Marya says we know hormones have a significant impact on our ability to function, both for men and women. Marya says her lifestyle is not perfect. She eats at restaurants 80% of the time, and entertaining clients involves alcohol. [28:40] Marya loves the relationship-building, social, and personal connection side of the business. She's not going to skip drinks or dinner with anyone. But it's a place where there can be a lot of pitfalls. She doesn't subscribe to an austerity lifestyle. But she has to pick her spots, now. [29:10] Marya says she can't be dragging on Thursday morning. She still has two big days ahead of her to deliver. Marya talks about sleep quality, not just how much you get, which gets tough when you're sleeping in different hotel rooms. [29:35] Marya says, This is the way it is with the career I have chosen, and I love. She has to be much more deliberate and mindful and remind herself that in June, she is traveling 18 days. On the days she's not traveling, she knows what to do for working out and for her wellness routine. [30:24] Marya says she is open and willing to learn. She is open to trying and learning new things. She believes in supplements and vitamins. She takes different ones now than she would have taken a decade ago. You have to be a student of that, like everything else in life. [30:43] Marya says The second you start to lose the desire to learn, what's next? It's not really fun when people's mindsets change. [30:54] Marya has been a Yoga practitioner for 30 years. She does Power Vinyasa in an infrared studio. Marya says the benefits of infrared are scientifically not debatable. She says infrared is great for joints, skin, and healthy brain functioning. It amped up her Yoga routine. [31:15] Marya does TRX bodyweight exercises. Most of the hotel gyms today have a TRX setup. She loves that, since she spends a lot of time in hotels and hotel gyms. Marya does circuit training. She works with heavy weights three times a week to maintain skeletal strength. [31:53] Marya says it sounds like a lot. As an athlete, when you have to perform and deliver, it's part of the way you have to think. It's how Marya thinks. She has to show up and be her best self when she's representing RT Specialty in the marketplace. [32:14] Marya has a lot of people relying on her to be crisp and present with a great level of energy. You can't do that if you're dragging all the time. [32:40] Marya grew up in Buffalo, New York, so she's a skier. It was the first sport for her family. She played tennis in high school and college. She ran track as a sprinter. Her favorite sport is Yoga. A couple of genres of Yoga have world competitions. Mary likes vigorous, athletic Yoga. [33:34] Another Quick Break! The Spencer Educational Foundation's Risk Manager on Campus application period is now open, and it will close on June 30th. Grant awardees, colleges, and universities are typically notified in September. [34:05] General Grant applications are open, and the application deadline is July 30th. Internship Grant applications open on August 15th and close on October 15th. [34:16] Links to each of these grants are in this episode's show notes. Visit SpencerEd.org for more information. [34:24] Let's Conclude Our Interview with One of the Two Honorees of the Spencer Educational Foundation's Funding Their Future Gala 2026, Marya Propis! [34:48] Justin asks about associations Marya is plugged into that support empowering women in the risk and insurance industry, such as APIW and WISE. [35:01] Marya represents RT Specialty on two boards. One is CIAB (The Council of Insurance Agents and Brokers), an international organization known for its regulatory and lobbying efforts. [35:25] Marya spent a week in London last month with CIAB. There is so much going on in the London marketplace. That has been a lot of fun and a place to continue to learn. [34:47] The second board is WSIA (Wholesale & Specialty Insurance Association), representing the wholesale specialty segment. There are specialty markets around the world, but the E&S lines market segment only exists in the United States. WSIA is a wonderful organization. [36:14] Marya says that what's great about both CIAB and WSIA is what they do to support young and developing insurance and risk management professionals. It's consistent with and complementary to the work, scope, and mission of the Spencer Educational Foundation. [36:32] Marya loves the way all of that comes together. Marya has been in the space developing, recruiting, and supporting emerging leaders and talent in the insurance and risk management marketplace for a long time. It's a space she loves to be in. [35:56] It all comes together nicely with Marya's board service and her commitments to foundations and causes. [37:10] Justin says the Spencer Funding Their Future Gala will be on Thursday, September 17th, at the world-famous Waldorf Astoria. Marya is one of the two honorees this year. Justin asks what this honor means to Marya. [37:35] Marya can't remember a time when she looked forward to something so much. First, she was surprised, and she feels really humbled. Marya had been a Spencer Board member and Chair of the Board, thinking about whom they would honor, every year for a decade. [38:05] It's really humbling to be considered, let alone this year, going back to the Waldorf Astoria. Marya remembers the Spencer Gala there, at which she spoke as Chair of the Fundraising Committee. [38:22] Marya just about passed out before going on stage, as she had never talked before so many people. She was hyperventilating. She didn't fall off the stage. She enjoyed herself a little bit. The Waldorf Astoria is one of the most storied hotels in the history of New York City. [39:06] Marya says Sierra Signorelli is the other honoree for the Gala. Sierra and Marya worked together early in their careers at AIG. They got a significant start to their careers then. They've known each other for a long time. Marya praises Sierra and is so happy to be doing this with her. [39:32] Justin notes that Sierra is the Zurich U.S. CEO and the Zurich Commercial Insurance CEO. Those are not easy titles to achieve. Zurich is a global insurance carrier. Marya admires Sierra's career trajectory and the leadership influence she has had on so many. [39:51] This is the first time there have been two female honorees in the history of the Spencer Gala. Marya says sharing that honor with Sierra, someone she knows, trusts, and respects so highly, makes it even more special and a night to look forward to. She can't wait! [40:17] Marya is now a Director of Distinction on the Spencer Board. Her RT Specialty colleague, Michael VanAcker, is on the Spencer Board today. Marya mentions that Pat Ryan was honored by Spencer at one of the first Galas. Tim Turner, RT Specialty CEO, introduced Pat that year. [40:53] RT Specialty has had a seat on the Spencer Board for years. Marya is a Director of Distinction as she is a former Board Chair. They ask her to be an advocate where Megan Miller needs her, and to be conversant on where Spencer continues to support and drive results. [41:18] Marya stays in touch and makes sure she knows what is going on with the programs and schools they are partnering with. Her role is to be informed, be an ambassador, and jump in at any place that Megan and the Spencer team would need her to influence, help, and support. [41:41] Marya spoke at the E&S Insurer conference. At the end of the conference, she brought Megan Miller in and introduced her to the writers' folks and asked if they could get a five-minute spotlight on Spencer next year. That is an example of where Marya can try to help. [42:15] Marya says Spencer scholars are so excited about their insurance career. There is nothing more infectious than their enthusiasm for the career path they have chosen. To talk to a young person who has their whole life in front of them is super energizing for Marya. [42:57] Marya says that when a young person wants to talk to her and spend time with her, she thinks it is great. Enthusiasm is infectious. [43:05] At the end of the day, Marya wants to leave the insurance industry in a much better place than it was when she came into the business. Spending time with young people who will be the leaders of our industry in the future, there's no better feeling. [43:30] Marya says that anything she can do to have influence, set an example, or help them think through something helps her to continue to feel wildly enthusiastic about her career. She loves when she gets to spend time with the young brokers and underwriters at RT Specialty. [43:52] Justin says that the scholarship recipients he has seen on stage at the Gala have been so impressive. They're in school, and they're so involved. They're a shining example of what we want the future of this profession to be. [44:10] Marya says that there was no way, when she was 22 years old, that she could have gotten up in front of a room of 800 people in her profession and spoken like that. She would never have been able to do that. Their ability to get up in front of that audience and talk is huge! [44:37] Marya is impressed by what they talk about, in terms of their careers, and what they've learned. [44:42] Marya is delighted that Spencer has basically kept the Gala format consistent. The focus is on the students and the benefits that Spencer funding drives for the industry. [44:56] It's a place where you can see real impact on real lives because of the fundraising dollars that the risk management and insurance industry has stepped up and invested. That's the focus. Then they have dinner. There are two honorees, and they wrap it up. [45:12] Marya loves that they have never complicated the program for Gala. It has kept the focus in the right place, which is what they are doing to fund the future leaders of the insurance and risk management industry. She's excited to meet the Spencer scholars who will speak at the Gala. [45:35] Marya says that lots of times the speakers bring their families. She says her Mom and Dad will be there. That will round out what's going to be a terrific and exciting evening. [45:47] Jason says, We look forward to seeing you there on September 17th at the Waldorf Astoria in New York City. Marya will be there with her old friend Sierra Signorelli. It's going to be a fantastic, tremendous time! The link to the Funding Their Future Gala is in this episode's notes. [46:08] Marya, we're very happy for you. Congratulations again! I can't wait to see you again in September. Marya looks forward to seeing Justin again and the team from RIMS, another long-standing, awesome, successful partnership between Spencer and RIMS. [46:27] Special thanks again to Marya Propis for rejoining us here on RIMScast! We congratulate her again in advance of her receiving the honor at the Spencer Educational Foundation's 2026 Funding Their Future Gala, which will be held on September 17th at the Waldorf Astoria in NYC. [46:47] Visit SpencerEd.org for more information and to purchase your ticket and for sponsorship opportunities. Join us next week, as we will be joined by Spencer Board Chair Johnell Holley. We will learn all about his career journey and risk philosophies. [47:03] Plug Time! You can sponsor a RIMScast episode for this, our weekly show, or a dedicated episode. Links to sponsored episodes are in the show notes. [47:32] RIMScast has a global audience of risk and insurance professionals, legal professionals, students, business leaders, C-Suite executives, and more. Let's collaborate and help you reach them! Contact pd@rims.org for more information. [47:50] Become a RIMS member and get access to the tools, thought leadership, and network you need to succeed. Visit RIMS.org/membership or email membershipdept@RIMS.org for more information. [48:08] Risk Knowledge is the RIMS searchable content library that provides relevant information for today's risk professionals. Materials include RIMS executive reports, survey findings, contributed articles, industry research, benchmarking data, and more. [48:24] For the best reporting on the profession of risk management, read Risk Management Magazine at RMMagazine.com. It is written and published by the best minds in risk management. [48:37] Justin Smulison is the Business Content Manager at RIMS. Please remember to subscribe to RIMScast on your favorite podcasting app. You can email us at Content@RIMS.org. [48:49] Practice good risk management, stay safe, and thank you again for your continued support!   Links: Spencer Educational Foundation's 2026 Funding Their Future Gala | Sept. 17, 2026 RIMS ERM Conference 2026 | November 19‒20 in Columbus, Ohio | Session Submission Deadline: Friday, June 19 RIMS Canada Conference — Oct. 18‒21, 2026 | Quebec City | www.rimscanadaconference.ca | Advance Registration Open | Sponsorship Opportunities Available RIMScast on YouTube! Spencer Educational Foundation — Scholarships and Grants | Open Calls and Timelines. RIMS-CRO Certificate Program In Advanced Enterprise Risk Management | July‒Sept. 2026 Cohort | Led by James Lam | Register Now! 2026 Florida RIMS Educational Conference | July 28‒Aug. 1 | Register Now RIMS Texas Regional Conference 2026 | Aug. 10‒12 in San Antonio | Register Now! ChicagoLand Risk Forum | Sept. 24, 2026 RIMS Western Regional Conference — Oct. 4‒7, 2026 | Seattle, WA | Register Today and Submit an Educational Session! RIMS Risk Management Magazine | Contribute | Look for the Awards Edition in "Digital Issues"! RIMS Now RIMS-Certified Risk Management Professional (RIMS-CRMP) | Insights Video Series Featuring Joe Milan! RIMS, the Foundation for Risk Management The Strategic and Enterprise Risk Center RIMS Diversity Equity Inclusion Council RIMS-CRMP Stories RIMScast Canada — Episodes Now Live RISK PAC | RIMS Advocacy Upcoming RIMS-CRMP Prep Virtual Workshops: RIMS-CRMP Exam Prep with PARIMA | July 21‒22, 2026 Full RIMS-CRMP Prep Course Schedule See the full calendar of RIMS Virtual Workshops   Upcoming RIMS Webinars: RIMS.org/Webinars "Too Hot To Ignore: Heat-Related Injuries and Workers' Compensation" | July 16 | Presented by Zurich   Related RIMScast Episodes: "Spencer Day 2026 | The Future of Strategic Risk Management" "Risk Management Momentum with Tim Ryan" (2025 Spencer Honoree) "The Strengths of DE&I Initiatives with Lilian Vanvieldt-Gray of Alliant Insurance Services" (2024 Spencer Honoree) "RIMS Honor Roll Inductee Emily Buckley" "RIMS Rising Risk Professional Award Winner Tyler Vaughan"   Sponsored RIMScast Episodes: "48 Hours From a Storm: What to Do Before A Hurricane Strikes" (New!) | Sponsored by Global Risk Consultants, a TÜV SÜD Company "AI-Scale, Risk Ready: Engineering Controls for the New Data Center Boom" | Sponsored by Global Risk Consultants, a TÜV SÜD Company "Facing Into Risk: Navigating the New Risk Landscape" (New!) | Sponsored by AXA XL "Secondary Perils, Major Risks: The New Face of Weather-Related Challenges" | Sponsored by AXA XL "The ART of Risk: Rethinking Risk Through Insight, Design, and Innovation" | Sponsored by Alliant "Mastering ERM: Leveraging Internal and External Risk Factors" | Sponsored by Diligent "Cyberrisk: Preparing Beyond 2025" | Sponsored by Alliant "The New Reality of Risk Engineering: From Code Compliance to Resilience" | Sponsored by AXA XL "Change Management: AI's Role in Loss Control and Property Insurance" | Sponsored by Global Risk Consultants, a TÜV SÜD Company "Demystifying Multinational Fronting Insurance Programs" | Sponsored by Zurich "Understanding Third-Party Litigation Funding" | Sponsored by Zurich "What Risk Managers Can Learn From School Shootings" | Sponsored by Merrill Herzog "Simplifying the Challenges of OSHA Recordkeeping" | Sponsored by Medcor "How Insurance Builds Resilience Against An Active Assailant Attack" | Sponsored by Merrill Herzog "Third-Party and Cyber Risk Management Tips" | Sponsored by Alliant   RIMS Publications, Content, and Links: RIMS Membership — Whether you are a new member or need to transition, be a part of the global risk management community! RIMS Virtual Workshops On-Demand Webinars RIMS-Certified Risk Management Professional (RIMS-CRMP) RISK PAC | RIMS Advocacy RIMS Strategic & Enterprise Risk Center RIMS-CRMP Stories — Featuring RIMS President Manny Padilla!   RIMS Events, Education, and Services: RIMS Risk Maturity Model®   Sponsor RIMScast: Contact sales@rims.org or pd@rims.org for more information.   Want to Learn More? Keep up with the podcast on RIMS.org, and listen on Spotify and Apple Podcasts.   Have a question or suggestion? Email: Content@rims.org.   Join the Conversation! Follow @RIMSorg on Facebook, Twitter, and LinkedIn.   About our guest: Marya J. Propis, RT Specialty, President, Retail Distribution   Production and engineering provided by Podfly.  

This episode of The Dan Caplis Show is a must-listen for anyone interested in Colorado politics and the upcoming midterm elections. The conversation touches on several hot topics, from the Iran deal to the Colorado Democratic Party's potential response to Jena Griswold's candidacy for Attorney General. The discussion delves into the implications of the Iran deal, with a caller sharing their thoughts on whether it's a win or a loss for the United States. The conversation also explores the Colorado Democratic Party's potential reaction to Griswold's nomination, with some prominent Democrats questioning her qualifications for the role. The speaker highlights the importance of the Attorney General's position and the need for a qualified candidate to hold the office. The episode also touches on the Colorado GOP primary, which is heating up as the election approaches. The speaker discusses the potential impact of the midterms on the state's politics and the importance of having a qualified Attorney General. The conversation also covers the story of Jena Griswold, who has been accused of lying about her past experiences, including claiming to have used an outhouse as a child. If you're interested in staying up-to-date on the latest Colorado politics and the upcoming midterm elections, this episode of The Dan Caplis Show is a must-listen. Tune in to hear the full conversation and get the latest insights on the issues that matter most to Colorado voters.See omnystudio.com/listener for privacy information.

Key TakeawaysThe best deals aren't hidden. They're marketed privately before they ever hit Crexi or LoopNet. Brokers send their best opportunities to a small group of trusted buyers first. Most investors are competing for the same public listings, which drives up prices and lowers returns. The three best sources of off-market deals are broker relationships, tired sellers, and direct outreach. Specializing in one asset class makes it much easier to uncover opportunities. Many sellers value certainty and simplicity more than squeezing out every last dollar. Off-market deals often create the biggest value-add opportunities. Success comes from consistency, relationships, and being ready when the right deal appears.

If your brokerage reps are still spending 10 minutes copying data from a shipper email, manually calculating lanes, and guessing on a spot rate, your business model is an operational failure. Today I am sitting down with Ricky Gonzalez, CEO of Tabi Connect, and tech strategist Rush Feldhacker to execute a forensic intervention on the massive technological velocity shift rewriting the rules of logistics. Tabi Connect has engineered an absolute powerhouse AI-driven Rate Management System (RMS) that completely automates freight quoting across shipper TMS platforms, digital bid boards, and unstructured email streams. With the truckload spot market hitting new peaks and primary carrier rejections sending urgent freight to the open market under intense time constraints, response velocity is the single greatest differentiator between winning a load and letting a competitor walk away with it. Ricky and Rush pull back the curtain on real-world case studies—including how Ryan Transportation doubled their spot bookings within 30 days of integrating Tabi Connect with Loadsmart's ShipperGuide platform. Discover how Tabi Connect replaces slow manual data entry with plain-English business rules, captures over 48 distinct operational data points per quote, and submits market-accurate pricing back to shippers in under two seconds flat. If you want to know how the top 100 transportation companies are protecting their margins and scaling quote volumes by 300% without adding overhead, this tactical briefing is your blueprint.   Inside this High-Stakes Briefing: The Velocity Imperative: Why API and RPA-connected brokers are capturing double the spot volume while manual entry shops get starved out of the routing guides. The Tabi Pricing Pressure Index: An exclusive breakdown of why broker spot margins are running hot at 18.3% and how to maintain strict pricing discipline using automated data. Killing Email Friction: How Tabi Connect's intelligent inbox plugins read free-form text quote requests and generate instant, compliant pricing. Plain English Governance: Updating complex algorithmic quoting models instantly using standard conversational English without writing a single line of code. The Carrier Rejection Playbook: Positioning your brokerage to automatically catch high-margin spot fallout the exact second a shipper's primary routing guide fails.   Connect with Ricky and Rush Website: https://tabiconnect.com/  LinkedIn: https://www.linkedin.com/company/tabi-connect/  

Send us Fan MailAI is moving fast.Most mortgage teams are still trying to figure out what actually matters.Frazier and Michael sit down with Chris Nielson at the High Table Mastermind in Myrtle Beach to talk about the real role of AI inside a broker business.Not the hype.Not the buzzwords.The actual use cases that buy back time, simplify operations, and help LOs focus on revenue-producing work.Chris breaks down how his team is using technology to create an unfair advantage, from AI-assisted business plans to open house tools, better follow-up systems, and more consistent customer experiences.Because the win is not replacing people with AI.It is removing the busy work so your people can do the human work better.What You'll LearnWhy AI should be used to buy back time, not replace relationshipsHow Chris Nielson is using technology to give LOs an unfair advantageWhy the human element still matters most in mortgageHow AI can change operations without eliminating the need for great peopleWhy leaders should build tools around proven business needs, not random ideasHow Chris is using AI to create open house tools, business plans, and better customer experiencesReal Talk Quotes:“Don't kill yourself learning technology. Just be ready for the technology that's coming your way.”“I'm using AI in our business to basically buy back our time.”“You can't lose the human element of it.”“If it's something beneath my personal hourly wage, that's not a money-making activity.”“We're using AI to build tools to solve problems.”Tactical Takeaways✅ Use AI to remove busy work so your team can focus on higher-value conversations✅ Do not automate the parts of the business that require trust, empathy, and human connection✅ Look for tasks that drain time but do not need a human touch✅ Build tools around real problems your team faces every day✅ Give LOs simple technology they can actually use instead of forcing them to become developers✅ Use AI to create consistency across the customer experience from lead to closeThe Big IdeaAI is not the strategy.Leverage is the strategy.The winning teams are not trying to turn every LO into a coder.They are using technology to remove friction, tighten the process, and give their people more time to do the work that actually creates revenue.Better tools only matter if they help your team execute better.The Reality CheckThe market is already hard.Why make it harder by:Letting your team drown in busy workChasing tools without a clear business problemAutomating the human parts of the loan processAI will not save a broken business model.But it can make a strong one faster, cleaner, and more consistent.Stop chasing every tool.Start building real leverage.Find out more at Empower LO or BrokerFuel.You Don't Need Another CRM!You Need a Growth Engine.Find out more at Empower LO or BrokerFuel

From time to time, we'll re-air a previous episode of the show that our newer audience may have missed. In this episode, Cargado founder Matt Silver joins Madelyn O'Farrell to unpack the future of cross-border freight between the U.S., Mexico, and Canada. He shares his journey from Coyote Logistics and Forager to launching Corgado, a marketplace and pricing tool built specifically for freight brokers. They dive into why WhatsApp and spreadsheets break down collaboration across the 8–12 parties in a typical cross-border shipment, how better-structured data and workflow tools can replace today's manual copy-paste work, and where AI fits in as more than just a band-aid on legacy TMS systems. Matt also explains why Mexico has become strategically critical for U.S. supply chains, the impact of NAFTA/USMCA, trade tensions with China, and pandemic-driven nearshoring, as well as remaining challenges in Mexican infrastructure and politics. Key takeaways: brokers should focus on relationships and problem-solving, not data entry; modern tools will blur the line between system of action and system of record; and long-term, supply chain collaboration will happen on shared, AI-augmented platforms that connect brokers, carriers, and shippers across North America. Highlights from their conversation include: Matt's Background in Freight and the Origin of Corgado (0:46)   Building a Cross-Border Marketplace and Pricing Tool for Brokers (3:52)   Why WhatsApp and Spreadsheets Break Cross-Border Collaboration (6:46)   Brokers Should Manage Relationships, Not Copy and Paste Data (11:15)   Balancing Automation and Human Relationships in Brokerage (17:29)   Why Mexico Has Become Strategically Critical to U.S. Supply Chains (20:12)   Political and Infrastructure Challenges for Mexico as a Logistics Hub (24:58)   The Future of Supply Chain Collaboration Across North America (28:55)   Closing Thoughts and Episode Wrap-Up (30:33) Dynamo Ventures is a venture firm backing founders upgrading the physical economy. As intelligence moves into critical infrastructure and technology collides with physics, industry is entering a new era of transformation - the industrial renaissance. Born from the dirt and grit of supply chains and shaped by operations, not spreadsheets, Dynamo focuses on the complex realities of building in the real world. We invest in companies transforming infrastructure, manufacturing, logistics, transportation, and the systems that power global commerce. Dynamo works closely with founders who combine ambition with a bias to action, bringing a builder mindset to venture capital through deep operational insight, systematic pressure-testing and hands-on partnership. Our purpose is simple: to back the relentless shaping the industrial renaissance. Learn more at www.dynamo.vc. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

The following guest sits down with host Justin White:•   Justin Kelly – President and CEO, CPF MortgageWhy an Assembly Line Loan Process Helps Borrowers, Agents, and Staff MembersOn the surface, delivering the same loan experience every time may not seem like a huge deal. But when you consider what a repeatable process has done for Justin Kelly's company, you'll understand why it's important. How can mortgage brokers build a loan process that runs like a well-oiled machine? Listen to Episode #125 of the Good. Better. Broker. podcast to find out how Justin did it and how he's teaching his referral partners to do the same thing.In this episode of the Good. Better. Broker. podcast, you'll learn how a mortgage broker built his brand and business with a repeatable, scalable loan process.In this episode, we discuss ...•   1:46 – starting in the mortgage business before graduating from high school•   3:03 – what Justin loves about the industry•   3:24 – the significance of the name CPF Mortgage•   4:35 – establishing a good reputation in the community•   5:36 – the impact of the loan process on the company brand•   7:16 – how Justin's early days in the business led to the need for a repeatable process•   8:50 – Justin's assembly line approach to the loan process•   9:58 – the importance of brand predictability•   12:20 – the benefits of an assembly line process for Justin's team•   13:04 – coaching real estate agents to help improve their processes•   13:49 – providing referral partners with relevant educational materials•   15:18 – how Justin's loan process has helped with company culture Show Contributor:Justin KellyConnect on LinkedIn Connect on Facebook Connect on InstagramAbout the Host:Justin White is UWM's in-house brand journalist and the host of UWM Daily. He creates engaging content across multiple platforms to promote the benefits of the wholesale channel and partnering with UWM. A seven-time Emmy-award winner, Justin is a graduate of the S.I. Newhouse School of Public Communications at Syracuse University. Connect with Justin on LinkedIn, Instagram, or Twitter Connect with UWM on Social Media:•   Facebook•   LinkedIn•   Instagram•   Twitter•   YouTubeHead to uwm.com to see the latest news and updates.

→ Work with Me: https://work.ashborland.com/ My one-to-one coaching for established brokers. No courses, no group programmes. Just the two of us fixing the structure underneath your business.→ Follow me on IG: https://www.instagram.com/ashborland/ Daily content for brokers, and the fastest way to reach me. My DMs are open and I answer them myself.→ The Mortgage Business Mastery Show: https://www.youtube.com/@ashborland My weekly show for brokers. A new episode every Monday, around fifteen minutes, one idea worth your week.→ The FREE 14 Day Mortgage Business Boost: https://ashborland.com/boost One small task in your inbox every day for fourteen days. Do them and your business is in better shape by the end. Costs nothing.→ The Broker Book Club: https://ashborland.com/book-club One book a month, chosen so you read less and apply more. The thinking behind a stronger business, without the wading through.

Send us Fan MailYvonne and Rafael sit down with Dave Chmiel, Chief Claims Officer at Hub International. Together, they engage in a great conversation about the broker's perspective on workers' compensation.Episode Highlights☕ The Core Message: Listening Changes Everything (00:02:38)From day one in the brokerage world, Dave was taught to listen, to understand what economic buyers (CEOs, CFOs) actually care about. That skill transcends the boardroom. When you truly listen, you access perspectives you'd otherwise miss. In workers' comp, where we're managing human situations, that's everything.

Everyone keeps saying trucking is recovering. So why are carriers still closing their doors? Why are drivers still frustrated? Why do brokers think the sky is falling? And why does it feel like the people making money in freight are playing a completely different game than everyone else? On this episode of Brake Check, we're cutting through the noise and exposing what's really happening inside trucking in 2026. Michael Kroul, CEO of KTI, joins us to discuss freight markets, brokerage, shipper expectations, carrier relationships, technology, automation, and whether brokers will even exist in the next decade. Julie Bernard of New Legend Inc. joins us to talk driver recruiting, retention, onboarding, company culture, new equipment, and what drivers are actually looking for in today's market. We tackle:  The real state of the freight market  Why some companies are growing while others are disappearing  The future of freight brokers and 3PLs  Driver recruiting myths that need to die  Why retention matters more than recruiting  New trucks, technology, and the battle for driver talent  What trucking may look like over the next 5 years The freight market is changing. The winners are adapting. The losers are making excuses. The question is simple: Which one are you? Sound off in the comments: Who's under the most pressure right now .... Drivers, Carriers, or Brokers? And if you're in trucking, logistics, freight, supply chain, or transportation... Subscribe now because nobody is having these conversations like we are. #Trucking #Freight #Logistics #TruckDriver #OwnerOperator #FreightBroker #SupplyChain #Transportation #CDL #FreightWaves #BrakeCheck Follow the Brake Check Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices

Dillon Okner is the Founder & Partner of SiteRise, a retail development and construction platform helping brands streamline site selection, store development, and portfolio expansion. With more than 15 years of experience in retail construction and operations, Dillon previously helped support the expansion of major brands including Apple and Tesla. Today, he focuses on helping retailers, restaurants, and franchise operators eliminate development bottlenecks and open locations faster through better data, workflow management, and portfolio visibility.(01:13) - How Retail Openings Break(03:36) - Retail Innovation Edge (05:00) - Store development with SiteRise(07:38) - Apple & Tesla Lessons (09:26) - Proprietary Data (14:07) - Construction Influence on Deals(15:27) - Working with Brokers(16:33) - SiteRise's Clients(17:44) - Getting Buy-in From Stakeholders(20:50) - Collaboration superpower: Dillon's father and grandfather

ALEXANDRIA SEYDEL from Ripples Edge Advisors shares expert strategies on “getting the business ready to sell.” We focus on exit planning and getting the most value out of the transaction. Discover how early planning, owner mindset, and strategic positioning can lead to successful exits and satisfied owners. https://youtu.be/8OwhCRCBZl4 https://open.spotify.com/episode/2qawd64OYzljBvU9xqS8df?si=1Xvv2OUFSbeBtUDeJGTMXg KEY TOPICS Early exit planning and owner mindset,Getting the business ready for sale and transfer.Risk assessment and deal readiness.Owner satisfaction and post-sale happiness.Capital raising and growth strategies. SOUND BITES for “GETTING THE BUSINESS READY TO SELL” “Getting clear on owner success is crucial.”“Start exit planning 2-5 years in advance.”“Family dynamics can be deal breakers.” Chapters 00:00 Navigating Business Exits: An Introduction.02:57 Understanding Owner Satisfaction Post-Sale..05:55 Preparing for Sale: The Importance of Readiness.09:00 Building a Succession Plan for Business Continuity.11:49 Assessing Business Value: The Exit Readiness Assessment.15:08 Evaluating Growth Opportunities and Capital Needs.17:58 Cash vs. Equity: Making Informed Decisions.21:03 Finding the Right Buyers: The Role of Advisors.24:08 Addressing Family Dynamics in Business Sales.26:59 Checklist for Business Owners Considering Sale. RESOURCES Ripples Edge Advisors – https://ripplesedgeadvisors.com/ GUEST LINKS LinkedIn – https://www.linkedin.com/in/alexandriaseydel/ QSBS For Founders – https://frazerrice.com/qsbs-for-founders/ TRANSCRIPT Frazer RiceWelcome aboard, Alex. Alexandria SeydelHi Frazer, so nice to be here. Thank you for having me. Frazer RiceThank you for being on. We’re at a time now with the economy where it feels like it’s roaring. Valuations on things are going up, up, up. And people who have founded businesses are exploring their options. That’s kind of where you step in with your firm Ripple’s Edge Advisors. Talk to us about what you do to help founders get ready. Not only in understanding what they have in their own business. How to go through the daunting process of exploring their options. Getting their business bulletproof for when people start looking under the hood. Alexandria SeydelAbsolutely. My background is as an M&A attorney, so I came from the deal side. My co-founder is an operator — she actually knows how to run the businesses. It’s a very good duo. I think like a buyer, first and foremost. That’s how I was trained. So how we help business owners now is we jump in two to five years before exit. We’re trying to solve a problem still being missed by most of the industry. Brokers and bankers know how to get deals done, create auctions, create demand, and sell for high prices. That’s all great. But the gap I was seeing was the need to jump in with the owner before that process. Getting clear on what’s a win for them. There are some startling stats about owner dissatisfaction post-sale. Some surveys show 70 to 80% of owners are dissatisfied after selling. I’d argue that’s not because they sold — it’s because they sold to the wrong person in the wrong way. So it’s the who and the how. Jumping in with them earlier. Before we go to market, Before we start talking multiples and financials. Getting with the owner and doing the work on what a win looks like for them. What do they care about in the process? When they think about their life through this deal and post-deal, what do they want to feel and see? How do they want to operate on an average Tuesday. Yes, after all the cool vacations with all the freedom and the new chapter. After that, what do you want to be doing? And when you look back at that beautiful business you built and then sold, what do you want to see in it? Is it that client service remains the same? Is it that the ethos of the company remains the same? Or is it simply: “Alex, I’m satisfied with the biggest wire at closing we can get, and I’ll be a happy camper moving on to the next phase of life.” Really getting with that owner earlier to get clear on that — what’s a win for them and what’s a win for their business — that’s where we start. Then we begin implementing and helping them build those exit strategies from there. We believe that foundational vision and values work is really going to help bring down that dissatisfaction number. So now we’re building an exit that feels right for the owner, right for the business, and helps them feel good about that transaction. Frazer RiceFrom the estate planning and tax planning side of things, I totally agree that the earlier you start, the more tools you have at your disposal and the better it turns out. I did a piece on pre-exit planning — really engineering what your calendar is going to look like a year after the sale. And I see a lot of dissatisfaction with people who sell and then lose purpose, or aren’t quite equipped to deal with their lower participation in the thing they built, the baby they helped give birth to. They end up unmoored, and that’s part of the depression they sometimes feel if they haven’t really gamed it out and thought through how to replace the structure and the drive it took to build something. It sounds like we’re saying the same thing from slightly different angles. Alexandria SeydelTotally, absolutely. On your side, you’re such a critical part of the team when we start this process. One of the first two questions we ask every client is: who’s your wealth advisor, and who is your tax strategist? Hopefully they’re already in communication, but if they aren’t — you’re looking at the personal side, focused on what the family structure looks like financially, the tax strategies and planning that we know has to happen. And because you’re doing this work — which not all advisors do — you’re getting really clear on the personal side. I’m coming at it from the business balance sheet and business trajectory; you’re coming from the personal side. They work well together. I like to jump in early with the other advisors working with these owners to get really clear, because not only do we know there are structural and strategic things we need to put in place years in advance, but we also need to get clear on what’s a win for them personally and business-wise. Frazer RiceOne of the things you mentioned is the idea of getting the business ready to be sold. I’m fast-forwarding to the concept of getting it Sarbanes-Oxley ready in case a public company wants to buy it — so it can slot neatly into a balance sheet. But that’s really shorthand for saying things are professionally managed: bookkeeping, process, accounts receivable, accounts payable — all formally documented. So that when a buyer starts looking under the hood, they don’t start applying discounts for things they’ll have to fix later. Is that part of what you do? Alexandria SeydelExactly. Being trained as a lawyer on the buy side, my goal — usually at the 11th hour — was to advise my client, the buyer, on risk. And to assess whether the purchase price offered in the letter of intent actually held up once we looked under the hood. The best part of my job now — and way more fun — is that instead of just identifying risk and applying discounts (because almost every deal goes through some form of repricing), I’m jumping in with the sellers and owners hopefully a year or two in advance. We find things a buyer is going to see as a risk, things that would prompt a reprice, and we now have the opportunity to make those things shinier. So that when the buyer looks under the hood, the high end of the multiple range is validated. It’s not just the financials the purchase price is based on — it’s all the other things buyers care about: the people, the processes. Is this a truly transferable asset they can step into, run, and grow? Another big thing we work on is owner dependence. Most owners think the business doesn’t depend on them, but there are often significant opportunities to continue reducing that dependence — so that a buyer sees this as a true transferable asset they can step into and grow. Frazer RiceI imagine there are a couple of come-to-Jesus discussions where you have to tell the owner their revenue is too dependent on them personally. On one end of the spectrum, think of a law firm where business comes in because people think you’re a great lawyer — that doesn’t transfer cleanly. You want the recurring revenue to come from somewhere else. That’s one issue I’m sure you have to sit someone down and address. The five-year runway is helpful there — it gives you time to build in a succession plan, not just for the sale, but operationally, so that value still sits in the business whether you’re there or not. The second thing I find interesting is where you sit somebody down and say: this would look a lot better if you took less money out of the business. If we can put that back into EBITDA, then when a buyer starts applying multiples, they’re multiplying against something bigger rather than against a number deflated by, say, buying a boat. Do you get into that conversation? Alexandria SeydelYes, we do, and we take a cursory look at that fairly quickly. Then we bring in support if needed — whether that’s on the accounting side, how money flows through the business to affect the bottom line and create the story. Every buyer wants at least three years of financials; we want that growth story to look strong, and we want to start building it now. If we need to bring in a fractional controller or a fractional CFO depending on the size and sophistication of the business, that’s something we pull in right away. On your first point — we actually have an architect client right now at exactly that phase. He has a right-hand woman architect who’s been with him for over ten years, and he wants her to have the opportunity to step into the business. He also has a son who’s an architect and wants the same opportunity for him. So we’re building a succession plan. And one of the first problems we addressed was that he’s still driving almost all of the top-line revenue — nearly all the business development runs through him. So we’re asking: when does this right-hand woman get involved in the sales process? What percentage of meetings is she in? What is she bringing in herself? His timeline is five to seven years, so we have time to build this out — continuing to train her, continuing to elevate her and others in the business who can drive relationships and sustain that revenue flow, the recurring revenue that comes from major referral partners and developers giving him large contracts. And on the equity side: what’s the incentive plan? How do we get her aligned with the goals of the business so she genuinely wants to take ownership, both literally and figuratively? We’re building an equity incentive plan with her. On the process and sales side, we’re setting goals — she’s in a certain percentage of meetings by year-end, driving a certain percentage of revenue. We’re helping him set those goals and build a plan to execute on them. Frazer RiceAnd all of that also sets up a longer-term exit — maybe selling the practice to a larger architectural firm or a private equity-backed platform down the line. Alexandria SeydelExactly. And on a slightly longer timeline, all of that work makes the business more efficient operationally and more attractive as a potential sale — whether that’s to those two individuals in a succession plan or to an outside buyer. Frazer RiceWhat happens when a business comes to you and maybe the brand is well respected and things look good from the outside, but there’s decay underneath? They come to you and say they’re ready to sell, but when you look at it, the dollar signs in their eyes are based on something that existed a long time ago and has since been left to deteriorate. What do you do in that situation? Alexandria SeydelWe start with what we call an Exit Readiness Assessment — it’s a 90-minute virtual session that pulls you out of your inbox, out of the fires you’re fighting every day, and lets you step back and look at every dimension of your business through the lens of what a buyer is going to assess. It produces a readiness score and tranches everything into three buckets: value adds (greater multiple), value detractors (reduction in sale price), and deal killers — things like accounting or legal issues so significant that a buyer doesn’t just reprice, they walk away entirely. That assessment becomes the foundation for a roadmap: what are the most important things to fix, and in what order? We all have limited time, energy, and capital. The triage framework helps you apply those resources to the things that actually move the needle. And yes, there is often a come-to-Jesus moment. Sometimes an owner comes in burned out — they just want to hand over the keys. We want to avoid that situation, but if you get there proactively rather than reactively, if you’ve already done the work with advisors like Frazer and like us to put systems, people, and processes in place, your readiness score is in much better shape. If you haven’t done that work, it requires a harder conversation — what do you want out of this? What are your goals? And what can we realistically accomplish in what period of time? Frazer RiceWhat about founders who want to grow and are looking for outside capital, but want to stay involved? How do you think about sourcing that capital and making sure the partners are the right fit? Alexandria SeydelWe have several clients right now raising seed rounds, and one working through whether to raise a Series A. I think that discussion has to be framed, at least in part, through the exit lens. There’s a lot of pressure right now — especially in AI or capital-hungry industries — to raise the big splashy Series A, make the oversubscribed round LinkedIn post. Great, I’m all for it if you actually need that capital. But there’s a lot to consider first: are these the right partners? What limitations does this put on your exit pathway? I have one client who has a really nice business growing at a solid clip — I think it could exit in the $20 million range in the next year or two, and he’s still the primary owner. He’s feeling pressure from his industry where raising a big Series A is the norm. I asked him what he wants to be doing in two years. His answer was surfing in Portugal. If you raise a Series A right now, you are not surfing in Portugal in two years. So with that in mind, is this the business you want to keep growing? Are you ready to bring in people who have real influence over how you sell, who you sell to, and for how much? Your timeline gets extended and your decision-making authority gets diluted. Maybe the Series A is right because you need the capital to grow — but even then, does it have to be a $50 or $100 million round? Could it be $10 million? Even the size of the round affects the cap table, the governance, and ultimately the exit. Frazer RiceHave you had the difficult situation where someone is presented with an offer that mixes cash and stock in the acquiring company — and you’re looking at it thinking maybe they should push for all cash, or maybe they should walk away entirely? Alexandria SeydelYes, and I’m very comfortable in that conversation. My advice almost always starts the same way: get as much cash at close as possible. Reduce the earnout tranche. A lot of deals come in structured across three buckets — cash at close, earnout, and rollover equity in the buyer. I’ve seen deals close where five years later that rollover equity is worth zero. So I walk every owner through this exercise: if the earnout and the rollover equity both go to zero, are you completely comfortable walking away with just the cash at close? If that feels okay, then we can dial those other numbers however we need. If it doesn’t feel okay, then we need to ask harder questions — do we need to grow more first? Do we need to negotiate different terms? Do we have multiple LOIs with different structures we can compare? The institutional buyers will always tell you the rollover equity is going to 10x. Always. And as the lawyer, I used to be delivering that reality check at the 11th hour when it was almost too late. Now that I get to work with owners before that process, I can prime them early: rollover equity, in our minds, is always worth zero unless proven otherwise. If it 10x’s, that’s the cherry on top — incredible. But don’t build your retirement plan around it. Frazer RiceAre you part of the process of generating buyer interest? I imagine it’s often industry-specific — there are people who understand the space and know the players. But how do you get a few LOIs on the table so it doesn’t become a fire sale? Alexandria SeydelWe consciously made the decision not to become brokers or registered broker-dealers, for two reasons. One, I want to stay fully aligned with the owner’s actual goals. This has happened: we started working with a woman, began building up her people and processes, and 18 months later she said, “Wait — I actually have more freedom now. I’m operating at a higher level because the business is starting to run without me.” The work we were doing to prepare for a sale also just made the business more enjoyable to run. She decided to grow for another year or two instead. Because our compensation isn’t tied to a success fee at closing, we can fully support that decision. Two, deal brokers and investment bankers are often highly industry-specific. A banker who knows your manufacturing sector deeply is going to be more effective in market than we would be. So we refer our clients to multiple specialists in their industry, help them assess fit, and — because I’m trained in reviewing those contracts — help them understand what they’re actually agreeing to in the engagement letter. Then once that team goes to market, we stay on the owner’s shoulder throughout the process. My consistent message: fit matters. Trust your gut. If this buyer doesn’t feel right, honor that, and let’s figure it out before we’re at the closing table. Frazer RiceHow do you tell a founder or family-owned business that the family dynamics are a value detractor? If there’s conflict — someone looking for income while others want to grow, every decision a fight — I imagine buyers pick up on that quickly. Alexandria SeydelIt starts with being human first. Understanding the people behind the business, understanding the family dynamics. A lot of M&A professionals have no interest in going there. My co-founder Kim Wozny and I both actually like that part. We like knowing the people, understanding the dynamics, understanding when someone has a mental block around part of their business because of a fear mindset, or when pressure from a family member is pulling them in a direction they don’t want to go. Being willing to dig into that — as a third-party neutral advisor working for the founders first — is part of what we do. And on the process side, if you have four siblings who own a second-generation business and three want to grow while one wants to sell, how do you show that fourth person that now isn’t the right time? You give them more information, more context, more understanding. And where necessary, you wrap enough process and procedure around that situation so that a buyer can see that this one person being out of alignment doesn’t constitute a major risk to the business. Frazer RiceDon’t give the buyer a reason to say no or pay less. If you can batten that down ahead of time, it’s worth it. As we wind down — what’s a short checklist for founders who are thinking about selling? What are the first steps to assess their readiness? Alexandria SeydelFirst and foremost: it’s never too early to start thinking about it. Even just getting clarity on your personal vision — what you want out of this — helps direct major business decisions as you grow. We have two clients right now considering joint ventures. One is actually moving forward with a new 50/50 partner; the other decided against it. They’re on very different exit timelines, and those exit pathways are a large part of why a joint venture may or may not be the right choice for each of them. I’m always happy to just talk to founders about how they’re thinking about this, even without any formal engagement. I want more owners thinking about exit earlier — it only does them a massive service. And one practical exercise I love: the Europe Test. Imagine you’re going to Europe for three weeks, somewhere with no cell reception. Who calls you first? What processes break? What sits in your inbox undone? It’s a more fun version of the “hit by a bus” question — and it’s a really useful early diagnostic for where the business still depends too heavily on you. Start uncovering those things now, so you have the time and runway to fix them. Frazer RiceTerrific stuff. Alex, how do people find you and your firm? Alexandria SeydelI’m Alexandria Seydel — last name spelled S-E-Y-D-E-L. You can find me on LinkedIn, where I’m active all the time, or look up Ripple’s Edge Advisors. Reach out via email or LinkedIn message. Even if you’re just starting to think about it, I love having that conversation. Frazer RicePerfect — that will all be in the show notes. Thank you for being on. Alexandria SeydelThank you, Frazer. https://www.amazon.com/Wealth-Actually-Intelligent-Decision-Making-1-ebook/dp/B07FPQJJQT/ ALTERNATE TITLES The 5-Year Exit Strategy Blueprint: Preparing Your Business for Sale Getting The Business Ready to Sell How to Maximize Business Value Before Selling KEYWORDS (GETTING THE BUSINESS READY TO SELL) business exit planning, M&A, business valuation, succession planning, sale readiness, owner dissatisfaction, deal structuring, growth strategies, capital raising, exit readiness assessment, getting the business ready to sell,

What's it like to manage diverse organizations and bring together different personalities and achieve goals? Guest Jill Epstein is a lawyer by training but has spent more than two decades managing organizations and associations. She is currently the CEO of the Independent Insurance Agents & Brokers of California and has served as executive director of the San Diego County Bar Association, among other leadership positions.  Epstein found her own path, bringing people together, during her internships while attending law school. That opened a new horizon. For her, managing teams and developing innovative solutions was a more appealing career than the traditional law firm or government litigator route. Working for a variety of associations, she has carved her way by leading associations as they navigate shifting priorities, evolving technologies, and demands.  For lawyers, there's more than practicing law in the traditional sense. Epstein built on her education to develop skills in budget management, human resources, bringing diverse parties together, solving problems, organizing, managing meetings, and driving initiatives. Did you graduate from law school only to find that practicing law isn't for you? Your law degree and the critical thinking skills you've developed are still the springboard to a variety of careers in leadership.  Questions or ideas about solo and small practices? Drop us a line at NewSolo@legaltalknetwork.com   Topics: A law degree doesn't limit you to a career practicing law. The critical thinking and negotiating skills you learn in law school open a path to a variety of leadership fields. Guest Jill Epstein was inspired by her law school internships with membership organizations and has enjoyed decades of challenging roles leading a range of membership organizations. Leadership skills apply no matter an organization's membership and specialty. Understanding how to navigate boards and members with different perspectives apply across fields.  Resources: Toastmasters International: https://www.toastmasters.org/  ChatGPT: https://chatgpt.com/  Claude AI: https://claude.com San Diego County Bar Association: https://www.sdcba.org/  ABA Techshow 2026: https://www.techshow.com/

In this episode the hosts break down a wildly unconventional Shopify-focused business brokerage using a “spread-based” commission model, debating whether it's a scalable innovation or just an overpriced job disguised as a business.Business Listing – https://mailchi.mp/websiteclosers/new-deal-alert-ma-digital-business-brokerage-shopify-ecommerce-store-sales-65-repeat-purchase-rate-100-organic-strong-community-reputation-gmfgmhkz201?e=42dc999128Welcome to Acquisitions Anonymous – the #1 podcast for small business M&A. Every week, we break down businesses for sale and talk about buying, operating, and growing them.Looking to build a professional website in minutes? Try Wix: https://wix.pxf.io/c/6898629/3115214/25616?trafcat=templateHubSpot is the backbone for how businesses scale without chaos. Try them out here: https://go.try-hubspot.com/OeG9VrSubscribe for more episodes: https://www.youtube.com/@AcquisitionsAnonymousPodcast?sub_confirmation=1Subscribe to our Newsletter: https://www.acquanon.com/newsletter

The trucking industry is at a breaking point. Spot rates are crushed. Small carriers are disappearing. Brokers and carriers are battling over transparency, pricing, and survival while AI and automation are rapidly changing the game. On this episode of Brake Check, we bring together a hard-hitting roundtable discussion on the real future of trucking: Why carrier attrition is accelerating Whether the “market cycle” excuse is finally dead The truth about broker margins and transparency What load boards MUST become to survive How AI is already reshaping trucking operations What owner-operators need to do RIGHT NOW to survive the next 2 years Who actually benefits when small fleets disappear No fluff. No corporate talking points. Just real conversations about where trucking is headed — and who may not make it there. If you're a driver, owner-operator, broker, fleet owner, or anyone who cares about the future of freight, this is the conversation the industry needs to have. Subscribe to Brake Check for real trucking talk from the front lines of freight. Guests: Dan Lindsey & Paul Gibson from the Broker Carrier Summit Dale Prax with FreightValidate Nate Johnson with GLCS John Howland with⁠ Truckstop.com⁠ Jessica Dotson with Triumph Jacob Thomas with BridgeHaul #Trucking #Freight #OwnerOperator #Logistics #TruckDrivers #FreightBroker #CDL #SupplyChain #AI #SpotMarket #LoadBoards #BrakeCheck ⁠Follow the Brake Check Podcast⁠ ⁠Other FreightWaves Shows⁠ Learn more about your ad choices. Visit megaphone.fm/adchoices

CRE brokerages have spent tens of thousands configuring Salesforce. Nobody uses it. The data is stale, the pipeline is fiction, and the analyst is entering last week's emails at 8pm to stay compliant.   Yaakov Zar, founder and CEO of Lev.com, has spent six years building a system to fix exactly that. AI-native deal management, not a retrofitted CRM. Lev ingests documents, extracts deal facts, resolves conflicts across sources, and surfaces a single source of truth - without manual data entry. The lender outreach problem is structural, not behavioral. Brokers don't fail to follow up because they're lazy; they fail because tracking 30 lender responses across email, Excel, and Salesforce is an analyst job that breaks at scale. Lev automates the intake, parsing, and quote matrix automatically. The platform is now open infrastructure. API, MCP connectors, and a CLI mean firms can build their own CRE operating system on top of Lev's deal data layer - rather than vibe-coding something that breaks under enterprise compliance requirements. Firms that keep running capital markets on spreadsheets are not just inefficient - they are building institutional knowledge in a format that walks out the door with every departing analyst. The structural advantage of organizations that systematize this data now will compound. For firms that wait, the gap will not close.   *** At GowerCrowd, we are bringing the most advanced AI tools to our clients for capital formation - and across other operational verticals too (like acquisitions). If you'd like to learn more about how we can assist you too, please reach out.   Subscribe to my newsletter and get access to this transformational intel before anyone else:  https://gowercrowd.com/subscribe Email: adam@gowercrowd.com Call: 213-761-1000  

Most real estate agents are completely unprepared for what's happening in the 2026 housing market. Flat-fee brokerages, 1% listing agents, and commission-cutting competitors are aggressively targeting uncertain sellers — and many agents are losing listings before the conversation even starts. In this episode, Tim and Julie Harris break down exactly how top listing agents overcome commission objections, compete against limited-service brokerages, and position themselves as the obvious choice without cutting their fees. You'll learn why expired listings are becoming one of the biggest opportunities in real estate, how the flexible fee commission structure works, why pre-listing packages eliminate objections before appointments, and the communication mistakes causing sellers to relist with other agents. This is exactly the kind of training serious agents need to survive and scale in the changing 2026 market. Free training: HarrisRealEstateDaily.com Coaching: PremierCoaching.com Join eXp + Libertas: WhyLibertas.com/Harris Text Tim Direct: 512-758-0206 Opinions are my own and not the views of eXp Realty.

In this episode of Start With a Win, join Adam Contos, host, as he steps into a powerful, no-fluff conversation with Shaun Rawls - a leader who has built empires, walked away from them, and redefined what success truly means.  Shaun pulls back the curtain on the invisible forces shaping how we spend our time, energy, and attention - challenging the habits, relationships, and decisions we often accept without question. Through candid stories, sharp insights, and a few unexpected twists, this episode invites you to rethink what's driving your life and leadership… and what might be quietly holding you back.Shaun Rawls is the Founder and CEO of Rawls Consulting, a national speaker, and author of F-it-less: Living Without What Holds You Back. Over 25 years, he built Atlanta's #1 residential real estate firm — The Rawls Group of Keller Williams — growing it to 2,000 agents and $4 billion in annual sales, earning him a spot on Real Trends' Top 40 Brokers in America.A Georgia Tech grad, Shaun lives in Atlanta with his wife Jeri and their five kids. When he's not building businesses, he's at the beach, on a motorcycle, or on the tennis court.00:00 Intro02:15 Sometimes you have to get out to start new…04:35 Wanted to write it to be this not reactive!06:40 Skills are to make part of your toolbox not this… 08:35 Key skill – listen up!14:10 Biggest aha on writing a book or not writing…15:40 Four Energy Quadrants 19:35 Willing VS Want.22:30 Where leaders get in trouble a lot!24:40 Make them feel the pain to understand.30:05 Gratitude didn't resonate with me! https://shaunrawls.com/https://www.facebook.com/theshaunrawls/ https://x.com/rawlsshaun https://www.instagram.com/theshaunrawls/===========================Subscribe and Listen to the Start With a Win Podcast HERE: