Podcasts about CRM

What if the only thing standing between you and your next level isn't strategy, but your fear of being misunderstood? In this episode, I share the lesson from my monthly Audacity Call about what it actually takes to go big. I talk about why your addiction to approval is killing your dreams, how to emotionally survive judgment, and ways to build a “safety net” before you take a big public risk. Tune in to learn how to expand your embarrassment tolerance, increase your risk capacity, and start practicing audacity in ways that compound into massive results. Check out our Sponsors: Northwest Registered Agent - Don't wait, protect your privacy, build your brand and get your complete business identity in just 10 clicks and 10 minutes! Visit https://www.northwestregisteredagent.com/EarnFree Shopify - Try the ecommerce platform I trust for Glōci, Sign up for your $1/month trial period at http://Shopify.com/happy Brevo - the all-in-one marketing and CRM platform built to help you connect with customers, boost engagement, and grow your business smarter. Get started for free today, or use code HAPPY50 to save 50% on Starter and Standard Plans for the first three months of an annual subscription. Just head to http://www.brevo.com/happy Working Genius - If you're a CEO, an entrepreneur, or anyone who wants to level up, Working Genius helps you drop the shame around your weaknesses and focus on what you naturally do best. Take the Working Genius assessment and get 20% off with code EARN at http://workinggenius.com Indeed - Spend less time searching, and more time actually interviewing candidates who check all your boxes. Indeed is giving Earn Your Happy listeners a $75 SPONSORED JOB CREDIT to help get your job the premium status it deserves. Just go to http://Indeed.com/podcast right now and support our show by saying you heard about Indeed on Earn Your Happy. HIGHLIGHTS Why your addiction to approval is more dangerous than rejection. The safety net strategy that helps you recover faster when things go wrong. Why money grows at the speed of your nervous system. Audacity is a skillset, not a personality type. Being misunderstood is a prerequisite for doing anything meaningful. How to increase your “embarrassment tolerance” in life. RESOURCES Apply for the Elite Entrepreneur Mastermind HERE! Get on the waitlist for Mentor Collective Mastermind HERE! Try glōci for 40% off your first order with code HAPPY at checkout - head to getgloci.com FOLLOW Follow me: @loriharder Follow glōci: @getgloci

You're not trying to control people. You're trying to help. But what if your “help” is quietly draining your team's confidence, creativity, and trust? In this episode, I sit down with Professor Julia Milner of EDHEC Business School to talk about the psychology of micromanagement, especially the kind that comes from anxiety, care, and good intentions. We dive into the difference between constructive feedback and control disguised as questions, the “advice trap” that keeps leaders stuck, and why micromanaging often feels safer in the moment but costs you long-term trust, dialogue, and time. Tune in to learn how to replace fixing with serving, advice with curiosity, and control with empowerment. Check out our sponsors: Northwest Registered Agent - Protect your privacy, build your brand and get your complete business identity in just 10 clicks and 10 minutes! Visit https://www.northwestregisteredagent.com/achieverfree Shopify - Sign up for a $1 per month trial, just go to http://shopify.com/anxiousachiever Talkiatry - Head to http://talkiaitry.com/achiever and complete the short assessment to get matched with an in network psychiatrist in just a few minutes. Working Genius - Take the working genius assessment today and get 20% off with code ACHIEVER at working http://genius.com Brevo - Meet brevo, the all in one marketing and CRM platform built to help you connect with customers, boost engagement and grow your business smarter. Go to brevo.com/achiever and use code ACHIEVER50 for 50% off.  In this Episode, You Will Learn 00:00 Why micromanagers often act from anxiety. 04:15 How to spot motivational micromanagement. 06:30 Why do you hate being micromanaged? 12:00 How micromanagement increases anxiety on both sides. 14:15 The subtle way “questions” can shut down dialogue. 18:00 How to give upward feedback without triggering defensiveness. 20:45 What it means to adopt a coaching mindset. 22:00 Phrases you can use to reset a micromanaging dynamic. 28:45 What's the difference between feedback and feed forward? 30:30 How do you treat yourself with grace? 33:00 What the best empowering leaders all have in common. Resources + Links Get a copy of my book - The Anxious Achiever Watch the podcast on YouTube  Find more resources on our website morraam.com Follow Follow me: on LinkedIn @morraaronsmele + Instagram @morraam Follow Prof. Julia on LinkedIn @drjuliamilner

In this "behind-the-scenes" episode, Andy opens up his laptop to reveal the full tech stack running his consulting and media business in 2026. After conducting a massive software audit at the end of 2025, Andy realized he was paying for tools he didn't need—and using some tools for the wrong jobs. He details his major decision to migrate his CRM from Notion back to HubSpot, explains why "all-in-one" isn't always the answer, and lists the essential apps that keep his business profitable and efficient.I hope you enjoy it! As always you can learn more and connect with me on my website (andystorch.com) or LinkedIn. And you can find my books - Own Your Career Own Your Life and Own Your Brand, Own Your Career - on Amazon.

No episódio do Hipsters.Talks, PAULO SILVEIRA, CVO do Grupo Alura, conversa com KUNTUALA ZELI, diretora de vendas na Oracle, sobre como funciona toda a jornada de vendas em empresas de software, cloud e SaaS. Vamos explorar o papel do pré-vendas/arquitetos, que fazem a ponte entre as demandas do cliente e a tecnologia, e dos engenheiros, que mergulham na profundidade técnica e conduzem as POCs. Uma conversa que mostra como vendas em tecnologia deixaram de ser apenas comerciais e passaram a exigir profundo entendimento técnico, visão de negócio e colaboração entre times. além de revelar como carreiras híbridas entre tech e vendas estão se tornando cada vez mais comuns.

In this episode of Run the Numbers, CJ Gustafson talks with Rivian CFO Claire McDonough about financing one of the most capital-intensive businesses in the world. They cover long-term investment decisions, capacity planning, cash management as production scales, lessons from Rivian's nearly $14B IPO, the risks of over- and under-building, and why federal EV tax credits matter more than most people think.—SPONSORS:Tabs is an AI-native revenue platform that unifies billing, collections, and revenue recognition for companies running usage-based or complex contracts. By bringing together ERP, CRM, and real product usage data into a single system of record, Tabs eliminates manual reconciliations and speeds up close and cash collection. Companies like Cortex, Statsig, and Cursor trust Tabs to scale revenue efficiently. Learn more at https://www.tabs.com/runAbacum is a modern FP&A platform built by former CFOs to replace slow, consultant-heavy planning tools. With self-service integrations and AI-powered workflows for forecasting, variance analysis, and scenario modeling, Abacum helps finance teams scale without becoming software admins. Trusted by teams at Strava, Replit, and JG Wentworth—learn more at https://www.abacum.aiBrex is an intelligent finance platform that combines corporate cards, built-in expense management, and AI agents to eliminate manual finance work. By automating expense reviews and reconciliations, Brex gives CFOs more time for the high-impact work that drives growth. Join 35,000+ companies like Anthropic, Coinbase, and DoorDash at https://www.brex.com/metricsMetronome is real-time billing built for modern software companies. Metronome turns raw usage events into accurate invoices, gives customers bills they actually understand, and keeps finance, product, and engineering perfectly in sync. That's why category-defining companies like OpenAI and Anthropic trust Metronome to power usage-based pricing and enterprise contracts at scale. Focus on your product — not your billing. Learn more and get started at https://www.metronome.comRightRev is an automated revenue recognition platform built for modern pricing models like usage-based pricing, bundles, and mid-cycle upgrades. RightRev lets companies scale monetization without slowing down close or compliance. For RevRec that keeps growth moving, visit https://www.rightrev.comRillet is an AI-native ERP built for modern finance teams that want to close faster without fighting legacy systems. Designed to support complex revenue recognition, multi-entity operations, and real-time reporting, Rillet helps teams achieve a true zero-day close—with some customers closing in hours, not days. If you're scaling on an ERP that wasn't built in the 90s, book a demo at https://www.rillet.com/cj—LINKS: Claire on LinkedIn: https://www.linkedin.com/in/claire-rauh-mcdonough-5291b946/Rivian: https://rivian.com/CJ on LinkedIn: https://www.linkedin.com/in/cj-gustafson-13140948/Mostly metrics: https://www.mostlymetrics.com—RELATED EPISODES:Why Revenue Recognition Is the Next AI Battleground | Dan Miller of RightRevhttps://youtu.be/TxhTtwmOass—TIMESTAMPS:00:00:00 Craziest Expense Story at Rivian00:01:22 Intro to Claire McDonough00:03:09 Capital Intensity and Vertical Integration at Rivian00:06:44 Raising $14B: How Rivian Planned Its IPO Capital00:10:22 Capacity Planning and Scaling R2 Production00:12:13 Sponsors — Tabs, Abacum, Brex00:15:34 Sweating Existing Capacity vs Overbuilding00:18:22 Winning EV Adoption from ICE Buyers00:22:27 How Federal EV Tax Credits Shape EV Pricing00:26:03 Sponsors — Metronome, RightRev, Rillet00:29:27 R2 as a Driver of Long-Term Profitability00:33:14 Supply Chain as the Critical Path to Launch00:36:53 Product Roadmap as the Anchor for Capital and Headcount00:39:40 Peloton and Flipkart Lessons from Banking00:43:42 Biggest Career Mistake00:44:50 Advice to Younger Self00:47:19 Rivian's Finance Software Stack

In this episode of Head, Heart, and Boots, Brandon and I sit down with Andrew Dobson, owner of ServPro Team Dobson, one of the largest ServPro operators in the country with nineteen licenses across multiple markets. Andrew shares the full origin story of how he grew up in a family cleaning business, left a creative path that once pointed toward Pixar, and slowly built a restoration operation grounded in process, precision, and relentless attention to detail. We dig into Andrew's partnership with his father, what it takes to successfully merge family businesses, and how clearly defined roles, operating agreements, and trust allowed them to scale without breaking the relationship. Andrew unpacks his obsession with design and user experience, explaining how lessons from web design, baseball, and usability testing shaped everything from warehouse layout to truck setups to customer-facing processes. The conversation goes deep into leadership development, soft skills, and why technical excellence alone is not enough to win in restoration. Andrew shares hard-earned lessons about first impressions, customer perception, sales and operations alignment, and the mistake he made trying to hire leaders without enough industry depth. We also explore his newest venture, Certified Restoration Training, and his mission to raise the standard of professionalism across the industry through technical training and soft skills education. This episode is packed with practical insight for owners trying to scale, leaders developing teams, and anyone who believes that inches add up to miles when it comes to building a great company. Hope you enjoy. Chris Why You Should Listen [00:04:17] How Andrew went from a family cleaning business and a near-career in animation to building one of the largest ServPro teams in the country [00:10:19] What it really takes to successfully partner with family, including operating agreements, role clarity, and navigating shared risk [00:17:54] How an obsession with process, usability, and design transformed warehouses, trucks, and field execution into a competitive advantage [00:26:21] A powerful lesson on first impressions, soft skills, and why customer perception matters more than effort or intent [00:48:17] Why hiring professional managers without deep industry understanding became a leadership mistake, and what Andrew learned about developing true operators and leaders Did you know... Only 30% of businesses listed for sale actually find a buyer? Even more striking, just 10% of those sell for the price their owners anticipated or higher, meaning only 3% of all business owners achieve their desired sale price. By focusing on understanding and enhancing your enterprise value, you can significantly boost your chances of joining that successful 3%. Business Health & Value Assessment Start Assessment Know Your Enterprise Value. See Your Potential Gaps. Complete this assessment in less than 15 minutes and receive a free assessment for your business that includes: A Lite Valuation Of Your Business Your Value Multiplier Per Your Industry Health Assessment Per Our PYB Methodology Business Value & Growth Roadmap Tailored For You Value Acceleration Strategies Spotlight on Floodlight: Your Secret Weapon for Sales & Scaling This isn't a paid plug. It's real talk from the front lines. If you've ever thought, “How do I get a VP-level sales leader or even a sales team without hiring full-time?” Floodlight has the answer. Fractional Sales Leadership They act as your outsourced VP of Sales, taking full responsibility for training, managing, and growing your sales team. No six-figure hire needed. Clients often close 20 to 50 percent more deals within six months, thanks to data-driven coaching, CRM setup, scripts, and performance reviews.More at floodlightgrp.com/sales Commercial Sales MasterCourse A self-paced, video-driven B2B sales course designed specifically for restoration teams. Perfect for building commercial revenue and getting free from TPA handcuffs. Covers mindset, prospecting, pipeline building, LinkedIn lead generation, and includes a $250 discount with code SALESBOOST.Details at floodlightgrp.com/courses Tailored Consulting & Coaching Floodlight's Propel Your Business methodology offers a full-circle roadmap: financials, sales, marketing, leadership, recruiting, productivity. All built for contractors. These aren't “life coaches.” They're former restoration owners who've lived the chaos and know how to scale out of it.Explore more at floodlightgrp.com Live Training, Tools & Strategic Partnerships Floodlight also delivers live onsite and virtual training, keynote speaking, and leadership tracks covering operations, project management, and strategic growth. Bonus: They've vetted tools like Xcelerate, Liftify, and Sureti. Floodlight clients get access to exclusive discounts on tech that actually moves the needle.See all partnerships at floodlightgrp.com/partners Why it matters for you as a listener You don't need to figure this stuff out alone. If you're serious about sales growth, operational clarity, exit readiness, or leadership development, Floodlight is already helping folks like you scale smarter. And you get it from industry insiders. People who've sat in your chair, survived the fires, and built systems that actually work.

Andy Fisher spent 25 years leading operations at a Fortune 500 company before launching Path Setter Financial, a fee-only RIA built on clarity, transparency, and calm.In this episode, we talk about his transition from corporate leadership to advisory firm owner—and what engineering discipline taught him about building better financial planning processes.We discuss how fee structures influence outcomes, why fiduciary advice truly changes the conversation, and how Andy structures discovery to help couples align spending with values. His philosophy is simple: the math is straightforward, but behavior drives results.We also get into real advisor topics—navigating stock comp, pensions, and early retirement windows; launching an RIA; early operational mistakes; implementing a CRM; outsourcing strategically; and the role peer groups play in momentum and accountability.If you're building or refining your firm, this conversation offers practical insight into process design, client communication, and helping families move from analysis to action.If you found it valuable, follow the show, share it with another advisor, and leave a quick review.Andy's Social:https://www.linkedin.com/in/andy-fisher-16522410/Music from this episode was obtained through Bensound.

On this episode of CIO Classified, host Yousuf Khan sits down with Ravi Thadani, Global Head of IT at Enphase Energy, a company powering over 5 million homes across 160 countries with clean, solar-driven energy. With 85 million microinverters producing 30 gigawatts of power, Ravi's team is at the epicenter of a massive, real-time data operation—and every IT decision directly impacts the customer experience.About Ravi: Ravi Thadani is a seasoned IT executive with extensive experience leading large-scale digital transformations across Fortune 500 companies. He has driven strategic initiatives across ERP, CRM, PLM, HCM, SCM, analytics, AI/ML, network architecture, cloud infrastructure, and M&A integration. With oversight of multi-$10M budgets and teams of over 300, Ravi has supported business units ranging from $2B to $70B in revenue.Known for his strategic vision and execution, Ravi is recognized for fostering cross-functional alignment, driving agile transformation, and cultivating high-performing teams. His leadership approach is grounded in strong business partnerships, stakeholder governance, innovation, and a relentless focus on outcomes.Timestamps:01:50 – Enphase Energy's Global Operations03:40 – Ravi's Role and Responsibilities06:00 – Managing Customer Data and CRM16:45 – Driving Change as a CIO19:50 – The Role of Data in AI20:55 – The Importance of Data Cleaning21:20 – Effective Data Governance Strategies23:45 – Architecting for Scalability27:30 – Challenges in Hardware and Software IntegrationGuest Highlights:"AI isn't replacing you—people using AI are. The adoption curve is about enabling people to do more, not just reducing headcount.""The biggest failure point in IT projects? Treating them like IT projects. Every transformation has to be owned by the business.""Your architecture should always assume 10x growth. Even if you're not scaling today, you need a conscious plan for when you do."Get Connected:Yousuf Kahn on LinkedInRavi Thadani on LinkedInHungry for more tech talk? Check out latest episodes at ciopod.com: Ep 65 - Accelerating Software Development at Enterprise ScaleEp 64 - How Autonomous AI is Solving the Enterprise Modernization ChallengeEp 63 - How AI is Expanding the CIO RoleLearn more about Caspian Studios: caspianstudios.comOur Sponsor: Want to accelerate software development by 500%? Meet Blitzy, the only autonomous code generation platform with infinite code context, purpose-built for large, complex enterprise-scale codebases.While other AI coding tools provide snippets of code and struggle with context, Blitzy ingests millions of lines of code and orchestrates thousands of agents that reason for hours to map every line-level dependency.With a complete contextual understanding of your codebase, Blitzy is ready to be deployed at the beginning of every sprint. Blitzy handles the heavy lifting, delivering over 80% of the work autonomously. The platform plans, builds, and validates premium-quality code at the speed of compute, turning months of engineering into a matter of days.It's the secret weapon for Fortune 500 companies globally. To hear how engineering leaders are transforming the way they deliver software, visit blitzy.com. Schedule a meeting with their consultants to enable an AI-Native SDLC in your organization today. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Last few Wed Pros Live tickets!Show notes:This week I spoke to Anshika Arora, a wedding industry expert and founder of a CRM platform, about why wedding professionals need to rethink how they show up for Gen Z couples, who now make up over 50% of the wedding market. We talked about how technology is transforming the wedding planning experience, from the need for more interactive and authentic communication on websites and social media to being upfront about pricing.Anshika's InstagramAnshika's LinkedInTime Stamps:02:00 - Transitioning into the Wedding Business Landscape03:26 - Understanding Gen Z in the Wedding Industry25:00 - Launching a New Conference: Becca's Journey39:54 - The Power of Networking in Business42:54 - Exploring Networking and Technology in WeddingsMentioned in this episode:DIY Advertising Kits from the I Do SocietyDo you want to start utilising paid ads, but unsure where to start? These DIY advertising kits form the I Do Society are here to help. Learn how to create Google Ads, Meta Ads or TikTok Ads for your wedding business or venue, with these easy to follow guides now. Use code BECCA for a discountDIY Advertising kits

Welcome back to You Had to Be There! This week, I'm excited to welcome Alec Ellin, Co-Founder and CEO of Laylo.Laylo is a CRM, or Customer Relationship Management drop platform, used by leading artists, promoters, and event teams, including Ariana Grande, John Summit, Sombr, and many more. Since 2021, Laylo has driven over $1 billion in sales across tickets, merch, and content, and launched ticketing partnerships, with more than 200,000 drops last year alone.We talked about how Laylo got its start, where the company stands today, and the path ahead as it helps artists and live events grow their audiences and build momentum around every drop.You can find Laylo in the episode show notes, along with a playlist Alec curated for this episode. And next time your favorite artist texts you about their tour, it might just be coming from Laylo. Thanks so much for listening; I'll catch you next time.Laylo Laylo on LinkedinAlec's PlaylistEpisode outro: Nervous Tics by Maribou State

In this "behind-the-scenes" episode, Andy opens up his laptop to reveal the full tech stack running his consulting and media business in 2026. After conducting a massive software audit at the end of 2025, Andy realized he was paying for tools he didn't need—and using some tools for the wrong jobs. He details his major decision to migrate his CRM from Notion back to HubSpot, explains why "all-in-one" isn't always the answer, and lists the essential apps that keep his business profitable and efficient.I hope you enjoy it! As always you can learn more and connect with me on my website (andystorch.com) or LinkedIn. And you can find my books - Own Your Career Own Your Life and Own Your Brand, Own Your Career - on Amazon.

Episode SummaryIn this bonus episode, helicopter pilot Adele returns to share deeper reflections on kindness, fear, emotional intelligence, and crisis management in aviation and life. She talks about why her ideal billboard would simply say “Be kind to each other,” opens up about her fear of public speaking despite a high‑risk job, and describes a pivotal in‑flight engine incident that she calls the day she “actually became a pilot.” The conversation explores expectations placed on pilots, the importance of crew resource management, and how self‑kindness and knowing your own reactions under pressure can transform both work and life.Key TakeawaysKindness matters more than we thinkAdele's billboard message would be “Be kind to each other”, highlighting how many problems come from a lack of empathy and taking time to understand others.Kindness isn't just outward-facing—being kind to yourself is crucial for growth and confidence.Public speaking can be scarier than extreme physical riskDespite being a helicopter pilot, Adele finds public speaking and situations where she might embarrass herself more terrifying than skydiving.Confidence in speaking is a muscle that needs practice, even for people who seem naturally comfortable on stage or on mic.Travel, beauty, and environmental realityAdele loves Indonesia for its culture, people, and nature, calling it a turning point in her life.She also notes the shocking plastic pollution, with “confetti beaches” where sand is largely plastic.Canada still pulls at her heart, especially the mountains—but brutal winters make her unsure about moving back full-time.Helicopter flying: range, routes, and fearsMost helicopters can fly 2–2.5 hours on one tank, continuing as long as there are fuel stops.Ocean crossings are possible via staged routes (e.g., via Iceland), but Adele is not a fan of flying over open water.Wildfire flying as a future goalAdele is interested in moving into wildfire fighting operations, including vertical reference and longline work, to help communities affected by fires.Misconceptions and expectations of pilotsPeople often don't expect Adele to be the pilot, and treat her differently once they find out what she does.There's a strong image of what a pilot “should” look and act like, which she doesn't fit, and she's always balancing authenticity with professional expectations.Emotional intelligence and crew dynamics save livesAdele explains crew resource management (CRM) and why “soft skills” like communication, feedback, and trust are actually critical safety skills.She discusses the danger of authority gradients where co‑pilots are too afraid to challenge captains, sometimes with fatal consequences.Good crews balance clear leadership with genuine openness, so everyone feels able to speak up.The day she “actually became a pilot”Adele shares a detailed story of an engine malfunction in a Sikorsky 76, flying single-pilot from remote fishing lodges.She had to manage power, monitor for fire, navigate terrain, communicate with ATC, and land safely on one engine, all while alone and out of radio range for part of the flight.That incident proved to her she could rely on her training under pressure and shaped her identity as a pilot.How helicopters land if the engine failsAdele breaks down autorotation: using rotor inertia and airflow so the helicopter can still be controlled and landed without power.With training, pilots can pick a spot, flare, and land with control, rather than “falling like a rock.”Crisis responses and self-awarenessBoth discuss how people react in crises—fight, flight, or freeze—and the importance of knowing your own default.Michelle reflects that she's often very effective in real crises, even if she feels chaotic day to day.Self-kindness as a dareFor her personal “dare,” Adele commits to being kinder to herself, acknowledging she is her own worst critic.With constant negativity in the world, she wants to focus on positive actions and impact. Hosted on Acast. See acast.com/privacy for more information.

The internet has never been louder with more content, more AI, and more highlight reels, yet people have never felt more disconnected. In this episode, I sit down with Becca Luna to talk about why depth is becoming the new currency and why your story, your truth, and your transformation are the leverage in business today. Becca shares the mindset that helped her build a freedom-based web design business that now supports thousands of women worldwide. We also dive into the exact content formula that converts strangers into buyers, how to share your story without burning bridges, and why you can't scale if you're stuck. Tune in to build a business rooted in depth, truth, and freedom. Check out our Sponsors: Northwest Registered Agent - Don't wait, protect your privacy, build your brand and get your complete business identity in just 10 clicks and 10 minutes! Visit https://www.northwestregisteredagent.com/EarnFree Shopify - Try the ecommerce platform I trust for Glōci, Sign up for your $1/month trial period at http://Shopify.com/happy Brevo - the all-in-one marketing and CRM platform built to help you connect with customers, boost engagement, and grow your business smarter. Get started for free today, or use code HAPPY50 to save 50% on Starter and Standard Plans for the first three months of an annual subscription. Just head to http://www.brevo.com/happy Working Genius - If you're a CEO, an entrepreneur, or anyone who wants to level up, Working Genius helps you drop the shame around your weaknesses and focus on what you naturally do best. Take the Working Genius assessment and get 20% off with code EARN at http://workinggenius.com Indeed - Spend less time searching, and more time actually interviewing candidates who check all your boxes. Indeed is giving Earn Your Happy listeners a $75 SPONSORED JOB CREDIT to help get your job the premium status it deserves. Just go to http://Indeed.com/podcast right now and support our show by saying you heard about Indeed on Earn Your Happy. HIGHLIGHTS 00:00 What makes a freedom lifestyle so important to you? 04:15 The question to ask yourself every morning to design your life intentionally. 06:30 Growing up on a hippie commune and rejecting societal rules. 11:30 Why shame is the killer of dreams. 15:45 The filter Becca uses to decide what to share publicly. 18:15 How to build resilience to negative comments. 22:30 What kept you moving when you didn't know what you wanted? 31:00 Why clarity about who you want to be matters more than what you do. 36:30 Why flashy content isn't landing the same anymore. 40:00 The transformation storytelling formula that consistently converts. 43:15 How do you bring everything back to one core desire? 45:45 Why long-form content might be the future of personal brands. 47:00 The daily student wins that fuel Becca's mission. 51:45 The “30-day rule” for staying out of the wrong seat. 55:00 Advice to anyone who feels like life should feel better than this. RESOURCES Learn more about Becca's programs HERE! Apply for the Elite Entrepreneur Mastermind HERE! Get on the waitlist for Mentor Collective Mastermind HERE! Try glōci for 40% off your first order with code HAPPY at checkout - head to getgloci.com FOLLOW Follow me: @loriharder Follow glōci: @getgloci Follow Becca: @iambeccaluna

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Send a textIn this episode of The Advanced Selling Podcast, Bryan Neale welcomes Steve Benson, founder of Badger Maps, for a conversation on why outside sales teams are often overlooked by modern sales technology — and what happens when tools are finally built with field sellers in mind.Bryan and Steve dig into the realities of territory design and route planning, calling out how many sales leaders still rely on gut feel and educated guesses when structuring territories. Steve explains how Badger Maps and Badger Align help sales teams visualize customers geographically, balance territories using real data, and create more efficient routes that lead to more meetings and measurable sales lift. They also explore why mobile-friendly CRM tools matter so much for outside sellers, and how removing friction from data entry in the field directly impacts performance.The conversation expands into Badger Maps' broader platform, including lead routing, geographic insights, and performance tracking, before Steve shares the origin story behind the product — a firsthand realization that sales data is far more powerful when you can see it on a map._______Curious about certification in the Blind Zebra Sales Operating System? Learn more here.

SaaStr 841: Going From Blobs to Billions. Clay's Co-Founder Breaks Down Inbound, Outbound, and AI-Powered Sales. Clay's Co-Founder Varun Anand takes the stage at SaaStr to break down how the company went from paying for claymation blobs before generating any revenue to powering growth workflows for companies like Cursor, Anthropic, and Figma. He explains why brand has always been core to Clay's identity, how their CFO roast videos and creative campaigns are actually capturing mindshare in a world where B2B marketing is painfully boring, and why he pushes back on the "use AI for everything" mentality that's taken over the industry. Varun does a full live demo building an inbound qualification workflow from scratch using real audience volunteers, walking through everything from lead enrichment and waterfall data sourcing to AI-powered scoring, personalized meme generation, research brief creation, and CRM updates. He also brings audience members on stage to do live growth hacking for their actual business problems. Beyond the product, this session goes deep on hiring. Varun shares the origin story of the GTM Engineer role, how it went from an internal job title for Clay's non-traditional sales team to the most in-demand position in B2B SaaS, and what he actually looks for when evaluating candidates (hint: it's creativity, not a traditional sales background). He talks about Clay's take-home process, work trials, why they hire generalists who commit to specific roles, and the surprising backgrounds of some of their best hires. Whether you're building out your go-to-market motion, thinking about how to use AI without losing what makes your brand unique, or just trying to figure out what a GTM Engineer actually does, this session covers it all. --------------------- This episode is Sponsored in part by HappyFox: Imagine having AI agents for every support task — one that triages tickets, another that catches duplicates, one that spots churn risks. That'd be pretty amazing, right? HappyFox just made it real with Autopilot. These pre-built AI agents deploy in about 60 seconds and run for as low as 2 cents per successful action. All of it sits inside the HappyFox omnichannel, AI-first support stack — Chatbot, Copilot, and Autopilot working as one. Check them out at happyfox.com/saastr   ---------------------   Hey everybody, the biggest B2B + AI event of the year will be back - SaaStr AI in the SF Bay Area, aka the SaaStr Annual, will be back in May 2026.    With 68% VP-level and above, 36% CEOs and founders and a growing 25% AI-first professional, this is the very best of the best S-tier attendees and decision makers that come to SaaStr each year.     But here's the reality, folks: the longer you wait, the higher ticket prices can get. Early bird tickets are available now, but once they're gone, you'll pay hundreds more so don't wait.    Lock in your spot today by going to podcast.saastrannual.com to get my exclusive discount SaaStr AI SF 2026. We'll see you there.

Why do some recruiters win retained work in a single meeting while others pitch for weeks and still lose to contingent competitors? My guest, James O'Brien, knows exactly why. And it has nothing to do with fee structure. James is the Managing Director and COO at i-intro. He's been in recruitment since the late 1980s and has spent the last decade helping recruitment firms move from transactional, contingent work into retained and exclusive assignments. His clients consistently outperform the market, with 96% one-year retention and 93% of placements still in role after two years. In this episode, James delivers a practical masterclass on consultative selling. He explains why most recruiters lose retained work before they even walk into the meeting, how to reframe hiring conversations around risk and retention, and what it really means to position yourself as a management consultant who specializes in talent acquisition. This conversation is for recruiters who are tired of pitching, discounting, and competing with five other agencies for the same role. You'll hear the exact questions James uses to expose hidden hiring failure, why “wow” should be the standard for every client meeting, and how preparation, not persuasion, is what wins retained work consistently. In this episode, you'll learn: Why recruitment isn't the real problem and retention is The three questions that reframe hiring failure for clients How to measure retention and use it to justify higher fees Why most recruiters lose retained work in the preparation, not the pitch How to show value instead of just describing your process What accountability really looks like beyond the placement Why retained fees feel fair when clients understand the true cost of hiring failure Episode Highlights: [03:56] Why transactional recruitment is dying [10:13] Recruitment's not the problem. Retention is [13:34] How to measure retention and monetize better outcomes [18:00] The three questions that reveal a 20–30% hiring failure rate [32:23] Why “wow” should be your minimum standard in client meetings [36:35] The preparation process that wins retained work [45:00] Why proposals still matter and when to send them [59:03] Accountability beyond the placement and why 12-month guarantees work Sponsor This episode is brought to you by Recruiterflow — an end-to-end, AI-first recruitment platform designed to help recruiters run and scale their business more effectively. Recruiterflow combines ATS, CRM, sequencing, data enrichment, marketing automation, and AI agents in one streamlined system. Many top recruiting leaders and members of our coaching community rely on Recruiterflow to stay organised, consistent, and competitive. You can learn more or request a demo at https://recruitmentcoach.com/recruiterflow. Guest Bio James O'Brien is the Managing Director and COO at i-intro. Since the late 1980s, he has worked across every part of the recruitment industry and now helps recruitment firms transition from contingent to retained and exclusive search. His work focuses on retention, accountability, and elevating recruiters from job fillers to trusted talent advisors. Connect with James: LinkedIn: James O'Brien Website: i-intro Connect with Mark Whitby Get your free 30-minute strategy session: recruitmentcoach.com/strategy-session

Julie Deem shares strategies for you to start owning your voice and vision.Key Takeaways: Trailblazers rarely have footsteps to follow.Owning your voice doesn't have to mean a grand stage or a viral post.When we wait for permission, we delay our purpose. Learn more about the latest tool for dynamic professionals in the self-improvement industry, LyfQuest. A mobile CRM platform that's uniquely made for you!Learn more at: https://lyfquest.io/Instagram:USW Podcast ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠@uswkokomo⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Kalena James ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠@yesitskalenajames⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Julie Deem ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠@indymompreneur⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠--------------------------------------------------USW Kokomo ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Website⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Production by ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠The Business Podcast Editor⁠⁠⁠⁠⁠⁠⁠⁠⁠

Today I want to talk about something that sits underneath every successful business on the planet. The foundational principles that determine whether you thrive or just survive! If people don't know who you are and what you do, why would they do business with you? That's it. That's the foundation. It's not your logo, it's not your website, it's not your CRM, and it's not your certifications. It's whether or not the market knows you exist and understands the value you bring. Because obscurity is the biggest threat to your income. The amount of money you make is directly connected to the amount of conversations you have.Become a supporter of this podcast: https://www.spreaker.com/podcast/productive-not-busy-podcast--6261465/support. Subscribe today and join a community that's growing stronger every week. The Productive NOT Busy Podcast isn't just a show—it's your playbook for creating momentum, building confidence, and living life on purpose.

Woody Klemetson scaled sales from 100 people at Divi to 350 at Bill.com post-acquisition, then walked away to build something harder: infrastructure for hybrid AI-human revenue teams. At AskElephant, he's tackling the problem that every revenue leader faces but few can articulate—how to actually implement AI in revenue operations when your systems weren't built for it. With zero marketing spend, AskElephant hit 400% growth through pure referral motion and converts 85% of pilots to production (versus single digits industry-wide). Woody breaks down why most "AI-ready" companies aren't, how to structure pilots that actually ship, and what it takes to hire sellers who orchestrate agents instead of relying on armies of support staff. Topics Discussed: Post-acquisition culture collision: the cost of moving too fast versus too slow Why "AI readiness" is usually one person at a company, not the organization  The 27-agent CRM system that delivers 5% forecast accuracy without human input  Revenue outcome systems as category evolution: solving for predictability across disconnected tools  Pilot-first GTM that converts at 85% by starting with one-minute-per-day wins  Partner-led distribution through consultants evolving from slideware to implementation  Hiring ops-minded sellers who code: over half of non-engineers using Cursor daily  The PLG expansion coming in 2025 and why traditional demand gen is getting tested alongside door-to-door GTM Lessons For B2B Founders: Culture integration requires explicit deceleration early: Woody's team assumed Bill.com wanted their aggressive startup velocity immediately post-acquisition. They didn't slow down to map cultural differences, causing "whiplash" across 350 people. The specific mistake: not creating space to understand Bill's processes before challenging them. Even when acquired for your approach, the first 90 days should be listening and mapping, not executing. Only after understanding their system can you effectively challenge and merge cultures. This applies whether you're acquiring or being acquired—the cultural work is non-negotiable and front-loaded. Diagnose AI readiness by system documentation, not enthusiasm: Most companies think they're AI-ready because leadership wants AI. Reality check: if your teams haven't documented their systems and processes, AI has nothing to learn from. AskElephant starts some customers with basic dictation—not because it's revolutionary, but because it's the prerequisite to anything meaningful. The diagnostic question: "Walk us through your current customer journey." If the answer is "we have sales stages," you're not ready for automation. You need documented systems before AI can execute them. Start by having AI observe and document before it acts. Build agents incrementally to compound context: AskElephant runs 27 different CRM agents that collectively deliver 5% forecast accuracy. This wasn't built in one sprint—it took 40 hours of training and context-building. Each agent handles a specific job: contact creation, data enrichment, ICP scoring, churn monitoring, stage updates. The misconception founders have: AI should work perfectly from the first prompt. The reality: you build agents brick by brick, each one learning from the previous context layer. This is why their forecasting works—because 27 agents watching different signals together create accuracy that one "smart" agent can't. Pilot conversion at scale requires deliberately small scope: Single-digit pilot-to-production rates happen because teams scope too big. AskElephant's 85% conversion comes from "dream big, implement small." First pilot: automated CRM notes. Then: notes humans wish they'd written. Then: automated field updates. Each step saves minutes, builds trust, proves value. Woody's framework: if you're not saving one minute per person per day in your first pilot, you've scoped wrong. The goal isn't to wow with ambition—it's to ship something that works perfectly, then expand from proven trust. Their customers average 27 hours saved per week per person, but none started there. Revenue outcome systems emerge from tool sprawl failure: Every revenue leader uses 15-20 disconnected tools trying to make revenue predictable. The category insight isn't "operating systems"—it's that companies care about outcomes, not operations. AskElephant's positioning: we focus on the outcome (predictable revenue), not just the operating infrastructure. This distinction matters because it shifts the conversation from technical plumbing to business results. When creating categories, find the frame that makes the buyer's problem visceral and your solution inevitable, even if you're solving similar problems as others in the space. Partner-led GTM turns consultants into distribution: AskElephant's entire growth came through partners: Salesforce/HubSpot consultants becoming AI strategists, sales coaches extending from training to implementation. The unlock: these partners needed a way to deliver lasting value beyond slideware. Previously, a coach would train your team and leave. Now they implement AI systems that hold teams accountable to the training, creating longer engagements and better outcomes. For founders: identify services providers whose business model gets dramatically better by incorporating your product. They become your sales force because you make them more valuable to their clients. Hire for orchestration capability, not pure sales skill: Over half of AskElephant's non-engineering team uses Cursor daily. Woody hires "ops-minded" and "tech-minded" sellers who can manage AI agents alongside human work. The old model: silver-tongued seller + solutions engineer + 27 support people. The new model: one seller orchestrating 27 AI agents. These reps don't build lists, don't create SOWs, don't write product scopes, don't need SEs for demos. But they still need human connection skills—listening, curiosity, presence. The hiring filter: can this person think in systems and implement technical solutions while maintaining high-touch relationships? If they can't code enough to orchestrate agents, they can't scale in this environment. // Sponsors: Front Lines — We help B2B tech companies launch, manage, and grow podcasts that drive demand, awareness, and thought leadership. www.FrontLines.io The Global Talent Co. — We help tech startups find, vet, hire, pay, and retain amazing marketing talent that costs 50-70% less than the US & Europe. www.GlobalTalent.co // Don't Miss: New Podcast Series — How I Hire Senior GTM leaders share the tactical hiring frameworks they use to build winning revenue teams. Hosted by Andy Mowat, who scaled 4 unicorns from $10M to $100M+ ARR and launched Whispered to help executives find their next role. Subscribe here: https://open.spotify.com/show/53yCHlPfLSMFimtv0riPyM

¿Sabías que tu equipo de ventas podría ser hasta un 40% más productivo solo por usar correctamente un CRM? En este episodio de Con Licencia Para Vender, Jorge Zamora te revela los 3 errores más comunes que impiden que tus vendedores utilicen el CRM… y, sobre todo, cómo solucionarlos. Olvídate de obligar a tu equipo a rellenar datos por cumplir. Aquí vas a descubrir cómo mostrar el verdadero impacto del CRM en la venta, cómo reducir tareas manuales (¡menos tiempo perdido en Excel y más en cerrar negocios!) y la importancia de crear un roadmap claro que motive a los vendedores a adoptarlo de forma natural. Además, Jorge Zamora comparte casos reales y recomendaciones prácticas para que por fin dejes de adivinar el seguimiento y empieces a tener control total sobre tus procesos de ventas. Este episodio es imprescindible si eres gerente comercial, director de ventas o lideras un equipo que necesita más visibilidad, productividad y resultados tangibles. Aprovecha estos consejos para transformar tu gestión comercial y hacer que el CRM trabaje para ti, no al revés. Aprende cómo mejorar la productividad de tu equipo de ventas B2B, implementar CRM con éxito, liderar procesos de adopción tecnológica y evitar los errores más comunes en la gestión de oportunidades. Ideal para líderes y gerentes comerciales que buscan acelerar ventas y maximizar el uso de herramientas digitales como el CRM en sus organizaciones. ¿Te sirvió este episodio para identificar por qué tu CRM no se usa como debería? Compártelo con tu equipo y síguenos para recibir más estrategias de ventas de alto impacto en cada episodio. Agenda conmigo una llamada sin costo y te ayudaré a mejorar tus ventas Clientify - Reuniones https://linktr.ee/jorgeandreszamora

There are parts of being human that were designed to keep you alive, but they're not designed to help you scale a business. In this episode, Chris and I talk about the 4 human conditions that sabotage even the most ambitious founders and how to reframe each one so it works for you instead of against you. We break down why chasing happiness will frustrate you, why readiness is a myth, how control quietly creates your ceiling, and why comparison distorts reality. These patterns feel normal. They feel justified. But if you don't consciously challenge them, they will cap your growth. Get ready to grow into someone stronger than your programming. Check out our Sponsors: Northwest Registered Agent - Don't wait, protect your privacy, build your brand and get your complete business identity in just 10 clicks and 10 minutes! Visit https://www.northwestregisteredagent.com/EarnFree Shopify - Try the ecommerce platform I trust for Glōci, Sign up for your $1/month trial period at http://Shopify.com/happy Brevo - the all-in-one marketing and CRM platform built to help you connect with customers, boost engagement, and grow your business smarter. Get started for free today, or use code HAPPY50 to save 50% on Starter and Standard Plans for the first three months of an annual subscription. Just head to http://www.brevo.com/happy Working Genius - If you're a CEO, an entrepreneur, or anyone who wants to level up, Working Genius helps you drop the shame around your weaknesses and focus on what you naturally do best. Take the Working Genius assessment and get 20% off with code EARN at http://workinggenius.com Indeed - Spend less time searching, and more time actually interviewing candidates who check all your boxes. Indeed is giving Earn Your Happy listeners a $75 SPONSORED JOB CREDIT to help get your job the premium status it deserves. Just go to http://Indeed.com/podcast right now and support our show by saying you heard about Indeed on Earn Your Happy. HIGHLIGHTS Why entrepreneurship doesn't feel “happy” most days. The reframe from “I'll be happy when…” to “I'm happy because…” What to do when you never feel ready. How the illusion of control creates your income ceiling. How to stop over-romanticizing everyone else's life. RESOURCES Apply for the Elite Entrepreneur Mastermind HERE! Get on the waitlist for Mentor Collective Mastermind HERE! Try glōci for 40% off your first order with code HAPPY at checkout - head to getgloci.com FOLLOW Follow me: @loriharder Follow Chris: @chriswharder Follow glōci: @getgloci

Today I'm joined by Jake Cronin, CEO of Siro. We break down the massive “dark matter” problem in dealership sales, why most of the sales process has been invisible until now, and how AI is finally capturing what actually happens in the showroom and F&I office. Jake explains how dealers are using real conversation data to coach faster, enforce process, and connect marketing spend directly to in-store outcomes. We also dig into adoption, consent, and why this tech is about collaboration—not surveillance. This episode is brought to you by: 1. Lotlinx - What if ChatGPT actually spoke dealer? Meet LotGPT — the first AI chatbot built just for car dealers. Fluent in your market, your dealership, and your inventory, LotGPT delivers instant insights to help you merchandise smarter, move inventory faster, and maximize profit. It pulls from your live inventory, CRM, and Google Analytics to give VIN-specific recommendations, helping dealers price vehicles accurately, spot wasted spend, and uncover the hottest opportunities — all in seconds. LotGPT is free for dealers, but invite-only. Join the waitlist now @ https://lotlinx.com/LotGPT/ 2. CDK Global - Dealers—big news. CDK just leveled up their CRM in a massive way. We're talking next-gen AI baked right into your daily workflow: Automatically following up with internet leads, surfacing buyer insights, and giving you instant AI-generated summaries of every customer interaction—no more digging through notes. And CRM Video is here. Record, send, and track personalized videos to customers—all inside the CRM. Check out the AI enhanced CDK CRM @ here! 3. Siro - Siro captures and analyzes every face-to-face conversation in Service, Sales, and F&I, giving auto dealers real-time visibility like never before. Stop guessing what's happening in the service drive, the box, or on the floor. Accelerate auto sales with Siro's AI powered coaching, learn more here. Check out Car Dealership Guy's stuff: For dealers: CDG Circles ➤ ⁠⁠⁠⁠⁠https://cdgcircles.com/⁠⁠⁠⁠⁠ Industry job board ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://jobs.dealershipguy.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Dealership recruiting ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.cdgrecruiting.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Fix your dealership's social media ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.trynomad.co⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Request to be a podcast guest ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.cdgguest.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ For industry vendors: Advertise with Car Dealership Guy ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.cdgpartner.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Industry job board ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://jobs.dealershipguy.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Request to be a podcast guest ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.cdgguest.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Topics: 01:31 How is data collected and used? 04:14 How are worker goals matched? 09:23 What laws must a business follow? 17:16 How can smart glasses help in a dealership? 19:14 How can computer screens be made simpler? 21:12 How will AI change finance management? 25:29 What is the future of the company? Car Dealership Guy Socials: X ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠x.com/GuyDealership⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Instagram ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠instagram.com/cardealershipguy/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ TikTok ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠tiktok.com/@guydealership⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ LinkedIn ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠linkedin.com/company/cardealershipguy⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Threads ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠threads.net/@cardealershipguy⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Facebook ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠facebook.com/profile.php?id=100077402857683⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Everything else ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠dealershipguy.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

The Ultimate Marketing Safety Net: Why You Don't Own Your AudienceIn the fast-paced world of 2026, many entrepreneurs are making a fatal mistake: they are building their entire business on "rented land". Whether you are a note investor, a realtor, or a fix-and-flipper, the reality is that we are all in the marketing business first. If your primary way of reaching clients is through a free platform like Facebook or LinkedIn, you are one algorithm change or account deletion away from having your business vanish overnight.I've seen it happen to the best of us. From podcasting experts losing 20-year-old accounts to major email services flagging databases, the message is urgent: you must own your data. Success in today's market isn't just about finding deals; it's about "carpet bombing" your message across multiple channels while funneling every lead into a database you actually control.5 Keys to Dominating Your Marketing in 2026Own the "Gold" (Name, Email, and Phone): Social media followers are great for presence, but the only true assets you own are your contacts' names, email addresses, and cell phone numbers. These three pieces of information are the most valuable resources in your business, allowing you to bypass platform gatekeepers and connect directly with your audience.The Power of the Weekly Drip: Consistency is the antidote to being forgotten. You should be sending at least one email per week to your database to stay top-of-mind. Frequent communication leads to lower opt-out rates because you are building a relationship rather than just asking for money when you have a deal.Leverage AI for Content Multiplicity: You don't need to spend hours writing from scratch. Use AI to take a single long-form video or podcast transcript and "chop" it into 30 short-form videos, blogs, and newsletters. This "multi-touch" approach ensures you are seen on every platform—from LinkedIn newsletters to YouTube—without doubling your workload.Implement "Mother Ship" Landing Pages: Every piece of content should lead back to your "mothership"—your website. Use simple one-page landing pages with "opt-ins" like free classes or case studies to capture lead information. Even if they don't buy immediately, you've captured the data necessary for future marketing.The "Jab, Jab, Jab, Right Hook" Philosophy: Most investors fail at raising capital because they only reach out when they are desperate for a deal. Instead, provide value through "edutainment"—sharing case studies, industry articles, and networking updates. By giving 75% of the time, your "ask" for funding will feel like a natural opportunity for your investors rather than a cold pitch.Conclusion: Take Action Before the "Fade"Don't let your business fade away like a character in a movie. If you aren't growing your database, you aren't growing your income. Start by exporting your contacts from LinkedIn or your calendar service and moving them into a dedicated CRM. Remember, email still provides the highest ROI in marketing—returning roughly $44 for every $1 spent. Stop being a "secret agent" and start sharing your journey consistently.Watch the Original Video of this Episode HERE!Book a Call With Scott HERE!Sign up for the next FREE One-Day Note Class HERE!Sign up for the WCN Membership HERE!Sign up for the next Note Buying For Dummies Workshop HERE!Love the show? Subscribe, rate, review, and share!Here's How »Join the Note Closers Show community today:WeCloseNotes.comThe Note Closers Show FacebookThe Note Closers Show TwitterScott Carson LinkedInThe Note Closers Show YouTubeThe Note Closers Show VimeoThe Note Closers Show InstagramWe Close Notes Pinterest

In this episode, Zach Golden breaks down what OpnGovIQ really is — and why contractors who don't understand the difference between basic AI tools and a full federal CRM pipeline are already falling behind. Zach explains how OpnGovIQ's built-in agents can handle everything from capability statements to proposal timelines, FAR-based compliance questions, and even SAM.gov guidance, making it an all-in-one advantage for federal contractors moving fast. The conversation then shifts into one of the hottest opportunities in GovCon right now: AI companies entering the federal space. Zach shares why AI demand is exploding, why agencies "perk up" instantly when governance and security layers are mentioned, and why the real key is differentiation and building complementary teams — not chasing every lead at once. The contractors who position correctly now will dominate later. Key Takeaways: OpnGovIQ combines AI proposal agents + a full CRM pipeline for end-to-end federal capture AI GovCon isn't "too saturated" — the demand is so high agencies can't ignore it The winners will be firms with clear differentiators + complementary AI partnerships If you want to learn more about the community and to join the webinars go to: https://federalhelpcenter.com/  Website: https://govcongiants.org/  Connect with Encore Funding: http://govcongiants.org/funding

In this episode of the Millionaire Car Salesman Podcast, Sean V. Bradley and LA Williams go straight to the questions dealers and salespeople are asking right now, the ones that sit at the intersection of pressure, change, and opportunity in today's automotive market! "You should treat the community like it's your home; immerse yourself and engage." - Sean V. Bradley This isn't a scripted interview or surface-level trend talk. It's a fast-moving, real conversation that jumps from modern sales challenges to the bigger shifts reshaping how dealerships operate, compete, and win. Sean and LA unpack what's working, what's outdated, and what too many people are still overlooking as technology, expectations, and buyer behavior continue to evolve. "Get your inventory on your personal website and take ownership of your sales branding." - LA Williams Along the way, they touch on mindset, efficiency, pay plans, leadership influence, and the growing role of tools like AI… not as hype, but as leverage when used the right way. The episode blends practical perspective with forward-looking insight, giving listeners plenty to think about without handing them a one-size-fits-all answer! "If you're not learning and embracing artificial intelligence...you're going to get left in the dust." - Sean V. Bradley If you're trying to stay relevant, productive, and profitable in an industry that's changing fast, this episode will challenge how you think about selling cars today, and what it really takes to succeed moving forward.   Key Takeaways: ✅ Maximizing pay plans and manufacturer incentives can significantly increase income for car sales professionals. ✅ The integration of AI in sales does not account for declining sales; rather, it's a lack of skill development and adaptation to current industry trends. ✅ Successful car sales stem from leveraging all eight potential sales channels, such as referrals, service conversions, and community engagement. ✅ Understanding dealership inventory integration on personal sales websites requires management approval, but greatly aids in personal branding and sales. ✅ Effective communication and immersion in the community are invaluable tools for expanding a sales pipeline and enhancing customer relationships.   About Sean V. Bradley Sean V. Bradley is an accomplished expert in automotive sales training with nearly 30 years of experience in the industry. He is the President of Dealer Synergy, a renowned company that provides comprehensive training, consulting, and marketing solutions to automotive dealers. Sean is also the creator of the Millionaire Car Salesman podcast, where he shares insights on improving sales team performance, leadership issues, and industry trends. About LA Williams Known as "The Blind Master," LA Williams is the Vice President of Dealer Synergy. Despite his visual impairment, LA has excelled in the automotive industry, demonstrating remarkable leadership and communication skills. He is a prolific speaker, trainer, and co-host of the Millionaire Car Salesman podcast, where he brings a unique perspective to the world of automotive sales. Don't miss out on LA's NADA Session on Feb. 5th at 12:30 PM PST in Las Vegas!     Maximizing Automotive Sales in the AI Era: Insights and Strategies Key Takeaways Embrace AI tools and technologies to stay competitive and avoid being left behind. Understand the diverse methods of prospecting in car sales to maximize revenue and customer engagement. Leverage community involvement and personal branding to enhance sales performance and dealership reputation. Navigating the Evolution of AI in Car Sales In the automotive industry, artificial intelligence is not just the future; it's the present. From providers like ChatGPT to Google's Gemini, AI tools are transforming how dealerships operate. As Sean V. Bradley succinctly states, "If you're not learning and embracing artificial intelligence… you're going to get left in the dust." This sentiment recognizes the rapid pace at which technology is evolving and the necessity for dealerships to adapt. Artificial intelligence is influencing customer interactions through advanced chat systems and data analytics. Dealers who optimize these technologies can provide more personalized customer experiences. Bradley further emphasizes the integration of AI by pointing out that, "AI is not the reason why we're selling more or selling less. It's about understanding the market." Dealers should harness AI to complement their skills rather than fearing displacement by it. The broader implication is the need for continuous learning and adaptation, ensuring that AI becomes a tool for empowerment rather than a hurdle. The Importance of Working Your Pay Plan A recurring theme in the podcast transcript is the critical importance of understanding and maximizing one's pay plan. This topic is brought to light by a participant, who struggles with an imbalanced work-pay dynamic, noting, "sold multiple warranties for 7k…[but] don't get paid on back end." This statement highlights a widespread issue where salespeople may not fully understand the intricacies of their compensation structures. Bradley advises any salesperson to meticulously analyze their pay plan to identify areas for increased earnings. He stresses, "You should understand how to max your commissions, how to max your pay plan." Emphasizing that this knowledge enables automotive sales professionals to optimize their strategies, enhance job satisfaction, and boost financial outcomes. Moreover, a deeper understanding of one's pay structure can lead to a more strategic approach in managing sales, encouraging salespeople and their managers to scrutinize and potentially renegotiate their pay plans for better alignment with personal and organizational goals. Community Engagement and Personal Branding Building a personal brand and engaging with the community are emphasized strategies for sustained success in the car sales industry. "If you want the community to support you, you've got to support the community," Bradley advises. Creating a personal website, as mentioned in the transcript, can be a powerful tool for salespeople to set themselves apart. This strategy allows salespeople to showcase their unique value propositions and facilitate a more direct connection with potential clients. Moreover, participating in local events and initiatives is a crucial method for prospecting and brand strengthening. Bradley suggests activities such as getting involved in school sports or charity events, stating, "The more that you get involved in the community, you could prospect a couple of things." This involvement not only fosters goodwill but also positions the salesperson as a trusted figure in their community, enhancing their reputation and expanding their network of potential buyers. The broader implication here is that personal branding, combined with community involvement, leads to increased trust, stronger relationships, and sustained business growth. Looking Ahead: Strategies for Success With technology transforming rapidly, it's incumbent upon automotive sales professionals to adapt and thrive. There is a recurring theme within this discourse: the need to balance traditional sales skills with modern technological advancements. By understanding and strategically utilizing AI and digital tools, professionals ensure they stay ahead of the curve. Mastering the complexities of pay plans and optimizing strategic approaches, dealerships, and their sales teams can achieve peak efficiency and satisfaction. Community engagement and personal branding are vital to creating a strong local presence, ensuring that when customers consider their next purchase, your name is the first that comes to mind. The insights and strategies discussed emphasize the necessity for adaptability, continuous learning, and strategic foresight in the ever-evolving realm of car sales. This journey requires commitment and intentionality, paving the way for both individual and organizational success in the competitive automotive landscape.       Resources + Our Proud Sponsors:   ➼ The Millionaire Car Salesman Facebook Group: Join the #1 Automotive Sales Mastermind Facebook Group with over 29,000 automotive professionals worldwide. The Millionaire Car Salesman Facebook Group is the go-to community for car salespeople, BDC agents, sales managers, general managers, and dealer principals looking to increase performance, income, and leadership skills. Inside the group, members collaborate daily on automotive sales strategies, lead handling, phone scripts, closing techniques, CRM best practices, dealership leadership, and accountability systems. Learn directly from top automotive trainers, industry mentors, and high-performing sales leaders who are actively winning in today's market. If you're serious about growing your automotive career, increasing car sales, and building long-term success, join The Millionaire Car Salesman Facebook Group today! ➼ Dealer Synergy: Dealer Synergy is the automotive industry's #1 Sales Training, Consulting, and Accountability Firm, with over 20 years of proven dealership success nationwide. We specialize in helping car dealerships increase sales, improve processes, and build high-performing Sales, Internet, and BDC departments from the ground up. Our expertise includes automotive phone scripts, rebuttals, CRM action plans, lead handling strategies, BDC workflows, Internet sales processes, management training, and accountability systems. Dealer Synergy partners directly with dealership leadership to align people, process, and technology, ensuring consistent results and scalable growth. From independent dealers to large dealer groups and OEM partnerships, Dealer Synergy delivers measurable performance improvements, stronger teams, and sustainable profitability. ➼ Bradley On Demand: Bradley On Demand is the automotive industry's most advanced interactive training, tracking, testing, and certification platform for car dealerships — built to develop top-performing teams across Sales, Internet Sales, BDC, CRM, Phone Skills, Leadership, and Management. In addition to LIVE virtual automotive training classes and a library of 9,000+ on-demand dealership training modules, Bradley On Demand now includes AI Phone Roleplaying and Coaching to help salespeople and BDC agents practice real dealership conversations before they ever get on the phone with customers. This AI-powered roleplay technology strengthens phone scripts, objection handling, appointment setting, lead follow-up, and closing skills, while providing measurable coaching feedback for continuous improvement. Bradley On Demand empowers dealerships to train faster, coach smarter, improve call performance, increase closing ratios, and sell more cars more profitably — all through structured, trackable, modern automotive training.  

Considering the plans of cross border investors in U.S. real estate can help us get a more worldly perspective to make informed decisions. On this episode of America's Commercial Real Estate Show host and active broker Michael Bull, CCIM and AFIRE CEO Gunnar Branson share thoughts on the results of the latest AFIRE international investor survey. Discussions include foreign investors' transaction plans including top markets, sectors and the factors impacted decisions.    AFIRE International Investor Survey: February 2026 Report   TCN Worldwide Real Estate Services - A global network of over 1,500 leading commercial real estate professionals delivering integrated, expert sales, leasing, management and consulting services across 200 U.S. and global markets. https://www.tcnworldwide.com/ Buildout - Aconnected software platform built for commercial real estate brokerages—combining CRM, marketing, data, and back-office automation. https://www.buildout.com Bull Realty, TCN Worldwide - Commercial Real Estate Asset & Occupancy Solutions in Atlanta and throughout the Southeast U.S. 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/  

What do you do when a real estate deal has over $600,000 in liens, squatters, mental health issues, tax problems, and everyone says it's impossible? In this powerful episode of the Get Creative Podcast, host Justin Tuminowski sits down with Eric Brakken and Mike Lauer, two creative real estate investors who tackled one of the messiest deals you'll ever hear—and turned it into a six-figure profit.

In this episode, Molly explains why law firm leaders stay stuck in micromanagement and burnout — not because teams don't care, but because unclear communication, missing structure, and lack of training cause breakdowns. She shares a five-reason framework that replaces blame with clarity and shows how systems, deadlines, and accountability turn admin teams into true operational partners. Key Takeaways: Micromanagement fades when leaders replace assumptions with clear, consistent communication and defined processes. Most performance issues trace back to five fixable gaps: unclear expectations, missing skills, absent deadlines, low motivation, or hidden blockers. Structured, face-to-face (or Zoom) meetings create alignment, accountability, and shared ownership of outcomes. CRM and project management tools turn vague conversations into trackable actions with real deadlines. A culture rooted in curiosity—not blame—drives stronger problem-solving, trust, and team cohesion. Quote for the Show: "Telling your employees about this framework turns it into a problem-solving conversation instead of blame, finger-pointing, and drama." - Molly Mcgrath   Links: Join our upcoming masterclass: https://thelawfirmleader.com/ Website: https://hiringandempowering.com/ Facebook: https://www.facebook.com/hiringandempowering Instagram: https://www.instagram.com/hiringandempowering LinkedIn: https://www.linkedin.com/company/hiring&empoweringsolutions/ The Law Firm Admin Bootcamp + Academy™ : https://www.lawfirmadminbootcamp.com/ Get Fix My Boss Book: https://amzn.to/3PCeEhk   Ways to Tune In: Amazon Music - https://www.amazon.com/Hiring-and-Empowering-Solutions/dp/B08JJSLJ7N Apple Podcast - https://podcasts.apple.com/us/podcast/hiring-and-empowering-solutions/id1460184599 Spotify - https://open.spotify.com/show/3oIfsDDnEDDkcumTCygHDH Stitcher - https://www.stitcher.com/show/hiring-and-empowering-solutions YouTube - https://youtu.be/WyjEXcqORZE 

In this episode of the Modern Direct Seller Podcast, we're diving into text marketing and how it can transform the way you connect with customers and grow your business. You'll learn permission-based strategies for using text marketing to build genuine relationships at scale, from weekly text clubs to automated customer care sequences and local marketing. Whether you're already using text marketing or just getting started, this episode is packed with actionable ideas to help you save time, increase engagement, and drive more sales.Looking to integrate text marketing with your website and CRM? Project Broadcast works seamlessly with Oh My Hi Plus to automate customer follow-up, nurture leads, and keep your business running in the background. Ready for the exact wording on text-only bundle parties and customer care sequences? All of that is waiting for you inside the Modern Direct Seller Academy.Time-Based Notes:03:01 - About Text Marketing06:32 - Permission-Based Text Marketing Strategy09:21 - Weekly Text Club Implementation11:07 - Text-Only Experience Strategy14:05 - Customer Care Sequence Automation16:02 - Local Marketing and Just-in-Time Sales18:02 - Customer Surveys and Preference Updates20:18 - Relationship Building and Team DevelopmentShow sponsored by CinchShare: The number one most trusted social media scheduling tool for direct sellers. Start your 60 day trial today with coupon code KEYBOARD60 and spend less time posting and more time socializing!Get the full show notes at https://moderndirectseller.com/episode275

De $230.000 a más de $1.000.000 USD en ventas anuales en solo un año, en una industria saturada de guerra de precios. ¿Cómo lo hizo? En este episodio conversamos con Luis Puche, experto en ventas B2B en la industria de los impresos, quien nos revela cómo transformó por completo su carrera comercial aplicando el método Máquina de Ventas.

I love conversations that remind you who you are before the world told you who to be. In this episode, I sit down with Cynthia Garcia, Founder of Rewritten Beauty, to talk about what it's really like to start over in your 40s, the ego deaths that come with reinvention, and the fear that shows up when you leave what you're known for to answer a deeper calling. Cynthia shares the emotional reality of launching a physical product brand, the pressure of having more to lose later in life, and why an “easy” life can quietly drain your sense of purpose. Tune in to know the difference between a personal brand and a living brand, how to create a category of one, and why people buy who you've become.  Check out our Sponsors: Northwest Registered Agent - Don't wait, protect your privacy, build your brand and get your complete business identity in just 10 clicks and 10 minutes! Visit https://www.northwestregisteredagent.com/EarnFree Shopify - Try the ecommerce platform I trust for Glōci, Sign up for your $1/month trial period at http://Shopify.com/happy Brevo - the all-in-one marketing and CRM platform built to help you connect with customers, boost engagement, and grow your business smarter. Get started for free today, or use code HAPPY50 to save 50% on Starter and Standard Plans for the first three months of an annual subscription. Just head to http://www.brevo.com/happy Working Genius - If you're a CEO, an entrepreneur, or anyone who wants to level up, Working Genius helps you drop the shame around your weaknesses and focus on what you naturally do best. Take the Working Genius assessment and get 20% off with code EARN at http://workinggenius.com Indeed - Spend less time searching, and more time actually interviewing candidates who check all your boxes. Indeed is giving Earn Your Happy listeners a $75 SPONSORED JOB CREDIT to help get your job the premium status it deserves. Just go to http://Indeed.com/podcast right now and support our show by saying you heard about Indeed on Earn Your Happy. HIGHLIGHTS 00:00 How I discovered Cynthia through trusted referrals. 03:30 The eighth grade moment that rewired Cynthia's destiny. 10:00 The rage that sparked Cynthia's skincare brand at 40. 12:30 Why women are told it's “all downhill” after midlife. 18:15 The discomfort of starting over after mastery. 21:30 The reality of physical products and pivots. 27:45 Why does risk feel different in your 40s than in your 20s? 29:00 How an “easy life” creates anxiety and depression. 31:45 How trauma can build entrepreneurial resilience. 37:00 How Cynthia decided to commit despite fear. 42:00 Why ego deaths are part of becoming who you're meant to be. 49:00 Why women feel they must win on the first try. 52:00 What's the difference between personal brand vs. living brand? 56:30 Why people buy proximity to proof. 01:00:00 Why sameness makes you invisible. 01:05:30 The products that get rid of your zombie cells.   RESOURCES Listen to Cynthia's FREE audiobook “Undeniable” HERE! Shop Cynthia's skincare line Rewritten HERE! Apply for the Elite Entrepreneur Mastermind HERE! Get on the waitlist for Mentor Collective Mastermind HERE! Try glōci for 40% off your first order with code HAPPY at checkout - head to getgloci.com FOLLOW Follow me: @loriharder Follow glōci: @getgloci Follow Cynthia: @iamcynthiagarcia

Richard McGirr records an emergency solo episode explaining why 2026 will be the year AI agents fundamentally change how real estate businesses operate. He introduces OpenClaw, an open-source AI agent framework, and explains how agents differ from chat tools by having memory, tool access, and the ability to run autonomous workflows. Richard shares real examples from his own business, including tracking legal document revisions, generating daily sales intelligence across CRM, email, and calls, and replacing repetitive VA-style reporting with automated agent summaries. He also warns extensively about the security risks of agent tools, outlining why strict permissions and safeguards are essential before deploying them in a live business environment. The episode closes with a look at how AI agents could soon assist with capital raising, webinar sourcing, and outreach, while stressing that this technology is still best suited for highly technical users — for now. Book your free demo today at bill.com/bestever and get a $100 Amazon gift card. Visit ⁠www.tribevestisc.com⁠ for more info. Try QUO for free PLUS get 20% off your first 6 months when you go to quo.com/BESTEVER  Join us at Best Ever Conference 2026! Find more info at: https://www.besteverconference.com/  Join the Best Ever Community  The Best Ever Community is live and growing - and we want serious commercial real estate investors like you inside. It's free to join, but you must apply and meet the criteria.  Connect with top operators, LPs, GPs, and more, get real insights, and be part of a curated network built to help you grow. Apply now at⁠ ⁠⁠⁠www.bestevercommunity.com⁠⁠ Podcast production done by⁠ ⁠Outlier Audio⁠ Learn more about your ad choices. Visit megaphone.fm/adchoices

https://theexposuretriangle.com/  - Mentorship and Mastermind Group is now open for enrollment - grab a seat before they are gone In this episode of the Shifting Focus podcast, John Bunn sits down with Angela Shea, founder of Social Templates, to unpack how Instagram is really working heading into 2026. They talk burnout, mental health, authenticity, Reels, SEO, trial Reels, and how creatives can build consistency without letting social media run their lives. This is a practical, honest conversation about making Instagram part of your workflow, not the thing that drains it. Try Social Templates free for your first month - http://socialtemplates.co/johnbunn  Promo code: JOHNBUNN

Tim Martinez, Value Creation, Strategic, and Exit & Succession Planning Advisor—also known as “The Inside Man”—is on a mission to empower entrepreneurs and make the world a better place with his philosophy of “No entrepreneur left behind.”  In this episode, Tim shares how he evolved from starting small businesses as a teenager to advising founders on high-stakes growth and exit decisions. We explore Tim's 3 Exits Framework, which breaks exit planning into three critical phases: Mental Exit (separating identity from the business), Role Exit (building leadership and succession so the business can run without the owner), and Technical Exit (valuation, deal structure, and the formal sale process). Tim also explains why AI is accelerating business disruption, why minimalism is a competitive advantage, and what keeps so many businesses stuck at the $3M revenue ceiling. — 3 Ways to Exit Your Business with Tim Martinez Good day, dear listeners. Steve Preda here, the Founder of the Summit OS Group. And I have as my guest today Tim Martinez, who is a Value Creation, Strategic, and Exit & Succession Planning Advisor, also known as “The Inside Man.” Tim also has a successful Substack with lots of followers, which has a similar title, Inside Man. He's also built his own ChatGPT API, so he's running with the times. Tim, welcome to the show.  Thanks, Steve. Great to be here.  Finally, we have someone who is ahead of the curve on AI and the technological evolution that's part of this new industry revolution. So let’s start with my favorite question. What is your personal ‘Why’ and how are you manifesting it in your practice and in your business?  Yeah. My personal ‘Why’ is to make the world a better place and to empower entrepreneurs. “No entrepreneur left behind” has kind of been my motto. Since I was a kid—I started businesses very young, like 15 or 16—people would ask me, “How are you doing this?” And I would help however I could. And it was just always felt really good to help my fellow entrepreneurs, whether I was helping them in a small way or a big way. And there's nothing better than seeing some of the advice you're able to give someone actually get implemented.Share on X Then you see them go, “Wow, oh my gosh, this is great.” And again, sometimes it’s small, sometimes it’s big. But I believe entrepreneurs rule the world, and I do my part every day—whether it's writing my Substack, jumping on podcasts, or writing books. I'm always here just to share what I've learned, because I think that’s what makes the world go round.  Well, you have a boundless energy, because you are writing books, you are writing your blog, you are doing these podcasts. Then you also have to gather the information, right? You have to work with clients—otherwise there's no raw material. That is very impressive. So what took you to this point? How did you evolve? I mean, you started at 15, but surely you were not coaching or consulting people at 15.  Yeah, so I probably spent about 10 years just starting small businesses. I had the lemonade stand, then a coffee business and a silk-screen business. I had a DJ business, a retail store, a marketing and advertising agency, a small one, but I was able to sell it. And I got lucky and sold a couple of these small businesses. I built websites, built apps—I mean, anything you can do to make a buck. I was just kind of hustling and figuring it out on my own. And at a certain point in time, maybe like 10 years later, someone asked me to help them write their business plan. It was the first time I thought, “Huh, someone wants to pay me to help them write a business plan. That sounds interesting.” Okay. And I had written all of my own business plans for 10 years. I used to go to SCORE—the Senior Corps of Retired Executives, a division of the SBA—and they would consult for free. They still do, by the way. And I always said my long-term goal was to be an old advisor at SCORE, because they helped me so much when I was a kid.Share on X So I charged money for my first business plan. That person was able to raise money from their uncle. Then they said, “Well, hey, we got this money. What do we do now?” So I said, “Well, I think I can charge you. I think this is called consulting. Maybe I'll just charge you to help execute your business plan.” It was a small business, and I went to Barnes & Noble and bought a book that was like this big—How to Start a Consulting Business. I just sat there and highlighted the whole thing. It had CD-ROM forms in the back. I knew nothing about consulting. And probably for the next handful of years, I just focused on writing business plans and helping people. That's kind of what got me into consulting and working with bigger businesses. It really started with business plans and small businesses.Share on X  Yeah. I mean, business plans are great because you are envisioning the future of the business, crunching the numbers—what's going to happen with your top line, bottom line, costs, overhead, margins—and essentially it helps you visualize the skeleton of the business. Then you can put the meat on the bone, kind of thing.  Yeah. And I had worked on hundreds of business plans, and  pitch decks, financial models, and market research. That documentation aspect of a business, I had spent a good, let's say, 10 years working very heavily with clients as an analyst in consulting firms. And that’s really what got me into the game and got me into bigger and bigger businesses, because I got very good at doing that with no formal training—and we didn't really have what the internet is today. I remember going to the downtown library in Los Angeles, finding articles, and taking scanned copies of them. That’s how we did our market research. And business plans used to be like a dictionary. The SBA would require business plans to meet all these requirements, so we ended up with huge business plans. Now people want a one-pager, maybe a 10-slide deck, and call it a day. Where I got my chops was from understanding every imaginable nuance of every business in all verticals. I worked around the world with businesses, and I guess I was in the right place at the right time for it.Share on X  Yeah, that’s very humble. So one of the things that you do is you help people prepare for exit, and you came up with this framework called The 3 Exits Framework. I thought it was fascinating to think about exits from different perspectives and to have different mental models for them. How did you come up with this, and can you explain to the audience what it looks like, how it works, and how it helps entrepreneurs? Yeah. And it’s important to note that I started my career starting businesses, helping people get the start. And as I got older, the businesses I worked with were also getting older. And as I got a little more gray hair and a few more wrinkles, people would take me more seriously at the later stages of the business, when they maybe wouldn’t take me so seriously when I was in my early twenties. So my business had evolved from starting to growing and then eventually to exiting, and that’s where most of my clients are now. What I’ve discovered is most people enter the exit planning conversation at the very end, asking, “What is my business worth? Who wants to buy it?” Needing a business valuation is the most common first question: “Whoa, what's it worth?” But after working with a handful of companies through this whole exit process, you start to realize that there’s far more than just the numbers. The 3 Exits Framework says there are three exits that need to occur before you're out and on your yacht, sailing into the sunset.Share on X The first exit is the mental exit, which we can talk about at length. It's your role—your identity in the business. Who am I if I'm not the CEO? What am I going to do with my time if I'm not running this business? Who am I if people can't come to me with their every burning question? It’s this piece, it’s so important. And a lot of people don’t want to give up control. They don’t even know they’re control freaks, which I'll call them for lack of a better term. But they don’t even know that they are that. You have to help them through that.  The second exit is really your role exit, because eventually someone needs to run this business in your absence. The whole tenant of selling a business is that you're not going to be in it. You might have earnouts or some transitional involvement, but eventually, you will not run this business. So you have to replicate yourself. Most people say, “I've tried, but it hasn't worked.” Well, you know what? Now’s the time for this to work. It's time to build SOPs, standards of excellence, and get someone who could be better than you ever were in that seat. So that role exit is a big part, and that would be true succession. The other part of that is it’s not just the CEO or the owner. A lot of times it’s them and they’re number one, or they’re number two, or number three, because in many cases those people also have equity and ownership in the companies in some cases. So we need to get succession in line for multiple roles.  And then the third exit is your technical exit. It’s the one piece everyone feels like they start with that is your valuation, getting your documentation together, running a formal auction process, making sure that you’re looking at multiple buyers, whether strategic or financial. And just running a very thorough, formal process that’s going to get you the highest valuation possible. And structuring a deal that there’s going to be a little bit of give and take. Most deals die because of misaligned expectations. And they’re usually misaligned expectations on that final exit. So when you put those three things together and someone says, I want to sell my business, or we're thinking about exiting in the next couple years, I just start first with the identity part.Share on X Yeah. And people underestimate the significance of that. It can sound touchy-feely and like an afterthought in most cases. And people think that just by earning a sack of money, their life will be solved and all problems will disappear. But actually, problems exist at all levels. Elon Musk probably has more problems than most listeners here.  Sure.  So, it's not going to solve your problems, and identity is huge. I talk to people—I was also an M&A advisor for over 10 years, sold many businesses, visited former clients, and went out on their boats on the lake. Often, that was the one time they actually used the boat, because they didn't really need it. They thought they did, but they didn't. Next time, the engine wouldn't start, or the boat was full of water. Or they'd go out on the golf course, meet new people, and ask, “Who are they?” It turned out they were just retired rich people—not interesting entrepreneurs or CEO. That's a huge change. And with the Great Wealth Transfer and the aging Baby Boomer population, there's a statistic that says 50% of business owners are forced into an exit—meaning there’s some life event that occurs that says you now need to sell your business and get out. And you and I both know that if you’re forced to an exit, you’re going to be taking a major discount. But those forces can happen when you have a heart attack, or someone in your family has a health issue, or your grandkids and everybody moves multiple states and you want to go with them. All these things happen. So our recommendation is just start having the conversation now.  Yeah. And so I think it's a little bit like saving for retirement. A lot of people keep putting it off, and eventually there's no time left to do it, and then they’re in trouble. So how do you even raise awareness with people about this? How do you work with them to prepare this? Can you actually raise awareness and make them feel this is a real issue? How do you raise awareness?  Well, I have my blog, and that’s probably where I do most of my conversations. I wrote about the 3 Exits Framework. Any chance I get to speak, I always use it to raise awareness around the subject. In my consulting practice, I work with a handful of consulting firms and investment banks. Anytime I get pulled into a conversation about exit planning, I usually just pause for a second and just talk about their life goals.Share on X Like, what do you really want this exit to do for you? Because there are so many things you can do and a million ways to do it. So, what do you really want this exit to mean for you? Also, remember, Uncle Sam is going to take his cut—so not everyone gets the biggest check possible. Usually, what we hear is people say, “I'm just so exhausted. I don't have anything left in me for this thing, and anything I can get for it, I'd be happy to take, as long as it means I don't have to put out every single fire.” And this usually happens because they didn't build good systems to remove themselves from the business.  Otherwise, they would've been the chairman, and just meeting with their CEO, who's running the business. That’s usually not the case with these owner-operator businesses. And that doesn't mean they're small, by the way. I mean, they could be running a $50 million business and still the choke point where everything has to run through them and they’re just exhausted and burnt out.  Do you think that this AI revolution is going to change things? Is it going to make more people exit-ready because it's easier to create systems?  Perhaps. Yeah, I think it's helping the service provider world be more efficient. In my world as a management consultant, I'm 10 times more efficient. I’m sure you’re 10 times more efficient with tools like the one we’re using here, and it just helps us speed things up. I've noticed people use it as a thought partner, as a psychiatrist, even as a best friend. I've seen people go into deep dialogue like, “Should I sell my business? Give me five factors.” The ones who are aware of this are using it fully. The people who aren't are a little behind the times. And then from an operational standpoint, yeah, I mean with the bots and all the many things you could put in your business to make you more efficient, but that doesn’t apply to everybody. I would say there’s going to be a 10 to 20% group of people that are already on it, making it work for them, and then there are the laggards who will probably never touch it.  Or is it that—okay, maybe we can be more efficient with AI, but we'll have the appetite to do more, and there will be more complexity? Some things we'll simplify, but we'll create other complexities that replace the previous ones. What do you think about it?  Yes. So businesses typically have cycles. There's usually a five- to seven-year cycle where a business hits its peak, and then it starts to trend down. And they usually have some level of innovation that has to reoccur for it to hit another up cycle, and then there will be a down cycle and so on and so forth. So it's always like an up slope after an up slope. When you've been in business for 30 or 40 years, you've gone through multiple rounds of these cycles—three or four rounds of those cycles. What I’m hearing right now is business owners that are, let’s say, at retirement age, they’re saying, “I don't know if I have what it takes to go through this AI cycle. Maybe I had what it took to make it through the eighties, nineties, and two thousands, but now we're in 2026. I’m not sure I’m equipped, or my team who’s also very senior, they don’t feel like they have what it takes to get through that next cycle without hiring young talent. But even then, they don’t really understand what they’re talking about. So there’s this gap. And again, I’m hearing it more and more of people saying, I think now’s the time to get out and let some other company that has gas in the tank, vision, and capacity to come in and do that thing.  Yeah, that's interesting. Do you think a multiple-AI–enabled company versus a post-AI company is going to be markedly different?  Maybe. Because it all comes down to revenue—it comes down to the revenue story. I'll give you a perfect example. You have a very profitable company, but they're using an old CRM. A new company comes in and says, “Hey, you're already profitable. If we buy you and put in a new CRM, maybe we could be even more profitable.” That’s cool. So we don’t really need you to put in all the tech. We’ll come in and do all that, and then we’ll get the upside on that. Just as long as you’re profitable, as long as you’re profitable, yet you don’t have major client concentration, your business has all the components. A new company with new vision could come in. That would largely be a strategic buyer. The PE buyer, the financial buyer, most likely is going to want to inject capital into your business so you can go and reinvest, and build new tech, or become a platform, whatever you’re going to be. But that would be a different arrangement. So it's basically a numbers issue. It doesn't matter your technological evolution. And maybe it’s even worse if you've already implemented AI and that only allows you to make five million dollars—there's less upside for the buyer.  Yeah. The bigger concern is: Is your industry at risk because of AI? Is your particular business at risk? And that's why I think people need to adopt it—so they can say, “No, we're not at risk. We've adopted it, we're applying it in whatever fashion we're doing it, and we're going to see the results.” We've already seen a major downswing in a handful of industries because of AI. I mean, advertising agencies are getting hit really hard. People used to be able to charge for writing press releases, to write blogs, to write social, to do video editing on social media. A lot of that's gone, so the bottom tier of those agencies is just gone—there's no need for them anymore.  Do you see people proactively working on making themselves AI-resilient? Everyone knows that they need to do it. Nobody is unaware that today, it’s like websites. There was a time when everyone knew they needed a website. They just didn’t really know how they were going to build it or who was going to build it. They knew it was going to be expensive. It’s kind of where we’re at right now. Everybody knows they need AI. They’re just not exactly sure how they need AI, what it can actually, literally do for them.I think for some people, that big dream that it was going to do everything quickly got taken off the tableShare on X and they say, okay, we could do this much, but even this much is make me very effective.  But it’s just not going to do everything. Like, I still need an accountant. I still need an account manager. I still need someone to do these things, but maybe I don’t need as many people as I once did. So we’re seeing kind of some leveling off there. But I would say largely most people don’t know what AI can do for them, and they’re not really prepared to make those investments. We have a client right now that just made a half million dollar investment into an RFP tool that’s going to help them move faster than their competitors, submit more on RFPs, build everything out in a very complicated way, but they’re making a half million dollar investment. How many companies out there are saying, let’s go, give me the invoice. I’m ready to roll. There’s still a lot of pause there.  What you're describing feels more like a defensive play—okay, we know AI is coming, so we have to implement some AI tools. But I’m thinking more about the big picture. Is my industry going to be disrupted by AI? And how do I pivot my business before I lose momentum, so I become like Netflix—going from a video rental company to a streaming company? Yep.  Do you see companies rethinking their business model?  I think from what I’ve seen, people are rethinking everything—top to bottom. Because you have to start with labor. That’s usually where people start. “AI can do all these things—do I need less talent on the deck?” And if I do, then what can AI do so I don’t have such heavy overhead? Because overhead is also liability, and it has this employment risk behind it. So if you can go from a thousand staff to 800 or 750, great, let’s do it—why wouldn't you do it? Most people are saying, “Let's figure that part out first.” The next thing is the industry disruption, which is what’s our competitors doing to service clients better, manufacture faster, or do things cheaper, so then we’re not left in the dust. So from a production standpoint, we need to figure this out quickly. What I'd say—what I do—is, as an analyst, as a consultant and advisor coming in, that's why I built my AI. I built my AI to fire myself. I basically said, “What I used to do as a management consultant is now irrelevant, because AI is better than me.” So let me just build the digital me and not worry about that side of my business anymore. So I just don’t worry about that anymore. I don’t even really take on assignments that I used to, because AI can do it better and faster. Now, if you want to hire me and allow me to use my AI tool to handle the technical work, I'm more than happy to do that. But I'll tell you firsthand—save your money.  So you're giving it away, or are you selling it?  Yeah, it's free. It's free. It's on ChatGPT. What people can’t do is sit down and have an honest, sincere conversation and ask them the hard questions and challenge them. That's where AI still lacks the human component. I can take a client and say, “Hey, let's hang out. Let's get lunch. Let's go play golf. Let's bring in your kids. Let's talk to your kids. Let's talk about the family dynamic.” Let’s just have a sincere conversation. Let me hold space and create a forum where I can hear people. And that human component is the only thing that I’m worried, like I’m working on now. I'm out of the technical side, because that part of my job is gone.  So fascinating. So does it mean you have to be more of a social animal?  I think so. If you're not going to be a social animal and you're just going to sit at your desk, you should probably be building software using tools like Replit, n8n, or any of these different software tools and just go all in.Share on X But the way we used to do it—you probably see this on LinkedIn, with all the bots on LinkedIn, it’s not what it used to be. It used to be a place where you had a handful of connections and actually met people. Now it’s just so overrun with the bots. It’s like I don’t even want to accept connections anymore. I'd much rather have a conversation like this. To me, this is the future.  Yeah. But maybe we connected originally through LinkedIn. I don’t know where, how we connected, but we may have have connected through a bot—actually.  It’s possible.  Yeah.  It’s possible. But I'll tell you, I connect with maybe one or two percent of people now. Previously, because I didn't get so many inbound inquiries, I would connect with more, because I felt like there was a sincere person on the other end. Now, I really don't know. I've become very skeptical.  Yeah, I'm with you. Let's switch gears, because our time is running out. And there are a couple of things that in our pre-interview you talked about, and one was minimalism. Yeah.  What is minimalism? How do you do it? And what’s a low-hanging way to start to become a minimalist?  It's kind of like that first-principles idea of what really matters. It’s essentialism. It’s kind of getting down to the one thing, that was my recent blog, if there was only one thing you could do this year, but it would make all the difference, what would it be? And anything that gets in the way of that one thing is just noise. For me, minimalism is really about reduction, and kind of getting rid, and being aware and cognizant of things that really shouldn't be on your desk, on your to-do list.Share on X And using AI tools and assistance to get rid of everything that’s low-level activity. If you think of a pyramid, at the very top is where the most value that you can add would be. But yet we spend all of our time, if this is a time pyramid, most of our time is spent at the bottom, the wide part that pretty much anyone can do. So we kind of got to invert the pyramid. To get there, you have to reduce and extract. To protect your time, you have to treat it as very precious and focus only on the most important thing at all times. It is a very hard thing for all professionals to do, and it’s always been a hard thing, but I just take it upon myself and say, okay, well, as a minimalist, I mean, if you were to come to my house and see how sparse my furniture is on purpose. How sparse my closet is on purpose. I’m trying to get rid of options. It's like Steve Jobs and the black turtleneck—if I have one less thing, because I can only make so many choices and decisions in a given day, let me spend my time on the things that are the most important and most impactful.Share on X And that’s not always, because it’s going to put millions of dollars in my bank account. Sometimes it’s just helps me sleep better at night. So I don’t need 50 clients. If I’m going to have 50 headaches. What if I just have five clients? And every one of those was one that I felt very good about, and that would allowed me to charge more. It allowed me to go deeper with them. It's that concept—then you're free to see where your scalable opportunities are. It's the story I told you about a monk who was carving away at this beautiful elephant. Someone walks up and asks, “How did you learn to do this, carving away this elephant in the stone? And he says, Oh, I just chip away everything that's not the elephant. So for me, I have to have a very clear picture of what the elephant is. I have to see the picture in my brain first—like what my life is, what I’m trying to build, how good of a dad I’m trying to be, how good of a husband I’m trying to be, how good of a business partner or a service provider, an advisor. This is my life’s work as a masterpiece, so let me just get rid of anything that doesn’t belong as part of that picture. So that, to me, is kind of how I would explain it. And my approach toward it is I just get rid of everything. It’s not about accumulation. I don't really need more information, because AI already has all the information. Anything I'm going to absorb, I have to be very intentional about—why am I reading it? I see all the books on your shelf. I could show you my bookshelf—tons of books, right? I feel like I've read them all. Am I going to learn anything new? I could also just go back to the books I've already read. I try to highlight them and stuff, but it's like, what more do I need at this point?  Yeah. So I’m wondering about this idea of a lifestyle business versus a growth business. Because what I see is that people who are building a lifestyle business, it’s easier for them to be a minimalist. Because you just do this most valuable thing. You don’t have to build the business. You don’t have to worry about necessarily all the other people, systems, and processes, or making sure of quality control. You just do your high-value work, and at the end of the day, you can put things down and relax. Whereas a growth business, it's different.  I would say with the clients that I have—some have thousands of employees, some have hundreds—I still encourage them to reduce and subtract. Even though they're in high-growth, highly scalable businesses, sometimes the conversation is: How many direct reports do you have, and why do you have that many direct reports? How are you delegating? How are you giving authority? How are you limiting all the inputs? Because a lot of it is noise in your given day. So how do I make your day a little more silent so you can have a little more peace to make better decisions while you run this highly scalable business? Just because you're scaling doesn't mean it needs to be pure chaos. That's what people think—they think, “Oh, if I scale, that means chaos.” I'm anti-chaos.  Okay. But let me ask you this: Two of the most successful entrepreneurs of our time are Elon Musk and Jensen Huang. Elon Musk runs six companies, so he's got a lot of direct reports and goes deep in each of them. And then Jensen Huang has, I don't know, 20, 30, or 40 direct reports—he basically has a million direct reports as well. And that actually allows them to be closer to decisions and make sure things don't go off the rails and their vision gets manifested. So that's what I'm kind of wondering—whether minimalism means you're going to, maybe the flip side is you have to accept less growth, or maybe not.  So I’ve met with a lot of entrepreneurs in my life. Not one of them has been Elon Musk. So I would say we’re looking at the median of entrepreneurs, the average entrepreneur. Those are the people I deal with. I’m not dealing with Elon Musk. I would love to, but I don’t have those types. I have the family-owned business who took it over from their dad and they’ve been running it for 50 years, and he has 250 employees, and he’s got pure chaos, and I’m getting the call to go in and try to sort him out. These are not always the highly sophisticated Steve Jobs types of the world. If you really take a look under the hood with Elon—I read his book and listened to the audiobook with my kids, so I'm very familiar with his story, because I've heard it twice now—what they don't really mention is all the heroes underneath Elon. He wouldn't be who he is without all the many heroes, all the systems, and the Six Sigma and other processes and procedures. That's not to say he doesn't take a deep analytical look at everything, but who are those heroes and what are the processes? I'm far more interested in hearing about his VP of Operations than about Elon. Because what has his VP of Operations worked out? What systems have they implemented that allow him to scale and build a Tesla? Or his COO, like, what do they have going on? Elon's a face. Elon's a madman. He creates all this momentum and chaos, and then he has teams of people behind him who make sense and order out of that chaos. That's why you have what you have with Tesla. If he were just Elon Chaos, without that, I don't believe he would be where he is. But he had people that wanted to get in line. He had a lot of people that wanted to get in line. They believed in his vision. He had huge visions, and it's very inspiring to get behind those visions. Then they say, “Okay, give me the ball. We'll create the infrastructure that allows this thing to take off.” So I'm far more interested in the infrastructure that allows for that scale.  I agree. I'm just thinking whether there is this kind of dichotomy. Because I see that many entrepreneurs—when I was an investment banker—until they sold their business, they were not able to have that simple lifestyle they perhaps desired, because they were building, they were reinvesting. And it wasn't just reinvesting their cash—they were reinvesting their time. So every time they simplified, that was the opportunity cost of not using that time to improve their business. So they plowed it back in, plowed it back in.  Well, it's kind of like the E-Myth is a bit skewed. It's almost like the E-Myth is a myth. E-Myth is a dream—a dream that you can work on your business, step out completely, and everything about it runs itself. It doesn't really work that way. If you're going to be a successful entrepreneur, you're going to have late nights, long weekends, and you're going to feel like every major problem is your own because you're taking all the legal risks. I'm not telling people not to scale. I'm not telling them not to have chaos. What I'm trying to help them do is get clear on what they consider to be important.  And not get killed in the process, and not get divorced.  Statistically, that can happen—the more successful someone gets.  Yeah, it does. Because our time becomes much more valuable, and at some point, it's really hard to say no to the million-dollar hour—to spend that hour watching Netflix with your spouse, right? Exactly. Just feels harder to do.  Exactly.  Yeah.  That was good.  Alright, well, I enjoyed this tremendously. So one more question, one more question that I have to ask you. You talk about this $3 million rule—what do you mean by that? That’s a really interesting concept.  Yeah. So most small businesses get stuck around $3 million, statistically. The question is, why? Why do they get stuck there? A large majority gets stuck and it’s because they create a lifestyle for themself around $3 million. They’re taking enough off the table that they would never be able to find a job that would be able to replace that type of income. So they've made their small business their sole business, their job, and they say, “This is good enough for me,” because let's say half a million dollars, more or less, is going into their bank. They're filling up their 401(k), sending their kids to private school, giving themselves big bonuses. If they're profitable, they don't really see the need to take more risks or double down to go past that wall. I've seen many businesses kind of stay there. They’ll go fluctuate up and down through the years, but more or less they’ll hit that wall. They could stay there for 20 years and never make any progress. It’s not until they put on new thinking and say, we’re going to grow through acquisitions, we’re going to target a different market, new products, we’re going to innovate in some way. But that takes extra gas in the tank. Sometimes, a lot of entrepreneurs, once they hit that first level of success, say, “This is good enough for me,” because it usually takes them about five to seven years to get to that first major breathing point.  They're not hungry enough anymore.  Exactly.  Does someone has to be a little crazy to still want to eat more, even though they're already full?  Yeah. Some people are just wired that way. Some people just more and more, and that's no slight against them. They're never satisfied. They always want more—another dollar, another nickel. If they saw a nickel on the floor, they would stop and pick it up. They want every piece of everything. And those people usually are the ones that go and go and go and go. They’re usually the ones that just keep going because it’s an insatiable appetite. I'm not talking about people who get—well, I don't want to call it lucky—but sometimes things do fall out of the sky. Sometimes a big client falls out of the sky, or an opportunity opens up, and people are smart enough to buy their competitor when the competitor approaches them. Or sometimes they make these little moves, and that gives them a leap. I’m not talking about those people. Those are outliers to me. I’m talking about your average entrepreneur that built a $3 million business on his own with no major clients falling, just hard work, blood, sweat in tears. The average Joe typically gets stuck around that $3 million.  Yeah, that’s interesting. Fascinating. Alright, well, if you don't want to be stuck around $3 million, or if you want to get to the next level, then reach out to Tim and check out what he’s doing. So where can our listeners find you? Where can our listeners find you if they want to learn with you, learn about you, read your Substack, read your books? Where should they go?  Just go to Google or AI and type in Tim “The Inside Man” Martinez. The Inside Man is an acronym for Tim. You'll find my LinkedIn—happy to connect with you, just tell me you heard me on Steve's podcast. You can also check out my blog: it's Tim “The Inside Man” on Substack, or go to www.theinsideman.biz, my website. I'd love to connect with anyone. Well, do check out Tim's Substack—it's awesome. You're going to get more of what you heard on this podcast. And if you enjoy listening, make sure you follow us. Subscribe on YouTube, LinkedIn, Apple Podcasts, or wherever else you get your podcasts, because every week I'm inviting—and luckily more and more people want to come on the show—to have a conversation. So thank you, Tim, for coming, and thank you for listening. Important Links: Tim's LinkedIn Tim's website

In this episode of Run the Numbers, CJ Gustafson sits down with Dan Miller, CFO at RightRev. They unpack why leasing is underused in software, how RevTech emerged, and why revenue recognition may be the next AI battleground. Dan also shares how he evaluates durable growth vs. hypergrowth.—SPONSORS:Rillet is an AI-native ERP built for modern finance teams that want to close faster without fighting legacy systems. Designed to support complex revenue recognition, multi-entity operations, and real-time reporting, Rillet helps teams achieve a true zero-day close—with some customers closing in hours, not days. If you're scaling on an ERP that wasn't built in the 90s, book a demo at https://www.rillet.com/cjTabs is an AI-native revenue platform that unifies billing, collections, and revenue recognition for companies running usage-based or complex contracts. By bringing together ERP, CRM, and real product usage data into a single system of record, Tabs eliminates manual reconciliations and speeds up close and cash collection. Companies like Cortex, Statsig, and Cursor trust Tabs to scale revenue efficiently. Learn more at https://www.tabs.com/runAbacum is a modern FP&A platform built by former CFOs to replace slow, consultant-heavy planning tools. With self-service integrations and AI-powered workflows for forecasting, variance analysis, and scenario modeling, Abacum helps finance teams scale without becoming software admins. Trusted by teams at Strava, Replit, and JG Wentworth—learn more at https://www.abacum.aiBrex is an intelligent finance platform that combines corporate cards, built-in expense management, and AI agents to eliminate manual finance work. By automating expense reviews and reconciliations, Brex gives CFOs more time for the high-impact work that drives growth. Join 35,000+ companies like Anthropic, Coinbase, and DoorDash at https://www.brex.com/metricsMetronome is real-time billing built for modern software companies. Metronome turns raw usage events into accurate invoices, gives customers bills they actually understand, and keeps finance, product, and engineering perfectly in sync. That's why category-defining companies like OpenAI and Anthropic trust Metronome to power usage-based pricing and enterprise contracts at scale. Focus on your product — not your billing. Learn more and get started at https://www.metronome.comRightRev is an automated revenue recognition platform built for modern pricing models like usage-based pricing, bundles, and mid-cycle upgrades. RightRev lets companies scale monetization without slowing down close or compliance. For RevRec that keeps growth moving, visit https://www.rightrev.com—LINKS: Dan on LinkedIn: https://www.linkedin.com/in/danmillercpa/RightRev: https://www.rightrev.com/CJ on LinkedIn: https://www.linkedin.com/in/cj-gustafson-13140948/Mostly metrics: https://www.mostlymetrics.com—TIMESTAMPS:00:00:00 Preview and Intro00:02:41 Why Operating Experience Matters for CFOs00:04:08 Defining Durable Growth00:06:06 Snowflake and Consumption Revenue Complexity00:10:17 Forecasting in Consumption Models00:11:29 AI's Role in Revenue Forecasting00:12:14 Sponsors — Rillet | Tabs | Abacus AI00:15:39 Comping Sales in Usage-Based Models00:18:15 Leasing as a Software Monetization Tool00:20:47 The CFO's Role in Sales and GTM00:22:29 How CFOs Help Close Deals00:24:14 Rev Tech vs RevOps00:26:20 Sponsors — Brex | Metronome | RightRev00:29:40 Where AI Actually Helps Rev Rec00:31:55 Deterministic vs Probabilistic AI00:33:05 Why Enterprises Hesitate on AI Agents00:34:18 Startups vs Incumbents in the AI Race00:35:13 FOMO, Overfunding, and Market Distortions00:38:13 CFO Playbooks Without Hypergrowth00:39:38 Finding PMF as a CFO00:41:15 Career Advice: Growth vs Shiny Objects00:42:00 Building the CEO–CFO Relationship00:42:49 Learning Beyond the Back Office00:43:22 Lightning Round00:44:28 Advice to My Younger Self00:45:09 Finance Tech Stack00:46:36 Credits

In this new episode, Dan and Mason walk through what a real “day in the life” looks like when you're doing land full time, not the highlight reel. They share what they're actively working on right now, what's gone wrong inside live deals, and why the start of 2026 already feels different, with buyer sentiment picking up, more showings coming in, and more property moving across their pipeline.They break down how their days actually start, from checking on market listings early so they can be first to make offers, to staying in constant motion between larger tracts, team check ins, and deal specific punch lists.They also get practical about what drives revenue week to week, following up with buyer leads, staying responsive to Facebook inquiries, keeping seller leads organized without burning bridges, and treating CRM hygiene like a non-negotiable. You'll hear how they manage the “hurry up and wait” parts of due diligence on big acreage, how they schedule the right experts early, and why watching price drops and tracking properties in a CRM can turn an on market listing into a real discount, especially on higher priced land.Tune in to hear how they balance deal flow, team leadership, and personal life, and why being intentional with your time, your follow up, and your offer process is what keeps everything moving.===Key Topics:-A real day in the life of a full time land investor-How on market deals still create major buying opportunities-Daily actions that directly drive revenue-Managing deals pipelines and long due diligence timelines-Protecting time and avoiding work that does not produce income===If you're selling land and still relying on Facebook messages, you're making it harder than it needs to be. Acrefy helps land investors create clean, professional dispo websites where buyers can see everything in one place. It saves time, looks legit, and helps you close faster.

"No-code is getting a lot better, and there's a lot of tools. No-code tools will soon start to drive personalisation and dynamic content. That's going to take off pretty quickly."Navigating Ecommerce Technology Trends.In the latest episode of our podcast, James and Paul share their views on how emerging technologies are reshaping the industry. From AI-driven content generation to dynamic personalisation and integrated loyalty programs, this episode offers helpful insights for anyone working in ecommerce.What you'll get:How the latest ecommerce trends are impacting which technologies ecommerce teams are investing in.Practical advice for adapting your tech stack to leverage AI and personalisation for better customer experiences.The challenges and opportunities in delivering smarter CRM and loyalty strategies.Explanation of the vendors ecommerce teams are turning to to help improve their ability to execute.Chapters:[00:30] Emerging Ecommerce Trends and Tech Priorities[03:30] AI in Content Generation and Product Data Management[06:00] AI Governance and Data Compliance[08:50] Dynamic Content and Personalisation in Ecommerce[12:20] The Evolution of CRM and Loyalty Programs[25:00] Data Analytics and Marketing Tracking AccuracyUnderstanding these trends can help you make informed decisions on where to focus your budget and how to enhance your CX.We hope you find it useful.

They are calling it Software-mageddon! Digging into the precious metals. Wake up Diversification fans – we have something for you…   Check this out and find out more at: http://www.interactivebrokers.com/ Follow @andrewhorowitz Looking for style diversification? More information on the TDI Managed Growth Strategy – HERE Stocks mentioned in this episode: (CRM), (QQQ), (NVDA), (GLD), (SLV)

Today, Sam sits down with Steve Hoggle, General Manager at Honda of Lake City and Sarah Copp, Director of Major Accounts at Lotlinx to pull back the curtain on the "Moneyball" strategy of modern automotive retail. While many dealers are still relying on gut instinct and "emotional buying" at auction, the nation's top-performing groups—including the $11 billion Morgan Auto Group—have shifted to a predictive, VIN-specific model. We explore how Honda of Lake City achieved a staggering 4:1 used-to-new sales ratio and why the traditional "channel-first" marketing approach is often a recipe for wasted spend and aged inventory. Learn how to identify "at-risk" vehicles the moment they hit your lot and discover the AI-driven tools that allow managers to see around corners before a car becomes a liability. This episode of the Car Dealership Guy Podcast is brought to you by Lotlinx. Lotlinx - What if ChatGPT actually spoke dealer? Meet LotGPT — the first AI chatbot built just for car dealers. Fluent in your market, your dealership, and your inventory, LotGPT delivers instant insights to help you merchandise smarter, move inventory faster, and maximize profit. It pulls from your live inventory, CRM, and Google Analytics to give VIN-specific recommendations, helping dealers price vehicles accurately, spot wasted spend, and uncover the hottest opportunities — all in seconds. LotGPT is free for dealers, but invite-only. Join the waitlist now @ https://lotlinx.com/LotGPT/ Check out Car Dealership Guy's stuff: For dealers: CDG Circles ➤ ⁠⁠⁠⁠https://cdgcircles.com/⁠⁠⁠⁠ Industry job board ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://jobs.dealershipguy.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Dealership recruiting ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.cdgrecruiting.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Fix your dealership's social media ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.trynomad.co⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Request to be a podcast guest ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.cdgguest.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ For industry vendors: Advertise with Car Dealership Guy ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.cdgpartner.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Industry job board ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://jobs.dealershipguy.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Request to be a podcast guest ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.cdgguest.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Topics: 01:41 What are the used car buying challenges? 03:28 How to make data-driven decisions? 07:33 How does LotLinx help dealerships? 24:08 How are inventory strategies changing? 24:37 Why is VIN-level detail important? 26:41 How does a team manage used cars? 30:10 How does AI optimize ad spending? 37:15 What is AI's future in dealerships? Car Dealership Guy Socials: X ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠x.com/GuyDealership⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Instagram ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠instagram.com/cardealershipguy/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ TikTok ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠tiktok.com/@guydealership⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ LinkedIn ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠linkedin.com/company/cardealershipguy⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Threads ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠threads.net/@cardealershipguy⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Facebook ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠facebook.com/profile.php?id=100077402857683⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Everything else ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠dealershipguy.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

On this weeks Money Show, Amanda Cromhout discusses how loyalty, CRM and data‑driven customer strategy translate insight into revenue and retention; Advaita Naidoo explains why traditional management structures are weakening and how leaders can better guide modern teams; Adrian Maizey reflects on expanding Starbucks across sub‑Saharan Africa alongside a high‑powered global finance career and elite endurance sport; and Ian Mann reviews Money by David McWilliams, unpacking its lessons on economics and society. The Money Show is a podcast hosted by well-known journalist and radio presenter, Stephen Grootes. He explores the latest economic trends, business developments, investment opportunities, and personal finance strategies. Each episode features engaging conversations with top newsmakers, industry experts, financial advisors, entrepreneurs, and politicians, offering you thought-provoking insights to navigate the ever-changing financial landscape.   Thank you for listening to a podcast from The Money Show Listen live Primedia+ weekdays from 18:00 and 20:00 (SA Time) to The Money Show with Stephen Grootes broadcast on 702 https://buff.ly/gk3y0Kj and CapeTalk https://buff.ly/NnFM3Nk For more from the show, go to https://buff.ly/7QpH0jY or find all the catch-up podcasts here https://buff.ly/PlhvUVe Subscribe to The Money Show Daily Newsletter and the Weekly Business Wrap here https://buff.ly/v5mfetc The Money Show is brought to you by Absa     Follow us on social media   702 on Facebook: https://www.facebook.com/TalkRadio702 702 on TikTok: https://www.tiktok.com/@talkradio702 702 on Instagram: https://www.instagram.com/talkradio702/ 702 on X: https://x.com/CapeTalk 702 on YouTube: https://www.youtube.com/@radio702   CapeTalk on Facebook: https://www.facebook.com/CapeTalk CapeTalk on TikTok: https://www.tiktok.com/@capetalk CapeTalk on Instagram: https://www.instagram.com/ CapeTalk on X: https://x.com/Radio702 CapeTalk on YouTube: https://www.youtube.com/@CapeTalk567 See omnystudio.com/listener for privacy information.

"I didn't use my own software this week because the OpenAI agents were better. And that's me retiring my own software." — Keith TeareSomething broke this week. Both Anthropic and OpenAI launched multi-agent systems—"agent swarms"—that don't just assist with tasks but replace custom-built software entirely. The market noticed: Adobe, Salesforce, Workday, and other legacy SaaS companies saw their stocks collapse in what some are calling a trillion-dollar selloff. Keith Teare joins Andrew Keen on Super Bowl weekend to unpack what may be the most consequential week in AI since ChatGPT launched.The conversation ranges from the Anthropic-OpenAI advertising spat (Dario Amodei's Super Bowl ad vs. Sam Altman's "online tantrum") to the deeper structural shifts: Microsoft and Amazon becoming utilities, Google betting $185 billion on an AI-first pivot, and Elon Musk merging SpaceX with xAI to put data centers in space. Along the way, Teare and Keen debate whether the AI race is a myth or a wacky race, whether venture capital is in crisis, and what happens to human labor when agents do the work.About the GuestKeith Teare is a British-American entrepreneur, investor, and technology analyst. He co-founded RealNames Corporation, a pioneering internet company, and later served as Executive Chairman of TechCrunch. He is the founder of That Was The Week and SignalRank, and publishes a widely-read weekly newsletter on technology, venture capital, and the business of innovation. He brings four decades of experience in Silicon Valley to his analysis of the AI revolution.Chapters:00:00 Super Bowl and the Anthropic ad The spat between Dario Amodei and Sam Altman01:09 "Fundamentally dishonest" Keith's take on the ad war and who's really Dick Dastardly05:47 Anthropic's breakout week Claude Opus 4.6 and the agent swarm launch06:48 OpenAI Codex Multiple agents collaborating on tasks in 10-15 minutes07:42 "It replaces software" Keith retires his own custom-built tools08:16 The trillion-dollar selloff Adobe, Salesforce, Workday, PayPal collapse11:02 Infrastructure vs. innovation Microsoft and Amazon become "utilities"11:45 Google's $185 billion bet Pivoting from hybrid to AI-first13:15 The SpaceX/xAI merger Musk's plan for space-based data centers15:18 The AI wacky race Kimi, OpenAI, Anthropic leapfrog Google17:03 Does AI make us smarter? Leverage tools, not intelligence18:53 AI growing up, CEOs not The adolescence of the industry21:06 US job openings hit five-year low The coming labor crisis22:44 The VC crisis Five funds sucking the air out of the room25:04 Palantir and Anduril The winners in defense AI25:42 Facebook as laggard Huge revenues, no AI momentum26:41 The Washington Post crisis "Boogeyman journalism" and partisan media29:23 Ads in AI Paid links vs. enshittification31:26 Spotify's innovation Physical book + audiobook bundle32:32 Startup of the week Cursor for CRM, $20M from Sequoia33:45 Om Malik on the end of software distribution From CDs to app stores to self-made35:41 Super Bowl prediction Seattle vs. New England36:02 Closing "That really was the week in tech"Links & ReferencesMentioned in this episode:That Was The Week newsletter by Keith TeareAnthropic's Super Bowl ad and ad-free pledge (CNBC)Sam Altman's response to Anthropic ads (TechCrunch)SpaceX acquires xAI in $1.25 trillion merger (CNBC)The Washington Post layoffs and crisis (Poynter)Om Malik on the evolution of software distributionOpenAI Codex app launch (OpenAI)About Keen On America Nobody asks more impertinent questions than the Anglo-American writer, filmmaker and SiliconValley entrepreneur Andrew Keen. In Keen On America , Andrew brings his sharp Transatlanticwit to the forces reshaping the United States — hosting daily interviews with leading thinkersand writers about American history, politics, technology, culture, and business. With nearly2,800 episodes since the show launched on TechCrunch in 2010, Keen On America is the mostprolific intellectual interview show in the history of podcasting.Website | Substack | YouTube

Do you only feel okay when everything in your life is going okay? In this episode, I share a leadership lesson that completely changed how I handle stress, business challenges, relationships, and unexpected fires. I break down the simple 3 container framework that helps you decide what actually deserves your attention, what needs time, and what isn't yours to carry at all. This shift will help you protect your peace, strengthen your leadership, and stop reacting emotionally to everything happening around you. Tune in to learn how to stay grounded, powerful, and clear. Check out our Sponsors: Northwest Registered Agent - Don't wait, protect your privacy, build your brand and get your complete business identity in just 10 clicks and 10 minutes! Visit https://www.northwestregisteredagent.com/EarnFree Shopify - Try the ecommerce platform I trust for Glōci, Sign up for your $1/month trial period at Shopify.com/happy Brevo - the all-in-one marketing and CRM platform built to help you connect with customers, boost engagement, and grow your business smarter. Get started for free today, or use code HAPPY50 to save 50% on Starter and Standard Plans for the first three months of an annual subscription. Just head to www.brevo.com/happy Working Genius - If you're a CEO, an entrepreneur, or anyone who wants to level up, Working Genius helps you drop the shame around your weaknesses and focus on what you naturally do best. Take the Working Genius assessment and get 20% off with code EYH at workinggenius.com. Indeed - Spend less time searching, and more time actually interviewing candidates who check all your boxes. Indeed is giving Earn Your Happy listeners a $75 SPONSORED JOB CREDIT to help get your job the premium status it deserves. Just go to Indeed.com/podcast right now and support our show by saying you heard about Indeed on Earn Your Happy. HIGHLIGHTS A gut-check on whether your moods are dependent on your circumstances. The boundary rule about other people's drama that most women never learn. The 3 container decision filter used by the world's most successful leaders. How reacting to every fire makes you someone people are afraid to refer. Why you have to care less about a lot in order to care a lot about a little. RESOURCES Apply for the Elite Entrepreneur Mastermind HERE! Get on the waitlist for Mentor Collective Mastermind HERE! Try glōci for 40% off your first order with code HAPPY at checkout - head to getgloci.com FOLLOW Follow me: @loriharder Follow glōci: @getgloci

Group Chat News is back with the hottest stories of the week including Google's earnings, AI companies attack each other via Super Bowl commercials, Anthropics latest update just triggered a 285 billion dollar market crash, Dee talks about vibe coding a custom CRM, Pepsi Co cuts prices 15% to boost sales, Over 70% of licensed Realtors didn't sell a single home last year, Nike continues to show its a boomer brand, SpaceX has acquired Xai, A bank analyst published a report showing Kalshi users lose money even faster than sports gamblers and everyones favorite WINNERS LOSERS AND CONTENT  

“You know, at the core of Working Genius, what it does is it allows us to avoid guilt and judgment—guilt about ourselves and judgment of others.” That's Patrick Lencioni, bestselling author and organizational health expert, talking about his breakthrough Working Genius productivity framework on the Sales Gravy podcast. If you're leading a sales team, this explains why high performers thrive in some roles and burn out in others. Right now, you probably have high performers who are miserable, rockstars who've lost their spark, and top reps who suddenly can't hit quota. And you're wondering—did you hire wrong, did someone lose their edge, or do you need to have “the conversation”? What if the problem isn't the person at all?  The Real Reason Your Best People Are Struggling Not all work is created equal, and your sales reps aren't wired to do all of it. Lencioni stumbled on this insight while reflecting on himself. He'd show up to work loving his job and the people he worked with, yet swing from energized to frustrated without understanding why.  His colleague asked, “Why are you like that?” Over a few hours, Lencioni and his team pinpointed six distinct types of work. Depending on which type you're doing, you're either energized or drained. Five years later, over 1.5 million people have taken the Working Genius assessment. Why? Most organizations force talented people into work that drains them, then blame them when they struggle. Most sales leaders hire a closer for their ability to seal deals, then wonder why they can't prospect. They promote a quota-crusher into management, then watch them implode under administrative responsibilities. Or move an account manager into new business development and act shocked when performance tanks. The talent was there all along, but their positioning was wrong. Six Types of Work—and Why Most People Only Excel at Two Patrick Lencioni identified six distinct types of work that exist in every organization: Wonder (W): Spotting opportunities, asking big-picture questions Invention (I): Creating new solutions, processes, or systems Discernment (D): Evaluating ideas, figuring out what will work Galvanizing (G): Rallying the team, getting people moving Enablement (E): Supporting others, clearing obstacles, making things happen Tenacity (T): Following through, finishing tasks, closing deals Here’s what matters: most people are strong in two, competent in two, and are drained by the remaining two. And there are no good or bad geniuses. Your closer with natural Tenacity isn’t more valuable than your strategic thinker with Wonder and Discernment. Your rep who rallies the team (Galvanizing) isn’t better than the one who quietly enables everyone behind the scenes. Different geniuses are valuable in different ways. The goal is to build a team where all six are represented, and people work in their areas of strength. Force someone into work that drains them, and sales team performance tanks. Leave them in their genius zones, and energy and results skyrocket. Stop Judging Your People (And Yourself) You’ve probably got a rep right now who frustrates you. Maybe they’re brilliant in client meetings but terrible at following up. Maybe they generate incredible account strategies, but can’t stand the daily grind of outbound prospecting. Maybe they close deals but never update the CRM. Your first instinct is to judge them. “They’re not coachable.” “They don’t care about the details.” “They’re lazy.” Working Genius removes that judgment. It shows you that their struggle isn’t about character—it’s about wiring. A rep isn't bad at follow-up because they don’t care. They’re bad at it because Tenacity isn’t their genius. A rep isn't a bad team player because they don't remove obstacles for others. Enablement isn't their strength. And here’s the part most sales leaders miss: you need to stop judging yourself, too. You feel guilty that you hate certain parts of your job. You think you should be better at forecasting, or administrative work, or whatever drains you. But guilt about your own limitations makes you harder on your team. When you accept that you’re not built to excel at everything, you can extend that same grace to others. You stop punishing people for being human and start positioning them for success. Start With Self-Reflection Which activities give you energy? Which leave you drained? I’ll be honest about my own wake-up call. I travel over 300 nights a year, giving keynotes and working with clients. Last summer, I got to the point where I thought I was going to have a mental breakdown. Days stacked with short calls, client check-ins, alignment meetings, and podcasts. I was furious when I got to the office, and furious when I left because those days completely destroy my brain. I’m a wonderer and a thinker. I need space to ideate. Without that time, I can’t function. So I implemented a new rule: no more than two meetings per day. I understood my working genius and restructured my time. Once you see your own patterns, look at your team. Track what lights people up and what slows them down. Patterns emerge quickly. How to Apply Working Genius to Your Sales Team We had a team member at Sales Gravy who was noticeably unhappy. Not complaining out loud, just clearly not thriving. When we looked at what the job required versus their working genius profile, the answer was obvious. We had them doing work completely opposite of their natural abilities. Once we restructured their role to align with their strengths, everything changed. Here's how you can apply it: Pair complementary geniuses. Big-picture thinkers need execution-focused partners. Strategic planners need implementers. Someone strong in Wonder and Invention but weak in Tenacity needs to work with someone who loves finishing and closing. Restructure roles around natural strengths. Don't force people into weaknesses. Reassign or support tasks that drain them.  Be intentional with promotions. Top performers don’t automatically make good managers. Your best individual contributor may hate administrative work. Your best manager may dislike strategic planning. Know what fits before making moves. Have your team take the assessment. Get everyone’s working genius profile. Put it at their workstation. Use it in real-time during team meetings when you’re trying to figure out why something isn’t working. We do this at Sales Gravy, and it’s transformed how we work together.  The Bottom Line Your sales team isn't broken, but your understanding of how they work might be. When you force talented people into roles that clash with their natural strengths, you get frustration, underperformance, and attrition. Then you blame the person and start hiring again.  Everyone has areas of frustration. Everyone faces work they aren't naturally good at. Working Genius doesn't let people avoid the draining tasks—but it helps you understand why some work feels impossible, build teams that complement each other, and stop punishing your people for being human. Stop judging that rep who struggles with CRM updates. Stop feeling guilty that you hate certain parts of your job. Start positioning people where their natural abilities can shine. Over 1.5 million people have discovered their working genius. Most of them wish they’d found it sooner. Visit workinggenius.com and take the assessment. Use coupon code GRAVY for 20% off. 

Today I'm joined by Eric Rea, CEO of Podium. Eric breaks down how AI agents are replacing labor across sales and service, why speed is now the ultimate competitive advantage, and how fixed ops is finally getting real AI help instead of glorified answering services. This episode is brought to you by: 1. CNA National - CNA National is the premier F&I provider for dealerships nationwide. With more than four decades in the industry, we've earned a reputation for service excellence. If you are looking for stability, consistency and experience, look no further than CNA National. Register for your commitment-free F&I profitability analysis by visiting @ https://www.cnanational.com/NADA. 2. Ikon Technologies - Ikon Technologies delivers a connected vehicle program for dealers that maximizes Customer Lifetime Value by driving sales efficiency and securing non-cancellable PVR on your front end while delivering an average of 50 additional customer-pay ROs every single month for your service bays. At NADA 2026 in Las Vegas, visit Stand 1763 West to see the benefits for yourself and take your chance to roll the dice to win a Rolls Royce (terms and conditions apply; no purchase necessary). Plus, as an exclusive offer for listeners, mention “Car Dealership Guy” when you sign up at NADA to have your entire initial installation fee waived—book your demo today @ https://ikontechnologies.com. 3. Podium - 78% of customers buy from the first business that responds, yet most businesses reply an hour or more late. In 2023 Podium deployed AI Employees to close that gap. In 2025 Podium released Jerry 2.0, a massive update that completely reimagines the AI Employee. Businesses now let Podium's AI Employees handle 40% of their inbound leads, giving teams more time for their customers—and more time home for dinner. Learn what Jerry can do for you here! https://www.podium.com/car-dealership-guy Check out Car Dealership Guy's stuff: For dealers: CDG Circles ➤ ⁠⁠⁠⁠https://cdgcircles.com/⁠⁠⁠⁠ Industry job board ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://jobs.dealershipguy.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Dealership recruiting ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.cdgrecruiting.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Fix your dealership's social media ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.trynomad.co⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Request to be a podcast guest ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.cdgguest.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ For industry vendors: Advertise with Car Dealership Guy ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.cdgpartner.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Industry job board ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://jobs.dealershipguy.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Request to be a podcast guest ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.cdgguest.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Topics: 01:08 How is Podium AI (Jerry) changing dealerships? 04:03 What are the software challenges in dealerships? 06:42 How is AI added to dealerships? 18:45 How does AI personalize customer service? 19:14 What makes a CRM good? 20:03 What is the future of AI? 25:30 How does voice AI help service? 30:07 What are the upcoming plans for Podium? Car Dealership Guy Socials: X ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠x.com/GuyDealership⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Instagram ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠instagram.com/cardealershipguy/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ TikTok ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠tiktok.com/@guydealership⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ LinkedIn ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠linkedin.com/company/cardealershipguy⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Threads ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠threads.net/@cardealershipguy⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Facebook ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠facebook.com/profile.php?id=100077402857683⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Everything else ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠dealershipguy.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

Live from the NTL Summit in Miami, Joseph Fantini explains how modern mass tort firms manage and scale thousands of cases at once. He breaks down how consolidation works, why technology and CRM systems are critical over multi-year case lifecycles, and where AI is starting to play a role in intake, records review, and case management. Joseph also shares how he uses networking and education to surface emerging cases—like social media and video game addiction—so more injured people can get help.

So many people think networking is about impressing the right people or getting close to whoever's on stage. But the truth? The relationships that change your life are usually built shoulder-to-shoulder with people growing right alongside you. In this episode, I sit down with Kristina Bartold, co-founder of The Social Snippet and High Vibe Women to talk about how she turned one mastermind investment into years of referrals, speaking opportunities, and lifelong friendships by leading with value, playing the long game, and showing up with zero expectation. We also dive into podcasting as a relationship-building tool, why rooms matter more than algorithms, and how to make meaningful connections without feeling salesy, awkward, or transactional. Get ready to rethink networking and start building relationships that compound for years to come. Check out our Sponsors: Northwest Registered Agent - Don't wait, protect your privacy, build your brand and get your complete business identity in just 10 clicks and 10 minutes! Visit https://www.northwestregisteredagent.com/EarnFree Shopify - Try the ecommerce platform I trust for Glōci, Sign up for your $1/month trial period at http://Shopify.com/happy Brevo - the all-in-one marketing and CRM platform built to help you connect with customers, boost engagement, and grow your business smarter. Get started for free today, or use code HAPPY50 to save 50% on Starter and Standard Plans for the first three months of an annual subscription. Just head to http://www.brevo.com/happy Working Genius - If you're a CEO, an entrepreneur, or anyone who wants to level up, Working Genius helps you drop the shame around your weaknesses and focus on what you naturally do best. Take the Working Genius assessment and get 20% off with code EYH at http://workinggenius.com Indeed - Spend less time searching, and more time actually interviewing candidates who check all your boxes. Indeed is giving Earn Your Happy listeners a $75 SPONSORED JOB CREDIT to help get your job the premium status it deserves. Just go to http://Indeed.com/podcast right now and support our show by saying you heard about Indeed on Earn Your Happy. HIGHLIGHTS 00:00 Why peers create more opportunities than mentors. 06:30 How free content builds trust before you ever invest. 10:45 Why you don't need relationships with the people on stage. 20:45 How podcasting became one of the most powerful relationship-building tools. 24:30 Why in-person rooms create faster trust than online spaces. 29:00 How to protect your energy while still being generous. 33:30 What made you start an event? 37:00 Is podcasting for everyone? 40:00 Clarity matters before working with ad partners. 47:00 Why niche audiences can be more valuable than big audiences. 52:00 How to decide if podcasting aligns with your long-term vision. 54:15 How to grow podcast downloads without relying on algorithms. 58:45 Why big guests aren't the growth hack people think they are. 1:05:00 The unseen impact your voice can have on someone's life. RESOURCES Work with Christina and her team at The Social Snippet HERE Learn more about High Vibe Women events and community HERE Apply for the Elite Entrepreneur Mastermind HERE! Get on the waitlist for Mentor Collective Mastermind HERE! Try glōci for 40% off your first order with code HAPPY at checkout - head to getgloci.com FOLLOW Follow me: @loriharder Follow glōci: @getgloci Follow Kristina: @kristina.bartold

Episode 621 If you want help uncovering the deals already hiding in your pipeline and learning how to track, protect, and convert them more consistently, head to GetMoreLoans.com and book a time to walk through the exact referral tracker and next steps with the team. Welcome to Loan Officer Freedom, the #1 podcast in the country for loan officers, hosted by Carl White. In this episode, Carl shares a simple story with a powerful lesson after one coaching member uncovered 23 real, pre approved and looking buyers that had been sitting in plain sight. What changed everything was not new leads, new tech, or a complex CRM, but a simple referral tracking system that made the invisible visible. Carl walks through exactly what happens when referrals are tracked in one place, including how follow up becomes intentional instead of random, why deals stop slipping away to other lenders, and how seeing your pipeline clearly reduces stress while increasing predictability. He explains why most loan officers do not actually have a lead problem, but a tracking and follow up problem. The episode also breaks down why referral tracking makes delegation possible, how it reveals your true conversion rates, and why consistent tracking puts you in control of your business instead of hoping each month turns out okay. Carl closes by inviting listeners to use the same simple one page referral tracker that helped uncover Marty's hidden 23. If you have ever felt busy but unsure what is really going to close, this episode will show you how to get your pipeline out of your head and onto paper so you can work it with confidence and stop leaving closings on the table.

One of the biggest mistakes I see entrepreneurs make is trying to do business alone. It can feel safer, easier, or more “efficient” to figure everything out yourself. But the truth is, isolation is quietly costing you momentum, confidence, and growth. In this episode, Chris and I break down why entrepreneurship was never meant to be a solo sport and how the right community can completely change your consistency, decision-making, and standards. We talk about the power of accountability, why group environments normalize high performance (not mediocrity), and how being surrounded by people who are ahead of you accelerates your learning in ways nothing else can. Get ready to rethink how you grow, who you grow with, and why the right room can change your life and business. Check out our Sponsors: Northwest Registered Agent - Don't wait, protect your privacy, build your brand and get your complete business identity in just 10 clicks and 10 minutes! Visit https://www.northwestregisteredagent.com/EarnFree. Shopify - Try the ecommerce platform I trust for Glōci, Sign up for your $1/month trial period at http://Shopify.com/happy. Brevo - the all-in-one marketing and CRM platform built to help you connect with customers, boost engagement, and grow your business smarter. Get started for free today, or use code HAPPY50 to save 50% on Starter and Standard Plans for the first three months of an annual subscription. Just head to http://www.brevo.com/happy. Working Genius - If you're a CEO, an entrepreneur, or anyone who wants to level up, Working Genius helps you drop the shame around your weaknesses and focus on what you naturally do best. Take the Working Genius assessment and get 20% off with code EYH at http://workinggenius.com. Indeed - Spend less time searching, and more time actually interviewing candidates who check all your boxes. Indeed is giving Earn Your Happy listeners a $75 SPONSORED JOB CREDIT to help get your job the premium status it deserves. Just go to http://Indeed.com/podcast right now and support our show by saying you heard about Indeed on Earn Your Happy. HIGHLIGHTS The 3 things every high-performing business owner needs to succeed. The surprising stats behind goal completion when you don't go it alone. What pickleball taught Chris about accelerated learning and business growth. The difference between a business owner and being “the service”. How mentors, peers, and masterminds raise your standards automatically. Why isolation isn't neutral and the 26% risk you don't know about. RESOURCES Apply for the Elite Entrepreneur Mastermind HERE! Get on the waitlist for Mentor Collective Mastermind HERE! Try glōci for 40% off your first order with code HAPPY at checkout - head to getgloci.com FOLLOW Follow me: @loriharder Follow Chris: @chriswharder Follow glōci: @getgloci