Podcasts about CRMS

Collin Stewart is the Founder and CEO of Predictable Revenue, a sales outsourcing company that helps B2B businesses build repeatable, scalable sales development teams. Under his leadership, Predictable Revenue has become a recognized leader in sales consulting, delivering over 10,000 booked meetings and scaling outbound sales for more than 55 companies. Recognized for his data-driven, practical approach to solving sales challenges, Collin also hosts the Predictable Revenue podcast, which boasts over 400 episodes. In this episode… Struggling to turn sales calls into paying customers can feel like hitting a wall, even when your tools and tactics seem solid. Many founders assume their scripts or CRMs are the problem. But could the real problem run deeper, with outbound sales success depending less on what you say and more on how well you listen? Collin Stewart, a seasoned entrepreneur and sales expert, discovered this lesson the hard way. He spent years building a CRM to compete with industry leaders, only to realize sales teams didn't need another tool — they needed clearer processes and better support. By asking questions instead of making assumptions, Collin aligned his solutions with real customer pain points and unlocked lasting growth. His advice is simple: listen closely to your customers before building anything. Tune in to this episode of the Smart Business Revolution Podcast as John Corcoran interviews Collin Stewart, Founder and CEO of Predictable Revenue, about effective outbound sales strategies. Collin explains how active listening drives better product–market fit and shares insights on nurturing early leads, avoiding over-automation, and landing your first customers on a tight budget.

SHOW NOTESThis conversation is hosted by Kat Wheeler, and together they discuss:Why follow-up is the missing link between clicks and customersThe common traps integrators fall into—like assuming interest or lacking a clear processAnd how to use tools like CRMs and automation without losing the human touchWhether you're trying to improve speed-to-lead or get better ROI from your campaigns, this episode delivers practical strategies and Keith's trademark one-liners to keep you thinking.Let's dive in—here's Automation Unplugged with Kat Wheeler and Keith Kearney. About One FireflyOne Firefly, LLC is an award-winning marketing agency that caters to technology professionals in the custom integration, security and solar energy markets. One Firefly is headquartered in Davie, Florida with staff located throughout North America and has been operating since 2007.

Want to work directly with me to close more deals? Go Here: https://www.titaniumu.comWant the Closer's Formula sales process I've used to close 2,000+ deals (FREE) Go Here: https://www.kingclosersformula.com/closeIf you're new to my channel my name is RJ Bates III. Myself and my partner Cassi DeHaas are the founders of Titanium Investments.We are nationwide virtual wholesalers and on this channel we share EVERYTHING that we do inside our business. So if you're looking to close more deals - at higher assignments - anywhere in the country… You're in the right place.Who is Titanium Investments and What Have We Accomplished?Over 10 years in the real estate investing businessClosed deals in all 50 states​Owned rentals in 12 states​Flipped houses in 11 states​Closed on over 2,000 properties​125 contracts in 50 days (all live on YouTube)​Back to back Closers Olympics ChampionTrained thousands of wholesalers to close more deals_________________________________With over 2,000 Videos, this is the #1 channel on YouTube for all things Virtual Wholesaling. SUBSCRIBE NOW!    https://www.youtube.com/@RJBatesIII_________________________________RESOURCES FOR YOU:If you want my team and I to walk you through how to build or scale your virtual wholesaling business from A to Z, click here to learn more about Titanium University: https://www.titaniumu.com(FREE) If you want to learn how to close deals just like me, The King Closer, then download the free King Closer Formula PDF: https://www.kingclosersformula.com/close(FREE) Join our exclusive FB group community for real estate investors and wholesalers: https://www.facebook.com/groups/titaniumvault/(FREE) Click here to grab our Titanium fleet free PDF & training: Our battle tested strategies and tools that we actually use… and are proven to work: https://www.kingclosersformula.com/fleetGrab the King Closer Blueprint: My Step by Step Sales Process for closing over 2,000 deals (Only $37): https://www.kingclosersformula.com/kcblueprintGrab Titanium Profits: Our exact system we use to comp and underwrite deals in only 4 minutes. (Only $99) https://www.kingclosersformula.com/titaniumprofitsWant to know what the best markets to wholesale in are? Grab my breakdown of all 50 states here: https://www.titaniumu.com/marketsSupport the show

Live from Pantheon, John sits down with RJ Magee (Sierra) and Tyson Chen (Avoca AI) to talk about the future of technology in home service — from AI call centers to multi-location growth and ServiceTitan integration.RJ shares how Sierra grew to 6 companies across 5 states through strategic acquisitions, while Tyson explains how Avoca's AI agents are transforming call centers — booking jobs, handling overflow, and integrating directly with CRMs.They unpack what it really takes to expand across geographies, standardize technology stacks, manage ServiceTitan instances, and build a culture that embraces change. If you're scaling locations, integrating new tech, or curious about how AI can actually work in the trades — this one's a playbook.

Your host, Catherine Cantey, talks with Business Operations Transformer and Integrator of My Virtual COO, Jen Goldman.In this episode, we explore how simple visuals and storytelling can turn ideas into action. From reframing dreaded CRMs as “Bob” to leveraging neuroscience for better decision-making, Jen Goldman shares practical ways leaders can build accountability, energize teams, and move change forward.We talk about:-Scaling from small vs large businesses-Constellation thinking-Neuroscience in decision making To learn more about Jen's work, visit MyVirtualCOO.Com.If you'd like to be a guest on The Business Vitality® podcast, click HERE.For more information, visit CatherineCantey.com.

Neste episódio especial do Dicas de Negociação, Vendas e IA, com Márcio Miranda e Dennis, exploramos como a Inteligência Artificial está transformando o mercado de vendas no Brasil. Você vai ouvir: O papel real da IA nas vendas: substitui tarefas, não vendedores Prospecção inteligente e segmentação com apoio de IA Personalização em escala sem perder o toque humano Como reduzir o ciclo de vendas e aumentar o ticket médio Ferramentas essenciais: ChatGPT e CRMs com recursos de IA Análise preditiva de leads e priorização de oportunidades Negociação assistida por IA e boas práticas de cadência Equilíbrio entre automação e relacionamento humano Casos reais de empresas brasileiras e erros comuns a evitar Como pequenos negócios podem começar com baixo investimento Insight central: IA nos bastidores, vendedor no palco. Quer transformar suas vendas com IA? Acesse: www.marciomiranda.com.br/maquinadevendas Disponível em Spotify, Apple Podcasts, YouTube e nas principais plataformas de podcast.

In the past 10 years, I've seen financial advisors finally start adopting CRMs to help automate and simplify their businesses. This was not the case when I first started.  But as you'll discover from today's guest, Jeff Rusin, co-founder of Advisor Tech Partners and advisor-specific CRM whiz, most advisors still aren't tapping into the full productivity powers of their CRM.  That's why Jeff and I recorded this show: To help your financial advice business become more productive, more profitable, and even more pleasurable.  Listen now. Show highlights include: This high-quality touchpoint trick might help you sell a prospective client before your first intro meeting (5:25)  The “Gloved CRM” approach that will save your entire team so much time that you might have to find a new hobby (6:38) The single most common CRM mistakes advisors make without even realizing it (14:43)  How the rarely discussed “pattern recognition” benefit of CRMs can boost your bottom line by up to 80% (15:49)  Why shiny object syndrome as an advisor will make your team hate your guts (and how to prevent being overwhelmed by its seductive pull) (28:31)  A real life example of how business owners sabotage themselves, their business, and their legacies every day by making this simple error (31:03)  If you want Jeff to build a custom CRM solution that fits your financial advice business like a glove, visit his website at https://advisortechpartners.com and click the big, orange button.  Since you listen to this podcast, I want to give you a gift:  If you subscribe to the Inner Circle Newsletter, I'll send you a collection of seven “objection busting” and copyright free emails, personally written by me, that you can use right away to begin getting more clients. Sign up here: https://TheAdvisorCoach.com/Coaching. Then, let me know you subscribed, and I will reply back with a link where you can download them for free. 

In this episode of Innovation Meets Leadership, Natalie Born sits down with Doug C. Brown, CEO of CEO Sales Strategies and a sales growth expert who has generated over $900M in revenue for clients worldwide. Doug reveals how math, metrics, and automation can transform any sales organization into a predictable growth engine. From reducing refund rates by spotting hidden blind spots, to building AI-driven automation that scales follow-up and accelerates closes, Doug brings decades of experience that will challenge how you see sales. If you want your team to stop “throwing spaghetti at the wall” and start building sustainable revenue systems, this episode is for you.[00:01 - 04:00] The Power of Math in SalesHow Doug discovered “holes” in sales systems through metrics.The Tony Robbins & Chet Holmes case study: reducing refund rates from 16% to under 1%.Why blind spots exist in every business—and how to find them.[04:01 - 10:00] Lessons from Early Business and LeadershipRunning his father's business at 16 and learning optimization early.The “flat tire” analogy: why outside perspectives reveal what leaders miss.How math tells a story that leads to better decisions.[10:01 - 14:00] Shifts in Sales Post-PandemicWhy the sales process has permanently changed.The rise of conversational selling.Consumers are more educated than ever—how to adapt.[14:01 - 19:00] Three Steps to Improve Your Sales Team TodayGet truthful goals from every salesperson.Define your ideal right-fit buyer (97% of companies don't).Start measuring simple sales metrics: outreach, connections, responses, closes.[19:01 - 24:00] Automation and the Fortune in Follow-UpWhy consistent follow-up unlocks 5–15% more revenue.Automating repetitive sales tasks with CRMs and AI.Real examples: insurance sales, concierge AI, SiriusXM upsell systems.[24:01 - 29:00] AI as a Sales Multiplier, Not a Job KillerRita, the AI concierge, and how it redefined customer experience.AI's role in profiling, research, and buyer engagement.Start small: automate one repetitive task, then scale.[29:01 - 31:00] Final Insights & How to Connect with DougPractical steps to embrace automation and AI in sales.Why ignoring sales automation means falling behind competitors.Quotes“Every company has blind spots. Use math and metrics to find untapped revenue.” – Doug C. Brown“Ninety-seven percent of companies don't know their ideal buyer. That's wasted money and effort.” – Doug C. Brown“The fortune is in the follow-up. Automate it, and you'll unlock growth you didn't know you had.” – Doug C. BrownGuest LinksWebsite: ceosalesstrategies.comLinkedIn: Doug BrownNewsletter: ceosalesstrategies.com/newsletterEmail: doug@ceosalesstrategies.comLEAVE A REVIEW + help someone scale their revenue with clarity and precision by sharing this episode or click here to catch up on past episodes.

In this week's episode of The Weekly Wealth Podcast, David sits down with Mark Weithorn, a marketing expert turned tech entrepreneur who has spent the last 21 years running a successful web design and CRM company for realtors.From navigating industry disruptions to preparing employees for entrepreneurship to adopting AI responsibly, this conversation is full of lessons every business owner can apply. Whether you're in real estate, tech, or any small business, the themes of resilience, reinvention, and forward-thinking strategy are universal.What You'll Learn in This EpisodeSurviving 21 Years in Tech:How Mark adapted to industry shifts—from radio jingles and newspaper ads to building realtor websites and CRMs—and the mindset required for long-term success.Employee to Entrepreneur:Why making the leap from a steady paycheck to self-employment requires a completely different mindset and skillset—and how to prepare for the challenges ahead.AI in Business:Mark's perspective on how AI is already shaping industries, where it may be overhyped, and how to use it as a tool to add value rather than frustrate customers.Entrepreneurial Mindsets:Why processes, systems, and delegation are non-negotiable for growth—and how to avoid being the “hub” in a hub-and-spoke business.Financial Reality of Entrepreneurship:Why that big commission check or large invoice isn't all take-home profit, and how to avoid tax and cash flow pitfalls as a new business owner.About Our GuestMark Weithorn is the founder of DPI Showcase Websites, serving realtors across the U.S. and Canada for over two decades. His company provides websites, CRMs, and AI-powered lead generation tools designed to help real estate professionals thrive in competitive markets.

In This Episode Many nonprofits juggle multiple software tools that don't connect, wasting time and money while frustrating staff. The result is often underutilized platforms and organizations stuck in inefficient systems. In this episode of Systems Simplified, host Adi Klevit talks with Sean Littman about how nonprofits can rethink technology and make CRMs work for them instead of against them. Sean explains why most nonprofits don't need flashy features, how to set up processes before implementing software, and the importance of focusing on marketing capabilities. Whether you run a nonprofit or a small business, Sean's framework is about building systems that align with how you want to work — so you can maximize adoption, streamline communication, and ultimately scale your impact.  

In this FDE+ episode, Kortney Harmon is joined by Benjamin Mena, Managing Partner at Select Source Solutions and host of The Elite Recruiter Podcast, to explore how AI is transforming the recruiting industry.They discuss how top performers are using AI to automate sourcing, streamline outreach, and clean up CRMs — while doubling down on the human skills that build trust, strengthen relationships, and drive revenue. Benjamin also shares real-world examples of how combining technology with a personal touch is helping recruiters stay competitive and deliver stronger results.Tune in to learn how to leverage AI without losing what makes recruiters indispensable — and position yourself to thrive in 2025 and beyond.__________________________Follow Benjamin Mean on LinkedIn at: LinkedIn | Benjamin MenaLink to the Tool List mentioned at: hereFollow Crelate on LinkedIn: https://www.linkedin.com/company/crelate/Want to learn more about Crelate? Book a demo hereSubscribe to our newsletter: https://www.crelate.com/blog/full-desk-experience

The era of easy targeting and attribution in healthcare marketing is over. With disappearing cookies, stricter platform restrictions, and growing consumer expectations, health systems are being forced to rethink how they segment audiences, measure ROI, and test emerging channels. In this episode, hosts Chris Boyer and Reed Smith explore: Segmentation in a Privacy-First World – Why CDPs, not CRMs alone, are becoming the foundation for first-party and cohort-based targeting, and how to balance richer signals with regulatory risk. Measurement in the Age of Proxies – How marketers can use matchbacks, lift studies, and proxy metrics (like click-to-directions or portal logins) to prove ROI when platforms restrict attribution. Consumer Readiness for New Media – The growing role of CTV, podcasts, and AI-powered campaign tools — and why testing budgets and structured measurement are essential. In our expert interview segment, Laurin Engle Bobo and Craig Blake from Amsive share insights from the field, including how they help health systems adapt segmentation strategies, measure ROI with imperfect data, and invest in emerging media without falling for hype. Why this matters today: Healthcare marketers can no longer rely on “easy” targeting and reporting. Success will depend on how quickly they adapt to privacy-first segmentation, faster but defensible ROI proof, and disciplined experimentation in new media channels. Mentions from the Show: Amsive blog Craig Blake on LinkedIn Laurin Engle Bobo on LinkedIn Reed Smith on LinkedIn Chris Boyer on LinkedIn Chris Boyer website Chris Boyer on BlueSky Reed Smith on BlueSky Learn more about your ad choices. Visit megaphone.fm/adchoices

BOSSes, Anne Ganguzza is joined by Tom Dheere to discuss a foundational topic for every voiceover career: coaching. The hosts assert that every voice actor, from beginner to veteran, needs a coach. The Bosses explore why continuous learning is a necessity in today's saturated market, how to avoid being overwhelmed by industry information, and the combined importance of mastering both performance and business skills.   00:00 - Anne (Host) Hey Boss listeners. Are you ready to turn your voiceover career goals into achievements? With my personalized coaching and demo production, I'm here to help you reach new milestones. You know you're already part of a Boss community that strives for the very best. Let's elevate that. Your success is my next project. Find out more at anneganguzza.com.  00:25 - Speaker 2 (Announcement) It's time to take your business to the next level, the boss level. These are the premier business owner strategies and successes being utilized by the industry's top talent today. Rock your business like a boss a VO boss. Now let's welcome your host, Anne Ganguzza.  00:44 - Anne (Host) Hey everyone, welcome to the VO Boss podcast and the Real Bosses series. I'm your host, Anne Ganguzza, and I'm delighted to be here with Mr Tom Dheere. Yay, yay, hello Anne, hi Tom, yes, guess what, tom, it's that time of year again.  01:01 - Speaker 2 (Announcement) It is you?  01:01 - Anne (Host) know when everybody's going back to school.  01:05 - Tom (Guest) Back to school. Oh yeah, I already bought my trapper keeper.  01:09 - Anne (Host) Oh my gosh, I used to love those. You know that was one of my favorite things about going back to school is buying office supplies and getting ready, and I was one of those rare. I don't know, tom, if you were one of those students, but I loved school. Love, tom, if you were one of those students, but I loved school. Love, love, love school. And it was always exciting to me to, number one, go back for the social component of things and then to go back and like I don't know. I always wanted to like advance in my subjects, and so I was always excited about learning.  01:37 - Tom (Guest) Yeah, me too. I do love school supplies, like if anyone who knows me as just me, or me as the vo strategist like?  01:47 - Anne (Host) of course he loves school supplies right, you know, sharpened pencils and rulers and everything being organized, paper clips and clothes, clothes, my new school clothes.  01:54 - Tom (Guest) You know, hey, oh, love the school clothes. Gotta get the new school clothes.  01:58 - Anne (Host) Well then, speaking of school, you know. I mean maybe it's time that we have a chat about coaching, coaching in this industry. And does it matter, tom, does it? There's so much information out there. Does it matter? Is it beneficial?  02:15 - Tom (Guest) let's, let's, let's chat about that well, one at first. It's funny that we actually haven't talked about this in the few years that we've done the real bosses podcast and two. You know there's an old saying which is never ask an encyclopedia salesman if you need an encyclopedia.  02:28 - Anne (Host) Yes, exactly so you asking?  02:29 - Tom (Guest) me a voiceover coach. If voice actors need voiceover coaching, we'll say well, of course, the answer is yes.  02:34 - Anne (Host) I know and for me to say do we need coaching? As a coach and demo producer.  02:45 - Tom (Guest) Of course. Of course we're gonna say so. Yes, full disclosure. Of course, we as coaches, yes. But here's the thing about it is that I know ann does not accept everybody that that wants to work with her, and I know that not. I don't accept everybody that wants to work with me for all kind, for all kinds of uh, all kinds of reasons. But every voice, regardless of where they are in their journey, needs coaching. You always need to be learning. The greatest baseball players and musicians everyone has a coach. Tiger Woods has a swing coach. Aaron Judge has a baseball bat swing coach as opposed to a golf swing coach. All the greatest artists and athletes have coaching. Do they know more than most? Can they do it better than most? Of course, that's why they are in the positions that they are in doing what they're doing, making what they're making, being as famous as they are, but it's a constant, constant sort of you know all the arts. There needs to be a constant level of education re-education, continuous learning, as they say, absolutely.  03:49 - Anne (Host) And if you're just starting out in the industry, you have to have a fundamental base. And there is, you know, hey, I am the biggest you know. And Google and gangoozle, and gangoozle, and gangoozle, whatever, I am the biggest lover of you know. Search the internet, find the answers. Because I mean, gosh, back in the day, you remember when we used to have to do research, we'd have to actually go to the library and then you would write, like I'd have to write notes for my term paper on like, on like index cards.  04:17 - Tom (Guest) What is this library? What is?  04:19 - Anne (Host) this library. What is this library? Well, our, I mean the library is at our fingertips and so we can. I mean, there's so much out there and, tom, both you and I put out a lot of content in regards to this industry and you know the business of the industry and performance. I give out performance tips and so I think a lot of times when you're first starting out, it can be really overwhelming, and so having a source, a coach, to go to, to kind of make it less overwhelming, can be an actual advantage as well.  04:52 As for me, what was I saying the other day? Oh, in my Pilates class I was like, yeah, I pay to go to this Pilates class so I can do the stretching on the foam roller that I have here at home and I just don't do Right, so I go and use the foam roller that's at the Pilates studio. But there's something to be said in being in a classroom and and actually saying I am dedicating this time for me to learn something or to, you know, to, to, to grow myself, and coaching is a big part of that grow myself, and coaching is a big part of that.  05:30 - Tom (Guest) I agree, the ability to take time and money to commit to a process that you know in. To a certain degree, you could do some of it on your own, but a lot of people most people, I would say like the reason why I have so many mentorship students that I have is that they're like I just need you.  05:48 I just need to have someone to talk to once a month, bounce ideas off of and hold me accountable for it and when you have, and I love accountability and I love stand up groups and meet up groups, but when they actually have to fork money over to me to basically be a paid accountability buddy, there's something to that, something to that I mean. And also, you know, when you're in an accountability buddy group with an accountability buddy or a mastermind group or standup group, that's all great, but most of them are peers.  06:19 Yes, absolutely With the same level of experience and knowledge as you as opposed to working with you or me or another coach who is just have you know, scads of knowledge and experience and the ability to disseminate that knowledge effectively. And also, I know you and I know you keep up with industry trends on a performance and technology and business and marketing level. So do I. We have to do that to be relevant and effective. We have our means. We read the same blogs and watch the same podcasts as everybody else, but I'm sure I know I have my own little secret methods of how I'm keeping up with things, and I'm sure you do too that we're able to aggregate and have, in a concise Anne, to say this is what's going on in the industry, this is how it applies to you. These are the decisions that you could make based on who you are, your talent level, your experience level, the time you have, the money you have that could get you where you want to go.  07:15 - Anne (Host) Well, and the accountability it doesn't just stop with the student. I mean, the coach is accountable. And that is, I think, where the difference is between peer accountability groups, because peer accountability groups, yeah, we can say, yeah, you were supposed to do this last week, or you, this is, this is on your goal sheet, but the stakes are not as high. I don't believe in a peer accountability group as a coach, because coaches are judged on their effectiveness, right, and they they get business based upon their effectiveness and word of mouth. So when you want to go work with someone where that is a factor, you're going to get education.  07:54 That, I think, really counts and is really intentional and therefore, I believe the quality of that is going to be better and it's going to be directly customized, especially if it's one-on-one coaching, and I do both group coaching and one-on-one coaching. But really, when you get that one-on-one time with a coach, there's nothing better than that, because I mean, I look, I offer group coaching as well, but that one-on-one time is precious. That is where it is all about you. It's customized just for you, your career, your growth. And that is where I think coaching really shines and why it still matters and I think, actually, I think it matters more today than it did in years past, because there's so much more competition out there, tom and there's, of course, you know, the synthetic competition out there there, tom, and there's, of course, you know, the synthetic competition out there and we need to really create something, a footprint for ourselves or a voice print, really for ourselves, that is unique and that is competitive and that can actually connect with our audience, which is what our clients are paying us for.  08:59 - Tom (Guest) Yeah, there are more voiceover opportunities for voice actors of all experience levels than ever ever before. There's more genres than ever. There are more voiceover opportunities for voice actors of all experience levels than ever ever before. There's more genres than ever. There are more casting sites than ever, you know, because when I just started, you know there was radio commercials and TV commercials and you know not that much. I mean there was e-learning, reel-to-reel kind of stuff. You know there wasn't that much more.  09:24 Now there's app narration, explainer videos, you know, audio description. There's just so many other ways to get work. But the flip side of that, Anne, is that it's so complicated because there's almost like there's too many choices and there's too many coaches and there's too many casting sites and there's too many blogs and too many podcasts and too many DAWs and too many CRMs and the ability to navigate that and make sure that their time and money is well spent. It's a huge challenge. I mean, I'm on Reddit pretty regularly hanging out on the voiceover related subreddits and listening and watching and, you know, giving advice and stuff like that, and they all say the same thing I don't know where to find a good coach. I don't know how to vet a good coach. I got ripped off by this coach, isn't?  10:15 - Anne (Host) that funny? That's always the question. That's always the question because I think everybody's overwhelmed with that information. You know, I don't think it's unlike just because it's you know the online world today. I don't think it's unlike choices that you have in most everything, right, where can you find a good one? And so what do we do? We rely on word of mouth, we rely on recommendations from our peers who have had a good coach and can recommend a good coach, and so I think that it's good that we have the community and coaches that are out there. You know, hopefully you have a good reputation and if you don't, and if you're just kind of a fly by night coach, well, people will find that out too. So I think that it's, in a way, it's good that there is lots of talk and communication and I always tell you know people, testimonials are always, they're so worthwhile, and word of mouth and communication, and I always tell you know people, testimonials are always, they're so worthwhile and and word of mouth and recommendations. It really is kind of the way, I think, to get work, to get a good coach to do all of that. But I'm talking for me. I'm involved in the performance aspect of the coaching.  11:19 But you right, first of all, you can have the best voice, you can do the best audition, you can be, have the best performance skills ever, but if somebody doesn't know how to find you, or you're not marketing yourself properly, or you don't have your business set up properly guess what? You're not you're gonna sit there and not get hired. I just spoke to a new student the other day who I literally said he's got four demos. And I and he said, like he's been in the business for six years. And he's like well, I don't have an aging yet and I haven't had a VO job yet. And I'm like well, why have you not had a VO job yet? I mean, he's not like he hasn't spent his money. You know what I mean, and so he needs right.  12:00 And then I went and looked at his website. There's absolutely no. And I said, well, you have no examples of work that you've done. You have, you know, and you can't expect to get it all with just an agent, depending on the genre you're in. And he, basically, I said you can have the best voice in the world, but it's not going to do you any good if nobody can find you. So that's where your business coaching comes into play. So it's not just performance coaching that I think is necessary and business coaching is the non-sexy. It's kind of like I do corporate voiceover and it's like the non-sexy part of voiceover. I think business coaching sometimes gets that same stigma and in fact, it's something that I think people need more than ever, more than ever today. Right, and of course, talk about that, tom, of course as the VO strategist, I always say that everybody should get a business coach.  12:44 - Tom (Guest) But to your point is that you could work with me for years and have the best business model, have the best marketing strategies, but if you're not an effective performer, it's not going to matter.  12:58 Yeah, yeah, just like you said, you could be the best performer in the world, but if nobody knows you exist, it's not going to matter either. So it's this synergistic relationship of developing your what I call your storytelling skills, your VO-101 skills, breath control, microphone technique, your genre skills, you know, to be able to be demo ready, to make that shiny demo, and then you can do the things with the demo, which is what I, as the VO strategist, helps everybody with, and everybody has their own journey. Everybody has their own relationship with themselves internally, which it's our job as coaches to be like. Ok, you know, how does this person tick, how does this person respond? How does this person respond to criticism? How does this person respond to praise? How does this person respond to data? You know, and everybody has their own ideas of what success is for them. And these, you know, these people love these social media platforms and these people hate social media and these people hate all social media, and you know.  14:00 And these people hate social media, and these people hate all social media, and you know. And these people hate online casting sites and so on and so forth. So everybody has their own biases and tendencies and, as effective coaches, on both a performance level and a business and marketing level, you know it's our job to be able to navigate that, and that's why the single most important skill that every voiceover coach performance, business, marketing, tech or otherwise has to have is the ability to listen, which also is the same exact skill that every voice actor needs to be a successful, effective, relevant voice actor. So, if you're having a conversation with someone you're considering coaching with and you can't get a word in because they're talking about themselves or that one cartoon they did 30 years ago, or if it's all sell, sell, sell, that tells you something, because they are not asking you what your pain points are Sure.  14:53 - Anne (Host) Every good marketer Help you solve them.  14:55 - Tom (Guest) Exactly Every good marketer, whether it's a a commercial, tired of using this old mop this way. You know. That's identifying the pain point. If I used to use, I use this mop. This mop stinks. Go use this mop. This mop's great. If there isn't any kind of centered likes, any kind of back and forth, reciprocal. You know what are, what are you going through, what are what challenges have you? What are your struggles? Oh okay, well, based on this, this and this, I can help you with this, this and this, as opposed to some. You know old hack, who's just going to throw these stock scripts at you and you know in three lessons. And then you get your demo using the same scripts that everybody uses or a new hack, who you know?  15:32 - Anne (Host) there are new hacks we've seen a lot of those out there.  15:35 - Tom (Guest) I have noticed quite a few new hacks lately both in the performance and business and marketing categories.  15:42 - Anne (Host) I think also, when you talk about an industry that has evolved and changed so much and especially, you know, this year's been an interesting year I mean you've got changes in things outside of the industry that are affecting, you know, corporations and affecting people who advertise, and affecting the climate of what we do, and so that makes people scared to advertise Sometimes, it makes people scared to spend money. It makes, you know there's all sorts of things happening outside of our industry that affect our industry as well as you know. I mean what's happening in your own personal life as well as you know. I mean what's happening in your own personal life. So we talk about the necessity of performance coaching and business coaching, but there's also, believe it or not, there's something to be said for, you know, coaching of the mind and coaching to be a confident performer, a confident business person, somebody who can be competitive and negotiate in these times where it seems like everybody's vying for the same job, and so there's also mindset skills, I think, that are also valuable to be coached. I think, like you said it in the beginning, like a lifelong learner, I think we always have to be learning. We always have to be learning, and do we have to spend tons and tons of money doing it. No, not necessarily, but I do think that there's an investment there and I think it's something that you need to revisit.  17:08 If you did get coaching prior to your demo, maybe five years ago, and now maybe you need a new demo.  17:15 I personally think that everything needs a refresh and, you know, if you haven't coached in a while, I feel like having someone else's ears listen to you. If you haven't been booking why, why is that? Go to a trusted coach and have them listen to you and see if maybe you've fallen into some sort of a rut where maybe you're not delivering performance-wise I don't know a rut where maybe you're not delivering performance wise. Or, for example, when I spoke to the student yesterday who's like well, I haven't gotten a job yet, and I'm like OK, first of all, I'm looking at your website and you don't have downloadable demos. Your website, your demos, are five years old. You know there's lots of things that can contribute to not getting hired, and so I think that the coaching can. Yes, it's definitely investment, but again, remember, any business, you have investments and I think that again, more than ever, it is important to be educated and understand how you can evolve with the changing VO industry of today.  18:15 - Tom (Guest) I think what I agree with everything that you said wholeheartedly, on top of all, that all voice actors need to invest in empowerment. That is one of the biggest deficiencies that most aspiring voice actors have coming into the industry. They immediately, you know, disempower themselves. They immediately devalue themselves because they have this and this is a system of thought thing that I talk about all the time, Anne is that most people coming into the voice industry think that the industry is vertical, it's a ladder or a mountain and you have to climb it and as you climb it, you kick people in the face and knock them off the ladder or the mountain like it's some reality show and you go ha ha, I take your videos now.  19:01 Haha, I narrate them. You don't blah, blah. That's not how it works. I've always talked about how the voiceover industry is spherical and you're the center of your sphere and your job is to expand your sphere and empower yourself by including as many good humans in it as possible, both agents and managers and audio engineers and coaches and fellow voice actors and your accountant and your lawyer and your graphic designer or your social media manager or whoever to empower you so you can make the best decisions possible to expand that sphere and move your voiceover business forward.  19:36 So to work with an effective coach to be or just to be, just to be educating yourself in general is to empower you you know, on both a personal and a professional level, and the more that you can do that, the better chance you have of making those voiceover dreams come true.  19:55 - Anne (Host) I mean, and and speaking of, we always talk about, what are the red flags? What are the red flags right? How do we know a coach is worthy of my investment? Right, a coach, a business coach or performance coach? You know, I like to start with. First of all, let's let's talk about what it takes to get a good coach. I mean, what are the? What are the green flags Right? What? What do you look for in a good coach? What are some properties of a good coach? Would you?  20:22 - Tom (Guest) say you touched on this earlier. Reputation is definitely one. I mean there's the reputation of someone like a Jennifer Hale who holds the Guinness World Record for the most amount of video game characters ever recorded by a female. So there's a level of something that comes with that.  20:42 Jen also happens to be a great articulator and a great coach, but then there's other coaches that have done one character decades ago hasn't done much work since, and then that's the only thing that they hang their shingle and their reputation on this one character that they played a very, very long time ago. Shingle and their reputation on this one character that they played a very, very long time ago. Jennifer, like you and me and a bunch of our other coaching and voiceover friends are boots on the ground day to day, dare I say, in the trenches. Voice actors. We are working, we are auditioning and marketing and booking regularly. So I always say the first green flag for a good voiceover coach is to go to their voice actor website and go check that out.  21:26 See what they've got, see what they have done recently, see if their demos and YouTube Anne and playlists have been updated recently, check their IMDB profiles and see what work they have done. And layered on top of that, you know, as a voice actor, reputation, obviously, as a voiceover, coach, reputation, testimonials on the website, testimonials on social media platforms, conversations that people are having behind our back on various social media platforms or in subreddits or Discord servers or or facebook groups, like though that's some of the major. Those are two of the biggest green flags is the. You know, because you never know and there is no guarantee of any voice actor achieving any level of success, but you know your chances of empowerment will increase if you work with someone who knows what they're doing, has been doing it for a long time and is doing it today.  22:19 - Anne (Host) Yeah, exactly. So they have evolved over the evolution of the voiceover industry and so they know. They know what agents are looking for, they know what casting directors are looking for, they know what is relevant and current in the industry. So red flags on the other side.  22:38 - Tom (Guest) Well, the red flags are if they just started. There's a lot of voice actors or aspiring voice actors who do a couple of gigs and all of a sudden they hang out their shingle as a voiceover business coach and marketing coach, or performance coach. You and I see it all the time.  22:55 - Anne (Host) I think there has to be some longevity to it.  22:57 - Tom (Guest) Yeah, there needs to be some longevity to it. Yeah, there needs to be some longevity. Now. Everybody has to start somewhere, and you know someone who may turn out to be the greatest performance or business coach ever has to start somewhere, and start with one student.  23:12 And you know what I mean, but for those that haven't been in the industry for very long, that have little or no IMDB credits or have little or no samples on their voiceover website, all of a sudden they're a coach. Well, that's telling you something, and I've seen it from personal experience. People working, for example, with me get some business coaching from me and then a couple months later they're all of a sudden a business coach. And I'm like wait a minute, wait a minute, they never last.  23:38 - Anne (Host) Well, I always think they never last, though.  23:41 You know, for me it's always like and people say this all the time, right, you know the quick success, right, and I see it in. You know ads, in ads like, hey, you don't need expensive equipment or training to be a voice actor. And you know those are designed to sell the dream. And again we have to say it, you know, and it sounds like a broken record, but just if we reach just one person right and I always tell people like, honestly, it's a skill You're becoming an actor. I mean, that doesn't happen overnight. It is a marathon, not a sprint. It really is a marathon, and the people who are truly successful in this industry know that. And marathon by marathon, I'm not talking six months, I'm not talking three months, I'm not talking, I'm talking years, years of working in this industry and putting in the work, doing the auditions, getting the training. Those are the ones that become successful.  24:38 - Tom (Guest) Absolutely. This is a long-term investment. It's just like going to college, going to medical school, going to trade school going to vocational school.  24:49 It takes a long time to develop the skills and collect the tools, both literal, physical, microphone headphones, daw and the other business and marketing tools understanding how to write a business plan, how to create a marketing strategy, how to make long-term investments through blogging and social media, how to make short-term investments through auditioning on free casting sites and then developing your skills, and then maybe moving to pay-to-play casting sites which have higher quality, higher paying auditions and then using that to develop your skills to maybe then you're ready to submit to agents. There are things that have to happen in order. You know, a tomato can't grow until you plant the seed, water it and wait.  25:37 - Anne (Host) Right, exactly. Well, I love that because so many people are like well, I can't invest in another demo or more coaching until I make money in the industry. So, oh gosh, I wish I had a nickel for every time. Somebody said that to me and I'm like but it doesn't quite work like that In reality. You do have to make an initial upfront investment and it may take you a minute before you make that money back. And so you've got to get the skills developed in both running your business, establishing that you know, hanging out the shingle on your online website. There's money involved in that. There's money involved in you know setting up your business or getting you know good business coaching, advertising yourself. And there's, of course, money in performance wise being, you know, coached so that you're competitive.  26:26 In today's industry, you're competitive and doing well, and even the people who do, who are great performers. It's not always an immediate return on investment. I mean, gosh, I mean I've spoken to veterans out there. I mean you have to understand. You have to be in it long enough to understand that you're not going to get a commercial a day necessarily. I mean I don't know anybody that ever has, and that dream can't be sold to you. You really just have to be. I think you have to think what Malcolm? I always go back to Malcolm Gladwell 10,000 hours, really 10,000 hours of effort and you know to really start to see effective success. And then you evolve into growing into a better performer, a better actor, a better business person. Tom, if somebody's interested in it, how much would you say is when is a good time to invest? When do they take that step and say plunk down my money, here's my money, coach me.  27:37 - Tom (Guest) I would say what has to happen. I think the first thing that has to happen is that they have to invest in storytelling training first. Theater training, on-camera training, singing training, improv training, stand-up comedy training. Pick one of those disciplines.  27:52 - Anne (Host) But does that mean they have to spend money and go to an acting class? Not necessarily.  27:55 - Tom (Guest) I mean improv troops are free. You know open mic night is free. You know there's community theater is free. There's lots of places where they can develop that skill, because first they need to find out if they have that skill they don't want to be on stage.  28:09 - Anne (Host) That's why they're right. That's why they're doing it behind the mic. That's why right.  28:13 - Tom (Guest) So for those people. Right, and the thing about that is they need to find out if they have the ability, through the power of their voice, to engage and be engaging. If you can do that through those, then you can. Then that's when I think is a good time to start your VO training. Here's the other thing, Anne, is that you know. You mentioned briefly AI at the beginning of it. If you are better than AI when you're, you know when you're starting to invest in your training, you're not going to get anywhere.  28:42 - Anne (Host) And what's going to make the difference? And AI reads really well. So if you're nothing but a really pretty reader, yeah, you got no shot.  28:48 - Tom (Guest) You're not going to advance. That's why getting acting, theater, improv, stand up or singing training is going to already you're hitting the ground running by already being better than AI when you're, once you're ready for your VO training. That's why I think you should really start that way.  29:02 - Anne (Host) Yeah, One thing I do want to stress is that my coaching has gone. It was always been acting based. I mean it starts with acting based. So for those people who've never taken acting course, I always I always recommend that they take an acting course anyway, because there's a subtle difference between acting in front of other people or acting with people and then acting behind the mic, and it's nice to have that 360 degree view of all the aspects of the acting. And a good coach will teach you voice acting and not just here's a script, here's how and direct you to a sound that would sound good on a demo, really, and that's why I concentrate. I'm almost obsessed with personally training people to be good actors, because that's going to last them so much longer than just a directed demo. Right, Because if any good director can direct you to a good demo, really it's.  29:55 You know they can give you the read that people are looking for and then you can have a great demo. But then, all of a sudden, when you're asked to produce that or you're trying to audition and you're wondering why you're not booking the jobs, that's because you haven't established the basic skills, the basic acting skills required. Definitely, investment is not just in a voice acting coach, but, yes, in, I think, acting classes, improv classes. All of that can help. All of that can help.  30:21 - Tom (Guest) Absolutely. It's just going to make you that much better, that much faster and that much better of a decision maker than AI, because the real skill, when it comes to true performance, is not about what impressions you can do is can you make strong acting choices quickly, right, right, right. And if you can do that when the client says, hey, abc. That for me, and you can do is can you make strong acting choices quickly, right, right, right. And if you can do that when the client says, hey, abc that for me, and you can give them three takes with different emphasis and different motivations and different levels of engagement.  30:47 That's what's going to get you ahead of the pack.  30:50 - Anne (Host) And honestly, it's one of those things that you have to understand that if you're looking, if you happen to just be getting in this industry and you watch social media, be careful with that, because a lot of what happens on social media is all the positive things, all the hey I booked the gig but I can't tell you about it, or the illusion that you know people are successful, because you know it takes a very special person to be on social media and say, oh gosh, I didn't nail it and I'm so upset Because a lot of times, well, first of all, if it's something that's under NDA, we can't really talk about it anyways.  31:28 But if you give the illusion or you're looking at other people that are giving the illusion that they're successful and making tons of money and they just started or they didn't do it this way, there's multiple ways to be successful in voiceover and there are some people that would say you don't necessarily need coaching. Honestly, I don't buy into that, but I think at some point everybody needs to have that extra ear, hearing them or giving them some sort of education about it, whether it could be a manager, it could be a talent agent. It doesn't have to be an actual voiceover coach, but somebody that's giving you feedback so that you can then take that feedback and improve. Do what you need to educate and improve yourself.  32:12 - Tom (Guest) I think you touched upon something very critical which is one of the most important skills is the ability to self-direct and with COVID wiping out all in-person auditions, at least here in New York City, and for most voice actors, almost 100% of their actual bookings are going to be taking place at home, not being directed. Then you need to learn how to listen to yourself objectively when it comes to pace and tone and inflection and sibilance and regionalisms and mic placement and breath control and, obviously, performance choices. That you should be able to learn how to hear yourself and adjust accordingly, because if you can't do that, you can't be an effective voice actor.  32:58 - Anne (Host) That's a process being able to self-direct, it's being able to develop an ear. An ear doesn't happen overnight, typically, it just doesn't. It's hard for people to actually hear themselves without actually hearing how they sound and to evaluate themselves as an actor. So it is tough. Themselves as an actor. So it is tough. And it does take, I think, a lot of I'm going to say a lot of practice, a lot of you know, auditions, a lot of failing, a lot of just going oh shoot, what could I have done wrong? Or maybe feedback, and so, yeah, there's a lot to that. I mean, gosh, we could just go on all day. But guys, again, you know we're both coaches. Of course we'd love it if you coach with us, but just know that it's valuable. It's valuable in today's voiceover industry to have another set of ears, to have a trusted coach, somebody. That's what they do. They've been established in the business that is guiding you along this career, which, again, is a marathon not a sprint. Good discussion, tom, yeah.  33:57 - Speaker 2 (Announcement) Good discussion All right, tom.  33:58 - Anne (Host) Yeah, good discussion. All right guys. I'm going to give a great big shout out to our sponsor, ipdtl. You too can network and connect like bosses, like real bosses. Find out more at IPDTLcom. Have an amazing week and we'll see you next week. Bye.  34:13 - Speaker 2 (Announcement) Join us next week for another edition of VO Boss with your host, Anne Ganguzza, and take your business to the next level. Sign up for our mailing list at vobosscom and receive exclusive content, industry revolutionizing tips and strategies and new ways to rock your business like a boss. Redistribution with permission. Coast to coast connectivity via IPDTL.   

In this must-listen episode of the Millionaire Car Salesman Podcast, host Sean V. Bradley and co-host L.A. Williams sit down with automotive veteran Jake Hales - Digital Operations Manager for Gee Automotive Group and advisory board member for Digital Dealer. With over 25 years of experience, Jake pulls back the curtain on how dealerships are transforming in the digital age and why this year's Digital Dealer Conference is a can't-miss event! “As an industry we don't have a technology problem. We have a utilization problem.” - Sean V. Bradley You'll get an inside look at how technology, AI, and digital innovation are reshaping the automotive industry… and why the smartest dealers are the ones investing in their growth, their teams, and their networks. But that's just the start. Jake also shares how Digital Dealer's revamped agenda is delivering more value than ever, with sessions designed to sharpen skills, expand connections, and equip attendees with strategies that can change the trajectory of their business! "The feedback was... we need to have more workshops. Because it's one thing to sit in a classroom and have people preach at you, it's another thing to get with the dealer next to you." - Jake Hales Ready to unlock your next level in automotive sales and leadership? Register now for the upcoming Digital Dealer Conference and use our exclusive code for 25% off your pass with Code: DealSyn. Don't miss your chance to be in the room where the future of automotive is being written: https://tinyurl.com/DSDD2025   Key Takeaways: ✅ The automotive industry must overcome its historical underutilization of technology by correctly setting up and managing CRM tools to enhance dealership operations. ✅ The Digital Dealer conference has undergone significant transformations to offer more hands-on workshops and concise, impactful presentations. ✅ Sales managers in particular need to leverage AI to streamline their responsibilities, which now encompass dealing with digital leads and customer interactions. ✅ Networking with industry peers and attending conferences can provide invaluable insights, practical solutions, and personal growth opportunities within the automotive sector. ✅ Embracing a forward-thinking approach with AI integration can greatly enhance the efficiency and effectiveness of dealership operations.   About Jake Hales Jake Hales is a seasoned automotive professional with over 25 years of experience. He has built a notable career spanning roles in retail sales, OEM operations with Toyota, consulting, and software delivery. Currently, Jake is the Digital Operations Manager at Gee Automotive Group, where he oversees digital transformations related to CRM and phone systems for a group of 40 dealerships. In addition, Jake serves on the advisory board for Digital Dealer, where he contributes his expertise to shape the future of automotive conferences.   Maximizing the Potential of CRMs: Harnessing AI, Innovation, and Conferences to Revolutionize the Automotive Industry Key Takeaways The automotive industry is not limited by a lack of technology but by its proper utilization and management. The upcoming Digital Dealer conference promises to revitalize and refocus learning and networking opportunities, featuring a new format aimed at more practical engagement. Artificial intelligence (AI) offers transformative possibilities, yet many current solutions overlook critical integrations and real-world dealership problems.   The Underutilization of Automotive CRM Systems For decades, the automotive industry has struggled not with a lack of technology but with effectively utilizing the technology it already possesses. Sean V. Bradley, a renowned expert in automotive sales, makes no bones about this: "Our industry has never had a deficiency of technology. Our industry has a deficiency to proper utilization." With 90% of all Customer Relationship Management (CRM) systems not being set up or managed correctly, it's evident that the problem isn't technological capability but strategic implementation. CRMs should be the backbone of any dealership, providing a 360-degree view of customers, and leveraging data for both sales and service. Yet, the potential of these systems is frequently left untapped. As dealerships continue to struggle with lower sales numbers post-pandemic, the conversation pivots not just toward adopting new technology, but ensuring the mastery of what's already available. Bradley adds, "If we're not understanding it and we're not utilizing it, all we're doing is shuffling the deck." The implications of this are profound: for dealerships to remain competitive, they must move beyond merely possessing tools to mastering them. This means in-depth training, cross-departmental integration, and reevaluating the traditional dealership roles to foster a tech-centric culture that thrives on data-driven decision-making. Revamping the Digital Dealer Conference for Future Success In response to fluctuating attendance and shifting industry needs, the Digital Dealer conference has decided on a seismic reformation. In its previous iterations, feedback highlighted challenges with overcrowded vendor spaces and less focus on value. As Jake Hales, a digital operations expert and advisory board member for Digital Dealer, notes, the shift aims to address these concerns head-on with an upgraded format. "We need to have more workshops," Hales explains. The conference will transition into a dynamic hub of activity, featuring TEDx-style sessions for high-level insights and deeper, hands-on workshops for applied learning. This bifurcated approach allows for more intensive engagement on practical issues, breaking away from the traditional passive learning structure. "The challenge of having hour-long sessions is you do end up getting into minutiae," Hales states. With the introduction of compressed 25-minute TEDx sessions, speakers are encouraged to distill critical insights into compelling, actionable narratives. Complementing these are extended workshops where attendees can "get into the weeds," fostering a collaborative environment designed to dive deep into solutions for current dealership challenges. The Promise and Pitfalls of Artificial Intelligence in Automotive Artificial Intelligence is hailed as a transformative force ready to revolutionize automotive sales and operations. However, both Bradley and Hales offer a word of caution: between the promise and delivery of AI lies a gulf that only purpose-driven integration can bridge. "The magic sauce hasn't come out yet," Hales asserts, with many AI applications failing to address real dealership needs. Bradley elaborates, emphasizing the noise in the market: "There's all these fugazi AI companies… either don't have Internet integration, they don't have funding, or they're just batshit crazy." To navigate this landscape, dealerships must sift through these options, hone in on solutions that offer genuine integrative benefits, and take advantage of AI capabilities across CRM systems, predictive modeling, and customer engagement. There is significant potential for AI to handle repetitive and time-consuming tasks, thereby freeing up human resources for roles that require nuanced decision-making and relationship-building. As Hales points out, AI can ameliorate the juggling act performed by overstretched managers. Translating customer interactions through multilanguage support, for example, can help unlock underserved markets. Yet the broader adoption of AI will succeed only if anchored in realistic, performance-enhancing applications tailored to dealership exigencies. By engaging more deeply with AI tools and formats that prioritize education and partnership over exploitation, the automotive industry can transcend current inefficiencies, cultivating a more informed, agile, and customer-centric ethos that distinguishes the leaders from the laggards. Nurturing Growth Through Networking and Engagement Undoubtedly, one of the key pillars for advancing within an evolving field such as automotive sales is networking—an undertaking the industry hardly emphasizes beyond simple introductions. Conferences like Digital Dealer are excellent avenues for fostering these connections, providing invaluable face-time with peers and industry leaders. These interactions offer unforeseen insights that even profound technological acumen might overlook. "You're not going to send any of these folks back to school," Hales articulates, noting the practical limitations that educational programs face. His assertion dovetails seamlessly with observations made by others on the importance of dealer collaboration, not only for shared learning but for driving collective progress. Bradley points out, "It's being in the know," emphasizing that much of a conference's value lies in stripping away feelings of isolation by exposing shared challenges and innovative responses. Setting the stage for engagement at the fringes of formal sessions allows meaningful discourse to flourish—nurturing growth and acting as a backbone for individual and team success. Real-world applications and success stories are brought to the forefront, transforming simple education into actionable strategy. Dealer culture, intrinsically rooted in kinesthetic, hands-on modalities, thrives on involvement rather than observation. Specialized sessions, think tanks, and non-static formats invite participants to dive directly into problem-solving, accommodating varying levels of expertise and empowering professionals to be proactive catalysts in their own success stories. With every session, conference, and professional engagement, the automotive industry sharpen its competitive edge by cultivating a culture where mastery of technology and collaborative ingenuity work hand-in-hand to defy traditional constraints and embrace innovative possibilities.   Resources + Our Proud Sponsors: ➼ The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry with over 29,000 members worldwide. Collaborate with automotive professionals, learn the best industry practices, and connect with top mentors, managers, and sales leaders. Join The Millionaire Car Salesman Facebook Group today! ➼ Dealer Synergy: The automotive industry's #1 Sales Training, Consulting, and Accountability Firm. With over 20 years of proven success, Dealer Synergy has helped dealerships nationwide build high-performing Internet Departments and BDCs from the ground up. Our expertise includes phone scripts, rebuttals, CRM action plans, lead handling strategies, and management processes; all designed to maximize your people, processes, and technology! ➼ Bradley On Demand: The automotive industry's most powerful Interactive Training, Tracking, Testing, and Certification Platform. With LIVE virtual classes and access to a library of over 9,000 on-demand training modules, Bradley On Demand gives your dealership the tools to dominate every department—Sales, Internet, BDC, CRM, Phone, and Leadership. From sharpening individual skills to elevating entire teams, this platform ensures your people are trained, tested, and certified for maximum success. Equip your dealership to sell more cars, more often, and more profitably with Bradley On Demand!

Key Highlights from the Episode:0:00 – Introduction0:44 – Future-proofing your CRM and architecting for scalability2:23 – Why most CRMs fail when firms grow5:08 – AI in CRMs: more than just dashboards10:34 – Inside “Elite Genie” and how it supports advisors11:48 – Why your CRM is really a data warehouse14:05 – Integration-first architecture for efficiency and scale25:19 – Data hygiene: the foundation of advisor valuations33:15 – Overcoming skepticism around AI adoption38:08 – A roadmap to future-proofing your tech stackResources:Elite Consulting Partners | Financial Advisor Transitions: https://eliteconsultingpartners.comElite Marketing Concepts | Marketing Services for Financial Advisors: https://elitemarketingconcepts.comElite Advisor Successions | Advisor Mergers and Acquisitions: https://eliteadvisorsuccessions.comJEDI Database Solutions | Data Intelligence for Advisors: https://jedidatabasesolutions.comListen to more Advisor Talk episodes: https://eliteconsultingpartners.com/podcasts/Follow us on LinkedIn: https://linkedin.com/company/eliteconsultingpartners

Jon Ferrara, CEO of Nimble, has devoted his career to helping people grow their businesses by turning contacts into lasting, valuable relationships. We explore Jon's journey from creating GoldMine, one of the first successful CRMs, to founding Nimble, a relationship-focused CRM that brings contact management back to its roots. Jon shares his personal “Why” — to grow his soul by helping others grow theirs — and explains why relationships, not technology, are the real key to business success. He introduces his signature frameworks: the Five F's of Relationships (Family, Friends, Food, Fun, and Fellowship) for building authentic connections, the Five E's of Brand-Building (Educate, Enchant, Engage, Embrace, and Empower) for expanding influence, and the Three P's (Passion, Plan, Purpose) for achieving personal and professional goals. Jon also describes how Kanban-style workflows and selective automation enable entrepreneurs and teams to manage contacts at scale without losing the human touch. --- Important links: Jon's LinkedIn Start a free trial of Nimble Email Jon directly: jon@nimble.com

Esta semana en “Con Licencia Para Vender”, Jorge Zamora trae un episodio imperdible para todos aquellos que quieren aumentar sus ventas utilizando herramientas inteligentes y efectivas. En el episodio #534, Jorge se adentra en el mundo de la prospección y revela cómo un CRM puede dejar de ser solo un registro administrativo para convertirse en una verdadera palanca de crecimiento comercial. Con el enfoque claro y práctico que lo caracteriza, Jorge expone por qué la mayoría de las empresas apenas aprovechan el 10% del potencial de sus CRMs, y comparte ejemplos y casos de uso reales para transformar este sistema en la base de una operación comercial consistente, eficiente y productiva. Desde la importancia de definir reglas claras y documentarlas, hasta consejos sobre automatización y el uso inteligente de etiquetas, este episodio está cargado de recomendaciones accionables para que tu CRM nunca más sea visto como una carga, sino como el motor de tus ventas.

The Broke Agent and Jason Cassity react to six real estate posts every agent can replicate right now. From perfect listing videos to viral comedy skits, they break down why these hooks and formats work. Plus, how to mix in data, humor, and hyper-local content to stand out in today's algorithm.

In this Roofing Road Trips® episode, Heidi J. Ellsworth sits down with Alan Davis of Ingage to explore how smart system integration can reduce friction, improve team consistency and create a more streamlined experience for homeowners. With so many tools required to manage roofing sales — from CRMs to measurement apps to visualizers — it's easy for things to get complicated fast. By bringing visualization and presentation together in one platform, the new Renoworks and Ingage integration shows how simplifying tech doesn't mean sacrificing functionality. Join Heidi and Alan to discover how connected tools can create stronger teams and a more cohesive sales journey for your customers, turning them into lifelong customers and word-of-mouth cheerleaders.    Learn more at RoofersCoffeeShop.com!  https://www.rooferscoffeeshop.com/     Are you a contractor looking for resources? Become an R-Club Member today! https://www.rooferscoffeeshop.com/rcs-club-sign-up     Sign up for the Week in Roofing!  https://www.rooferscoffeeshop.com/sign-up     Follow Us!   https://www.facebook.com/rooferscoffeeshop/   https://www.linkedin.com/company/rooferscoffeeshop-com   https://x.com/RoofCoffeeShop   https://www.instagram.com/rooferscoffeeshop/   https://www.youtube.com/channel/UCAQTC5U3FL9M-_wcRiEEyvw   https://www.pinterest.com/rcscom/   https://www.tiktok.com/@rooferscoffeeshop   https://www.rooferscoffeeshop.com/rss     #Ingage #IngageHQ #RoofersCoffeeShop #MetalCoffeeShop #AskARoofer #CoatingsCoffeeShop #RoofingProfessionals #RoofingContractors #RoofingIndustry 

How AI is Really Changing the Game for UK Estate Agents, with Mark Burgess! AI isn't the future, it's already here. In this episode, we chat with Mark Burgess, CEO of Iceberg Digital and author of Prepare: AI's Impact on Business, about how artificial intelligence is transforming estate agencies. We discuss why many CRMs are outdated, the shift from manual to digital processes, and what smart agents must do to stay ahead. If you're curious about AI beyond the hype, this conversation is a must-listen.

Send us a textHave you ever found yourself drowning in a sea of marketing data, unsure which metrics actually matter? The solution might come from an unexpected source—a smoke-filled room beneath London during the Battle of Britain.In this fascinating episode, I draw surprising parallels between the RAF's revolutionary Dowding System—which helped a vastly outnumbered air force defeat the Luftwaffe in 1940—and the challenges modern businesses face with data management. The problem isn't a lack of information; it's making sense of the overwhelming flood of contradictory inputs coming from analytics, search console, CRMs, social platforms, and more.The Dowding System's genius lay in its three-step approach: collect data from multiple sources (like radar stations and ground observers), collate that information into a single source of truth (filtering out noise and duplicates), and visualize it effectively (on a giant map table where commanders could instantly grasp the battlefield situation). I show how this exact framework can transform your business intelligence strategy, helping you make faster, smarter decisions than your competition.I share practical advice for building your own "operations room," including identifying your mission-critical metrics, choosing the right tools like Looker Studio, creating effective dashboards, and establishing regular review rhythms. I even reveal my personal system that emails hourly, daily, and weekly reports to keep my finger on the pulse of my business.Ready to bring wartime strategic brilliance to your marketing efforts? Listen now and discover how to stop drowning in data and start winning your own Battle of Britain. And remember—subscribe to "SEO Is Not That Hard" for more unexpected insights that will transform how you approach digital marketing.SEO Is Not That Hard is hosted by Edd Dawson and brought to you by KeywordsPeopleUse.com Help feed the algorithm and leave a review at ratethispodcast.com/seo You can get your free copy of my 101 Quick SEO Tips at: https://seotips.edddawson.com/101-quick-seo-tipsTo get a personal no-obligation demo of how KeywordsPeopleUse could help you boost your SEO and get a 7 day FREE trial of our Standard Plan book a demo with me nowSee Edd's personal site at edddawson.comAsk me a question and get on the show Click here to record a questionFind Edd on Linkedin, Bluesky & TwitterFind KeywordsPeopleUse on Twitter @kwds_ppl_use"Werq" Kevin MacLeod (incompetech.com)Licensed under Creative Commons: By Attribution 4.0 Licensehttp://creativecommons.org/licenses/by/4.0/

Send us a textWhat happens when you strip commerce down to its essence? In this thought-provoking conversation between industry veterans, we explore the fundamental truth that all business boils down to two people exchanging value—and everything else is just overhead.Steve Clegg opens with a powerful framework: the economy only functions through human exchange, yet we've built towering hierarchies of "rent-seekers" atop these simple transactions. Through cryptocurrency and AI, he envisions a future where these layers disappear, returning power to buyers and sellers. His work with Zentoro has achieved remarkable 98% accuracy in predicting customer retention through transaction patterns, revealing that frequency matters far more than transaction value.Venky Lakshminarayanan brings his expertise in value management, describing it as "orchestrating business functions to maximize customer value." He challenges listeners to question whether they truly understand what problems they're solving for customers. His insights on how value differs between enterprises (revenue, profits) and individuals (recognition, quality of life) provide a framework for aligning business objectives with human needs.Nick Mavrick from Built Data completes the picture by exposing how poorly most organizations support their field personnel with actionable market intelligence. He describes a world where salespeople lack basic knowledge about customer prioritization and market coverage, resulting in missed opportunities and frustration on both sides of the transaction.Among the most practical revelations is the "50-50 rule"—research showing that conversations where both parties speak equally are dramatically more likely to result in action. This golden ratio applies whether you're a doctor with patients, a manager with employees, or a salesperson with customers.The discussion also touches on the legacy burden of enterprise systems like CRMs, which have become expensive obstacles rather than value creators. As AI enables more agile alternatives at a fraction of the cost, businesses face a critical decision point: continue with systems that deliver poor ROI, or embrace transformation?Whether you're reconsidering your business model, evaluating technology investments, or simply trying to better understand customer behavior, this conversation offers clarity on what truly drives successful commerce in today's complex environment. Visit us at LearningWithoutScars.org for more training solutions for Equipment Dealerships - Construction, Mining, Agriculture, Cranes, Trucks and Trailers.We provide comprehensive online learning programs for employees starting with an individualized skills assessment to a personalized employee development program designed for their skill level.

Send Rita a text with your thoughts!Save your spot for Prep for Wave Week :) https://programs.steeryourmarketing.com/prep-for-wave-weekGet access to over 2000 cruise video clips: https://programs.steeryourmarketing.com/products/courses/view/1166776 You're running a business, not a hobby, and it's time your operations reflect that mindset. I'm bringing back my conversation with Courtnie Nichols, the SOP queen who's built a travel empire using systems that actually work.We're talking everything from AI-enhanced standard operating procedures to tech stacks that talk to each other through Zapier integrations. She breaks down exactly how she uses tools like Asana, Honeybook, and VacationCRM to create repeatable processes that let her team run the business while she focuses on growth. Whether you're drowning in manual tasks or ready to scale beyond being a solopreneur, Courtnie spills all her operational secrets including how to audit your workflow, when to hire team members, and why quarterly SOP reviews are non-negotiable for sustainable growth. Check out The Biz Huddle: https://www.thebizhuddle.com/Questions this episode answers:How do you create standard operating procedures (SOPs) for your travel business?What tech tools should travel advisors use to automate their business operations?Should you hire independent contractors or W-2 employees for your travel business?What's the difference between Honeybook and travel-specific CRMs like Vacation CRM?How do you use Zapier to connect different business tools and software?What project management tools work best for travel agency operations?What should you document first when creating business systems?How do you train team members using SOPs and video tutorials?Why don't travel industry tools integrate well with other business software?How do you conduct post-trip reviews to improve your processes?What's the best way to organize and store your business documentation?How can travel advisors scale their business without working more hoursWhat operational mistakes do new travel entrepreneurs make?How do you create workflows that work for both individual and group travel bookings?When is it time to invest in paid versions of business management tools?How do you build systems that allow your business to run without you?Enjoy (and take action)!---------------------------------------------------------------Check out EVERYTHING I offer to support your travel business journey: https://strategictravelentrepreneurpodcast.com/everything/Say HI on Social:LinkedIn: https://www.linkedin.com/in/ritaperez19/Instagram: http://www.instagram.com/takethehelmvbsFB Group: https://www.facebook.com/groups/529490048073622 Direct EMAIL:rita@steeryourmarketing.com

Want more Realtor referrals as a Loan Officer without chasing, cold-calling, or paying for leads?Discover the proven Realtor referral system top mortgage professionals use to double Realtor partnerships and generate consistent mortgage leads:Go to: https://www.go.myagentclasses.comEpisode Summary:In this episode, we talk with Andrew Penner about the often-overlooked goldmine every loan officer already has: their past clients.We explore why so many lenders lose out on repeat business because they don't know when clients are ready to buy again, refinance, or invest.Andrew introduces Milo.ai, a platform that uses behavioral signals and deeply integrates with CRMs to help mortgage professionals stay top of mind without overburdening their time.The conversation also touches on maintaining authenticity in communications, balancing automation with the human touch, and preparing now for a likely surge in demand moving into 2025–2026.Learn More About MiloConnect With Andrew Double Your Agent Referrals With myAgent ClassesWatch the Video HereConnect With GeoffA Connect on InstagramS Connect on LinkedInK Subscribe on YouTubeSAY THANKS Leave a review on Apple PodcastsG Leave a rating on Spotify

Early-stage founders don't need dashboards and deal stages. They need sharper focus, faster feedback, and fewer distractions. On The Predictable Revenue Podcast, Collin Stewart sits down with Patrick Thompson, founder of Clarify, to talk about why most CRMs fail startups, how AI can actually help (if used right), and what it really takes to find product-market fit. Here are the key takeaways for any founder building a sales motion from scratch. Highlights include: Understanding the Evolution of CRMs (04:18), Customer Acquisition and Early Growth (13:06), Navigating Product Positioning and Market Fit (15:52), Establishing Repeatable Customer Acquisition (17:58), Recognizing Product Market Fit (19:56), And more... Stay updated with our podcast and the latest insights on Outbound Sales and Go-to-Market Strategies!

In this episode, I sit down with Shane Carey, Member Success Coach and CRM Specialist at The Roofing Academy. Before joining TRA, Shane spent 7 years at JobNimbus, where he helped build scalable sales strategies and shape CRM product development- contributing to 33% year-over-year growth and multiple funding rounds.   Shane shares how roofing contractors can get the most out of their JobNimbus build outs by creating workflows, automating tasks, and implementing reporting that brings visibility to every part of the business.   We dive into the biggest challenges contractors face with CRMs, why focusing on process before scaling is critical, and how running your business by the numbers uncover millions stuck in the pipeline. Shane also breaks down the most common mistakes contractors make inside JobNimbus and how to design systems that free up owners to lead instead of chase tasks.   If you're a roofing contractor or home service business looking to maximize JobNimbus, streamline operations, and build systems that support long-term growth, this episode is packed with actionable insights you can start applying today.

The Broke Agent breaks down how interest media has replaced social media and what that means for your content. Why strictly real estate posts don't reach as many people anymore, and what to do instead. Plus, the hyper-local strategies agents can use to win in today's algorithm.

We're talking about one of the most important aspects of your website: how to actually collect payments. A great website won't help you unless customers can easily pay you. Whether your business is consultation-based or direct purchase, this episode covers the tools and steps you need to make the payment process smooth and efficient.  YOU WILL LEARN:The difference between consultation-based payments and direct purchase payments.  Recommended tools for managing payments, including CRMs like HoneyBook, Dubsado, and more.  Top payment processors and systems for selling products, courses, or services.  Common mistakes to avoid when integrating payments into your website.  Why clear pricing and mobile-friendly design are non-negotiable.

In this episode of Between Product and Partnerships, Pandium CEO Cristina Flaschen speaks with Beth Beese, Director of Partnerships at Loopio, about her unique journey into partnerships, building an ecosystem from the ground up, and why cross-functional relationships are the secret weapon for success.From Fax Lines to Tech PartnershipsBeth's path to tech partnerships was anything but traditional. She started her career in sales, including door-to-door telecom services, before a chance meeting with Shawn Doyle of ReleaseTEAM opened the door to tech sales and partnerships. What began as a cold pitch turned into an informal interview and eventually a career-defining opportunity. That early experience taught Beth the power of relationships and the importance of saying “yes” to unexpected opportunities.Discovering the Power of PartnershipsAt Release Team, Beth realized that partnerships weren't just about closing deals, they were about bridging gaps between enterprise software vendors and customer success. By aligning IBM technology with consulting and training services, she saw firsthand how partnerships fuel customer outcomes. For her, sales provided the adrenaline, but partnerships became the “jet fuel” that scaled impact.Scaling Partnerships at LoopioWhen Loopio raised its Series B in 2021, Beth became the company's first partnership hire. Her mandate? Build out the alliances function from scratch. Today, Loopio's ecosystem spans professional services partners, technology integrations, and reseller relationships. By focusing on integrations with core systems like CRMs and working closely with services providers, Beth's team ensures Loopio's RFP automation platform connects seamlessly into broader sales workflows.Prioritizing a Small but Mighty TeamWith limited resources, prioritization is critical. Beth's strategy is to stay tightly aligned with company-level goals, currently expanding top-of-funnel growth. That means leaning into joint go-to-market efforts with partners, while also deepening integration work to meet enterprise customer demands. One standout win, a joint business relationship with PwC, which now includes Loopio as an approved enabling technology.Partnerships, Product, and CXBeth emphasizes that partnerships thrive when connected with both product and customer success. Alignment with product ensures integrations enhance (not compete with) the roadmap. Collaboration with CX provides unfiltered insight into customer needs, helping identify when partner solutions can fill gaps. For Beth, partnerships act as the “speakerphone” for both customer and partner voices within the organization.Advice for First-Time Partnership LeadersFor those stepping into their first partnerships role, Beth's advice is clear:1) Connect cross-functionally early. Talk to product, sales, and CX leaders to understand how partnerships can accelerate their goals.2) Align with executive sponsors. Know who pushed for the alliances function and what they expect.3) Set achievable milestones. Don't take on “Google + Microsoft + AWS” all at once, focus on wins that prove value quickly.4) Build relationships. As Cristina adds, investing in coffee chats (virtual or otherwise) can create the goodwill you'll need when partnerships depend on other teams' support.People Buy from People They LikeBeth closes by reminding listeners that partnerships, like sales, are rooted in human connection. In a remote-first world, building trust and rapport matters more than ever. A strong ecosystem isn't just about logos, it's about relationships that make technology adoption easier for customers.For more conversations on partnerships, integrations, and SaaS ecosystems, visit our site

In this episode of the Roofing Business Partner Podcast, I dive deep into what I believe will be the impending "Battle of the Billion Dollar Roofing Companies" by 2030. Drawing from my insights and observations, I discuss the evolving landscape of the roofing industry, particularly the impact of venture capital and technology on roofing contractors. I explore how large companies are consolidating and leveraging data through CRMs to gain a competitive edge, while also highlighting the pivotal role insurance companies may play in this transformation. This episode serves as a catalyst for discussion, inviting listeners to consider the future of our industry and the potential for a seismic shift in power dynamics. Join me as I challenge conventional thinking and envision a future where roofing companies can truly thrive.

Jody Glidden is the CEO and founder of Postilize, a company focused on reinventing CRM through AI. Before launching Postilize, he co-founded Introhive and served as CEO until 2022, helping raise over $100 million to build the enterprise relationship management category. A serial entrepreneur, Jody previously founded icGlobal, which was acquired by Smartforce, and played a key role in scaling Chalk Media, later acquired by BlackBerry maker Research in Motion. He holds a BBA from the University of New Brunswick and a Master's in Information Systems from Harvard.In this conversation, we discuss:Why traditional CRMs fail to reflect how relationships actually evolve—and how Postilize is addressing that gapHow Postilize handles privacy, hallucinations, and human oversight to stay useful without crossing ethical linesJody's approach to using AI not to replace human connection, but to augment and scale authentic relationship buildingHow relationship intelligence helps sales and go-to-market teams understand who to engage, when, and whyWhy keeping CRMs accurate is nearly impossible without automation and real-time enrichmentWhat Jody learned from building Introhive and why Postilize is taking a radically different approachThe future of CRM as a system of engagement rather than just a system of recordResources:Subscribe to the AI & The Future of Work NewsletterConnect with Jody on LinkedInAI fun fact articleOn How To Manage Enterprise Apps That Support Thousands of Employees for a Rapidly Growing Global Company. 

Join our champion program: mark@themomentumcompany.com Attend a Thriving Leader event: https://www.themomentumcompany.com/thrivingleader2025 Instagram: @the.momentum.company LinkedIn: /momentum-companyIn this episode of the Intentional Agribusiness Leader Podcast, Mark Jewell and the Momentum Company team dive into one of the biggest challenges facing leaders today: creating true buy-in around new systems, processes, and performance expectations. Joined by client Dustin (sales manager at a cooperative), certified coaches Melisa and Denise, and the Momentum leadership team, this conversation unpacks how to align teams, foster accountability, and drive adoption of new technologies.The discussion moves from performance management into the heart of culture change—how clarity, communication, and intentional leadership can transform resistance into ownership.Key TakeawaysClarity Drives AdoptionNew tools like CRMs or performance reviews only work when leaders paint a crystal-clear picture of the desired future state—and connect it to why it matters.Communication Is Non-NegotiableResistance often comes from misunderstanding. Clear, repeated messaging—supported by real-life examples—helps shift attitudes from suspicion to acceptance.Accountability Creates ConfidenceFrom sales call tracking to fleet management systems, transparent accountability builds trust and empowers employees to take ownership rather than feel micromanaged.Timing and Champions MatterRolling out new processes during high-stress seasons leads to frustration. Identify “champions” inside your team who can lead by example and support peers through change.The Power of Clear GoalsImpossible, future-focused goals drive behaviors more effectively than small, incremental ones. Contrast clarifies what to pursue and what to leave behind.Notable Quotes“Nobody needs more check-the-box tasks. Tools should make people better, not just busier.” – Dustin“Communication and clarity were the best things for us—it's not about tracking people, it's about accountability for the fleet.” – Denise“When I tracked my bushels, the CRM became more than a tool—it created friendly competition that drove performance.” – Melisa“A clear goal informs what I do today—and more importantly, what I don't do today.” – Mark Jewell“Contrast is clarity. Sometimes knowing what we don't want helps us lock in on what we do.” Action StepsAudit your communication: Are you explaining not just the what, but the why behind new systems?Identify a team champion who can model and support adoption.Choose the right season for rollout—don't pile change on top of peak workload.Set clear, future-oriented goals that inspire behavior change.Recognize and celebrate wins publicly; handle resistance privately.Listen If You AreA sales manager struggling to get your team to use a CRM or new toolA leader facing pushback on cultural or process changeAn executive seeking to improve accountability without micromanagementAnyone who wants to drive performance by building clarity and buy-in

Should you hire BDRs or full cycle sales reps? Mark Niemiec, CRO of Salesloft thinks companies are shifting budgets away from BDR teams. At Salesloft, they already made the switch from sales engagement platform to what they call revenue orchestration.Mark's perspective: AE-generated pipeline converts 3-4x better than BDR pipeline. He predicts the BDR role that became popular around 2012 may not exist by 2026. The economics that created the BDR boom - cheap money and abundant VC funding - are gone.Mark runs revenue for a company that serves 5,000+ customers. Salesloft has captured 5-6 billion sales data points over time. When he talks about fundamental changes in B2B sales process, you listen.Mark answers the questions sales leaders are asking: Should you cut your BDR team? How does AI account planning actually work? What's the difference between sales engagement platforms and revenue orchestration? And why do most cold pitches to CROs fail?What Mark covers:

Today's show answers the #1 question in Facebook roofing groups. Everyone has an opinion about CRMs, but who can you trust? Join Dave Sullivan, John DeLaurier, and their guest, Scott Tebay, as they tackle the big question: “What's the best CRM for roofers?”Scott Tebay is the owner/operator of Rainstoppers Roofing, and he's been in the construction industry for almost 20 years. Scott is committed to providing 5-star service to every customer by being professional, responsive, and courteous at every step of the roofing process. Scott hosts the Small Town Roofer Podcast and lives with his wife and two young sons in Marietta, Ohio. What you'll hear in this episode:Understand the WHY of a CRM in light of your entire sales processThe best question to ask: “What problems do I have that I need to solve with a piece of software?”What is a CRM—and why do I need one?What is most important in a CRM?The key that is missing in most CRMs is the communication tool that builds the know, like, and trust factor.Scott's perspective on eliminating company phones for his employeesAccountability for every single team member through a CRMJohn's perspective on the advantages of ProLine regarding speed to lead, customized proposals, and 5-star reviewsAutomated follow-ups let the customer know that you want to work with them. Automations work!Your CRM can help track your KPIs.Scott's take on how a CRM performs a sales manager role for his companyResources:Connect with Scott Tebay: Website, Email, and the Small Town Roofer PodcastResources:Free Strategy CallWant to grow a more profitable roofing business? Book a free strategy call with Dave here → davesullivan.as.me/free-strategy-callFree ResourceDownload your FREE 1-Page Business Plan for Roofing Contractors → theroofershow.com/planWatch on YouTubeSubscribe for weekly tips and full episodes → @DaveSullivanRooferShowTrusted & Vetted SponsorsRuby Receptionists – US-based professionals who answer your phones live, leave a great first impression, and tee up the sale. Get $150 off your first month → theroofercoach.com/ruby.ProLine – Automate your follow-up and close more jobs with text, email, and CRM integration. Try it FREE + save 50% off your first month with code DAVE50 → useproline.com.SMA Support – Roofing-specific virtual assistants who know the business. Free up your time by outsourcing admin, marketing, and customer service tasks → smasupport.us.

Ever worked with a leader who treated everything as "urgent" until nothing felt important anymore? In this conversation with Drew Lints, founder of Revflow Growth Partners, Cam and Otis explore the human side of business systems and how the right tools can actually help leaders care for their people better."At the end of the day, we want to accomplish the thing that I was so bad at early on—keeping track of everyone, making sure that they're cared for," Drew explains, revealing how his own leadership journey shaped his approach to CRM and business systems.From discussing the fine line between genuine urgency and manufactured pressure to exploring alternatives to expensive enterprise solutions like Salesforce and HubSpot, this episode offers practical insights for leaders looking to grow without losing the human connection. Drew shares how simple tools—even just an Excel spreadsheet with names and personal details—can transform how leaders engage with their teams and clients.Whether you're scaling a business, leading a team, or just trying to bring more intentionality to your work, Drew's approach to "efficiency creates clarity, and clarity unlocks growth" offers a refreshing perspective on how technology can enhance rather than replace human connection.More About Drew:I help organizations unlock growth by building smarter systems, clearer strategies, and more efficient workflows. As Founder & CEO of Revflow Growth Partners, I bring over 25 years of experience in coaching, consulting, and revenue leadership.My journey began in 1999, leading people, building teams, and driving mission-focused growth. Those years shaped my passion for aligning vision with strategy and creating systems that help people flourish.In 2023, I launched Revflow to scale that mission. Today, we design CRMs, automations, and growth systems that eliminate waste, create clarity, and drive lasting results. I also provide fractional CRO services, helping companies accelerate revenue and scale without the cost of a full-time executive.At my core, I believe efficiency creates clarity, and clarity unlocks growth.#10xyourteam #LeadershipWithHeart #HumanCenteredGrowth #BusinessSystems #TeamEngagement #IntentionalLeadership #EfficiencyUnlocksGrowth #ClarityInAction #SmartWorkflows #LeadWithPurpose #ScalingWithCareChapter Times and Titles:The Technology Struggle Is Real [00:00 - 05:00]Cam's equipment troubles and planning lessonsIntroduction to Drew Lints and RevflowSetting the stage for systems discussionFinding the Balance in Urgency [05:01 - 15:00]The challenge of determining what's truly urgent"I'm always everything is urgent" - Drew's honest admissionHow leaders can better prioritize for their teamsKeeping Track of Everyone [15:01 - 25:00]Drew's early leadership strugglesFrom simple spreadsheets to robust CRMsThe core purpose: making sure people are cared forRight-Sized Tools for Growth [25:01 - 35:00]Alternatives to expensive enterprise solutions"They cost a lot and they have a lot of stuff that as a small business you don't need"Finding the right tool for your specific situationWhen Systems Meet Ego [35:01 - 45:00]The irony of mission-focused leaders getting wrapped up in themselvesHow good systems can keep the focus on peopleBalancing process with purposeConnecting with Revflow [45:01 - End]RevflowPartners.io introductionHow to schedule time with DrewFinal thoughts on creating systems that serve peopleDrew Lintshttps://www.linkedin.com/in/drew-lints-45bb9045/https://revflowpartners.io/

Shanne's story is proof that you don't need to overcomplicate real estate to grow. After facing life-changing challenges, he rebuilt his business entirely on the foundation of authentic relationships and showing up daily for his clients.In this interview, we unpack:✅ How Shanne built his business to 500 GCI without buying leads✅ Why relationships and consistency outperform expensive CRMs or funnels✅ What his time in a hospital bed taught him about business and life✅ How the Wolfpack community helped him scale without burnoutIf you're an agent stuck grinding and ready to scale smarter—not harder—this conversation will show you the path.

When most agents think about increasing their online lead conversions, they picture tech: CRMs, ISAs, AI automations, and endless drip campaigns.  But the uncomfortable truth is, none of it has actually moved the industry's conversion rate. Despite all the shiny new tools, agents are still struggling to turn leads into clients. The real problem isn't the lead source, or the CRM or the tech you're not using. It's your mindset and activity. Too many agents label leads as “bad” because the timeline is longer than they'd like. Too many make one or two attempts, then drop the lead into automation and wait. And too many assume the next CRM or campaign will be the breakthrough.  Buyers don't want better drip emails; they just want more contacts. How can you increase lead conversion without spending more money?  In this episode of Level Up, we unpack the counterintuitive secret to online buyer lead conversion. It's not about better tech, and it's not about finding the perfect lead source.    Things You'll Learn In This Episode  “Bad leads” aren't bad, just mistimed Most leads labeled as bad are really just further out in their timeline. What happens when you stop dismissing long-term leads and start treating them as future clients? Attempts beat apps every time Conversion skyrockets when you commit to 10+ real contact attempts instead of relying on automation. How much money are you leaving on the table by stopping at two calls? Speed to lead closes deals 73% of buyers hire the first agent they speak with. How do you build a system so you're always the one answering first? Real ROI comes from activity, not tech Tech tweaks give you fractions of improvement. Human persistence gives you multiples. Why are agents chasing 0.2% bumps instead of 5x results?   About Your Host Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 30 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC.   Guest Host Abe Safa is a highly experienced real estate expert with over two decades in the industry. He is a key leader at Century 21 The Harrelson Group, where he specializes in helping clients navigate complex real estate transactions with ease. In addition to his role at Century 21, Abe is a sought-after mentor and speaker, sharing his expertise through seminars and coaching programs to help other agents succeed in the competitive real estate market.   Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you! 

#579 Think you need decades of experience to build a high-revenue business? Think again! In this episode, host Brien Gearin sits down with 21-year-old Jack Leimbach, founder of Tiger Window Cleaning in Auburn, Alabama — a college-student-run service pulling in $30K+ months. Jack shares how he turned a $200 Amazon squeegee kit into a thriving business by mastering door-to-door sales, leveraging TikTok scripts, scaling with Facebook ads, and leading a student-powered team. From landing his first $220 gig to building a fully automated service with CRMs, recurring plans, and two trucks, this is a masterclass in scrappy startup growth and operational grit. Whether you're in college or just starting out, Jack's story will inspire you to knock on doors — literally and figuratively! What we discuss with Jack: + Started business at 19 in college + Learned door-to-door sales from TikTok + First job earned $220 + Hit $10K months during finals + Invested in water-fed pole system + Transitioned to Facebook ads for leads + Built team of Auburn students + Uses CRM to automate operations + Offers recurring service plans + Aims to sell business before graduation Thank you, Jack! Check out Tiger Window Cleaning at TWCAuburn.com. Follow Jack on Facebook and Instagram. To get access to our FREE Business Training course go to ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠MillionaireUniversity.com/training⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠. And follow us on: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Instagram⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Facebook⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Tik Tok⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Youtube⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Twitter⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ To get exclusive offers mentioned in this episode and to support the show, visit ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠millionaireuniversity.com/sponsors⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠. Want to hear from more incredible entrepreneurs? Check out all of our interviews ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠! Learn more about your ad choices. Visit megaphone.fm/adchoices

Our guest this time is Aaron Wolpoff who has spent his professional career as a marketing strategist and consultant to help companies develop strategic brands and enhance their audience growth. He owns the marketing firm, Double Zebra. He tells us about the name and how his company has helped a number of large and small companies grow and better serve their clients.   Aaron grew up in the San Diego area. He describes himself as a curious person and he says he always has been such. He loves to ask questions. He says as a child he was somewhat quiet, but always wanted to know more. He received his Bachelor's degree in marketing from the University of California at San Diego. After working for a firm for some four and a half years he and his wife moved up to the bay area in Northern California where attended San Francisco State University and obtained a Master's degree in Business.   In addition to his day job functioning as a business advisor and strategist Aaron also hosts a podcast entitled, We Fixed it, You're Welcome. I had the honor to appear on his podcast to discuss Uber and some of its accessibility issues especially concerning access by blind persons who use guide dogs to Uber's fleet. His podcast is quite fascinating and one I hope you will follow.   Aaron provides us in this episode many business insights. We talk about a number of challenges and successes marketing has brought to the business arena. I hope you like what Aaron offers.     About the Guest:   Aaron Wolpoff is a seasoned marketing strategist and communications consultant with a track record of positioning companies, products, and thought leadership for maximum impact. Throughout his career, Aaron has been somewhat of a trendspotter, getting involved in early initiatives around online banking, SaaS, EVs, IoT, and now AI, His ability to bridge complex industry dynamics and technology-driven solutions underscores his role as a forward-thinking consultant, podcaster, and business advisor, committed to enhancing organizational effectiveness and fostering strategic growth.   As the driving force behind the Double Zebra marketing company, Aaron excels in identifying untapped marketing assets, refining brand narratives, and orchestrating strategic pivots from paid advertising to organic audience growth. His insights have guided notable campaigns for consumer brands, technology firms, and professional service providers, always with a keen eye for differentiating messages that resonate deeply with target audiences. In addition to his strategic marketing expertise, Aaron hosts the Top 20 business management podcast, We Fixed It, You're Welcome, known for its sharp, humorous analysis of major corporate challenges and missteps. Each episode brings listeners inside complex business scenarios, unfolding like real-time case studies where Aaron and his panel of experts dissect high-profile decisions, offering insightful and actionable solutions. His ability to distill complex business issues into relatable, engaging discussions has garnered widespread acclaim and a dedicated following among executives and decision-makers.   Ways to connect with Aaron:   Marketing company: https://doublezebra.com Podcast: https://wefixeditpod.com LinkedIn: https://linkedin.com/in/marketingaaron     About the Host:   Michael Hingson is a New York Times best-selling author, international lecturer, and Chief Vision Officer for accessiBe. Michael, blind since birth, survived the 9/11 attacks with the help of his guide dog Roselle. This story is the subject of his best-selling book, Thunder Dog.   Michael gives over 100 presentations around the world each year speaking to influential groups such as Exxon Mobile, AT&T, Federal Express, Scripps College, Rutgers University, Children's Hospital, and the American Red Cross just to name a few. He is Ambassador for the National Braille Literacy Campaign for the National Federation of the Blind and also serves as Ambassador for the American Humane Association's 2012 Hero Dog Awards.   https://michaelhingson.com https://www.facebook.com/michael.hingson.author.speaker/ https://twitter.com/mhingson https://www.youtube.com/user/mhingson https://www.linkedin.com/in/michaelhingson/   accessiBe Links https://accessibe.com/ https://www.youtube.com/c/accessiBe https://www.linkedin.com/company/accessibe/mycompany/ https://www.facebook.com/accessibe/       Thanks for listening!   Thanks so much for listening to our podcast! If you enjoyed this episode and think that others could benefit from listening, please share it using the social media buttons on this page. Do you have some feedback or questions about this episode? Leave a comment in the section below!   Subscribe to the podcast   If you would like to get automatic updates of new podcast episodes, you can subscribe to the podcast on Apple Podcasts or Stitcher. You can subscribe in your favorite podcast app. You can also support our podcast through our tip jar https://tips.pinecast.com/jar/unstoppable-mindset .   Leave us an Apple Podcasts review   Ratings and reviews from our listeners are extremely valuable to us and greatly appreciated. They help our podcast rank higher on Apple Podcasts, which exposes our show to more awesome listeners like you. If you have a minute, please leave an honest review on Apple Podcasts.       Transcription Notes:   Michael Hingson ** 00:00 Access Cast and accessiBe Initiative presents Unstoppable Mindset. The podcast where inclusion, diversity and the unexpected meet. Hi, I'm Michael Hingson, Chief Vision Officer for accessiBe and the author of the number one New York Times bestselling book, Thunder dog, the story of a blind man, his guide dog and the triumph of trust. Thanks for joining me on my podcast as we explore our own blinding fears of inclusion unacceptance and our resistance to change. We will discover the idea that no matter the situation, or the people we encounter, our own fears, and prejudices often are our strongest barriers to moving forward. The unstoppable mindset podcast is sponsored by accessiBe, that's a c c e s s i capital B e. Visit www.accessibe.com to learn how you can make your website accessible for persons with disabilities. And to help make the internet fully inclusive by the year 2025. Glad you dropped by we're happy to meet you and to have you here with us.   Michael Hingson ** 01:20 Hi there, and welcome to another episode of unstoppable mindset. Today, we get to chat with Aaron Wolpoff, who is a marketing strategist and expert in a lot of different ways. I've read his bio, which you can find in the show notes. It seems to me that he is every bit as much of an expert is his bio says he is, but we're going to find out over the next hour or so for sure. We'll we'll not pick on him too much, but, but nevertheless, it's fun to be here. Aaron, so I want to welcome you to unstoppable mindset. I'm glad you're here, and we're glad that we get a chance to do   Aaron Wolpoff, ** 01:58 this. Thanks, Michael, thanks for having me. You're gonna grill me for an hour, huh?   Michael Hingson ** 02:04 Oh, sure. Why not? You're used to it. You're a marketing expert.   Aaron Wolpoff, ** 02:08 That's what we do. Yeah, we're always, uh, scrutiny for one thing or another.   Michael Hingson ** 02:13 I remember, I think it was back in was it 82 or 1982 or 1984 when they had the big Tylenol incident. You remember that? You know about   Aaron Wolpoff, ** 02:25 that? I do? Yeah, there's a Netflix documentary happening right now. Is there? Well, yeah,   Michael Hingson ** 02:31 a bottle of Tylenol was, for those who don't know, contaminated and someone died from it. But the manufacturer of Tylenol, the CEO the next day, just got right out in front of it and said what they were going to do about removing all Tylenol from the shelves until it could be they could all be examined and so on. Just did a number of things. It was a wonderful case, it seemed to me, for how to deal with a crisis when it came up. And I find that all too many companies and organizations don't necessarily know how to do that. Do they now?   Aaron Wolpoff, ** 03:09 And a lot of times they operate in crisis mode. That's the default. And no one likes to be around that, you know. So that's, I guess, step one is dealing even you know, deal with a crisis when it comes up, and make sure that your your day to day is not crisis fire as much as possible,   Michael Hingson ** 03:26 but know how to deal with a crisis, which is kind of the issue, and that's, that's what business continuity, of course, is, is really all about. I spoke at the Business Continuity Institute hybrid conference in London last October, and as one of the people who asked me to come and speak, explained, business continuity, people are the what if people that are always looking at, how do we deal with any kind of an emergency that comes up in an organization, knowing full well that nobody's really going to listen to them until there's really an emergency, and then, of course, they're indispensable, but The rest of the time they're not for   Aaron Wolpoff, ** 04:02 sure. Yeah, it's definitely that, you know, good. You bring up a good point about knowing how to deal with a crisis, because it will, it, will you run a business for long enough you have a company, no matter how big, eventually something bad is going to happen, and it's Tylenol. Was, is pre internet or, you know, we oh, yeah, good while ago they had time to formulate a response and craft it and and do a well presented, you know, public reassurance nowadays it's you'd have five seconds before you have to get something out there.   Michael Hingson ** 04:35 Well, even so, the CEO did it within, like, a day or so, just immediately came out and said what, what was initially going to be done. Of course, there was a whole lot more to it, but still, he got right out in front of it and dealt with it in a calm way, which I think is really important for businesses to do, and and I do find that so many don't and they they deal with so many different kinds of stress. Horrible things in the world, and they create more than they really should about fear anyway,   Aaron Wolpoff, ** 05:07 yeah, for sure, and now I think that Tylenol wasn't ultimately responsible. I haven't watched to the end, but if I remember correctly, but sometimes these crisis, crises that companies find themselves embroiled in, are self perpetuated? Yeah?   Michael Hingson ** 05:23 Well, Tylenol wasn't responsible. Somebody did it. Somebody put what, cyanide or something in into a Tylenol bottle. So they weren't responsible, but they sure dealt with it, which is the important thing. And you know, they're, they're still with us. Yeah?   Aaron Wolpoff, ** 05:38 No, they dealt with it. Well, their sales are great, everyday household product. No one can dispute it. But what I say is, with the with the instantaneousness of reach to your to your public, and to you know, consumers and public at large, a lot of crises are, can be self perpetuated, like you tweet the wrong thing, or is it called a tweet anymore? I don't know, but you know, you post something a little bit a little bit out of step with what people are think about you or thinking in general, and and now, all of a sudden, you're in the middle of something that you didn't want to be in the middle of, as a company well,   Michael Hingson ** 06:15 and I also noticed that, like the media will, so often they hear something, they report it, and they haven't necessarily checked to see the facts behind it, only to find out within an hour or two that what they reported was wrong. And they helped to sometimes promote the fear and promote the uncertainty, rather than waiting a little bit until they get all the information reasonably correct. And of course, part of the problem is they say, well, but everybody else is going to report it. So each station says everybody else is going to report it, so we have to keep up. Well, I'm not so sure about that all the time. Oh, that's very true, too, Michael, especially with, you know, off brand media outlets I'll spend with AI like, I'll be halfway through an article now, and I'll see something that's extremely generated and and I'll realize I've just wasted a whole bunch of time on a, you know, on a fake article, yeah, yeah, yeah, way, way too much. But even the mainstream media will report things very quickly to get it out there, but they don't necessarily have all the data, right. And I understand you can't wait for days to deal with things, but you should wait at least a little bit to make sure you've got data enough to report in a cogent way. And it just doesn't always happen.   Aaron Wolpoff, ** 07:33 Yeah, well, I don't know who the watch keepers of that are. I'm not a conspiracy theorist in that way by any means?   Michael Hingson ** 07:41 No, no, it isn't a conspiracy. But yeah,   Aaron Wolpoff, ** 07:44 yeah, no, no, I know, but it's again. I think it goes back to that tight the shortness of the cycle, like again. Tylenol waited a day to respond back in the day, which is great. But now, would you have you know, if Tylenol didn't say   Michael Hingson ** 07:59 anything for a day. If they were faced with a similar situation, people would vilify them and say, Well, wait, you waited a day to tell us something we wanted it in the first 30 seconds, yeah, oh, yeah. And that makes it more difficult, but I would hope that Tylenol would say, yeah. We waited a day because we were getting our facts together. 30 seconds is great in the media, but that doesn't work for reality, and in most cases, it doesn't. But yeah, I know what you're saying,   Aaron Wolpoff, ** 08:30 Yeah, but the appetite in the 24 hour news cycle, if people are hungry for new more information, so it does push news outlets, media outlets into let's respond as quick as possible and figure out the facts along the way. Yeah, yeah.   Michael Hingson ** 08:46 Well, for fun, why don't you tell us about sort of the early era and growing up, and how you got to doing the sorts of things that you're doing now. Well, I grew up in San Diego, California. I best weather in the country. I don't care what anyone says, Yeah,   Aaron Wolpoff, ** 09:03 you can't really beat it. No, I don't think anyone's gonna debate you on it. They call it the sunshine tax, because things cost a lot out here, but they do, you know, he grew up here, you put up with it. But yeah, so I grew up, grew up San Diego, college, San Diego. Life in San Diego, I've been elsewhere. I've traveled. I've seen some of the world. I like it. I've always wanted to come back, but I grew up really curious. I read a lot, I asked a lot of questions. And I also wanted, wanting to know, well, I want to know. Well, I wanted to know a lot of things about a lot of things, and I also was really scared. Is the wrong word, but I looked up to adults when I was a kid, and I didn't want to be put in a position where I was expected to know something that I didn't know. So it led to times where I'd pretend like I need you. Know, do you know? You know what this is, right? And I'd pretend like I knew, and early career, career even, and then I get called out on something, and it just was like a gut punch, like, but I'm supposed to know that, you know,   Michael Hingson ** 10:13 what did your parents think of you being so curious as you were growing up?   Aaron Wolpoff, ** 10:17 They they liked it, but I was quiet, okay? Quiet, quiet, quietly, confident and curious. It's just an interesting, I guess, an interesting mix. Yeah, but no, they Oh, they indulged it. I, you know, they answered my questions. They like I said, I read a lot, so frequent trips to the library to read a lot about a lot of things, but I think, you know, professionally, you take something that's kind of a grab bag, and what do I do with all these different interests? And when I started college undeclared, I realized, you know, communications, marketing, you kind of can make a discipline out of a bunch of interests, and call it something professional. Where did you go to college? I went to UCSD. UCSD, here in San Diego, yeah,   Michael Hingson ** 11:12 well, I was just up the road from you at UC Irvine. So here two good campuses,   Aaron Wolpoff, ** 11:18 they are, they are and UCSD. I was back recently. It's like a it's like a city. Now, every time we go back, we see these, these kids. They're babies. They get they get food every you know, they have, like, a food nice food court. There's parking, an abundance of parking, there's theaters, there's all the things we didn't have. Of course, we had some of it, but they just have, like, what if we had one of something or 50 parking spaces, they've got 5000 you know. And if we had, you know, one one food option, they got 35 Yeah, they don't know how good they have it.   Michael Hingson ** 11:53 When I was at UC urban, I think we had 3200 undergraduates. It wasn't huge. It was in that area. Now, I think there's 31,000 or 32,000 undergrads. Oh, wow. And as one of my former physics professors joked, he's retired, but I got to meet him. I was there, and last year I was inducted as an alumni member of Phi, beta, kappa. And so we were talking, and he said, You know what UCI really stands for, don't you? Well, I didn't, I said, What? And he said, under construction indefinitely. And there's, they're always building, sure, and that's that started when I was there, but, but they are always building. And it's just an amazing place today, with so many students and graduate students, undergrads and faculty, and it's, it's an amazing place. I think I'd have a little bit more of a challenge of learning where everything is, although I could do it, if I had to go back, I could do it. Yeah, UCI is nice. But I think you could say, you could say that about any of the UCs are constantly under, under development. And, you know, that's the old one. That's the old area. And I'm like, oh, that's I went to school in the old area. I know the old area. I remember Central Park. Yeah, for sure. Yeah. So you ended up majoring in Marketing and Communications,   Aaron Wolpoff, ** 13:15 yeah. So I undergrad in communications. They have a really nice business school now that they did not have at the time. So I predated that, but I probably would have ended up there. I got out with a very, not knocking the school. It's a great, wonderful school. I got out with a very theory, theoretical based degree. So I knew a lot about communications from a theory based perspective. I knew about brain cognition. I took maybe one quarter of practical use it professionally. It was like a video, like a video production course, so I I learned hands on, 111, quarter out of my entire academic career. But a lot of it was learning. The learning not necessarily applied, but just a lot of theory. And I started school at 17, and I got out just shortly after my 21st birthday, so I don't know what my hurry was, but, but there I was with a lot of theory, some some internships, but not a ton of professional experience. And, you know, trying to figure it out in the work world at that point. Did you get a graduate degree or just undergrad? I did. I went back. So I did it for almost five years in in financial marketing, and then, and I wear a suit and tie to work every day, which I don't think anyone does anymore. And I'm suddenly like, like, I'm from the 30s. I'm not that old, but, but no, seriously, we, you know, to work at the at the headquarters of a international credit union. Of course, I wear a suit, no after four and a half. Years there, I went back to graduate school up in the bay the Bay Area, Bay Area, and that's when I got my masters in in marketing. Oh, where'd you go in the Bay Area? San Francisco, state. Okay, okay, yeah, really nice school. It's got one of the biggest International MBA programs in the country, I think. And got to live in that city for a couple years.   Michael Hingson ** 15:24 We lived in Novato, so North Bay, for 12 years, from 2002 to the end of June 2014 Yeah, I like that area. That's, that's the, oh, the weather isn't San Diego's. That area is still a really nice area to live as well. Again, it is pretty expensive, but still it   Aaron Wolpoff, ** 15:44 is, yeah, I it's not San Diego weather, a beautiful day. There is like nothing else. But when we first got there, I said, I want to live by the beach. That's what I know. And we got out to the beach, which is like at the end of the outer sunset, and it's in the 40s streets, and it feels like the end of the universe. It just, it just like, feels apocalyptic. And I said, I don't want to live by the beach anymore, but, but no, it was. It was a great, great learning experience, getting an MBA. I always say it's kind of like a backpack or a toolkit you walk around with, because it is all that's all application. You know, everything that I learned about theory put into practice, you got to put into practice. And so I was, I was really glad that I that I got to do that. And like I said, Live, live in, live in the Bay. For a couple years, I'd always wanted   Michael Hingson ** 16:36 to, yeah, well, that's a nice area to live. If you got to live somewhere that is one of the nicer places. So glad you got that opportunity. And having done it, as I said for 12 years, I appreciate it too. And yeah, so much to offer there.   Aaron Wolpoff, ** 16:51 The only problem I had was it was in between the two.com bubbles. So literally, nothing was happening. The good side was that the apartment I was living in went for something like $5,500 before I got there, and then the draw everything dropped, you know, the bottom dropped out, and I was able to squeak by and afford living in the city. But, you know, you go for look, seeking your fortune. And there's, there's, I had just missed it. And then I left, and then it just came back. So I was, I was there during a lull. So you're the one, huh? Okay, I didn't do it, just the way Miami worked out. Did you then go back to San Diego? I did, yeah. So I've met my wife here. We moved up to the bay together, and when we were debating, when I graduated, we were thinking, do we want to drive, you know, an hour and a half Silicon Valley or someone, you know, somewhere further out just to stay in the area? Or do we want to go back to where we where we know and like, and start a life there and we, you know, send, like you said at the beginning, San Diego is not a bad place to be. So as it was never a fallback, but as a place to, you know, come back home to, yeah, I welcomed it.   Michael Hingson ** 18:08 And so what did you do when you came back to San Diego?   Aaron Wolpoff, ** 18:12 So I have my best friend from childhood was starting as a photography company still does, and it was starting like a sister company, as an agency to serve the photography company, which was growing really fast, and then also, like picking up clients and building a book out of so he said, you know you're, I see you're applying for jobs, and I know that you're, you know, you're getting some offers and things, but just say no To all of them and come work with me and and at the time it was, it was running out of a was like a loft of an apartment, but it, you know, it grew to us, a small staff, and then a bigger staff, and spun off on its own. And so that's, that's what I did right out of, right out of grad school. I said no to a few things, and said there's a lot, lot worse fates than you know, spending your work day with your best friend and and growing a company out and so what exactly did you do for them? So it was like, we'll call it a boutique creative agency. It was around the time of I'm making myself sound so old. See, so there was flash, flash technology, like web banners were made with Flash. It had moved to be flash, Adobe, Flash, yeah. So companies were making these web banners, and what you call interactive we got a proficiency of making full website experiences with Flash, which not a lot of companies were doing. So because of that, it led to some really interesting opportunities and clients and being able to take on a capability, a proficiency that you know for a time. Uh was, was uh as a differentiator, say, you know, you could have a web banner and an old website, or you could have a flash, interactive website where you take your users on an experience with music and all the things that seem so dated now,   Michael Hingson ** 20:14 well, and of course, unfortunately, a lot of that content wasn't very accessible, so some of us didn't really get access to a lot of it, and I don't remember whether Adobe really worked to make flash all that accessible. They dealt with other things, but I'm not sure that flash ever really was. Yeah, I'm with you on that. I really, I don't think so.   Aaron Wolpoff, ** 20:38 What we would wind up doing is making parallel websites, but, but then mobile became a thing, and then you'd make a third version of a website, and it just got tedious. And really it's when the iPhone came out. It just it flash got stopped in its tracks, like it was like a week, and then action script, which is the language that it runs on, and all the all the capabilities and proficiencies, just there was no use for it anymore.   Michael Hingson ** 21:07 Well, and and the iPhone came out, as you said, and one of the things that happened fairly early on was that, because they were going to be sued, Apple agreed to make the I devices accessible, and they did something that hadn't really been done up to that time. They set the trend for it. They built accessibility into the operating systems, and they built the ability to have accessibility into the operating systems. The one thing that I wish that Apple would do even a little bit more of than they do, than they do today, although it's better than it used to be, is I wish they would mandate, or require people who are going to put apps in the App Store, for example, to make sure that the apps are accessible. They have guidelines. They have all sorts of information about how to do it, but they don't really require it, and so you can still get inaccessible apps, which is unfortunate,   Aaron Wolpoff, ** 22:09 that is Yeah, and like you said, with Flash, an entire you know, ecosystem had limited to no accessibility, so   Michael Hingson ** 22:16 and making additional on another website, Yeah, a lot of places did that, but they weren't totally equal, because they would make enough of the website, well, they would make the website have enough content to be able to do things, but they didn't have everything that they had on the graphical or flash website, and so It was definitely there, but it wasn't really, truly equal, which is unfortunate, and so now it's a lot better.   Aaron Wolpoff, ** 22:46 Yeah, it is no and I hate to say it, but if it came down to limited time, limited budget, limited everything you want to make something that is usable and efficient, but no, I mean, I can't speak for all developers, but no, it would be hard. You'd be hard pressed to create a an equally parallel experience with full accessibility at the time.   Michael Hingson ** 23:16 Yeah, yeah, you would. And it is a lot better. And there's, there's still stuff that needs to be done, but I think over time, AI is going to help some of that. And it is already made. It isn't perfect yet, but even some graphics and so on can be described by AI. And we're seeing things improve over, over, kind of what they were. So we're making progress, which is good,   Aaron Wolpoff, ** 23:44 yeah, no, I'm really happy about that. And with with AI and AI can go through and parse your code and build in all you know, everything that that needs to happen, there's a lot less excuse for for not making something as accessible as it can   Michael Hingson ** 23:59 be, yeah, but people still ignore it to a large degree. Still, only about 3% of all websites really have taken the time to put some level of accessibility into them. So there's still a lot to be done, and it's just not that magical or that hard, but it's mostly, I think, education. People don't know, they don't know that it can be done. They don't think about it being done, or they don't do it initially, and so then it becomes a lot more expensive to do later on, because you got to go back and redo   Aaron Wolpoff, ** 24:28 it, all right, yeah, anything, anytime you have to do something, something retroactive or rebuild, you're, yeah, you're starting from not a great place.   Michael Hingson ** 24:37 So how long did you work with your friend?   Aaron Wolpoff, ** 24:42 A really long time, because I did the studio, and then I wound up keeping that alive. But going over to the photography side, the company really grew. Had a team of staff photographers, had a team of, like a network of photographers, and. And was doing quite, quite a lot, an abundance of events every year, weddings and corporate and all types of things. So all in, I was with the company till, gosh, I want to say, like, 2014 or so. Wow. Yeah. Yeah.   Michael Hingson ** 25:21 And then what did you go off and do?   Aaron Wolpoff, ** 25:25 So then I worked for an agency, so I got started with creative and, well, rewinding, I got started with financial marketing, with the suit and tie. But then I went into creative, and I've tried pretty much every aspect of marketing I hadn't done marketing automation and email sequences and CRMs and outreach and those types of things. So that was the agency I worked for that was their specialization, which I like, to a degree, but it's, it's not my, not my home base. Yeah, there's, there's people that love and breathe automation. I like having interjecting some, you know, some type of personal aspect into the what you're putting out there. And I have to wrestle with that as ai, ai keeps growing in prominence, like, Where's the place for the human, creative? But I did that for a little while, and then I've been on my own for the past six or seven years.   Michael Hingson ** 26:26 So what is it you do today? Exactly?   Aaron Wolpoff, ** 26:30 So I'm, we'll call it a fractional CMO, or a fractional marketing advisor. So I come in and help companies grow their their marketing and figure themselves out. I've gone I work with large companies. I've kind of gone back to early stage startups and and tech companies. I just find that they're doing really more, a lot more interesting things right now with the market the way it is. They're taking more chances and and they're they're moving faster. I like to move pretty quick, so that's where my head's at. And I'm doing more. We'll call em like CO entrepreneurial ventures with my clients, as opposed to just a pure agency service model, which is interesting. And and I got my own podcast. There you go. Yeah. What's your podcast called? Not to keep you busy, it's called, we fixed it. You're welcome. There you   Michael Hingson ** 27:25 go. And it seems to me, if my memory hasn't failed me, even though I don't take one of those memory or brain supplements, we were on it not too long ago, talking about Uber, which was fun.   Aaron Wolpoff, ** 27:39 We had you on there. I don't know which episode will drop first, this one or or the one you were on, but we sure enjoyed having you on there.   Michael Hingson ** 27:46 Well, it was fun. Well, we'll have to do more of it, and I think it'd be fun to but so you own your own business. Then today,   Aaron Wolpoff, ** 27:53 I do, yeah, it's called Double zebra.   Michael Hingson ** 27:56 Now, how did you come up with that name?   Aaron Wolpoff, ** 27:59 It's two basic elements, so basic, black and white, something unremarkable, but if you can take it and multiply it or repeat it, then you're onto something interesting.   Michael Hingson ** 28:13 Lots of stripes. Yeah, lots of stripes.   Aaron Wolpoff, ** 28:17 And it's always fun when I talk to someone in the UK or Australia, or then they say zebra or zebra, right? I get to hear the way they say it. It's that's fun. Occasionally I get double double zero. People will miss misname it and double zero. That's his   Michael Hingson ** 28:34 company's that. But has anybody called it double Zed yet?   Aaron Wolpoff, ** 28:39 No, that's a new one.   Michael Hingson ** 28:41 Yeah? Well, you never know. Maybe we've given somebody the idea now. Yeah, yeah. Well, so I'm I'm curious. You obviously do a lot to analyze and help people in critique in corporate mishaps. Have you ever seen a particular business mistake that you really admire and just really love, its audacity,   Aaron Wolpoff, ** 29:07 where it came out wrong, but I liked it anyway, yeah, oh, man,   Michael Hingson ** 29:13 let's see, or one maybe, where they learned from their mistake and fixed it. But still, yeah, sure.   Aaron Wolpoff, ** 29:23 Yeah, that's a good one. I like, I like bold moves, even if they're wrong, as long as they don't, you know, they're not harmful to people I don't know. Let's go. I'm I'm making myself old. Let's go back to Crystal crystal. Pepsi, there you go for that. But that was just such a fun idea at the time. You know, we're the new generation and, and this is the 90s, and everything's new now, and we're going to take the color out of out of soda, I know we're and we're going to take it and just make it what you know, but a little unfamiliar, right? Right? It's Crystal Pepsi, and the ads were cool, and it was just very of the moment. Now, that moment didn't last very long, no, and the public didn't, didn't hold on to it very long. But there's, you know, it was, it let you question, and I in a good way, what you thought about what is even a Pepsi. And it worked. It was they brought it back, like for a very short time, five, I want to say five or six years ago, just because people had a nostalgia for it. But yeah, big, big, bold, we're confident this is the new everyone's going to be talking about this for a long time, and we're going to put a huge budget behind it, Crystal Pepsi. And it it didn't, but yeah, I liked it.   Michael Hingson ** 30:45 So why is that that is clearly somebody had to put a lot of effort into the concept, and must have gotten some sort of message that it would be very successful, but then it wasn't,   Aaron Wolpoff, ** 31:00 yeah, yeah. For something like that, you have to get buy in at so many levels. You know, you have an agency saying, this is the right thing to do. You have CD, your leadership saying, No, I don't know. Let's pull back. Whenever an agency gets away with something and and spends a bunch of client money and it's just audacious, and I can't believe they did it. I know how many levels of buy in they had to get, yeah, to say, Trust me. Trust me. And a lot of times it works, you know, if they do something that just no one else had had thought of or wasn't willing to do, and then you see that they got through all those levels of bureaucracy and they were able to pull it off.   Michael Hingson ** 31:39 When it works. I love it. When it doesn't work. I love it, you know, just, just the fact that they did it, yeah, you got to admire that. Gotta admire it. They pulled it off, yeah. My favorite is still ranch flavored Fritos. They disappeared, and I've never understood why I love ranch flavored Fritos. And we had them in New Jersey and so on. And then we got, I think, out to California. But by that time, they had started to fade away, and I still have never understood why. Since people love ranch food so   Aaron Wolpoff, ** 32:06 much, that's a good one. I don't know that. I know those because it does, it does that one actually fill a market need. If there's Doritos, there's, you know, the ranch, I don't know if they were, they different.   Michael Hingson ** 32:17 They were Fritos, but they they did have ranch you know they were, they were ranch flavored, and I thought they were great. Yeah, I don't know. I don't know that one didn't hit because they have, I think they have chili flavor. They have regular. Do they have anything else honey barbecue? I don't know. I don't know, but I do still like regular, but I love ranch flavored the best. Now, I heard last week that Honey Nut Cheerios are going away. General Mills is getting rid of honey nut cheerios. No, is that real? That's what I heard on the news. Okay, I believe you, but I'll look it up anyway. Well, it's interesting. I don't know why, after so many years, they would but there have been other examples of cereals and so on that were around for a while and left and, well, Captain Crunch was Captain Crunch was one, and I'm not sure if lucky charms are still around. And then there was one called twinkles.   Aaron Wolpoff, ** 33:13 And I know all those except twinkles, but I would if you asked me, I would say, Honey Nut Cheerios. There's I would say their sales are better than Cheerios, or at least I would think so, yeah, at least a good portfolio company. Well, who knows, who knows, but I do know that Gen Z and millennials eat cereal a lot less than us older folks, because it takes work to put milk and cereal into a bowl, and it's not pre made, yeah. So maybe it's got to do with, you know, changing eating habits and consumer preferences   Michael Hingson ** 33:48 must be Yeah, and they're not enough of us, older, more experienced people to to counteract that. But you know, well, we'll see Yeah, as long as they don't get rid of the formula because it may come back. Yeah, well, now   Aaron Wolpoff, ** 34:03 Yeah, exactly between nostalgia and reboots and remakes and nothing's gone forever, everything comes back eventually.   Michael Hingson ** 34:10 Yeah, it does in all the work that you've done. Have you ever had to completely rethink and remake your approach and do something different?   Aaron Wolpoff, ** 34:24 Yeah, well, there's been times where I've been on uncharted territory. I worked with an EV company before EVs were a thing, and it was going, actually going head to head with with Tesla. But the thing there's they keep trying to bring it back and crowd sourcing it and all that stuff. It's, but at the time, it was like, I said it was like, which is gonna make it first this company, or Tesla, but, but this one looks like a, it looks, it feels like a spaceship. It's got, like space. It's a, it's, it's really. Be really unique. So the one that that is more like a family car one out probably rightly so. But there was no consumer understanding of not, let alone our preference, like there is now for an EV and what do I do? I have to plug it in somewhere and and all those things. So I had to rethink, you know what? There's no playbook for that yet. I guess I have to kind of work on it. And they were only in prototyping at the point where we came in and had to launch this, you know, teaser and teaser campaign for it, and build up awareness and demand for this thing that existed on a computer at the time.   Michael Hingson ** 35:43 What? Why is Tesla so successful?   Aaron Wolpoff, ** 35:48 Because they spent a bunch of money. Okay, that helps? Yeah, they were playing the long game. They could outspend competitors. They've got the unique distribution model. And they kind of like, I said, retrained consumers into how you buy a car, why you buy a car, and, and I think politics aside, people love their people love their teslas. You don't. My understanding is you don't have to do a whole lot once you buy it. And, and they they, like I said, they had the money to throw at it, that they could wait, wait it out and wait out that when you do anything with retraining consumers or behavior change or telling them you know, your old car is bad, your new this new one's good, that's the most. We'll call it costly and and difficult forms of marketing is retraining behavior. But they, they had the money to write it out and and their products great, you know, again, I'm not a Tesla enthusiast, but it's, it looks good. People love it. I you know, they run great from everything that I know, but so did a lot of other companies. So I think they just had the confidence in what they were doing to throw money at it and wait, be patient and well,   Michael Hingson ** 37:19 they're around there again the the Tesla is another example of not nearly as accessible as it should be and and I recognize that I'm not going to be the primary driver of a Tesla today, although I have driven a Tesla down Interstate 15, about 15 miles the driver was in the car, but, but I did it for about 15 miles going down I 15 and fully appreciate what autonomous vehicles will be able to do. We're way too much still on the cusp, and I think that people who just poo poo them are missing it. But I also know we're not there yet, but the day is going to come when there's going to be a lot more reliability, a lot less potential for accidents. But the thing that I find, like with the Tesla from a passenger standpoint, is I can't do any of the things that a that a sighted passenger can do. I can't unless it's changed in the last couple of years. I can't manipulate the radio. I can't do the other things that that that passengers might do in the Tesla, and I should be able to do that, and of all the vehicles where they ought to have access and could, the Tesla would be one, and they could do it even still using touch screens. I mean, the iPhone, for example, is all touch screen. But Apple was very creative about creating a mechanism to allow a person to not need to look at the screen using VoiceOver, the screen reader on the iPhone, but having a new set of gestures that were created that work with VoiceOver so that I could interact with that screen just as well as you can.   Aaron Wolpoff, ** 38:59 That's interesting that you say that, you know, Apple was working on a car for a while, and I don't know to a fact, but I bet they were thinking through accessibility and building that into every turn, or at least planning to,   Michael Hingson ** 39:13 oh, I'm sure they were. And the reality is, it isn't again. It isn't that magical to do. It would be simple for the Teslas and and other vehicles to do it. But, you know, we're we're not there mentally. And that's of course, the whole issue is that we just societally don't tend to really look at accessibility like we should. My view of of, say, the apple the iPhone, still is that they could be marketing the screen reader software that I use, which is built into the system already. They could, they could do some things to mark market that a whole lot more than they already do for sighted people. Your iPhone rings, um. You have to tap it a lot of times to be able to answer it. Why can't they create a mode when you're in a vehicle where a lot more of that is verbally, spoken and handled through voice output from the phone and voice input from you, without ever having to look at or interact with the screen.   Aaron Wolpoff, ** 40:19 I bet you're right, yeah, it's just another app at that point   Michael Hingson ** 40:22 well, and it's what I do. I mean, it's the way I operate with it. So I just think that they could, they could be more creative. There's so many examples of things that begin in one way and alter themselves or become altered. The typewriter, for example, was originally developed for a blind Countess to be able to communicate with her lover without her husband finding out her husband wasn't very attentive to her anyway. But the point is that the, I think the lover, created the this device where she could actually sit down and type a letter and seal it and give it to a maid or someone to give to, to her, her friend. And that's how the typewriter other other people had created, some examples, but the typewriter from her was probably the thing that most led to what we have today.   Aaron Wolpoff, ** 41:17 Oh, I didn't know that. But let me Michael, let me ask you. So I was in LA not too long ago, and they have, you know, driverless vehicles are not the form yet, but they we, I saw them around the city. What do you think about driverless vehicles in terms of accessibility or otherwise?   Michael Hingson ** 41:32 Well, again, so, so the most basic challenge that, fortunately, they haven't really pushed which is great, is okay, you're driving along in an autonomous vehicle and you lose connection, or whatever. How are you going to be able to pull it off to the side of the road? Now, some people have talked about saying that there, there has to be a law that only sighted people could well the sighted people a sighted person has to be in the vehicle. The reality is, the technology has already been developed to allow a blind person to get behind the wheel of a car and have enough information to be able to drive that vehicle just as well, or nearly as well, as a sighted person. But I think for this, from the standpoint of autonomousness, I'm all for it. I think we're going to continue to see it. It's going to continue to get better. It is getting better daily. So I haven't ridden in a fully autonomous vehicle, but I do believe that that those vehicles need to make sure, or the manufacturers need to make sure that they really do put accessibility into it. I should be able to give the vehicle all the instructions and get all the information that any sighted person would get from the vehicle, and the technology absolutely exists to do that today. So I think we will continue to see that, and I think it will get better all the way around. I don't know whether, well, I think they that actually there have been examples of blind people who've gotten into an autonomous vehicle where there wasn't a sighted person, and they've been able to function with it pretty well. So I don't see why it should be a problem at all, and it's only going to get   Aaron Wolpoff, ** 43:22 better. Yeah, for sure. And I keep thinking, you know, accessibility would be a prior priority in autonomous vehicles, but I keep learning from you, you know you were on our show and and our discussions, that the priorities are not always in line and not always where they necessarily should   Michael Hingson ** 43:39 be. Well. And again, there are reasons for it, and while I might not like it, I understand it, and that is, a lot of it is education, and a lot of it is is awareness. Most schools that teach people how to code to develop websites don't spend a lot of time dealing with accessibility, even though putting all the codes in and creating accessible websites is not a magically difficult thing to do, but it's an awareness issue. And so yeah, we're just going to have to continue to fight the fight and work toward getting people to be more aware of why it's necessary. And in reality, I do believe that there is a lot of truth to this fact that making things more accessible for me will help other people as well, because by having not well, voice input, certainly in a vehicle, but voice output and so on, and a way for me to accessibly, be able to input information into an autonomous vehicle to take to have it take me where I want to go, is only going to help everyone else as well. A lot of things that I need would benefit sighted people so well, so much.   Aaron Wolpoff, ** 44:56 Yeah, you're exactly right. Yeah, AI assisted. And voice input and all those things, they are universally loved and accepted now, yeah,   Michael Hingson ** 45:07 it's getting better. The unemployment rate is still very high among, for example, employable blind people, because all too many people still think blind people can't work, even though they can. So it's all based on prejudice rather than reality, and we're, we're, we're just going to have to continue to work to try to deal with the issues. I wrote an article a couple of years ago. One of the things where we're constantly identified in the world is we're blind or visually impaired. And the problem with visually impaired is visually we're not different simply because we don't see and impaired, we are not we're getting people slowly to switch to blind and low vision, deaf people and hard of hearing people did that years ago. If you tell a deaf person they're hearing impaired, they're liable to deck you on the spot. Yeah, and blind people haven't progressed to that point, but it's getting there, and the reality is blind and low vision is a much more appropriate terminology to use, and it's not equating us to not having eyesight by saying we're impaired, you know. So it's it's an ongoing process, and all we can do is continue to work at it?   Aaron Wolpoff, ** 46:21 Yeah, no. And I appreciate that you do. Like I said, education and retraining is, is call it marketing or call it, you know, just the way people should behave. But it's, that's, it's hard. It's one of the hardest things to do.   Michael Hingson ** 46:36 But, you know, we're making progress, and we'll, we'll continue to do that, and I think over time we'll we'll see things improve. It may not happen as quickly as we'd like, but I also believe that I and other people who are blind do need to be educators. We need to teach people. We need to be patient enough to do that. And you know, I see so often articles written about Me who talk about how my guide dog led me out of the World Trade Center. The guide dog doesn't lead anybody anywhere. That's not the job of the dog. The dog's job is to make sure that we walk safely. It's my job to know where to go and how to get there. So a guide dog guides and will make sure that we walk safely. But I'm the one that has to tell the dog, step by step, where I want the dog to go, and that story is really the crux of what I talk about many times when I travel and speak to talk to the public about what happened in the World Trade Center, because I spent a lot of time learning what I needed to do in order to escape safely and on September 11, not ever Having anticipated that we would need that kind of information, but still preparing for it, the mindset kicked in, and it all worked well.   Aaron Wolpoff, ** 47:49 You You and I talked about Uber on on my show, when you came on, and we gave them a little ding and figured out some stuff for them, what in terms of accessibility, and, you know, just general corporate citizenship, what's what's a company that, let's give them a give, give, call them out for a good reason? What's a company that's doing a good job, in your eyes, in your mind, for accessibility, maybe an unexpected one.   Michael Hingson ** 48:20 Well, as I mentioned before, I think Apple is doing a lot of good things. I think Microsoft is doing some good I think they could do better than they are in in some ways, but they're working at it. I wish Google would put a little bit more emphasis on making its you its interface more more usable to you really use the like with Google Docs and so on. You have to hurt learn a whole lot of different commands to make part of that system work, rather than it being as straightforward as it should be, there's some new companies coming up. There's a new company called inno search. Inno search.ai, it was primarily designed at this point for blind and low vision people. The idea behind inner search is to have any a way of dealing with E commerce and getting people to be able to help get help shopping and so on. So they actually have a a phone number. It's, I think it's 855, shop, G, P, T, and you can go in, and you can talk to the bot and tell it what you want, and it can help fill up a shopping cart. It's using artificial intelligence, but it understands really well. I have yet to hear it tell me I don't understand what you want. Sometimes it gives me a lot of things that more than I than I'm searching for. So there, there's work that needs to be done, but in a search is really a very clever company that is spending a lot of time working to make. Sure that everything that it does to make a shopping experience enjoyable is also making sure that it's accessible.   Aaron Wolpoff, ** 50:08 Oh, that's really interesting. Now, with with my podcast, and just in general, I spend a lot of time critiquing companies and and not taking them to test, but figuring out how to make them better. But I always like the opportunity to say you did something well, like even quietly, or you're, you know, people are finding you because of a certain something you didn't you took it upon yourselves to do and figure out   Michael Hingson ** 50:34 there's an audio editor, and we use it some unstoppable mindset called Reaper. And Reaper is a really great digital audio workstation product. And there is a whole series of scripts that have been written that make Reaper incredibly accessible as an audio editing tool. It's really great. It's about one of the most accessible products that I think I have seen is because they've done so well with it, which is kind of cool.   Aaron Wolpoff, ** 51:06 Oh, very nice. Okay, good. It's not even expensive. You gave me two to look, to pay attention to, and, you know, Track, track, along with,   Michael Hingson ** 51:16 yeah, they're, they're, they're fun. So what do people assume about you that isn't true or that you don't think is true?   Aaron Wolpoff, ** 51:25 People say, I'm quiet at times, guess going back to childhood, but there's time, there's situation. It's it's situational. There's times where I don't have to be the loudest person in the room or or be the one to talk the most, I can hang back and observe, but I would not categorize myself as quiet, you know, like I said, it's environmental. But now I've got plenty to say. You just have to engage me, I guess.   Michael Hingson ** 51:56 Yeah, well, you know, it's interesting. I'm trying to remember   Michael Hingson ** 52:04 on Shark Tank, what's Mark's last name, Cuban. Cuban. It's interesting to watch Mark on Shark Tank. I don't know whether he's really a quiet person normally, but I see when I watch Shark Tank. The other guys, like Mr. Wonderful with Kevin are talking all the time, and Mark just sits back and doesn't say anything for the longest period of time, and then he drops a bomb and bids and wins. Right? He's just really clever about the way he does it. I think there's a lot to be said for not just having to speak up every single time, but rather really thinking things through. And he clearly does that,   Aaron Wolpoff, ** 52:46 yeah, yeah, you have to appreciate that. And I think that's part of the reason that you know, when I came time to do a podcast, I did a panel show, because I'm surrounded by bright, interesting, articulate people, you included as coming on with us and and I don't have to fill every second. I can, I can, I, you know, I can intake information and think for a second and then maybe have a   Michael Hingson ** 53:15 response. Well, I think that makes a lot of sense, doesn't it? I mean, it's the way it really ought to be.   Aaron Wolpoff, ** 53:20 Yeah, if you got to fill an hour by yourself, you're always on, right?   Michael Hingson ** 53:26 Yeah, I know exactly what you mean. I know when I travel to speak. I figure that when I land somewhere, I'm on until I leave again. So I always enjoy reading books, especially going and coming on airplanes. And then I can be on the whole time. I am wherever I have to be, and then when I get on the airplane to come home, I can relax again.   Aaron Wolpoff, ** 53:45 Now, I like that. And I know, you keynote, I think I'd rather moderate, you know, I'll say something when I have something to say, and let other people talk for a while. Well, you gotta, you have a great story, and you're, you know, I'm glad you're getting it out there.   Michael Hingson ** 53:58 Well, if anybody needs a keynote speaker. Just saying, for everybody listening, feel free to email me. I'd love to hear from you. You can email me at Michael H i@accessibe.com or speaker at Michael hingson.com always looking for speaking engagements. Then we got that one in. I'm glad, but, but you know, for you, is there a podcast episode that you haven't done, that you really want to do, that just seems to be eluding you?   Aaron Wolpoff, ** 54:28 There are a couple that got away. I wanted to do one about Sesame Street because it was without a it was looking like it was going to be without a home. And that's such a hallmark of my childhood. And so many, yeah, I think they worked out a deal, which is probably what I was going to propose with. It's like a CO production deal with Netflix. So it seems like they're safe for the foreseeable future. But what was the other I think there's, there's at least one or two more where maybe the guests didn't line up, or. Or the timeliness didn't work. I was going to have someone connected to Big Lots. You remember Big Lots? I think they're still around to some degree, but I think they are, come on and tell me their story, because they've, you know, they've been on the brink of extinction for a little while. So it's usually, it's either a timing thing, with the with with the guest, or the news cycle has just maybe gone on and moved past us.   Michael Hingson ** 55:28 But, yeah, I know people wrote off Red Lobster for a while, but they're still around.   Aaron Wolpoff, ** 55:35 They're still around. That would be a good one. Yeah, their endless shrimp didn't do them any favors. No, that didn't help a whole lot, but it's the companies, even the ones we've done already, you know, they they're still six months later. Toilet hasn't been even a full year of our show yet, but in a year, I bet there's, you know, we could revisit them all over again, and they're still going to find themselves in, I don't know, hot water, but some kind of controversy for one reason or another. And we'll, we'll try to help them out again.   Michael Hingson ** 56:06 Have you seen any successes from the podcast episodes where a company did listen to you and has made some changes?   Aaron Wolpoff, ** 56:15 I don't know that. I can correlate one to one. We know that they listen. We can look at the metrics and where the where the list listens, are coming from, especially with LinkedIn, gives you some engagement and tells you which companies are paying attention. So we know that they are and they have now, whether they took that and, you know, implemented it, we have a disclaimer saying, Don't do it. You know, we're not there to give you unfiltered legal advice. You know, don't hold us accountable for anything we say. But if we said something good and you like it, do it. So, you know, I don't know to a T if they have then we probably given away billions of dollars worth of fixes. But, you know, I don't know the correlation between those who have listened and those who have acted on something that we might have, you know, alluded to or set out, right? But it has. We've been the times that we take it really seriously. We've we've predicted some things that have come come to pass.   Michael Hingson ** 57:13 That's cool, yeah. Well, you certainly had a great career, and you've done a lot of interesting things. If you had to suddenly change careers and do something entirely different from what you're doing, what would it be?   Aaron Wolpoff, ** 57:26 Oh, man, my family laughs at me, but I think it would be a furniture salesman. There you go. Yeah, I don't know why. There's something about it's just enough repetition and just enough creativity. I guess, where people come in, you tell them, you know you, they tell you their story, you know, you get to know them. And then you say, Oh, well, this sofa would be amazing, you know, and not, not one with endless varieties, not one with with two models somewhere in between. Yeah, I think that would be it keeps you on your feet.   Michael Hingson ** 58:05 Furniture salesman, well, if you, you know, if you get too bored, math is homes and Bob's furniture probably looking for people.   Aaron Wolpoff, ** 58:12 Yeah, I could probably do that at night.   Michael Hingson ** 58:18 What advice do you give to people who are just starting out, or what kinds of things do you would you give to people we have ideas and thoughts?   Aaron Wolpoff, ** 58:27 So I've done a lot of mentoring. I've done a lot of one on one calls. They told I always work with an organization. They told me I did 100 plus calls. I always tell people to take use the create their own momentum, so you can apply for things, you can stand in line, you can wait, or you can come up with your own idea and test it out and say, I'm doing this. Who wants in? And the minute you have an idea, people are interested. You know, you're on to something. Let me see what that's all about. You know, I want to be one of the three that you're looking for. So I tell them, create their own momentum. Try to flip the power dynamic. So if you're asking for a job, how do you get the person that you're asking to want something from you and and do things that are take on, things that are within your control?   Michael Hingson ** 59:18 Right? Right? Well, if you had to go back and tell the younger Aaron something from years ago, what would you give him in the way of advice?   Aaron Wolpoff, ** 59:30 Be more vulnerable. Don't pretend you know everything. There you go. And you don't need to know everything. You need to know what you know. And then get a little better and get a little better.   Michael Hingson ** 59:43 One of the things that I constantly tell people who I hire as salespeople is you can be a student, at least for a year. Don't hesitate to ask your customers questions because they're not out to. Get you. They want you to succeed. And if you interact with your customers and you're willing to learn from them, they're willing to teach, and you'll learn so much that you never would have thought you would learn. I just think that's such a great concept.   Aaron Wolpoff, ** 1:00:12 Oh, exactly right. Yeah. As soon as I started saying that to clients, you know, they would throw out an industry term. As soon as I've said I don't know what that is, can you explain it to me? Yeah? And they did, and the world didn't fall apart. And I didn't, you know, didn't look like the idiot that I thought I would when we went on with our day. Yeah, that whole protective barrier that I worked so hard to keep up as a facade, I didn't have to do it, and it was so freeing. Yeah, yeah, yeah,   Michael Hingson ** 1:00:41 I hear you. Well, this has been fun. We've been doing it for an hour. Can you believe it? Oh, hey, that was a quick hour. I know it was a lot of fun. Well, I want to thank you for being here, and I want to thank you all for listening. Please give us a five star rating wherever you're listening or watching. We really appreciate it. We value your thoughts. I'd love to hear from you and get your thoughts on our episode today. And I'm sure Aaron would like that as well, and I'll give you an email address in a moment. But Aaron, if people want to reach out to you and maybe use your services, how do they do that?   Aaron Wolpoff, ** 1:01:12 Yeah, so two ways you can check me out, at double zebra, z, E, B, R, A, double zebra.com and the podcast, I encourage you to check out too. We fixed it. Pod.com, we fixed it.   Michael Hingson ** 1:01:25 Pod.com, there you go. So reach out to Aaron and get marketing stuff done and again. Thank you all. My email address, if you'd like to talk to us, is Michael, H, I m, I C, H, A, E, L, H, I at accessibe, A, C, C, E, S, S, i, b, e.com, and if you know anyone else who you think ought to be a guest on our podcast, we'd love it if you give us an introduction. We're always looking for people, so please do and again. Aaron, I just want to thank you for being here. This has been a lot of fun.   Aaron Wolpoff, ** 1:01:58 That was great. Thanks for having me. Michael,   **Michael Hingson ** 1:02:05 You have been listening to the Unstoppable Mindset podcast. Thanks for dropping by. I hope that you'll join us again next week, and in future weeks for upcoming episodes. To subscribe to our podcast and to learn about upcoming episodes, please visit www dot Michael hingson.com slash podcast. Michael Hingson is spelled m i c h a e l h i n g s o n. While you're on the site., please use the form there to recommend people who we ought to interview in upcoming editions of the show. And also, we ask you and urge you to invite your friends to join us in the future. If you know of any one or any organization needing a speaker for an event, please email me at speaker at Michael hingson.com. I appreciate it very much. To learn more about the concept of blinded by fear, please visit www dot Michael hingson.com forward slash blinded by fear and while you're there, feel free to pick up a copy of my free eBook entitled blinded by fear. The unstoppable mindset podcast is provided by access cast an initiative of accessiBe and is sponsored by accessiBe. Please visit www.accessibe.com . AccessiBe is spelled a c c e s s i b e. There you can learn all about how you can make your website inclusive for all persons with disabilities and how you can help make the internet fully inclusive by 2025. Thanks again for Listening. Please come back and visit us again next week.

Ed led a mastermind on referral management, highlighting the importance of CRMs and classifying contacts into A, B, and C categories to identify top referral sources. He shared quick strategies for contacting databases, using memory joggers, and coaching contacts on how to refer effectively. Ed emphasized the need for a strong, memorable value proposition (“gold brick”) to stand out with clients and referral partners. He also discussed lead management, 17-touch client engagement methods, and incorporating charitable events for stronger connections. The session wrapped with guidance on handling buyers wanting to switch agents, stressing credibility, rapport, and broker consultation.

In this episode of How to Get Ahead by Millennial Life Coaches, Tanya sits down with the incredible Samara Beth of Samara Beth & Co. to explore how to craft a powerful brand that gets you noticed.Samara shares her 30+ years of expertise in event planning, branding, and speaking, including:✨ How to position your brand so you can land speaking opportunities.✨ Why social media, landing pages, and consistency are key to credibility.✨ The truth about getting on stages—local, national, and even TV.✨ How coaches and entrepreneurs can turn speaking into income streams.✨ Her personal journey of reinvention, resilience, and building businesses across the globe.3:40 – The Great American Speak Off & working with Grant Cardone's 10X team5:00 – What kinds of speaking stages are available (local vs. big stages)6:40 – How to prepare your signature talk for conversion & income8:10 – Freebie funnel strategy: from strangers to clients10:00 – The role of landing pages, CRMs, and tech tools for speakers19:00 – Using AI & automation for content creation and evergreen courses28:45 – Free webinar & resources from Samara BethIf you're a coach, speaker, or entrepreneur ready to grow your authority, this episode is full of actionable insights and strategies.

Are you running a business or just duct taping one together? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Lauren Duke. Lauren is the founder and CEO of Core Ops Collective, to unpack how she went from military spouse and hairdresser to running operations for one of the nation's top real estate teams—closing over 3000 transactions and opening 21 expansion locations. Lauren explains why so many agents get stuck wearing every hat, how culture can't just be “family,” and the difference between surviving and scaling. She dives into her signature SCALE framework—Set the vision, Capture attention, Acquire business, Lead with systems, Elevate experience—showing agents how to replace chaos with clarity. From CRMs and lead magnets to touch plans and KPI dashboards, Lauren reveals the tools and mindset shifts that free agents from survival mode and position them to grow like true CEOs. If this conversation gave you clarity, share it with another agent who's grinding without a plan. Subscribe to Real Estate Excellence, leave a review, and commit to setting up one system this week that will carry your business further.   Highlights: 0:00 - 6:00 Introduction and agent struggles Why agents hit a ceiling early Misconceptions about brokerage support Overwhelm from CRMs and tech tools Why systems matter before scaling 6:00 - 15:00 Lauren's background and entry into real estate From hairdresser to military spouse life Launching a VA business on Facebook First role as a transaction coordinator Learning operations by trial and error 15:00 - 25:00 Building and leading teams Expanding to 21 locations nationwide Managing 100+ agents and staff Culture vs. family in teams Launching Core Ops Collective after parting ways 25:00 - 41:00 The SCALE framework Setting the vision with audits Capturing attention with core values Acquiring business through CRMs Leading with measurable systems 41:00 - 55:00 Systems, automation, and client touch plans Building landing pages and lead forms Using Facebook groups for lead gen 00:45:30 to 01:22:23 Dashboards, hiring, and team building ·        CEO dashboards for KPIs and cost of sale ·        Avoiding the pay-per-lead trap ·        Setting clear roles and accountability for admins Dashboards and KPIs for agents Final advice on scaling with clarity   Quotes:  “We replace survival mode with structure.” – Lauren Duke “You can't grow a team if you don't even know how you want to show up for clients.” – Lauren Duke “If you don't know your core values, decisions will paralyze you.” – Lauren Duke “Your assistant should be an extension of you.” – Lauren Duke   To contact Lauren Duke, learn more about her business, and make her a part of your network, make sure to follow her on her Website, Instagram, Facebook, and Podcast.   Connect with Lauren Duke! Website: https://www.coreopscollective.com Instagram: https://www.instagram.com/coreopscollective Facebook: https://www.facebook.com/coreopscollective Podcast: https://open.spotify.com/show/0CeMtpitmpW2KB4j05cI7i   Connect with me! Website: toprealtorjacksonville.com   Website: toprealtorstaugustine.com    SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best.   #RealEstateExcellence #LaurenDuke #CoreOpsCollective #RealEstateOps #ScaleYourBusiness #CRMSystems #LeadGeneration #TeamBuilding #Brokerage #AgentSuccess #BusinessSystems #EntrepreneurMindset #OperationsExcellence #RealEstateCoaching #ScalingAgents #CEOAgent #ClientExperience #KPIDashboard #Leadership #Authenticity

Scalestack is revolutionizing go-to-market operations through intelligent automation, helping enterprise revenue teams eliminate what CEO Elio Narciso calls the "manual work tax" - the 72% of time sales reps spend on tedious data tasks instead of engaging with customers. With $3.1 million in funding and enterprise customers including MongoDB, Redis, and Astronomer, Scalestack has built an agentic orchestration platform that transforms how large organizations manage their revenue data. In this conversation, Narciso shares how his team discovered the massive ROI hidden in back-office automation and why the future belongs to companies that can seamlessly blend human strategy with machine execution. Topics Discussed: The concept of "manual work tax" and its impact on sales productivity  Why 95% of AI investments in enterprises are failing to produce results  Scalestack's evolution from automation platform to agentic workflow orchestration  The company's enterprise-first approach and deployment strategy with large customers  How Scalestack landed MongoDB as an early customer through targeted outbound  The role of podcasting as an ABM strategy for enterprise sales  Scalestack's vision to replace traditional CRMs with intelligent systems of action GTM Lessons For B2B Founders: Target the back-office before the front-office: While many AI companies rush to automate customer-facing roles like SDRs, Narciso emphasizes that the real ROI lies in back-office automation. He cites an MIT study showing that 95% of AI investments fail when focused on last-mile customer interactions, while back-office process automation delivers measurable results. B2B founders should prioritize automating the tedious work that doesn't directly touch customers but enables better customer engagement. Enterprise customers require co-creation, not just deployment: Scalestack's success with MongoDB, Redis, and other large customers came through what Narciso calls "deployment engineers" - essentially building custom solutions collaboratively. He draws inspiration from Palantir's model of developing technology alongside customers. This approach requires significant upfront investment but creates defensible technology that can be productized for the broader market. B2B founders targeting enterprise should be prepared to invest in customer success resources that can handle complex, bespoke implementations. Use customer language to refine your messaging: Narciso completely redid Scalestack's website based on language extracted from hundreds of customer calls and podcast interviews. He emphasizes that "customers always have the best words" because they've lived the pain most deeply. Rather than relying on internal assumptions about positioning, B2B founders should systematically capture and analyze how customers describe their problems and desired outcomes. Cold email still works with enterprise buyers when done strategically: Scalestack's first major customer, MongoDB, came from a cold email to their SVP of Sales Ops. The key was targeting someone (employee #8 at MongoDB) who had an entrepreneurial mindset and curiosity about learning from vendors. Narciso's insight: enterprise operators often want to learn from startups tackling similar problems, whether to buy the solution or implement it internally. B2B founders should research target prospects' backgrounds and approach those with startup experience or operational curiosity. Podcasting as ABM for enterprise sales: Narciso uses his "Revenue Engine Masters" podcast strategically as an account-based marketing tool, targeting specific people at target companies rather than focusing on broad reach. After recording nearly 20 episodes, he's seeing inbound interest and using the content to extract messaging insights. The podcast also strengthens relationships with prospects and customers who participate. B2B founders should consider podcasting not as a mass-market strategy but as a high-touch relationship-building tool for their ideal customer profile.   //   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 

On this episode of Secret Ops, we talk with Adam Honig CEO of Spiro an AI-powered “Anti-CRM” CRM for manufacturers. Now, Adam has seen the evolution of CRMs first hand over the years and he knows all the heads that come with implementing one. That's why he and his team are working on removing the manual input bottlenecks by leveraging AI to automate data entry and help overcome user adoption hurdles.In this episode, we discuss the:History of how CRMs became a universally hated tool aImpact of automated data collection on user adoptionHow manufacturers became the target customer for SpiroImportance of unbiased AI-generated data for decision-making.Leveraging dashboarding to meet user needs without overwhelming them

**Originally published on April 12, 2023**This episode features the one and only Thao Ngo - SVP of Marketing at Uptempo and a total gem of a leader. We talked about building team culture across time zones, leading through three back-to-back acquisitions, and why she ditched PR and the company podcast (and what's actually working instead).Thao's smart, hilarious, and brutally honest in the best way. One of my fave convos.- Jane-----------In this episode of Women in B2B Marketing, host Jane Serra interviews Thao Ngo, SVP of Marketing at Uptempo. Thao shares her unique journey from early-career marketing student to global marketing leader - and the lessons she's learned from decades in high tech, M&A chaos, and building high-performing, human-first teams.This episode covers:Leading through three acquisitions (and merging tools, teams, and time zones)The chaos and lessons of combining CRMs, MAPs, websites, and work culturesHow to actually build team culture on Zoom (hint: not forced virtual lunches)Why they paused their podcast, PR, and newsletter, and what's working betterThe live, no-recording MOPs huddles that build real communityHer onboarding playbook, including a slide on "how to work with the CMO"Burnout prevention tips like calendar audits, Slack boundaries, and no-meeting blocksHow Thao uses Slack photos and custom statuses to lead with personalityWhat it's like to lead as an Asian woman in tech, and how she speaks up when it countsThao also shares why building trust and being yourself is the most powerful tool a marketer can have.Key Links:Guest: Thao Ngo: https://www.linkedin.com/in/thaongo/Host: Jane Serra: https://www.linkedin.com/in/janeserra/––Like WIB2BM? Show us some love with a rating or review. It helps us reach more listeners.

If every new hire feels like it hijacks your entire month, this episode is for you. Today on Recruiting Conversations, I walk you through how to create a structured onboarding system that removes you from the center without removing your presence. Because if you're still doing 90 percent of the onboarding work yourself, you're not just overwhelmed. You're the bottleneck. But it doesn't have to stay that way. Episode Breakdown [00:00] Introduction – Why onboarding feels overwhelming and why that's actually a systems issue [01:00] The Real Problem – Leaders treating onboarding like a one-week event instead of a repeatable system [02:00] Introducing the 4P Framework – People, Process, Playbook, Personalization [03:00] P1: People Assign ownership for tech, CRM, marketing, culture, support Move from shared ownership to clear ownership Use peer mentors and onboarding coordinators [03:30] P2: Process Map out day 1 through day 90 Use tools like CRMs, Trello, shared docs to organize the flow Filter every step through these questions: Does this build clarity? Confidence? Connection? [04:30] P3: Playbook Document what you say and do so others can repeat it Include logins, workflows, rhythm calendars, and short videos When it's not written, it's not real [05:30] P4: Personalization Welcome notes, calls, gift boxes, and personal check-ins Structure creates consistency, personalization creates belief [06:30] The Pushback – You say you don't have time to build this. But you don't have time not to. [07:00] Start Small – Use your next hire to document everything you already do [08:00] Beyond Tasks – Onboarding is not just about information. It's about belief Did I make the right decision? Do I belong here? Can I trust this team? [08:30] Final Challenge – Build a 30-day onboarding play. Start with what you already do, then improve it Key Takeaways If You're Doing It All, You're the Bottleneck – Scale happens when systems replace memory Structure Doesn't Kill Culture – The right systems free you up to lead with presence Clarity Creates Confidence – Documented onboarding builds momentum faster than ad hoc training Don't Just Transfer Knowledge – Transfer belief, identity, and purpose Use Every Hire to Improve the Process – Each round gives you a better playbook for the next one The best leaders don't just recruit well. They onboard with purpose. They build systems that scale their time, protect their culture, and create confident, connected team members from day one. Need help creating an onboarding system that reflects your leadership and scales with your growth? Subscribe to my weekly email at 4crecruiting.com or book a session at bookrichardnow.com. Let's remove you as the bottleneck and build a system that lasts.

Managing both candidates and clients in one CRM can feel impossible, but it doesn't have to be. In this episode of SmartBug on Tap, host Alexandra Whitmore (VP of Sales at SmartBug) sits down with Sandy Moore (Senior Director of Account Strategy at SmartBug) to unpack why staffing firms struggle with “double funnel” operations and how HubSpot helps solve the chaos. You'll learn: ✅ What the “double funnel” is and why it causes friction ✅ Common CRM mistakes staffing firms make with candidates vs. clients ✅ How legacy CRMs fall short in supporting both sides of the staffing equation ✅ Ways to structure HubSpot pipelines, objects, and dashboards for clarity ✅ Quick wins staffing leaders can implement this week ✅ Long-term shifts to prevent double funnel burnout If your CRM feels more like a data graveyard than a growth engine, it's time for a reset. SmartBug has helped staffing firms of all sizes optimize HubSpot for recruiting and sales success—let's do the same for you. Key Highlights: [02:10] What the “double funnel” is and why it creates friction for staffing firms [03:35] Common CRM mistakes when managing candidates and clients together [05:16] Why legacy CRMs often fail to support both funnels [07:26] How to design HubSpot pipelines for client acquisition and candidate placement [08:12] Best practices for keeping both funnels clean, connected, and collaborative [10:50] How recruiters, sales, and marketers can work in the same CRM without overlap [12:43] ATS vs. HubSpot: when to integrate and when to replace [14:20] Quick win: auditing your CRM to boost adoption and performance [15:26] Long-term fix: stopping duplicated efforts across teams [16:20] How SmartBug helps staffing firms optimize HubSpot for double funnels

Is your CRM helping you drive placements—or just creating more admin work? In this episode of SmartBug on Tap, host Alexandra Whitmore (VP of Sales at SmartBug Media) sits down with Casey Peddicord (Senior Director of Channel Sales at SmartBug) to uncover the biggest mistakes staffing firms make with CRM strategy—and how to fix them. From poor adoption and messy data to clunky handoffs between recruiters and sales, Casey shares why so many firms struggle to get real ROI from their systems—and what a healthy, revenue-driving CRM should actually look like. You'll learn: ✅ The top pitfalls staffing firms face with CRM adoption and usage ✅ How to spot the warning signs your CRM is costing you placements and revenue ✅ What separates “using” a CRM from optimizing one ✅ How HubSpot helps break down silos between sales, recruiters, and marketing ✅ Practical steps leaders can take today to improve CRM performance Whether you're relying on a legacy staffing CRM, piecing together spreadsheets, or trying to integrate an ATS with your tech stack, this episode will help you rethink how CRM strategy should work for your business. ⏱️ Key Highlights: [01:08] Why recruiters resist CRM adoption (and how leadership buy-in changes everything) [02:32] Data overload: when CRMs become a chore instead of a growth engine [03:55] Missed placements: spotting signs your CRM is quietly draining revenue [06:25] Using vs. optimizing a CRM — why it's the difference between record-keeping and revenue-driving [12:20] What a healthy CRM system looks like for staffing firms today [16:56] Breaking down silos: aligning sales, recruiters, and marketing inside your CRM [22:04] How HubSpot automation turns handoffs into handshakes [27:21] The role of AI in scaling recruiter productivity without losing the human touch [30:04] A quick-win staffing metric you can improve this week [32:03] The mindset shift: moving from “reporting tool” to “revenue tool” [33:52] How SmartBug helps staffing firms customize and optimize HubSpot for growth

Show Highlights:-The shift from static databases to intelligent, proactive CRMs.-How AI and automation streamline advisor workflows and client communications.-Real stories on personalization, from birthday emails to portfolio updates.-Why understanding acquisition costs is critical for advisors.-Best practices for securing client data and minimizing risk.-How intelligent CRMs can differentiate advisors in a competitive marketplace.Tune in as Brian and Sue provide a forward-looking perspective on the role technology will play in the advisor-client relationship and how firms can prepare for the next generation of CRM solutions.

Scott and Wes tackle listener questions on everything from local-first databases and AI-built CRMs to protecting APIs and raising kids with healthy digital habits. They also weigh in on Cloudflare's AI crawler ban, portfolio critiques, and more hot takes from the dev world. Show Notes 00:00 Welcome to Syntax! 00:49 Dreaming about web components. 02:55 Local-First Apps for Customer Support. Brought to you by Sentry.io 08:17 AI-Built CRM: Portfolio or Problem? Ben Vinegar's Engineering Interview Strategy. 18:55 InstantDB vs. Other Local-First Databases. 21:46 Raising Kids with Healthy Digital Habits. Porta Potty Prince on TikTok. 32:55 Cloudflare Blocks AI Crawlers. Good for Creators? Cloudflare Pay Per Crawl. Cloudflare No AI Crawl Without Compensation. Chris Coyier's Blog Response. 41:46 Protecting APIs and Obfuscating Source Code. 44:49 Will Portfolio Critiques Return? 46:45 Sick Picks + Shameless Plugs. Sick Picks Scott: Wifi 7 Eero. Wes: Plastic Welder Shameless Plugs Scott: Syntax on YouTube Hit us up on Socials! Syntax: X Instagram Tiktok LinkedIn Threads Wes: X Instagram Tiktok LinkedIn Threads Scott: X Instagram Tiktok LinkedIn Threads Randy: X Instagram YouTube Threads