Podcasts about key takeaways00

This episode of the SaaS Fuel podcast dives deep into entrepreneurial burnout with Scott Anderson, author of "You're Not Toast" and founder of Double Dare. Scott blends his unique experience as a business owner, mental health therapist, and executive coach to challenge the traditional hustle narrative. Instead, he champions a values-driven approach to business growth and personal well-being. Together with host Jeff Mains, the discussion uncovers toxic narratives, the science of stress cycles, actionable mini-vacation techniques, and why internal rewiring—rather than external fixes—creates sustainable, joyful leadership. This episode is a must-listen for high-achieving leaders seeking not just to survive, but to thrive in both work and life.Key Takeaways00:00 Breaking Perfectionism's Cycle06:10 Success Narratives and Their Drawbacks08:47 Brain Chemistry's Role in Addiction13:09 Five-Second Vacations Combat Burnout15:06 "RNR Technique for Stress Management"18:22 Relaxation Boosts Entrepreneurial Productivity23:03 Rethinking Work and Achievement25:22 Breakthrough Beyond Revenue Plateau30:26 Work Less, Achieve More31:39 Ego's Double-Edged Sword34:34 Entrepreneurial Vulnerability and Reflection37:31 Recognizing and Addressing Burnout41:10 "Breaking Burnout Through Values Alignment"45:31 Program's Key: Community & Cohorts49:41 "Beyond Burnout: Discovering New Possibilities"52:24 "Overcoming Burnout and Embracing Innovation"Tweetable Quotes“Burnout isn't about working too hard. It's about chasing goals that don't even matter to you.” - Scott Anderson“Our biggest limiting beliefs are usually the exact habits that made us successful—to a point.” - Scott Anderson“You can do more in 20 hours a week with clarity than in 60 hours running on autopilot.” - Scott Anderson“A five-second vacation, taken five times a day, beats a five-day getaway when it comes to beating burnout.” - Scott Anderson“The answer isn't outside—a better system, an assistant, a retreat. Burnout is an inside job.” - Scott Anderson“Vulnerability unlocks community, and community dismantles the loneliness that fuels burnout.” - Scott AndersonSaaS Leadership LessonsSuperstition of Hustle: The habits that made you successful—working harder, saying yes to everything—become limiting beliefs that eventually prevent growth.Honor the Stress Cycle: Short real-time breaks are more powerful than long avoided ones. Address stress as it arises, not in bulk.True Burnout Cure Is Internal: Sustainable change comes from shifting your mindset and aligning with guiding principles, not external productivity hacks.Scale by Letting Go: Leadership at scale means dropping perfectionism and distributing responsibility, freeing yourself to focus on impact, not just hours.Vulnerability Is Strategic: Admitting struggles and embracing community prevents the isolation that powers burnout.Redefine Success for Yourself: If you're not clear on your core values, you'll chase goals that don't matter—and exhaust yourself doing it.Guest ResourcesWebsite & Burnout Assessment: burnoutbreakthrough.comBook: "You're Not Toast" – Available for $5 at burnoutbreakthrough.comFree Resource: fastfixcall.com for a complimentary burnout assessment and practical first-aid techniquesGet in touch...

Eli Portnoy joins Jeff Mains on SaaS Fuel to dive deep into the world of B2B customer feedback, leadership, and scaling SaaS ventures. Eli shares candid stories and practical wisdom from his career, including founding and exiting Sense360 and ThinkNear. He breaks down how BackEngine AI is changing the game for customer retention and voice-of-customer insights by harnessing AI to organize and activate the wealth of organic customer feedback that's already flowing through businesses. The conversation ranges from tactical product decisions and the dangers of confirmation bias, to transformative leadership lessons, distribution vs. product obsession, and the future of AI in SaaS. This episode is a goldmine for scaling founders, product leaders, and anyone who wants to build lasting companies around customer obsession and actionable data.Key Takeaways00:00 Appoint Voice of Customer Owner05:38 Leveraging AI for Customer Feedback08:07 "Customer Data Insights Unveiled"11:20 Visibility Challenges and Customer Feedback16:04 Second Business: Hard Lessons Learned18:01 Balancing Data with Intuition21:26 Pursuit of Right Answers24:34 Appointing Customer Voice Ownership28:14 "Empower Through Shared Context"31:06 "Context Enables Growth in Teams"33:17 "Focus on Pain, Not Solutions"39:33 Sales Empathy Essential for Success41:53 Successful SaaS: Niche vs. Consolidation45:02 Burnout: Catalyst for Personal GrowthTweetable Quotes“If an executive team cares about the voice of the customer, someone needs to own it—explicitly and visibly.” — Eli PortnoyViral Topic: The Hidden Cost of Leadership Loneliness: "Most leaders are exhausted from playing the lone hero and it's killing both your results and your sanity." — Jeff Mains“Most B2B companies operate on anecdotes, not data. That's where bias creeps in.” — Eli Portnoy“The customer isn't always right—but they're always insightful.” — Eli PortnoyViral Topic - Digging Deeper Than Features: "It's not about the feature. It's not about the horse or the car or anything else. What do they really want? They want to go faster." — Jeff Mains“Distribution beats product if nobody knows about you or can't buy from you. Prioritize both.” — Eli Portnoy“Context is the most important thing you can give a high-performing team.” — Eli Portnoy“In the age of AI, building features is easy—delivering outcomes through focus and distribution sets the winners apart.” — Eli PortnoyPreventing Burnout as a Leader: "Stop drowning alone and build your stability matrix." — Jeff MainsSaaS Leadership LessonsMake Customer Obsession Tangible:Assign clear responsibility and accountability for customer feedback within your executive team.Don't Rely on Surveys Alone:True feedback is happening organically; invest in systems or tools that capture it across all customer touchpoints.Default to ‘I Don't Know':The best leaders approach growth with curiosity, seeking truth rather than confirmation of personal biases.Share the “Why” Behind Decisions:Equip your teams with context so they make aligned, mission-driven choices without bottlenecking leadership.Speed Matters for Reversible Decisions:Don't overthink what doesn't move the needle. Make quick calls unless the decision is high-impact and hard to reverse.Prioritize Team Over Titles:Avoid title inflation to win talent; it creates future misalignment and headaches as you...

In this episode of the RE Social Podcast, hosts Andrew McCormick and Vince Rodriguez discuss the 2025 One Big Beautiful Bill Act (OBBBA) and its implications for taxpayers, real estate investors, and the general public. They break down the key components of the bill, including changes to standard deductions, bonus depreciation, and specific benefits for real estate investors. Also covering the impact of the bill on the national debt, social security, and incentives for clean energy investments. They also address the potential consequences for individuals regarding EV credits, solar incentives, and the implications for state and local taxes (SALT) caps. In the end, they will share more practical advice for maximizing the benefits from the new tax laws and the importance of staying informed and proactive in financial planning. Tune in to learn more about this!Key Takeaways00:00:00Welcome to the RE Social Podcast00:00:15Discussing the One Big Beautiful Bill00:01:45Breaking Down the Bill's Impact00:03:40Real Estate Investor Benefits00:05:27Understanding Depreciation00:06:41Bonus Depreciation Explained00:09:26Tax Strategies and Planning00:19:25State and Local Tax (SALT) Cap00:24:01Tax Benefits for Middle Class00:25:15Incentives for Workers00:27:54Auto Loan Deduction00:28:41Understanding the Child Tax Credit00:29:13Global Population Trends and Policies00:31:22Immigration and Economic Policies00:33:14Social Security and Economic Impacts00:35:03Tax Incentives for Clean Energy and EVs00:39:51Real Estate and Tax Strategies00:50:41Estate Tax Exemption and Final ThoughtsResources and LinksOne Big Beautiful Bill Act https://www.congress.gov/bill/119th-congress/house-bill/1Need Help? BOOK A CALL:https://anviinvest.com/consulting/ Learn more about AnVi Invest

Why do so many product launches fall flat, even when the market should want them?In this episode of SaaS Fuel, Jeff Mains sits down with Neil Twa, CEO and co-founder of Voltage Holdings, to talk about unlocking product-market fit through AI-powered data engines and customer intent analysis. Neil shares his journey from spreadsheets and guesswork to an intelligence-driven system that has launched multiple 8-figure Amazon brands.Whether you're in SaaS or physical products, you'll learn how to align your offer with demand, eliminate guesswork, and build a business designed for scale and exit. From avoiding vanity metrics to pricing for value, this episode is a blueprint for intentional, scalable growth.Key Takeaways00:00 – Data-driven product launches02:26 – Why products fail: The product-customer disconnect06:00 – From spreadsheets to AI-powered product research08:00 – Discovering customer intent through Cosmo + Rufus AI10:20 – Aligning listings with real Amazon demand12:14 – "Sales fixes everything" and building for fast ROI14:10 – Greenlighting products: Profit-first approach17:00 – Don't marry your product, marry the brand20:00 – Understanding demand engines (Amazon, TikTok, etc.)23:00 – Misaligned AI = missed opportunity26:00 – The #1 question: What the heck do I sell?28:00 – Building with the exit in mind (Platinum Principle)31:00 – Profit extraction vs. long-term value33:00 – Pricing SaaS products based on experience35:00 – Tiered pricing and support strategies37:00 – Be selective with affiliates and partnerships38:00 – Lead from your own wins40:00 – Imperfect action creates perfect opportunities42:00 – Real case studies + beta testing results44:00 – Milestones, timeframes, and abundance mindsetTweetable Quotes“The number one question every founder asks: What the heck do I sell, and who do I sell it to?” – Neil Twa“Sales fixes everything. Figure out what to sell and who to sell it to—fast.” – Neil Twa“Don't marry your product. Marry the brand.” – Neil Twa“If the AI thinks your product is for men, but it's really for women, you lose—even with the best product.” – Neil Twa“A $97 product won't build a 7-figure business. Price for the result, not just the access.” – Neil Twa“Imperfect action creates something perfect along the way.” – Neil TwaSaaS Leadership LessonsData alignment > keyword hacksAI-powered tools that match intent will outperform keyword-driven guessing every time.Validate at 80%, then iterateYou don't need perfection—get to 80% product confidence and let the market fine-tune the rest.Marry the brand, not the productSuccessful companies adapt product lines to match evolving demand—don't get stuck on a single idea.Price for transformation, not featuresCustomers pay more when they understand the value. Price accordingly and educate your audience.Imperfect action creates feedback loopsLaunch MVPs with real users. Iterate with feedback, not in isolation.Build to exit, but earn trust firstSystemize operations, optimize value, and serve your own company before inviting others in.Guest ResourcesEmail - nailvoltagedm@gmail.comWebsite - https://www.voltagedm.com/FB -

Who is Howard?Howard Polansky is a pragmatic individual who navigates life's financial intricacies with a focus on strategic decision-making. Recognizing common defaults in financial practices, he often critiques the conventional 30-year mortgage system prevalent in the United States. Polansky understands that while many opt to pay extra on their monthly mortgage to reduce the term, the fixed nature of the monthly payment remains unchanged, a topic he frequently discusses. His insights reflect a deep understanding of financial commitments, emphasizing the impact of additional payments and highlighting the etymology of "mortgage" as a lasting "death pledge." Through his observations, Polansky shares his wisdom on making informed financial choices.Key Takeaways00:00 "Cash Flow Chat with Howard"06:03 Pay Yourself First, Always08:01 "Ebook Insights on Home Equity"12:40 "Prepare Financially During Success"16:21 "Key Unasked Question"19:32 "Motivating Business Financial Freedom"_________________________________________________________________________________________________Subscribe to our newsletter and get details of when we are doing these interviews live at https://systemise.me/newsletterFind out more about being a guest at : link.thecompleteapproach.co.uk/beaguestSubscribe to the podcast at https://link.thecompleteapproach.co.uk/podcastHelp us get this podcast in front of as many people as possible. Leave a nice five-star review at apple podcasts : https://link.thecompleteapproach.co.uk/apple-podcasts and on YouTube : https://link.thecompleteapproach.co.uk/Itsnotrocketscienceatyt!Here's how you can bring your business to THE next level:If you are a business owner currently turning over £/$10K - £/$50K per month and want to grow to £/$100K - £/$500k per month download my free resource on everything you need to grow your business on a single page :systemise.meIt's a detailed breakdown of how you can grow your business to 7-figures in a smart and sustainable way————————————————————————————————————————————-TranscriptNote, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)SUMMARY KEYWORDSCash flow, cash flow coach, financially led, debt management, high debt professions, medical debt, student loan debt, mortgage payments, fixed debt payments, paying off debt, interest reduction, offset mortgage, home equity line of credit, business owners, business cash flow, paying yourself first, tax payments, IRS, emergency fund, financial planning, risk management, business continuity, business loans, personal finance education, burnout, work-life balance, entrepreneur finances, insurance planning, financial ebook, income preservationSPEAKERSHoward Polansky, Stuart WebbStuart Webb [00:00:33]:Hi, and welcome back to It's Not Rocket Science, five questions over coffee. I haven't actually got a coffee in front of you at the moment. This is actually fruit tea, because if I drink too much coffee, after lunchtime, I start to go to sleep. And I don't wanna go to sleep right at the moment because I'm really interested in speaking with Howard Polanski. Howard is a he's a cash flow coach, who doesn't need to speak to one of those nowadays. Howard is the cash flow coach at Financially Led, and we're we're gonna get into what that means at the moment. But who doesn't wanna spend some time thinking about cash flow and how to preserve it in these days? So, Howard, welcome to It's Not Rocket Science, five questions over coffee, and I trust you're ready to take us through cash flow and financially led.Howard Polansky [00:01:26]:Thank you, Stuart. Thank you for the opportunity.Stuart Webb [00:01:30]:It's It's terrific. So let's start with, let's just start. You're you're you're a former dentist, so we'll get into how you ended up in this situation. But who is it you're trying to help with your advice on on cash flow and and financial matters overall?Howard Polansky [00:01:47]:Those that don't like being in debt. And if we're talking about people let me just use The US since that's where I'm based. Those professions that are high debt type of professions, medical doctors, dentists, chiropractors, optometrists, lawyers, where they just have these massive fixed payments that they're trying to navigate around. And sometimes it feels like all I'm doing is going to work to literally pay off these debts. When do I get to enjoy my life?Stuart Webb [00:02:25]:Yeah.Howard Polansky [00:02:25]:And and I'm not saying that there's not other industries that face that challenge, but those are the obvious ones that if there is a way for us to minimize the impact of those fixed debt payments, get them out of our lives sooner, pay less interest. Now all of a sudden, you have more money freed up at the end of each month.Stuart Webb [00:02:47]:And and and, Howard, I'm I'm sure you can you can sort of, you can help us to understand this, but was that a situation that you were in as a dentist? Did you find yourself wondering every day, why am I doing this? There must be an easier way to make a loss, and that's what you led you to where you are?Howard Polansky [00:03:05]:Well, I didn't know if that was gonna be the question now or it was gonna be question number five in terms of how I got into this. If you wanna wait until then, we can, or you want me to go through the story now, I will.Stuart Webb [00:03:16]:Yeah. I'll put it I'll put it to you as question five. Let's just talk a little bit more about how you, what you the the sort of things that the the people you've helped have got into the sort of trouble they have, and what are they trying to do to get out of it? What is it what is it you see when you sort of they they eventually engage an expert like you and you start dealing with them? So they they recognize eventually they they have a problem and they need to do something about it.Howard Polansky [00:03:42]:Yeah. So, I mean, one of the I hate to call it a mistake, but one of the ways that people are doing it just because it's either it's by default or by design. And so by default, they're like, I've got this mortgage. Let's just say that. And in The US it's a thirty, traditionally a thirty year mortgage. Well, I don't wanna pay on this for thirty years, so let me throw a little bit of additional money against this. So if I've got a $2,000 mortgage, let me put 2,200 and I know that's going to save me some time. The problem is, what's your payment the next month? It's still the $2,000 It does not change when you put extra money against the mortgage because the more mortgage is two French words put together, which literally means death pledge.Howard Polansky [00:04:39]:So the system is set up for you to make payments until the day you die or you're gonna die trying. This allows you and, again, you're we're over on different sides of the pond, so I'm not gonna keep this a secret. Over in The UK and Australia, they're known as offset mortgages. So the open ended mortgages where all of the money can go in to lower the overall balance of the debt. When you lower the overall balance of the debt, you're lowering the amount of interest you pay on a daily basis. And then when the expenses come due, you just take that much out, but you've got the excess now attacking the entirety of the debt versus the way that it's set up in The US. They have a one way street known as your house in front of you. You only make the minimum payment because you're like, if I put more money in, I can't get the money back out.Howard Polansky [00:05:42]:And when we don't have access to money, that's when people don't sleep very well. So that's the common mistake is how I'm just putting more money into this loan, but then if something happens, I get disabled, I get fired, I still have this fixed payment in front of me, and now I have no wiggle room.Stuart Webb [00:06:03]:Yeah. I I'm always very aware that a lot of business owners, disobey, for want of a better word, one of the golden rules which which I think is is something I hope you'll you'll agree with, which is they forget that they need to pay themselves first out of the income into their business. They're putting it against all sorts of other things, and then eventually they realize that there isn't anything left for them. And they they're left in a situation like you've just said where suddenly they are unable to pay the bills that have come in for their family, and they then have to get back on the treadmill and work even harder because they've now forgotten that they've got a life. And and I just think it's it's it's often this the the the the the golden rules of, you know, thinking about your cash flow and how you allocate it are so difficult for many business owners for for reasons because often we are not taught. We are not given the instruction early enough in our lives about how to manage money.Howard Polansky [00:07:04]:What's even worse than not paying yourself first is not only do you pay yourself, you take the money from the IRS that you have to pay them and use that on your expenses too. I've seen that situation happen also. That's never a good situation that I wanna be involved in.Stuart Webb [00:07:23]:Now if there's one thing you should definitely be very aware of is the tax man will find you and will hunt you down if you are if you are diligent in, not diligent in playing that that money off. Howard, look. The the the these must be times at the moment. People are are listening to you and thinking, I think I hear myself in this. This might be me. What valuable piece of advice or or or free free offer can you sort of help people with? And, and how would you sort of, you know, give them that that allow them to sort of access you?Howard Polansky [00:08:01]:Yeah. The probably the easiest way to understand a little bit more of the concept behind this is my ebook. So financiallyled.com, so that's just LEDfinanciallyled.com/ebook. It'll take you maybe about twenty minutes to go through and start to understand the three lessons on how and why this works. The second, if I'm okay if it's okay for me to get a second piece of advice, Stuart, is if you have lived in let's just keep it on the personal side for now. If you've lived in your residence for a number of years now, whether it's in overseas or in The US, it doesn't matter, Your house is probably appreciated substantially, and there is equity. There is cash literally trapped in the bricks. While you're employed, while business looks good, go get a home equity line of credit.Howard Polansky [00:09:08]:Have access to the cash because you just never know what's gonna happen in life. I mean, here's a perfect example. One of my clients is a dentist. She texts me back in November saying, guess what happened to me two months ago? I'm like, this is just out of the blue. I'm like, I don't know. COVID? It's like, no. Two ruptured aneurysms and a mini stroke. Mhmm.Howard Polansky [00:09:34]:Mhmm. She's 40 she's 46 years old, Stuart. I don't think this was in her life plan in terms of, oh, I'm gonna go I wanna be in the ICU and have brain surgery for three weeks sitting in a hospital. If it wasn't for having the business line of credit set up twelve to eighteen months ago, her business would be toast. That buffer of cash is what allowed her to keep paying the bills. Even though there was no money coming in, it was the access to cash that allowed her to pay her team, pay the bills so that she could get back to still having a a functioning business.Stuart Webb [00:10:19]:I've just put a link, on the the screen in front of you, Howard. I'm gonna put that story and the link to your ebook into our vault. Our vault, if you if it listen, guys, it if you're listening to this and you go, I need to do that. If you didn't capture what Howard just said, go to, Systemize, and that's the word systemize, but it's spelled with an s, not a zed, systemize slash free hyphen stuff. There's a vault there with with and and we'll put Howard's link, and we'll put that story in order for you to be able to sort of capture that and come back to it again and again and again because that is really valuable advice. I think that's a truth that everybody should be trying to do, Howard. It's not just dentists that have aneurysms. Anybody can have one of those.Stuart Webb [00:11:03]:You know, I I have a a a a friend who went on a very nice holiday, fell over, skiing, and they were in a similar situation. They were suddenly unable to work. And if they hadn't set up the right systems in place in in his case, it was the fact that his business carried on because he had set up teams that were working. But he had to you have to think ahead, don't you? You have to you do have to do exactly what you said. This might not be in the plan, but there is a risk that this could happen. So, therefore, I need to sort of deal with the risk before it happens, not as it happens because it takes time. These things take time to set up. They don't happen overnight.Stuart Webb [00:11:46]:You have to plan it. You have to think about it. You have to put that into your thinking, don't you?Howard Polansky [00:11:51]:Absolutely. And and look, you know as well as I do, when are banks gonna gonna be most, when are they gonna be most appreciative of giving you money? When you don't need it.Stuart Webb [00:12:06]:When you've got it.Howard Polansky [00:12:08]:That's exactly as soon as you're in distress, they're the last people that wanna help you. So get this set up while things are going goodStuart Webb [00:12:18]:Yeah.Howard Polansky [00:12:19]:And just have it there just in case because stuff happens. I mean, we're live, so I definitely don't wanna say what I normally say, but stuff happens. And it's just far easier to have this all in place before any of this stuff happens because we know it's happened to everyone. It's a it's part of life.Stuart Webb [00:12:40]:It is. And, you know, there's an old there's an old story about a man walking down the road, it's pouring with rain, and he sees a farmer digging a well. And he turned around and said, why are you digging the well when it's raining? And he said, because now the ground is soft and the digging is easy. The last thing you wanna be doing is digging a well when there is no water and the ground is hard. So if you're in a situation at the moment where your business is still doing well, I know we're going into some, economically interesting times at the moment, but if you've got a business that's doing well, now's the time to be digging that well ready for when, perhaps the the ground hardens and it's not quite as easy digging. Howard, I'm I'm I'm gonna gonna, gonna get on with this because otherwise, I think we'll be here for many, many hours talking about this. So was there a sort of we we sort of talked about the the the origin of your sort of, a realization that financially led was the way that you wanted to go. Was there a a books, a course, something that led you from from where you are as a dentist now to being, the guy that tries to advise other people that, they need to think about their cash flow?Howard Polansky [00:13:50]:Yeah. The the one book which really helped in terms of solidifying this whole concept, the author's name is Harsh Gill, h a r j is the first name, g I l l. And it's the book is something like pay off your debt sooner. That was the first time I ever heard in terms of this offset mortgage, they call it the Australian mortgage or whatever. And I was like, oh my god. This is the most logical way I've ever seen in terms of being able to pay off debt. It doesn't have to be a house. It can be student loans.Howard Polansky [00:14:29]:It can be cars. It can be business loans, whatever it is. I just realized that once I was able to utilize this for myself and I got my I got down to a $24 house payment, which might be about £20 for you. I shared that with another dentist and he could not believe what he was seeing and is like, can you help me? And I'm like, I think so. And he ended up paying off his house in eight months instead of thirty years. Wow. Wow. And and that and that's when it really the light bulb went off.Howard Polansky [00:15:07]:And then later on, I was like, wait. I think I can help apply this idea to businesses because if the business has more cash flow, where's it gonna spill over? It's gonna spill over to that owner's personal life, which is where I was trying to make the impact anyway. And the answer is, yeah, it works beautifully, for the average business owner, the cash flow improvements been over $65,000 in year one. SoStuart Webb [00:15:39]:But again, notHoward Polansky [00:15:41]:doing anything crazy.Stuart Webb [00:15:43]:For those that want a personal testimony, I had an offset mortgage. We became mortgage free quite a while ago, and, I'm very grateful for the fact that I found it. So, Howard, perhaps perhaps if I'd got this advice from you many years ago, I'd I'd have to but but I found it myself. So they're a great thing. They're a great thing.Howard Polansky [00:16:03]:For the right person, if you're gonna go and just, you know, spend on Louis Vuitton and Lamborghinis and and trips around the world and you don't have the cash flow to back that up, please don't do this. You are going to get yourself in trouble.Stuart Webb [00:16:21]:I will I will not I will not immediately go out and buy a Lamborghini then. I will I will keep that. I'll keep what I've got at the moment because, clearly, that would be the wrong wrong thing for me. So, Howard, let let me let me let me sort of, help you get back out to helping people do this rather than talking about it. Is there a question that you think I should have asked you in these questions? Is there one thing that you're thinking? I wish you'd hurry up and get to the really important question. And, obviously, once you've posed the question, you need to answer it because I don't know what the question is at the moment.Howard Polansky [00:16:55]:We've kinda hinted at it before. How the heck does someone go from being a dentist to doing this?Stuart Webb [00:17:02]:Let's talk about it.Howard Polansky [00:17:04]:Yeah. So I tell people now sometimes life leaves you little clues and other times life hits you with a two by four. My two by four moment was Sunday morning, Memorial Day weekend twenty eighteen. Jaden, my older son, is 12 years old. I'm sitting next to his bed. He realizes I'm there and he says, Dad. His voice is barely above a whisper. Yeah, buddy.Howard Polansky [00:17:30]:I lean over the bed, I put my ear over his mouth to make sure I can hear him, and he says three words I'll never forget. Am I dying? Oh. Twelve days earlier, Jaden came home with a stomachache. Three days after the stomachache were in the ICU at the Children's Hospital having emergency surgery. Woah. It was a it was appendicitis that turned septic, twenty nine days in the hospital, 19 of them in the ICU, eight straight days of sedation because he went to the Operating Room 5 times. After they take the tube out of his throat, they give him methadone and morphine to bring him down from the drugs he was on. So my 12 year old son looks like a heroin addict coming down from a high, and the very first question he will only ask me are those three little words, am I dying? My first breath was, did I hear him correctly? My second breath was, do not lose it right now.Howard Polansky [00:18:34]:I look him in the eyes, and I tell him, no. You're not dying. You've had prayers from thousands of people all around the world, and you're gonna be just fine. He looks at me, he knows I'm telling him the truth. He closes his eyes to get more rest. I walk outside the room and then I broke. I was already miserable. I was burnt out from sixteen years of dentistry.Howard Polansky [00:18:57]:And one thought seared into my mind, if life is this fragile and I'm unhappy with the path that I'm on, burn the ships, it's over. That's what I did. I sold my practice September 2018, just walked away. And if I didn't make the bold move of walking away from dentistry, I would have never had this $24 house payment and never took the shot to open open a new business and do this. So that's that's the one question, Stuart.Stuart Webb [00:19:32]:Howard, if if if that is the story that motivates people to get and think about their cash flow situation, to manage their business in such a way that they turn it from being a millstone around their neck to something which is actually an asset and something which brings them the financial freedom that you got from making that decision. I trust and pray nobody has to go through what you went through to make that decision, But we can all learn from the fact that you cannot regulate, cannot plan for life to continue being the joy that it is. So if it is currently raining in your business and the ground is soft and you are not currently digging the well and taking advice from people like Howard, I would encourage you, please go and find that stuff in the in what we've said with that, Howard. Get that ebook and get on and listen to some of the brilliant advice. Howard, listen. That is a hugely, humbling story for me to have listened to, and I'm grateful for the fact that you spent just a few minutes with us giving us that story. Let me just let me just be slightly flippant now and just say please come subscribe to our newsletter list because I would love you listening to us now to to be able to get and hear people like Howard talk about these stories and really motivate you to make your business better. If you go to www.systemize.me/subscribe, there's a simple form.Stuart Webb [00:21:06]:It just asks for your first name, your email address, and that's all I want from you. Just so I can send you an email once a week saying we've got this really great guest coming up tomorrow. Come listen to some of the stuff they do, and you can listen to some real truth bombs, like Howard's given us today. Howard, that is a powerful way to end. I'm not really wanting to say very much more other than thank you very, very much for coming on and motivating us to get control of our finances and our cash flow. And and and thank you for taking the steps that you've taken in order to be that, that cash flow coach.Howard Polansky [00:21:41]:Stuart, thank you for the opportunity.Stuart Webb [00:21:44]:It's been brilliant. Thank you. Get full access to It's Not Rocket Science! at thecompleteapproach.substack.com/subscribe

Is your SaaS team aligned—or just busy? In this episode of SaaS Fuel, Jeff Mains sits down with Jolly Nanda, GTM advisor and sales strategy expert, to discuss how SaaS founders can build scalable growth by aligning product, marketing, and sales from day one.Jolly shares insights from scaling teams at SAP, Adobe, and Atlassian, and breaks down what early-stage SaaS leaders can do today to build healthy sales pipelines, improve forecasting accuracy, and foster a culture of truth-telling inside the funnel.In this episode, you'll learn:How to fix the misalignment between sales, product, and marketingWhat most founders get wrong about pipeline hygieneWhy culture—not comp plans—drives real sales performanceHow to use product-led growth alongside sales, not against itThe mindset shift every founder must make to scaleIf you're tired of hero sales and pipeline guesswork, this episode gives you a clear framework to build process-driven, revenue-responsible teams.Key Takeaways00:00 – The sales number isn't the whole story04:10 – Early-stage GTM red flags05:30 – Product, marketing, and sales: 1 team, not 306:42 – Sales culture vs sales process08:18 – Why incentives don't fix a broken system10:01 – How to build a truth culture in sales11:47 – Why PLG doesn't mean anti-sales13:40 – Building alignment between product and revenue teams15:19 – The right kind of friction in sales and onboarding17:02 – Discovery before demo (and why that order matters)19:14 – “Hero sales” vs. scalable sales21:00 – Why most pipeline data is not accurate22:48 – Trust is a byproduct of process24:12 – 4 elements of good pipeline hygiene26:00 – Sales managers: stop being scorekeepers28:09 – Real forecasting starts with sales call truth29:20 – The connection between missed targets and broken process30:32 – How to change sales culture without killing morale32:00 – Leading indicators vs lagging indicators in GTM34:29 – Product-led + sales-led = better customer journey36:14 – Why you need revenue roles inside product38:06 – Pricing is part of GTM, not just finance 40:00 – Aligning marketing messaging with sales narratives41:27 – The next evolution of GTM rolesTweetable Quotes"Pipeline hygiene isn't a Salesforce task—it's a culture of truth." – Jolly Nanda"If sales, marketing, and product aren't on the same page, your customer feels it first." – Jolly Nanda"Don't fix sales with comp plans. Fix it with better process and culture." – Jolly Nanda"Product-led growth isn't the enemy of sales—it's fuel for it." – Jolly Nanda"The goal isn't activity—it's alignment." – Jeff MainsSaaS Leadership LessonsPipeline hygiene is a culture issue. It's not just about clean CRM—it's about truth in the funnel.Sales, product, and marketing must operate as one team. Siloed GTM leads to chaos and churn.Product-led growth doesn't eliminate sales—it elevates it. The handoff must feel seamless to the customer.Scalable sales = process + mindset. Don't build your GTM around a hero rep.Truthful forecasting starts with sales conversations. If reps are sandbagging or guessing, fix the culture first.Curiosity beats control. The best leaders build cultures where feedback flows freely across GTM.Guest ResourcesWebsite -

In this 100th episode of the RE Social Podcast, host Vince Rodriguez is joined once again by Jason Hartman, now live for his second appearance on our podcast! Jason dives into his early start in investing, key takeaways from his Empowered Investor Live Conference, and why he believes linear markets outperform cyclical ones in the long run. You'll also learn about Jason's unique Hartman Comparison Index, the power of inflation-induced debt destruction, and how to manage properties remotely with confidence. Whether you're a seasoned investor or just starting out, this milestone episode is packed with timeless strategies and market-shifting insights. Tune in now and level up your investing game!Key Takeaways00:00:00Welcome to the RE Social Podcast00:02:12Jason's Journey and Early Investments00:03:43California Real Estate Market Analysis00:05:37Linear vs. Cyclical Markets00:14:23The Benefits of Self-Management00:22:17Impact of COVID-19 on Markets00:31:27The Hartman Comparison Index00:39:49Real Estate Historical Comparison00:40:36The Value of Commodities Over Time00:43:21Stock Market vs. Real Estate00:45:13The Ultimate Subscription Business00:56:35Market Dynamics and Housing Shortage00:58:27The Lock-In Effect and Unemployment01:02:06The Resilience of the Housing Market01:12:05Real Estate Investment Strategies01:15:30Connect with JasonResources and LinksProperty Tracker https://propertytracker.com/Empowered Investor Podcast https://www.jasonhartman.com/podcast/Connect with Jasonhttps://www.instagram.com/jasonhartman1https://www.facebook.com/jasonhartman.comhttps://x.com/JasonHartmanROIhttps://www.jasonhartman.com/Need Help? BOOK A CALL:https://anviinvest.com/consulting/ Learn more about AnVi Invest

Feeling like corporate ortho is closing in? Think again.In this brutally honest and motivational 5-Minute Friday episode, I get real about the fear-mongering flooding our industry—especially when it comes to OSOs and DSOs. If you've been told that you have to hire a consultant, or that you can't compete with corporate money, this episode is your wake-up call. The truth? You're not under attack. You're just distracted.Knowing where you're headed is the best and only strategy to get ahead. You need a plan; OSOs, DSOs, and Corporate Dentistry are not coming for you; in fact, they have nothing to do with your journey. Once you have a plan, you can get expert help to support you and teach what you need, and your practice will be more solid.Key Takeaways00:00 — Economic pressures and industry fear-mongering01:30 — The real impact of OSOs/DSOs (and why it's overblown)03:00 — How to filter the noise and make decisions for you04:00 — Consultants vs. coaches: understanding what you actually need05:30 — My story: investing $57k I didn't have (and why it was worth it)07:30 — Time is your most valuable currency—use it with intention08:50 — Practical advice: write your 6-month plan, then find the right help09:45 — Why you're not being “attacked”—and how to stay focused on your goals11:30 — The upcoming Orthopreneurs coaching program teaserAdditional ResourcesWant to connect with orthodontists who believe in lifting each other up?Come to the final Orthopreneurs Summit in Las Vegas this September. Trust me—it'll be the most impactful event you've ever attended. Go to opSummit2025.com and grab your spot today.- For more information, visit: https://orthopreneurs.com/- Join our FREE Facebook group here:https://www.facebook.com/groups/OrthoPreneurs

What if the key to closing more deals… is to stop trying to close at all?In this mind-blowing episode of SaaS Fuel, Jeff Mains sits down with Ari Galper, world-renowned sales strategist and founder of Unlock The Game. Ari dismantles the outdated, pressure-filled sales models and introduces a frictionless, trust-based approach called the One Call Sale.You'll learn:Why relationship-building in discovery calls is a trapThe language patterns that instantly reduce resistanceHow to sell like a doctor diagnoses, not like a pushy repWhy most deals are lost in the first 5 minutes—not at the closeHow to qualify buyers by their problem, not your pitchIf you've ever been ghosted, followed up endlessly, or felt like you're forcing the sale—this episode will flip your entire mindset.Key Takeaways00:00 – Why "rapport-building" kills deals01:39 – Sales isn't about selling harder—it's about connecting deeper02:05 – What really derails most sales conversations03:22 – How Ari's method makes it impossible not to buy06:16 – Ari's pivotal sales moment (and what he overheard on mute)08:59 – The exact moment Ari decided to flip the sales game11:28 – Doctor-patient dynamic vs buyer-seller dynamic13:08 – The “One Call Sale” explained15:28 – Why you should stop building fake relationships17:16 – How to start a sales call the right way18:34 – Why you must remove value, education, and chit-chat20:01 – Your job isn't to solve. It's to diagnose22:09 – Cost of inaction: building the ROI without pitching24:34 – Stay rooted in the problem, not your solution25:59 – How to spot buyers who aren't serious26:40 – The final diagnostic question: “Is this a priority?”27:57 – Why trust, not pressure, is the key to conversion29:02 – Never say “follow up” again30:29 – Why sales is not persuasion, it's facilitation31:27 – SaaS leaders: stop drowning in ghosted leads32:20 – When the prospect asks you how you can help34:00 – The roadmap technique: show process, not product35:15 – The magic question: “Where would you like to go from here?”36:40 – Why objections disappear when you start with clarity38:33 – Trust must be earned—deep trust40:01 – The skill most sellers never master: shutting up41:29 – How this works in corporate buying environments43:10 – Why your champion doesn't want to sell to the CEO45:09 – Sales are lost at the beginning, not the end46:00 – This only works in high-margin, long-cycle sales47:18 – SaaS founders: you are the bottleneck48:56 – Stop selling. Start connectingTweetable Quotes"The sale is lost at the beginning, not the close." – Ari Galper"Stop selling. Start diagnosing." – Ari Galper"Follow-up is dead. Ask for feedback instead." – Ari Galper"If they don't own the problem, they won't buy the solution." – Ari Galper"Trust is built when the buyer feels safe enough to tell you the truth." – Ari Galper"When you stay in their world, they invite you into the sale." – Jeff MainsSaaS Leadership LessonsTrust replaces tactics. The fastest path to a deal isn't persuasion—it's empathy and truth.The sale is lost at the beginning. How you start determines whether you'll be ghosted later.Build around their problem, not your pitch. Your solution means nothing if the buyer doesn't own the problem.Follow-up is dead. Ask for feedback, not...

Is traditional SEO dead? In this powerful episode of SaaS Fuel, Jeff Mains sits down with Andreas Voniatis, founder of Atheos, AI-powered SEO strategist, and author of Data-Driven SEO with Python. Dre reveals why traditional keyword-driven SEO is fading fast and how AI is reshaping the content marketing game.You'll learn:Why high-effort, data-driven content outperforms “ultimate guides”How to succeed in AI search by mining real customer conversationsWhy relying on AI to write your content is a trapHow SEO today is like email marketing—still useful, but not game-changingWhat mid-market firms must do now to stay competitiveIf you're a SaaS founder, marketer, or SEO expert trying to stay ahead in a rapidly changing digital landscape, this episode is your roadmap to what's next.Key Takeaways00:00 – “Pay cheap, pay twice”00:20 – Why using AI to write content is a mistake01:23 – How SEO has changed in the AI era02:40 – AI search vs traditional SEO06:35 – What “data-driven SEO” really means07:42 – Why SEO clicks today are fewer but higher value08:47 – Why generic SEO content no longer works09:46 – AI-first content strategy based on real buyer conversations12:30 – Why traditional “best practices” slow you down14:50 – SEO's brute force problem16:19 – Flaws in using AI output to create content18:34 – Is SEO dead or just different?20:10 – Injecting new data is the key to AI performance25:43 – Mid-market SEO and the AI opportunity window27:11 – Why most marketers are still asleep on AI29:22 – Region-specific, sector-specific content is the future31:11 – AI will create more jobs for marketers32:20 – Why high-effort content beats volume34:24 – Marketing's real challenge: standing out with belief36:23 – Automating the boring, amplifying the creative39:14 – No convincing needed—AI will do that for you42:15 – Why AI-augmented humans will always win44:36 – The future of content: high-effort, high-value46:05 – Cognitive AI: the next leap47:12 – Human brains are still the ultimate AITweetable Quotes"Using AI to write your content is like trying to rehydrate by drinking your own sweat." – Andreas Voniatis"If your content doesn't tell the world something it didn't know, it won't win in AI search." – Andreas Voniatis"SEO is becoming the banner ads of today—still there, but no longer transformative." – Andreas Voniatis"We're not here to convince. If you need convincing, AI will do that for us." – Jeff Mains"High-effort content outperforms 100 low-effort SEO posts. Every time." – Andreas Voniatis"If you follow best practices, you're already late." – Andreas VoniatisSaaS Leadership LessonsHigh-effort content wins in AI search. Low-effort SEO tactics are obsolete—content must be unique, insightful, and deeply tailored to your buyer.AI search rewards information gain, not keyword stuffing. Algorithms are looking for novel insights, not recycled blog templates.Your buyer's voice should drive your strategy. Mining real conversations—not keyword tools—is how you create content that resonates.SEO isn't dead—but it's no longer the growth engine. It's now a hygiene factor. AI search is where the real growth lies.Automation frees humans to create. Offload repetitive tasks so your team can focus on interpreting data and crafting strategy.Belief-based messaging > Feature-based messaging. In crowded

INTELLIGEMSIntelligems brings A/B testing to business decisions beyond copy and design. Test your pricing, shipping charges, free shipping thresholds, offers, SaaS tools, and more by clicking here: https://bit.ly/42DcmFl. Get 20% off the first 3 months with code FARIS20.FERMATCreate funnels the same way you create ads with FERMAT by visiting ⁠⁠https://fermatcommerce.com/af//What do you do when your eCommerce brand stalls—not failing, just stuck?In this tactical deep dive, Andrew walks through a real case study of a 7-figure brand that turned stalled momentum into its most profitable non-holiday month ever. You'll get specific data breakdowns on how changes in spend allocation, campaign strategy (including a massive shift toward Target ROAS), product prioritization, and CRO testing led to a whopping 88% increase in contribution margin—without increasing spend.If you're an operator feeling the pressure to grow but watching margins shrink, this episode is your playbook. Learn how to:- Run leaner without killing momentum- Make Meta's learning phase work for you- Use price testing and retention ads to boost profit per visitor- Think beyond creative volume to win consistently- Reinvest profit into real growth, like product development or new channels//CHAPTER TITLES:00:01:28 - My Brand Experienced Stalled Growth00:05:08 - Less Spend, More Efficient YoY00:06:56 - Spend Down, New Customer Revenue Up00:10:15 - Media Buying Changes00:13:54 - The Limits of Creative Diversity00:18:00 - Product Distribution00:21:17 - Key Takeaways00:28:15 - Spend Smarter Not Harder// SUBSCRIBE TO MY CHANNEL FOR 2X/WEEKLY UPLOADS!//ADMISSIONGet the best media buying training on the Internet + a free coaching call with Common Thread Collective's media buyers when you sign up for ADmission here: ⁠https://www.youradmission.co/andrew-faris-podcast⁠//FOLLOW UP WITH ANDREW X: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://x.com/andrewjfaris ⁠Email: podcast@ajfgrowth.comWork with Andrew: ⁠https://ajfgrowth.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

What happens when a brilliant builder becomes the boss with no playbook?In this episode of SaaS Fuel, Jeff Mains welcomes Pete Steege, B2B strategist and author of Radical Clarity, to unpack the journey of the accidental CEO. Pete shares frameworks that help technical founders shift from reactive problem-solving to confident leadership, scale without burnout, and delegate without losing visibility.We explore why clarity not hustle, is the real unlock for growth, how to tell stories that sell, and how to lead with purpose even when your background isn't in business.

Who is Helle?Helle Brodie is an insightful entrepreneur who intimately understands the challenges faced by business owners in today's fast-paced world. Acknowledging the widespread issue of burnout among entrepreneurs—characterized by stress, overwhelm, and sleepless nights—Helle champions the cause of work-life balance and mental well-being. She recognizes how the pressures of entrepreneurship can spill into personal life, affecting friendships, family, and even self-care routines. Driven by the need to transform chaos into mastery, Helle is committed to helping fellow entrepreneurs navigate these hurdles, ensuring they remain at the top of their game without sacrificing their well-being.Key Takeaways00:00 Entrepreneurial Burnout: A Common Struggle06:08 Beyond Step-by-Step: Entrepreneur Growth08:06 "No Magic Button in AI"10:00 "Overcoming Fear for Better Decisions"13:56 "Entrepreneur Resource Access Steps"_________________________________________________________________________________________________Subscribe to our newsletter and get details of when we are doing these interviews live at https://TCA.fyi/newsletterFind out more about being a guest at : link.thecompleteapproach.co.uk/beaguestSubscribe to the podcast at https://link.thecompleteapproach.co.uk/podcastHelp us get this podcast in front of as many people as possible. Leave a nice five-star review at apple podcasts : https://link.thecompleteapproach.co.uk/apple-podcasts and on YouTube : https://link.thecompleteapproach.co.uk/Itsnotrocketscienceatyt!Here's how you can bring your business to THE next level:If you are a business owner currently turning over £/$10K - £/$50K per month and want to grow to £/$100K - £/$500k per month download my free resource on everything you need to grow your business on a single page :It's a detailed breakdown of how you can grow your business to 7-figures in a smart and sustainable way————————————————————————————————————————————-TranscriptNote, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)SUMMARY KEYWORDSBusiness success coach, Entrepreneurs, Freedom in business, Livelihood, Business transformation, Chaos to freedom, Time freedom, Financial freedom, Internal freedom, Entrepreneurial burnout, Stress, Overwhelm, Sleepless nights, Pressure, Self-doubt, Loss of confidence, Creativity, Business mastery, Safe zones, Working harder, Chasing opportunities, Unconscious blocks, Success mindset, Growth mindset, Conscious mind, Unconscious mind, Entrepreneurs Freedom Formula, Autopilot business, Self-discovery, AlignmentSPEAKERSHelle Brodie, Stuart WebbStuart Webb [00:00:00]:So yes. Hi, and welcome back to It's Not Rocket Science five, questions over coffee. I've had some technical difficulties today, although, to be honest with you, it's probably not the coffee that's causing it. I'm delighted, however, to be here with Hela Brody. Hela is a business success coach. She really specializes in working with entrepreneurs, to create freedom in their business and their livelihood. It sounds absolutely fantastic. She's been an entrepreneur herself for thirty seven years in two vastly different industries.Stuart Webb [00:01:00]:I'm sure we're gonna get into that. And she's really got an intimate understanding of the complexity and, I believe, the simplicity business. So she's gonna help us to understand exactly how we can transform our businesses from a state of chaos to a vehicle for freedom. That's time freedom and financial freedom and the internal freedom to savor the life. So, Hela, welcome to the podcast. I really am looking forward to this, and, I'm looking forward to having a conversation about how you're gonna help us to transform these, these complex piece into something simple we can all enjoy.Helle Brodie [00:01:36]:Absolutely. It's wonderful to be here, Stuart.Stuart Webb [00:01:39]:Terrific. So, Helen, let's start with the the first question I would start with, and that's just try and describe to us, if you can, the the the person you're trying to help. I mean, you've mentioned there are things like freedom, and I think we all can all identify that sometimes as a business, we don't feel as if it's a freeing thing. So tell us about the sort of the sort of person you're trying to reach to help with these, with these problems.Helle Brodie [00:02:02]:Right. So so fifty percent of entrepreneurs admit to struggling with burnout. You know, it's the stress, the overwhelm, the sleepless nights. You know? And the the the pressure can feel exhausting and and all consuming. And, you know, it creeps into your friendships. It creeps into your family life, and it like, it even creeps into that gym membership that you promised that you'd start using next week. So as entrepreneurs, we know that we need to master our business. We know we need to be at the top of our game, and yet we've created a state of chaos in our business.Helle Brodie [00:02:40]:And after a while, it starts to starts to wear on, our our self belief, you know, and and and we we quietly start to doubt whether we can really do this, whether we're really cut out for this. Right? And so, you know, when that self doubt creeps in, we, we start to lose our confidence, We start to lose our clarity, our energy, our drive, and our creativity. And so I'm here to help people get all of that back.Stuart Webb [00:03:18]:Terrific. I'm I'm sure that you find there are, people who try to do things to help themselves in these situations. I know I come across people. I'm a I'm a big fan like yourself who sort of try and help people find ways in which to make their business something which runs on autopilot. And I know they've tried a hundred different things. They've tried the courses. They've tried the books. They've tried, a thousand and one things.Stuart Webb [00:03:41]:What what are you seeing that people, have tried before they sort of find somebody like you to help them to to produce that sort of that sort of, unblocking, in their in their business?Helle Brodie [00:03:53]:That's a great great question, Stuart. So typically what I find is that they go back to what feels safe. You know, they've looked at the courses, they've looked at, read books, they've, you know, gathered all kinds of knowledge. And so they go back to what feels safe because quite often they're feeling like they're sort of on the edge. Right? And so, you know, what feels safe? Well, working longer and harder feels safe.Stuart Webb [00:04:19]:Yeah.Helle Brodie [00:04:20]:Yeah. You know, chasing every opportunity out there feels safe, because this is what's got them to where they are now.Stuart Webb [00:04:28]:Yeah.Helle Brodie [00:04:28]:The challenge is that what's got them to where they are now isn't necessarilyStuart Webb [00:04:33]:It's taken to where they are.Helle Brodie [00:04:34]:To the next level.Stuart Webb [00:04:36]:Yeah. Yeah. Absolutely.Helle Brodie [00:04:38]:Yeah.Stuart Webb [00:04:38]:Now I think I think you've got a really valuable free offer that you are gonna give to the and I'm just gonna let everybody know, know that, we're gonna put this in our vault. So you don't have to remember this. This will be in the vault, so you'll see it. But Helen's got a really valuable offer to help people with this. So, Helen, can you tell us about the the really interesting offer that you've got that you're gonna help with today?Helle Brodie [00:05:02]:Yeah. It's called the Entrepreneurs Freedom Formula. Wonderful. What it is, it is it, outlines 10 areas of your business that, I can say you should, you could look at. It would be advisable to look at to create freedom in your business. Time freedom, financial freedom, and the free the internal freedom to really savor your life. Because we know that working longer and harder and chasing absolutely every opportunity isn't necessarily what works. You know? And Mhmm.Helle Brodie [00:05:35]:You know, one of the things that that I can't give you the the 10 steps to is one of the keys is really aligning your conscious and your unconscious mind. Now I I can't I can't offer that as a free resource difficult thing to do on your own. Right? And that's one of the keys to how I'm able to help people, really get to the next level in their business, create that freedom, and, and move forward. Live life with new dreams.Stuart Webb [00:06:08]:So these so the 10 steps that you're you're hearing here, this is this is the outline that people can start to understand. But but, really, that's that's not the end of the journey, is it? What we're talking about here is something which you've gotta partly self discovery, but also that's something that you've got to sort of understand exactly how to apply these things. I often think that that's one of the failures that we have as as entrepreneurs. We see a formula, we see a set of steps, and we go, well, I'll just implement those as they as they are, and they'll just work. And that's not the whole story, is that?Helle Brodie [00:06:36]:Right. Right. Because because, I mean, the so when I talk about the the, unconscious blocks that that that are holding you back from your progress, You know? I mean, so we've heard all all heard about mindset. You have to have a success mindset and a growth mindset, and that's all very true. This goes one level deeper than that because our in our conscious mind, we we set our goals. Our unconscious mind is the part of our mind that acts actually helps us achieve our goals. Mhmm. And until we have those two things aligned, it's gonna be really hard to achieve your goals and do everything that you wanna do without working longer and harder and pushing and struggling.Helle Brodie [00:07:19]:So so it creates ease and flow in your business. Now you still have to have a work ethic because growth and change don't happen on their own.Stuart Webb [00:07:29]:You know what I mean?Helle Brodie [00:07:29]:I'm sure you've heard a lot of people talk about, oh, it's just so easy. You know? You just think it and think positive thoughts, and all the good things in the world will will come to you. Well, that doesn't necessarily happen. And when we I'm I'm trying to be kind. So when we align our with our unconscious minds, then it becomes a lot easier because we're not we're not self sabotaging us ourselves. We're not keeping ourselves from achieving the goals that we really want. I mean, this is what we really want.Stuart Webb [00:08:06]:So Yeah. I I I absolutely know what you mean, and I think it's something we too often, we we too often, we sort of look around and go, oh, there's there must be I'm just looking for the magic formula. And, you know, I was talking to somebody about AI, and they went and, and we were discussing sort of, you know, AI in the business and and how to automate something, and they went and and is that when the magic happens? And I went, no. There's no magic. I'm sorry. There is no magic. There is there is hard work and, you know, there was there is this sort of, you know somehow there was this belief that somehow I I I just push that button. Everything just happens, doesn't it? It just all becomes nice and funky, and that's just not the way the the world works, does it? Right.Helle Brodie [00:08:45]:Yeah. There's no I call it the easy button. There's no easy button. Right? You know, big red button where you just push it and everything happens beautifully and miraculously. You know, wouldn't wouldn't that be nice? And if if there was, everybody would be doing it, and we'd be looking for something else, wouldn't we?Stuart Webb [00:09:03]:Terrific. That's a great message, and that's a great way to great way to segue into my next my next question to you. There must have been something, a a book, and we talked a little bit about it at the beginning when I gave the introduction about sort of your journey from from vastly different, industries. Can you was there a was there a was there a point in your life, a book, or a program or something which brought you to this understanding? How did you get to where you are now?Helle Brodie [00:09:28]:Right. Well, I mean, it it wasn't a book like, I do have a favorite book, or a book that that's been very significant in terms of my beliefs and my growth.Stuart Webb [00:09:39]:Please tell us.Helle Brodie [00:09:40]:And and I'll you know, give me a second. So that my process to get from from one industry to to another was that I real recognized that, my clients in in the other industry were not always making, what I would say, rational decisions.Stuart Webb [00:10:00]:Mhmm.Helle Brodie [00:10:00]:They were making decisions out of out of fear and scarcity. And and I had great solutions to offer them, and they agreed until it came to down to the bottom line. And so until well, and I'm sure you've come across those people as well. And so as I dove into that, I came to understand that that they were living in stress, overwhelm, fear, anxiety. They may not have shown it on the outside, and that's where their decisions were coming from. So in my other business, my goal was to create a better world, you know, and that was more that was primarily environmentally. And I realized that if I wanted to, create a better world through that industry, the best thing I could do will help the people in that in so that's it's kind of a roundabout way for how I got to where I am. And and, you know, I promised you that I would I would tell you about a book that's been particularly significant for me.Helle Brodie [00:11:11]:It's called, Unstoppable Self Confidence by Andrew, by Andrew, Leadham. And so the the most valuable lesson in that, or the most valuable lesson that I've taken from that is wrong with you. As an entrepreneur, when we don't succeed, when something goes wrong, you know, you start thinking, what's wrong with me? Why can't I do this? Why can't I figure it out? Valuable resource that says, really, there's nothing wrong with you. And what he does is he helps us to, think the way the 1% do. The 1% who all who who achieve their goals, who have success, who live life on their terms. And it all comes down to there's nothing wrong with you. And so it's a beautiful resource that that, I mean, it's a it's a great book. It's it's fascinating, and it certainly opened my eyes in in many areas.Stuart Webb [00:12:14]:Well, it's not one I've come across. I'm glad you've introduced it to me. I should be checking it out because that is a hugely valuable step forward for all of us. But let me get to the right to the to the question I've got for you here, which is I'm sure you've been thinking for all this time where you you've been talking away and thinking, well, the the question he question he should be asking me is is so critical. Why when is he gonna get to that one? Well, I'm gonna give you the opportunity of telling me what the question is. And then, obviously, when you've posed the question, well, you're gonna have to answer because I really don't know what the question is. So, therefore, Helen, what's the question I should have asked you in these last few minutes you really think I should have asked?Helle Brodie [00:12:52]:So the question is why do I think it's so important for entrepreneurs to thrive? Because I work with entrepreneurs, So why is it so important for entrepreneurs to thrive? And so I I truly believe that entrepreneurs hold the key to our future. They're a huge part of our economy. They're the movers and shakers of the world. Right? They're nimble. They're resourceful. They're creative. You know? And and and they're great adjusting. They're resilient.Helle Brodie [00:13:28]:They're adjusting to what you've called the the new normal. Right? Big corporations can't adjust. They're they're not as nimble. They're not as creative. They're not they're not as passionate. Right?Stuart Webb [00:13:42]:Yeah. Yeah. Yeah.Helle Brodie [00:13:43]:And so I believe that when entrepreneurs thrive, they they create a better world.Stuart Webb [00:13:50]:Wow. What a what a So that'sHelle Brodie [00:13:53]:why I wanna work with entrepreneurs.Stuart Webb [00:13:56]:Hello. That is just such a fantastic just such a fantastic I'm gonna say no more because I think you have ended that, and given us something to think about, during the rest of today and tomorrow. If you're an entrepreneur, you hold the key to the future. So I wanna reach out to you and say, you probably need to go on to, within twenty four hours, we will have Heller's resource at this link, and I would get onto it. I would start looking at those 10 steps immediately because I think you, need the, need to be able to get in and tap into some of this wisdom. But, before you do that, you need to go to this link, which is www.systemize.me/subscribe. That puts you on the newsletter list. You know that you get an email from me just once a week that actually tells you about who's coming up on this podcast recording each week.Stuart Webb [00:14:56]:And you have the opportunity to get on, listen to it live, and if necessary, dive in and ask questions of great experts such as Heller and, really understand how to make your business move that one step forward that you need to make it move each day. But remember to get on and have a look at the stuff that Heller will have, to help you to do that. Heller, I wanna thank you for taking a few minutes out of our of your valuable time and giving us your your wisdom for us to to take away and think about and to really sort of dwell on. And I appreciate the fact that you've, given us that very valuable free advice, today. So thank you very much for doing that.Helle Brodie [00:15:35]:My pleasure. It's been an honor to be here with you today.Stuart Webb [00:15:39]:Brilliant. Thank you, Helen. I really appreciate it. Get full access to It's Not Rocket Science! at thecompleteapproach.substack.com/subscribe

Struggling to get leads or close deals over the phone? You're not alone — and you're not out of options.In this episode, James Vincent is joined by Anthony Stears, known globally as The Telephone Assassin. With 25+ years of front-line sales experience and millions of dials under his belt, Anthony shares proven, practical techniques to transform the way you sell — without sounding pushy or fake.You'll learn how to:- Overcome the fear of cold calling- Build instant rapport with prospects- Open more conversations (and keep them going)- Use permission-led language to lower resistance- Follow up with confidence and clarity- Turn every dial into a meaningful interactionWhether you're an SDR, sales leader, or business owner looking to generate more qualified leads and close more deals, this is your step-by-step guide to using your phone as your most powerful sales tool.

Most SaaS companies treat onboarding like a checklist Rocketlane turns it into a competitive edge.In this episode of SaaS Fuel, Jeff Mains welcomes Srikrishnan Ganesan , co-founder and CEO of Rocketlane. Sri shares how strategic onboarding builds trust, boosts expansion revenue, and drives customer success from Day 1.They explore how AI is transforming service delivery from reactive to proactive, and why onboarding is the second sale that most founders overlook. Whether you're scaling a SaaS product, leading a customer success team, or building from zero, this episode is packed with frameworks, strategies, and insight.

In this episode of the RE Social Podcast, host Vince Rodriguez sits down with Clayton Lemons, a medical device engineer, to explore the intersection of real estate investing, decentralized finance, and the evolving future of currency. Clayton unpacks his journey into Bitcoin and breaks down its value as a hedge against inflation, while Vince challenges traditional thinking about money and the U.S. dollar. Together, they discuss the importance of leveraging systems, understanding monetary policy, and preparing for economic shifts. Whether you're new to crypto, real estate, or both, this conversation will spark your curiosity and help sharpen your financial strategy. Tune in now for a thought-provoking episode on wealth, risk, and the future of money!Key Takeaways00:00:00Welcome to the RE Social Podcast00:01:47Basics and Personal Journey into Bitcoin00:09:03Technical Aspects of Bitcoin00:25:31Comparing Bitcoin and Real Estate00:34:23Inflation and Asset Classes00:42:54Future and Broader Implications00:46:35Bitcoin as a Store of Value00:51:19Real Estate vs. Bitcoin Investment00:53:42Global Economic Dynamics and Currency00:58:13US Dollar's Dominance and Future01:12:42Tech Deflation vs. Monetary Inflation01:23:13Kardashev Scale and Harnessing Energy01:26:47The Role of War and Economic Policies01:31:44Power Dynamics and Global Influence01:40:50401K and Investment Strategies01:50:35Reflections on Success and Value01:56:14Final Words of WisdomResources and Linkshttps://crypto.com/en/university/what-is-bitcoinConnect with Claytonhttps://www.instagram.com/claytonlemons/https://www.linkedin.com/in/claytonlemons/Need Help? BOOK A CALL:https://anviinvest.com/consulting/ Learn more about AnVi Invest

misaligned roles, missed follow-ups, and misunderstanding what makes a sales pro thriveIn this 300th episode of SaaS Fuel, Jeff Mains sits down with powerhouse sales coach Kristie Jones, author of Selling Your Way In. Together, they break down how SaaS companies can build accountable sales teams, re-engage cold deals, and align salespeople with their true superpowers.If your CRM is full of “closed lost” deals, this episode shows you how to revive them, build a seven-touch re-engagement plan, and stop leaving revenue on the table.

How to Scale SaaS with AI-Powered Digital Labor | Aaron Godby - SaaS FuelWhat if AI could replace repetitive work and give your team superpowers?Aaron Godby, founder of Green Irony, shows how smart companies are scaling with AI-driven “digital labor” that never forgets, works 24/7, and delivers consistent results.In this episode, we break down:How to find low-value tasks in your SaaS and automate them with AIWhy ChatGPT isn't a toy—it's your next top performerWhat makes Agent Force a game-changer for SaaS opsHow to rethink hiring, team structure, and leadership in the AI ageWhy most AI tools fail to drive real results—and how to fix itIf you're serious about scaling your SaaS without hiring a huge team, this is essential listening.Key Takeaways00:00 - What tasks waste your team's time?03:06 - The key to making AI and humans work together04:15 - Lessons from Carson Aslam & Scott Cate (past guests)05:20 - Meet Aaron Godby, founder of Green Irony06:33 - What is Agent Force?08:07 - How to ensure consistent AI performance09:25 - Real-world productivity boosts using AI11:23 - Why AI agents outperform new hires13:06 - The power of context windows in AI14:21 - How Aaron spotted the AI opportunity early16:14 - The toughest challenges in building an AI consulting business19:12 - Example use case: automating RFP responses21:03 - The business model behind Green Irony24:33 - Key lessons from building Green Irony26:09 - Should you diversify or specialize in tech ecosystems?28:07 - How to stay nimble with APIs30:05 - Bootstrapping vs VC funding in AI SaaS31:32 - Cutting through the AI hype to find what works34:34 - Leading AI teams with clarity and purpose37:02 - What the future of digital labor means for SaaS38:34 - The key question SaaS founders should ask their ops teamsTweetable Quotes"If AI isn't saving you time or making you money, you're using it wrong." — Aaron Godby"Digital labor doesn't call in sick, doesn't forget, and scales instantly." — Aaron Godby"The biggest gains come when humans and AI collaborate, not compete." — Aaron Godby"Stop chasing the next AI tool. Start solving real problems with the tools you already have." — Aaron Godby"Bootstrapping makes you focus on outcomes, not hype." — Aaron GodbySaaS Leadership LessonsDon't automate for automation's sakeFocus AI on the tasks that save time, increase revenue, or improve customer experience.AI agents are like new hires—but betterThey learn fast, never forget, and work 24/7 without burnout.Context is the secret weaponThe bigger the context window, the smarter and more useful your AI gets.Most SaaS teams treat AI like a plugin, not a pillarThe winners build AI into the core of their operations and org design.The future team is hybridHuman creativity + AI execution = exponential scale.Guest ResourcesEmail - aaron@greenirony.comWebsite - https://greenirony.com/LinkedIn - https://www.linkedin.com/in/aarongodby/Episode SponsorSmall Fish, Big Pond –

In this powerful SaaS Fuel episode, Jeff Mains sits down with Kasim Aslam – founder of 3X Freedom and former owner of the world's #1 ranked Google Ads agency, Solutions 8 – to unpack the real truth about building scalable SaaS businesses in a post-AI world.From scaling with pro talent and unlocking global teams to solving traffic first, Kasim brings tactical wisdom and hard-hitting insights that every founder needs to hear.You'll learn:Why your first business problem is attention, not operationsHow to build a community-first traffic engineThe new rules of hiring and why average employees are liabilitiesWhy direct mail is outperforming Google Ads in some verticalsThe formula to scale with high expectations and zero micromanagementWhether you're stuck on lead gen or overwhelmed by growth, this conversation will reset your SaaS growth mindset.Key Takeaways00:00 - Why Kasim's recruiting agency brings him to tears01:00 - Global hiring creates societal impact02:25 - SaaS Fuel intro + The Captain's Keys book04:00 - Solving for traffic before anything else06:00 - How Google & Meta changed the game on traffic09:00 - Build community first: the real traffic moat10:30 - Why direct mail is Kasim's secret weapon14:00 - Do what doesn't scale — and win15:15 - Passive income myths & the 20/80 reality18:00 - Why pro talent is your ONLY edge in AI21:00 - Pay top dollar or pay the price25:00 - Real stories: $400/month to $9K/month27:00 - The ethical way to scale with international talent30:00 - Impact + profit can coexist34:00 - Why scaling dilutes quality, and how to lead through it38:00 - Kasim's step-by-step hiring flytrap funnel43:00 - Authorship = Ownership: Give employees the black box47:00 - Masterminds are dead—incubators are the future50:00 - Action beats education every time55:00 - Kick the ball: A soccer mindset for SaaS foundersTweetable Quotes“Solve for traffic first. If you can't predictably get attention, you don't have a business.” — Kasim Aslam“Community-based traffic is the most powerful and scalable source of growth.” — Kasim Aslam“There's nothing more expensive than a cheap employee.” — Kasim Aslam“Do the things that don't scale. That's where all the leverage is.” — Kasim Aslam“AI doesn't eliminate the need for humans. It amplifies the value of great ones.” — Kasim Aslam“Stop managing. Give people the end result and get out of their way.” — Kasim AslamSaaS Leadership LessonsSolve for Traffic First – If you can't predictably attract customers, you don't have a business—just a hobby.Direct Mail Isn't Dead – In an AI-saturated world, old-school methods like direct mail can outperform digital ads.Community is the New Funnel – Build or borrow trust through niche communities before launching any product.Only Hire Pro Talent – Average employees don't scale well. In an AI world, B-players are liabilities.Pay More, Get More – The highest-paid talent delivers exponential output, not incremental.Do the Things That Don't Scale – Human touch, personalized experiences, and offline tactics create differentiation.Guest ResourcesEmail - kasim@3xfreedom.comWebsite - http://paretotalent.com/FB -

Who is Paige?Paige Arnof-Fenn is a seasoned marketing strategist who specializes in helping businesses enhance their visibility in today's competitive landscape. Her clientele ranges from mid to emerging market companies with revenues between $2 million and $200 million to early-stage venture-backed startups, and even large Fortune 500 corporations. With a keen understanding of the challenges organizations face in cutting through the noise, Paige has dedicated her career to crafting strategies that elevate her clients' profiles and expedite the sales of their products and services. Her expertise lies in navigating the complexities of modern business environments, ensuring that her clients stand out and succeed in an ever-changing market.Key Takeaways00:00 Raising Visibility in Competitive Markets03:12 "Every Business is a Brand"07:06 Focus Marketing on Outcomes, Audience11:56 "Show Humanity, Not AI"_________________________________________________________________________________________________Subscribe to our newsletter and get details of when we are doing these interviews live at https://TCA.fyi/newsletterFind out more about being a guest at : link.thecompleteapproach.co.uk/beaguestSubscribe to the podcast at https://link.thecompleteapproach.co.uk/podcastHelp us get this podcast in front of as many people as possible. Leave a nice five-star review at apple podcasts : https://link.thecompleteapproach.co.uk/apple-podcasts and on YouTube : https://link.thecompleteapproach.co.uk/Itsnotrocketscienceatyt!Here's how you can bring your business to THE next level:If you are a business owner currently turning over £/$10K - £/$50K per month and want to grow to £/$100K - £/$500k per month download my free resource on everything you need to grow your business on a single page :It's a detailed breakdown of how you can grow your business to 7-figures in a smart and sustainable way————————————————————————————————————————————-TranscriptNote, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)SUMMARY KEYWORDS* Marketing* Brand* Visibility* Profile* Products* Services* Business* Brands* Pandemic* Online presence* Customer expectation* Audience* Message* Trust* Social media* Outcomes* Commodities* Price* Real estate* Competitor* Features* Value* Experience* Connection* Humanity* Artificial intelligence* Growth mindset* Dale Carnegie* Storytelling* Brand promiseSPEAKERSPaige Arnof-Fenn, Stuart WebbStuart Webb [00:00:00]:Start dancing. Hi and welcome to It's Not Rocket Science five questions over coffee. I have got my coffee with me here. It is, in a mug which I got when I recently returned from Lanzarote which is and Paige has got her coffee with her. So I'm delighted today to be speaking with Paige on our fen. Paige is a really brilliant marketing connector, she's into into connecting, captivating, and converting those customers. So we're gonna learn a lot about how she's done that and what she's been doing in her business. And, Paige, welcome to It's Not Rocket Science, five questions over coffee.Stuart Webb [00:01:11]:Welcome to giving us your spin on the world.Paige Arnof-Fenn [00:01:14]:Thank you, Stuart. It's great to be here. Thanks for having me.Stuart Webb [00:01:18]:No problem. Now I know that, you are, you are you are interested in in these companies and and how they market. So can you tell me the sort of sort of business leaders, sort of business, work the business that you work with? What are the sort of problems that you see that they have that they are maybe maybe not quite converting at the moment?Paige Arnof-Fenn [00:01:40]:So the majority of our clients, I would describe as, mid to emerging market, kind of 2,000,000 to 200,000,000 in revenue, but we also work with companies who are early stage venture backed startups or even big Fortune 500 companies. And a lot of the common denominators, that affect all the organizations today is, you know, they're getting lost in the noise. There's just so much going on, and they want to raise their visibility and their profile so that they can sell more of their products and services faster. And they just feel like, you know, there's just a lot going on, and it's hard to get noticed today.Stuart Webb [00:02:25]:And and tell me, Paige, what are the problems that you've noticed that they have with that getting noticed? Because you're right. A lot of scale up businesses are are often struggling to break through the noise, and and sometimes sometimes it's simple steps they take. What are the sort of things that you find that that business owners you're working with, business leaders that you you speak to are struggling with and how and and what are the mistakes they're making?Paige Arnof-Fenn [00:02:50]:So you know, one, one universal problem, I think, is a lot of people feel like I'm really not a famous person. I don't run a big company that has global recognition. I'm not Taylor Swift or Serena Williams or Beyonce. You know?Stuart Webb [00:03:10]:Few of us are, Paige. Few of us are.Paige Arnof-Fenn [00:03:12]:But a lot of, you know, small business owners don't think of themselves as brands. They just think I'm running this small company. It's not that big of a deal. But the truth is everybody's a brand today. And I think if we learned anything during the pandemic, it's that if you don't exist online, you're really invisible today. And so, you know, the thing that I try encourage, people that, reach out is I really hope that I can convince you that it's important that you do brand yourself and brand your your product or service in a way that connects with your customers and clients on a on an emotional level. A brand is a promise of a consistent experience, and it you want to own real estate in your customer's brain so that every time they have a problem that your product or service that, can help them solve, that they think of you first. And if you own that real estate in their brain, you're a brand.Paige Arnof-Fenn [00:04:18]:And if you don't, you're a commodity. And commodities compete on price, and that's a really bad place to be. Because if you're competing on price and all you do is lower your price to win more business, that's not a sustainable option.Stuart Webb [00:04:33]:I think that's a brilliant message, Paige. And I must admit, one of the businesses that I was helping when it came to the pandemic, when they started the pandemic, they had unknown no online presence. They'd never thought of it. And by the end of the pandemic, they had more business coming in online than they had in their physical store. And, actually, that was one of the causes of the problems they then started to have in terms of that, as you said, that promise. Because, you know, what often you find with brands, with marketing, is that people promise one thing but can deliver something very different. And it's that experience of then failing to meet the customer expectation which actually causes so many problems. And that is a is a it becomes a business issue very quickly, doesn't it? Because people rarely understand that they have to have to live up to what they're talking about in their marketing.Paige Arnof-Fenn [00:05:22]:Absolutely. And you you really need to own a very specific, message. You can't stand for everything. You can stand for one or two things. And I think another big mistake people make is they try to be all things to all people. And theyStuart Webb [00:05:38]:All people. Yes.Paige Arnof-Fenn [00:05:40]:Million, benefits and features out there. People don't remember the features. What they wanna know is how you're gonna help them. How are you gonna help them solve their problem? So it's really important to hone in on your message, figure out what those really singular things are that really matter to your audience and reinforce those messages in everything that you do. And don't spread yourself too thin online either. If you try to be on every platform all the time with all the messages, again, it's just gonna dilute your brand. People aren't gonna, remember too much. And if you're not consistent in your message, if you try to be one thing on one platform and another thing on another platform, you're not building trust.Paige Arnof-Fenn [00:06:32]:And, you know, brands are you know, you you wanna have, unique, special, and different messages that build trust in what you're saying. And people buy brands they know, like, and trust. So make sure they can find you, that you're talking about yourself in a way that's relevant and compelling, and that it's constantly being reinforced in everything that you do. Those are the brands that succeed. And like you said, if they do it well, their business will explode.Stuart Webb [00:07:06]:I love the what you're saying, Paige. And I must admit I I I buy into it a lot of the time because so often I think business owners fail to recognize two things. One of which is, you know, they're reaching out onto 17 different social media platforms, and they've forgotten that on 16 of those social media platforms, their audience is not there, and they are just wasting their time and their effort and their money to reach out to somebody who just doesn't exist. And the other thing that I find so many small businesses do is they forget that they're trying. They should be selling outcomes. They should be selling the outcome of the because, you know, that once again, we go back to that promise. Somebody is not interested in the fact that I I often sort of talk to to people and say, when you buy a stapler, what is it you're looking for? You're not looking for metal. You're looking for us for for the fact that the paper will hold together.Stuart Webb [00:07:54]:So tell people about the paper being held together and how good it is that it does that, not the fact that it's made out of metal because that's a feature that nobody can relate to. And so often people forget that it's that outcome that they're really interested in, not the the steps to it. That's just the incidentals.Paige Arnof-Fenn [00:08:12]:Bingo. What's in it for them? How are you making their lives more convenient, simpler? You're saving them time. You're saving them money. And like you said, if you're just spinning your wheels and you're spending a lot of energy to no end, it's running you ragged, and it's not building your business.Stuart Webb [00:08:30]:Yeah. We're back to that most popular radio station on the, in the world, WII FM. What's in it for me?Paige Arnof-Fenn [00:08:37]:You got it. Bingo.Stuart Webb [00:08:40]:Paige, you must have, and I'm gonna put your, on screen now the the the website where we could come and find more information about you, which is at mavensandmoguls.com. Is there something at that website that we can all latch on to which is already valuable piece of free advice?Paige Arnof-Fenn [00:08:56]:Absolutely. I have a lot of free content. Articles, I've contributed to a lot of books. I've got videos. I've got podcasts. So if anyone that wants to learn more about branding or marketing, personal branding in a digital world, it's all there. There's no gated. You don't have to, give me, email address.Paige Arnof-Fenn [00:09:18]:There's no fee, and I think there'll be a lot of great content for people who wanna learn more.Stuart Webb [00:09:24]:And anybody who hasn't actually managed to capture that email that that that that now and we'll put this into there. We keep a record of all of the great stuff that that guests on the show come across. So if you just go to systemize.meforward free forward free hyphen stuff, I'll try and say that again only this time in English. Systemize dot me hyphen, sorry, slash free hyphen stuff. If you go to that link anyway, you'll see it in the show notes. You will be able to go straight onto a I will have a link straight to Paige's website, and you'll go straight into that in order to be able to get to that. So, Paige, we've got to know a little bit more about you as a as a person. So what is it? Was there a book, a program, a life experience, something that brought you to the point here where you became the the the the marketing mogul that you are?Paige Arnof-Fenn [00:10:15]:So, you know, I am constantly reading and trying to learn. I think having a growth mindset is so important today. There's so much out there. I I like the classics, to be honest with you. I think Dale Carnegie's How to Win Friends and Influence People is one that if you haven't read it or you haven't read it in a long time, there are a lot of great tips on human nature and great marketing tips as well. But there are a lot of current people, Seth Godin, David Meerman Scott, Guy Kawasaki, people that have been real practitioners in marketing and technology, and they don't use a lot of jargon. They're very straight shooting. They talk about their real life experiences in the trenches, the good, the bad, the ugly.Paige Arnof-Fenn [00:11:04]:And I always learn if I follow them online or read their books asStuart Webb [00:11:09]:well. Good good good attitude to have a growth mindset. I love it. So we come to the the million dollar question, Paige, the one that I know you've been asking yourself. When is he gonna ask me that really killer question? And so I'm going to say to you, what's the killer question I should have asked you? And then, obviously, once you've told me what that killer question is, you better answerPaige Arnof-Fenn [00:11:30]:it because I won't know the answer. So maybe is there a quote or, something that motivates you, that inspires you, that affects, you know, how you I love that question. Build your business. And I would say there's a quote. It was attributed to Teddy Roosevelt, but I I think it's been attributed to a lot of people. It's that people don't care how much you know until they know how much you care.Stuart Webb [00:11:54]:And I think I love that.Paige Arnof-Fenn [00:11:56]:I think it's a great quote. And I think especially in this day of artificial intelligence where people are kind of throwing a lot of things, you know, to these rope robotic machinery online, and what comes back is very generic and robotic, copy. And I think you have to remember to show your humanity to stand out today. So people are not looking for facts and figures and to be inundated with a lot of data. I think you have to find the stories that are unique, special, and different to you that make you stand out and get remembered. So, you know, I think if you remember nothing else about our talk today, just remember that showing your humanity, the good, the bad, the ugly, the things that the lessons you learned that only you can share, your origin story. What what is it about you that or how are you gonna help people in a way that they're gonna think of you first and remember you because you're a human being and you're not some AI tool that, you know, uses all the same buzzwords and keywords and copy, people aren't gonna remember that, but they will remember you if you have a great story.Stuart Webb [00:13:14]:Do you know? I think that's a really valuable and I hope a timely piece of advice. I know a lot of people today are using AI to write their blog posts. They're using AI to write their books. I came across somebody the other day who is using chat GPT to write his book for him. And he's using it in a very clever way with some very interesting prompts but at the end of the day when I read something I need to hear the writer's voice and that's when you suddenly sit there and go 'I cannot imagine' I couldn't imagine actually when I read what this this person I I won't use his name, but when he sent me what he'd written, I went, this doesn't sound like it. It doesn't sound like the way he talks, and I certainly don't buy into what he's saying because of it. You've actually got to continue to remember that marketing is about that. Once again, that's delivering on that promise that you make, isn't it? And if you fail to deliver because you have one voice in your marketing and another voice in your delivery, you fail to connect with a customer.Paige Arnof-Fenn [00:14:13]:Exactly. And you get one chance to make a great first impression, so don't blow it.Stuart Webb [00:14:18]:I love that. Paige, that is an absolutely brilliant way to stop. We're gonna stop there before we ruin it by saying anything which actually isn't nearly as brilliant as what you've just said. So, I'm just gonna put this up at the moment. Let's, let's let's let's just ask you. People, if you are interested in getting a a I send out a normally, I send out a weekly newsletter, and it just tells you who's coming up on the podcast in the coming few days. And if you'd like to get on that newsletter so you can get ready to hear some of the great interviews that we have with some brilliant people like Paige, go to systemize.me forward slash subscribe. Simple form.Stuart Webb [00:14:54]:It only asks you for two things, your name and your email address. You'll have nothing more than that. You will only get an email from me about once a week, and that that's as simple as that. So please go to systemize.meforward slash subscribe page. Thank you so much for coming on. What a brilliant piece of advice. And just remember, if you're using AI to write your marketing materials at the moment, you are missing a huge opportunity to be a brand which people connect with, which people love to trust, and that is missing out, and you're leaving money on the table. So, Paige, thank you so much for your time.Paige Arnof-Fenn [00:15:28]:Thanks, Stuart. I love chatting with you today. Get full access to It's Not Rocket Science! at thecompleteapproach.substack.com/subscribe

How SaaS Founders Can Scale with Smart Link Routing, Partner Channels & Pricing Strategy | Scott Cate - SaaS Fuel PodcastSelling to strangers is hard—especially in SaaS. So how do you break through the noise, bypass the red tape, and sell to enterprise customers without burning out?In this episode of SaaS Fuel, Scott Cate, founder of 301.pro, shares how his SaaS leverages dynamic link routing, context-based personalization (down to weather and time of day!), and partner-led growth to scale—without relying on ads or VC funding.Key Takeaways00:00 - Intro to smart QR code routing02:12 - Breaking into enterprise markets without brand recognition03:13 - Smart link routing & personalization explained04:09 - Last week's highlights + guest intro05:19 - Scott Cate's backstory & 301.pro origins06:25 - How dynamic link routing solves hidden problems09:05 - Selling to strangers is HARD10:58 - How pricing changes when targeting enterprise vs SMB15:20 - Why 301.pro moved away from SMB customers17:12 - $500/month pricing: Who it's for (and not for)18:15 - AI-driven image personalization for massive brands19:06 - Why time of day, location & weather boost conversions22:24 - Frictionless experiences = higher ROI23:27 - Real-world examples with Chevy & California healthcare25:50 - The invisible magic of great SaaS27:04 - Split testing & proving ROI with data29:05 - The Open Graph image hack that boosts click-through rates32:30 - Pricing models & the power of partner channels35:04 - Why small-ticket SaaS often fails to scale37:06 - The impossible enterprise sales cycle39:10 - Why 301.pro sells through agencies (not directly to enterprise)41:08 - Bootstrapping vs VC funding mindset44:21 - Scott's dream of buying Bitly (maybe)45:13 - Final thoughts on bootstrapping, scaling, and growthTweetable Quotes"If you have a problem big enough, our $500 a month feels like zero. If not, it feels like robbery." — Scott Cate"Selling to strangers is almost impossible... unless you borrow trust from someone who's already inside." — Scott Cate"Time of day, weather, and location. These aren't just variables—they're revenue drivers." — Scott Cate"The best tech feels invisible. Users don't notice it—they just enjoy the result." — Scott Cate"Friction kills revenue. Every extra click is money left on the table." — Scott Cate"Bootstrapping means I own it. Full control, full responsibility—and that's by design." — Scott CateSaaS Leadership LessonsPartner Channels Unlock EnterpriseAgencies often have the trust, relationships, and budget access SaaS founders lack when approaching big enterprises.SMB Pricing Can Be a TrapA $10/month SaaS needs tens of thousands of customers to survive. Scaling with enterprise pricing ($500+/month) can be more sustainable—with fewer customers.Context Personalization Drives ConversionsTime of day, location, and even the weather dramatically affect buying behavior. Personalized images and links can boost conversions by 18% or more.Frictionless Experiences = More RevenueWhether it's QR codes that skip landing pages or links that auto-detect language, removing friction directly increases sales.Bootstrapping Gives You ControlKeeping equity and profits lets founders avoid the pitfalls of chasing VC-fueled hypergrowth,...

In this episode of the RE Social Podcast, hosts Andrew McCormick and Vince Rodriguez sit down with seasoned investor Tom Kadar to explore his wild and wide-ranging journey, from Section 8 rentals in St. Louis to custom Airbnb builds in Joshua Tree. Tom opens up about the wins, losses, and everything in between, dropping gems on multifamily strategies, tax advantages, creative financing, and the books and podcasts that keep him sharp. With laughs, jabs, and high-level insight, this episode is equal parts entertaining and educational. If you're looking to level up your investing while having a good time, this one's a must-listen. Tune in now to learn more!Key Takeaways00:00:00 Welcome to the RE Social Podcast00:01:08 Tom's Real Estate Journey00:05:22 Navigating City Bureaucracy00:10:51 Financing and Construction Challenges00:24:12 ADU Opportunities in California00:35:09 Elon Musk and Financial Strategies00:39:19 Private Investigator Analogy00:41:22 Taxation and Wealth00:43:10 Real Estate and Tax Loopholes00:50:29 RE Ventures and Market Insights00:52:41 Challenges in Real Estate Markets00:58:57 Building and Managing Airbnb Properties01:11:06 Investor Partnerships and Strategies01:18:34 Airbnb and DSCR Loans01:20:25 Real Estate Investments in Tennessee01:22:00 Building and Managing ADUs01:24:58 Wholesaling and Property Management01:30:21 Real Estate Coaching and Networking01:33:36 Challenges and Strategies in Real Estate01:51:45 How to Connect with TomResources and LinksTom Kadar's Website https://tomkadar.com/Connect with Tomhttps://www.instagram.com/tomkadar/https://www.facebook.com/TheTomKadarGroup/Need Help? BOOK A CALL:https://anviinvest.com/consulting/ Learn more about AnVi Invest

Selling into banks isn't like selling anywhere else. Risk-averse buyers. Long sales cycles. Endless stakeholder approvals.In this SaaS Fuel episode, Jeff Mains sits down with Stacy Bishop, founder of Selling FinTech, to unpack how SaaS and fintech founders can navigate the complexities of selling to highly regulated industries like banking and financial services.You'll learn how to overcome pricing objections, how to make your buyer the hero (not the guinea pig), and how to build trust in an environment where nobody wants to take risks.If you've ever heard “Not right now” from a bank, this episode will change how you sell forever.Key Takeaways00:00 - Don't prejudge customers based on size01:16 - What's harder than building fintech? Selling it to banks02:12 - Why selling to banks is a whole different game03:15 - Recap: Rahul Pangam & Patricia Fripp04:03 - Meet Stacy Bishop of Selling FinTech05:37 - Why Stacy helps founders sell to banks06:50 - What founders underestimate about banking sales08:17 - Fast fintech vs. slow banks09:18 - Building trust in regulated industries11:27 - How to de-risk the deal13:00 - Pricing integrity: lead with value, not discounts16:28 - The problem with “list price”18:13 - Discounts kill trust—here's why21:16 - Collaborative negotiation: both sides win23:55 - Making the buyer the hero of the deal28:01 - The real risk: personal, not just business29:01 - Repeatable fintech sales framework34:03 - How to map buying committees and champions38:00 - Selling in a slow-moving market—what works41:21 - One tip for founders pitching banks this quarter46:05 - Tactical changes to improve close rates now48:30 - What's the future of fintech sales?Tweetable Quotes“Stop second-guessing what customers can afford. Lead with your value.” — Stacy Bishop“If you're offering a 60% discount… your value is probably fake.” — Jeff Mains“Discounting doesn't build trust. It destroys it.” — Stacy Bishop“Make your buyer the hero, not the guinea pig.” — Stacy Bishop“Selling to banks is about trust, not speed.” — Jeff Mains“A collaborative deal is the only deal that lasts.” — Stacy BishopSaaS Leadership LessonsNever assume who can or can't afford you.Lead with value and pricing confidence—don't self-disqualify prospects.Discounting damages trust.Huge price drops signal you don't even believe in your own value.The buyer isn't just a buyer—they're the hero of the deal.Make them look good to their team, board, and leadership.De-risking isn't optional—it's the strategy.Address risk upfront to keep the deal moving forward.Selling into banks is relationship-first, not feature-first.Understand the people, not just the product requirements.Slow cycles require fast clarity.Clear messaging, champion enablement, and proactive objection handling speed things up in a slow-moving market.Guest ResourcesEmail - stbishop0220@gmail.comWebsite - http://www.stacybishop.com/LinkedIn - https://www.linkedin.com/in/stacybishopEpisode SponsorSmall Fish, Big Pond –

AI without a data science team? It's not a fantasy it's the future.In this week's SaaS Fuel episode, Jeff Mains sits down with Rahul Pangam, CEO of RapidCanvas and former VP at PayPal, to explore how AI is becoming accessible to every SaaS founder no code required.We dive deep into the enterprise AI dilemma: where to start, what ROI to expect, and how to avoid wasting budget on hype. Rahul shares how RapidCanvas is transforming messy, unstructured data into real-time insights for non-technical users, and the hard-earned startup lessons that shaped this vision.If you're sitting on data gold but don't know how to mine it, this episode is your blueprint for action.Key Takeaways00:00 - The AI dilemma: start now or risk falling behind?01:09 - Welcome to SaaS Fuel01:38 - What if you could build AI without writing code?02:28 - AI is being democratized—finally03:15 - Recap: Patricia Fripp & Andrew Seidman episodes04:03 - Meet Rahul Pangam of RapidCanvas05:05 - From PayPal to RapidCanvas: Rahul's journey10:59 - What problem does RapidCanvas solve?16:27 - Pairing digital intelligence with domain expertise19:18 - Why outcomes—not code—drive AI adoption20:35 - Is AI only for big tech? How it's being democratized23:58 - Turning PDFs into insight without tech skills25:48 - Hard lessons from Rahul's first startup28:52 - From startup to PayPal: what corporate taught him33:58 - Hiring & product mistakes that left a mark37:39 - Scaling stage: can everyone grow with the company?39:09 - How to build trust in skeptical buyers44:21 - Should AI be on your roadmap? Ask this question47:01 - Where does AI fit in your org?50:14 - Where to find Rahul & RapidCanvas online51:55 - Cupcakes, Series A sprinkles & future guestsTweetable Quotes“If you don't do AI, your board asks why. If you do, you wonder where to even start.” — Rahul Pangam“You don't need a data science degree to use AI—you need the right platform.” — Jeff Mains“AI isn't about writing code. It's about delivering outcomes.” — Rahul Pangam“Stop chasing trends. Start solving real problems with real data.” — Jeff Mains“The most valuable startups don't build tools—they deliver results.” — Rahul Pangam“Data alone isn't an asset until you can act on it.” — Jeff MainsSaaS Leadership LessonsYou don't need a data team to implement AI.Natural language platforms like RapidCanvas are bridging the tech gap.Most leaders don't lack data—they lack clarity.Turning information into insight is where real transformation starts.AI adoption must be outcome-driven.Focus on business impact, not fancy features or buzzwords.Founders must guide AI from concept to outcome.Even no-code tools need leadership to shape direction and alignment.Startup scars shape smart strategy.Rahul's lessons from Simility highlight the value of postmortem reflection and iteration.AI implementation isn't about automation—it's about acceleration.It's not about replacing people. It's about empowering decision-makers faster.Guest ResourcesEmail - rahul@rapidcanvas.aiWebsite - http://rapidcanvas.ai/LinkedIn - https://www.linkedin.com/in/rahulpangam/Episode...

Can you pitch your SaaS idea in a way that actually sticks?In this power-packed episode of SaaS Fuel, legendary speech coach Patricia Fripp joins Jeff Mains to unlock the secrets of persuasive communication. Whether you're pitching investors, leading a team, or closing deals—this episode shows you how to make your message memorable, repeatable, and powerful.You'll learn how to use storytelling to inspire action, why most founders make fatal presentation mistakes, and how to structure your message for maximum impact.Perfect for SaaS founders, tech execs, and anyone who wants to lead with influence.Key Takeaways00:00 - The #1 persuasive storytelling technique01:08 - Welcome to SaaS Fuel02:13 - Why slides + scripts fail03:42 - How to craft presentations that resonate04:42 - Guest intro: Patricia Fripp05:06 - Why less is more in communication07:37 - Founders must pass down the company story10:08 - Biggest mistake founders make when speaking12:18 - Scripts vs. frameworks: what actually works15:12 - How to build credibility fast18:21 - Making storytelling practical for SaaS22:52 - Pulling stories out of leaders27:14 - Crafting stories from lived experience30:00 - The perfect opening: how to hook your audience35:32 - The one story everyone remembers40:46 - Founders: how to use narrative instead of numbers45:39 - Metrics wrapped in meaning49:11 - Making your story land in a pitch53:23 - How to contact Patricia54:10 - Bonus: Gandalf's magic storytelling deckTweetable Quotes“If you're selling your service, your idea, or yourself—use the words of happy customers.” — Patricia Fripp“Don't start with data. Start with a story that hits the heart, not just the head.” — Jeff Mains“It's not about writing a speech. It's about structuring one people remember and repeat.” — Patricia Fripp“The most powerful leadership skill in tech? Speaking with clarity, credibility, and connection.” — Jeff Mains“Your message should be repeatable without needing slides.” — Patricia Fripp“Tech leaders often drown in metrics—storytelling is the life raft that gets you remembered.” — Jeff MainsSaaS Leadership LessonsStories persuade better than stats.Logic informs, but emotion moves people. Wrap metrics in meaning.Less is more in tech communication.Short sentences and pauses give your audience space to process.Every founder needs a signature story.It's not optional—your story is your brand glue.Strong openings set the tone.Grab attention with something memorable in the first 30 seconds.Frameworks beat word-for-word scripts.You can stay authentic while staying structured.The best stories are relatable.A moment with your kid may hit harder than a $10M deal.Guest ResourcesEmail - pfripp@ix.netcom.comWebsite - http://www.fripp.com/FB - http://facebook.com/patricia.fripp.3LinkedIn - https://www.linkedin.com/in/executivespeechcoach/Episode SponsorSmall Fish, Big Pond –

Who is Adam?Adam Warner is an accomplished technology professional who has navigated a successful career from hands-on software engineering to becoming a chief technology officer (CTO) at a prominent company. Starting from humble beginnings, Adam honed his technical skills and gradually rose through the ranks, moving from engineering roles to leadership positions such as VP of Engineering, and finally stepping into the CTO role. Throughout his career, he has demonstrated exceptional technical acumen across various industries. Nevertheless, like many technology leaders, Adam initially faced challenges adapting to the broader executive responsibilities of aligning technology with business objectives, cultivating strong leadership teams, and establishing influence among fellow executives and board members. Through perseverance and dedication, Adam has become a respected figure in bridging the gap between technology and business strategy.Key Takeaways00:00 Navigating Executive Anxiety03:48 CTO's Strategic Reflection Tools10:22 Subscribe for Weekly Podcast Updates11:05 "CTOs to Executive Coaches"_________________________________________________________________________________________________Subscribe to our newsletter and get details of when we are doing these interviews live at https://TCA.fyi/newsletterFind out more about being a guest at : link.thecompleteapproach.co.uk/beaguestSubscribe to the podcast at https://link.thecompleteapproach.co.uk/podcastHelp us get this podcast in front of as many people as possible. Leave a nice five-star review at apple podcasts : https://link.thecompleteapproach.co.uk/apple-podcasts and on YouTube : https://link.thecompleteapproach.co.uk/Itsnotrocketscienceatyt!Here's how you can bring your business to THE next level:If you are a business owner currently turning over £/$10K - £/$50K per month and want to grow to £/$100K - £/$500k per month download my free resource on everything you need to grow your business on a single page :It's a detailed breakdown of how you can grow your business to 7-figures in a smart and sustainable way————————————————————————————————————————————-TranscriptNote, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)SUMMARY KEYWORDSCTO coach, Stuart Webb, Adam Warner, executive thinking, technology leaders, technical expertise, business goals, leadership presence, strategic leadership, CTO chasm, delegation, strategic approach, vision oriented, frustration, burnout, stalled career growth, firefighting, strategic risks, engineering team, business alignment, weekly reflection session, introduction call, helping first, CTO Playbook podcast, Satago, Patrick Lencioni, five dysfunctions of a team, thinking like a business leader, Turn the Ship Around, David l Marquette, executive coaching.SPEAKERSAdam Warner, Stuart WebbStuart Webb [00:00:31]:Hi, and welcome back to It's Not Rocket Science five questions over coffee. On this occasion, here is my coffee in my mug here. I'm joined by Adam Warner. Adam is a CTO coach helping, executive thinking within those people who are technical leaders. So, Adam, welcome to It's Not Rocket Science five questions over coffee.Adam Warner [00:00:54]:Thanks Thanks so much. Good to have me. Good to have you here. Thanks so much.Stuart Webb [00:00:57]:So so, Adam, let's start by, just exploring exactly it is who it is you help. What are the sort of people that are reaching out to you and asking for your help as a CTO coach?Adam Warner [00:01:07]:Yeah. Sure. So typically, it's the CTO, the chief technology officer, or the most senior technology leader in a company if they aren't called the CTO. They could be anywhere from startup, scale up, large enterprises, and they're typically someone who's transitioned, as you said, from being a hands on software engineer of some sort, VP engineering, into that senior leadership role. And it can be from almost, you know, any vertical. They're often incredibly skilled technically, but often feel unprepared for the broader executive responsibilities that they now find themselves with at at the CTO level. So often it's around, you know, aligning tech with business goals, building up their teams, and then they often face challenges in securing buy in from the other executives and then building that sort of leadership presence at the executive and board level.Stuart Webb [00:01:55]:So tell me, what are the sort of problems that these people have faced before they get in an an expert while you you involved, you know, in terms of both the business issues and also sometimes some of those, some of those more soft skills, the the the persuasion, the ability to influence?Adam Warner [00:02:15]:Yeah. That that's that's pretty much it. So I think there's there's a couple of things that people face. And and one of them is, the the the gap between the technical expertise and the strategic leadership. They're sort of trying to cross this, what I call the CTO chasm, really. And it's really about moving from being an individual contributor to being, working through delegation. It's going from the tactical approach to the strategic approach. And at the same time, migrating that view from the, sort of execution oriented perspective to the vision oriented perspective.Adam Warner [00:02:48]:And and the kind of feelings that people come to me with is sort of frustration, sometimes it's burnout, sometimes it's careers, stalled career growth. And sometimes I find them where they're sort of firefighting every day. They're struggling to get time to think strategically, sort of lurching from issue to issue, and often struggling to sort of step back and give themselves space and time to lead proactively because they're constantly in execution mode rather than thinking long term. And without the right guidance, people can make this transition. You know, it can take years of trial and error. But my role really is to help them cross that, well, you know, the CTO chasm as I call it, by accelerating that process of trying to figure out all of those things together and get them all to line up. A bit like getting all of the tumblers in a lock to line up at once so you can move to that next level and act strategically.Stuart Webb [00:03:36]:So, Adam, you must have one valuable piece of advice or one valuable, piece of, offering that you can you can give to people at the moment. What is that that offer that you get?Adam Warner [00:03:48]:I've got three, actually. One of the simplest and most powerful things a CTO can do, I think, is to implement a sort of a weekly strategical reflection session. So just setting aside thirty minutes every week to just analyze what are the biggest strategic risks I face, how well is my engineering team aligned with business goals, where am I spending my time. So just thirty minutes a week set aside for yourself to reflect and figure out where you're going. It's something that's completely free, completely straightforward, and and everybody can implement that straight away to to strong effect. I also offer a free thirty minute introduction call, with every CTO who'd like to have a chat with me, and I take the approach of helping first. So it's a good way to get some instant feedback on the current challenges and some of the other options that are available to you in terms of the different directions you could go in. And then lastly, I also host a podcast, as you mentioned in the beginning, called the CTO Playbook.Adam Warner [00:04:38]:That's aimed primarily at helping CTOs excel in their role. Taking a a playbook in each episode, often with a guest speaker who's an absolute expert in their area that they work in their topic. And you can find that podcast by searching for the TCO the CTO playbook, sorry, on your favorite podcast platform or by visiting my website, sunnova.tech/podcast.Stuart Webb [00:05:00]:So we're gonna we're gonna put a link to those things that Adam just mentioned in our, our free vault which is systemize.me/free-stuff. So if you go to systemize.me, if you didn't catch any of that, go to systemize.me-freestuff. I'll put that as well into the notes. You can you can you can catch all those, those valuable free offers that I've just offered you there. So, we'll we'll have those in our show notes. Adam, I'm I'm gonna sort of, try to sort of dive in a little bit to the sort of acumen behind the, behind the CTO coach here. That must have been a book, a program, a life experience, something which brought you to where you are today? What what what was it that sort of took you on the journey? What ended up sort of, you know, becoming Adam, the CTO coach, and what was it that inspired that?Adam Warner [00:05:54]:Yeah. So about twelve years ago, I became a founder of a startup, a cofounder, I should say. I started side, Stephen, who's the founder of Satago. And I sort of went through that role, figuring things out the hard way. Most of the time, I had some good mentors along the way with members of seed camps who had access to a a couple of great people, from there. But it was that kind of it was that sort of step of of, first of all, figuring out all the challenges I had in front of me and working out step by step, you know, sort of using the brute force approach to get through it. And I think, really, the thing that that brought it home was is this idea of stopping thinking like an engineer and beginning to think like a business leader. And there was really two, areas there.Adam Warner [00:06:33]:So one was this transition of trying to figure out a lot of things at once, which you already mentioned, Crossing the CTO Chasm. And the other one was really closely related to that, which is actually from the, Patrick Lencioni book on the five dysfunctions of a team, which is that you gotta you gotta act in your first team. And in that case, as a CTO, that's the executive team. It isn't the engineering team. So So that's another one of those key transitions that once I figured out and got my head around it, became a lot easier to understand what was expected of me. And in terms of mindset shift, there was also a book that really helped, which I'd been recommended years earlier, but really came into its own. And that's a book called Turn the Ship Around by David l Marquette. And the reason it's so useful is because it represents that mindset shift to the leader, to then stop that process of of change across the entire team as well as in yourself.Stuart Webb [00:07:18]:Brilliant. Look, Adam, it's been me asking the questions up until now, and I I guess one of the things that you must be thinking is, well, there's a second obvious question. Why isn't he asked it? And so, therefore, I am going to, immediately turn that over to you and say, what is that obvious question that you wish I have asked you at this stage? And and, obviously, as it will be your question, you'll need to answer it for us. So what's the obvious question that I haven't asked you up until now?Adam Warner [00:07:45]:So the obvious question is why don't more CTOs get coaching?Stuart Webb [00:07:51]:Why doesn't everybody get more coaching? Adam, are they? It's not a not a problem limited to CTOs. I often wonder why it is that people are somehow resistant to the whole idea of having somebody that they can sort of rely on and and tap ask and and be outside of a situation to just say, do you know, I just want an ear?Adam Warner [00:08:10]:And a lot of the times, I think people do rely on their immediate leader. They have, a mentor. A lot of people have somebody. And in other cases, people go to coaching and training courses. But I think with CTOs, there's a particular challenge in that. I think many c CEOs get coaching. And in fact, I think if most CTOs turn around to their to their most most CTOs turn around to their CEO and say, do you get coaching? The answer would probably be yes. And that's also true for many CFOs and COOs.Adam Warner [00:08:37]:But it so there's a lack of awareness that CTOs don't really realize it's an option. Often, CTOs being classed as a delivery role rather than an executive role. And so, it's just not that common. There's not many people who talk about CTO coaching. That's one thing. I think the other the other reason is is applicability. I think there's a there's a lot of executive coaches out there and they're quite generic, in terms of the the background that they expect somebody to have. And it doesn't always apply or resonate particularly well with the CTO.Adam Warner [00:09:09]:There's a difference in the the course you take through a company from engineering than if you come, for example, sales or marketing, where you've got a lot more focus and emphasis on, for example, communication. I think training courses fill some of this gap. I think mentors can really help. But mentors can, you know, they can be a bit hit and miss based on the right kinds of experience. The CTO role might be only forty years old, but it's a very broad church in terms of the different kinds of roles that CTO covers. So my approach, for coaching is slightly different. I basically blend together coaching, teaching, and mentoring. And so coaching is that, you know, the blockers, the fears, the confidence, you know, in some cases, the imposter syndrome.Adam Warner [00:09:48]:Teaching is the frameworks and playbooks that you haven't been previously exposed to or had experience in. And mentoring is kind of two folds mentoring. One is holding people to account based on promises and expectations, but the other part is also being able to bounce ideas off somebody, with a lot more experience and background. And, you know, what are the unexpected side effects? What would be the in consequences that I can't foresee coming from those kinds of things? And so having that, approach, really, I think a lot of CTOs just don't realize that coaching's available and out there. There aren't that many CTO coaches who specifically focus on this.Stuart Webb [00:10:22]:Brilliant. Adam, thank you so much for spending a few minutes with us and talking us through that. I'm just gonna leave, one final, link for people. If you would like to get on to the, the mailing list that we send out, we send out an email about once a week, and we just let people know about who's coming up on the podcast and other things that we're thinking about at the moment. It it contains two or three things that we're thinking about, two or three things that are common and going on in the world, plus, plus some humor. We try and inject some humor to every newsletter because we think the world should be a brighter, buprenier place. But if you'd like to get onto that newsletter list, come on to systemize.me/subscribe. That's systemize.me/subscribe.Stuart Webb [00:11:05]:Alan, thank you so much for spending a few minutes with us. Really appreciate it. I hope to hear in the future how many more people get their coaching from the CTO background, and go on to become successful executives. Thank you so much.Adam Warner [00:11:18]:Thank you, Stuart. Great to have you. Get full access to It's Not Rocket Science! at thecompleteapproach.substack.com/subscribe

In this episode of SaaS Fuel, Jeff Mains sits down with Andrew Seidman, former poker player and now co-founder of Digital Reach Agency. Andrew shares hard-earned lessons on B2B branding, go-to-market strategy, and how SaaS founders can scale smarter.We cover the balance between product-led growth and ABM, the dangers of relying only on bottom-of-funnel tactics, and why your brand must make people feel—not just function.Whether you're stuck in lead generation purgatory or wondering why your messaging isn't landing, this episode is your guide to aligning brand, demand, and revenue.Key Takeaways00:00 - Do you even know your audience?01:08 - Welcome to SaaS Fuel02:06 - Why brand is more than a logo03:41 - Guest intro: Andrew Seidman05:00 - From poker tables to pipeline growth10:10 - Most common GTM mistakes for $3–$20M SaaS13:25 - Why bottom-of-funnel dries up15:33 - Make your customer the hero18:55 - Balancing PLG and ABM23:08 - Before you run ads, ask this27:20 - The Captain's Keys: Leadership book plug28:21 - Brand vs. product messaging35:27 - The logo test: can your brand be swapped?36:41 - Liquid Death vs. generic bottles40:16 - How much content is enough?43:46 - Where to invest in the next 90 days47:41 - Fixing GTM without hiring a CRO50:59 - Where to find AndrewTweetable Quotes“Are you trying to run ABM at Joe's Crab Shack or PLG at IBM? That's a fatal mismatch.” — Andrew Seidman“Brand is emotional leverage. It's not your logo—it's how people feel after encountering you.” — Andrew Seidman“Your best growth engine might be your current customers. Don't overlook advocacy.” — Jeff Mains“If your brand materials work with a competitor's logo, you've got a commodity, not a brand.” — Jeff Mains“Stop chasing leads if you're not ready to nurture them. Otherwise, you're lighting lemonade on fire.” — Andrew Seidman“Great growth strategy isn't just PLG or ABM—it's how you blend them and fuel with content.” — Andrew SeidmanSaaS Leadership LessonsDefine your audience before running anything.Without clarity, your GTM efforts are just expensive guesswork.Brand is emotional leverage.It's not just your logo—it's how people feel after encountering your company.Bottom-funnel-only = short-term growth.You must build pipeline long before buyers are “ready.”PLG + ABM > Either Alone.Hybrid models give you better reach and retention when done right.Customer advocacy is a growth engine.Your best marketing may already be using your product—elevate their stories.If your brand can be swapped with a competitor's, you don't have a brand.Own your identity. Generic is invisible.Guest ResourcesEmail - andrew@digitalreachagency.comWebsite -http://digitalreachagency.com/ Linkedin - https://www.linkedin.com/in/andrew-seidman/Episode SponsorSmall Fish, Big Pond – https://smallfishbigpond.com/ Use the promo code ‘SaaSFuel'Champion Leadership Group –

In this episode of the RE Social Podcast, hosts Andrew McCormick and Vince Rodriguez interview Fabian Wizenfeld, a former web designer turned real estate investor, who shares how he built a successful portfolio of rentals and flips after moving from Argentina to the U.S. Fabian opens up about the highs and lows of his journey, dealing with bad tenants, tricky contractors, and the learning curve of creative financing. He also emphasizes the power of mentorship, networking, and staying adaptable in a shifting market. Whether you're just starting out or looking to scale, this episode is packed with actionable advice and honest reflections. Listen to this episode now!Key Takeaways00:00:00 Welcome to the RE Social Podcast00:01:47 Get to know Fabian Wizenfeld00:04:24 Building Trust and Teamwork00:08:03 Fabian's Background and Early Career00:11:22 Life in Argentina and Return to the US00:18:15 First Real Estate Investments in the US00:23:26 Financial Strategies and Growth00:41:58 Buying a Duplex: The Initial Investment00:43:34 The Fourplex Purchase & COVID-19 Impact00:47:22 Tenants and Property Management00:52:49 Flipping Properties and Airbnb Ventures01:07:14 Challenges with Contractors01:19:04 Market Trends and Political Impacts01:25:06 Real Estate Investment Strategies01:29:58 Networking and Partnerships01:40:21 Dealing with Contractors01:50:00 Connect with FabianQuotes"I wanted to move away from working and earning by the hour and more toward generating passive income." (00:00:53)"I don't need the ‘bling bling.' You know, I see so many people just working to pay off… stuff. We know a lot of people like that, and it's something I've noticed, it puzzles me how many are in that situation." (00:34:20)"If you're listening to this and trying to do something, whether it's a hustle, business, whatever, just reach out to people who are crushing it. You'd be surprised. Honestly, we're excited to help people." (01:07:01)Resources and LinksRich Dad, Poor Dad by Robert Kiyosaki https://www.richdad.com/BiggerPockets https://www.biggerpockets.com/Connect with Fabianhttps://www.linkedin.com/in/fabianwizenfeld/https://www.instagram.com/fabianwizenfeld/Need Help? BOOK A CALL:https://anviinvest.com/consulting/ Learn more about AnVi Invest

In this episode of SaaS Fuel, Jeff Mains sits down with Natalia Zacharin, founder of Zacharin & Co Consulting, to talk about financial clarity, fractional CFO strategies, and turning financial chaos into sustainable growth.They unpack why most SaaS companies operate blind when it comes to money, the dangers of growing too fast, and how founders can stop guessing and start scaling—with confidence.Natalia also shares how one founder survived a major revenue drop without debt, and the psychology behind smart financial decisions that separate profitable businesses from struggling ones.Key Takeaways00:00 – The payroll-to-revenue sweet spot for SaaS (30% rule)01:06 – Welcome to SaaS Fuel with Jeff Mains02:00 – Why financial clarity is a superpower03:48 – Meet guest: Natalia Zachary, founder of Zachary & Co05:37 – From accounting to strategic CFO: Natalia's journey06:38 – Why founders must own their numbers08:22 – What a fractional CFO actually does10:54 – Why growth can lead to running out of cash12:05 – Hiring mistakes and scaling with intention18:10 – Forecasting tips for SaaS founders21:57 – Most important SaaS metrics to watch24:45 – The difference between profit and cash in the bank27:12 – Avoiding the CAC-to-cash gap30:33 – Why profit matters again (finally)35:07 – Turning a low-margin SaaS into a sellable asset39:11 – Tools to simplify financial tracking41:23 – How masterminds improve founder financial IQ43:15 – The future of AI in finance46:42 – Mindset shift: clarity > avoidanceTweetable Quotes“Fast growth can kill your business if you don't manage cash.” — Natalia Zacharin“Financials aren't just numbers—they're the story of your business.” — Jeff Mains“You don't need a huge finance team. You need a smart one.” — Natalia Zacharin“If you don't know your runway, you're already flying blind.” — Jeff Mains“A mind once stretched by new numbers never returns to old assumptions.” — Natalia Zacharin“Revenue is vanity. Profit is sanity. Cash is reality.” — Jeff MainsSaaS Leadership LessonsKeep Payroll at 30% of Revenue – It gives breathing room for taxes, reinvestment, and founder salary.Fractional CFOs Are Game-Changers – They offer high-level insights without the full-time cost.You Can Grow Yourself to Death – Fast growth without cash control leads to disaster.Forecasting Beats Guessing – A basic forecast can prevent gut-based, costly decisions.Profit ≠ Cash – Just because you're profitable on paper doesn't mean you have money in the bank.SaaS Valuation Starts with Financial Clarity – A sellable business has healthy margins, clean books, and intentional growth.Guest ResourcesEmail - natalia@zacharinconsulting.comWebsite - http://www.zacharinconsulting.comFacebook - https://www.facebook.com/natalia.alekseyevna/Linkedin - https://www.linkedin.com/in/growyourbottomlineEpisode SponsorSmall Fish, Big Pond –

In this episode of SaaS Fuel, Jeff Mains is joined by cybersecurity expert and SafeStack CEO Laura Bell Main to reframe how SaaS founders think about security. It's not just compliance or a checklist—it's a cultural foundation for growth. Laura shares how security, when embedded early, accelerates deals, reduces friction in enterprise sales, and strengthens trust with customers before it's ever questioned.You'll learn how to shift developer mindsets, build security into your engineering culture, and avoid the costly mistake of treating security as someone else's job.Whether you're a bootstrapped founder or VC-backed startup, this is the episode that helps futureproof your SaaS—without killing your velocity.Key Takeaways00:00 – Intro: Hiring challenges in a capital-efficient SaaS world01:47 – Why security isn't a feature—it's the foundation02:16 – Creating a dev culture where security is second nature04:00 – Guest intro: Laura Bell Main of SafeStack05:04 – Laura's cybersecurity journey and founding SafeStack08:01 – Security as culture, not compliance10:50 – Scaling to 84 countries with no ad spend13:03 – From side project to global venture14:52 – Early founder mistakes and big lessons17:06 – Culture of learning: “What I Learned Today”18:46 – Scaling support for SaaS founders20:00 – Filtering the noise and trusting your next step22:35 – Cross-cultural founder lessons25:17 – Internal culture: Balancing trust, safety, and innovation29:13 – Designing security education that actually works33:15 – Getting entire engineering teams involved36:10 – The risk of delaying security in SaaS38:28 – Accelerating enterprise sales with securityTweetable Quotes“Security isn't a task—it's a culture.” — Laura Bell Main“Most SaaS founders wait until it's too late to think about security.” — Jeff Mains“Embedding security early isn't a slowdown—it's an accelerant.” — Laura Bell Main“The cost of a bad hire is nothing compared to the cost of a poor culture.” — Jeff Mains“If 150 developers is your threshold for hiring a security person, you've waited too long.” — Laura Bell Main“Scaling a SaaS company requires fewer hacks and more habits.” — Jeff MainsSaaS Leadership LessonsSecurity Is a Culture, Not a CheckboxMaking security part of your team's DNA creates long-term growth, not short-term friction.Hire Based on Pain, Not HopeScaling prematurely can be just as dangerous as hiring too late.Start Security Early—Not After the First Enterprise DealFounders who embed security from the start build trust faster and shorten the sales cycle.Teach Security as Behavior, Not Just TheorySafeStack succeeds by focusing on culture change, not technical checklists.Global Growth Without Ads Is PossibleIf your mission is clear and execution solid, early adopters will spread the word.Your Culture Is the Greatest Risk or AssetCreate an environment where learning is daily, mistakes are shared, and trust is built top-downGuest ResourcesEmail - laura@safestack.ioWebsite - https://safestack.io/Linkedin - https://www.linkedin.com/in/laurabellmain/Episode...

What if you could double your conversions just by asking smarter questions?This week on SaaS Fuel, Jeff Mains sits down with Chris Dayley, founder of Smart CRO and neuro-marketing expert, to dig deep into how psychology-based testing drives better conversions. Chris shares why most A/B tests fail, the real reason copycat tactics don't work, and how you can optimize for outcomes—not just aesthetics.You'll learn how to run smarter experiments, structure content for maximum impact, and why removing content can outperform adding more. Whether you're early-stage or scaling fast, this episode is packed with practical insights that will help you convert more, guess less, and scale smarter.Key Takeaways00:00 – Early-stage testing: Why slow tests are still valuable02:03 – Why CRO is NOT about copy-paste tactics02:32 – Aim for 10%+ test impact, not 1% tweaks03:03 – AI in CRO: Use it, but don't rely on it04:10 – Meet Chris Dayley: Neuro-marketer & CRO expert05:01 – What is neuro-marketing?08:43 – The #1 CRO mistake: Building from assumptions10:52 – Gut vs data: Why founders miss the mark14:03 – Copycat optimization is a losing game17:00 – B2B vs B2C behavioral differences21:14 – Testing with low traffic? Here's what to do24:45 – Content hierarchy and CRO: What to keep, what to kill30:55 – What makes a good test? Hint: not button colors36:03 – CRO templates, myths, and shortcuts to avoid44:45 – AI personalization, chatbots, and evolving expectations51:07 – Why 1% gains don't mean much for small companies53:04 – Remove friction. Make conversion easier.Tweetable Quotes“If you only test fast, you're testing wrong. Great data takes time.” — Chris Dayley“The best CRO isn't about flashy buttons. It's about how people think.” — Chris Dayley“You're not Amazon. Stop copying their CRO strategy.” — Jeff Mains“Conversion starts with one question: What do they really want right now?” — Chris Dayley“A pretty site doesn't pay the bills. One that converts does.” — Jeff Mains“Your gut is not a marketing strategy. Data is.” — Chris DayleySaaS Leadership LessonsDon't rush testing—data over speed. Even if your traffic is low, long-running A/B tests are better than guesswork.Copying competitors is a trap. Their site may be under test, built on assumptions, or not even working for them.Design doesn't convert—psychology does. CRO should be rooted in how people think, not how sites look.Small businesses shouldn't chase 1% lifts. Focus on big wins (10%+) that actually move the needle.Remove content to boost performance. Simpler, faster sites often outperform flashy designs.Content hierarchy matters. Prioritize what users care about most—and test your assumptions ruthlessly.Guest ResourcesEmail - chris@smart-cro.comWebsite - http://www.smart-cro.com/LinkedIn - https://www.linkedin.com/in/chrisdayley/Episode SponsorSmall Fish, Big Pond –

Who is Karen?Karen Rands is a dedicated advocate for entrepreneurs and investors, striving to bridge the gap between innovative ideas and financial support. With a strong belief in strategic, world-changing initiatives, she leverages her expertise to instill confidence in investors and guide them towards impactful investments. Through her podcast, Karen addresses the common challenges faced by startups, providing insightful advice to entrepreneurs who often venture into capital-raising without fully understanding the nuances. Her mission is to equip emerging businesses with the knowledge they need to start on the right foot and succeed in their entrepreneurial journeys.Key Takeaways00:00 Misjudging Capital Needs Hinders Growth07:25 Understanding Early Customer Acquisition10:18 Investment Readiness Assessment12:32 Emotional Investing for Impact17:14 Strategic Board Structure for Control19:34 Free Consultation and YouTube Webinars23:01 Discovering Angel Investing's Exclusivity26:59 Entrepreneurship Challenges and Misconceptions28:51 Investing in Startups for Profit_________________________________________________________________________________________________Subscribe to our newsletter and get details of when we are doing these interviews live at https://TCA.fyi/newsletterFind out more about being a guest at : link.thecompleteapproach.co.uk/beaguestSubscribe to the podcast at https://link.thecompleteapproach.co.uk/podcastHelp us get this podcast in front of as many people as possible. Leave a nice five-star review at apple podcasts : https://link.thecompleteapproach.co.uk/apple-podcasts and on YouTube : https://link.thecompleteapproach.co.uk/Itsnotrocketscienceatyt!Here's how you can bring your business to THE next level:If you are a business owner currently turning over £/$10K - £/$50K per month and want to grow to £/$100K - £/$500k per month download my free resource on everything you need to grow your business on a single page :It's a detailed breakdown of how you can grow your business to 7-figures in a smart and sustainable way————————————————————————————————————————————-TranscriptNote, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)SUMMARY KEYWORDScapital consultancy, entrepreneurship, capital raising, investors, angel investors, compassionate capitalist, business podcast, startups, scaling business, venture capitalists, reg a plus, crowdfunding, valuation, financial independence, market validation, revenue generation, investor confidence, competitive marketplace, emotional investment, strategic investment, due diligence, incubation, acceleration, product market fit, financial forecasting, convertible notes, safe agreements, entrepreneurship challenges, angel investing, financial education, investing risk.SPEAKERSKaren Rands, Stuart WebbStuart Webb [00:00:31]:Hi, and welcome back to It's Not Rocket Science, five questions over coffee. I am truly honored today to be in the presence of a real expert in their field. Someone who spent, their dedicated their career to helping entrepreneurs raise capital and guiding investors to make smarter, more respectful in and impactful investments. And that's Karen Brands who brings with her over twenty years of experience in capital consultancy. She consults entrepreneurs, advises to angel investors and networks. She's a leader of the compassionate capitalist movement. And this is a top ranked business postcaster as well. So I'm really, really grateful that Karen has been able to spend a few minutes with us.Stuart Webb [00:01:21]:Karen, welcome to It's Not Rocket Science. Five questions for coffee. I'm really looking forward to this discussion because I think you've got some really valuable things to tell us. So welcome to the show.Karen Rands [00:01:32]:Thank you so very much, Stuart. And and I have been, since we got reconnected on LinkedIn, looking at some of the podcasts and the different interviews that you've done, and it really are some true golden nuggets out there for entrepreneurs to be able to, like, get in there and and, like and I love the way that you do it with just the five questions. So, you know, you chop chop, we get to it, and get good stuff going there.Stuart Webb [00:01:56]:We're only gonna ask the five questions, but, obviously, you know, we are really interested. If anybody is watching on the livestream, they need to pop something in. Please post questions in the chat. We'd love to have this interactive. So but let's start, Karen. Karen, talk to me a little bit about the sort of, investor or entrepreneur you're trying to reach, the sort of person who needs the help that you could give them in order to guide them in the right direction towards the capital they need to raise.Karen Rands [00:02:25]:Okay, Stuart. That so I saw that question before. You paved with a little bit different. It's always a struggle for me because you have two sides of the coin, right, with entrepreneur entrepreneurs and investors and different problems. So one is strategic change the world kind of thing with what I do with investors and bringing in this, you know, to get confidence and confidence in investing. But, you know, the there is a challenge, and part of the big reason why I do my show, my podcast show itself is for those entrepreneurs out there, it they startups always know about, seems like raising capital, and they'll get out there and they'll they'll get some good advice. They they get a lot they oftentimes don't know what they don't know. So they get started wrong.Karen Rands [00:03:16]:They get started with wrong perceptions of what it's gonna take to raise capital and actually get to scaling their business. And as a result of this, you find both sides of that table, the angels and the entrepreneurs find themselves in the same problem spot. And that problem spot is the fact that they raise an early round of capital. They are successful in getting to that point, but they underestimate how much capital they're gonna need in order to fully go all the way to the end, to be able to get to a profitable exit, to be able to continue on their life cycle of growing. And by the time that they figure out that they need to go raise more capital, they oftentimes are now not attractive to the next round of potential capital people like venture capitalists. You know, they find out that they need more money than a bank is gonna be. Let's just so let's say somebody raise give me an example. They raise a million dollars as a technology company, let's say, And they and they think that because of the way they calculated their numbers, that's gonna be enough to get them into making $10,000,000 in revenue.Karen Rands [00:04:28]:But in reality, they end up making 3 or $4,000,000 in revenue with that. They might have a little bit of cash flow and some money that they keep putting back into their business to try to get it to grow. And they struggle with scaling because they really need another 5 to $10,000,000 to become the $50,000,000 or the $70,000,000 company that they originally forecast that they would be when those angels put that million dollars in. So they look around and they go, wait. Okay. I I I'm too I'm wrong industry or too slow quote VCs. I'm not big enough for private equity funds. I need more money than a bank will give us, and I'm too big and stale.Karen Rands [00:05:06]:And I didn't do what I said I was gonna do, so the angels aren't gonna give me any more money. Where do I go? And the angels are looking at them going, this is what the every you know, everybody knows about the ten ten companies in a portfolio. I call the three in the middle of the Midlands. 3 go out of business, three do one does really well, three do pretty good that make up for the others, and the three just sort of putter along the Midland companies. Well, those Midland companies have a great opportunity to be able to use some of the new programs available with the jobs act like reg a plus that's designed for growing companies to go out and raise tens to, you know, up to $75,000,000 in a year. It gives the angels an exit. It gives them access to capital to grow and eventually create a, potential exit way into a Nasdaq small cap. So biggest problem, they don't know what it's gonna take to get all the money to get all the way, and they have no idea that there's a program out there like reg a plus that could solve the problem.Stuart Webb [00:06:10]:And I think that's a really critical point that you've made there, Karen, which is so often people haven't thought through enough what they're gonna do with the capital in order to be able to really properly scale, isn't it? That's one of the major issues. And it's an issue for an angel as well because they're looking at the plan and going, well, they're asking me for this much, but I know they need more. But why aren't they asking for it? What is what is wrong that I have that they haven't actually come to me with the right ask? And, you know, that gives you that gives angels and investors a problem as well because they really want people to ask for the right amount. They don't need somebody coming back for two, three different different asks. It gives them all sorts of problems. We could talk about dilutions and things like that. But the fact of the matter is an angel needs somebody to be on the ball and understand what they wanna ask for as well, don't they?Karen Rands [00:07:00]:Yeah. And it's a sequence. You know, you build value that they it's really down to the numbers. I dig into the numbers deep because then I know whether they have any idea what they're doing and if they're gonna be successful at doing it because and I had a call earlier in the day. A guy was like, yeah. If we just get 1% of this giant market, it's gonna we're gonna be we'll be like, whatever. And I said and I laugh. I always have to laugh.Karen Rands [00:07:25]:It's like, do you understand that that's not the issue? It's how are you gonna get your how are you actually gonna get your first hundred customers that pay you money? Not some euphemistic 1% of a big marketplace. There's a hundred companies chasing after that 1%. You know? So that is such a it's so understanding. And and I and and, yeah, I could we get it. We could probably spend the whole thing talking about financials and how they do the financials, but that's really is the secret of their success is understanding their marketplace, how they're gonna generate revenue, what's gonna cost them to do it, how much time and money is it gonna take them to get to that point so that and and then how much money do they need to get to that point? Right? And if they if you and and not get over into this this bogged down to this percentage thing, because if you get your shares at 25¢ a share, if that's what you're selling, when when Amazon first, you know, started raising capital, they raised a little, and then they go another round at 50, another round at a dollar, another round at a dollar 50, another round at $2 and raising incremental money as their value went up and they delivered on it. And if an investor says to an entrepreneur, okay. Come back to me when you finish this round or come back to me when you have those hundred customers. It's not because they're it's because they don't believe that entrepreneur has the ability to do it, and they don't wanna shoot them in the foot.Karen Rands [00:08:51]:They just wanna, like, put a caveat out there because if they believe that they had the ability to do it, wouldn't they want the stock at 25¢ and not a dollar a share? It's because they don't think they're gonna ever get there. That's why they say that.Stuart Webb [00:09:04]:Yeah. Absolutely. Absolutely. And it is it is you know, it's in everybody's interest to get it right first time, isn't it? It's absolutely the right thing to do to get it right because you then you then save yourself a whole lot of trouble. We could talk for many hours about this, and I'm gonna try. Because you also do as well with with angel investors and helping them to make the right sort of choices and to make the right sort of calls. So is there is there anything you sort of turn around and and and think about in terms of how you help, investors as well to understand how they make their smart investments.Karen Rands [00:09:37]:Well, it's the offering the due diligence. So when I ran my angel investor group for about a decade, you know, I got really, really good at screening companies to see who was worthy of being able to pitch to my investors, which ones I thought the investors would be most likely to invest in. Right? So when you have reviewed a thousand some odd business plans and models and ongoing, you know, you start to pick up a few things here and there. And also in preparation when I was, you know, writing the book, I probably interviewed a hundred investors and I and on my podcast. Right? So it's like, what worked for you? What was your biggest mistake? All that kind of stuff. And it kinda ties right back into what we were talking about. It's the red flags. Right? I I have a program.Karen Rands [00:10:18]:I take companies through an analysis and identify their red flags and give them a red light, green light, yellow light, whatever to go forward to investors. And the, and it really comes down to truly understanding the problem, the solution, why they're the only ones who deliver the solution, and, you know, how are they gonna get there? Do they understand their marketplace well enough to know, like, how they're gonna how they're actually gonna get there and put money in the register? And it's you know, people talk about that, like, incubators and accelerators will sort of talk about the product market fit. That's kind of a thing that people like to throw in there. That's just really catchy little words that came out of a book that, you know, are are do you have do you know where your product fits, and does the market want it willing to pay you the money you need in order to make a profit?Stuart Webb [00:11:13]:Yeah. Yeah. No. Yeah.Karen Rands [00:11:14]:It's still common sense sometimes, but it it's it it because here's the thing. Emotion. So I call it subjective and objective. Emotion so way too often onto investors, buy based off of emotion. And this is when I wrote the book, it was really an anticipation because of crowdfunding that, you know, angel investing has a black eye in a lot of financial sectors for lots of different wrong reasons, not valid reasons, but it's still out there in this in the ethersphere. Right? And the and I was afraid that these people would be like, oh my god. Now I can invest in entrepreneurs. I better go do this.Karen Rands [00:11:54]:And they would see a video. They'd fall in love with the company. They wouldn't look at any of the things that you would need to look at, you know, for buried entry or ability to perform. And they would invest and then lose their money, and it would continue to give angel investing a black eye. And so it was one of those things that you just it there the so I have in my course, I you it's a very disciplined process that you go through and a scoring system so that you can know where if it's between it on a scale of one to 10. Seven to 10, write in. It's your industry. It's your stage.Karen Rands [00:12:32]:It's your the structure of the offering. It, you know, it's it you know this marketplace. It fits it checks about enough of the boxes. And then a five would be like, oh, it's not really perfect, but I just love this entrepreneur. Oh, I love what they're doing. So you consciously are making a decision that says, I know this is riskier. I might lose my money on this, but I'm willing to do it because I just I'm giving credit to my emotion of wanting to do this because it's gonna feel good. Because one of the main reasons why I figured out why millionaires that have the ability to be an angel investor in this sector that is considered, like, so risky, right, is because of the good that they feel when they make an investment with their dollars, and they're having an impact not only to potentially change the world with the problem that that company that founder is solving, but they just like that founder.Karen Rands [00:13:31]:They wanna see that founder be successful. So they if they can balance it properly with objective reasons why this is good a good investment with their emotional reasons why I just really like this and it makes me feel good, then hopefully they get a win win. But they've got to be conscious of that. If they're not conscious that they're making those choices, they will invest on emotion almost all and I've done it. I I have I have broken my own rules and invested on emotion that I'm still, you know, ten years later for waiting for that return on investment. So, you know, it is easy to go down in that slippery slope of doing that, but that's really it's it's it's understanding and really thinking through common sense logic. Do they have what is necessary to succeed?Stuart Webb [00:14:18]:Yeah. Brilliant.Karen Rands [00:14:20]:Sipping my coffee.Stuart Webb [00:14:23]:Karen, I mean, we've we've we've just started started the the talking about this. So so and you've started explaining a little bit about how, investors are and, and and business people sort of end up in these situations. What are the what are the problems that you've seen some of these investors, some of these, some of these, business people get into before they come across somebody like you? And and and and what is it, that you see them do that you can sort of try and help them sort of steer away from those problems before we even get there?Karen Rands [00:14:54]:So we talked we touched on it a little bit with valuation. Valuation is one of those that I think they oftentimes can make mistakes. And then I they come into me and they're struggling with raising capital. I'm sort of like the fixer when it comes to entrepreneurs. A lot of times they're like, oh, I don't know where to go. Karen, can you help? And then I'll look at this stuff and I go, this is why you're having a problem raising capital. And and then and then hopefully, they haven't spent too much money with the wrong people at that point in time so that they can fix themselves to get fixed so they have their odds of being able to raise the capital increases. But if you you know, there used to be a pretty steady rule of thumb that if you were an idea stage, you might be a million dollar valuation.Karen Rands [00:15:37]:Right? And then once you got past that and you had an MVP and you, you know, kind of had some market validation, you might be able to go to 5,000,000. And then based off of actual forecast, you would do some sort of like a net present value of a higher valuation, but you would be raising money along the ways. And that's when convertible notes and safes became all the rage because it got out of that conversation of what are you a million or $5,000,000 company in the beginning, and it would just convert or give you some kind of sweetener for putting money in now for when, an institutional round that set the valuation happen. And so I think that's probably one of the areas. And entrepreneurs will be like, oh, if I'm 1% of the marketplace, I'm gonna have a hundred million dollar business in five years. Therefore, I'm a $75,000,000 valuation. It's like, no. Not really.Karen Rands [00:16:31]:You know what I mean? It's like, no. Because and they're like, well, you know, they just they just have this Pollyanna approach to it thinking that because they believe it, they see it, it will happen, and that's not the case. It's it's always stair stepping your value and getting out of that scarcity mentality of a percentage of. Because if you understand how to structure the company, you're gonna have preferred and common. So common are the voters. Preferred gets the fur VCs all want that because that's the first right of the technology if something happens. Right? And you can end. And also once you get their board of directors are the ones that actually make most of the operational decisions of things.Karen Rands [00:17:14]:And so you set up from the beginning that you're gonna have your core executive as three people on the board, and then you give two seats up. But you put in your your stockholders agreement and in your formation that add certain amount of revenue or a certain amount of capital raise, you add two more seats. So you you can you always you keep control of your company through the structure of it and how you go about raising that capital having to feel like, oh my god, I've gotta have 51% of a $75,000,000 company when you will never raise the capital on that valuation. Because just real quick, I've the reason why is investors think this and I learned this from some of my key investors. When I say, well, how come you didn't like that? I love that company. What do you mean? And they were like, their valuation is too high. I'll never make my money. How do you mean? Well, if they came in at, let's say, 25,000,000, well, that means that in order to get the typical minimum five times the investment, they have to have a revenue number and stuff and such that they will sell for a hundred million, 5 times that valuation.Karen Rands [00:18:24]:And if they raise any more capital, that valuation continues to go up. And it's they can't get to where they can get an exit. That's why you see all of these unicorns imploding because they're not really that value. It's just the money that got put in.Stuart Webb [00:18:39]:Yeah. Yeah. Karen, we talked a lot about some of the the valuable advice. Is there a a a valuable piece of advice, a a free offer that you have? And, this will go in the the the notes, but just describe it. I'll I'll make sure this goes into, into this vault that we have where all of our free stuff is available. But is there is there a free, free piece of advice, an offer you're gonna sort of present people here that we could put into the vault for them.Karen Rands [00:19:10]:Okay. So so I'm gonna three kind of three things. Right? So the Wow. The pure free thing is I have a an ebook. It's called, 12 secrets of innovation. That is, me explaining 12 there's 47 inside secrets in the book, inside secrets to angel investing. And so I explained 12 of them to an investor and an entrepreneur perspective. And that's, you know, a pretty short one.Karen Rands [00:19:34]:I'll put that I'll I'll give that link will be in your with your free stuff. And then, I do offer up a, you know, a free initial twenty minute kind of get to know you, you know, give you some little snippets of of stuff. Happy to talk to people. Give them some quick feedback. You know, they can then sign up for a full hour if they want. And then the thing is on my YouTube channel, this is the re a resource is that I've been making these webinars and talking about how to raise capital and what do you need to do in great detail, interviewing lots of different people about that. And they're all on their video. Some of some of them been lost over time in migration of the RSS feeds for the audio, but the videos are there.Karen Rands [00:20:20]:And the video, there there's a a playlist that says for entrepreneurs. So they go to YouTube, search on my name, Kiera Rance, get the link in your show notes. They can go to the playlist for entrepreneurs, and there's a lot of content there that they can just, at their leisure, learn and digest and, you know, submit questions or whatever.Stuart Webb [00:20:44]:That is a fabulous resource. And I have gone on looked and had a look at that, and I will make sure that link is you get free stuff. Go to systemize at systemise.me/freestuff. You free hyphen stuff, that is. You will go to that link. You can then click on the stuff that Karen has just said, and we'll make sure that those links are all working. And you can go and get that from and that resource that you talked about, those those videos, they are really, really interesting. And you have spoken to some very, very interesting people, Karen.Stuart Webb [00:21:17]:So, I really encourage people to go look at that one. Let's let's just understand a little bit about more more about you as a person that can. Was there a particular book, of course, anything that brought you to the vast knowledge you've got now about how to how to become, a revenue, or a a a capital raising machine? The the sort of person that does that, but also the way that you're helping us to become the the compassionate capitalist.Karen Rands [00:21:49]:So, I would say it's an oldie, but it changed the way I reference it a lot in my book itself. And I, and that would be, thinking well, Robert Kiyosaki's, cash flow quadrant, which was was the the the subsequent to Rich Dad Poor Dad. Right? His first book was Rich Dad Poor Dad. Yeah. And I read that long time when I was still an employee, at IBM, but it was it the whole idea of the white quadrant versus the left quadrant and how you go from being chain changing hour trading hours for dollars to become a custom business owner that could run a business without being there, and it made them money and then taking that money and putting it into other investments. That was profoundly changed my I didn't know ain't about angel investing out there. One of the real ironic things out there, Stewart, and it really it took me I did not unpack this until probably, like, just a few years ago, even though I've been working with angels and entrepreneurs for a long time. I had never heard the term angel investing.Karen Rands [00:23:01]:And then in IBM, I was a I was like a person that package companies up to go get venture capital and come back and spend it with IBM and get our capital money. But I had never heard the term angel investing until I left IBM to help one of my clients raise capital in the middle of the .com bomb, mind you. That's my own little bubble that I was in. And I got invited to this angel group, and I tell them my story that it was like I was walking into a secret society where the people in this room, because we had to close doors back then, you couldn't general solicit. Next big thing because they put their money into it. Right? And it and in any way, it was so it was that piece of it, why more people didn't hear about, know about angel investing, particularly when crowdfunding happened. And then the second piece of it was this perception that 20 people in that room picked one company, the other two weren't worthy. Well, no, you when going through with my process, you might review six companies, pick three that you think are are the best for your particular audience doesn't mean those other three aren't good.Karen Rands [00:24:09]:And the one that they pick doesn't mean the other two aren't fundable. It's just that's the scarcity of capital. Right? So that was my that was the book that really set me on a journey of thinking different about money and looking at, you know, how you put money to work for yourself. That one, and then, you know, there's been, when I'm first learning about angel investing, there wasn't any book out there about it. I was one of, oh, wait. The guy that was starting New York angels, he he wrote his book a little bit before me, but it was really about how angel groups should do. And then there was, Jason Connes' book came out at the same time line. It's really about his own personal experiences.Karen Rands [00:24:50]:But I wrote my book because people were coming to me saying, hey, Karen. How how do I learn how to be an angel investor? I've got clients that wanna be an angel investor, and they don't know how to be an angel investor, and I can't advise them. I work for Maryland. I'm not allowed to talk to him about that. So where where can I send them? And so all the entrepreneur books I read about how to raise capital and all the sessions I had gone to, like, talk people talking about their experience, I started reverse engineering it to be how what should investors look for in companies and how to be a good investor. And that's where I, you know, wrote the book, my book, to be the step by step guide for how to go about should you would you could you be an angel investor.Stuart Webb [00:25:33]:And, Karen, you are now an absolute, an expert on this. This is this is a valuable resource because, you know, there are people who wanna get into this but just don't understand the value of increasing their capital by putting it into the right place safely and in a sensible way. And, you know, thank you for being that resource. We're we're kind of coming up to, coming up towards the end of this. And and I wanna give you the opportunity of sort of telling me the question I should have asked, which I have not yet done. So it's not a question I haven't yet asked. And if there is, you know, please, tell me what is it you would have liked me to have asked? And obviously, when you ask that question, you're gonna have to answer it becauseKaren Rands [00:26:19]:Well, I know the answer. I'm not sureStuart Webb [00:26:23]:Tell us the question and the answer.Karen Rands [00:26:27]:So you you maybe you can fit tell me what the question would have been for this answer. So, it would be like why I mean, would I'm gonna do a simple version of the answer, but why is it that more people, aren't investing in entrepreneurs? Okay. Yeah. TheStuart Webb [00:26:45]:because they should.Karen Rands [00:26:46]:That the answer the so the US Treasury and the SEC commissioned a report last year, and their findings were pretty much the same. Lack of awarenessStuart Webb [00:26:58]:Mhmm.Karen Rands [00:26:59]:Lack of tools and lack of of education. Right? So I solve that's my trifecta. I'm solving that. But I also think that there, we have a deep rooted sort of like very deep roots in our American psyche that says to be financially successful, to be financially independent, you need to be a successful entrepreneur. And the reality is that not everybody's cut out to be a successful entrepreneur. You know, if you're doing a market participant, may you're opening up another restaurant, you're opening up another thing that other people do, then you've got a whole different set of challenges and competition to deal with. If you're being a market maker where you're saw you're creating a solution that nobody's done before, it's a one off or wedging into an existing marketplace, You know, that's a whole other set of things. Right? And both of them take you know, one of the things when I first started teaching about entrepreneurs, I say, if you can't figure out how you're gonna make double the amount of money you make in your day job right now in the next two years, don't even get started.Stuart Webb [00:28:03]:Yeah. Yeah. It's a start. Yeah.Karen Rands [00:28:04]:Because you got you know, you you keep your job. And now I say, so it is a misnomer to say the best way to create to be create financial independence to be an entrepreneur. Because the reality is for ninety years when it was illegal for everybody else to be involved in in for entrepreneurs to raise money from somebody they didn't already know, that wasn't already a millionaire before the jobs act. And for people that weren't already millionaires to invest in those companies. Okay. During that period of time, we, the, we created this, this myth that it's super, risky. It's not super risky if you know how to do it because millionaires could they don't choose to just throw their money away. Oh, wait a sec.Karen Rands [00:28:51]:I got an extra million bucks. Let me just throw it into some companies so I can lose it. No. They're putting a million dollars into those companies because they expect to get $10.15, $2,030,000,000 back. And the you know? And so you don't have to be the successful entrepreneur that sacrifices everything, your family, your your you know, seeing your kids' football game, your benefits from your job, you can take that extra money that you have, liquidity, the $50 you were gonna invest in the real estate that you got shut out of, or the $50 you were gonna use in your savings to start putting, you know, into starting a business and put that into 50 companies. Put it put 5,000 into 10 companies. Whatever. You know what I mean? There's so many ways that you can share in the success of those entrepreneurs that are solving a problem that you love, that have the gumption, the real desire to work those eighty, ninety hours a week that they have to work, and you they need your money to be successful.Karen Rands [00:29:55]:So it's a win win. When When you figure out how to do that, not only do you get to invest in entrepreneurs that you believe in that are doing something that you're also passionate about, but you share in their success without all the risk of being that entrepreneur.Stuart Webb [00:30:09]:Karen, that is absolutely the right way to end this because you've talked about some things which I'm really passionate about myself, and that is do not start going down the path of starting your own business unless you love what you're doing. Find find ways of supporting those people who do love what they're doing and work with them because so many I find so many business owners who aren't ready to do that. And they do what I call the path of least assistance. They don't look for the assistance they need. They battle out on their own, and they get tired, and it becomes difficult. And I just want to help get out of that problem. But that's another podcast which we will not start now because that's gone for another two and a half hours. So let me just finish by saying, Karen, thank you so much for spending a few minutes with us.Stuart Webb [00:30:57]:Really appreciate it. Love the energy. Love what you've done. I'm just gonna ask everybody who's who's watching at the moment, please go to this link, which is systemize, systemise.me/subscribe. Please put your name, email address into that. It's a very simple just to form your first name, your your email. What I do is I send out an email once a week with who's coming onto the show so that you can hear the true gems that these people bring onto the show and really educate you on the way in which you could, one, get the sort of capital or whatever it is you need into your business to grow it, and two, how you can be more successful in your life. So Karen, thank you so much for spending a few minutes with us.Stuart Webb [00:31:41]:Really appreciate you spending a few minutes with us today. I just hope everybody goes to the, to the vault and gets that free stuff that you've been asked me about because they need to hear this great stuff from you. And I really, really want them to hear more from you. So thank you so much for spending some time with us.Karen Rands [00:31:56]:Yeah. Absolutely. I look forward to continue our conversation when I'm recording you and asking you the questions.Stuart Webb [00:32:02]:I'm looking forward to it as well. Thank you, Karen, and speak to you again soon.Karen Rands [00:32:07]:Alright. Thanks, Stewart. Bye bye. Get full access to It's Not Rocket Science! at thecompleteapproach.substack.com/subscribe

What does it take to build a new tech category before the market is ready?In this episode of SaaS Fuel, host Jeff Mains dives deep with Danny Tomsett, founder and CEO of UneeQ, the global leader in emotionally intelligent AI-powered digital humans. From early breakthroughs to hard pivots, Danny shares how his team navigated the rollercoaster of creating frontier tech, scaling sustainably, and keeping vision and culture alive through it all.You'll hear the behind-the-scenes story of Nadia, a digital human project with IBM and the Australian Government, the challenge of market timing, and the power of narrowing focus for growth. If you're building ahead of the curve, this is your playbook.Key Takeaways00:00 – The evolution of UneeQ's business model02:01 – Building a new tech category with AI-powered digital humans06:27 – From digital games to emotionally intelligent avatars10:39 – How digital humans transform customer experience12:54 – Realism vs. relatability in AI avatars16:07 – Building trust with humanized tech16:31 – The hardest part of creating a new category21:49 – Biggest lessons learned on the journey23:46 – Keeping teams aligned through rapid innovation27:04 – SaaS founders: Scale faster with Champion Leadership28:14 – AI's real impact on jobs and customer service31:31 – Emotional intelligence and sales simulations34:28 – Outcome-based training with digital humans35:22 – Growing pains and moments that almost broke the company40:44 – Bootstrapping vs. raising capital in frontier tech45:32 – Advice for building ahead of the market48:00 – Product-market timing and finding the real problem53:40 – What's next in AI-human interaction?Tweetable Quotes“We weren't just ahead of the curve—we were ahead of the market. That hurts.” — Danny Tomsett“Emotionally intelligent digital humans aren't the future. They're already here—and they work.” — Danny Tomsett“If the market doesn't get it yet, your job isn't just to build—it's to educate.” — Jeff Mains“Culture is your most scalable codebase.” — Danny Tomsett“The problem you're solving might not be the one they care about yet.” — Danny Tomsett“Digital humans flip training from time-based to outcome-based. That's real impact.” — Jeff MainsSaaS Leadership LessonsBuild for what's real, not just what's cool. Danny shares how hype distracted from traction and how focus created results.You can't time the market perfectly—but you can pivot. The original platform model gave way to niche training simulations with real adoption.Culture and systems scale better than code. When the team nearly burned out, Danny rebuilt the business on clarity and operational alignment.Emotion matters in tech. Especially in sales training and customer experience—digital humans that feel human drive engagement.Don't fall in love with the wrong problem. Sam Altman's advice: go deeper to find the root need your product must solve.Being early is painful—but survivable. Category creation requires stamina, education, and constant storytelling to shape the market.Guest ResourcesEmail - dannyt@uneeq.comWebsite - http://www.uneeq.com/Episode SponsorSmall Fish, Big Pond –

In this episode of the RE Social Podcast, hosts Andrew McCormick and Vince Rodriguez sit down with Joel Miller, a veteran investor and author of Build Real Estate Wealth, to talk about the systems and strategies he's used since 1978 to succeed in the rental property game. Joel dives into everything from entity formation and tenant management to tax-saving tips and market timing, all while sharing how he balanced investing with a 35-year career as a mobile DJ. He also opens up about his biggest investing mistakes, his pivot into hard money lending, and what every investor needs to know about long-term success. Whether you're a beginner or looking to scale, this episode delivers real-world advice you can use today. Tune in to this episode now!Key Takeaways00:00:00 Welcome to the RE Social Podcast00:01:04 Joel Miller's Book on Real Estate Wealth00:04:08 His Journey From DJ to Real Estate Investor00:08:08 Insights on Real Estate Investing00:24:32 Networking and Hard Money Lending00:33:47 Big Part of Success in Networking00:47:28 Economic Cycles and Market Conditions00:53:29 Dealing with Unprofitable Projects00:54:38 Understanding Lease Options00:57:55 Rent to Own Explained00:59:37 Biggest Blunders in Real Estate01:02:17 Lessons from Commercial Property Investment01:06:42 The Importance of Time in Real Estate01:18:52 Navigating Market Downturns01:23:09 Advice for Real Estate AgentsQuotes“I always caution people against ‘yeah, but' houses. It's a term that I came up with. You could throw all kinds of money at it from a cosmetic standpoint and make it really pretty, but when you're done, there's still something about that house or that property that you can't change.” (00:39:52)“If I had a choice of losing all my money or losing all my relationships, I would lose all my money in a heartbeat because my relationships will help me get my money back.” (01:17:24)“Don't make a withdrawal from a good relationship just to make a deposit in your bank account.” (01:17:44)Resources and LinksBuild Real Estate Wealth by Joel Miller https://www.joelmillerbooks.com/Connect with Joelhttps://www.instagram.com/joelmillerbooks/https://www.facebook.com/JoelMillerBookshttps://www.linkedin.com/in/joel-miller-42981811/Learn more about AnVi Invest

In this episode of SaaS Fuel, Jeff Mains is joined by Warner Moore, founder of Gamma Force and cybersecurity strategist, to dive deep into why early-stage SaaS companies often overbuild security, waste money on compliance, and miss real threats. Warner reveals how to make cybersecurity a strategic advantage—without killing innovation.From delaying HIPAA compliance for smarter growth to leveraging cloud infrastructure securely by default, Warner shares practical frameworks SaaS founders can use to balance risk, market demand, and growth. If you're building a health tech or B2B SaaS company and wondering when and how to invest in cybersecurity.Key Takeaways00:00 – Strategic security starts with executive mindset01:32 – Why security is a business strategy, not just IT03:06 – Risk management vs checkbox compliance06:34 – Mistakes SaaS founders make with security09:53 – Understanding real risk (Asset + Vulnerability + Threat)11:16 – Leveraging cloud providers securely12:12 – Security as a market differentiator14:12 – Delaying HIPAA compliance with intentional design17:11 – When to invest in security maturity20:06 – Security budgeting for startups23:24 – Signs you need a fractional CSO26:57 – Health tech vs general SaaS: when security is mandatory29:22 – Onboarding & deepfake defense tactics32:27 – Process-based security (not just tech)34:22 – Is 2FA enough? Low-cost, high-value protection36:04 – Aligning security with company mission38:27 – Upcoming security shifts (quantum, AI, deepfakes)40:07 – Financial controls > fancy tools41:00 – Access control as a universal security need43:24 – Shadow IT and how to reduce SaaS sprawlTweetable Quotes"If you don't ask the hard questions early, you'll overbuild and overspend on security that doesn't move the business forward." – Warner Moore"Security isn't just a department. It's a culture and a competitive advantage hiding in plain sight." – Jeff Mains"Real risk requires three things: an asset, a vulnerability, and a threat. Miss one and it's just noise." – Warner Moore"Security done right doesn't slow you down—it speeds you up with confidence and alignment." – Warner Moore"The most secure companies don't just install tools—they build resilient business processes." – Warner Moore"Before you throw money at compliance, ask: does this really serve our market or just create overhead?" – Warner MooreSaaS Leadership LessonsDon't Overbuild Early – Avoid unnecessary compliance if you're not yet handling sensitive data. Be intentional.Security Is Strategy – It's not an IT checklist. It's a leadership-level decision and business differentiator.Risk = Asset + Vulnerability + Threat – If one is missing, it's not a real risk. Focus on what matters.Delay Expensive Compliance Smartly – You can structure your tech and market approach to delay heavy regulatory burdens.Train Your Team for Real Threats – Deepfakes, phishing, and social engineering are rising threats; education is critical.Use the Basics Well – MFA, encryption, access control—low-cost, high-value steps most companies still ignore.Guest ResourcesEmail - warner@gammaforce.ioWebsite - https://gammaforce.io/Linkedin -

SummaryIn this candid and compelling conversation, Australian pop artist TIN returns to In The Key of Q to discuss his musical journey since his previous appearance. From opening for Bright Light Bright Light to releasing deeply personal tracks that resonate with fans in unexpected ways, TIN offers a raw look at navigating the gay music scene as a person of colour. With characteristic wit and refreshing honesty, he unpacks the complexities of privilege, racism within queer spaces, and how his experiences have shaped his creative expression. Perfect for listeners seeking authentic LGBTQ+ perspectives on music, identity, and the sometimes absurd realities of gay nightlife.Key Takeaways00:00:50 - TIN reveals how he came to open for Bright Light Bright Light through connections with EQ Music00:02:11 - His EP "Sex, Cologne and Cigarets" performed well, with "Weasel" becoming an unexpected fan favourite00:06:14 - TIN shares the deeply personal story behind his vulnerable track "Dear Matthew," which explores racial privilege in the gay community00:10:30 - An important discussion about the additional obstacles faced by people of colour in queer spaces00:14:25 - TIN reflects on internalised racism and its impact on self-worth and relationship expectations00:17:02 - The origin story of TIN's new single "Trust Your Touch," originally written about a fantasy involving Troye Sivan and Olly Alexander00:19:57 - Behind-the-scenes challenges of filming the "Trust Your Touch" music video, including shooting cruising scenes in freezing Burgess Park00:23:33 - TIN discusses his evolution from primarily a performer to developing his skills as a recording artist00:25:02 - How entering the circuit party scene unexpectedly forced TIN to confront deep insecurities about race and body image00:31:35 - Upcoming releases including a Pride single called "Kid Pig" and remixes celebrating the one-year anniversary of "Dear Matthew"Guest BioTIN is an Australian queer pop artist currently based in the UK. Known for his energetic performances, candid lyrics, and exploration of LGBTQ+ themes, TIN combines catchy pop melodies with raw personal narratives. Find his music and social media at TIN Official Music.ResourcesSex, Cologne and Cigarets EP - TIN's EP featuring the fan-favourite track "Weasel"Dear Matthew - TIN's personal song about racial privilege in the gay communityTrust Your Touch Music Video - TIN's latest release featuring Lost Child and JanisHouse of Air by Brendan Maclean - The NSFW music video about hanky codes mentioned in the podcastBright Light Bright Light - Artist TIN opened for on tourEQ Music - The collective that booked TIN for showsCall-to-ActionFind the podcast on Apple,

Why do deals stall even when your pipeline looks strong?In this episode of SaaS Fuel, Jeff Mains sits down with Mike Lander—former procurement director, dealmaker of over $500M in contracts, and now a sought-after negotiation strategist. Together, they unpack why focusing on buyer risk is the secret to closing more SaaS deals with less friction.You'll learn:How to build trust by focusing on the buyer's world—not your pitch.Why most sales fail due to qualification, not presentation.How to work fewer opportunities but close more deals.When to walk away from RFPs—and why that's a win.Key Takeaways00:00 – Why focusing on you kills trust with buyers 00:27 – Welcome to SaaS Fuel with Jeff Mains 01:15 – Your pipeline isn't broken—your qualification might be 02:00 – The new sales equation: trust, credibility, risk reduction 03:27 – Guest intro: Mike Lander and $500M in deal experience 06:13 – Where discounting goes wrong 10:56 – Why buyers choose safe over best 14:03 – Risk perception and the value equation 16:18 – Myths salespeople believe about procurement 18:04 – “Procurement is where deals go to die” – and why that's false 30:23 – Mike's framework for working fewer, better deals 35:32 – The hidden dangers of RFPs 46:00 – Can AI replace salespeople? Where humans still matter 51:13 – Will AI negotiate against AI? 52:06 – Where to learn more about Mike 53:01 – What's coming next on SaaS Fuel Tweetable Quotes“The more you focus on your deal, the less the buyer trusts you.” – Mike Lander“Want to close more? Qualify better. The pipeline's not broken—your filters are.” – Jeff Mains“Risk trumps ROI in the buyer's mind. Reduce risk, increase value.” – Mike Lander“Buyers don't want persuasion. They want sleep.” – Jeff Mains“Procurement isn't the end of a deal—it's the beginning of alignment.” – Mike Lander“If AI handles the process, humans better handle the purpose.” – Jeff MainsSaaS Leadership LessonsTrust isn't built on your product—it's built on understanding the buyer's risk.Qualification problems—not sales problems—are why most deals stall.The best sellers help buyers sleep at night, not just buy faster.Procurement isn't the enemy—it's your hidden advantage if you understand their framework.Saying “no” to bad-fit RFPs leads to higher win rates.Even with AI in sales, human insight into motivation and value remains irreplaceable.Guest ResourcesEmail - mike@piscari.comWebsite - https://piscari.com/LinkedIn - https://www.linkedin.com/in/mikelander/Episode SponsorSmall Fish, Big Pond – https://smallfishbigpond.com/ Use the promo code ‘SaaSFuel'Champion Leadership Group – https://championleadership.com/SaaS Fuel ResourcesWebsite -

Who is Anne?Anne Bland is an insightful and compassionate advisor dedicated to helping individuals who haven't fully received the support they need. With a keen understanding of the challenges people face, Anne empowers them to recognize their own struggles and the steps they've already taken to address them. She guides her clients to see when it's the right moment to seek further assistance, offering innovative solutions and encouraging them to take notice and make meaningful changes. Anne's unique approach ensures that people feel understood and equipped to tackle their problems more effectively.Key Takeaways00:00 Compartmentalization and Self-Care Importance07:47 Inner Wellness and Happiness Connection10:50 Balancing Personal Space in Relationships14:35 Developing Stress Management Tool Library15:49 Smiling as Stress Relief21:55 Mindfulness Techniques for Anxiety24:45 Creating Meaningful, Purpose-Filled Lives27:30 Access Free Resources Online_________________________________________________________________________________________________Subscribe to our newsletter and get details of when we are doing these interviews live at https://TCA.fyi/newsletterFind out more about being a guest at : link.thecompleteapproach.co.uk/beaguestSubscribe to the podcast at https://link.thecompleteapproach.co.uk/podcastHelp us get this podcast in front of as many people as possible. Leave a nice five-star review at apple podcasts : https://link.thecompleteapproach.co.uk/apple-podcasts and on YouTube : https://link.thecompleteapproach.co.uk/Itsnotrocketscienceatyt!Here's how you can bring your business to THE next level:If you are a business owner currently turning over £/$10K - £/$50K per month and want to grow to £/$100K - £/$500k per month download my free resource on everything you need to grow your business on a single page :It's a detailed breakdown of how you can grow your business to 7-figures in a smart and sustainable way————————————————————————————————————————————-TranscriptNote, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)SUMMARY KEYWORDSselfishly happy, business people, work-life balance, compartmentalization, burnout, leader, self care, happiness, stress management, communication, personal development, mental health, professional growth, emotional well-being, self-awareness, mindfulness, nervous system, energy, relaxation techniques, positive psychology, neuroscience, self-mastery, transformation, leadership, organizational culture, parasympathetic nervous system, breathwork, inner smile, meaningful life, stress response, relationship managementSPEAKERSAnne Bland, Stuart WebbAnne Bland [00:00:31]:Hi, and welcome back to It's Not Rocket Science 5 questions over coffee. I'm delighted this afternoon to be joined by Anne Bland. Anne is a coach and mentor with a range of experience, but mostly, she's gonna be talking this afternoon about how selfishly happy you, which I think is gonna be a really fast paced topic. It's how do business people become selfishly happy. So, Anne, welcome to It's Not Rocket Times, 5 questions over coffee. Looking forward to talking with you enormously today.Stuart Webb [00:01:02]:Thank you so much, Stuart, for having me. I'm really looking forward to this conversation.Anne Bland [00:01:07]:So can we just start by sort of, helping to define or, people to understand the sort of person that you're looking to help?Stuart Webb [00:01:18]:Right. My clients often are professionals who are leaders in their fields, either as entrepreneurs or working in an organization who kind of balance try to balance the work and life and not quite succeeding in that. So maybe there is a there is a there is, you know, one of them is well, managed, but the other one is not. So it's like kind of that compartmentalization that we all kind of, resort to as, as a go to method when we try to struggle too many things. It's easier to put things in a box, if you see what I mean. Mhmm. And not realize that they're interlinked.Anne Bland [00:01:58]:I did. And they are interlinked as well, aren't they? There's no doubt about it. Even though we want to all pretend that somehow we are, superheroes, we are human beings at the end of the day.Stuart Webb [00:02:09]:Yeah. And we are really not super, beings, I think. What's the the question? We're we're we're supposed to be human beings, not human doings and definitely not super doers. So I I definitely have a lot in my CV as you said. And I think that's the, that's the culprit why I've burned out myself few times in my life. And it's not really something that I take pride in, cause you, everybody's about to in, in modern stressful life to burn out or get exhausted once in their lifetime, but not three times. I mean, you know, you start thinking, what's gone wrong there? So I think I've learned my lesson and really got my teeth in over the last 5, 6 years to understand what makes us happy, joyful, pleasure filled human beings.Anne Bland [00:03:03]:So we'll come onto that, I think in a minute, Anne, because I think there's some really good stuff you've got to say. But let's start by talking about sort of things that people have done Mhmm. Who are perhaps not quite getting the help they need that you can provide. What is it that they've done themselves to try and resolve some of these issues? How would they recognize themselves and go, oh, wait. They're talking about me. Perhaps this is this is the time when they should really start to take notice.Stuart Webb [00:03:34]:I think it is that compartmentalization I said earlier, you know, where you want to kind of put things in particular boxes and, okay, I I leave that there. You know, my marriage is not very good or my work life, I'm struggling in in particular relationships. And I try to kind of just avoid that. The other thing is, because there is some other aspects in life that are bringing fulfilment and joy and, and a sense of achievement. The, the other thing I see is that people just tend to plough through stress. So there is this kind of magical thinking that if I just get into the Christmas or if I can just get into the, before the summer holiday starts, if I can get through this week and then it's the weekend and I can catch up and relax or I can, I, but, but it doesn't happen that way, unfortunately? And then the other thing is that I see a lot is that people don't think, especially in men, that self care is something that one ought to be, investing in. And if, if, if they ask their, family, they say, yeah, why don't you just look after yourself a little bit, demon? There is that kind of, opportunity to actually learn what makes each one of us more calm, happier, more pleasure filled, and peaceful, and also joyful to be around with. And I think it's that kind of understanding that self care is not just for women or self care is something that actually needs to be one of those pillars that we invest in and get tremendous return on investment.Stuart Webb [00:05:15]:I'd say, regardless who you are, regardless of your status, regardless of your, agenda.Anne Bland [00:05:23]:So let's talk about some of those things that you you do to help people understand that self care, that, that ability to, as you put it in your your bar lines, to be selfishly happy. And it's got a bad reputation, hasn't it? But actually, you know, a bit like when you're here when you're on a flight, it tells you to put the oxygen mask on yourself first before helping anybody else because how can you possibly help somebody else if you've fallen unconscious or, and you are unable to sort of do anything. So let's talk a little bit about what does it mean to be selfishly happy. Let's talk a little bit about that. And then perhaps you could sort of I know you've got some some some things, some valuable advice, some valuable free things that you'd like to sort of bring to the audience. So perhaps you could describe those, and and talk a little bit about that.Stuart Webb [00:06:13]:Yes. So putting that oxygen mask on yourself first before helping others is, is is something that I talk a lot about because I feel that, again, it's embedded in my own experience. I'm very passionate person. I want to change the world. I want peace and happiness all around. And then I realized that, you know, when you work in that kind of social impact or environmental impact, scene, you tend to burn out very quickly because you can't control the external externalities. And the only thing I can change is how I react, how I feel and how, what kind of energy I bring into any table, any situation, any relationship, any work. And, and I think that's the, that's the key is really kind of going in.Stuart Webb [00:07:03]:And that's why I call it selfishly happy because it is putting that oxygen mask on yourself first. And also if you become selfless, like we're all told, especially women that, oh, you just need to serve others. You need to be helpful. And, you know, you know, don't put yourself, you know, it's, it's bad. It's egoistic. And I'm not talking about ecocentricity. I'm talking about, becoming more of you becoming self full in a way because selfless can, can become quite toxic eventually. You know, it can become a person can become bitter or, or, or, or a doormat or people pleaser or, or, you know, that there is, there is a balance to be had.Stuart Webb [00:07:47]:And I believe if we are in good health, if we are in good energy, we are happy, we have so much more to give out to others and to the world at large. So there is this kind of understanding that it starts from within and more we can regulate our own nervous system, just talking about sort of neuroscience spiel it's, speak it's, it's, it's more important to actually regulate your own nervous system so that you don't come across as aggressive or, or you don't come across as, as somebody who is just, there for themselves or, or, you know, just avoiding situations that actually benefit from having frank discussions, for instance. So it is, it is that kind of play with words if you like. And I do know that lots of people are, well, you can't say selfish. And I said, well, let's just, you know, really understand what's behind it as opposed to, you know, getting to the, preconceived idea. So it is kind of deliberate to stop people to think and kind of what do I actually mean by that? What is it to become happy truly? It is to know what you need. It is know how to get what you need, and it is understanding what your fears and anxieties are and taking care of those.Anne Bland [00:09:08]:So we've got a question from Mark. And perhaps this leads into some of what you're gonna talk about in terms of the valuable free advice you've got for our audience. But but Mark asked, in your opinion, what does self care look like for a man? And I suspect it probably isn't just going to the the nail spa and getting your nails done. Although, you know, let's face it. It could be that. But I mean, what is it that you would say men, in particular, should be looking for in terms of what they need to do to care for themselves to make them, efficient and effective human beings?Stuart Webb [00:09:45]:Thank you, Mark. That's a that's a very good question, and I really appreciate, you, raising your hand and asking that question. It looks very different to different people, of course, regardless what gender you are, but there is a lot of energy that men have that, that I think for instance, exercise is something that often men don't do because it is something that, you know, that there is there, there are responsibilities at home, there's responsibilities at work. So it is very easy to stop that. And maybe then just sit down when you're exhausted and open the telly, open a can of beer And, and nothing, no judgment there, but it is, it, it could be something that, what is it that, and I think whoever you are is to really ask that question to do that pausing and kind of do the list. What is it that really makes me feel good? You know, it's for somebody it is, you know, have a good, male friend who loves art. You know, he just goes to the art classes on every Saturday morning. You know, he just goes off and does art.Stuart Webb [00:10:50]:You know, whether it's, painting flowers or painting nudes, I don't know, but it is, you know, amazing that you can just kind of realise that, okay, what makes me happy? What is the time when I can, you know, play chess with somebody on the other side of the world or, or do a game of some sort? You know, it is, it is that, but also it is the need to, to spend time on your own. And I think one of the biggest things I've noticed with relationships is that often, especially if one of the, one of them in the relationship is, is a home maker. They often feel very, isolated or they, they just yearn for having an adult conversation. And the other one comes from work and just yearns for solitude and yearns for having, oh, I just, let me just get my coat off. And, you know, let me just, you know, have 5 minutes to actually state those boundaries and saying, look, can I just have my 10 minutes? And I'll just go to the bedroom, get changed, and I just lie down for a while. I just need to empty my head and land into the home life. And I think this is very important that people learn to communicate what they need so that they don't become begrudged and and oppressed and suppressed just because we tend to please people that we love.Anne Bland [00:12:16]:Just a small insight from my own life, which I think sort of illustrates the difficulties with this week. Then in my household, there were 2 busy very busy professionals both, you know, pushing hard at their career and a child. And it was a rule that the one that picked up the child from nursery or school got home, did childcare, and the other one would spend 10 minutes on the drive before they came in. Because the minute they walked through the door, responsibility passed to the other one because they haven't had their downtime. And so therefore, there was this sort of an it was, it's unwritten. We had discussed it, but it was the rule that you spend the 10 minutes in the car decompressing because the minute you walk through the door, I haven't had my 10 minutes to decompress. Yeah. And immediately, you've got you've got the responsibility for making sure that nobody's nobody's doing anything silly because I need to just go away for a few seconds.Anne Bland [00:13:07]:And it was quite difficult to balance because sometimes they'd look and go, I I may have had my 10 minutes in the car, but frankly I could do with another 10 minutes in the house. And it's like, I don't care. I'm sorry. I need the time. So we you've gotta learn to communicate these things and balance them, haven't you?Stuart Webb [00:13:24]:Yes. Absolutely. And congratulations for that awareness and that practice because that again is it's not just about yourself, but it is starting from yourself. What do you need? And asking for it, communicating it with a with a kind of nonviolent loving way and making the, making the, the, plan and whether it's outspoken, whether it's a practice, but it is, it is important to actually, have that understanding. And I would always, always, champion talking because we often think that, you know, oh, they understand, but often they don't. So it is good to actually spell it out and, and talk about it. I've got so many ideas that I could share here, but I wantAnne Bland [00:14:08]:to, I want to keep it to, to your time limit. So over to you.Anne Bland [00:14:12]:Oh, we have no, we have no time limit. If you wish to talk for the next hour, we will let you out.Anne Bland [00:14:18]:You don't know what you're leashing here unleashing here.Anne Bland [00:14:22]:Oh, maybe it can. Maybe 45 minutes. So but there is there there's obviously some stuff on your website which which we could go and have a look at. Can can you describe some of the stuff that we'll find there and and and some and how we might access, you know, what what we what we'll access it?Stuart Webb [00:14:35]:Well, my my website is not actually very much geared towards, things yet. It's, it's something I it's under development, but, I really want to create a library of tools that people can start practising because I strongly believe that there is, there is this culture at workplaces where people are demanded to push through that stress. Then the organisations are wondering, well, why the hell do we have such a staff turnover? And we all know how much staff turnover costs for organisations. Well actually not everybody understands the wider impact. You know, you might kind of look at the recruitment costs and, and, you know, teaching somebody to, to land in their new job, but actually it's not just that it's somebody else working 3 to 4 jobs at the same time whilst they are recruiting a new person or somebody is learning. So, so it is also impacts on their health and so on and so on. So it's just lots of ripple effects. So do you have a kind of, library anywhere where we can actually drop in, for instance, I was just teaching today, in another call, in another group, and an old Taoist practice called the inner smile.Stuart Webb [00:15:49]:And this is something I definitely want to put on the website is how a busy person, even during the work day can just take 2 minutes or even just 2 seconds and just practice in a smile. It's one of the most effective ways of getting your nervous system, which is often at work days during work days in, in this kind of, reactionary, you know, stress response of, of fight flight, which is important. Otherwise we don't get anything done. But we are also designed to be more a human being in that rest digest parasympathetic nervous system response where we can sleep without needing to take sleeping pills or your, your normal whisky or whatever. So it is, it is important to, not, not knowing whether you have whisky. So I'm not saying, well, I'm, I'm, you know what I mean? It's very easy to think that in the morning we need coffee in the evening, we need an alcohol, you know, drink to, to, to calm us down. So it is, it is kind of things like breath work. It is meditation.Stuart Webb [00:16:51]:It is about, doing, embodiment practices, just like, you know, sport is, you know, exercises or just, you know, shaking and dancing a little bit, to let that tension go and stretching, you know, just very simple things like this and just learning how to breathe so that you can access that parasympathetic nervous system. So it is interesting how people think of, well, of course I can breathe. Of course I can smile, but how many actually do it? You know, we could when we are in that stress response, even our breathing becomes like kind of, we hold breath a lot. And we just but when you actually get into that parasympathetic nervous system response, what I observe is that people start, oh, there is that sigh and there is, oh, isn't it delicious just to be and just just relax. And you could just do this like a microsecond, and it will be money in the bank, in your energy bank and well-being and and happiness bank. So things like that. It's quite simple things I'd like to offer to people.Anne Bland [00:18:04]:Indeed. And and I know the power of breathing, myself because I've been doing I've been learning better breathing techniques myself, for for other reasons other than standing here doing this. And one of the things that we've been trying to learn how to do is the fact that when you breathe in rather than sort of doing this with your shoulders, which is, you know, how we're able to breathe bring immediately bring the whole music tension is to just breathe deeply from down into the diaphragm down low. And then you don't hold it. You just suspend. You just relax and allow the air to be there rather than thinking about it. And it's quite difficult to sort of turn your mindset to this ability to think, well, I'm just gonna allow the breath to be in me. But it's actually really powerful because it stops you trying to sort of do.Anne Bland [00:18:53]:You learn how to sort of just enjoy the experience of saying, okay. I'm now standing. I'm completely relaxed. I'm not actually holding my my my my tension anymore. Nothing's happened. The air hasn't just suddenly disappeared. It's it's still there, and then you can breathe out later. And it is a mindset thing, isn't it? Learning how to control your feelings, learning how to control of that.Anne Bland [00:19:15]:And and it brings a sense of calm as you do it because otherwise, you're sort of fighting your body.Stuart Webb [00:19:21]:Yeah. And have you ever heard, you know, this expression that any any place, any organization is a reflection of the leader?Anne Bland [00:19:28]:Absolutely. And I'm watching it with an organization now and just Yeah. Aware of just we can talk a little bit about this. There is toxicity, and the suggestion from the management was shut down the office. We'll never we'll never change this culture. And I went, I think the culture starts here. Oh, really? And you can change the culture at the bottom if we just change 1 or 2 things around the management. And yet, there was this sort of, oh, no.Anne Bland [00:19:53]:We just sack everybody. It will solve the problem, which was a very disappointing thing to hear.Stuart Webb [00:19:59]:Yeah. I don't think transformation organizational transformation works quite like that. But just as a as a simple example, just taking your breathing, ex example. And you were saying that how it's so easy to kind of be like this, you know, and just hunch, you know, just, you know, your shoulders are 10 tense and all that. But the studies show that a person, in terms of body language, you know, just the idea that who do you trust is somebody who has a long, distance from ear to their shoulder. So when people were shown pictures,Anne Bland [00:20:38]:I was thinking, oh, I've got, shoulder pad you know, pads in this jacket. So, oh, dear. Should have chosen a different jacket or or blouse.Stuart Webb [00:20:47]:But but but it is it is that kind of when when somebody's like this, you kind of, you know, people were shown pictures. And when they were looking at people who were like this, you know, it's kind of, oh, I don't trust that person. So if there is that kind of energy that somebody is going to launch at you, you know, from the management, you know, like you said, you know, there is that toxicity. It's not going to change by changing the, the people who are below them. It is about, okay, how can we relax this, this, this boss or this, this C suit, in this organisation so that they can learn like you just demonstrated how you're breathing differently and how you can just, you know, and it's it's simple as that because we are animals in so many ways. We have that primitive, you know, ancient brain. And when we see somebody who actually holds themselves with esteem and has that posture of calmness, and I'm you know, we feel that, okay, they are in control. You know, it's not like, you know, you need to kind of because they are reflecting this fight flight, you know, all the time.Stuart Webb [00:21:55]:It's quite fascinating how this all kind of links together. And there are so many tools we can use in organizations where we kind of, okay, just mini, micro, micro pausing, just become aware, and then use habits like breathing, like in a smile, like just being present with your with your physical body through your 5 senses. What can you hear? What can you see? What can you feel? Just doing this, you know, for for, 10 seconds. Just trying to feel the ridges of your fingers with your, if if this people can't see the picture, you know, the video. It's it's just putting 2 fingers like your thumb and your, first finger together. And for 10 seconds, which is about 3 breaths to to just move your fingers and just really focus on on feeling the ridges of your skin in on on on those fingertips. And even that simple 10 second, 3 breath exercise will put you into your body, out of your thinking mind where the anxiety often lives, you know, and just fall into your body and kind of, you know, it doesn't have to be. Even if you're in a meeting in a boardroom and you can just do that when you start feeling anxious.Stuart Webb [00:23:14]:You know, it will help you to calm down and get into that, parasympathetic nervous system. And there's so many other things.Anne Bland [00:23:22]:And was there a particular book, of course? I mean, you have a a a a very, very wide career, but, obviously, this is this is this is this is something that's that's that's come to you. Is there a particular book, of course, that you, read or took that actually started this journey for you?Stuart Webb [00:23:39]:Well, I think 10 years ago when I burned out last time and I I decided to to resign and and divorce and all sorts of things happened, and started, learning everything. You know, it was I was like a sponge. I I realized that I didn't have joy and pleasure in my life. I just been on that kind of autopilot. Oh, you know, just one more day, one more week, one more month, and I'll make it through or, or whatever it is that we tell these quite toxic stories to ourselves. Which is fine because we're just trying to cope. You know, it's okay. I'm not judging here.Stuart Webb [00:24:18]:It's just that we the society hasn't taught us how to look after ourselves. So I can't pinpoint. I'm really sorry. I can't, I know you asked this and I can't just choose 1. You know, I can't choose 1 because I've studied positive psychology and intelligence. I've studied breathwork. I've studied, how pleasure works for our favor. I've studied Taoism.Stuart Webb [00:24:45]:I've studied, so many things, neuroscience, you know, neuroplasticity, all these kinds of, how do we create positive habits so that we can look after each other ourselves and then, you know, each other, because like we said, the energy and the, the nervous system, emits to others is going to impact other people just like in that organizational structure, but also at home. So I've learned tantra as well. I've learned so many different things in terms of philosophies, practices, and, ways in which, you know, I feel that if we have the self awareness that, okay, this is what I need, how am I going to get it? So what are the tools and processes and practices? So having that self mastery. And then eventually, how do we express ourselves in the world, in our relationships in a more balanced, constructive way so that we can actually have that impactful, passionate mission, purpose filled life? Because that's what every human being in the end of the day is looking for is to have a meaningful life.Anne Bland [00:25:56]:So that leads me, I guess, to the last question I have for you this afternoon. I'll let you get along with something. I know you're not you need to get on and do and that Yeah. Is there a question I haven't asked you? Is there something that you're thinking, well, he's missed the point. He's just completely misunderstood what we're trying to do here. Is there a question that I should have asked, which you would like me to have asked? I don't know. And you have to answer it.Stuart Webb [00:26:22]:Well, I don't know. I mean, in terms of the Not really. I think we've discovered quite a lot of things, and, and it's it's as long as piece of string, isn't it? It's like kind of we can talk about this much. And when you said, oh, you have an open mic, I said, you don't want that because I will talk. You know, I will talk for England. I will talk for the world. So, now I think I would I would perhaps invite people to ask questions if there is anybody in the audience that, I don't know if Mark has already letAnne Bland [00:26:58]:Well, we well, I'd say we have Mark who asked. And the only question he's he has made it, the third comment is, it's hard to be there for someone if you're going through stress and you're struggling to deal with it. So my my sympathies, if, if that's your situation. I know how difficult it can be. And, Mark has just given us a compliment. So that's very kind of you, Mark. Thank you very much for for enjoying it. And I hope I I don't think I've done very much to contribute other than ask Anne the right questions, but Anne, you've got a huge amount of knowledge, a huge amount of value that you've added this afternoon.Anne Bland [00:27:30]:I really appreciate how much effort you've put into this, and I thank you very much for coming on and speaking to us. I just one thing. If, Anne is in the process of, of of of of building things, so, you will continue to be able to see, a lot of the free stuff that we have at, for this website where people give away free advice. But if you go to go.systmise.comforward/freehyphen stuff, you'll find a list of all the free things that, people have given away. And if you would like to get an email every week, who just will tell you exactly is coming up so that you can join as Mark did today and spend some time asking questions of people I can. Go to go.systmise.comforward/subscribe. It's a simple form. First name, email address, all we want, just so that you get an email, which basically says, who's coming up this week? And you've got the opportunity to join in the live and ask questions as Anne has been here answering your questions.Stuart Webb [00:28:33]:Anne, thank you so much for spending 20 minutes with us and talking about this. Really appreciate some of the advice. We'll all be touching our fingers in meetings in future, try to learn how to be more relaxed as we are presenting and and talking to the boss. So thank you for those tips, and I really appreciate the time you spent with us.Anne BlandThank you so much for having me. I really enjoyed this discussion. Get full access to It's Not Rocket Science! at thecompleteapproach.substack.com/subscribe

Want to scale smarter, not just faster? In this episode of SaaS Fuel, Jeff Mains sits down with Eran Friendinger, co-founder and CTO of Volantis, to unpack how predictive analytics and AI-powered signal optimization are transforming marketing performance and customer acquisition.We explore:Why cost per lead is misleadingHow to identify high-quality users earlyUsing predictive signals for retention and LTVThe balance between culture and automationHow to build fast-moving, data-led teamsWhether you're a growth-stage SaaS founder or a data-curious marketer, this conversation will reshape how you think about scale, systems, and success in a fast-moving AI world.Key Takeaways00:00 - Why cost per qualified lead matters more than total cost01:17 - Welcome to SaaS Fuel: The treasure map in your data02:17 - Predictive marketing vs reactive metrics03:45 - Meet Eren Friendinger: AI, signal optimization, and smarter leads06:42 - From deep tech to startup growth: Eren's founder journey08:05 - Why traditional dashboards fall short12:13 - Segmenting by value, not just traits14:43 - Predicting lead quality on arrival15:27 - Using AI for churn prevention and LTV18:20 - Personalized targeting for different stages20:17 - Signal optimization: what it is and why it matters23:11 - Training ad networks with better feedback26:00 - Champion Leadership: Scale without the grind27:02 - Misleading metrics: cost per lead vs CAC29:25 - Who this works best for (hint: high-volume SaaS)31:02 - Rethinking attribution with predictive signals34:02 - Volantis startup challenges + AI roadmap decisions39:29 - Lessons from selling a startup in 12 months42:25 - Culture vs features: what matters more45:07 - Hiring adaptable, data-driven teams47:22 - First step for data-driven foundersTweetable Quotes“We're addicted to cost per lead, but the truth is, that metric lies. Focus on qualified leads if you actually care about growth.” – Eran Friendinger“AI isn't replacing marketers. It's making the best ones unstoppable.” – Jeff Mains“Stop asking ‘what happened' and start asking ‘what's about to happen.' That's the predictive mindset.” – Eran Friendinger“You don't need more dashboards. You need better signals.” – Jeff Mains“Give your ad network better feedback, and it will give you better leads. It's that simple.” – Eran FriendingerSaaS Leadership LessonsCost per lead is not the real metric – Focus on cost per qualified lead and lifetime value to optimize for scale, not vanity metrics.Predictive data > historical data – SaaS growth requires real-time insights and forecasting, not just post-mortem reports.AI + signal optimization = sharper targeting – Give better feedback to ad platforms and build feedback loops for stronger performance.Marketing and product should align on data – The best SaaS teams know what high-value users look like and build around them.Great culture is a multiplier – Adaptability, experimentation, and shared vision win even in high-tech environments.Start with one high-leverage data insight – You don't need a perfect model. Just one predictive insight can shift your whole strategy.Guest ResourcesEmail - eran@voyantis.aiWebsite - http://voyantis.ai/Linkedin -

In this episode of the RE Social Podcast, hosts Andrew McCormick and Vince Rodriguez interview Joe Cohen as he shares his inspiring journey from humble beginnings to becoming a thriving real estate investor and entrepreneur. From working in construction and music to flipping high-end properties and leveraging business credit, Joe opens up about the wins, the setbacks, and the mindset that kept him moving forward. He also discusses his involvement in real estate mentoring, upcoming book plans, and the Think and Grow Rich Legacy tour. Joe dives into how to structure deals creatively and use business credit as a powerful tool for growth. His story is a masterclass in grit, strategy, and staying focused on the long game. Tune in now to learn how resilience, strategy, and vision can turn adversity into opportunity!Key Takeaways00:00:00Welcome to the RE Social Podcast00:01:24Joe's Background and Early Life00:05:29His Journey into Real Estate00:08:00Sales Skills and Early Career00:14:59Transition to Corporate Life00:21:58Challenges in the Corporate World00:34:42The Turning Point: Real Estate Epiphany00:35:55COVID-19 and Real Estate Opportunities00:37:30The Cost of Real Estate Mentorship00:45:18Building a Real Estate Business00:48:16Flipping and Wholesaling Strategies00:55:12Navigating Financial Challenges01:05:36Leveraging Networks and Partnerships01:08:06Introduction to Business Credit01:11:05Understanding SBA Loans01:16:13Crypto Scams and Financial Losses01:22:55Writing a Book on Perseverance01:28:02Current Market Challenges01:31:53Exploring Short-Term Rentals01:37:08Connect with JoeResources and LinksThe Inspired Show https://www.youtube.com/@theinspiredshowJSC Real Estate Investments, LLC https://jscrei.com/The Cohen Property Group https://www.thecohenpropertygroup.com/Connect with Joehttps://www.instagram.com/joecoheninspireshttps://web.facebook.com/joecoheninspires/https://www.instagram.com/theinspiredshow/Need Help? BOOK A CALL:https://anviinvest.com/consulting/ Learn more about AnVi Invest

In this episode of SaaS Fuel, host Jeff Mains sits down with Adam Coughlin — Co-Founder, CMO, and Managing Partner at York IE — to explore how SaaS founders can craft powerful messaging, align teams, and build scalable go-to-market strategies that don't rely on buzzwords or bloated org charts.From the power of customer funding and finding your minimum viable audience to avoiding messaging mistakes that kill momentum, Adam shares a blueprint for creating story-driven marketing that actually works. Whether you're an early-stage founder or scaling to Series B and beyond, this episode will change the way you think about go-to-market.Key Takeaways00:00 - Intro: Customer-funded growth and audience-first strategy01:11 - Why company culture is your hidden growth lever02:20 - Messaging isn't enough — storytelling that resonates04:10 - Meet Adam Kaplan from York IE08:44 - Why founders default to jargon (and how to fix it)13:02 - Building a message that drives GTM, sales, and fundraising16:20 - Defining your Minimum Viable Audience20:08 - Bootstrapping and customer funding as strategic growth22:11 - The most common go-to-market mistake24:35 - What to do before you build a sales team28:03 - Adam's book pick: Small Fish Big Pond29:01 - Content that supports both SEO and sales34:04 - The power of message consistency across platforms37:41 - Leveraging founder brand without vanity43:02 - Staying grounded as a founder in chaotic markets45:03 - Why marketing is not just a departmentTweetable Quotes“A confused mind doesn't buy. Messaging must be simple, clear, and consistent.” – Adam Coughlin“Your story isn't just for marketing — it's how you align your team and scale your vision.” – Adam Coughlin“Customer-funded growth gives you optionality later — without giving up control early.” – Jeff Mains“Founders need to stop mimicking competitors and start telling their own story.” – Adam Coughlin“If your LinkedIn, blog, and sales team all sound different — you've already lost.” – Jeff Mains“Marketing isn't a department. It's a strategic engine that drives every other function.” – Adam CoughlinSaaS Leadership LessonsStart with your audience, not your product.A clear understanding of your minimum viable audience is more powerful than shouting into the void.Messaging is a team sport.If every team member tells a different story, you confuse the market — and confused minds don't buy.Ditch the jargon.Founders often invent new language, but if prospects don't understand it, you lose them.Customer funding beats investor pressure.Bootstrap when you can — early traction through real customers unlocks smarter long-term growth.Story drives go-to-market alignment.A consistent story across sales, marketing, and fundraising is your secret weapon in crowded markets.Your founder brand matters — if used right.Done well, it builds trust and community. Done poorly, it becomes a vanity distraction.Guest ResourcesEmail - adam@york.ieWebsite - http://york.ie/Linkedin - https://www.linkedin.com/in/adamcoughlin/Episode SponsorSmall Fish, Big Pond –

In this episode of SaaS Fuel, Jeff Mains sits down with Uddhav Mehra and Harry Masters from The Inflection Group to unpack one of the most common mistakes early-stage SaaS founders make—hiring the wrong people too early. We explore why big-name hires from large enterprises often flop in scrappy startups, the power of hiring gritty operators over shiny resumes, and how to create a strategic, stage-appropriate hiring roadmap. If you're looking to scale without bloating your team or burning your cash, this episode is packed with insights on founder-led sales, hiring for impact, and building elite go-to-market teams that actually work in real-world startup conditions.Key Takeaways00:00 – Don't hire a VP of Sales yet? Here's why01:44 – Founders and enterprise sales: a smarter strategy02:28 – Why rockstar execs fail in startups03:57 – Hire for the stage, not the brand05:10 – Meet Udhav Mehra and Harry Masters08:05 – The “headhunter” problem most founders hate11:00 – The #1 mistake founders make when hiring14:30 – Startup size matters when evaluating candidates18:26 – Mismatched expectations from candidates and founders23:20 – Why asking for a “marketing person” is usually wrong26:41 – Why startup success takes more time than expected27:56 – How Inflection supports technical founders33:14 – Role clarity evolves during interviews35:00 – What's your first GTM hire? It depends...38:03 – Strategic vs. transactional hiring40:29 – Adapting hiring strategy as you scale42:51 – Why startup hires get years of experience in months44:01 – The wrong mindset kills startup momentum45:20 – One small change to hire smarter48:39 – Multi-phase interviews that actually work50:24 – The future of hiring in an AI-driven world54:06 – Final advice for SaaS foundersTweetable Quotes"Hiring a VP of Sales before you have a sales org is like buying a steering wheel with no car." – Uddhav Mehra"The best startup hires aren't polished — they're gritty." – Harry Masters"Just because someone came from Google doesn't mean they can build your GTM motion from scratch." – Jeff Mains"We look for candidates who run toward the fire, not away from it." – Harry Masters"Founders often want the pain. Most execs don't." – Uddhav Mehra"Marketing isn't a person. It's a function made of 10 roles. Know what you actually need." – Jeff MainsSaaS Leadership LessonsDon't hire too senior too soon – Early-stage startups often mistake brand-name experience for startup grit. Hire for stage fit, not prestige.Enterprise sales ≠ enterprise strategy – A better early move: founder-led sales + 1 top enterprise rep who's hungry to win.Start with goals, not job titles – Instead of saying “we need a VP of Sales,” define what outcomes you need and build a strategy around that.Hiring evolves with your growth stage – What works at Series A won't work at Series C. Update your hiring playbook accordingly.Avoid "Frankenstein job descriptions" – Roles like “Marketing Person” often disguise unrealistic expectations across 5–6 different functions.Great hiring is strategy, not speed – A structured, multi-step hiring process reduces misfires and builds long-term alignment.Guest ResourcesEmail - harry@theinflectiongroup.comWebsite - https://www.theinflectiongroup.com/Harry's Linkedin

Are you running a fast-growing SaaS company but feel like your finances are a mystery? In this episode of SaaS Fuel, financial literacy coach Phil McGilvray breaks down the five (sometimes six) essential numbers every founder needs to track monthly to simplify cash flow, reduce stress, and finally build a financially sound business.Phil shares how to set up a clean bank account structure, what most financial advisors miss, and why your business's financial system should function like a cascade—where money flows with intention, not chaos.Key Takeaways00:00 – The 5-6 numbers every entrepreneur must track02:00 – Why most founders fail financially (and don't know it)06:00 – Why financial advisors rarely teach true financial literacy09:00 – The real-world cash flow numbers you must track12:00 – Why P&Ls are misleading and what to use instead15:00 – The simple monthly process to take control of your finances18:00 – How over hiring and scaling too fast kills profit21:00 – The “cascade” method of managing business money25:00 – Upfront vs monthly payments: pros and cons28:00 – Why most SaaS founders overcomplicate their finances32:00 – Building a business that can scale and survive36:00 – Mindset shifts for building a sellable SaaS company44:00 – What every founder should understand about moneyTweetable Quotes“If you don't pay yourself, you're building someone else's dream on your own dime.” — Phil McGilvray“Your P&L says you made a profit, but your bank account tells the truth.” — Phil McGilvray“Treat your business finances like a cascade: overflow comes only when the first pool is full.” — Phil McGilvray“Financial literacy isn't about complexity. It's about consistency and clarity.” — Phil McGilvray“The right bank account structure is worth more than a finance degree.” — Phil McGilvray“SaaS founders don't fail because of bad products. They fail because of bad financial planning.” — Jeff MainsSaaS Leadership LessonsTrack the Right Numbers Monthly – Revenue, expenses, taxes, salary, cost of goods sold, and what's left are the only numbers that matter for clarity.Pay Yourself First – If you're not paying yourself monthly, you don't have a real business—you have an expensive hobby.Your P&L Doesn't Tell the Full Story – Big purchases, taxes, and salaries are often missing from P&L reports, so use bank statements for reality.Set Up a Clean Cascade System – Think of your finances like cascading pools: operating → reserves → growth/investment.Simplicity Wins – You don't need complex tools or endless accounts—just one operating, one reserve, and one tax account will do.Growth Without Guardrails Is Risky – Scaling without building cash reserves makes your business fragile in downturns.Guest ResourcesEmail - phil@grandmasjars.comWebsite - http://philmcgilvray.com/Facebook - https://www.facebook.com/phil.mcgilvray.9Linkedin - https://www.linkedin.com/in/phil-mcgilvray-profit-and-cash-flow-strategist-58734a25/The Cash Flow Fix -

Who is Steve?Steve Feld is a seasoned business consultant known for his keen ability to analyze and understand consumer demographics and psychographics. With a talent for uncovering unexpected market insights, Steve often finds that business assumptions about target markets can be misleading. He has successfully guided clients to reshape their marketing strategies, revealing that the true key to their success lies in the genuine connection they establish with their customers, beyond just their messaging. Steve's own experience in business echoes this lesson, as he discovered that his thriving client base did not align with his original target market, yet his authenticity and expertise kept them coming back.Key Takeaways00:00 Welcome Steve Feld, business coach, for questions.05:54 Free advice and book at www/systemise.me/free-stuff08:43 What's the essential question for your message?11:09 Prioritize crucial tasks early for business success._________________________________________________________________________________________________Subscribe to our newsletter and get details of when we are doing these interviews live at https://TCA.fyi/newsletterFind out more about being a guest at : link.thecompleteapproach.co.uk/beaguestSubscribe to the podcast at https://link.thecompleteapproach.co.uk/podcastHelp us get this podcast in front of as many people as possible. Leave a nice five-star review at apple podcasts : https://link.thecompleteapproach.co.uk/apple-podcasts and on YouTube : https://link.thecompleteapproach.co.uk/Itsnotrocketscienceatyt!Here's how you can bring your business to THE next level:If you are a business owner currently turning over £/$10K - £/$50K per month and want to grow to £/$100K - £/$500k per month download my free resource on everything you need to grow your business on a single page :It's a detailed breakdown of how you can grow your business to 7-figures in a smart and sustainable way————————————————————————————————————————————-TranscriptNote, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)SUMMARY KEYWORDSbusiness coach, small business owners, entrepreneurs, target market, messaging, elevator pitch, customer demographics, marketing strategies, valuable advice, tech startups, networking events, expertise, published author, authoritative figure, marketing piece, business growth, massive results, audience engagement, client engagement, business owners, business plan, business focus, business execution, business career, massive action, business achievements, business clarity, business improvement, business dreams, business goalsSPEAKERSSteve Feld, Stuart WebbStuart Webb [00:00:31]:Hi, and welcome back to It's Not Rocket Science 5 questions over coffee. I have in my hand what is left of, a mug of coffee. It's not quite as full as it was earlier on today, but I wanna welcome Steve Feld. Steve is a business coach, who works with a a range of different organizations, range of different businesses. I think we're gonna get into some interesting conversations about the sort of thing he's trying to do at the moment to help businesses move forward in what we can all describe, I guess, as some interesting times. So, Steve, welcome to It's Not Rocket Science, 5 questions over coffee. I hope you're ready for, an interesting few questions, and I hope you too are well fueled up.Steve Feld [00:01:12]:I am well fueled up. I my blood type is coffee, so I am ready forStuart Webb [00:01:16]:you. Terrific. Steve, let's start with the the sort of, the business owner, the business that you're trying to help. What's the what's the problem that you often see? And I know, we're likely to have a lot of common common common problems, but what are the more common ones that you see, when you start to engage with those businesses?Steve Feld [00:01:37]:Absolutely. Since I work primarily with small business owners, entrepreneurs, the biggest thing I see is they really don't know who their target market is.Stuart Webb [00:01:46]:Mhmm.Steve Feld [00:01:47]:And that starts affecting everything else, and they wonder why no one their messaging isn't working, why their elevator pitch isn't working, why nothing's working. It's because you're trying to be everything to everyone. And reality is you're nothing to everyone because they don't Yeah.Stuart Webb [00:02:06]:It's it's common, isn't it, that so many people desperately don't want to exclude somebody. But the fact of the matter is that by being targeted and very specific, you will attract other people anyway because it sounds as if you know what you're talking about.Steve Feld [00:02:22]:Yeah. It's absolutely it's like putting the red rope up. Right? Get books from get books solid. You put the red rope up, you only let the people you want in. Guess what? People now wanna be in, so they're gonna form a line outside. That's what you want.Stuart Webb [00:02:40]:Yeah. And and so often as well as small business owners, I come across they they very, very rarely actually do their level best to actually screen, and they end up being sort of open to too many people and unable to help the people who really, really need it.Steve Feld [00:02:56]:It's so true. It's the messaging too. It's like, as consumers, we're all the same. If it let's say you don't eat fast food. So if there's a fast food commercial on, you zone it out because you're not their target market, and they know that. So what So, Steve,Stuart Webb [00:03:16]:so so, Steve, what do you find these business owners have done in the past to try and help themselves before they they get somebody like you and to sort of really help them to refine their pitch and refine their their offering so that it becomes targeted at a particular at a particular niche person?Steve Feld [00:03:33]:Absolutely. I mean, the first thing I was telling was, like, well, you have cuss if you have customers now, let's see who they are. Let's look at their demographics, psychographics. And I did that with one of my clients, he thought his market was x y z and when we looked at his clientele it was a b c. He changed his marketing and found out that people still went with him because they liked him. They ignored his message. I mean, it happened in one of my businesses. I'm wondering I was targeting, you know, financial planner CPAs, and then one day I woke up, realized I'm booked to the gills with clients, and not one of them was my target market.Steve Feld [00:04:12]:And so I asked my clients, like, why did you go with me? They go, we just ignored CPA. Everything else in your message really spoke to me. Yeah. So Yeah.Stuart Webb [00:04:22]:I got rid of it. It's surprising, isn't it? And so often, we sort of we look at these things as sort of, you know, that it's gonna it's gonna hurt me, but in actual fact, it absolutely never hurts you, does it?Steve Feld [00:04:33]:No. If your if your message is still in the ballpark, it's okay. You're gonna be alright. But getting it on home plate, you're gonna knock it out of the park all the time. And I I see that with entrepreneurs when I ask them, so what do you do? And they go on and on. Well, we're all the same. We all zone out. But if it's crystal clear, who here's who hires me.Steve Feld [00:04:56]:Here's my market. Here are their problems. Here's how I solve them. Guess what? You have my attention even if I am not your market.Stuart Webb [00:05:04]:Yeah. Absolutely. Steve, I think you've got some really valuable advice that you can give to the audience at the moment that helps focus in on this, and I've got a a link, I believe, that you are you're gonna do, to help us out with. So tell us a little bit about what this valuable free piece of, advice is that you have. Yeah.Steve Feld [00:05:23]:I with my very first book, I've written 9 others since then, but it's 8 simple marketing strategies that you can put in your business right away without spending money. Because since I know my market, it's like they're getting beaten up like you're supposed to buy Google Ads, you're supposed to buy all this. No. Let's hone in on your messaging, get it crystal clear, implement just 1 or 2 of these marketing strategies at a time, and really start seeing some massive results fast.Stuart Webb [00:05:54]:Now that sounds like a valuable free piece of advice, and I'm really glad that you've done that, Steve. So if we go to bizcoachsteve.comforward/100co, so that's, bizcoachsteve.comforward/100k, and that link will be in the show notes. There's a valuable very valuable piece of advice for you, a free book that will help you to put that into your business. So, Steve, what other than you said, there are 9 books in your in your in your repertoire. What was the thing that actually brought you to being a coach with this very simple, specific, really useful message for people?Steve Feld [00:06:30]:Well, I've been there, done it. I mean, unfortunately, I've had highs and lows. I've owned and operated 7 businesses and turned now a 4th my 4th one around. I learned the good things and the bad things in one of the things I learned from being around other business owners is make sure your messaging is spot on. Really know who your target market was. Because I started like everyone else. I actually started writing business plans for tech startups, so it was very, very niche. And I didn't do business plans for anyone else but tech startups.Steve Feld [00:07:09]:And I was swamped. I had a waiting list. So then I started expanding out, and that's when I realized stay in your lane, and everything got better.Stuart Webb [00:07:20]:Mhmm. Okay. Okay. It's back to that simple. You know who you help. You know how you help them, and you know who those people are. You can definitely sort of you where you you you when you start explaining the things that you can do, you definitely find yourself in a position where those other people, see the advice you can give. But by knowing exactly how you help somebody, you can reach out and help them, can't you? I often say to people that are well, small business owners who are very afraid of selling, they'll say to, you know, they say, well, I don't really like selling myself.Stuart Webb [00:07:50]:And I sort of I can often turn around and say, well, stop thinking of it as being somebody that sells anything. Just think of being some somebody who's very helpful. And you just know how you help and why you help them. And people will pay you for the privilege of helping them. And that's all you need to do.Steve Feld [00:08:06]:You're a 100 spec spot on. I always call it sell without selling. Serve first. What can I do for you? And watch the the results versus we've all been to these networking events where someone is hawking I call it hawking your junk because you're you wanna build a connection, but if I can come to you and say, hey, Stewart. Is there something you need? Someone I can connect you with? Some kind of resource I can provide you that's gonna help you in your business? I don't want anything in return. What can I do for you? I think it's more valuable than buy my junk.Stuart Webb [00:08:43]:That's a brilliant that's a really brilliant piece of advice. Steve, I I guess we've I I've asked you I've asked you some some interesting questions. I guess you've thought that I probably asked you the wrong questions. So here's my opportunity to throw over to you. There must be one question that you would like me to ask or one question you would like me to have already asked that that is gonna help people to sort of really understand what your message is here. So what's that one question that you want me to ask? And, obviously, once you've asked it, well, you're gonna have to answer it for us as well. So tell us, what's the question that I needed to have asked?Steve Feld [00:09:19]:One thing I see with entrepreneurs is they when they start a business or even have an existing business, It's what can I do to get myself out there? And out there is marketing their name recognition. And one of the biggest things I see, it depends on the industry too. So if I, can go to networking events, maybe like insurance or something like that, that's the way they build their network. That's how they get out there. But there's other ways too, because you could be the expert in something. We're all experts in something. Use it your expertise. Get on a stage.Steve Feld [00:10:00]:Get on a podcast. Get on a summit. Share your knowledge. Write a book. I kid you not, I used to have a publishing company. I was cofounder of it, and we had a publishing company for entrepreneurs. So we wrote their book, and it was all done in less than 1 week.Stuart Webb [00:10:20]:Wow.Steve Feld [00:10:20]:So now they become a published author, they're an authoritative figure, and they can give this book away as a marketing piece. And we saw these businesses skyrocket just by telling their story.Stuart Webb [00:10:36]:It sounds so simple. It sounds so simple, but it's not that easy to execute, is it?Steve Feld [00:10:42]:Because being, you know, business owners, it's do you have a laundry list of things to do? Yeah. And I'll get to that one day. Well,Stuart Webb [00:10:51]:if youSteve Feld [00:10:51]:have some there's plenty of people like me out there that can help you. All they have to do is sit down with you. I swear to god, in 1 hour, you're gonna see massive results, and you're gonna start taking action right away. Guess what? It's gonna be done before you blink.Stuart Webb [00:11:09]:Yeah. Yeah. Brilliant. I think the the the the most important piece of advice that I was given many, many years ago when I first started with my business career was somebody sat me down and said, remember, if you can achieve the one thing that moves your business forward today before 11 o'clock, the rest of the day is free for you because you've already done the massive action. If you leave it until 4 o'clock in the afternoon, you've wasted the whole day. So get it done. Get the one thing you know you've gotta get done that day, get it done, and everything else is a bonus. If there's one thing I've taken away from it, it is sit down and do that one thing, which actually moves the business forward and get it done.Steve Feld [00:11:52]:I couldn't agree with you more. It's you know, eat that frog. Get that big audacious goal out of the way. Although others will fall into place, and you're gonna love it.Stuart Webb [00:12:04]:Brilliant. Steve, I think this has been a brilliant discussion. I hope everybody takes you up on the offer of getting that book, and I hope that they understand the the focus that you've given them. I'd just like to to point you in the direction of the newsletter we produce, which is, we we send out a newsletter once a week, which basically says who's coming up on the podcast. So you can really tune in on the valuable advice these, these great podcast sets we have. So if you would like to just know exactly who's coming up in the next week, go to this link, which is link dot the complete approach dotco.ukforward/newsletter. That's link dot the complete approach dotco.ukforward/newsletter. That's just the HTTP thing before that, and you will get a newsletter.Stuart Webb [00:12:49]:It just says once a week, basically, who's coming up, who what their specialty is, and just come and join us on LinkedIn and YouTube and the other places that we broadcast this so that you can see exactly the sort of valuable advice people like Steve bring to you, and you can move your business forward by doing that one thing and being really focused. Steve, thank you so much for spending a few minutes with us. Really appreciate you bringing that clarity, that focus, and that message so simply and so directly to what we've been talking about.Steve Feld [00:13:19]:Well, thank you for having me, and I just hope everyone out there find that one thing in your business. Take action on it, and live your dreams. Achieve your dreams and your goals.Stuart Webb [00:13:31]:I love that. Thank you very much indeed, Steve.Steve Feld [00:13:34]:Thank you. Get full access to It's Not Rocket Science! at thecompleteapproach.substack.com/subscribe

In this episode of the RE Social Podcast, hosts Andrew McCormick and Vince Rodriguez welcome Imer Bauta, owner of Empress Builders, who specializes in custom residential homes in Laguna Beach and Malibu. He shares his journey from growing up around Brooklyn multifamily properties to leading high-end residential projects. Imer shares how his father's values of quality and hustle shaped his path, and how he transitioned from large commercial builds to bespoke coastal homes. From building strong client relationships to navigating market trends and ensuring transparency in every phase, Imer offers a behind-the-scenes look at what it really takes to succeed in the luxury construction world. Don't miss this deep dive into real estate, craftsmanship, and entrepreneurial grit. Listen now!Key Takeaways00:00:00Welcome to the RE Social Podcast00:01:20Growing Up in a Real Estate Family00:06:08His Father's Journey and Values00:17:48Starting a Business in Laguna Beach00:25:52First Project Challenges and Successes00:28:49Career Transition and Early Struggles00:36:25Success Stories in Custom Residential00:39:36Challenges in Hiring People00:41:04Strategies on How to Hire Effectively00:47:43Personal Real Estate Investments00:52:40Family and Business Decisions01:07:22Expanding the Business to Malibu01:11:48The Problem with Inflated Meetings01:14:28Discussing Multifamily Market Trends01:16:43Incentives in Construction Projects01:25:39Impact of Tariffs and Lumber Prices01:40:49Connect with ImerResources and LinksEmpress Builders https://www.empressbuilders.com/Connect with Imerhttps://www.linkedin.com/in/imer-bauta/https://www.instagram.com/empressbuilders/https://www.empressbuilders.com/imer-bautaNeed Help? BOOK A CALL:https://anviinvest.com/consulting/ Learn more about AnVi Invest

Have you ever heard a voice inside you whisper, “You're not good enough”? This episode is a gentle and powerful reminder that your inner critic is not who you really are. It explores how that harsh inner voice—the one that tells you you're not ready, smart enough, or worthy—can sound convincing, but it isn't the truth of your being. That voice comes from fear and old patterns, not from your deepest self.Using both yoga philosophy and neuroscience, the episode explains the idea of Asmita (false identity), which is when we mistake our thoughts, labels, or past mistakes for who we are. But underneath the noise is your true self—calm, compassionate, and clear. The path forward isn't to silence the critic completely, but to stop letting it run your life.With reflection prompts, breath practices, and mantras, you'll learn how to shift your focus from fear to inner wisdom. This episode is an invitation to come home to yourself—one small breath at a time.Episode Chapters:00:00:00 Introduction00:02:06 The Inner Critic Speaks00:04:54 The Idea of Asmita00:05:47 Fear and the Brain00:07:00 You Are Not Your Thoughts00:10:55 False Identity vs. Inner Wisdom00:13:18 New Neural Pathways00:16:04 Breath + Mantra Practice00:18:48 Reflective Journaling Prompts00:22:51 Key Takeaways00:25:34 Closing Mantras00:27:50 Final Reflections—-------—-------—-Concepts from Yogic Philosophy:Asmita (false identity)Purusha (pure consciousness)Atman (soul)Referenced Book or Movie:Inside Out (Pixar film about emotions)Reflective Prompts Shared in the Episode:“What roles or thoughts am I mistaking for my true self?”“Where has my inner wisdom already guided me?”“When does my inner critic speak the loudest?”“What evidence do I have that I am growing—even with fear present?”“If I trusted my true self 5% more, what small choice might I make?”Michael Henri's Instagram: https://www.instagram.com/michaelyoga.pt/ Going Pro Yoga's Instagram: https://www.instagram/com/goingproyoga/—-------—-------—-Tags: inner critic, self-worth, yoga philosophy, asmita, self-doubt, identity, imposter syndrome, true self, self-compassion, self-awareness, personal growth, inner wisdom, breathwork, mindset, confidence

Forget "Grow at All Costs" — Here's How to Build a SaaS Company That Lasts | Richard Walker, CEO of Quik!

Is 3D printing the future of housing? In this episode of SaaS Fuel, Jeff Mains sits down with Lance Thrailkill — third-generation CEO of All Metals Fabricating and co-founder of Print3d Technologies. Lance shares how he's merging AI, automation, and 3D printing to disrupt the construction industry and solve the affordable housing crisis. From scaling legacy businesses to building $100K homes faster and cheaper, this is a blueprint for SaaS founders and innovators looking to reshape entire industries.

In this episode of the RE Social Podcast, hosts Andrew McCormick and Vince Rodriguez interview Eric Lawson, a mortgage veteran who pivoted into short-term rentals and outperformed traditional investments. Eric left behind a successful mortgage career to dive into the world of Airbnb with incredible results. He walks us through his journey from multifamily properties to discovering the explosive cash flow potential of vacation rentals, starting with a skeptical first deal and quickly expanding into high-demand areas. Eric shares the systems and mindset shifts that helped him scale, along with actionable tips on financing, getting pre-approved, managing remotely, and maximizing tax advantages through cost segregation. He also provides valuable insight into current market conditions and offers a forecast on where mortgage rates may be heading in the coming years. Tune in now to learn more!Key Takeaways00:00:00Welcome to the RE Social Podcast00:02:45First Airbnb Investment Experience00:09:24The Pandemic and Some Market Insights00:23:57How to Manage Multiple Properties00:33:06Tips on Managing Remote Properties00:34:51How to Facilitate Bidding Wars00:37:46Property Value and Performance00:39:04Financial Strategies and Savings00:40:03Multifamily Investment Insights00:44:23Challenges in Multifamily Investments00:58:04Lessons from the 2008 Financial Crisis01:02:22Reflecting on Property Investments01:04:02Short-Term Rental Regulations01:11:24Economic Insights and Mortgage Rates01:24:04Connect with EricResources and Linkshttps://www.bizprofile.net/ca/walnut-creek/lawson-lending-llcConnect with Erichttps://www.instagram.com/ericlawson73/https://web.facebook.com/eric.lawson.7549/Need Help? BOOK A CALL:https://anviinvest.com/consulting/ Learn more about AnVi Invest