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Jeffrey Epstein's relationships with Michael Wolff, Bill Clinton and Bill Gates differed in purpose and duration, but each demonstrates how Epstein sought access to influential people who could enhance his legitimacy. Wolff developed an unusually close source relationship with Epstein, conducting extensive interviews and exchanging emails with him over several years. Released correspondence suggested that Wolff sometimes moved beyond simply gathering information and offered Epstein advice about media strategy, particularly concerning Donald Trump and questions about Epstein's past. Wolff has defended the contact as an aggressive journalistic effort to extract information from a uniquely knowledgeable source, but the tone of some exchanges raised questions about whether the relationship became too collaborative. Clinton's connection to Epstein was more public and socially advantageous to Epstein. After Clinton left office, he traveled aboard Epstein's aircraft on multiple international trips connected to humanitarian and Clinton Foundation work, accompanied by staff, supporters and, according to Clinton's office, Secret Service personnel. Epstein also cultivated connections within Clinton's political and philanthropic circle, while Clinton has maintained that he knew nothing about Epstein's criminal conduct and ended contact years before Epstein's 2019 arrest.Epstein's relationship with Bill Gates began much later, after Epstein had already pleaded guilty in Florida and become a registered sex offender. Gates met with Epstein repeatedly beginning in 2011, largely during discussions about philanthropy, global health initiatives and the possibility that Epstein could help attract wealthy donors to major charitable projects. Gates later acknowledged that the meetings were a serious error in judgment and said Epstein never delivered the philanthropic funding he claimed he could assemble. More recent congressional testimony and released communications have added another dimension, with Gates saying Epstein learned private information about his extramarital affairs and later made what Gates characterized as veiled threats to expose them. Gates has denied Epstein's more sensational allegations and has not been accused of participating in Epstein's crimes. In all three relationships, Epstein appeared to benefit from proximity itself: Wolff offered access to the media and political intelligence, Clinton supplied enormous prestige and international credibility, and Gates connected Epstein to the highest levels of technology and global philanthropy.to contact me:bobbycapucci@protonmail.comBecome a supporter of this podcast: https://www.spreaker.com/podcast/the-moscow-murders-and-more--5852883/support.

With Constantine Hatzivassiliou—Partner, Certuity Golf taught Constantine Hatzivassiliou how to perform under pressure. Building a nearly $5B multi-family office taught him that the best advisors become the first call when life, not just the markets, gets complicated. In Summary Many advisors spend years mastering investments, but for affluent families, portfolio management is often just the starting point. Jason Diamond welcomes Constantine Hatzivassiliou, Partner at Certuity, to discuss how his journey from aspiring professional golfer to leader of a nearly $5B multi-family office shaped his approach to client service. Their conversation explores why trust is earned long before a crisis, how family office services evolve naturally from client needs, and why the advisor's role increasingly resembles that of a quarterback coordinating every aspect of a family's financial life. The discussion also examines organic growth, referrals, fiduciary advice, private equity's impact on the RIA landscape, and the qualities that allow advisors to become indispensable over decades—not just market cycles. The Storyline Many advisors spend years perfecting investment management. But as clients become more successful, the job changes. The questions become bigger than portfolio construction. A business is being sold. A family dynamic shifts. A tax issue emerges. An estate plan needs updating. Suddenly, the advisor isn't simply managing assets—they're coordinating decisions, relationships, and emotions. For Constantine, that broader role was shaped long before he entered wealth management. As an aspiring professional golfer, he learned lessons about discipline, preparation, and performing under pressure that continue to influence how he serves clients today. Jason and Constantine explore how Certuity grew from approximately $210 million in assets to nearly $5B, not through acquisitions but through referrals and a service model built on becoming indispensable to the families they advise. Constantine explains why he believes the best advisors function more like quarterbacks than portfolio managers, orchestrating the many moving pieces that come with significant wealth. The conversation also examines the evolution of the multi-family office model, the role of fiduciary advice, the impact of private equity on the advisory landscape, and why experience, judgment, and trust remain the qualities clients value most. Ultimately, this episode is about what it takes to become the first call when life – not just the markets – becomes complicated. Topics Covered Lessons from professional golf that translate to wealth management Building Certuity from $210mm to nearly $5B in assets What distinguishes a multi-family office from a traditional RIA Why referrals fuel long-term organic growth Becoming the “first call” for affluent families Fiduciary advice and the evolution of the advisory profession Family office services beyond investment management Private equity and M&A in the RIA space Developing the next generation of advisors Trust, relationships, and lifetime client service > Download a transcript of this episode… Listen and Learn Highlights for Advisors How did professional golf prepare Constantine for advising wealthy families? (3:45) Constantine explains why competing under pressure taught him discipline, emotional control, and process—qualities that now guide every client relationship. How did Certuity grow from $210 million to nearly $5 billion? (8:00) He shares why nearly all of the firm's growth has come organically through client referrals rather than acquisitions or aggressive recruiting. What separates a multi-family office from a traditional advisory firm? (11:45) The conversation explores how expanding into trust, estate, tax, and family office services became a response to client needs—not a business strategy. Why should advisors think of themselves as quarterbacks? (20:00) Constantine recounts a client business sale that fell apart at the closing table and explains why advisors often become the person holding everything together. How does Certuity view private equity and acquisitions? (36:20) Jason and Constantine discuss when outside capital can make sense—and why Certuity has chosen a different path centered on client alignment. Why do wisdom and experience still matter in an AI-driven world? (29:30) Despite advances in technology, Constantine argues that judgment, trust, and perspective remain the qualities affluent families value most. Key Takeaways High-net-worth clients increasingly value coordination, judgment, and perspective over investment selection alone. Family office services often evolve naturally as advisors respond to increasingly complex client needs. Sustainable organic growth is rooted in trust, which explains why referrals account for the overwhelming majority of Certuity's new business. Golf and wealth management share the same disciplines: preparation, emotional control, patience, and executing under pressure. The most valuable advisors become trusted partners during life's defining moments—not simply portfolio managers. Technology continues to reshape wealth management, but experience and wisdom remain difficult to replicate. Building a lasting advisory business requires investing in culture, succession, and the next generation of talent. https://youtu.be/m72Hq6bMTo4 Quotable Moments “The best advisors aren't simply managing portfolios. They're the first person clients call when life gets complicated.” “A bad shot in golf is the equivalent of a bad day in the market. You can't let one dictate everything that comes next.” “More often than not, we're not just financial advisors—we're financial therapists.” “Growth gets the headlines. Trust is what makes it possible.” FAQs What is a multi-family office? A multi-family office delivers integrated services beyond investment management, often coordinating tax, estate planning, philanthropy, business planning, and other complex financial matters for affluent families. Why has Certuity grown primarily through referrals? Constantine attributes the firm's growth to deep client relationships, a collaborative service model, and becoming the trusted advisor clients recommend to others. How does golf relate to wealth management? Golf reinforces discipline, emotional control, preparation, and performing under pressure—all qualities Constantine believes are essential for effective advisors. What is Constantine's perspective on private equity in wealth management? While he understands why many firms pursue private equity, he believes every strategic decision should ultimately be measured against what best serves clients. What qualities distinguish exceptional advisors today? According to Constantine, exceptional advisors become trusted coordinators of a client's financial life—bringing together specialists, solving problems, and providing perspective during life's most important moments. A multi-family office delivers integrated services beyond investment management, often coordinating tax, estate planning, philanthropy, business planning, and other complex financial matters for affluent families. Constantine attributes the firm's growth to deep client relationships, a collaborative service model, and becoming the trusted advisor clients recommend to others. Golf reinforces discipline, emotional control, preparation, and performing under pressure—all qualities Constantine believes are essential for effective advisors. While he understands why many firms pursue private equity, he believes every strategic decision should ultimately be measured against what best serves clients. According to Constantine, exceptional advisors become trusted coordinators of a client's financial life—bringing together specialists, solving problems, and providing perspective during life's most important moments. Related Resources Emotional Intelligence: The “Untouchable” Differentiator in an AI World Intentional Growth: How Top Advisors Build Businesses That Last The 10 Characteristics of the Most Successful Teams Constantine HatzivassiliouPartner  Constantine Hatzivassiliou is a Partner at Certuity, a nationally recognized multi-family office serving affluent families, entrepreneurs, executives, foundations, and endowments. He advises clients on the complex financial, tax, estate, and business planning decisions that accompany significant wealth, helping families coordinate all aspects of their financial lives through a comprehensive family office approach. Drawing on more than two decades of experience, Constantine works closely with successful business owners, corporate executives, and multi-generational families to simplify financial complexity and align investment management, tax planning, estate planning, philanthropy, and family governance strategies. As a Certified Exit Planning Advisor (CEPA®), he frequently assists entrepreneurs in preparing for liquidity events, business transitions, and the long-term stewardship of family wealth. His clients often view him as a trusted advisor and strategic sounding board, helping them navigate important financial decisions with the perspective of both a family office professional and a coach. Prior to joining Certuity, Constantine held advisory and banking positions with The Bank of New York Mellon, Bernstein Global Wealth Management, and Pacific Mercantile Bank. Before entering the financial services industry, he was a Golf Professional and member of the PGA of America, experiences that continue to shape his disciplined, competitive, and relationship-focused approach to advising clients. Outside of his professional responsibilities, Constantine is passionate about mentoring young athletes and strengthening the communities in which he lives and works. He serves as a Board Member of Coerfontaine Football Club (CFC), a premier youth soccer organization focused on developing young athletes and helping them pursue collegiate and professional opportunities while fostering leadership, discipline, and character. He also serves as Chair of the Safety and Security Committee for Parkland, where he works alongside community leadership to enhance resident safety, security, and quality of life. In addition, Constantine is a Founding Board Member of The Boardroom, a private membership organization focused on fostering meaningful relationships among business leaders, entrepreneurs, and professionals through networking, education, and philanthropy. Born in Greece, Constantine spent his childhood in Montreal before relocating to South Florida. He attended the University of Florida before earning a Bachelor of Arts in Economics from Florida Atlantic University, where he graduated with honors. He holds the Certified Exit Planning Advisor (CEPA®) designation. A lifelong student of the game, Constantine remains active in golf and is a member of Muirfield Village Golf Club, founded by his longtime  hero and mentor, Jack Nicklaus, as well as Parkland Golf & Country Club. Constantine resides in Parkland, Florida, with his wife, Stephanie, and their two children, Nicholas and Olivia. NOTE: The views and opinions expressed by the guests on this podcast are their own and do not necessarily reflect the views and opinions of Diamond Consultants. Neither Diamond Consultants nor the guests on this podcast are compensated in any way for their participation. Episode Transcript Lessons from the Links: From Golf Pro to $5B Family Office Partner A conversation with Jason Diamond and Constantine Hatzivassiliou, Partner at Certuity. Jason Diamond: Welcome to the latest episode of our podcast series for financial advisors. Today’s episode is Lessons from the Links: From Golf Pro to $5B Family Office Partner. It’s a conversation with Constantine Hatzivassiliou, partner at Certuity. I’m Jason Diamond and this is the Diamond Podcast for Financial Advisors. Mindy Diamond: At Diamond Consultants, we help elite advisors identify the right environment for their businesses to thrive whether that’s at a wirehouse, boutique or independent firm. With nearly three decades of experience, we’ve guided thousands of advisors and represented more than a quarter of a trillion dollars in assets transitioned and, each year, one in four advisors managing $1 billion or more who change firms are our clients. Our process is education-driven and based on building relationships starting as your strategic partner well before you’re even thinking of a move. To schedule a confidential conversation, call us at (908) 879-1002. Wondering why advisors change firms and where they’re headed? Are transition deals going up or down? Those very questions and more inspired us to create our annual advisor transition report, it’s the award-winning data-driven resource designed for advisors that connects the dots between the motivations around movement and the firm’s appetite for top talent. Arm yourself with the knowledge you need to make smart decisions, download your copy at diamond-consultants.com/transitionreport. Jason Diamond: Golf is a way of exposing who you really are, there are no teammates to blame, no clock to run out and no hiding from a bad decision. Every shot demands discipline, patience and the ability to stay focused when the pressure is highest, my guest today knows that firsthand. Before becoming a partner at Certuity, a multifamily office approaching five billion in assets, Constantine Hatzivassiliou was pursuing a career as a professional golfer. An injury ultimately redirected his path towards wealth management but many of the lessons he learned on the course still shaped the way he serves clients today. Certuity has grown from roughly 210 million in assets to nearly five billion, that’s impressive on its own but the more interesting story is how they’ve done it. The firm has grown largely through referrals built around a multifamily office model and focused on becoming far more than an investment advisor to the families it serves. In Constantine’s view, the best advisors aren’t simply managing portfolios, they’re the first person clients call when a business is being sold, a family issue becomes complicated or a major decision carries consequences well beyond the balance sheet. Constantine and I discuss the lessons golf teaches about handling pressure then we dive into the evolution from the traditional wealth management world to the multifamily office model, why referrals drive nearly all of Certuity’s growth, how he thinks about private equity’s influence on the advisory business and what it takes to become the first call for the wealthy families they serve and perhaps, most importantly, why the same qualities that help someone succeed on a golf course may be surprisingly relevant to building trust over a lifetime. It’s a great conversation so let’s dive in. Constantine, thank you so much for joining, thrilled to have you here. Constantine Hatzivassiliou: Thank you for having me, excited to be here. Jason Diamond: Yeah, absolutely. So, you had an unconventional path to wealth management, you started as a professional golfer, I think that’s a first for us on this show, before ultimately transitioning into this world. Can you tell us a little bit about the journey and what brought you here? Constantine Hatzivassiliou: Yeah, I never thought I’d be here, my parents were certainly shocked that I got here path wise. Growing up, immigrants from Greece, you settle into Florida the traditional way where you either go down the diner route or the gas station route in mechanics which my father was the latter and school and education was never priority, it was always about supporting the family needs. So, next thing you know, sports are a critical part of any good household, that’s how I was raised and I played everything but golf. I grew up on a golf course because my parents believed that a location of a property was critical to long-term financial success. We lived on a golf course, it was in our backyard, we’d stare at it and we’d use it to play football or baseball or anything but actual golf. And my freshman year at the University of Florida, I started dating a girl on the golf team and she got me hooked to the point where, after four years of hitting balls with the women’s and men’s golf team at the University of Florida for six hours a day, we finished school and realized I’m actually pretty good at the game and, while I have a finance and economics background and degree, let’s try and pursue this for a living and I was blessed. I had a sponsor who helped me succeed at golf on a small scale, it was a humbling experience to say the least. I was competing and playing with Sean O’Hair, Ken Duke, guys who made it out on tour for a very long time, we had the same sponsor so we functioned as a team, it was a collegiate team effectively trying to make it out on tour. And, unfortunately, my second year of competing, I blew out my back doing heavy deadlifts which set me aside for 18 months. While I was recovering, my primary sponsor was in financial services and says, “Hey, you have a background in this, it’s killing you not being able to be on the golf course, why don’t you come work for me while you’re rehabbing so that, when you get back to playing golf, it’s easier for you to talk about our business as a sponsor to try and develop business to throw it to the financial services side?” And Jason, the reality is, after 18 months working there, I fell in love with it. I made way more money working in that environment than I ever would’ve made playing golf because, again, I came to the game late. I was decent but I was nowhere near the caliber of players that are succeeding now out on tour. So, I pivoted after having met my wife and decided to settle down into the wealth management space and, what is it now, 26 years later, going strong. So, it’s been a fun transition from golf into wealth management to say the least. Jason Diamond: Probably my favorite background … I watch a lot of golf, I should caveat that, probably my favorite origin story we’ve had, I’ll give you the Wanamaker trophy or whatever you get, first place. Let’s talk about the business now, so Certuity. For our audience who may not be familiar, tell us a little bit about the firm, what types of clients do you serve and any context you can provide on size as well. We’ll talk about how your firm got there but just give us where we are today to start with. Constantine Hatzivassiliou: So, goal by the end of the year is to have $5 billion in AUM, we’re just shy of that now. We currently service 428 families across the country. So, we’re boutiquey and nimble, we’re based in South Florida, we have offices in New York, San Fran and LA. I’m fortunate to be one of four partners at the firm supporting the growth and the direction of the company and it’s a fun endeavor in the sense that, when we first started, I was employee number four 16 years ago and, with 210 million in AUM at the time to grow it to where we are today, to learn all the things that we have over the years, the curve balls that were thrown at us because all of us came from massive institutional wealth management firms. So, we transitioned from the Bernsteins of the world, the BNY Mellons of the world into an RIA in the South Florida market, there was absolutely an entrepreneurial learning curve involved. Jason Diamond: I bet. And on follow-up question, 16 years ago, did you have a book of business, client business and do you still maintain a book of business today? Constantine Hatzivassiliou: I do. The four of us at the firm share in all of the clients, we work together. Being in the Southeast, I’m responsible for, let’s call it, the Southeast demographics of the US which is a large portion of Certuity’s book. I have a partner in Tennessee, I have a partner in LA and San Francisco and we divide and conquer across the country. But, yes, we came over with a small book, we’ve all grown it organically since then. So, we’ve been very effective in how we’ve grown. Jason Diamond: Just from adding new client money? Constantine Hatzivassiliou: Strictly through new clients referred to us by existing clients. Jason Diamond: Wow. I want to talk more about the growth because that’s remarkable. But before I do, can we double click on the service model? So, I would say the most typical we hear, I think more of our guests typically come from the wirehouse world where it’s I have my book, you have your book. What does your service model look like? So, is it truly, if it’s working well from the end client perspective, you should be interchangeable with your partners and it’s a true team approach? Constantine Hatzivassiliou: How we engage our clients, the theory should be I can get hit by a bus tomorrow and outside of the client not being able to speak to me directly, they will not have a hiccup in any way, shape or form. And when we’re dealing with families across multiple generations, the way we’ve built our platform, that continuity is critical in the engagement process for the clients hiring us to help them through all of the challenges that they face. Jason Diamond: What’s your sweet spot in terms of client size? Constantine Hatzivassiliou: Our average client size today has just shy of eight million AUM with us. We have some clients who have $1 million certainly but they’re strategic in that their friends, their family, they could be centers of influence who help send business our way because they value what it is that we do and there’s a strategic partnership because we might need them for their trust and estate services or their accounting work and they have clients who have a need and we’re on the short list of people they refer to. Jason Diamond: That they trust. Yeah, makes sense. So, I’ve seen this in the news and also even on your own internal materials, I’ve seen you described as both a modern multifamily office, you’ll also obviously hear the term RIA as well. Does that distinction matter at all? And maybe my second part of that question would be what is the distinction between that space, whatever you call it, and the more traditional firm world from a client service perspective? You mentioned that all of your partners from that world. Constantine Hatzivassiliou: I started in this industry truly at an institutional level at Bernstein in New York and, for anyone who knows Bernstein, they really do brainwash you on the fiduciary model and the values affiliated with that philosophy has translated through my career at BNY Mellon which has a very similar feel as Bernstein. And then, when we came here, we instilled that same core value principle of fiduciary responsibility for our clients so we are very different than a traditional wirehouse or brokerage house, it is why we’ve grown so successfully. I would never, one, work for an institution that did bide by those standards and, secondarily, I wished Congress and Senate would turn around and actually implement a mandatory fiduciary liability for all financial advisors because, far too often, we see prospective clients or families get taken advantage of because the individual sitting across from them giving them financial advice is not necessarily aligned with their goals and objectives. Jason Diamond: So, I take it you are fee only. Constantine Hatzivassiliou: We are fee only. Jason Diamond: Yeah. I don’t want to lose the thread on the first part of my question. Do you think there is a distinction between a multifamily office and an RIA? I don’t want to lead you here but to me it implies a different level or different caliber of service model that probably includes more of the ancillary trust and estate and CPA type stuff that higher network clients need but curious what your thoughts are. Constantine Hatzivassiliou: Our first seven years at the firm, we were strictly an RIA, we functioned as an advisory service provider to our clients. What attracted me and my partners to Certuity was the nimbleness of the firm. So, for instance, at BNY Mellon, we often deemed a change necessary as moving an aircraft carrier across the world but it was an impossible task to accomplish. But when you’re small and nimble and clients come to you with a need and you’re in the service, ultimately, first and foremost, it made sense for us to start building out family office services for our clients because they had a need and we found it as a way to centralize everything because, far too often, when the communication standards break down between all the individual parts, one, it’s more expensive for the clients and, two, the process isn’t efficient, things get missed. So, we tried, largely due to our growth, to bring everything in house and our clients appreciate that for it. Jason Diamond: So, this is not a chicken and egg situation, this is very much we had large clients, we were attracting large clients and, in order to service them optimally, here’s what we felt we needed to build. Is that fair? Constantine Hatzivassiliou: 100%. Jason Diamond: Let’s shift gears, I need to go deeper on the professional golf thread a little bit. I promise I won’t make the whole interview about your golf background. I’m curious if you feel like that experience or that, I don’t know, upbringing or, I guess, background laid any foundation for the way you engage with clients today or the way you operate as a business leader today. Constantine Hatzivassiliou: So, there’s a couple parts to that. The golf side, certainly, just from an engaging client perspective, 90% of our clients are golfers. Jason Diamond: It’s very true. Constantine Hatzivassiliou: Right. It just helps because of our background and certainly with some of the clients and partners that we have at the firm, golf is a critical thread in what we do. However, when it comes to golf, what I learned playing golf at a high level directly translates to how we manage money for clients and I’ll express it this way. There’s generally two types of golfers, there’s the artist, the Sergios of the world who don’t fundamentally function off of specific points in their swing or a very structured platform, they see something, their mind becomes creative and they execute on it. I was never that way, I am a numbers person, I think everything analytically, I break everything down to the minute, everything is strategized and organized, I was taught to practice that way by Coach Alexander at the University of Florida and that foundational element seemed easy, it worked. If you practice properly, you’ve succeeded. Under pressure, all those hours and hours of repetition translated to success more often than not. In our industry, it’s process-driven, it has to be unemotional. A bad shot in golf is the equivalent of a bad day in the market, you can’t let one bad day in the market influence everything you do for the next year. Same way on the golf course playing in a tournament, you can’t allow one golf shot to affect the rest of the round. We kid with our clients oftentimes that, while we are fundamentally their financial advisor, more often than not, we’re their financial therapist. We have to control their emotions and make sure they’re not making an irrational decision. For instance, a couple days ago we were out with a client the day that Iran shot down one of the US military helicopters and we’re sitting down at lunch and, all of a sudden, his phone starts blowing up because he’s getting all these Google alerts to the market heading in the wrong direction and he had to go do a life insurance test later on that afternoon. So, all week, he had prepped and he was calm and he was relaxed, he was really excited, he’s, “My wife is setting me up with a new insurance policy and I know it’s for her benefit but all my numbers look good, I’m going to ace this and my premiums will be really low because of it,” it was a $25 million policy. And as he’s looking at his phone and he sees the market collapsing in his mind, his blood pressure rose to no end, you could see that his anxiety level went through the roof and, had I not been there with him at the time to hold his hand through that process, his afternoon would’ve been shot. I would’ve got a phone call saying, “What are we doing to prevent 2% loss in my portfolio,” because that’s how he thinks and, in that moment, I was the therapist to talk him off a ledge. It’s so hard for individuals to manage the stress of the markets, that golfer mentality of, okay, just breathe, relax, let’s see what’s going on, let’s make an educated, confirmed decision, let’s circle back with our caddy if we’re on tour and competing and make a unified decision for the long-term success of the goal that we’re trying to achieve. And what we do every day is the same thing with our clients. Jason Diamond: It’s an incredibly thoughtful answer, I expected a version of the latter part of your answer. I appreciate that you added the part about just most clients like golf, enjoy talking about golf, enjoy playing golf and it’s an effective business development tool, there’s no question. Constantine Hatzivassiliou: So, I have two kids, a 12-year-old and an eight-year-old, my son who’s 12 who’s an exceptional soccer player and wants to, aspires to play professionally one day has now fallen in love with golf which I’m ecstatic about. I think golf and tennis, from a business development perspective- Jason Diamond: Yeah, lifelong sports. Constantine Hatzivassiliou: And I look at it now and my mentor when I started in the business was absolutely right. The fact that I could get a CEO of a Fortune 100 company to want to actively spend four hours with me where we could dive into the weeds about their personal life, their financial situation, their business, you could never get that time otherwise. I urge everyone who’s coming out of college or is going into college who wants to aspire to be in any type of sales related role, golf is a great venue to make long-term relationships. Jason Diamond: And importantly, tennis is not as good on the knees long-term or the back long-term. So, you stick to golf, you get a little more longevity out of it. Constantine Hatzivassiliou: It does help, yes. You’re right. Jason Diamond: My thought always goes to people call it the 15th club in golf, just this mental element of the game and to me it’s the clear moment in golf that always comes to mind for me is the 72nd hole. I don’t know if you just watched the US Women’s Open but Nelly Korda standing over a two-foot putt that I really thought she missed, is there an equivalent of that moment? Are you ever able to recreate that pressure in your current role or is that something that you miss? Constantine Hatzivassiliou: Jason, we have those moments weekly, countless stories. Here’s where I love my job. I’ve transitioned from being the guy behind the screen who is just trading accounts, that’s where we all start and you have to have that foundational perspective of what’s involved in trading an account on a daily basis. Not that we ever picked stocks to an extensive level, we were generally managing ETFs, mutual funds and strategies but I’ll give you an example. So, just last week, we had a family and this is where the family office side comes in more so than the financial advisory services come in. We had spent four months in helping a family sell their business, it was a life altering moment, the dad started the business, the dad had been independently successful, net worth of well into eight figures, was happy and content, brought his son into the business, son was brilliant, saw an opportunity within the business and grew the business by 4,000%. Jason Diamond: Literally? Constantine Hatzivassiliou: Yup. All because of this, the son saw a different direction and pivoted the business and grew it out and here he is, getting ready to have their first child and he gets approached by a firm to acquire his business. They’re ecstatic, the number was perfect, I thought it was overvalued, I was telling them that there’s no way they could turn it down because the number was too significant. Had they gone to the market, they would probably never achieve that level of return. And literally, the day of closing, as we’re expecting the wire to come through, the deal gets pulled. So, here you have the father who’s crushed because he was trying to provide something for his son, the son who’s just devastated because he now was preparing for the second stage of his life and you go through at that stage the classic stages of grief, it’s the cycle that goes through it. I was holding their hand through the three-month process up to there, every day, hourly calls, strategizing, building everything out, organizing the accounting team, organizing the attorneys, getting it all to work out. And here I am, father and son, unbelievably stressed, you have the wives in the background who can’t quite comprehend what’s going on, you have employees beneath them who are now confused as to there was a transition getting ready to take place and the only person who can step in under that critical moment to bring everybody back together was me. So, here I am thinking, 20 years ago, I’ll just pick stocks and bonds for individuals but now I’m in the middle of deal flow trying to help a family solve the issues that arise. So, those are hugely critical- Jason Diamond: Yeah, that’s right. Constantine Hatzivassiliou: …moments where, because our clients are our friends and family, we care for them like they’re our own, you become emotionally attached. And the same pressure that I felt when I won my first mini tour event after college, when I had to get up and down from the impossible bunker shot and I hit it to six feet and I made the crucial put to win my first $23,000 check which I thought was unbelievable, they gave you those big old-fashioned- Jason Diamond: The Happy Gilmore checks. Constantine Hatzivassiliou: Exactly, right? It was the greatest day at that time. The stress of being in that bunker trying to hit that shot is the same stress I felt having two phones ringing, one the father, one the son where we have to keep that situation separate. So, you’re diving into unbelievably stressful situations and the best part is, when we get it all solved and literally yesterday we solved the entire dynamic of the business, I get a text from the son saying that this was the most incredible rollercoaster experience he’s ever experienced, that he’s incredibly grateful for all that I did and our team did for him and that, for the rest of his life, we will always be the first person he calls to solve any of his problems. So, for us, that’s the recreation of that stressful moment and then the victory on the back end. Twenty-five years ago, I got the big Happy Gilmore check. Yesterday, I got that text which I’ve printed out and framed and have it in my office as a constant memory of why it is we do what we do. Jason Diamond: And I would bet that’s more impactful than the $23,000. It’s an incredible story and I’ll tell you why, you said it but it’s as far away from stocks and bonds as you could possibly get. But I think, most advisors, a story like that resonates much more. It leads into my next question. You intentionally choose to service a high net worth segment of the market and I would assume that number’s probably creeping up, not down over time in terms of who you service. My thought is that’s a very competitive segment of the market as well. Is this how you differentiate is just you make it about those types of human examples or is there more to it? Constantine Hatzivassiliou: I’m envious of the advisor who could walk into a room of 200 people and they become the central focal point of the room where they can walk up to every single person and fearlessly ask them incredibly personal information, I’m not wired that way. For me, I’m very much the individual that I will find the one person that I have common ground with, I will deepen that relationship and I will add value and, because of the value that I create, I become a critical component of that individual’s success. And that’s how we’ve grown our business holistically at the firm largely buy that extra layer of service. We’re a commodity business. Being in South Florida, the clubs that I belong to, 10 to 15% of the members feel like they’re financial advisors. You could throw a rock anywhere and find a financial advisor so how do I differentiate myself? The only way I can truly differentiate myself and my firm is the level of service we provide, to go that extra step. To where, when we’re calling a client, they know I’m calling them to support their needs not because I’m seeking something for any ulterior motive. Jason Diamond: But you don’t mention financial planning or investment management or asset custody. Is that because I assume just that’s table stakes? Of course we do that but … Okay, yeah. Makes sense. Constantine Hatzivassiliou: That’s the easy part, right? That’s foundationally … And to your earlier point, you were asking the RIA model. One of the biggest challenges that we had down here in South Florida was the RIA model is new. If you were in the northeast, RIAs are very common, out west, incredibly common. Down here in South Florida, I just finished dealing with Bernie Madoff. Jason Diamond: You were fighting the good education fight a little bit. Constantine Hatzivassiliou: At Bernstein, 108 of our clients had assets with Bernie Madoff. Jason Diamond: Yeah. Constantine Hatzivassiliou: So, when you leave, one of our biggest growing curves as an RIA in South Florida was, when you leave the power of BNY Mellon or Bernstein and you’re some random little shop called Certuity, no one knows who you are. So, there was a big part of our education in the business was learning how to educate clients and prospective clients on the value of the RIA model and the fiduciary model in particular. Jason Diamond: Could you give me the 30-second answer to that if somebody says who are you, your prospect? I’ll tell you why I ask. Forget just Bernstein’s and BNYs of the world, a Morgan Stanley advisor or Merrill advisor has the exact same fear. I’m leaving Merrill to go launch Jason Diamond Wealth Management, my client’s going to say, “Well, who is that?” So, give me the quick pitch. Constantine Hatzivassiliou: Your typical broker, let’s say, you’re not really hiring JP Morgan, you’re not really hiring Wells Fargo, you’re not hiring Goldman Sachs, you’re hiring the advisor who works for that institution. Now, yes, that advisor has the Rolodex of data and information available at the firm level but, ultimately, you’re entrusting that individual to make your decisions for you. The broker who leaves the brokerage model to open up their own brick and mortar operation has to then decide are they continuing down the wirehouse brokerage model where they’re transactional in nature, the economics behind that, far more profitable. The revenue streams affiliated with a brokerage house drastically blows us out of the water. But then you have to also look at yourself in the mirror so how are you running your book of business, how are you running your practice. So, to answer your 30-second question, the RIA model, in my opinion, is truly the only way any family of wealth should proceed with an advisory firm because you want an individual who is aligned in your goals and objectives. Our clients know that I’m their chief financial officer, I work for them. They task us with building out a financial strategy that is customized to their individual needs and they never have to worry do I have an ulterior motive as to why I’m presenting an option in that strategy. And, because of that, the fiduciary model, I think, is critical for our success as a firm and, again, as I mentioned earlier, I wish it’s something that was industry well and not the vast minority. Jason Diamond: Yeah. No, that’s a great answer. So, do you think then that, as time has gone on, this has gotten easier? I assume the answer is yes either because more clients are aware of your brand and/or more aware of the space as a whole. Constantine Hatzivassiliou: The first thing that helped the most was some gray hair. When I started at Bernstein, I attempted to solicit new clients very much the same way I do today. But when I was 26 years old and I’m sitting in front of a family worth and the dad was in the 70s and he lived his life and I’m younger than his kids, he would look at me and say, “What do you really know? What experience do you have?” So, doing this now for as long as I have, the number one thing that has helped me the most in growth is just wisdom and time. Without that, yes, you can be a rockstar stock picker. We have so many kids coming out of college today with the advent of AI and technology that have algorithms that could run unbelievable portfolios and there is a segment of the market who wants to hire and engage those individuals but, generally speaking, the families that we service, that is 10th or 12th on the list of importance. Jason Diamond: No, I think that’s spot on. I think most high net worth clients counterintuitively agree with that, that alpha, for lack of a better term, is really not the name of the game or not in the top five reasons why you would engage with a financial advisor. Constantine Hatzivassiliou: Agreed. The biggest thing that we’ve been doing to educate clients especially in today’s environment, I had a call yesterday with an individual, a client who lives in New Jersey who works out of New York for a hedge fund, he knows our space incredibly well. He’s one of those kids, 28 years old, brilliant, as smart as you’ll ever be but his tax bracket is atrocious. He is paying so much of his W-2 income in taxes and building out a strategy that can reduce his tax liability by several hundred thousand dollars a year far exceeds any alpha I can generate by picking a top decile performer. Jason Diamond: What was the strategy? Move to Florida? I’m just kidding. Don’t answer that. Constantine Hatzivassiliou: We offered that but, unfortunately, he has to be physically in the office in New York City but yes. Jason Diamond: I think that will resonate, by the way, your gray hair comment. I appreciate the humility and the modesty in that because, the reality is, one of the questions I was going to ask you about was next-gen talent cultivation. In my opinion, this is a hard game for younger folks for that reason. People sit across from other people with a lot of money and they say, “Why am I going to entrust you with my life’s work when you just don’t have that degree of experience?” I was asking more even about your firm success and your firm story, have you felt like that’s caught on more? Do you have more brand awareness, if you will, now when you go to a prospect meeting or do you think you’re still constantly fighting that education fight? Constantine Hatzivassiliou: So, first part, brands, it’s improved in our immediate network. In our little bubble of the world, yes, it’s known. Let’s call it, in South Florida the influential attorneys, the accountants, the divorce attorneys know who we are because, having been down here long enough, we’ve had opportunities to work together. Our network of friends, certainly, the word spreads. But in the grand scheme of things, we are so small in the South Florida landscape or the LA landscape or the New York landscape so any incremental gain that we pick up is meaningful. And then, as it relates to young talent, our success is completely, long-term, derived by the young talent that we bring in to nurture them to help them grow. I look at our success, two of our critical mentors and board members of our firm are in their 80s, their children and grandchildren, nepotism aside, whether it was interning while in college or coming to work for us after school, they’re our best employees. And our goal as a firm, just like how I was offered the opportunity to become a partner and own a piece of the business, our goal long term will be to transition the business to this younger generation that we’re developing. I look at, again, those two board members who are in their 80s, the advice they’ve given me is don’t ever stop working, you have to be doing something. And I turn to them and say, “I don’t work every day.” I put in 20 hour days, well, not quite 20, 18 hour days but it’s never work because, what I do every day, I don’t deem it work, I love what I do, I don’t ever see myself stopping. Because they’ll tell me all of their friends that have stopped working or sold their business, invariably, the men die within six months because boredom and we always joke around that you’ll continue to work forever. So, I would hope that one day I transition into that advisory board member role where I step aside day-to-day activity where I’m now a mentor to our younger generation that we’re promoting into partners because we’ve made promises to our clients that we will forever be their family office. So, we have to, as part of our growth model, have those transitions in place because we’re servicing many families that have 85-year-old clients and two-year-old clients and we’re tasked with the two-year-olds as well as the 85-year-old. Jason Diamond: I also feel like there’s a little bit of younger generations I think have been reluctant to some degree to get it, you can disagree with this, to get into this space because there’s a more appeal to things like investment banking and sales and trading to some degree. The other problem obviously you alluded to is asset gathering. Your model speaks so clearly to success because you don’t say I own the client, that’s my relationship. To me, you plant the seeds of being able to handle succession much better than somebody who does the mine is mine and yours is yours approach. Is that fair? Constantine Hatzivassiliou: That’s completely accurate. And I think there’s two types of people that serve in the financial advisory space. You have the individual who is analytics driven, who likes being behind the bank of monitors trading account and there’s a critical part of our firm and our success is driven by the team in the office that aren’t necessarily client facing that do all the heavy lifting every day because they’re really doing the heavy work. Myself, my partners, the select few, while talented and able to do that, realize the value that we present is quarterbacking the relationship and helping understand all the components. We kid around that we’ve all stayed at a Holiday Inn Express last night, we’ve become experts in tax, we’ve become experts at trust and estate planning, we’ve become experts at divorce, we’ve become experts at the medical field. It’s shocking how it’s 2:00 in the morning and you get a phone call, panic attack by a client saying they need a doctor for X, Y and Z, can you connect me. So, the younger generation, yes, the sexy space is investment banking and that is really hard work. I could not do what my friends at Goldman do who are at these private mid-market funds, that’s just not me. I’ve been fortunate that I stumbled into an avenue in financial services that I think perfectly fits my personality and my want and desire to help others because that’s what we’re driven by and we try and hire people with that same mindset. The hardest thing as an RIA especially in South Florida is finding and retaining talent that is like-minded and that could function well within our family. Jason Diamond: If you build a firm predicated on culture and client service, I understand, certainly, the importance of that. I want to shift gears, I don’t want to lose this thought. You mentioned organic growth, it’s incredible. You have not mentioned inorganic growth at all and maybe because you haven’t had to but give me your thoughts on M&A, private equity in this space, do you have plans to sell the business, take on a capital partner, buy other RIAs? Constantine Hatzivassiliou: Yeah. So, I understand why private equity in the last 10 years has come into the market. For years, they bought up insurance practices, that recurring revenue, sticky assets, it makes sense. Personally, I’m not a fan of them being in our markets, I think they’re motivated at the end of the day by AUM growth, revenue growth and the second transaction which, for most of our clients, would not make sense because, again, that then questions why it is that we’re motivated to do something. Am I taking extra risk in the portfolio because I want to grow the AUM because I’m looking to sell in a year? Am I bringing in a strategy that has a higher fee? For us, it doesn’t work. In the brokerage model, it makes perfect sense. Now, there are some RIAs who leave the wirehouses, open up an RIA shop, do really well for their clients but don’t have the long-term aspirations of making the institution a legacy to where they’re passing it off. I hope my kids one day want to come work for dad and follow in his steps, that’d be amazing. Just like our younger generation working at the firm, our goal is we’ve already targeted the three or four guys that will be partner one day and we’ll transition the business over to them. But it’s okay if there’s an RIA out there who doesn’t have that transition product or isn’t motivated by that and is looking at it as a vehicle that I’ve built a really good successful book of business and I want to now retire and spend time with my family and kids and travel, et cetera, and that’s where PE steps in and offers an attractive number and the person makes their move. So, I can’t fault the individual for wanting that and I’m not saying that they’re not doing well by their clients, it’s just, for us, I’m not a fan of it because, again, I’m first critically and always focused on what’s best for the client. Jason Diamond: Fair. And I largely agree with some of what you said around private equity in this space but private equity enables … Obviously, it’s capital so which enables acquisitions which is why a lot of firms take on private equity. So, what about the idea of potentially buying businesses to start up inorganic growth? Constantine Hatzivassiliou: We have gone down the road of acquiring other institutions potentially. The challenge is, because we manage money so uniquely and our approach is so different, I’m not going to bring on an institution or bring in a new partner to the firm or a new book of business that we’ve acquired if the methodology and the life of that book doesn’t mirror ours. So, yes, there is opportunities to grow through acquisition, it’s not something that we are leaning on heavily. However, for the right institution that’s available that is aligned with our thinking, whose clients would value and appreciate how we do things or, if that institution is doing something truly unique that we would want to bolt onto our platform, all day long because, again, for the benefit of the client, it makes sense. So, yes, there are opportunities for that. Too often we find that, when a book is available for acquisition, the highest bidder tends to win out and we don’t have the deep enough pockets to write a multiple that we don’t deem to be, let’s call it, market neutral. Jason Diamond: Yeah, market prudent. I understand the premise and I think that’s fair. I also think you have the luxury, because of your organic growth, you can be super, super picky about inorganic and I love how you bring it all back to the lens of the client. Can this improve the client experience in some way? And, if so, yes, we’ll take a look. I got time for one more question, I can’t believe time has flown. You’ve had a remarkable journey, professional golf now partner at a $4 billion plus on the way to $5 billion RIA multifamily office. What are you most proud of when you reflect on your career journey? Constantine Hatzivassiliou: What am I most proud of? To see what Rich, myself and Mark and Jayson built over these years from where we were sitting in a small conference room, struggling to figure out how do we find a way to hire a trust and estate attorney to help with that component, which CPAs do we bring on board in-house because clients have a need. So, the entrepreneurial spirit involved in growing the business, the late nights, the struggles, the banter back and forth, to put so much blood, sweat and tears into this and now to look at all that we’ve accomplished, being in four separate states with offices, having so many wonderful employees that have come to us from all over the world, Germany, from China, from Tokyo, bringing people in to the US and building out something that, when we leave at the end of the day, are incredibly proud of. My father’s no longer with us, for 50 years, I always strived to make him proud because he never told me that he was proud of me, he was the classic Greek old-fashioned dad. I think he looks down on his now for everything that we’ve built and would say that he’s proud of us so, for me, that’s the best. Jason Diamond: Yeah. That’s an incredible place to end. Thank you for sharing that, it’s a touching place to end and I appreciate you being open. Thank you. This has been one of my favorite episodes, your journey, your humility, your honesty, your transparency, it’s no wonder you’ve built a business you’ve built. So, thanks for joining us, Constantine. I look forward to having you back on to talk about the next chapter. Constantine Hatzivassiliou: Thank you. Next time we’ll do it from the golf course. Jason Diamond: Oh, absolutely. Mindy Diamond: As a financial advisor, you hold yourself to the highest standards of integrity, honesty and credibility. You are successful because you take your professional responsibility seriously and are dedicated to your clients. But are you living your best business life? Are your goals aligned with your firms or could a better option exist? Should I Stay or Should I Go? Is a book written with you in mind? It’s a self-guided journey that walks you through the key steps that we take with our advisor clients. This strategic thought process and roadmap to professional self-discovery is designed to help you ask the right questions and think critically and objectively whether you’re considering change or not. Learn how to get your copy at diamond-consultants.com/thebook.   Lessons from the Links: From Golf Pro to $5B Family Office Partner A conversation with Jason Diamond and Constantine Hatzivassiliou, Partner at Certuity. Jason Diamond: Welcome to the latest episode of our podcast series for financial advisors. Today’s episode is Lessons from the Links: From Golf Pro to $5B Family Office Partner. It’s a conversation with Constantine Hatzivassiliou, partner at Certuity. I’m Jason Diamond and this is the Diamond Podcast for Financial Advisors. Mindy Diamond: At Diamond Consultants, we help elite advisors identify the right environment for their businesses to thrive whether that’s at a wirehouse, boutique or independent firm. With nearly three decades of experience, we’ve guided thousands of advisors and represented more than a quarter of a trillion dollars in assets transitioned and, each year, one in four advisors managing $1 billion or more who change firms are our clients. Our process is education-driven and based on building relationships starting as your strategic partner well before you’re even thinking of a move. To schedule a confidential conversation, call us at (908) 879-1002. Wondering why advisors change firms and where they’re headed? Are transition deals going up or down? Those very questions and more inspired us to create our annual advisor transition report, it’s the award-winning data-driven resource designed for advisors that connects the dots between the motivations around movement and the firm’s appetite for top talent. Arm yourself with the knowledge you need to make smart decisions, download your copy at diamond-consultants.com/transitionreport. Jason Diamond: Golf is a way of exposing who you really are, there are no teammates to blame, no clock to run out and no hiding from a bad decision. Every shot demands discipline, patience and the ability to stay focused when the pressure is highest, my guest today knows that firsthand. Before becoming a partner at Certuity, a multifamily office approaching five billion in assets, Constantine Hatzivassiliou was pursuing a career as a professional golfer. An injury ultimately redirected his path towards wealth management but many of the lessons he learned on the course still shaped the way he serves clients today. Certuity has grown from roughly 210 million in assets to nearly five billion, that’s impressive on its own but the more interesting story is how they’ve done it. The firm has grown largely through referrals built around a multifamily office model and focused on becoming far more than an investment advisor to the families it serves. In Constantine’s view, the best advisors aren’t simply managing portfolios, they’re the first person clients call when a business is being sold, a family issue becomes complicated or a major decision carries consequences well beyond the balance sheet. Constantine and I discuss the lessons golf teaches about handling pressure then we dive into the evolution from the traditional wealth management world to the multifamily office model, why referrals drive nearly all of Certuity’s growth, how he thinks about private equity’s influence on the advisory business and what it takes to become the first call for the wealthy families they serve and perhaps, most importantly, why the same qualities that help someone succeed on a golf course may be surprisingly relevant to building trust over a lifetime. It’s a great conversation so let’s dive in. Constantine, thank you so much for joining, thrilled to have you here. Constantine Hatzivassiliou: Thank you for having me, excited to be here. Jason Diamond: Yeah, absolutely. So, you had an unconventional path to wealth management, you started as a professional golfer, I think that’s a first for us on this show, before ultimately transitioning into this world. Can you tell us a little bit about the journey and what brought you here? Constantine Hatzivassiliou: Yeah, I never thought I’d be here, my parents were certainly shocked that I got here path wise. Growing up, immigrants from Greece, you settle into Florida the traditional way where you either go down the diner route or the gas station route in mechanics which my father was the latter and school and education was never priority, it was always about supporting the family needs. So, next thing you know, sports are a critical part of any good household, that’s how I was raised and I played everything but golf. I grew up on a golf course because my parents believed that a location of a property was critical to long-term financial success. We lived on a golf course, it was in our backyard, we’d stare at it and we’d use it to play football or baseball or anything but actual golf. And my freshman year at the University of Florida, I started dating a girl on the golf team and she got me hooked to the point where, after four years of hitting balls with the women’s and men’s golf team at the University of Florida for six hours a day, we finished school and realized I’m actually pretty good at the game and, while I have a finance and economics background and degree, let’s try and pursue this for a living and I was blessed. I had a sponsor who helped me succeed at golf on a small scale, it was a humbling experience to say the least. I was competing and playing with Sean O’Hair, Ken Duke, guys who made it out on tour for a very long time, we had the same sponsor so we functioned as a team, it was a collegiate team effectively trying to make it out on tour. And, unfortunately, my second year of competing, I blew out my back doing heavy deadlifts which set me aside for 18 months. While I was recovering, my primary sponsor was in financial services and says, “Hey, you have a background in this, it’s killing you not being able to be on the golf course, why don’t you come work for me while you’re rehabbing so that, when you get back to playing golf, it’s easier for you to talk about our business as a sponsor to try and develop business to throw it to the financial services side?” And Jason, the reality is, after 18 months working there, I fell in love with it. I made way more money working in that environment than I ever would’ve made playing golf because, again, I came to the game late. I was decent but I was nowhere near the caliber of players that are succeeding now out on tour. So, I pivoted after having met my wife and decided to settle down into the wealth management space and, what is it now, 26 years later, going strong. So, it’s been a fun transition from golf into wealth management to say the least. Jason Diamond: Probably my favorite background … I watch a lot of golf, I should caveat that, probably my favorite origin story we’ve had, I’ll give you the Wanamaker trophy or whatever you get, first place. Let’s talk about the business now, so Certuity. For our audience who may not be familiar, tell us a little bit about the firm, what types of clients do you serve and any context you can provide on size as well. We’ll talk about how your firm got there but just give us where we are today to start with. Constantine Hatzivassiliou: So, goal by the end of the year is to have $5 billion in AUM, we’re just shy of that now. We currently service 428 families across the country. So, we’re boutiquey and nimble, we’re based in South Florida, we have offices in New York, San Fran and LA. I’m fortunate to be one of four partners at the firm supporting the growth and the direction of the company and it’s a fun endeavor in the sense that, when we first started, I was employee number four 16 years ago and, with 210 million in AUM at the time to grow it to where we are today, to learn all the things that we have over the years, the curve balls that were thrown at us because all of us came from massive institutional wealth management firms. So, we transitioned from the Bernsteins of the world, the BNY Mellons of the world into an RIA in the South Florida market, there was absolutely an entrepreneurial learning curve involved. Jason Diamond: I bet. And on follow-up question, 16 years ago, did you have a book of business, client business and do you still maintain a book of business today? Constantine Hatzivassiliou: I do. The four of us at the firm share in all of the clients, we work together. Being in the Southeast, I’m responsible for, let’s call it, the Southeast demographics of the US which is a large portion of Certuity’s book. I have a partner in Tennessee, I have a partner in LA and San Francisco and we divide and conquer across the country. But, yes, we came over with a small book, we’ve all grown it organically since then. So, we’ve been very effective in how we’ve grown. Jason Diamond: Just from adding new client money? Constantine Hatzivassiliou: Strictly through new clients referred to us by existing clients. Jason Diamond: Wow. I

The deep Rolodex model for headhunters doesn't cut it anymore. PE's cookie-cutter hiring scorecards now miss the best candidates in a complex world. And more and more funds are hiring internal teams to source CEOs. The executive search business is under pressure and has to adapt to survive. In this episode, Devin sits down with Nick Cromydas, to answer the question: how does executive search stay relevant? Nick is the co-founder and CEO of Hunt Club, an AI-enabled search firm that pairs a GLG-style expert network with first-party data from countless executive searches. His team has conducted thousands of searches for hundreds of investor-backed companies.

Jeffrey Epstein's relationships with Michael Wolff, Bill Clinton and Bill Gates differed in purpose and duration, but each demonstrates how Epstein sought access to influential people who could enhance his legitimacy. Wolff developed an unusually close source relationship with Epstein, conducting extensive interviews and exchanging emails with him over several years. Released correspondence suggested that Wolff sometimes moved beyond simply gathering information and offered Epstein advice about media strategy, particularly concerning Donald Trump and questions about Epstein's past. Wolff has defended the contact as an aggressive journalistic effort to extract information from a uniquely knowledgeable source, but the tone of some exchanges raised questions about whether the relationship became too collaborative. Clinton's connection to Epstein was more public and socially advantageous to Epstein. After Clinton left office, he traveled aboard Epstein's aircraft on multiple international trips connected to humanitarian and Clinton Foundation work, accompanied by staff, supporters and, according to Clinton's office, Secret Service personnel. Epstein also cultivated connections within Clinton's political and philanthropic circle, while Clinton has maintained that he knew nothing about Epstein's criminal conduct and ended contact years before Epstein's 2019 arrest.Epstein's relationship with Bill Gates began much later, after Epstein had already pleaded guilty in Florida and become a registered sex offender. Gates met with Epstein repeatedly beginning in 2011, largely during discussions about philanthropy, global health initiatives and the possibility that Epstein could help attract wealthy donors to major charitable projects. Gates later acknowledged that the meetings were a serious error in judgment and said Epstein never delivered the philanthropic funding he claimed he could assemble. More recent congressional testimony and released communications have added another dimension, with Gates saying Epstein learned private information about his extramarital affairs and later made what Gates characterized as veiled threats to expose them. Gates has denied Epstein's more sensational allegations and has not been accused of participating in Epstein's crimes. In all three relationships, Epstein appeared to benefit from proximity itself: Wolff offered access to the media and political intelligence, Clinton supplied enormous prestige and international credibility, and Gates connected Epstein to the highest levels of technology and global philanthropy.to contact me:bobbycapucci@protonmail.comBecome a supporter of this podcast: https://www.spreaker.com/podcast/the-epstein-chronicles--5003294/support.

Does it ever feel like your brain can always come up with a good reason to drink? Maybe you've had a stressful day. Maybe it's a celebration. Maybe you've been "good" all week. Whatever the situation, the excuse always seems to make perfect sense in the moment.   This week, we're exploring a concept called the Rolodex of excuses and why your brain is so good at flipping through one justification after another whenever you try to change your drinking. You'll learn why these thoughts aren't signs that drinking is the right choice, but simply well-practiced permission slips your brain has learned to offer because they've been rewarded so many times before.   Find a personalized approach that helps you change your habit in my new book, The Ultimate Guide to Drinking Less, here: https://rachelhart.com/guide/   Discover alternative approaches to drinking less inside our membership program, Take a Break: https://rachelhart.com/tab/   Get the full show notes, transcript, and more information here: https://rachelhart.com/476

A New York City woman named Mari Huang found a rolodex at an estate sale filled with businesses in the city, so she's visiting them as a way to get to know the city. STORY: https://www.wdjx.com/woman-goes-to-nyc-businesses-found-in-estate-rolodex/

Jason Fertitta – CEO & Partner, Americana Partners Jason Fertitta shares how Americana Partners grew from a $2.6B breakaway team to a $13B+ enterprise by focusing on ownership, enterprise value, strategic acquisitions, and long-term growth. In Summary Many advisors view independence as the ultimate objective: a chance to gain control, improve economics, and build a business on their own terms. For Jason Fertitta, independence was only the beginning. Louis Diamond speaks with the CEO and Founding Partner of Americana Partners about the firm's evolution from a $2.6 billion breakaway team in 2019 to a national enterprise managing more than $13 billion today. The conversation explores the decisions that fueled that growth, the mindset required to build long-term enterprise value, and why Jason believes advisors should evaluate success through the lens of net worth rather than annual income. Along the way, they discuss recruiting, acquisitions, private equity, professional management, and the tradeoffs that come with building something intended to outlast its founders. The Storyline The independent channel has matured. A decade ago, many advisors pursued independence primarily for greater autonomy, higher payouts, and control over the client experience. Today, a growing number are approaching the decision differently—viewing independence as a platform for building enterprise value, attracting capital, completing acquisitions, and creating businesses that can scale beyond the founders themselves. Jason Fertitta's journey reflects that evolution. When he and his partners left Morgan Stanley in 2019, Americana launched with approximately $2.6B in client assets and a vision to build a nationally recognized wealth management firm. Seven years later, the firm oversees more than $13B, employs roughly 100 people, operates across multiple markets, has completed several acquisitions, and brought on Lovell Minnick Partners as its first institutional investor. Throughout the conversation, Jason offers a transparent look at the realities of enterprise building. That includes reinvesting profits rather than maximizing income, hiring professional management long before it feels necessary, embracing acquisitions as a growth strategy, and making decisions based on long-term value creation rather than short-term economics. For advisors considering what comes after independence, the episode provides a practical framework for thinking about ownership, scale, capital, and the future value of their business. About the Build, Grow & Transact Series for Advisors Build, Grow & Transact explores what happens after independence. The series features advisors and firm leaders who viewed independence not as a destination, but as the foundation for building something larger. Some launched firms from scratch. Others scaled through recruiting, acquisitions, or strategic partnerships. Many eventually faced decisions around capital, ownership, succession, or liquidity. While every story is different, they share a common thread: a willingness to think beyond the transition itself and focus on creating long-term enterprise value. Through candid conversations with founders, builders, and industry leaders, the series examines the decisions, tradeoffs, and lessons that come with growing an advisory business into an enduring enterprise. For advisors contemplating independence, actively building a firm, or considering what comes next, Build, Grow & Transact offers a look at the paths others have taken—and what they've learned along the way. > Download a transcript of this episode… Listen and Learn Highlights for Advisors Why did Americana grow from $2.6 billion to more than $13 billion? (06:16)Jason explains how a combination of organic growth, advisor recruiting, acquisitions, and long-term strategic planning helped accelerate the firm's expansion. Why do clients often do more business with independent advisors? (12:17)Jason shares his perspective on why clients frequently deepen relationships after an advisor leaves a wirehouse environment. What role have alternatives played in Americana's growth strategy? (14:40)The discussion explores how differentiated investment access can help advisors stand apart in an increasingly commoditized marketplace. When is it time to build a professional management team? (18:36)Jason explains why Americana invested heavily in leadership, operations, and infrastructure from the very beginning. Why did Americana bring in private equity capital? (25:16)A candid discussion about growth capital, M&A opportunities, and the decision to partner with Lovell Minnick Partners. How do you evaluate enterprise value versus annual income? (20:16)Jason offers one of the episode's most important lessons: building wealth through ownership can look very different than maximizing current compensation. What makes a successful acquisition target? (39:51)Jason outlines how Americana evaluates M&A opportunities and how acquisitions fit into the broader client experience. Is it better to build your own firm or join an existing platform? (45:40)The conversation closes with Jason's perspective on the trade-offs between launching independently and joining a scaled independent enterprise. Topics Covered Enterprise value creation Independence and ownership Organic growth strategies Advisor recruiting RIA acquisitions Private equity partnerships Professional management teams Alternative investments Family office services Building a national wealth management firm Key Takeaways Independence can be a starting point for building an enterprise rather than the final objective. Long-term wealth creation often stems from ownership and equity appreciation, not from maximizing annual income. Reinvesting profits into leadership, infrastructure, and talent can accelerate enterprise value. Organic growth and acquisitions can complement one another when supported by a clear strategy. Outside capital can be a growth catalyst when aligned with management's long-term vision. The most scalable firms are often built around client needs rather than predefined acquisition targets. Advisors have more options than ever before, ranging from building independently to joining established platforms. https://youtu.be/_12jZJFsi4U Quotable Moments “Even to this day, I don't make anywhere near the amount of income that I made when I was on Wall Street. But my net worth is up tenfold.” “If you want to create value for yourself and your partners and grow your balance sheet, you can do it in a much more tax-efficient way in the independent world.” “I've never thought about how much of the company I own. I've thought about what my slice is worth.” “We want to build something our children would be proud to say we helped create.” FAQs Why are more advisors viewing independence as a business-building opportunity? The independent channel increasingly offers opportunities to create enterprise value, pursue acquisitions, attract capital, and build scalable businesses beyond a traditional advisory practice. How can advisors increase the enterprise value of their firms? Enterprise value is often driven by factors such as growth, profitability, leadership depth, recurring revenue, client demographics, infrastructure, and scalability. What role does private equity play in wealth management firms? Private equity can provide capital, strategic guidance, operational expertise, and acquisition support while helping firms accelerate growth initiatives. How do RIAs use acquisitions to grow? Many firms use acquisitions to expand geographically, add specialized capabilities, deepen client services, and accelerate asset growth. Why are professional management teams becoming more common among RIAs? As firms scale, dedicated leadership across operations, finance, compliance, and business management enables advisors to focus more effectively on clients and growth. Is launching an independent firm always the best path? Not necessarily. Some advisors prefer to build their own enterprise, while others may achieve their goals more effectively by joining an established independent platform that already provides scale and infrastructure. The independent channel increasingly offers opportunities to create enterprise value, pursue acquisitions, attract capital, and build scalable businesses beyond a traditional advisory practice. Enterprise value is often driven by factors such as growth, profitability, leadership depth, recurring revenue, client demographics, infrastructure, and scalability. Private equity can provide capital, strategic guidance, operational expertise, and acquisition support while helping firms accelerate growth initiatives. Many firms use acquisitions to expand geographically, add specialized capabilities, deepen client services, and accelerate asset growth. As firms scale, dedicated leadership across operations, finance, compliance, and business management enables advisors to focus more effectively on clients and growth. Not necessarily. Some advisors prefer to build their own enterprise, while others may achieve their goals more effectively by joining an established independent platform that already provides scale and infrastructure. Related Resources From Ex-Morgan Stanley Advisor to One of the Biggest Breakaway Stories of 2019 with Jason Fertitta (Podcast Episode) Intentional Growth: How Top Advisors Build Businesses That Last (Article) M&A Readiness Assessment (Tool) Guest Bio Jason Fertitta Jason is currently Chief Executive Officer / Founding Partner of Americana Partners. Jason was a Managing Director in Morgan Stanley's Private Wealth Division for eleven years. He joined Morgan Stanley in 2008 after six years with Lehman Brothers High Net Worth Division. Prior to joining Lehman Brothers, Jason worked six years for Texas Direct. Jason serves on the Board of The Good Samaritan Foundation and Endowment and the Houston Museum of Natural Science. Jason attended St. Edwards University in Austin. NOTE: The views and opinions expressed by the guests on this podcast are their own and do not necessarily reflect the views and opinions of Diamond Consultants. Neither Diamond Consultants nor the guests on this podcast are compensated in any way for their participation. View the transcript of this episode… Build, Grow & Transact: Americana's $12B Path from Breakaway to Enterprise A conversation with Louis Diamond and Jason Fertitta, CEO & Partner at Americana Partners.      Louis Diamond: Welcome to the latest episode of our podcast series for financial advisors. Today’s episode is Build, Grow & Transact: Americana's $12B Path from Breakaway to Enterprise. It's a conversation with Jason Fertitta, CEO and partner of Americana Partners. I’m Louis Diamond, and this is the Diamond Podcast for financial advisors. Mindy Diamond: At Diamond Consultants, we help elite advisors identify the right environment for their businesses to thrive, whether that’s at a wirehouse, boutique, or independent firm. With nearly three decades of experience, we’ve guided thousands of advisors, and represented more than a quarter of a trillion dollars in assets transitioned. And each year, one in four advisors managing a billion dollars or more who change firms are our clients. Our process is education driven, and based on building relationships, starting as your strategic partner well before you’re even thinking of a move. To schedule a confidential conversation, call us at 908-879-1002. Wondering why advisors change firms and where they’re headed? Are transition deals going up or down? Those very questions and more inspired us to create our annual advisor transition report. It’s the award-winning data-driven resource designed for advisors that connects the dots between the motivations around movement, and the firm’s appetite for top talent. Arm yourself with the knowledge you need to make smart decisions. Download your copy at diamond-consultants.com/transitionreport. Louis Diamond: Independence is often viewed as the finish line. Break away, gain control, own the business, and enjoy the economics that come with it. But, for some advisors, going independent is just the beginning. That’s the idea behind this new series called Build, Grow, and Transact, featuring advisors who saw independence not as a destination, but as the first chapter of a business building story. And there will be some familiar names along the way, including our first guest who was on our show back in 2020, talking about what was at the time, one of the industry’s breakaway moves. That’s Jason Fertitta, CEO and founding partner of Americana Partners. When Jason and his partners left Morgan Stanley in 2019, they started Americana with approximately 2.6 billion in client assets, and a vision that extended well beyond becoming a successful independent firm. Today, Americana oversees more than 12 billion, has expanded nationally, completed multiple acquisitions, built out a professional management team, and brought on institutional capital to support its next phase of growth. What makes Jason’s perspective valuable that he’s now experienced independence through several different lenses as a breakaway advisor, as a founder, as a builder of enterprise value, and now as the leader of a firm, actively pursuing acquisitions and recruiting talent from across the industry. We talk about the decisions that fueled Americana’s growth, why Jason has always viewed the business through a long-term lens, what changed when private equity entered the picture, and why maximizing enterprise value often requires a very different mindset than maximizing current income. For advisors who think independence is a destination, Jason’s story offers a look at what can happen when it’s treated as a starting point instead, so let’s get to it. Jason, thanks for coming back on our show today. Jason Fertitta: Pleasure to be here. Thanks for inviting me. Louis Diamond: You got it. Yeah, you’re our first guest in our new subseries, so you should feel honored. And I’m honored too, because the last time we had you on the show, Americana was about a year old, you’re navigating COVID, and all those challenges. But, for listeners who may not remember the episode, can you give us a quick version of the origin story of Americana, and what the firm looked like when you first launched it? Jason Fertitta: Yeah, I believe if I’m remembering correctly, I was in Colorado talking to you guys, and it was right after we launched, so that was a fun but stressful time. I think at the time that we launched, it was certainly the road less traveled. Most teams go from one wirehouse to another. We had an entrepreneurial itch. There was 11 of us that started the firm. We actually launched the firm from this exact building that we’re in here, but all of this was under construction. We were in temporary space one floor below on card tables, and pizza boxes, and all the things that you can envision when you think of a startup. But, yeah, we weighed all of our options in terms of going from one firm to another, staying where we were, and had a lot of talks with ourselves, and our spouses, and they were all very supportive. When you do something like this, you’re certainly scratching the entrepreneurial itch that I think is required for somebody that wants to try and build their own company. And I think we’re all satisfying that itch in different ways. We all had a lot of other outside business interests. I’m passionate about the restaurant industry, because it’s what I grew up in as a kid. And so, had opened some restaurants with some chefs that I really admire, and were doing things like that to scratch the itch, but there’s no other way to do it than doing that in your profession. And so, we decided to launch the firm. We also just felt like Texas being such a wealthy state, there really wasn’t a regionally dominant RIA from here. There’s a lot of big RIAs in the Northeast, and the Northwest, and the West Coast. And we just felt like Texas was ready to hopefully be able to support the concept of launching it from the state, and then expanding it out regionally and nationally from here. Those are all thoughts in our heads and dreams and we’ve worked really hard to get to where we are, but I think we’re in a great spot right now for another leg of growth. Louis Diamond: Amazing. I would say that plan has certainly worked out. When you were on our show last in 2019, the firm was at about 2.6 billion at time of launch. And now, I saw in news articles and your ADV, it’s north of 12 billion, but I’m sure it’s even larger now. Can you walk through just what’s the makeup of the firm today? How many partners and advisors? What’s the profile of the end client? What markets are you in, in and around Texas or around the country? Jason Fertitta: Yeah, so today we’re roughly a hundred employees, right at 13 billion in AUM. I would say we have six offices, Houston, Austin, Dallas, Midland, Beverly Hills, and Nashville. We have about 30 advisors, 30 financial advisors, and our average account size I would say is right around $20 million. That’s not a rule, it’s just the way it is. We have some wonderful accounts that are two or three million, and we have some great accounts that are well over a billion. And in terms of the makeup of the firm, since the time we’ve spoken, and we’ll get into this later, but we have run in private equity, we have about nine families that are owners of the firm with us. It’s really families, private equity, and employees. That’s the cap table currently. Louis Diamond: Very cool. As far as building the firm geographically, for the offices of Texas, that makes sense to your earlier comment about wanting to build a Texas dominant or a regionally dominant firm. But, how’d you land in Beverly Hills and Nashville? That’s a little bit different. Jason Fertitta: Yeah, it is. I think so much of where we’re going is secondary to who we’re partnering with. I think we would go anywhere in the country if we had the right partner in that city. We’re not necessarily saying we have to be in Atlanta. Let’s find the right partners in Atlanta. It’s more about, we found the right partners in Atlanta, so we’re going to Atlanta. And you meet these people everywhere. Everyone has their own Rolodex inside of our firm. Sometimes it’s an employee here that has a relationship with someone that wants to break away and be part of an independent firm. Sometimes it’s me. There’s a lot of golf DNA in our firm, so we’ve met a ton of people through the incredible game of golf. In fact, last weekend we just hosted our first Americana Cub Golf Tournament where we took over an entire club, and invited 40 strategic invitations to people that could be helpful to our firm. I would say it’s really just networking, trying to find like-minded advisors that were very big at putting the client at the center of every decision you make. A lot of times you’ll come across of an advisor that financially looks really good on paper, but they’re maybe not always doing what’s right by the client. We run from those situations. We’d rather have a financial advisor that perhaps statistically is inferior to that other one on paper from a P&L perspective, but we feel like it’s doing what’s right by the client in the decisions. And that’s usually the main factor for us in seeking out the right partners. Louis Diamond: I love that. And one of the premises of this new subseries of ours is about growing, and then, of course, recognizing that value through some sort of monetization. To me, the star of your show is your insanely impressive growth, which I would assume comes from both organic means, and also from inorganic, whether through M&A, or recruiting teams from your predecessor firms, or from other wirehouses. Can you talk a little bit about the breakdown of the two growth channels, and how you pursue both, organic and then inorganic growth? Jason Fertitta: Yeah. Well, I think organic growth, the preference for anyone that’s in our sea, because you don’t have to pay for organic growth. It’s just you have to expose your platform to potential clients, and it has to be differentiated enough for them to move assets from another firm to yours. And I would tell you, I think we do a really good job at that. We’ve built an incredible platform that has, and enables a financial advisor to have all the same arrows in the quiver that a big firm has. We’ve got an incredible alts department. We’ve got an incredible CIO that produces great research. We got incredible in-house portfolio managers, both in the core equity space, but then also the municipal bond space. We have an incredible external manager platform that has everything from cash management on steroids, to venture capital investing, to co-investing, to direct investments into companies. We have this really great platform. We also recognize that we want to grow through M&A as well, because there’s only so much time in the day you’re not willing to add more employees and more like-minded advisors to grow. We do both, to your point, we absolutely do both, and they’re both equally as important. On the M&A side, I would say it’s been responsible for half of our AUM growth over the last seven years, and the other half has been organic. And I think as we get bigger and bigger, that number’s going to not stay consistent. I would say that if we could grow our AUM organically by 10% per year, and then do five to seven acquisitions a year, combination of RIAs and Wall Street lift outs, I think those are good goals for us, and we’re off to a good start in trying to achieve those goals. Louis Diamond: I think if you pull off even half of that, I think your private equity sponsors, and investors, and employees would be very happy. Can we double click into the organic growth side? How do you view whether your growth rate changing organically since leaving Morgan to start the RIA? And if it has changed, what do you think are the things that are responsible for the faster growth, or slower growth if it’s slower than when you’re at Morgan? Jason Fertitta: One of the interesting secrets about being independent versus inside of a big bank is I think your clients will actually do more business with you if you’re independent. I didn’t realize that until we went independent. I had heard that before, but I was like, that may or may not be true. But, when we went independent, and every time we recruit a team from a big bank, the same thing happens. It’s like the clients are like, “What took you so long?” They’ve very much, for the most part … Now, that’s not every client, but most clients, I think prefer to be serviced by an advisor that’s conflict bringing the independent channel. There are other clients that might have a big investment banking relationship with a big bank, or something like that, like a business reason for not leaving. But, in terms of just being able to service the client from an independent channel where you’re a legal fiduciary, I think all the interest is aligned from client to service provider, and I just think it’s easier to raise money in this channel than it is at a bank. Louis Diamond: And you really think the types of clients you work with or just clients in general, the difference maker is really the conflict-free advice. Obviously, it sounds good, but I would argue that when you were at Morgan Stanley, your team was one of the top teams in the country, you had an amazing reputation, you’re probably giving similar quality advice then than you were today. How has that really manifested itself? Jason Fertitta: I always say I think you can have a great experience at a firm that is perhaps not the most prestigious, great firm in the country if you’re with the right team. And I think you can also have a horrible experience at a firm with a great reputation if you’re with the wrong team. It is my belief the most important thing from the customer’s perspective is who you’re working with. I appreciate your comments about our team, and we work very hard to deserve the reputation that you’re talking about. But, I also think that when you’re in the independent world, some of the things the banks do very well is they have great investment platforms, and a lot of due diligence in their products. I think when you’re an independent firm, you’re obviously, you don’t immediately have all of those same intangibles that a big bank has. I think it was very important for us to invest heavily into those departments inside of our firm to where we could be on some equal footing with Wall Street firms, and we have been. We have raised a lot of money for alternative managers. I think alternatives are a huge secret sauce that an independent advisor needs to have access to, because in a world where the public markets are getting more efficient and more commoditized, it’s very challenging to grow organically the way that we have without some secret sauce. And I think the secret sauce lies within the alternatives, because it’s very hard to differentiate yourself if you’re just trying to optimize someone’s public equity portfolio, and improve where they sit on the efficient frontier. I think that’s just a tough challenge. But, if you can mix in some truly differentiated alternatives where access is a big component of the value proposition, then all of a sudden, you’re bringing your clients something special, and something that’s unique. Louis Diamond: I really like that perspective. I think you’re completely right. I’ve always heard people say investments are commoditized, and it’s all about advice and planning, but I think the way you framed it about the ALFA essentially being worked out of it, so it’s the access, and it’s what you’re doing different on the investment side outside of the more basic or commoditized stuff that’s a difference maker. When you launched the firm, and I believe still today, Americana hired Dynasty Financial Partners as your infrastructure partner. Now that you’re significantly larger, you’re seven years into your independent journey, how does the relationship with Dynasty change, if at all? What do they do for you that you benefit from differently today than when you first launched? Jason Fertitta: Yeah, it would’ve been impossible for us to do what we did without Dynasty’s help. Dynasty has delivered for us in a meaningful way and they continue to. They’re a great partner. We definitely are developing our own sea legs as well, just because you have to just by virtue of the size that you get to. But, Dynasty, I think, has been incredibly innovative in terms of launching an investment bank and bringing … Dynasty’s brought us deals, which is incredible. Just in addition to being an infrastructure partner, they’ve actually provided us deal flow. They’re also, because they’re working with so many firms, you get in all sorts of situations as an independent firm, and to have someone to pick up the phone and say, “Here’s what we’re dealing with.” And they’ll say, “Oh, here are the three things you need to do. You either need to do it like this or this.” Just a lot of experience within Dynasty. I don’t know if we’re Dynasty’s biggest client or not, but I would say we’re certainly in their top three. We are looking to continue that relationship, and always having a relationship with Dynasty, but I would describe it as evolving, because our revenue is up 6X in the last six years. Louis Diamond: Amazing. That makes complete sense. The needs of the business when you are leaving a big firm is got to get the clients over, got to build the plane before it can fly, and understand how to do X, Y, and Z, to now, it’s enterprise building, and optimizing, and growing inorganically, so that makes complete sense, and very cool to hear that Dynasty has evolved or morphed the relationship to meet you where you are now. And to me, I think a big part of that is hiring professional management. That’s always a question we get. When am I big enough? When’s the right time to hire professional management, whether it’s a full-time CEO, a CFO, a COO, et cetera. I know in your case, fairly early on you hired Ron Thacker who was a regional manager from Morgan Stanley. I saw recently you hired a CFO, so you’re really professionalizing the leadership ranks. When did you know it was the right time to build a professional management team, and how did you think about that evolution? Jason Fertitta: We knew from day one that’s what we wanted to do. I think when you go independent, there’s a couple of different schools of thought. One school of thought is I can go independent. I’m not going to really have a boss. I’ll be my own boss. I may or may not grow the business. I’m going to run it in a way that’s lean. I might be able to have a little bit more of a take home because there’s not a third hand in the cookie jar in terms of the bank, and it’s a great lifestyle. I think that’s one school of thought and I think that’s great. That was not our school of thought. Our school of thought is we had a belief that in this country, there’s going to emerge five to 10 regionally dominant RIAs, and these regionally dominant RIAs were going to enjoy economies of scale, and they were going to compete with Wall Street. And in order to do that, we had to reinvest a lot of our profit into our business through building this management team that you’re referencing. Even to this day, I don’t make anywhere near the amount of income that I made when I was on Wall Street, but I’m not, and it’s because we’re building equity value, and we’re building something that will last, and we reinvest a lot of our cash flow into professionalizing the management team, and then being able to deliver on that promise to the financial advisors that are here that you’re going to have a platform, that when you walk in the room, you’re going to be able to compete with Wall Street. And so, that’s always been our goal, which is not necessarily everybody’s goal when they go independent, because it’s a lifestyle decision really. I work way harder today than I worked when I was at a Wall Street firm. Louis Diamond: It’s so interesting. Two threads I want to tug on from what you said. The first one is I think just the comment you made that you’re making less today when the business is significantly larger than it was when you’re at Morgan Stanley, you’re working harder. I think even that dynamic is going to feel like a shock to a lot of people, right? If you’re working harder, the business is doing six times more revenue than it was at Morgan Stanley, that doesn’t seem like a fair trade. How do you think about that relative to the equity value that you’re amassing? Was that always the plan, or is that just something you’ve leaned into as the firm has grown and scaled? Jason Fertitta: Well, the third component you left out is my net worth is up 10X- Louis Diamond: There you go. Jason Fertitta: … whereas if I would’ve stayed at a Wall Street firm, and so are all the employees here. If it’s about that, I can tell you that we checked that box. Americana is very valuable, and we’re happy about that. It’s really just about how you want to create that, right? If you want to create it through income, and pay a lot of taxes along the way, stay at the Wall Street firm. But, if you want to create value for yourself and your partners, and grow your balance sheet, you can do it in a much more tax efficient way in the independent world. And I’m light years ahead of where I would’ve been if I would’ve stayed at a Wall Street firm. Louis Diamond: I think that’s the coolest realization I think someone can have, right? We always say it’s like, what do you value more? Is it the short-term liquidity, or certainty of getting a big upfront recruiting deal at ordinary income, or staying where you are and keep making your 50% payout, take advantage of your firm’s retire in place program? And for many people, that’s what they value. But, for you, I think you very clearly and transparently articulated that, yeah, I might make less, but what really matters is my net worth. It’s how much I’m actually netting for my family in the long run. For people who want to play the long game, really buy into that concept, it sounds like following your path would be ideal, but it may not be for everyone. Jason Fertitta: It’s a much better path, and I’m living proof of it, and not only am I living proof of it, all of my partners are here, and everybody that owns equity in Americana is living proof of it. Louis Diamond: Amazing. You said you’re working more now than when you’re at Morgan. How has your day-to-day, or day in the life changed? What types of activities are you doing more or less of, and how do you balance everything? Jason Fertitta: Yeah, it’s hard to balance everything, it is. But, I would say that one of the unique things about Americana is the founders are all financial advisors. We aren’t consultants that came out of the consulting world, we’re financial advisors. I’m still a financial advisor. I still cover clients. I would say a third of my time is actually covering the house accounts here with some of my original partners. A third of my time is firm related stuff, and then, a third of my time is M&A, and that’s not only M&A, but helping the advisors that are here grow their business also. And so, I come across a lot of leads and opportunities. I’m not really taking them for the house account book or myself. I’m finding the right advisors that I feel I could service the clients the best, and then I’m flipping them to them and sitting second chair and I’ve seen some amazing growth to their businesses by just being able to send them leads. Louis Diamond: Yeah. I think that’s always like the tug of war for … I think most founders of RIAs in this industry, they were advisors themselves. They were the rainmakers, or they still are, but there’s definitely some folks who, whether because of lack of time, or lose the spark or passion for working with clients, that they pivot to being full-time CEO, or we’ve even seen people go the other way where they say, “I was the CEO. I really just want to be an advisor, or just do M&A, and I’m going to hire a CEO.” It’s really cool to hear how you split up your time, and you’re able to do it all. And I’m sure it’s not perfect. I’m sure your family wishes they saw you more, and et cetera, but it sounds like you’re able to really pursue your different passions. Jason Fertitta: All those three activities are very fun, and they keep everyday interesting, and you don’t necessarily know at what points in the day you’re going to be working on which bucket, and there’s a lot of blend and overlap, but we spend a lot of time here working on behalf of our clients, and the firm, and every day is an adventure, but it's fun. It’s a blast. Louis Diamond: Absolutely. Well, let’s spend some time talking about your fairly recent capital raise. In October of 2024, Americana announced that PE firm Lovell Minnick Partners, the firm’s first outside institutional investor was coming in to take a majority stake in the firm. Can you take us back to that decision? I’m sure it’s still clearly vivid. Maybe talk through it, and when did you first start to think seriously about bringing in capital? Jason Fertitta: Yeah, so probably at the end of ’23, we looked down, and there was $100 million worth of potential M&A that was fairly actionable that we could do. And the other M&A events we did were small deals, 10, $20 million sometimes, but firms with three, 400 in AUM to 600 million in AUM. We were doing deals that size, and we’re just passing the hat, and saying, okay, to the families that were in our cap table and to ourselves, who wants to write a check? The cap table was changing all the time based on people’s buy-in and M&A transaction. But then, when you sit down, and you look at potentially $100 million of M&A, if every deal came through that you’re in conversations around, and we owned at the time 75% of the firm, the families owned 25. If all of that M&A were to have happened, we didn’t have $75 million as employees. We were facing dilution. And then, we went to the families and said, “Hey, we don’t mind being diluted, but we got to know that if all of these came through, you guys want to invest another 100 million into this business.” And that’s when they said, “Well, we can. All the deals that you’ve done so far have been accretive and great. But, our value add to you is not M&A. It’s not underwriting. It’s not how to take this firm from four billion to 12 billion or customers. Why don’t you contemplate bringing in an institutional partner to help you round first base and go to second and third?” And so, I called a good friend, a gentleman by the name of Jimmy Dunne, who’s legendary in the world of golf and business. He’s a vice chair at Piper Sandler. I explained the situation, and he said, “Well, this is going to sound self-serving, but I think you should hire me and my firm to run a process to find your partner.” Louis Diamond: Classic investment banker. Jason Fertitta: And we did, and he worked on a very small retainer, and a contingency fee, and they helped us get ready to show the firm to the institutional world, and that took nine to 12 months of hard work to get ready. They ran the process. I think we had 30 firms sign the NDA in the October of ’24 month that you mentioned. I think we had 20 offers. And during that year, we were getting to know a lot of the people that were going to be bidding on us, and we frankly were incredibly impressed by Lovell Minnick and their success that they have had in investing in the wealth space. We were always pulling for Lovell Minnick to compete and compete well, got to run an honest process and Lovell Minnick was not the high bid, but they were a very good and well-thought-out bid that was easy for us to understand on why they were where they were. And for us, it was about how can we create value from this point forward with the right partner to really grow the firm and scale it to where we wanted it to be? And so, that was the more important driving factor in our decision to sell to Lovell Minnick. Now, of course, we wanted to sell a minority piece, but the reality is, given the activity that we had in our M&A pipeline at the time, they were going to eventually get to majority anyway. And so, I may be skipping ahead a little bit in the podcast, but I know what some of the questions are going to contemplate, and our thought was, you’re in a better position to negotiate minority rights before the transaction than later. And so, we got all of that out on the table in our negotiations with our private equity partner, and then just got married immediately instead of had this weird period of where they ultimately were going to get to majority control through M&A, and then, you have this awkward moment where that shift happens after you’re already partners. Louis Diamond: Very interesting. Was it a hard decision to give up majority control over your baby? Jason Fertitta: Definitely a lot of self-reflecting on behalf of our team and everything, but I think where we came out with it, and I’m a big believer in this, is the people that really control the business are the people that control the relationships with the clients. Lovell Minnick knows that, and we’ve never had a decision in a year and a half that we don’t all arrive at the same place. We negotiate, we study, but they know that it’s not in their best interest to try and force the management team to do something that the management team is not in agreement on, because at the end of the day, we’re servicing all of these accounts. Look, we don’t see eye to eye exactly on everything, no partners do. But, we’re generally in the same zip code on everything, and we talk things through until we all arrive at the same place that this is in the best interest of the company. And I think a big part of why that works so well for us in Lovell Minnick, and I think this is very unique in the industry, it all goes back to we all own the same share class. We’re all in the foxhole together. We all sink or swim together. There’s no way one group can win and another group can lose. We all own the exact same security. Not only do we all own the exact same security, but our employees own it. The families that are in our cap table own it. And so, every decision comes from the standpoint of how do we make decisions to benefit that security? Louis Diamond: Makes sense. It’s still a tough decision, but you lay it out, make it seem like an easy decision with the conviction you have, I think the very pure motivation to make that leap. Aside from capital to fuel M&A, what are the other things that Lovell Minnick is doing for your business to help it? Jason Fertitta: Well, Lovell Minnick, and this is another thing that was impressive to us, they’re always the first institutional capital until what’s otherwise an entrepreneurial family-owned business. They’re not afraid of building the things that you have to build to get ready to scale. They’ve seen it in every investment they’ve made. And so, that was very refreshing to us, because frankly, we wanted the help. We wanted the expertise. We’re financial advisors at heart. Like a lot of private equity firms, LMP has this third party advisory relationships with industry people, and they’ve brought those people into our firm, several sit on the board of the firm today, and they’ve just been fantastic to work with. Some have more experience with FinTech, some have more experience with HR, some have more experience with actual investment platforms and product. Some have more experience in how to help clients optimize from a tax perspective. Some have family office experience. And so, we’ve really benefited from this group of people. And I would tell you that, since they came into our world, which is about 18 months ago, we have been building a lot of things that are about to be unveiled to not only our financial advisors, but our clients. And I think that the experience is just going to continue to get better for both of those segments. Louis Diamond: Very cool. Yeah, it seems like a great fit. And I meant to ask you before, because it’s such a cool, and I think still a fairly novel concept, but what was the thinking behind having nine families, their customers or clients come in, and buy some equity in the firm? Why’d you do that? And then what’s been the outcome of that? Jason Fertitta: It was more their idea than us after we launched the firm. And this goes back to my original comments about the clients want to do more business with you when you’re independent than when you’re inside the bank. And we have a lot of clients that are entrepreneurial. And so, I think when we explained to them the reasons why we were doing this, and the reasons why we’re so excited about it, they got excited about it too, some clients, most clients. And so, what they said was, “Yeah, we’re going to move our money to it, we’re excited about it, but if there’s an opportunity, we’d also like to own a piece of the firm.” And originally, when they said that, I didn’t know if they meant that they wanted us to give them, but they wrote a check. They all wrote checks. We set an arbitrary value of the firm in the first year after we launched it. And that wasn’t a whole lot of science behind the value. It’s basically what we would’ve been paid by walking across the street, and that was the original value. And they bought into the firm, and then, Lovell Minnick really thought it was a nice novel concept that they hadn’t seen before, and they’ve embraced it. When they invested, we brought another round of clients into the firm at that valuation. I think it’s really powerful, because what’s important for us in these families is that they’re all pillars of their respective communities and they’re spread across all over the country and Mexico. We have some incredibly good reputation, great business people in Mexico City, and Monterrey, and Los Angeles, and Midland, and Dallas, and Austin, and Houston. And we’re open to the concept of when we come into new markets, finding that pillar of the community, finding that family who people ask, “Well, what do you do with your money?” We want them to say, “Well, we own our own wealth management firm. He wants to have them call you and they’ll show you what we do with our money.” And that’s a powerful part of the organic growth and the flywheel. Louis Diamond: I absolutely love that. I oftentimes have clients, especially breakaway clients talk about how cool it would be to have a client or set of clients invest in their business. But, the reasons why, I love that as part of a very consistent, repeatable strategy of identifying key influencers essentially in different markets, and then having them come into the cap table. I would assume too, the dynamic of, “Oh, you should call Jason, he’s my financial advisor, he’s great,” to, “Hey, you should come in and meet my firm.” And I feel like clients are probably much more incentivized naturally to refer friends, family, et cetera. And just the power and dynamic of that referral is probably that much better than a referral from another happy customer who’s not an investor. Jason Fertitta: Exactly. When we’re looking at coming into a new city with a new partner, to the extent they have those clients in that community, and when they join us, we have a private equity partner that embraces that strategy and concept. When we’re talking to that Wall Street advisor, and they’re interested in our business model and our plan, I think that particular part of our business model is very differentiated and intriguing to them. Louis Diamond: Amazing. You mentioned in your last answer that you have, it sounds like you have some investors in Mexico, and that you’re serving families in Mexico and Latin America as well. Can you talk about adding that capability or the openness to go international? That’s clearly a big decision. It’s a different risk profile, different client needs. What was the thought process behind taking Americana, I guess, still in the Americas, but outside of America? Jason Fertitta: Yeah. Well, I think a lot of it is growing up in Texas, there’s a lot of wonderful families from Mexico whose kids and grandkids have moved here, and our children are going to school with their children, and they’re part of our community, and I think they’re a great part of our community. And so, I just started to notice how Wall Street treated this community as just one, right? And what we were able to do is cherry-pick a few families that we knew very well that are incredibly good reputations in the cities that they’re from, and their origins are from. And there’s a high desire on behalf of not only those families, but their friends to invest into the United States into our economy. And given that a lot of their children and grandchildren live in the US, these are families that have citizens and their family inside of the US and back home in Mexico. Most of these families, they’ve been going to our colleges. A lot of these families sit on the boards of Fortune 500 companies inside of the United States. These are families that are very easy to do due diligence on, and frankly, we have learned a lot from them. They’re very sophisticated families, and so, they’ve been amazing partners, and we use Bank of New York Pershing to custody a lot of these assets, and I think they’re increasingly becoming more interested in alternatives as part of their portfolios, because I think going back 15, 20 years ago, these families were mostly stocks, bonds, and cash. But, as they continue to build out their own family offices, they’re becoming more sophisticated and interested in alternatives, so it’s really been an exciting part of our firm. Louis Diamond: Did this expansion, does it scratch the itch to go into different Latin American countries in Europe and Asia, or is that not really part of the roadmap? Jason Fertitta: Well, it’s open to the concept. Like I said, the genesis of this for us was the fact that our children go to school with their children, and we got to know several families just through our social circles here in Texas. But, I don’t think that same phenomenon would exist in Europe, other Latin American countries per se, but we’re certainly open to it, and there’s a lot going on in Latin America. There’s a lot going on and a lot of potential, so we’re open to anything that increases the footprint in the right way for Americana. Louis Diamond: Great answer. Let’s go back a little bit to talk a little bit more about your M&A strategy. You merged with or acquired Boulevard Family Wealth, which was Matt Celenza’s firm. I think Matt was the first breakaway guest on our show, and an amazing advisor. You bought Goodpasture Gray in Nashville, and more recently you bought NRT Consulting. I think from my read, three different types of firms, different geographies. How do you think about the M&A strategy? Jason Fertitta: I feel like we’re building out a firm and departments in the firm, and each of those acquisitions goes into a different department of our firm. I think Matt Celenza and Boulevard are fantastic, and they’re really good at tax optimization strategies for families, and they’re really innovative there. That is a very hot topic with all of our clients. More and more families are getting smart about the fact that not only does it matter what your returns look like. What really matters is how much of those returns you get to keep. And so, Matt and his team are incredibly sophisticated and cutting edge on tax optimization, and that's proliferating throughout our firm right now, which is I think making us even better at what we can advise and provide to our clients. I would say that’s more in the family office service and tax planning part of our firm. Goodpasture Gray’s fantastic. WL who runs that firm, or did prior to the merger, I’ve known him for 30 years. He’s a longtime family friend. His clients are in Nashville, Santa Fe, and Texas. He and my father actually used to office together. And then, ironically, he hired Dynasty to represent him to find the right partner. That’s an example where full circle Dynasty brought him back and I hadn’t talked to him for decades, but we shared a bunch of fun stories about how I used to go up in college, and hang out with he and my dad in their office. That was a great full circle experience, but WL’s just a fantastic financial advisor that does what we’ve always done. He’s just a natural fit inside of our firm. And then NRT, Chris Ginsbach and his team, they’re unbelievable. They do bookkeeping services for families. They’re not signing tax returns, but the more sophisticated these families get, some of these families have 35, to 45, to 55 different LLCs that require bookkeeping services. He’s an accountant by training, so is everyone that works there. And I think that there’s a lot of cross-pollinating with our client base that wants bookkeeping services for their needs. With all of these different M&A events, it’s trying to meet or have the ability to meet your client at wherever their pain points are. And some of your client’s pain points are in bookkeeping and accounting. Some are in tax optimization, and some are just good old-fashioned financial advice and access. And all three of those acquisitions that you described are meeting that client in a different pain point, but they’re all pain points, and they’re all important. Louis Diamond: When you’re thinking about M&A, is it like you have, these are the three areas that we want to add to the firm? Next one, making it up, we want to add tax preparation. Are you then going out to find a firm that fits the bill, or is it more so just you’re selective with who you take on, and you look for a new capability, or just like an extreme alignment with how you’re already serving clients, and then, that’s what makes a compelling deal for you? Jason Fertitta: Yeah. Most of the time, we’re getting feedback from our clients on where they need help, and that is usually the spark that starts the fire on, okay, what if we added this? It’s really I would say more based on client feedback. We don’t have estate planning attorneys inside of Americana per se. We don’t have accountants that are signing people’s tax returns inside of Americana. We get a lot of interesting opportunities from accounting firms and estate planning firms. And so, I like how we have this great referral network in place with those industries. And so, I think we’d have to think long and hard about getting into those businesses per se. Louis Diamond: Makes sense. I feel like there’s probably a version of this story, your story, where you break away, you plot along, you’re happy to not have a boss anymore, clients are happy, maybe you get to like four or five billion in assets, and you call it a win, and just throw in coast mode, but clearly you didn’t do that. You went the opposite direction. What do you think drove the ambition to keep building towards something larger? What’s really sparking you and motivating you today maybe differently, or in a more defined way than it was when you first broke? Jason Fertitta: Yeah, I would say it’s not just me, it’s all the founders, and I think all the employees. I share this and not to sound corny about it. I think everyone here wants to try and build something that his or her children would say, “My parent was one of the founders and employees of Americana Partners.” It’s like, I think when you work at a bank, you definitely care about your brand that you’re building, but this is a whole next level of care about your brand. We really care about this brand, and we want it to outlast all of us. Louis Diamond: Love that. For a successful wirehouse advisor or team that’s sitting on a really nice practice maybe similar in size or in the same realm that you had back where you were in that world, and they’re thinking about maximizing their value, what advice would you offer? Do you think your story is an outlier, or do you think it’s doable by others if they follow certain advice or principles? Jason Fertitta: I would have a two-word answer. Call us. I’m kidding. I have a much longer answer. One of the things I really respected about a certain advisor, and if he’s listening to this, he’ll know exactly who he is, but I feel awkward saying his name. When I was contemplating going independent, I talked to an entrepreneur I really admire, and I called him, and I said, “Hey, we’re thinking about doing this.” And he said, “Look, I’m going to try and convince you to join our firm, and if you don’t end up doing that, it’s fine. There’ll be no hard feelings, because we ended up launching our own firm and I would never fault you for the decision if you wanted to do that with your team.” And we thought long and hard, we almost joined his firm. It was in a very different geography so we ended up launching our own firm. I would say that if you want to do it yourself, we would respond the same way. We would give you a high five, and wish you well, and say you’ve made a great decision, and we’d be pulling for you. If you want to spend more time with your clients, and less time in building the firm, we have the firm built, and it’s fantastic, and it wasn’t without blood, sweat and tears for seven years, and we can create a transaction that is economically the same or better as launching your own firm, and you have a voice, and you have a seat at the table, because we’re still small enough to where you can help shape the direction of this firm, and we want your input. The difference is that instead of spending a third of your time interacting with financial advisors the way I do, you could spend 90% of your time interacting with your clients, instead of a third, and be part of a firm that I think has great national prospects. But, I would never fault someone for doing it themselves, because that’s what we did, and that would be hypocritical. But, I really do think that this is a better path, even if you did it yourself, or if you did it with someone like us. I think you’re choosing two better options than what you currently have. Louis Diamond: I think it’s a great perspective, and I think it’s balanced and fair too. There’s plenty of people that I speak to where their passion is building. They want to be the next Americana, right? That’s what’s going to spark them and get them out of bed. They want to do M&A, they want to be the CEO, they want to really make their mark on the industry, and that’s fine. But, I do think there’s probably more advisors out there that would love to be part of something, and they’d love equity, and they’re passionate about different things than you were passionate about when you launched the firm. And the theory of a rising tide lifts all boats, it’s like, you can do this yourself or let’s just build something bigger and better together. And just getting comfortable with the theory of you’ll own a smaller piece of the pie, but the pie is much more valuable than owning 100% or 80% of something that’s less valuable, and is going to take you in a different direction personally. I always say we’re not in the business of making judgments for people. It’s up to them to define their goals, and then, we’ll help them execute on it. But, I really like that perspective. I agree, it’s not for everyone. What you did is extremely hard, it’s a risk, it’s a big swing. But, if you have the stomach for it, and you want to take the swing, to me there’s no better time to pursue that path than today. Jason Fertitta: I agree. And I could totally see a world over the next five years where some of these advisors that join us are bigger shareholders in this firm than me, and that would be great. Louis Diamond: Interesting. Jason Fertitta: I’m with you, not only do I agree with what you’re saying, to me, I’ve never thought about how much of this company do I own? I’ve thought about what is the percentage of the company that I own, and what is it worth? I could care less if it was 25%, 12.5%, 5%. What I care is, what is that slice worth? Louis Diamond: That’s a fun way to look at it. Jason, this has been really fun. This new series Build, Grow, and Transact, this is proof of concept, but we’re going to have to do a ton of these, because the richness of detail, and whenever we have breakaway guests, we’re talking to them in the beginning when they’re still finding their feet, everything’s new and fresh. They haven’t thought about or executed on M&A and taking on capital partners. But, I feel like this is the missing ingredient where it’s a playbook for how others can be better themselves, something to shoot towards. And I really appreciate your candor and transparency, and I’m very serious, we’ll have to do this again when you’re at 25 billion, and you have even more lessons, and I’m sure battle scars to share. Jason Fertitta: No doubt. I’m for sure open to doing that. And maybe in the meantime, I see the pictures behind your head there. I’d love to come visit you in Park City and hang out and ski, or play golf, or- Louis Diamond: You got it. Jason Fertitta: All right. Thanks for your time and thank you for having me. Louis Diamond: Thanks, Jason. Mindy Diamond: As a financial advisor, you hold yourself to the highest standards of integrity, honesty, and credibility. You are successful, because you take your professional responsibility seriously, and are dedicated to your clients, but are you living your best business life? Are your goals aligned with your firms, or could a better option exist? Should I Stay Or Should I Go is a book written with you in mind. It’s a self-guided journey that walks you through the key steps that we take with our advisor clients. This strategic thought process and roadmap to professional self-discovery is designed to help you ask the right questions, and think critically and objectively, whether you’re considering change or not. Learn how to get your copy at diamond-consultants.com/thebook. Build, Grow & Transact: Americana's $12B Path from Breakaway to Enterprise A conversation with Louis Diamond and Jason Fertitta, CEO & Partner at Americana Partners.      Louis Diamond: Welcome to the latest episode of our podcast series for financial advisors. Today’s episode is Build, Grow & Transact: Americana's $12B Path from Breakaway to Enterprise. It's a conversation with Jason Fertitta, CEO and partner of Americana Partners. I’m Louis Diamond, and this is the Diamond Podcast for financial advisors. Mindy Diamond: At Diamond Consultants, we help elite advisors identify the right environment for their businesses to thrive, whether that’s at a wirehouse, boutique, or independent firm. With nearly three decades of experience, we’ve guided thousands of advisors, and represented more than a quarter of a trillion dollars in assets transitioned. And each year, one in four advisors managing a billion dollars or more who change firms are our clients. Our process is education driven, and based on building relationships, starting as your strategic partner well before you’re even thinking of a move. To schedule a confidential conversation, call us at 908-879-1002. Wondering why advisors change firms and where they’re headed? Are transition deals going up or down? Those very questions and more inspired us to create our annual advisor transition report. It’s the award-winning data-driven resource designed for advisors that connects the dots between the motivations around movement, and the firm’s appetite for top talent. Arm yourself with the knowledge you need to make smart decisions. Download your copy at diamond-consultants.com/transitionreport. Louis Diamond: Independence is often viewed as the finish line. Break away, gain control, own the business, and enjoy the economics that come with it. But, for some advisors, going independent is just the beginning. That’s the idea behind this new series called Build, Grow, and Transact, featuring advisors who saw independence not as a destination, but as the first chapter of a business building story. And there will be some familiar names along the way, including our first guest who was on our show back in 2020, talking about what was at the time, one of the industry’s breakaway moves. That’s Jason Fertitta, CEO and foun

Kiera and Trish are on the podcast together (yay!) to dive into the art of a Dental A-Team visit to your office (double yay!). They go into how an eagle-eyed consultant was able to take a specific office that couldn't quite reach its goals and tip them into success. They also touch on relationship dynamics, the power of "mom eyes," being a cheerleader and a coach, and a ton more. Episode resources: Subscribe to The Dental A-Team podcast Schedule a Practice Assessment Leave us a review Transcript: Kiera Dent- Dental A Team (00:01) Hello, Dental A Team listeners. This is Kiera and I am so excited for today's podcast. I have the one and only Trish. She's known as TADA in our company. She's all the confetti, the glitter, the sparkles, the spice, and Trish honestly just reminds me how great life is. So Trish, welcome to the podcast today. How are you?   Tricia Lee Ackerman (00:17) I'm doing great, thank you Kiera. I always love getting this time in with you.   Kiera Dent- Dental A Team (00:21) ⁓ likewise, I, Trish, you are just my little like light on the Hill. just, whenever I need to remind myself how good life is, I just need a little Trishism in my life. So Trish, thank you for being that. And Trish, you just got back off the road. You were in offices and that was what we're going to podcast today of like, you have had some pretty freaking outstanding results after being with offices, being in person with them. And so we kind of wanted to office autopsy that, but like Trish.   Just walk us through like what is an office visit like and how does that magic happen? So kind of walk us through because you just Literally flew in I think last night and here we are. was like, hey, let's do a quick early morning podcast with you But yeah, let's let's talk about some of that magic Trish What what happens in an in-office visit and how does that magic happen?   Tricia Lee Ackerman (00:57) Yeah, that's good.   You know, it's like we do, we build strong relationships, you know, via the Google meetings and video meetings and such, but something truly does happen when you get to touch somebody, hug somebody, and then really just like look at them knee to knee, eye to eye. And I was, when I meet with teams, like it's typically, we kind of know each other already. You know, we've been working together a couple months, sometimes even up to like four or five, six months already. But when we get there and we see each other,   And we get to have a lot of fun together as a collaborative team, because the Dental A Team style is like, we are fun. That we definitely are. And we try to make the lives of people easier. And this collaboration that takes place, also is kind of like it's cousins with a trust that also forms at the same time. So it's like we collaborate, yeah, that's great. But then the relationship, it steps it up a notch and a trust starts to come.   Kiera Dent- Dental A Team (01:39) Yeah.   Tricia Lee Ackerman (02:00) And when you can see that happen, can all, well, you feel it and then you know it's there. And then the magic really starts to like, it speeds up the momentum. It like you hit the, you hit the pedal to the metal and like, it's go. And I've seen it more than once. And so it is truly the onsite visits that, that bring this kind of full circle and put the big red bow on what we're trying to accomplish for ourselves as consultants and for the teams.   Kiera Dent- Dental A Team (02:30) Yeah, I love that you say that because you're right. Like we do virtual and in-person consulting. We also have an in-person mastermind, which is so fun, but it's that I think it's the collaboration. It's the connection. It's the conversations that are had that you wouldn't normally have. ⁓ it's having, I almost got like the hallway whispers, teams open up a lot to you when we're in person. They, we find out things. And also when we go in person, you're able to see things. I remember, I think like one of the highlights of my career.   was walking into a practice that I had been consulting for almost a year. We were growing them and I walked in and I did like a, it was a head turn. Everybody says I have some good mom eyes without being a mom. And I was like, you guys have paper charts? I didn't know that this was a thing. And how has this never come up on a single call because paper charts should not be happening. And the dentist was like, but Kiera, I'm just so comfortable with them. And I said, well, great, we're gonna get really uncomfortable and it's time to change. I just think it's a...   Tricia Lee Ackerman (03:23) Yes   Kiera Dent- Dental A Team (03:27) things that offices don't even know that they should be bringing up to you of issues on virtual calls. We can't see the practice. can't see how like there's a practice. You and I both know them very well. The thing we did for them was we put in a different flow and that's all we did. And that increased our case acceptance, it increased team morale, but it was just something simple like that. So Krish, you have a practice though. You got an office, it's a unique office. ⁓ And I think what's magical is,   after the visit, it's crazy. People can always tell, I had somebody actually chart my visits and they were like, Kiera, without fail, every time you come in, we get a boost in production, a boost in revenue. And I'm like, well, yeah, cause the team's happier. You guys are all aligned. You're rowing in the same direction. But the goal is that that can also sustain. So I hope that it's a, and what I have seen is it's a boost and it's like, there's a spike, but then it's also the baseline goes up and it stays up.   Typically speaking, because people are like, well, if you're not here all the time, how are we supposed to get these boosts? And it's like, no, it is a boost, it's a spike, but then is the baseline hires and we live in that, that becomes our new norm. Then we come back in and we spike again and the baseline norms up again. So Trish, let's talk about, you got a couple office autopsies out there. What did you do for some practices and what were the results afterwards?   Tricia Lee Ackerman (04:42) Well, I have, I do have a client and there's two practices. We joined them together for the onsite visit and they were, because there's the two practices, they are real, they're very great with being collaborative, but we were all together. So everything was implemented at the same exact time. you know, Kiera, what are the other things I want to throw in about our approach is when we do implement and when we do go onsite, it isn't like the Dental A Team way.   You know, doesn't have to be this way. You know, we asked the teams, well, here is a way that we could do something a little bit easier. How do you think we could do this? So there are really big part of, and these teams that we work with, I mean, they're like, geniuses. They really are. We actually learn so much from them. But this particular team that really kind of sticks out to me, they were really struggling hitting their goals. They kind of just didn't know how to do it.   Kiera Dent- Dental A Team (05:26) Okay.   Tricia Lee Ackerman (05:36) But we set in metrics that they could, we broke them really, we broke them down almost like to the hour. So they didn't have to look at a big thing. And yes, that we can do virtually. However, being together and me being able to watch them collaborate and give them those like, almost like the standing ovation, like, wow, did you guys see what you just designed? And Kiera, when I left that practice, they have hit their goals the last two months now. We put in some, which,   Kiera Dent- Dental A Team (06:03) Yeah.   Tricia Lee Ackerman (06:04) is so neat because they have such a skip in their step. But this, in February, they were $600 away from their collection goal. It was the last day of the month. They ended up going over by $4,000 because they are competitive with each other now in a super fun way. And they ended up getting a patient that was in for a consult to schedule and pay in advance because they wanted that goal. And   Kiera Dent- Dental A Team (06:07) Ha ha ha!   dang.   That's incredible.   Tricia Lee Ackerman (06:32) And it's those things that they would not have done before. again, you know, it's almost like it's an invisible magic that does take place because they now know that they have somebody that's not there to change them, that's there to help them. And they want to make us proud. They want to make themselves proud. And it just kind of like the progress that they want to make steps up quite a big level.   Kiera Dent- Dental A Team (06:35) Mm-hmm.   Tricia Lee Ackerman (07:02) It just does. It just does.   Kiera Dent- Dental A Team (07:02) Yeah,   it does. And George, what I love, and I think you highlighted it so well, you're exactly right. I think all of our team, not I think all of our team members, all of our consultants have been team members before. And that was something as a team member and also as a business owner, I wanted to make sure when Dental A Team is consulting, we don't go in and we don't say, have to follow this script. Because people push so hard on that. They're like, listen, I'm not your robot. Like I don't want to do that versus   here's some tools and here's some resources. Like my job is to be your little fairy godmother, whatever I can do to help you. But at the end of the day, we're looking for outcomes and results. We're not looking for robots. And so if you guys are doing a great job and you're hitting the results, fantastic. And I think Trish, what you said is I think Denali team does a really great job of bringing teams together, helping them put together tangible, actionable plans that are like, this is what we're going to do in here is how we're going to set the goals, but we get the teams to do it. And you and I have another office that we worked with and I thought it was   Tricia Lee Ackerman (07:57) Yes.   Kiera Dent- Dental A Team (08:00) fascinating because people tell us all the time like, well, this associate won't produce or this won't happen. We have an office that hit the highest production that they have ever hit in the history of this dental practice shortly after you and I visited. And I think you and I both sat back and were like, is that causation or coincidence? Like, I think that there's a, they kind of come together and ⁓ it definitely was not a coincidence. It was very intentional. Trish, we put it together. We got the whole team rallied.   but we were focusing on what the doctors wanted. And as a by-product, we, I don't know, I feel like we're little magicians as consultants. You focus on what the doctors want, but as a by-product, we weave these threads through like, well, why don't we just try tracking this? Not on their radar, not what they're thinking. And then all of a sudden they start hitting higher goals. They start hitting these things and like, wow. We're like, yeah, it's crazy how when you just track it a little bit, you hit these things. They were concerned about their new patients and they, do you remember like after we left,   highest new patient numbers and highest production numbers. And what I think you and I love is when a practice is able to do that and they rally together, you and I can then come back around and be like, we've done it one time. What did we do? What are the things? Let's make that a constant. So this isn't just a one time like flash in the pan because Trish and Kiera showed up or Dental A Team did. It is truly a, this is going to be a sustainable model. So what are your thoughts on that? Because I think some people are like, well, just because you guys show up, then my team does it.   But for us, we're big on like, we don't want just flash in the pans, we want long-term sustainability. And I will say these practices are continuing to hit higher goals than what their baseline was before as well.   Tricia Lee Ackerman (09:34) Our delivery, you know, it's kind of like, you know, we can't hear, I'm always using analogies. My brain has to take with an analogy. And it's like, you know, people just receive the messages differently from whoever it is delivering it to them. Meaning like, my husband will respond totally different from his business coach than he ever would from me.   Kiera Dent- Dental A Team (09:39) I love them. This is why you're to dot Trish.   Tricia Lee Ackerman (10:00) And I could be saying the same exact thing. There's a, there's, and that's just a relationship dynamic. And so we are just, to these teams and to the doctors, we're, we're different. We're, we're just coming in a different approach with a different perspective, even though some of the messages they may have already been hearing or even sharing with their teams, but they get to hear it just a little bit differently. And, and I think once, and well, I should actually change that, not differently. They hear it more.   Like it resonates differently. And then they go into action. But when we show them, you you guys have already done this, because they forget what they've already done. They're so busy. Then you go into the next day of dentistry, then the next day of dentistry. But when we're like, look at, let's go back and look at this piece. You actually did it. So let's help you do it again.   Kiera Dent- Dental A Team (10:52) Mm-hmm.   Tricia Lee Ackerman (10:52) And then   they just kind of, go arm in arm. kind of code, we code diagnose with them, just like we want our doctors to code diagnose with their patients. We code diagnose with our teams and we're like, let's do this together. And then, I mean, they're the ones that are really like talk about magicians. They really truly are. mean, they're the ones, they do it. do it and it's so rewarding. the best part of this. You this job is already rewarding enough to be able to share.   Kiera Dent- Dental A Team (11:10) I do.   Tricia Lee Ackerman (11:17) I always love to tell people, I'm no genius, all my material is stolen. I've just had this, I've been so blessed to work with incredible people and learn incredible things that I get to share it with teams. And then these teams, go and they go do it. And it's so fun to sit back and go look at what they did.   Kiera Dent- Dental A Team (11:32) Mm-hmm. Mm-hmm.   Yes, I agree. And I think if, if you watch the video, I love Trish, you actually like had a little shimmy, like we go with the office. And what it is, is it's Trish walking down the office with these teams. It's partnering with these teams. It's being the cheerleader and the coach. think you need both. think a coach tells you your blind spots. A coach doesn't always tell you what you want to hear. Their job is to be looking down the line. And that's what I obsess about. Like we've, we've been there, we've done it. We've done it multiple times. mean, Trish, shoot you.   You've managed hundreds of team members. Like, like you said, it's all stolen. It's all on repeat. It's stuff, it's helping your team have another voice that they trust that they listen to. That's not you. Doctors have told me many times, Kiera, I pay you a lot of money to come in and tell my team exactly what I've told them, but they respect you. They listen to you. They want to know from you. And that is the greatest gift I think we can give our doctors too, is you don't know, have to be the only voice in the room saying this. You've got backup, you've got people and we work with the doctors. it's.   Tricia Lee Ackerman (12:21) Yes.   Kiera Dent- Dental A Team (12:34) We game plan with them before we come into office. We game plan with the office managers. But what I love Trish is in these two different practices that we're talking about, and we even have a third, ⁓ like our Rolodex, if you look and listen. So the first practice, you set goals with them. You had it achievable with them. The second practice, we went through like an entire new patient experience. have them doing office tours. We were working on new patients and we just said, hey, by the way, here's two areas. If doctors start tracking their production, this is going to go up. And all of the doctors,   kid you not every doctor went right up but as you listen to it and then the office you just came from it was like how do we help this associate doctor like there's just different dynamics of associate doctor staying leaving what do we pivot how do we fix it all three practices and the reason i want to highlight this is because Dental A Team does not have a one tool fits all approach it is very dynamic of what do these teams need what is going to get these offices motivated and Trish what i love is i still remember it was ⁓ one of the masterminds   You came in, you were in a cute little dress and like you were just so just like high on life. And you said, Kiera, I love my job and I love my job. And we are so lucky because we get to change people's lives. And it's so fun for us to be able to do that. And I've thought about that so much because well, yes, we're hitting goals of dentistry. I think we're changing humans at the same time of helping them see that, if we set a goal and we work as a team, we can do things we never thought we'd be able to do. And I think that's magnificent, but Trisha, anything else you have of like,   How did you actually get a practice to hit their goals? Two times in a row when they were not hitting, like they've gone, they've got a history of never hitting and now they're hitting it consistently. And they were so close and so committed to the goal. Like how did you, how did you turn a team into that overnight?   Tricia Lee Ackerman (14:14) The biggest, okay, I truly do think that the biggest part of that success is getting their buy-in. However, when I ask teams for a buy-in, it's a very, very deliberate and individual buy-in. So it's not just like, as a group, are we all bought in? Are we all gonna do this? I do go through each and every team member and ask, are you bought in? Do you think you could do this with us? Because when we say yes,   Kiera Dent- Dental A Team (14:43) Trish, do do that in a public setting or a one-on-one setting? Perfect. Which I don't, I do the same. And I, the reason I highlight that is because you're not getting blanket to group buy-in. You're getting individual buy-in in front of team members, which is critical and pivotal. And I wanted people to hear the difference. Cause also if you're doing it behind closed doors, the whole team doesn't see to hold accountable. So the fact that it's in a public setting, not just like head nods, yes, but each individual person. And what you said is, do you think you can do this? Do you think you can hit the goals with us?   Tricia Lee Ackerman (14:45) I do it in public setting. I do it in public.   Okay.   Kiera Dent- Dental A Team (15:13) They are also then self committing. It's like a patient who tells you, yes, I'm gonna get the new patient forms back to you. They are already bought in and committed to doing this and it's brilliant. So continue on. I just wanted to highlight and differentiate that.   Tricia Lee Ackerman (15:26) No, thank you, because that was something that I learned a long time ago. And that individual buy-in, there is something that happens when you own it in front of your peers. There's an ownership there. And you don't want to be part of a team and be there and say, yes, I think I can do this, I'm bought in, and then not do it. It's just kind of natural. We don't want to be that person. ⁓   And you know, there have been, I have run into occasions where there, a team will be a little reluctant and I appreciate that because they'll, some teams might go, well, I'm, I'm bought in on almost everything, but I'm like, that's perfect. Let's stop right there and let's get, what do we need to do to help you get past this? But, and so we stop and, that is something like, we don't, we don't negotiate like you have to be bought in. the, you know, there's 22 members and one has a yeah, but   That's okay, but we just need to get past it so that it's a real, real sincere buy-in. and Kiera, I have, mean, to this day, and I've been doing this for a good minute, I've never not had a team member not be able to get past the abut ever. Because the rest of their team members, that's when they also step in and say, well, we can help you and we can do this and let's look at it at this angle. So that buy-in definitely does help, it does.   Kiera Dent- Dental A Team (16:47) Well, I think what you even teach on that Trish is that's healthy debate of a team. If they're the yeah, but great. We want to hear that. We don't want just head nods of yes, but in the back of your mind, you're sitting there like, ⁓ but like, we are saying this goal, but the reality is we don't even have the patience to do that. That's a great call out. So let's talk about that and find out, is this a new patient issue? Is this a motivation issue? Is this a diagnosis issue? There's ways, but teaching teams that the yeah, but   Tricia Lee Ackerman (16:52) Yes.   Kiera Dent- Dental A Team (17:18) is not wrong. The yeah, but that is trying to derail, not bought in, hating your team, that is wrong. Like that is not okay. That is not healthy debate. That is just willful rebellion. And that person is a wrong person and should probably move along and not probably like I would recommend strongly. ⁓ But most of the time I found that teams are not doing it out of willful rebellion. They really do have hesitations and reservations. And if we can just talk about it and find solutions.   Tricia Lee Ackerman (17:25) Yes.   Kiera Dent- Dental A Team (17:46) but you want to also encourage your team to bring these up. Again, not in Willful Rebellion where they're just like, we're not doing this, but in a true like, what are the blind spots? What have we missed? So that way we can actually win the game. That's what we're looking for. And I think it's brilliant. And I think when people hear that, there is no cookie cutter recipe for success. There is your practice, your team, your pieces. But I think the piece that Trish highlighted that we've done with all of them.   is you get the whole team by an, go around and I show them what they've committed to for six weeks. They all sign off on it. We put it up in the break room. They all see that every person on the team has signed their name, that they're committed to this at least until they designated deadline. And that I, I don't think, but I do think as an owner, I'll flip to like my owner hat. I think that that can be a hard thing to do as an owner to be like, all right, team, like I heard this great podcast. We're going to do this. I think sometimes this is the magic of having an outside voice come in.   to help your team rally, to teach them that this is the way we do it, so then owners can then duplicate this, but you're not the one who's having to set this up initially all on your own as well.   Tricia Lee Ackerman (18:51) I totally agree. Totally agree. And it's also change. know, like with success does come typically some change. And that can be scary to some people. mean, again, if you have the team of 20, you might have one that's like, okay, hold on, I want to do this, but... And it's also, it's empowering for us as consultants to remind, consistently remind people that change is uncomfortable as it is. Like it's a person, it's an internal personal growth too. It's not...   You're not always just making the practice see a better success. You're succeeding as yourself as an individual by just going through that uncomfortableness. Just that alone. You'll take that with you outside of the office. they grow, yes, they grow professionally, but they do also grow personally. And when I talk about like, love seeing, you know, I love changing the lives of people. I do sometimes get a little emotional about that because   The most rewarding piece of this is when you do have a doctor or a team member share that not only has the practice implemented things and tools that have really helped them be more efficient and just happy, but that outside of the office, these individuals have a different skip in their step as well. And that when it comes, when it comes full fold like that, talk about a win. That's powerful right there, that one.   Kiera Dent- Dental A Team (20:12) Yeah.   That is, and I'm so glad you said that because we were actually talking at Dental A Team and we changed it. We actually changed up what our mission and vision were and it's one practice, one life, one person at a time. And what you just said is our mission. It's like, yes, we're changing the practice, but we want to focus on the individuals on helping them change their life on them as a person. And I think it's so magical that we get the playing field of the dental practices that brings us all together, but we're able to change those lives. And so I think Trish,   I love the magic, the passion, the camaraderie. I watch you, you turn teams around very quickly and it's fun to watch you work to their nuances. I see you, I feel like you're a chameleon with practices. You morph into who that practice needs. You change and adapt. You change your style. Sometimes you're like over the top flamboyant. Other times you are like solemn and somber. You always have your wit to you that never changes. But you really will adapt to the team and what the team needs at that point.   And you have insane results. And so I think for one, we're so lucky to have you two offices are so lucky to work with you. Yes, of course you're welcome. And three, I think for anyone listening, if you're like, I wonder what that might be like in my practice, I wonder like how this would be. I hope you've heard that it is never coming in and ripping apart a team. is taking their successes or wins. heard Trish. They're brilliant. The teams are brilliant. They're already doing 90 % of it. Right. Let's just help them get that one or 2 % change. So they're actually able to get the wins.   So if you're interested in that, reach out, Hello@TheDentalATeam.com. We'd love to come to your practice. We'd love to help you out. We'd love to see if you're a great candidate for it. So reach out, we'd love to help you out. And Trish, thanks for being on our team. Thanks for sharing the wins and ⁓ thanks for truly just changing lives out there.   Tricia Lee Ackerman (21:56) Thank you, Kiera. Thank you so much.   Kiera Dent- Dental A Team (21:58) Of course, and for all of you listening, thank you for listening and we'll catch you next time on the Dental A Team Podcast.

HOUR 3: Wait…what's a rolodex? full 2121 Wed, 24 Jun 2026 21:00:00 +0000 wm0rzCkRbBhNmfvVK8jwQ5BziXLqM8TE news The Dana & Parks Podcast news HOUR 3: Wait…what's a rolodex? You wanted it... Now here it is! Listen to each hour of the Dana & Parks Show whenever and wherever you want! © 2025 Audacy, Inc. News https://player.amperwavepodcasting.com?feed-link=https%3A%2F

In conclusion, the only good theory of taste is Nostalgebraist's. He wrote a post called Hydrogen Jukeboxes, analyzing the literary output of an AI called R1. This AI tried hard to write good fiction, which was part of the problem. It crammed its stories with what Nostalgebraist called (stealing a term from Ginsberg) the "eyeball kick" - a flashy stylistic move that immediately catches the reader's attention and "wows" them. Here are examples - some from R1, others from an experimental OpenAI model trained specifically for fiction-writing: "There is a prompt like a spell: write a story about AI and grief, and the rest of this is scaffolding—protagonists cut from whole cloth, emotions dyed and draped over sentences." "When the jar of Sam's laughter shattered, Eli found the sound pooled on the floorboards like liquid amber, thick and slow. It had been their best summer, that laughter—ripe with fireflies and porch wine—now seeping into the cracks, fermenting." "And so I built a Mila and a Kai and a field of marigolds that never existed. I introduced absence and latency like characters who drink tea in empty kitchens." "The morning her shadow began unspooling from her feet, Clara found it coiled beneath the kitchen table like a serpent made of smoke." Nostalgebraist and another writer, Coagulopath, catalogue some of the most common AI eyeball kicks, each occurring across multiple LLM models: "An overwhelming reliance on cliche. Everything is a shadow, an echo, a whisper, a void, a heartbeat, a pulse, a river, a flower—you see it spinning its Rolodex of 20-30 generic images and selecting one at random." "Conjunctions combining one thing that is abstract and/or incorporeal with another thing that is concrete and/or sensory." "Repetitive writing. Once you've seen about ten R1 samples you can recognize its style on sight. The way it italicises the last word of a sentence. Its endless "not thing x, but thing y" parallelisms…the way how, if you don't like a story, it's almost pointless reprompting it: you just get the same stuff again, smeared around your plate a bit."   https://www.astralcodexten.com/p/nostalgebraists-hydrogen-jukeboxes

What happens when recruiting becomes faster—but less personal? Host Kortney Harmon sits down with Denise Chaffin, CEO of TopSource Talent and host of the Talking TA podcast, to explore why relationship intelligence remains one of the most valuable competitive advantages in an increasingly automated industry.Drawing on nearly four decades in talent acquisition, Denise traces the evolution of recruiting from Rolodexes and classified ads to AI-powered platforms. She shares why trust, transparency, and follow-through still shape candidate and client experiences—and how recruiters can use technology to strengthen relationships rather than replace them. From building influence through consistent communication to turning ATS platforms into relationship memory systems, Denise offers a practical framework for balancing efficiency with authentic human connection.Discover why the recruiters who thrive in the AI era will be the ones who use technology to scale trust—not replace it.________________Follow Denise Chaffin on LinkedIn: LinkedIn | DeniseFollow Crelate on LinkedIn: CrelateWant to learn more about Crelate? Book a demo hereSubscribe to our newsletter: The Full Desk Experience

SAM.gov contracting strategy is more powerful than most gurus admit, and Ryan Atencio has the insider data to prove it. Ryan spent years in the military writing the statements of work that became DOD solicitations, and he reveals that the vast majority of those requirements were completely unforecasted or unforeseen at the start of the fiscal year. If you have been told that by the time an opportunity hits SAM you have already lost, this episode delivers the reality check that could be costing you contracts right now. In this episode, Ryan Atencio break down: Why the popular LinkedIn advice that "by the time you see it on SAM you already lost" is wrong for most contractors, and how Ryan wins the majority of his contracts fair and square from open SAM.gov competitions How the nature of DOD procurement, where end users often don't know their own requirements until the fiscal year is underway, creates a level playing field that small businesses can exploit Why "failure to team is a failure to win" and how to identify the right teaming partner by targeting companies whose capabilities are the complete opposite of yours to expand your opportunity pipeline What makes an ideal consulting client: a veteran SDVOSB construction company with competitive pricing, an industry Rolodex, and proposals that are losing on execution rather than on price How Ryan structures his consulting engagements with a lower monthly retainer paired with a 2% gross contract value success fee, and why aligning incentives this way drives better outcomes for both sides EPISODE CHAPTERS: 0:00 - Mindy AI finds your federal contracts daily 0:30 - Eric Coffie welcomes you to Federal Help Center 0:57 - SAM.gov opportunities are fairer than gurus claim 1:43 - Unforecasted DOD requirements create a level playing field 3:06 - Teaming with complementary partners expands what you can win 5:16 - Proposal quality and graphics separate the real winners 5:42 - Veteran SDVOSB construction client is a consultant goldmine 7:05 - Structuring retainer fees and the success fee model Mindy gives you the federal opportunities, agency signals, recompete intel, and pursuit briefs that tell you not just what contracts exist, but which ones to chase and how to win them. Sign up for free Daily Alerts and get opportunities delivered to your inbox before the day starts.

Most growing companies are held together by spreadsheets that nobody fully understands — built by someone who left three jobs ago, maintained by someone who doesn't know why it exists, and quietly critical to daily operations. In this episode, Jeff Mains sits down with Garrett Fritz, co-founder of MetaCTO, a fractional CTO firm that helps mid-market companies transform outdated operational processes into custom, scalable software.Garrett breaks down why so many organizations are trapped in the "if it ain't broke, don't fix it" mindset, how AI has lowered the barrier to custom software without eliminating the need for expertise, and when it actually makes sense to build your own tool versus buying off-the-shelf SaaS. He also shares how internal tools can evolve into white-labeled revenue generators — and the most common mistake founders make when they try to take that leap too fast.Whether you're drowning in manual processes, questioning your SaaS spend, or wondering how to implement AI responsibly, this episode delivers a practical, no-hype roadmap.Key Takeaways4:37 — **The #1 operational inefficiency Garrett sees:** Hundreds or thousands of employees running mission-critical operations on a spreadsheet built a decade ago by someone who's since been promoted — and nobody knows why it has the formulas it has. 6:15 — **What "turning spreadsheets into apps" actually means:** MetaCTO embeds in the business, decodes the spreadsheets, understands the workflows, and builds working software that can replace the internal process — or be taken to market as a SaaS product. 7:54 — **Profitable from day one:** Because Garrett and his partner came with a thick Rolodex from 15–20 years in tech leadership, MetaCTO launched with clients already lined up — no burning cash to find product-market fit. 13:27 — **70% of AI POCs never see the light of day:** The excitement dies when teams realize how much effort is involved. MetaCTO's focus is getting those 90%-done prototypes all the way to the finish line. 18:34 — **Build custom vs. buy SaaS — the real decision framework:** After 2–4 weeks embedded in a business, MetaCTO looks at licensing costs, actual feature utilization (often just 2% of the SaaS product), man-hours wasted, and growth trajectory to determine the ROI break-even point. 28:25 — **Niches win:** SaaS isn't dead — it's narrowing. The companies gaining ground are building hyper-specific tools for specific industries (think: Procore, but only for commercial plumbers) where the UI, reports, and workflows are built around exactly how that niche operates. 31:33 — **The #1 mistake when productizing internal software:** Not talking to the second customer. Your problems aren't always everyone else's problems. Validate outside your organization before building for market, or you risk six months of rework when the deltas turn out to be core to the platform. 33:40 — **How to actually quantify the ROI of custom software:** Bake usage analytics into every product from day one. Track utilization, time on platform, transactions processed, and revenue generated — then compare to the man-hour cost baseline captured during discovery. 39:14 — **Responsible AI implementation starts with one rule: Resist "Accept All."** Don't grant admin tokens to AI agents for convenience. Suffer through permissions early so you don't face irreparable reputation or business damage when a bad actor exploits an over-permissioned agent. 41:22 — **The smartest first step for any leader feeling stuck:** Use AI tools like Replit to build a prototype with fake data. Don't try to connect it to real systems — just use it to force yourself through the problem-solving process. Come to the conversation with a working wireframe and you'll skip weeks of expensive discovery.Tweetable QuotesAt the heart of it is some Excel spreadsheet that some employee made 10 years ago — and it is critical to the operation." — Garrett Fritz"70% of AI proof of concept projects have never seen the light of day. It's pretty common to get excited about something and then realize, oh, this is a lot more effort than we thought." — Garrett Fritz"You can't just give a layman a chainsaw and expect to be a carpenter. A little bit of finesse and experience goes a long way." — Garrett Fritz"The niches win. The companies gaining ground are building hyper-specific tools for specific industries — where the UI, reports, and workflows are built around exactly how that niche operates." — Garrett Fritz"We never build it and run away. And as you can imagine, anyone who's created a piece of software has never said 'I'm done' either." — Garrett Fritz"Resist 'Accept All.' Give the AI admin access for convenience, and you're one bad actor away from irreparable damage to your business." — Garrett Fritz"AI is most valuable when it's applied to real business friction — not just trendy experiments or chatbots. Nobody needs another one of those." — Jeff MainsSaaS Leadership Lessons1. Familiarity is the enemy of efficiency. The "if it ain't broke, don't fix it" mentality keeps organizations locked in spreadsheet-driven operations for years — sometimes decades. The pain point has to get big enough to justify change, but by then the cost of switching is enormous. Don't wait for a crisis to modernize.2. The barrier to custom software has dropped — but expertise still matters. AI tools like Replit and Lovable have made it possible for non-developers to prototype software. But there's a massive gap between a 90%-done prototype and a production-ready, secure, maintainable application. Knowing what you're doing still matters.3. Don't buy features you'll never use. Most enterprise SaaS customers use 2% of the product's functionality — but pay for 100% of the license. When your team is only using 2% of the product and only 50% of the people who should be using it actually are, you're compounding inefficiency at every layer.4. Build for the second customer before you build for the market. If you think your internal tool has market potential, validate it with people outside your organization before investing further. Your problems are not automatically everyone else's problems. The cost of discovering core delta requirements after six months of development is enormous.5. Measure everything from day one. Custom software that doesn't have baked-in usage analytics is a black box. You can't demonstrate ROI, you can't justify ongoing investment, and you can't make intelligent roadmap decisions. Instrument every product with utilization metrics, transaction data, and performance monitoring from the start.6. AI governance isn't optional — it's the first conversation. The most dangerous thing you can do is grant your AI agents broad permissions during development and never revisit it. Treat AI like a junior employee: define its scope, limit its access, and require human approval for anything with downstream consequences. Someone always has to be the final buck.Guest Resourcesgarrett@metacto.comhttps://metacto.com/https://www.linkedin.com/in/grfritz/https://www.linkedin.com/in/grfritz/Episode SponsorThe Futureproof Series - https://www.youtube.com/playlist?list=PLfkXKUPZ5xuOqMPR7_gzGybncTtavyR1NThe Captain's KeysSmall Fish, Big Pond – https://smallfishbigpond.com/ Use the promo code ‘SaaSFuel'Champion Leadership Group – https://championleadership.com/SaaS Fuel ResourcesWebsite - https://championleadership.com/Jeff Mains on LinkedIn - https://www.linkedin.com/in/jeffkmains/Twitter - https://twitter.com/jeffkmainsFacebook - https://www.facebook.com/thesaasguy/Instagram - https://instagram.com/jeffkmains

Send us Fan MailLinkedIn isn't just a job board anymore. In this episode, Vanessa Jackson explains why LinkedIn has become the world's largest professional Rolodex and what teachers need to do differently in 2026 to be found by recruiters and hiring managers. In the Perspective Pivot, Vanessa answers the question no one was a asking: What does a Sharpie marker have to do with healing, stress, and teacher burnout? More than you might think. Learn why your nervous system may still be reacting to old experiences and how new experiences can help create new patterns.In the Teacher Hack, Vanessa revisits a listener-favorite teacher hack: Dawn dish soap. From laundry stains to mystery messes, this magical blue liquid has earned a permanent place under her sink. Plus, discover professional stain-removal resources and hear the story of a Labrador retriever who developed a very unconventional carpet-cleaning strategy.And in the Career Transition & Job Search segment, Vanessa discusses one of the biggest changes in today's job market: LinkedIn is no longer just a place to apply for jobs. It has become the world's largest professional Rolodex. Learn how recruiters use LinkedIn in 2026, why translation matters for teachers changing careers, and how to make your experience understandable to employers outside education.In This EpisodeWhat a Sharpie marker can teach us about healing and stressWhy teachers often remain in "survival mode"The difference between prediction and reality in managing anxietyHow accountability can help create lasting changeWhy Dawn dish soap remains a teacher favoriteProfessional stain-removal resources worth bookmarkingThe surprising evolution of LinkedInWhy LinkedIn is the world's largest professional RolodexHow recruiters search for candidates in 2026Why teachers don't have a skills problem—they have a translation problemLinkedIn engagement strategies that actually matterHow to make your profile easier for employers to understand  Resources MentionedTeacher in Transition Podcast Episode 19: LinkedIn and So Much More https://www.buzzsprout.com/277608/episodes/14703125LinkedIn: https://www.linkedin.comAmerican Cleaning Institute Stain Removal Guide: https://www.cleaninginstitute.orgThe Spruce Stain Removal Guide: https://www.thespruce.comKeywordsTeacher Career Change, Teacher Burnout, Career Transition for Teachers, Teacher Resume Help, LinkedIn for Teachers, Teacher Career Coach, Teacher Transferable Skills, Teacher Job Search, Teacher Networking, Teacher Career Coaching, Resume Writing, LinkedIn Profile Optimization, Teacher Career Change Podcast, Education to Corporate, Career Transition Strategy, Professional Networking Support the PodcastIf you enjoy this independent podcast, please consider:sharing the episode with a teacher friendleaving a review on Apple Podcasts or Spotifysupporting the show financially starting at just $3/month Support Teachers in Transition  Connect with Vanessa Jackson

It's YOUR time to #EdUp with Dr. Chris Domes, President, Neumann UniversityIn this episode, recorded Live from the 2026 InsightsEDU Conference in Fort Lauderdale, Florida, February 17-19,YOUR host is ⁠⁠Dr. Joe Sallustio⁠⁠⁠⁠⁠⁠How does the most diverse institution in Philadelphia with 61% first generation & 58% Pell eligible students achieve 91% fall to spring retention when those students have lots of exit ramps & anything unraveling in their life could take them off the highway?Why are independent & for-profit institutions now serving the underserved populations that land grant & public institutions were created to serve when Penn State is essentially elite & local public universities serve less than 20% Pell eligible?What makes building a Rolodex for students who don't come with one the job of the institution when their parents don't belong to country clubs & they don't have multiple generations of connections?Listen in to #EdUpThank YOU so much for tuning in. Join us on the next episode for YOUR time to EdUp!Connect with YOUR EdUp Team - ⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠Elvin Freytes⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠& ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Dr. Joe Sallustio⁠⁠⁠⁠⁠● Join YOUR EdUp community at ⁠The EdUp Experience⁠We make education YOUR business!P.S. Want access to the only intelligence platform built exclusively from presidential conversations in higher ed? Well, we have an app for that!Join EdUp Leadership!

Original text from The Complete HyperCard Handbook (Expanded 2nd Edition with HyperCard 1.2 supplement!!!) Open HyperCard Stacks with just 512K RAM via HyperDA. If copying HyperCard was such an obvious idea, where did all the AmigaVision productions go? What happened to all the Asymmetrix Toolbook-ware? David Greelish “Before Macintosh” interviews with Bill Atkinson: Parts 1, 2, 3 Make beautiful Atkinson-dithered images with HyperDither, GraphicConverter (Effects => Dithering => Atkinson) or in your browser with DitherIt! More than you could ever possibly want to read about dithering and an undergrad lecture on Floyd-Steinberg dithering. Bill Atkinson's Rolodex, a.k.a. Casady & Greene QuickDEX (v1.4, II). Bill Atkinson's 10 Rules for Making Interfaces More Human Quotes from: Bill Atkinson Presents HyperCard at the Apple Corps of Dallas (1987) Legacy of HyperCard Event (2017) HyperCard Training Solutions (1987) Bill Atkinson on PhotoCard and HyperCard at the Eyeo Conference (2013) Bill and Andy Hertzfeld demonstrating oldmac stuff at the Computer History Museum (2010) David Pogue hosts “The Macintosh at 20” (2004) Triangulation Interview with Bill Atkinson, 2016 (part 1, 2) Triangulation Interview with Atkinson, 2018 (part 1, 2) CHM - Bill Atkinson on how Apple obviously doesn't do user testing anymore (2022) CHM - The Macintosh at 40 Churchill Club - Steve Jobs' Legacy (2011) Asymmetrix Toolbook Demo - Computer Chronicles on Windows 3.0 (1990) Hackers: Wizards of the Electronic Age - “People don't read encyclopedias cover to cover. It just doesn't happen! But …” Designing Interactions interviews: Bill Atkinson Unused 1984 Macintosh commercials: “I think of myself as a cross between an artist and an inventor” R.I.P. uliwitness, a.k.a. Uli Kusterer, longtime Macintosh programmer and HyperCard enthusiast. We will miss you too. Fun fact: I recognized Uli's name when it popped up in the podcast Discord. Back in the late 1990s a friend and I used “Uli's Panes” as the playlist interface for a classic MacOS MOD player. Remember Uli, HyperCard and Bill with: Myst Reverse Engineering Write Your Own XCMD with CodeWarrior Other HyperCard streams hypercard.org Stacksmith Classic MacOS programming streams “Why programming sucks and how to make it better” (SwiftConf 2015) with references to what made HyperCard a uniquely intuitive development environment. Get a load of Uli's HyperCard stack icon shirt! Partial HyperCard stack file format documentation Uli's Moose, an updated version of The Talking Moose for classic MacOS. Uli told me he tried to submit a new version of Mac OS X to the App Store but it was rejected several times and he eventually gave up. Thanks, Apple!

In Hour 3, Marcia Neville & Mark McIntosh join Dan in-studio to discuss the Irv Brown Scholarship and tell their favorite Irv stories. Irv's endless Rolodex, plus stories about Bobby Knight and Bob Stoops are discussed. Dan, Marcia and Mark also remember Les Shapiro and the impact he had in this town. The show ends with a little more talk about the Irv Brown Scholarship and how the listeners can get involved. 

In 1995, the typical "PE operating team" was a few old-timer ex-CEOs. Today there are 20,000 of them. Cass and Paul from ParkerGale's ops team sit down with Devin to walk through how private equity operations actually evolved — from the "I got a guy" Rolodex era, to the captive consulting model, to today's proliferation of professional operators. Plus hot takes on the AI-specialist hiring boom, why a lot of operating teams will get skinnier, and how to know if you're helping or propping up a company.

Mike Calhoun built the room where titans go to level up. For over a decade, his Board of Advisors mastermind — headquartered in Tampa — has quietly connected founders, CEOs, and investors who do 8-, 9-, and 10-figure deals with each other. In this episode, Mike sits down with Andy Elliott and opens the playbook: why a Board of Advisors beats a Board of Directors for founders, how to build your own without a dollarspent, why "get the right people in the room" is the entire game, and the difference between consuming and depositing on social media. Mike also shares his story — leaving home in 10th grade, grinding through Home Depot in 1995, building three SaaS platforms before landing on what became BA.CONNECT WITH MIKE CALHOUN

Welcome back to another episode of the unSeminary podcast. Today we're joined by Jimmy Scroggins, Lead Pastor of Family Church in South Florida. Under Jimmy's leadership, Family Church has grown into a network of over 20 congregations across multiple languages, all unified under one structure while maintaining local leadership and live teaching at every location. Are you finding your church's energy drifting in too many directions? Wondering how to keep your ministry focused while still doing all the “good things” churches are called to do? Tune in as Jimmy offers a clear perspective on why maintaining a relentless focus on the weekend experience is critical for sustained church growth. A network of neighborhood churches. // Family Church operates as one unified organization—one name, one budget, one leadership structure—but functions like a family of neighborhood churches. Each location has live preaching, local leadership, and contextualized ministry for its community. Like siblings in a family, each campus shares core DNA while expressing it differently based on context, language, and culture. This approach allows the church to scale while remaining personal and locally effective. Why Sunday still matters most. // One of Jimmy's strongest convictions is that healthy churches must prioritize the weekend gathering. When growth slows, churches can be tempted to drift away from focusing on Sunday. Leaders may unintentionally elevate secondary ministries, such as midweek programs or community initiatives, because they feel like wins. However, if Sunday gatherings are not vibrant, engaging, and growing, the effectiveness of every other ministry will eventually decline as well. A healthy weekend service creates the momentum that fuels everything else, and secondary ministries all need to drive back to the Sunday experience. Creating alignment across multiple locations. // One way Family Church keeps the focus on Sunday, and maintains unity across a large multisite network, is through shared sermon planning, common teaching outlines, and collaborative preparation. While each pastor delivers messages in their own voice, the theological direction and structure remain consistent. At the same time, local campuses retain flexibility to adapt to their specific communities, ensuring both consistency and contextual relevance. Developing future leaders intentionally. // A key driver of Family Church's growth is its leadership pipeline. The church utilizes internships, residencies, and student ministry roles to identify and develop future campus pastors. Notably, Jimmy views student pastors as potential senior leaders because their roles require a broad range of skills, from teaching and leadership to administration and pastoral care. By consistently investing in emerging leaders, the church creates a steady pipeline of capable pastors ready to lead new locations. Coaching for continuous improvement. // Teaching quality is a high priority, and every communicator receives regular coaching. Sermons are recorded, reviewed, and evaluated by trusted leaders who provide feedback and track growth over time. Jimmy himself participates in this process, modeling a culture of humility and continuous improvement. Refocusing requires difficult decisions. // For churches that have drifted away from prioritizing the weekend, Jimmy offers a caution: refocusing will require letting go of some good things. Leaders must carefully evaluate where time, money, and energy are being spent, and whether those investments are truly supporting the weekend experience and the church's primary mission to make disciples. To learn more about Family Church, visit gofamilychurch.org and explore their resources and annual leadership conference. Thank You for Tuning In! There are a lot of podcasts you could be tuning into today, but you chose unSeminary, and I'm grateful for that. If you enjoyed today's show, please share it by using the social media buttons you see at the left hand side of this page. Also, kindly consider taking the 60-seconds it takes to leave an honest review and rating for the podcast on iTunes, they're extremely helpful when it comes to the ranking of the show and you can bet that I read every single one of them personally! Lastly, don't forget to subscribe to the podcast on iTunes, to get automatic updates every time a new episode goes live! Thank You to This Episode’s Sponsor: Risepointe Do you feel like your church’s or school's facility could be preventing growth? Are you frustrated or possibly overwhelmed at the thought of a complicated or costly building project? Are the limitations of your building becoming obstacles in the path of expanding your ministry? Have you ever felt that you could reach more people if only the facility was better suited to the community’s needs? Well, the team over at Risepointe can help! As former ministry staff and church leaders, they understand how to prioritize and help lead you to a place where the building is a ministry multiplier. Your mission should not be held back by your building. Their team of architects, interior designers and project managers have the professional experience to incorporate creative design solutions to help move YOUR mission forward. Check them out at risepointe.com/unseminary and while you’re there, schedule a FREE call to explore possibilities for your needs, vision and future…Risepointe believes that God still uses spaces…and they're here to help. Episode Transcript Rich Birch — Hey friends, welcome to the unSeminary podcast. So glad that you have decided to tune in. We’ve got a returning guest today, which, what does that mean? That means it’s somebody I want you to hear from again. Excited to have Jimmy Scroggins with us. He is the lead pastor at Family Church. They’re one of the fastest growing churches in the country with, if I’m counting correctly, 14 campuses in Florida, plus five locations in Spanish and a Portuguese location. That’s a lot of moving parts. Family Church is dedicated to building families in South Florida through a network of neighborhood churches. Jimmy became the lead pastor there in 2008. Super excited to have you on the show again today.Jimmy Scroggins — Hey, man, always glad to be with you and appreciate what you do.Rich Birch — Yeah, encouraging to see you as well again. So why don’t you bring people just up to speed for folks who haven’t been following along with Family Church. Give us a picture where things are at today, your 14 campuses, multiple locations. What’s a network look like today? Tell us all about that.Jimmy Scroggins — Yeah, so actually, depending on how you can, you know, we use the word campus and church interchangeably. So although we are one church organization, one budget, one name, one leadership structure, one constitution and bylaws, we still function a lot from the perspective of an attender like likes independent churches because we have live teaching and live local leadership at every family church location.Rich Birch — Yep.Jimmy Scroggins — And so we have 20 locations. Rich Birch — Okay. Jimmy Scroggins — Then we have some additional, so because some of those are Spanish speaking… Rich Birch — Yep. Jimmy Scroggins — …yeah like Portuguese our Portuguese church has their own campus. A couple of our Spanish speaking churches have their own campus.Rich Birch — Love it.Jimmy Scroggins — Then a couple of them congregations meet on the same campus with an English speaking congregation.Rich Birch — Okay. Yep.Jimmy Scroggins — And so so that’s that’s where we’re at. We have all those different physical locations and several more coming online in the next 12 months or so. Rich Birch — That’s fantastic.Jimmy Scroggins — And we’re really excited about the opportunity that we have to reach people in South Florida. We are not a megachurch. We have but a budget and the total attendance of a megachurch, but that’s in the aggregate. Our largest attended campus on a strong Sunday that’s not Easter might have 1,800 people. Our next one might have 1,500. We have another one that runs about 900. And then the rest of them are like usually with t between 400 and 600. Yeah.Rich Birch — Yeah, that’s great. That’s really this neighborhood church vision that you’ve been talking about, right? Which is the idea, if I remember correctly, it’s a one hundred locations that you’re hoping for, you’re wondering, you’re asking the Lord. Tell us talk to us a little bit about that.Jimmy Scroggins — We’re talking about a hundred congregations, so they don’t all have to be Family Church. So we felt that we also helped to plant a truly autonomous, independent churches that are not Family Church. And so between that and where we are now with our own locations, we think we’ve started out on 40 something… Rich Birch — That’s amazing. Jimmy Scroggins — …of these over the last 15 years or so. Rich Birch — That’s great.Jimmy Scroggins — And, You know, the number 100 is kind of aspirational. I don’t know if we’ll ever actually get 100. Rich Birch — Right. Jimmy Scroggins — But it’s it’s it’s close enough that we can measure progress, but far enough out there that it feels like, man, we’ve got a lot of work to do.Rich Birch — Yeah, that’s great. What what do you, this is like a sidebar question. How do you kind of define the difference between a Family Church, somebody that’s in the network or is a part of the Family Church versus a church plant?Jimmy Scroggins — Sure.Rich Birch — How do you think about the difference between those two?Jimmy Scroggins — Well, I mean, again, our our main markers, the one thing that, well, we say what makes us one church or one church organization is we’d have one name. So like all of our Family churches, if if we do a strategic partnership or a merger with another church, they’re all going to become Family Church. Jimmy Scroggins — We have one constitution and bylaws that we all share. We have one um leadership structure, so they’ll all come into the leadership rubric and structure of Family Church, and we have one budget. So we all pool our resources and then we dispense them to together to fund the work of the different locations that we have.Rich Birch — Yeah, I love that. So…Jimmy Scroggins — And because we have live teaching, too, you know, we we try not to use language. We usually will correct someone around here if they use language like the mothership… Rich Birch — Right. Jimmy Scroggins — …or the main campus because we don’t we don’t have that.Rich Birch — No, no.Jimmy Scroggins — You know, wherever you attend church, that’s your main campus. Whoever’s your pastor, your preacher, that’s who you want to hear.Rich Birch — That’s good.Jimmy Scroggins — That’s that’s your that’s your lead pastor.Jimmy Scroggins — So we really try to think of it like that.Rich Birch — Yeah, that’s cool. Yeah, there’s a lot there. And maybe we’ll have you on another time to talk about, you know, how you’re keeping those together and keeping them aligned and focused. Because there’s, you know, I think there’s a lot of people that would aspirationally say, hey, that would be great. But man, I’m just not sure the inner are workings of that. But that’s it for another day. So I’m already setting you up for the next conversation.Jimmy Scroggins — All right. All right. Great. Look forward to it.Rich Birch — But one of the things I’ve heard you talk about is, hey, you know, we got to stay focused on the weekends. We got to stay focused on Sunday mornings. That sounds simple, and the kind of thing, of course, that’s what we do. But what what were you seeing when you think, hey, we got to be focused on Sundays. We got to be focused on that experience as church leaders.Jimmy Scroggins — One of the things that I’ve discovered over my, you know, I’ve been, I’ve been a ministry a long time. I’m 54 years old. This is the only kind of work I’ve ever really been in vocationally. So as I’ve watched, I’ve just watched churches always have this tendency to drift away from a focus and a value on what happens on Sunday morning and towards other things.Jimmy Scroggins — Now, before anybody starts emailing you or emailing me or whatever, I understand. I want to say all, just please assume the best in terms of the caveats, right? Rich Birch — Yep.Jimmy Scroggins — I know that discipleship is the goal, not church attendance. This is not about nickels and noses and all that. That that is really not what I’m talking about.Jimmy Scroggins — What I’m talking about is for a church to have an organizational drive, for a church to have an organizational forward momentum, they have to be succeeding and rallying people at their weekend services. That’s just the way that it is. If you don’t do that well, you are blunting the impact of everything else that you might be doing, whether it’s small groups or home groups or whatever else. Jimmy Scroggins — And again, look, this is not the Bible. This is my opinion. If you, my opinions are all free. If you don’t like it, you don’t have to take it. But I do think that, I do think that in my experience just watching, and and what I watch is when churches begin to get into severe decline, what they do is they usually latch on to some other ministry that’s not Sunday morning… Rich Birch — Right. That’s true. Jimmy Scroggins — …so they can feel like they’re getting a win. And so they’ll start, you know, our, what’s really important around here is our Thursday night ministry to special needs kids.Rich Birch — Yep.Jimmy Scroggins — It’s our orphanage that we own in Haiti. It’s our soup kitchen where we feed the homeless every Monday. And all of those things are awesome things.Rich Birch — Yeah, VBS in the summertime or yeah, whatever those kind of things.Jimmy Scroggins — Yeah, there are things that the church should do, maybe where you are, and those are all godly things, good things, biblical things, faithful things. But the thing of it is, what I watch is churches latch on to those things because they stop believing they can succeed on Sunday morning, and those things take on greater and greater importance.Jimmy Scroggins — But but what what churches find is that eventually, if you don’t make Sunday morning healthy and vibrant and growing, all of the other things that are the auxiliary ministries that are attached to that are going to go away also.Rich Birch — Yeah, that’s, I love that. In fact, just recently I was with a church where we were talking about similar issues and they were talking about these other things they do. And I was challenging them very similarly. I was said like, listen, that all sounds great. But like, how can we take the energy you’re putting into that and focus it in on the weekend, focus it in on Sunday? What can we do to rather than because it feels diffused? It’s like, you know, you got all these other areas you’re you’re spending your time on. Rich Birch — What does focus really look like for you as you’re coaching, even your team at Family? You say, okay what do what does it look like to kind of have a great weekend that feels like a win? What are some of those kind of telltale signs of, yeah, that that’s a that’s a congregation that’s focused on making that work?Jimmy Scroggins — Well, I think I think there’s organizations such as 9Marks and others who have laid this out pretty clearly. What should be happening when a church is gathering regularly? And so I think I think others have done a really eloquent job of laying these kinds of things out. And I want to go ahead and say I’m for all of 9Marks and all that kind of stuff.Rich Birch — Yep.Jimmy Scroggins — And I really am from the heart. But I also would just say, in terms of some more pragmatic ways that you approach that, obviously being faithful to what the Bible calls a neighborhood church to do. But I think one of the ways i encourage pastors is agreeing that we’re going to be faithful theologically in every way. I want to try to create the kind of church that I want my family to grow up in.Rich Birch — That’s good. That’s good.Jimmy Scroggins — So I’ve got kids, I’ve got teenagers, when I had little ones, when I had preschoolers, what kind of preschool experience do I want my kids to have in a context of a faithful church? Rich Birch — That’s good.Jimmy Scroggins — What kind of children’s ministry experience? What kind of student ministry experience? What kind of music do I think that our family ought to be singing together when we gather on the Lord’s Day? What kind of sermon do I want my wife and my children, what kind of sermon do I need to be hearing when we gather on the Lord’s Day?Jimmy Scroggins — And so that’s what I’m trying to think about. And what you’ll find is, you know, now I’m in a little bit of a different phase because now I have my kids and grandkids go to my church. So what kind of an experience am I hoping that my grandchildren are going to have in the context of a biblically faithful neighborhood church?Jimmy Scroggins — And so I’ve just found that when you think of it like that, it clarifies a lot of things.Rich Birch — Yeah, that’s good.Jimmy Scroggins — And and it also lets you be authentically who you are. And what I found is that if I will help to create the kind of programming in the context of a biblically faithful church that I want my kids to experience, there’s a lot of people who actually have the same desires. And they might not even be able to articulate it because maybe they don’t have the training or they haven’t thought about it as hard as I have. But when they but become part of it they go, that’s what I’ve always been looking for right there.Rich Birch — Right, right. Well, that’s part…Jimmy Scroggins — And so that’s what that’s what I think.Rich Birch — Yeah, I love that. It’s a part of being a leader, right, is to identify here are the things that are important to our organization and and how do we keep those front and center and keep them in front of people? And I love that just personal kind of reflection, even, hey, what what am I looking for and how does you know, what do I think God can use? Rich Birch — Well, pivoting a slightly different direction, thinking about what you’re doing at Family Church, you know, when you’re running multiple locations in multiple languages. How do you keep this kind of focus consistent with across all your campus pastors who are leading in very different contexts? You know, I know you’re all in South Florida, but like it’s very different communities you’re in. Jimmy Scroggins — That’s true.Rich Birch — Talk us through how are you, how are you driving unity and continuing to make sure Family Church is Family Church.Jimmy Scroggins — Well, a couple of things, Rich, you know, we’re multisite, but we, so, you know, our, our goal is always family resemblance, not cookie cutter and identical. So the way I think I’ve shared this with on your podcast before, but the Scroggins family, we have eight biological children. None of them are twins. They do have a look because genetics are real. Rich Birch — Yes. Jimmy Scroggins — But they don’t look alike and they don’t want to be alike.Rich Birch — Right.Jimmy Scroggins — They like being brothers and sisters. They like being part of the Scroggins family. If someone else picks on them, they tend to tribe up pretty quick. But there’s a healthy sibling rivalry among all of them. And that’s kind of my idea for how our family of neighborhood churches can work.Jimmy Scroggins — is There’s a family resemblance. We’re all proud to be part of the family. We love each other a lot. We pull for each other really hard. There’s a healthy amount of sibling rivalry. We don’t like other people coming at our coming at our brothers and sisters. And so that’s kind of how I like to posture our churches as much as I can.Jimmy Scroggins — And the way that we keep consistency and camaraderie and chemistry and hold each other accountable is we just have a lot…we call it meals, meetings, and retreats. So we have a lot of meals together. We schedule it. We budget for it. We have a lot of retreats together. We schedule it. We budget for it. We have a lot of face-to-face meetings, more than most churches or leaders would tolerate. But that’s part of how we create culture and how we cultivate culture together.Rich Birch — Yeah, that’s very good. I love that. Actually, very similar Mark Jobe in Chicago. They have 20 some odd locations as well, all preaching locally. Jimmy Scroggins — Yeah. Rich Birch —And he gave a very similar answer. I said, how do you keep everybody together? And he would kind of look to like well, we all get together for lunch on Monday. That was that was his answer. You know, it’s very similar.Jimmy Scroggins — Yeah. Yeah.Rich Birch — Like, hey, we got to keep FaceTime with each other. We got to keep relationally connected. Jimmy Scroggins — Yeah. Rich Birch — Yeah, that’s that’s fantastic. What would you say some of the, when you say your campuses have a strong resemblance, sticking with the genetic. Jimmy Scroggins — Sure. Rich Birch — What are some of those markers of the strong resemblance that that are telltale for you?Jimmy Scroggins — I mean, aside from the more superficial things like branding, right? Signage and branding. But also, I would say like our preaching. So we cultivate our sermon series together. Every preacher preaches in their own voice. umThey make every sermon their own, but we do collaborate. We create like a three or four or five point fill in the blank outline together that we all use. Then you have a lot of freedom beyond that, but that does keep a family resemblance. Jimmy Scroggins — Um, even our music, we don’t all have to use the same songs. We don’t, it’s not always in the same style, but we do have a set of songs that we’re using each quarter. And, um, we tend to try to, people have freedom to, to add songs or do something, but we, we, we kind of agree on a catalog of songs that we’re going to focus on for the quarter.Jimmy Scroggins — Our liturgy is similar. So we have certain, like an announcement video that we all play all every church, every campus does. So we all do the same call to worship, reading out loud together congregationally. And we all do the same benediction, you know, that we read out loud congregationally. We all take the Lord’s supper every week.Jimmy Scroggins — We share our baptism. So like,whenever we baptize, we video all of them. And then the following week, those baptisms are shown at every location. Rich Birch — Right.Jimmy Scroggins — So we all rejoice in each other’s baptism. So those are just some things that we’re doing to communicate, hey, we’re all we’re all one.Jimmy Scroggins — At the same time, again, if you go to some of our congregations that majority black, well, it feels like it. I mean, the music’s different. The the preaching style is different. The the the way people react in the room is different. Obviously, if you’re Brazilian and you’re speaking Portuguese, obviously, if you’re, and even our Hispanic churches… One the things I discovered—I didn’t know this because I’m such a redneck—but when I come down here to South Florida, I did not realize that Hispanic is not actually all one thing. There’s actually a lot of different countries that speak Spanish… Rich Birch — Right. Sure. Jimmy Scroggins — …and they speak Spanish differently. And they actually like, they’re different. Rich Birch — Right.Jimmy Scroggins — And so I did not know that. And I never thought about it. And so even those congregations may have some differences.Rich Birch — Some differences. Yeah.Jimmy Scroggins — So that’s how we that’s how we do it.Jimmy Scroggins — Try to maintain family resemblance. Try to maintain Sunday morning excellence. At the same time, giving the preachers and the congregations freedom to reach their own neighborhoods for Christ.Rich Birch — Yeah, that’s fantastic. I’d love to double click on the Sunday morning excellence piece, particularly around teaching. So I get that you’re doing, you know, the kind of team teaching in a sense, here’s the three or four points, we’re kind of all heading in the same direction. What are you doing to ensure that that part of what you do, we know that’s critically important for all our churches, that that part is as high quality as it can be, you know, it’s it’s kind of as engaging as it can be.Rich Birch — What are you doing um from a feedback, coaching, you know, maybe even selection of those campus pastors or the people that are speaking? you wouldn’t call them campus pastors, lead pastors. What are you doing on that front to ensure that that is as high quality as it can be?Jimmy Scroggins — Well, we have a system for that. So we have a couple of guys. We have three or four guys in our church or pastors here that are very gifted and not only in teaching and preaching, but they’re gifted coaches. And so we have a system and I, and a regular rhythm where everyone videos their sermons and then they they email their manuscript and their video to these coaches and then they get feedback. But then they sit down and actually watch the video and get personal feedback from these coaches. And they do this several times a year.Jimmy Scroggins — And we keep a running log on here’s some things that we’ve asked them to work on and improve. And so then when we come back the next time, did they work on these things and are they improving? And so those are the kinds of it’s not perfect, but it is a it is a serious mechanism that we have where…Rich Birch — Yeah.Jimmy Scroggins — And I do it, too. I submit to it as well. We all get coached and we all get better.Rich Birch — I love that. Actually, this is now the second church. I literally was talking to a church earlier this week that is pursuing a secondary communicator to do exactly this. So it’s actually not the lead pastor who they’re who they’re kind of charging with this coaching role on communicators. Talk to me about that. That’s an interesting decision because I think a lot of people would assume, oh, that must be Jimmy’s job. He’s going to be coaching all these people. But talk to me about about your decision to have them do that.Jimmy Scroggins — So one of the things that I do in a church like ours is I delegate a lot of things, but I do not delegate the teaching ministry of the church. So every week, if you go to our, you know, every week I meet for about two hours with everyone who’s preaching this weekend.Rich Birch — Okay.Jimmy Scroggins — So they’re all in that meeting. We’re talking through the sermon. We’re developing this outline. I do that myself. I personally lead the preaching retreats. We have two a year where we’re laying out our calendar. So we’re always 18 months out on our preaching calendar.Rich Birch — Yeah.Jimmy Scroggins — And so those are, that’s just something I, I don’t want to delegate. Um, the teaching ministry of the church belongs to me in terms of responsibility, for the ah oversight of it.Jimmy Scroggins — And so that’s how we do that.But in terms of the coaching, these are all men that I’ve known for a long time that I trust a lot.Rich Birch — Right. Right.Jimmy Scroggins — We’re theologically aligned.Rich Birch — Yep.Jimmy Scroggins — I know the kind of feedback that they are likely to give. I trust it a lot. I know how they do it because I submit to it myself. And part of the reason that I do it is I want to get better. And part of the reason I do it is I want to interact with the coaches.Rich Birch — Right. Yeah, that’s good. That’s great.Jimmy Scroggins — So I, yeah. And so it is my responsibility. But the other thing is, you know, Rich, on coaching, whether it’s student ministry, kids ministry, you know, I’m I’m an ex-athlete. And one thing that athletes do, they get coached all the time, and they get coached by people who usually can’t do what they’re being coached to do.Rich Birch — That’s true.Jimmy Scroggins — So like, you know, when Tom Brady was at his height winning Super Bowls, not one of his coaches could have played quarterback as well as him, but he got coached every week.Jimmy Scroggins — When Tiger Woods was at his peak of golf, he flew Butch Harmon, his swing coach, around his jet. And if Butch could play golf as good as Tiger Woods, he’d have won the Masters. Rich Birch — Right.Jimmy Scroggins — But he was his coach. And so somebody doesn’t have to be better than you to coach you.Rich Birch — That’s good. That’s great insight for sure. And, and yeah, that the analogy of, yeah, somebody that’s professional at what they’re doing is getting coaching right in there. And it’s a different skillset than the, the same is true the other way. There’s a lot of people that are pro-athletes who can’t make the jump to coach. They just can’t do that. They… Jimmy Scroggins — That’s correct. Rich Birch — …you know, that’s like a different, it’s a totally different skillset than, than doing the thing that we’re talking about. What about the these key staff, campus pastors in these locations? How are you where are you finding them before they join the team? Are they coming up within? Are you you know what what’s that look like? How are you how are you finding these individuals to lead?Jimmy Scroggins — Yeah.Rich Birch — I know this real pressure point a lot of multisite churches.Jimmy Scroggins — Yeah, well it’s a pressure point for us, too. And we never have enough.Rich Birch — Right.Jimmy Scroggins — But I will say we work at it. So we have an internship program that’s year round. So we’re trying to cultivate college age kids, not because we’re going to hire them necessarily. We hire some, but so that we have a pool of people that we know that are in their 20s that may have an interest in vocational ministry.Jimmy Scroggins — We bring in, in the summers, a cohort of outside college students who are from all over the country. Again, it’s kind of like an eight week where we invest in them, but it’s an eight week job interview also. And so at the conclusion of that, we’re sitting down with our team and going, okay, is there anybody that was here this summer that we would want to hire? Stuff like that.Jimmy Scroggins — We do have a residency program here in English and Spanish. So we’re cultivating, these are for people who are beyond college age and these is our residency is primarily aimed at people who already live here and who are engaged in a career that’s not vocational ministry. And people who are, it’s usually, we’re we’re looking for people who are at a point in their career or their business where they have a lot of control over their own schedule.Rich Birch — Right.Jimmy Scroggins — And then we give them some training. It’s a two year residency program. And then some of them become pastors or lay ministers. Some of them become just highly trained volunteers. That’s another avenue.Jimmy Scroggins — And then we’re networking all the time. So we’re working hard. We try to enter our team and cohorts. We try to travel and be there for college fairs and other things. Because we have to work hard so we have a Rolodex of people that we can call on when when we when we need someone to come fill fill a role.Rich Birch — And out of those, well, first of all, super commendable that you have lots of different avenues. And lots of times when I ask your church that question, they’re like, well, we do this one thing and it’s not working. It’s like, okay…Jimmy Scroggins — Yeah.Rich Birch — …well, it takes more than one thing. You got to do a bunch of different things. Which of those has been the most effective or most fruitful for, or is it kind of a scattershot? It’s all of it for… Jimmy Scroggins — Yeah. Rich Birch — …you know, identifying particularly key leaders.Jimmy Scroggins — They’re all fruitful in different ways. One of the things that we do is we use our student ministry. So when we have full-time student ministers, which we have a bunch of them, we really don’t hire somebody to be full-time as a student pastor unless we think they could be a campus pastor or lead pastor.Rich Birch — That’s good.Jimmy Scroggins — So it doesn’t mean that they will be, but every single person we hire, we think this person’s got the gift mix, they’ve got the teaching gift, they’ve got the want to, they’ve got some administrative ability, they’re a good convener, people tend to come around them. And so we’re trying to identify those people who may not be ready yet in terms of experience or age or family development or whatever, to be a lead pastor, but we want to identify people who we think are on that trajectory, put them in those slots.Jimmy Scroggins — And we do that because student ministry, you know, I was a student pastor for a long time. Student ministers do basically everything that a lead pastor does. They have to prepare messages. They have to rally volunteers. They have to arrange music. They have to oversee events. They have to do funerals and weddings. They have to do counseling. They have to deal with discipline problems. So student pastors, and they have to do it all on shoestring. They tend to be really good at senior pastor stuff after they’ve been doing it for a while. So that’s why we do it that way.Rich Birch — Yeah, that’s great. I love that. I love the, just even the clarity of identifying, Hey, we know that the people in this, you know, in this role, those are all people who eventually we could see, you know, if they keep developing, they could be in these roles. That’s a, that’s, that’s fantastic.Rich Birch — Well, this been a fantastic conversation. Getting back to the kind of Sunday focus question. if, if I’m a church leader and I think, man, I think we’re maybe a bit off focus on some stuff. We’re not, we’re not putting enough energy into the weekend. What would your recommendation be to them for pulling back on other things? How do you actually do that in a way that you know doesn’t kind of kibosh? How do we make that transition in a way that that actually propels the church forward rather than you know hindering us? Any thoughts on that?Jimmy Scroggins — Yeah, that’s probably a whole nother podcast, Rich.Rich Birch — Yes.Jimmy Scroggins — But just in brief, I would just say you need to do that very wisely because what you’re going find out is in order to refocus, you’re going to have to either de-emphasize or stop doing something else. And that something else is probably a really good thing that some Christian somewhere ought to be doing. And your church has a constituency of people in it who are super passionate about that thing. Rich Birch — Right.Jimmy Scroggins — And so you gotta be really wise because you just go ripping and slashing, um you’re gonna undercut your own leadership credibility. And in some situations you might undercut your leadership opportunity.Jimmy Scroggins — And so you gotta be really wise about that. But I think minimally, if you could just assess it. So years ago I heard a guy that was really good at organizational leadership. He said, he said if you brought in a consultant from outside and he didn’t know anything about your church, and he didn’t care about anything about it. And he just assessed it and said, you should stop doing this, you should start doing that, you should fix this, you should fire them, you should hire them. He goes, why don’t you just think about what that guy would say and then do it. Rich Birch — Right. Yes.Jimmy Scroggins — So I think there’s a part of that where even if you can’t wisely do everything all at once, I think there is a sense in which you should at least be able to identify what those things would be if you could. And then you begin to chip away at it.Jimmy Scroggins — So the way, I mean, just real clarity is just like, hey man, where’s the money? How who how many how many staff dollars or budget dollars are flowing towards helping Sunday morning succeed and how much of it is flowing elsewhere?Rich Birch — Yeah, that’s good.Jimmy Scroggins — How many staff members and how many staff hours are directed at other programming versus Sunday morning programming? How much of your brain space as a senior leader is being occupied by other ministries versus Sunday morning? Rich Birch — That’s good.Jimmy Scroggins — And I would just say it doesn’t mean that it should be zero. It just means the clear priority in my mind should be your weekend gatherings. And then a very simple, like a very practical example of how this might work out is let’s take student ministry. So I did that for a long time.Jimmy Scroggins — A lot of churches on like their midweek program on Wednesday nights, whatever night it is, they have a huge group, two or three or four times bigger than the student ministry group that meets on Sunday mornings. Okay, and why is that? Well, we’re reaching the community. Okay, maybe. Maybe you got a bunch of kids that aren’t Christian or whatever, and they come to your thing because it’s fun. and Maybe you’re also collecting some kids from other churches whose youth group isn’t as good as yours, or maybe they don’t have one, or, you know, whatever. There’s there’s a lot of reasons why the youth group on the midweek is is big, and there’s nothing with that.Jimmy Scroggins — But I would just say, my so what I tell my youth pastors is, look, get the biggest group you can on Wednesday nights. I love it. Blow it out. I’m just not evaluating you on that. I’m evaluating you by how many students are here on Sunday mornings. Rich Birch — Right.Jimmy Scroggins — Because because Sunday morning kids come with their families and families are what build churches.Rich Birch — Right. Right. That’s good.Jimmy Scroggins — Now they’re going push back and say, so you don’t care about reaching all these lost kids at our public school. No, I actually really do, which is why if that’s something that we’re really passionate about, why don’t you get a job with FCA or Youth for Christ or First Priority? Let’s fund you and, man, knock yourself out as a missionary to the public schools.Jimmy Scroggins — But what we’re trying to do at Family Church is make disciples. And the way we do that is building families. It doesn’t mean that we won’t have kids whose parents don’t go to church. We will and we do. But what I’ve learned over many years is all that activity around people who never whose parents never come bears very minimal fruit compared to the energy we put into parents whose kids do come or likely to come. Those that fruit tends to remain.Jimmy Scroggins — I know we’ve all got anecdotal stories. I do too. Rich Birch — Yes. Jimmy Scroggins — And I know you know I am 100% in favor of student ministry as a missions enterprise, and we want to reach kids and baptize kids. I’m for all of that. We baptize a lot around here. At the same time, everyone at our church knows I’m being evaluated by what happens on Sunday morning. So what I’m doing on Wednesday really needs to be a funnel where I’m catching kids and bringing them into our true discipleship matrix, which is um Lord’s Day worship. So whether they have they’re with their parents or not.Jimmy Scroggins — A Christian who says, I’m a Christian, I’ve been baptized, but I don’t participate in Lord’s Day worship with a neighborhood church. That’s not a, that’s not, they’re not following a biblical pattern and that’s what we’re trying to get kids. So that that’s just an example of how an emphasis on the weekend might flesh out in a local church.Rich Birch — I love the clarity there. And I love the like, hey, you can do that thing, but we got to make sure that there’s a connection between that and this. And if we can’t show that we’re that this thing is going to drive to that thing, to the weekend, we you know, you you probably don’t want to be doing that. I think the clarity that you’re giving your people, I think, is a huge gift there. That’s that’s fantastic.Rich Birch — Well, Jimmy,Jimmy Scroggins — Well, you know, it’s one of the things about what I do is I always sound like I’m 100% positive and like I know what I’m doing. Just to be clear, hey, man, other people do it different. God blesses it.Rich Birch — Sure. Yeah, yeah.Jimmy Scroggins — Praise God for it.Jimmy Scroggins — This is how we do it at Family Church. I don’t think it’s the only way to do it.Rich Birch — Right. No, that’s great. And in fact, actually, that’s a telltale sign I’ve seen in lots of churches would say, would have that same humility to say, hey, we know there’s lots of different ways to do it. This is the way that we’re doing it. Jimmy Scroggins — Yeah.Rich Birch — This is what we believe God’s called us to. But we’re that means we’re called to this thing. We’re going to do it this way. Jimmy Scroggins — Right.Rich Birch — And that clarity, rather than like, hey, we’re always every six months, we’re trying something different. I think that just drives in too many weird directions and the church doesn’t end up being focused enough. Jimmy Scroggins — Yeah.Rich Birch — So yeah. Yeah, I really appreciate your clarity, Jimmy. Well this has been a fantastic conversation today. Any kind of last words as we wrap up today’s conversation?Jimmy Scroggins — Yeah, I would just say again, if you’re a church leader, my my humble encouragement to you is make Sunday morning the best thing that you do. Put your primary and energy into that. And if your Sunday morning is vibrant and healthy and growing and people are being encouraged and taught and trained and they’re serving, then what you’re going to find is all of the other things that you want to do and should do outside of that are likely to be healthier.Rich Birch — That’s great. Thanks so much. If people want to track with you or with the church, where do we want to send them online?Jimmy Scroggins — You can go to our website, gofamilychurch.org. We have some podcasts as well. Church for the Rest of Us is one. We’ve got another one for ladies called Mom Village. Check all that out. And and we love to connect. Jimmy Scroggins — We also have a we have a we have a conference every March. It’s a one-day conference, very affordable, small, no green rooms, no VIP treatment. But we want people to come with us, make friends with us, and talk church. Rich Birch — That’s great. Jimmy Scroggins — And you can check all that out online or on our website.Rich Birch — Love it. We’ll link to all that in the show notes. I appreciate you, Jimmy. Thanks for being here today.Jimmy Scroggins — Always. Thanks so much, Rich. Appreciate it.

Dental A-Team is all about case acceptance. In this episode, Kiera shares how a practice can double its case acceptance in one month (or even one day! She has receipts!). She gives five tactical tips practices can apply today to refine that acceptance and start upping that percentage of "yes." Episode resources: Subscribe to The Dental A-Team podcast Schedule a Practice Assessment Leave us a review Transcript: Kiera Dent- Dental A Team (00:00) Hello, Dental A Team listeners. This is Kiera and today is a great day. I hope that you're loving it and I hope that you remember just as a quick little motivational thought for you that what's right is just as available as what's wrong. And I think so often we're looking at what's wrong in my life and why isn't this working versus thinking what's going well, what's right in the world, what's what's and I'm not saying to   belittle, miss sunshine and not see all the things that are really going on. But I do think that what we focus on, we attract and we achieve more of. so practices that are high performing practices that really have great cultures, they're looking for what's right in this world. They're looking for the good, the positive, they're building that. But that does not mean that they're not seeing the things that need to be impacted and fixed. And so I just really want you to, to think about that today as we as we tackle a fun topic, and that's about case acceptance. And if you know me, you know that I'm obsessed about case acceptance and   Today we're gonna go through how to double your case acceptance in 30 days or even just one day. And it's really true. I've done this multiple times. We've taken practices from 50 % case acceptance to 100 % in one day. I have some practices, they know who they are, they listen to the podcast, shout out to them, where we coach their treatment coordinators. And we've been doing this for several years and we've added multiple millions to their practices. We're not quite to the billions, no pressure team. I know you guys like a good challenge, ⁓ but genuinely, and it's through helping.   just people have better lives. And I think about case acceptance and people are like, but you know, case acceptance, Kiera, it's about like money or it's this objection. And I just want to say that realistically, most treatment coordinators, what happens is we accidentally plant weeds in our flower gardens, aka objections in our case acceptance, unintentionally. And I can have the exact same patient, exact same scenario, different treatment coordinator, different result. And so what I found, and this is why I love this, this is where I got my start.   You guys know that I'm obsessed with helping patients and teams and dentists just have their best lives possible. And so really just giving you guys some tips on how we can do this, how you can boost your case acceptance. And these are tactical ways. So like take the recipe today, take this in, apply it. But what I want to say is I believe that case acceptance is a journey and it's not an overnight sensation. And these practices I alluded to, again, they are some of my favorite clients to work with. The team is amazing. They show up, they have grit.   and they recognize that it is always a next level to improve. And so that's why we work together because we are like, I've trained them for years and yet they keep coming back and we keep refining and we keep going to the next level and we keep improving because there's always a next level within case acceptance. And I think when you recognize that and you see that you can actually be an even stronger treatment coordinator. you guys know, Dental A Team, we are obsessed with making your life better. We love to work with doctors and teams. We love to   do it virtually or in person with you and to possibly influence and impact the world of dentistry in the greatest way possible. So I'm so glad you're here on the podcast with us. If you love our podcast, please be sure to like, subscribe, share this with people, leave us a review. I do personally read those reviews and I'm so thankful for you guys. I'm thankful for this community. I'm thankful for ⁓ the, I think just the lives that have been changed. I love meeting you in real life. I love hearing from you in emails. I love.   this community of people. I just love people in general. And so I hope that you know that I just truly love and adore you and I hope that you feel that and if I was in person, I'd give you a giant hug today and tell you that I know you're doing better than you think you are. And they're simple tips. ⁓ I can speak very confidently to case acceptance. I was speaking to a candidate that I'm interviewing and there was this there was this humble confidence about them where   They didn't have to prove anything to me on the interview. was like, Kiera, I've done this. I've done this many times. It's like, I know how to get the winning championship and it's not hard. And I don't say this egotistically. I will say that I do know how to get case acceptance boosted and our team knows how to do this. And I think this is one of the greatest services you can give your patients is helping them say yes to dentistry that's necessary. And so I hope that you feel that what I'm teaching you today comes from very strong.   Experience is not just theories and ideas, but genuinely been there done that done it successfully and I'm here to share that with you So a couple of things is number one. I'm really big on when we are working with this So first steps first I work hard on making sure that we have the right mindset I say mindsets everything So if you think a patient is gonna say no to you You're gonna make yourself correct if you say a patient is gonna say yes to you You're going to make yourself correct. So whichever one it is and to me. I'm like both of those are free   Thoughts are free, words are free. Let's pick the ones that serve us. And I'm going to choose the one of everybody says yes to me. I even have doctors that text me and they're like, remember Kiera how you say this? And I'm like, I genuinely believe it. It's because I believe in my doctors. I believe in what we're doing. And I believe that patients deserve to have the best dental treatment and new doctors and new teams are the ones who are going to give it to them. So I'm not going to let this patient leave me just like I'm not going to let somebody who's looking for a great consultant.   Leave me, I know we are the best freaking consulting company you could ever have. So if you wanna have the best consultant, call me, call our team, let's work with you because you're going to see results and that's what I'm about. So with your office, same thing, you should have that same level of confidence in your practice. You should be able to say, I want these patients, I'm going to help these patients. Now that doesn't mean I take on their problems, but I do believe that mindset is 80 % of the game of case acceptance. So that's step one is we gotta start with that. Doctors, when you walk into the room, I wanna when you put your foot on that threshold, walking in to do an exam,   You come into doctor 2.0, whomever it is, like patients say yes to you. Your job is to give them a very clear diagnosis and to be able to guide them into correct decisions. Words create worlds. What world am I creating for our patients? What am I doing for our patients? Am I helping them see like this is easy to say yes or am I making it so confusing and hard with multiple options? Doctors, I'm calling you out on this. I know you wanna explain everything. You're freaking brilliant, but sometimes that's called confusion. And that makes a patient not wanna say yes to you.   Complexity is the enemy of execution. I'll say that again. Complexity is the enemy of execution. So if you don't have clarity and you don't drive people with clean, concise routes, you can give them the options, but let's talk about, do they want fixed or removable? You've got to be very clear and you've got to be very confident when you deliver. Patients are buying your confidence. So number one, I want you to 1,000 % change your mindset. I don't care what you got to do, who you've got to be, but you've got to start with a correct mindset. And if you will do that, your case acceptance will automatically just with that one thing,   go up and that's between treatment coordinators, team members and dentists. All of us patients love us. They want to say yes to us and we have a moral obligation to help them. Number two, I'm really big on you guys know we have this where we're going to have doctors having great presentations. So I talk a lot about ⁓ child Dini's principles of persuasion and whether you like those or not, that's fine. Words are free. Options are free. Thoughts are free. Take them if you want them and I'm obsessed with this because if I can get a patient in the mindset of saying yes to me,   I've already teed them up into that confidence space. So I recommend doctors when you lean the patient back, you say, can I lean you back? They will say yes. Can I do an exam? They will say yes. This is helping them prime and we're priming them to get them into the mindset to say yes to you. Really, really, really important. And I know you don't want to do this, but guess what? It's very easy. So we have the mindset already there. Then we get them to be saying yes to us. Be very careful treatment coordinators. This does not always apply to you because the last thing I want you to do is do you want to get treatment scheduled? We are not leading them to answers with no.   We are only leading to answers of yes. So if you're going to use a yes or a no, you've got to make sure it's gonna lead to a yes. I do not want you planting them with nos. You've gotta be very careful with this. Then step three is going to be, we do comprehensive exams and we wrap it with the NDTR. You guys have heard me preach about this. This was made up in a practice, I don't know, 10 years ago. Shout out to ⁓ my Tucson practice. I know you listened to this. It was your office because your office manager didn't wanna use a route slip.   So I made up this acronym that has stuck with us for years and it's become one of the bread and butter of dentistry that I use. And I will tell you, you put this into place, you're going to add multiples to your practice. We call it the NDTR, next visit, date, time, re-care. You get those items, you put it in a nice pretty bow, doctors, you do a comprehensive exam, you make sure you don't have too many of them being crazy. Like get them into pretty much where they're onto one solution. If you are my mom or my grandma or my dad or my brother or my sister, whatever it is.   This is what I would recommend for you. If cost wasn't an option, what would you select? You can ask them, what's the most important thing to you? Cosmetic function, cost or longevity. There are ways you can tee people up and then you can guide conversations into exactly what they want. This takes finesse, this takes practice, but ultimately we're after results, we're after the W, we're after helping the most amount of freaking patients that we can, all right? So for you, if you want the W, to me, case acceptance, the way we win is by helping more patients say yes.   If you're a great doctor, I want patients saying yes to you. If you're not a great doctor, I want you to become a great doctor so more patients can say yes to you. That's where we're at. So we've got to wrap our pretty little treatment plan up with the next visit. It's clear. What is our exact next visit? Kiera, I want to see you back for the crown in the upper right. I want to see you back in two weeks. That's the date. And I need about an hour and a half of that. Please, for the love of everything, this is step whatever. I don't know. I think this is step three for you. But I want you to make sure it's very clear and concise because   Complexity is the enemy of execution. If they're walking up of like, don't even know what treatment I'm coming back for. I don't know what I need to come. A crown is gonna take me all day. I can't do that. Your patient is subconsciously planting objections and why they can't say yes to this. But if you eliminate those, like we're clearing the fog, it's very easy. I just need to see you back in two weeks. I need to see you for an hour and a half and we're gonna take care of that crown for you in the upper right and the fillings. Or we're gonna do implants, whatever it is, I don't care.   or like, hey, we're gonna see you in three visits. We're gonna start with the upper right. We're gonna take care of that. Then we're gonna go and do your SRP. And then we're gonna finalize with all the rest of the fillings. I don't care, but make it so clear and simple for them. They don't need it all. And I know we sometimes go, this is where we go from clinical jargon to patient simplicity. Make it simple. When I go in and I'm trying, I remember I was at the van store and this girl was like, so do you want a bag? And I was like, no. Do you want this? Do you want that? Do you want this? I'm like, just like I'm done.   You guys mean far too many questions. I don't even want to come back and talk to you. Like keep it. I don't even want to buy it. And I think we often forget that our patients, while we're trying to educate and explain, and there is a line of that, this isn't their passion. And I say that with the most amount of like love, like, know, I know you care about this so much, but they don't. What they care about is, are you the right person? And how are you going to get me healthy and confident? Now they might have questions that they need answers to. That's okay. But for the bulk, people want to know.   Where am I at? Why does this need to get done? And what are my steps to get it fixed? I was at the jeweler the other day and like, my gosh, it was like, you have these chips, you've got this, you've got this warranty. And I just, I didn't do anything because it was too much. I don't care about jewelry and chips and this like, is my diamond going to fall out or not? And what do I need to do to prevent that? And then they were like, well, it's this amount. And I was like, okay. But the ring didn't even cost me that much to begin with.   So you've got to make sure that it really makes sense to patients in the simplicity. So confidence, number one, you've got that. Words create worlds, you're gonna walk in there. Number two, we're gonna tee them up with giving the yeses. Number three, we're gonna give a very simple NDTR, give it to the patient, make sure it's clear and concise, what is the very next step. It's very clear, very simple for them to go through. And then we take them up to the front office and every person, if they follow this, we use route slips, we have handoffs, I don't care, you can have a virtual.   hand off, I don't care, you can type it in, but we need next visit date, time, so we're all saying the exact same thing. So this patient knows my goal for every practice is that that patient leaves the operatory, walks to the front office, which they should not do, but the visual is there that they walk up and like, hey, Kiera, Dr. Smith wants to see me back in two weeks for a crown and it needs an hour and a half for that. If it is that clear, and I need to schedule my cleaning with Sarah. Do you think that patient's bought in? The answer is yes.   You've already got them like 90 % of the way. Now all we've got to do is deal with finances. Like that's truly it. And sometimes that's not even the issue, but we need to make sure that we have that. Now, step four is schedule first. Put the emphasis and the priority on the schedule. People are like, so we got to do the crowds. It's going to be this amount. No, why are we talking money first? Dentist diagnosed it. We need to get this treatment done.   Why are we sitting here wondering if money is the issue or not? It's not, let's get the treatment done. Let's assume they want to do treatment. Remember, everybody says yes to Why would they the dentist if they don't want to get treatment done? They are here because they want to get their mouth healthy. They don't come here because they're like, well, I'm not gonna do anything with it. I went to the jeweler because I wanted my ring fixed. They made it so hard, I walked out of there because it was too hard for me. If they would have said, Kiera, perfect, your two choices are, we can either do it on warranty and this is how much it is, or if you don't, this is how much the total is.   If they would have just said it that simply for me, I would have probably fixed my ring. But it was all this nonsense that I walked out. So think about your patients the same way. So schedule first, that is our next step. Hey, perfect, so Dr. Smith wants to see you. He wants to see you back in two weeks. You're like, care of my schedule is so booked. Fine, when your schedule and my schedule align, please stop making objections for things that are simple. I need you to get out of your own way on case acceptance.   You sit there and over explain, give too many options, don't think it's good to give them urgency, cause you're like, well, the two is not gonna break. I hear you. But what you're lacking is they're gonna leave your practice, go to Costco, be thinking about cereal and the kids and dance. This is the time that they're dedicating to themselves to get their dentistry done. Be respectful of their time and make them a raving freaking fan. Make it so easy for them. I think about Disney. Disney makes it so easy for me to spend money with them.   It's a mobile app. I don't have to go stand in lines. I have this, I have that. They make it so easy for me to say yes. And my question to you is, are you making it easy for your patients to say yes to you or are you making it so hard that they don't want to? Are you making them so confused? They're like, I don't even know what just happened. With IVF, do you know how many words they talked to me about that I don't even know? But it was like, Kiera, this is your next step. This is the total of how much you'll pay and here are financing options if you need them. Now, the only reason I use that as an example,   is because IVF is about $50,000 per treatment. Just like you're all on excess cases, that is the appropriate time to talk about financing there because not everybody has 50 grand just sitting there, just like in that. But most people usually are okay with one to two to three to five to 10,000 even. Not all the time, and I'm not saying that, but be careful that then with treatment coordinate, and this is the fifth step, is we need to make sure that when we're presenting treatment, we don't assume that it's money. We don't assume it's all these things. It's not, it's your confidence in how you're saying it.   Schedule first, talk money second. Now when we're talking money, we go into it and they're like, but what's it gonna cost? No problem, I'm go over that. You're gonna be super confident. We're gonna make sure we take care of all that. Dr. Smith's super busy and I wanna make sure I reserve that time for you. I have Monday or Wednesday, which works best for you. Control the conversation, make it very simple for them. Make it very, very easy for them. Then after that, what we're gonna do is we present the totals. Here's the total amount. Here's the estimated insurance amount. This'll be your total when I see you on Wednesday.   What questions do you have for me? I want you to be super confident moving forward. I say super confident moving forward. I am guiding them. I am saying what I want them to do. This is all words again are free. Use them. I believe that this patient deserves it the best dentistry and I wanna make it as easy as possible. There was no pressure on it. There was nothing. It is very, very simple. I've told you what you need. We've got you scheduled. Here's the total. What questions do you have? Some people will be like, let's talk about financing.   Absolutely, we've got financing. Do you have savings or do you want to talk about third party financing? I'm not just throwing out my Rolodex because what happens is, and I did this, we were buying bikes. My husband and I were buying bikes back in COVID. And I remember they were like, ⁓ and or you could do this like thing and you won't have any interest. My husband and had the money. We would have paid right then and there, but because they would not stop talking and assume we weren't going to say yes,   They offered financing. And I know a lot of people fight me in the industry on this and like, no, Kiera, you should offer financing. Like that's the way of the world. I am really pro simple equates results. And if I can have simple things, I'm going to get a lot more yeses. So treatment coordination, we're going to have financial options. Make sure you have it. We want to have them immediately. We want to be really, really solid with this. We are going to present all of our treatment there. And then if they are not on a yes, I go past it two times.   If they're still not a yes, I'm gonna follow up with them in two days, two weeks, two months. Follow-up matters. You have got to follow up on this. We need to check in with them. People get busy, they've got questions. Love them. Do this out of love, not obligation. And that might be like my best line for you. Do everything with case acceptance out of love. I told the team the other day, I just imagine when a patient sits with me, I'm giving them a warm hug. And it's like, not an actual one. Please don't get weird. But like, how can I make you...   feel like you are the most important, incredible human being sitting right in front of me and I'm gonna help you get the best dentistry possible and I'm gonna make your day just a little bit better because you happen to be in my world today. That's the direction to come from. Doctors, that's the direction to come from when you're doing your case presentation. Hygienist, this is how we tee it up to our doctors. These are simple little steps and I promise you, if you will do these items, your case acceptance will flourish. If you choose to pick and choose like this as a buffet, it won't grow. It is all of these steps.   consistently every time when we look at the results, we review the results, we see how are we doing and we refine. Case acceptance is about refinement, it's not about perfection. Where am I having that one or two words where I just need to do that, just change it a little bit, what needs to happen? And I promise you, you're going to get it. So if you want help with this or you wanna be like the team where we're adding multiple millions, please, please, please join us. Reach out, Hello@TheDentalATeam.com. But you, your practice and your team.   deserve to have the best case acceptance. You deserve to have patients that love you, that wanna work with you. This is what it's about. They love you. So let them work with you. Make it easy to work with you. Progress over perfection is where it's at. And I am obsessed with this. Just think about it. People are like, well consulting, can cost so much. And I say, if I helped you get one or two more cases closed every single month, we'd pay for ourselves. And you have a fairy godmother on your team.   And you have somebody you can talk to about finances and you have somebody who grows your team and you have somebody who's going to help you with the business side of it. And you're going to have somebody who's way freaking smart in dentistry. And you're going to be able to have access to our entire group. And you're going to be able to come to a mastermind. Like why not? It is that simple. And this is what we do. And this is how we pay for our consulting. Plus give you your life back, plus help you with your patients and make your life incredible. So reach out. Hello@TheDentalATeam.com. And as always, thanks for listening. I'll catch you next time on the Dental A Team podcast.

With agentic AI reshaping what it means to work in Salesforce, Mike Gerholdt makes a compelling case for why the role of a Salesforce Admin isn't shrinking, but shifting. The value was never really in the buttons Salesforce admins click, but in the judgments they make.Jack chats to Mike about everything from the principle of least privilege in an agentic world, to whether generalist or specialist skills will win out as the platform keeps expanding. Mike also shares why the admin who hoards their knowledge, whether that's contacts in a Rolodex or config know-how in their head, is ultimately doing their organisation and themselves a disservice. Plus, with TDX just around the corner at the time of recording, Mike gives a preview of what makes that event different from every other Salesforce gathering on the calendar.00:01 Intro & Meet Mike Gerholdt01:32 Why Admins Shouldn't Fear the AI Revolution04:14 Decisioning is Cheap, Judgment is Expensive06:35 What a Salesforce Org Actually Is07:28 The Mundane Stuff vs. The Valuable Stuff10:27 Why Admins Have an Emotional Response to AI11:19 Identity, Expertise & the Evolving Admin Role13:44 Security, Permissions & Principle of Least Privilege17:14 Trust, Vibe Coding & the AI Learning Curve19:51 Why Tools Like Gearset Still Matter21:03 AI Won't Replace Admins — Here's Why23:43 How Engineers Are Actually Using AI Day-to-Day26:48 Security Guardrails in an Agentic World31:02 User Experience as a Specialisation32:47 Generalist vs. Specialist: Where Should You Focus?38:26 You're Not Learning to Drive Until After You Pass Your Test40:59 What to Look Forward to at TDX44:22 Final Bits of Wisdom

Let me just say this upfront: You do NOT need a big audience to get clients. And if you've been telling yourself that you need more followers, more content, or more visibility before you can sign clients… that belief is probably the exact thing keeping you stuck. In this episode, I'm breaking down one of the biggest misconceptions I see service providers make—thinking they need to grow an audience like a course creator in order to make money. That's not how this works. Because clients don't come from content. They come from relationships. What You'll Learn in This Episode: Why you don't need a big audience to get clients (and why that belief is slowing you down) The difference between audience-building vs. client-getting How I build a “Relationship Rolodex” with 70+ potential opportunities The 14 categories of people you should be tapping into How to reach out without being awkward or salesy Links & Resources: 100 Ways to Book a Client This Week: https://courtneychaal.com/100 Yay for Business Shop: https://courtneychaal.com/shop Instagram: https://www.instagram.com/courtneychaal

AJ, founder and CEO of Daylight — an award-winning, Mac-exclusive CRM — joins Jeff Mains to share one of the most quietly remarkable stories in SaaS: a decades-long journey from refugee to bootstrapped CEO.AJ traces his path from arriving in Canada with nothing, to bartering his labor for computer access, to navigating the dot-com crash, multiple pivots, and a delicate transition from on-premise software to the cloud — all without outside funding. At the heart of his story is a deceptively simple framework: build strong systems, hire good people, and stay close to profitability.This episode is a masterclass in endurance, disciplined reinvention, and what it really means to build a company that outlasts technological waves and market cycles.Key Takeaways6:42 Adversity doesn't kill you — AJ's foundational lesson from arriving in Canada as a refugee: there is always a way out. That mindset became his default response to every business challenge.7:36 Self-reliance as a survival skill — Indoctrinated early by family: don't count on anyone else. Combine curiosity with self-reliance and you'll find the knowledge you need.12:27 Bartering for access — AJ traded free labor — sweeping floors, running errands — for equal computer time to teach himself to code. Grit over credentials.14:38 Naivety as a founder asset — Market Circle was founded after watching eBay and asking "how hard could that be?" Sometimes naive conviction is the fuel that gets you started.16:18 Timing killed the idea, not the idea itself — The dot-com bubble burst derailed AJ's first venture mid-fundraise. The idea was validated; the timing was wrong. Lesson: markets don't care about your timeline.19:36 Apple community validation — People inside Apple told AJ to stop using the CRM as a portfolio piece and sell it. External market signals matter — listen when the right voices say "people want this."27:08 The gradual pivot saved the business — A VC in San Francisco warned AJ about the "road of carcasses" of companies that ripped the band-aid on on-premise-to-cloud transitions. AJ changed strategy to a gradual 3-year migration and survived where others failed.28:54 Let customers get comfortable with change — The gradual approach gave customers time to adjust, and gave the team time to fix infrastructure, scaling, and reliability issues before fully committing.34:03 Bootstrapped discipline — Without outside capital, the rule is simple: stay close to the profitability line and reinvest constantly. Running a small deficit is only acceptable if you can make it up quickly.40:43 Jobs to be done never change, tools do — Building relationships is a timeless job. The Rolodex became the CRM. AI will change the tools again. Anchor your product to the job, not the method.44:30 Hire people who find solutions — Good people aren't just smart — they're open-minded, willing to work, and always looking for new ways forward.45:22 Take vacations to test your systems — If the business collapses when you're gone for three days, you don't have a business — you have a job. Use time off to expose what's not yet built to run without you.Tweetable Quotes"Adversity doesn't kill you. As long as you take it in stride, whenever you run into adversity there is always a way out — you just start thinking, what's the way out?" — AJ"Don't count on anybody else. You count on yourself. That means you always have to prepare for you doing the work — and to do the work, you've got to go get the knowledge." — AJ"I'll work for free if you give me equal time on a computer. I'll sweep the floor, run errands, do whatever — just give me equal time." — AJ"There's no divine inspiration. You wanna do something, just do it." — AJ, on starting Market Circle"Had we not done the gradual approach, we would have killed the business." — AJ, on the on-premise to cloud migration"Help customers become comfortable with the change somehow. Whenever people are involved, things have to be carefully managed." — AJ"You wanna test that the business can run without you — because if it can't, you just have a job." — AJ"The job to be done — building relationships — doesn't change. The Rolodex became a CRM, and AI will change the tools again, but the job remains." — AJSaaS Leadership Lessons1. Adversity is a training ground, not a stop sign. AJ's early life as a refugee didn't break him — it gave him the mental framework that every business obstacle has a way out. That mindset compounds over time. Founders who've faced real hardship often have a quiet durability that's hard to replicate.2. Curiosity + self-reliance is a compounding advantage. AJ didn't have resources, mentors, or credentials. He had a burning need to know why things worked, and the conviction that no one else was coming to save him. Those two traits drove him to bookstores he couldn't afford, to companies that rejected him, and eventually to building a product customers love.3. Gradual > dramatic when navigating major transitions. The on-premise to cloud migration is a case study every SaaS founder should memorize. The "hard cutover" approach — common, intuitive, and fast — kills companies. The slow approach feels inefficient but it gives you the runway to fix your mistakes before they cost you everything.4. Bootstrapped? Stay close to the line and keep reinvesting. Without VC money as a buffer, the game is different. AJ's rule: stay profitable (even by a dollar), and put every spare dollar back into the product. This isn't about being conservative — it's about staying alive long enough to adapt.5. Anchor your product to the timeless job, not the current tool. "Build relationships" was the job 60 years ago and it will still be the job in 50 years. The tools evolve — Rolodex → CRM → AI-assisted CRM. If you stay anchored to the job your customers need done, you'll always have a reason to exist. If you anchor to your current feature set, you'll be disrupted.6. Build a business, not a job — test it with a vacation. AJ recommends every founder take a deliberate vacation specifically to stress-test the organization. Two to three days first. Then longer. If it falls apart, you've just identified your most important engineering project. The goal isn't the beach — it's proving the system runs without you.Guest Resourcesaj@marketcircle.comhttps://www.daylite.app/https://www.linkedin.com/in/alykhanjetha/Episode SponsorThe Futureproof Series - https://www.youtube.com/playlist?list=PLfkXKUPZ5xuOqMPR7_gzGybncTtavyR1NThe Captain's KeysSmall Fish, Big Pond – https://smallfishbigpond.com/ Use the promo code ‘SaaSFuel'Champion Leadership Group – https://championleadership.com/SaaS Fuel ResourcesWebsite - https://championleadership.com/Jeff Mains on LinkedIn - https://www.linkedin.com/in/jeffkmains/Twitter - https://twitter.com/jeffkmainsFacebook - https://www.facebook.com/thesaasguy/Instagram - https://instagram.com/jeffkmains

Jeffrey Epstein's so-called “black book” was less a contact list and more a grotesque monument to power shielding power. It wasn't filled with your everyday acquaintances; it was a who's who of billionaires, politicians, royalty, celebrities, and Wall Street heavyweights—names that had no business being in the same Rolodex as a convicted sex offender. The book exposed just how deep Epstein's tentacles reached, how many doors he could knock on, and how many influential people were willing to at least tolerate, if not outright embrace, his presence. Whether every name in there was complicit or simply embarrassed by association, the sheer scale of it laid bare how Epstein weaponized access to the elite as both shield and currency.The real stench of the black book wasn't just who was in it, but what it represented: a roadmap of complicity and cowardice. It proved that Epstein didn't thrive in isolation—he thrived because powerful people answered his calls, opened their homes, and boarded his planes. It's a reminder that the “Epstein problem” wasn't just Epstein; it was the system of enablers, gatekeepers, and opportunists who kept him socially viable long after his crimes were known. The black book is less a curiosity and more a ledger of shame, an artifact that shows how the elite protect each other, even when the cost is justice for survivors.to contact me:    bobbycapucci@protonmail.comSource:https://www.motherjones.com/politics/2020/10/i-called-everyone-in-jeffrey-epsteins-little-black-book/Become a supporter of this podcast: https://www.spreaker.com/podcast/the-epstein-chronicles--5003294/support.

3V Infrastructure finances EV charging infrastructure for multifamily real estate owners, removing upfront cost as the blocker to deployment. Ben Kanner breaks down how they built a channel-first GTM, why they deliberately stripped sustainability from their pitch, and how they're reworking their funnel after deals started stalling mid-stage.Topics Discussed:Why multifamily EV charging is uniquely hard to finance and deploy at scaleStripping sustainability from the pitch and leading with NOI and amenity valueFinding the right internal champion: ancillary revenue over sustainability titlesBuilding a channel partner program as a lean team without eroding partner marginGoing enterprise from day one and the deal-size math behind that decisionDiagnosing a mid-funnel stall and revamping talk tracks in real timeRunning a small SDR function alongside channel for targeted key account outreachKey GTM Insights:Lead with NOI, not sustainability. 3V made a deliberate decision from day one to never pitch climate or sustainability. The frame is strictly financial: EV charging as an amenity that brings residents in, supports rent growth, and drives NOI. In real estate, NOI plus a cap rate equals property value, and that math is what moves the deal. "Whether you're red or you're blue or you're purple or you're pink, it is really not about politics, it is not about climate, it is not about sustainability. For us, this is an amenity."Map the org before you pick your entry point. Inside large commercial real estate organizations, the decision maker and the champion are almost never the same person. Ben identified a role he didn't know existed before entering the space: the ancillary revenue director. These stakeholders own incremental property revenue and are directly aligned with what 3V sells. "Some of my best counterparts and my best partners are in the ancillary revenue departments because they do care about the things that we can help them with — which is generating more revenue for their properties."Channel economics only work if partners want to sell you. 3V's GTM is built around EPC contractors, hardware providers, and software companies who already have trust with commercial real estate owners. The structural risk: if 3V squeezes partner economics, those partners route deals direct. Ben's rule is straightforward. "We can't just beat them down on price because then they're less likely to sell to us... you kind of got to leave some meat on the bone for everybody." The target this year is 75% of leads from partners, 25% self-originated through outbound and conferences.Enterprise from day one because the math demands it. Ben's framing on deal selection is direct: "It's just as much work to sell a hundred thousand dollar contract as to sell a million dollar contract." Given 3V will never be a large headcount business, he made an early call to go upmarket and stay there. He started with a Rolodex from his prior EV charging OEM role and expanded from there.When deals stall mid-funnel, change the message, not the motion. 3V built a stage-by-stage funnel view and found the problem: deals were entering but not converting. Ben's read is that declining multifamily rents have shifted what property owners care about, and the old pitch needs to adapt. "What was working for us last year doesn't seem to be working for us right now." The new hypothesis: shift from profit-share upside to operational relief. "We want to lean into, hey, we're the easy button."// Sponsors: Front Lines — Silicon Valley's leading Podcast Production Studio. We help B2B tech companies launch, manage, and grow podcasts that drive demand, awareness, and thought leadership. Mention you are a listener and get a 10% discount. www.FrontLines.io/Podcast-as-a-Service

Episode Notes Jon Parker of The BatMinute is with Rob in Einhoven as the townspeople get very excited about being liberated while Perconte gets an education he never expected.

Customer Relationship Management (CRM) platforms have long been at the heart of sales organizations, promising improved insights and streamlined processes. Yet, as businesses evolved, so did their CRMs, sometimes for better, sometimes not. In this episode of the Sales Reinvented podcast, I was joined by Tim Gale, European new business sales leader at Sugar CRM, to discuss what CRM 3.0 means in an age where information overload is the new normal.  You'll hear why having too much data can actually hurt sales teams, and learn Tim's top strategies for turning CRM insights into meaningful actions. The conversation gets into the power, and limitations, of AI and automation in CRM, emphasizing where human judgment still makes the difference. Tim also shares his top dos and don'ts for organizations moving toward CRM 3.0, and tells a compelling real-world story of how smart CRM clarity boosted sales performance and revenue. Outline of This Episode 00:00 CRM 3.0: From data to clarity. 03:05 Data overload and inefficiency. 06:10 Leveraging data for sales insights. 09:59 AI as enabler, not a replacement. 15:38 Insights through real-world practice. 18:28 Custom CRMs boost adoption. CRM: From Data Dump to Decision Engine CRM used to function like a digital Rolodex, a static data repository. Then they evolved to offer improved connectivity between sales, marketing, and service, but they still largely functioned as a record of "what happened." The real shift has come with CRM 3.0. It's not about gathering as much data as possible, but about capturing intelligence and clarity through the ABCs: Artificial, Business, and Contextual Intelligence. CRM 3.0 focuses on providing actionable insights, using AI and automation to help sellers know exactly where to spend their time for the most impact.  Signs Your CRM Is Creating Complexity (And How to Fix It) A common pitfall in sales organizations is data overload. Tim warns that when sales reps spend more time building reports or wading through endless, irrelevant fields, dashboards, and admin tasks, their CRM is failing them. The litmus test is if your teams can't answer simple, strategic questions such as "Which deals are most likely to close this week?" or "Which accounts need attention?" in seconds. If not, your CRM has become noise instead of guidance. If data doesn't drive action within 30 seconds, it's probably just noise. Practical Steps to Transform Data Into Action Empowering sales reps, not overwhelming them, is the mark of an effective CRM. Tim suggests three practical strategies: Focus on Next Best Actions: Use AI-driven prompts to guide reps toward hot opportunities, alert them when proposals are engaged with, and ensure they're not missing out on key prospects. Integrate ERP Insights: Link CRM with ERP systems to surface valuable trends, giving sellers visibility into buying patterns and upsell opportunities they might otherwise miss. Visualize Outcomes, Not Just Activities: Track KPIs and account health, but connect them directly to actionable insights such as pipeline movement and client retention risks. Action beats analytics, it's not about what happened, but what to do next. Choosing Clarity Over Complexity For sales leaders, the challenge isn't just managing data, but distilling it down to what matters. If data doesn't change a decision or behavior, it shouldn't be on the dashboard. Metrics should be meaningful, drive clear next steps, and support precision selling. Leaders must aim for executive sponsorship, clear business outcomes, and simplification at every turn. Many CRM initiatives fail due to noisy systems and poor change management, a reminder that technology alone isn't enough. AI is Human Judgment's Partner, Not Its Replacement Even as AI and automation transform CRM, the human element remains irreplaceable. AI can predict "what," but only humans can interpret "why", understanding emotion, tone, and true intent. CRM 3.0 should empower sales professionals, not replace their expertise. AI is an enabler, not just a technology. It's there to take away human admin and let us spend more time building relationships and serving clients. Tim shares a great case study of a manufacturing client whose previous CRM was so complex that sales teams reverted to Excel, losing critical insights. By designing a CRM tailored to user groups and focusing on clarity, engagement soared. Adoption hit 100%, pipeline increased 42%, and sales targets were exceeded by 44%. The lesson is that clarity drives action, and action drives performance. CRM 3.0 isn't just a technological upgrade, it's a philosophy shift. By prioritizing simplicity, actionable insights, and human intelligence, sales teams can transform data overload into real, measurable success. Resources & People Mentioned SugarCRM  Connect with Tim Gale Tim Gale on LinkedIn Tim Gale on X Connect With Paul Watts  LinkedIn Twitter  Subscribe to SALES REINVENTED Audio Production and Show Notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

It's Casual Friday on the Majority Report   On today's program:   The Supreme Court has declared trump's emergency tariffs as illegal in a 6-3 vote.   Financial firm Cantor Fitzgerald stands to reap substantial profits from tariff refunds after purchasing potential claims at just 20–30 cents on the dollar. The firm is run by the sons of Commerce Secretary and prominent tariff cheerleader Howard Lutnick.   Ryan Grim of Drop Site News joins Emma to recap the week's news.   Wren Woodson and Mabel Kabani from the NEWSGIRLS join Emma to discuss their work covering the Epstein files.   In the Fun Half:   Joe Rogan calls Zohran Mamdani a psychopath over his city budget, saying that there should be no money for migrants at all.   Tim Pool's heart is breaking over the Chicago Bears leaving Chicago. In the video he really seems to be a die-hard football fan (not at all).   all that and more   To connect and organize with your local ICE rapid response team visit ICERRT.com The Congress switchboard number is (202) 224-3121. You can use this number to connect with either the U.S. Senate or the House of Representatives. Follow us on TikTok here: https://www.tiktok.com/@majorityreportfm Check us out on Twitch here: https://www.twitch.tv/themajorityreport Find our Rumble stream here: https://rumble.com/user/majorityreport Check out our alt YouTube channel here: https://www.youtube.com/majorityreportlive Gift a Majority Report subscription here: https://fans.fm/majority/gift Subscribe to the AMQuickie newsletter here: https://am-quickie.ghost.io/ Join the Majority Report Discord! https://majoritydiscord.com/ Get all your MR merch at our store: https://shop.majorityreportradio.com/ Get the free Majority Report App!: https://majority.fm/app Go to https://JustCoffee.coop and use coupon code majority to get 10% off your purchase Check out today's sponsors: LIQUID IV: Go to LIQUIDIV.com and use code  MAJORITYREP at checkout for 20% off your first order. WILD GRAIN: Get $30 off your first box + free Croissants in every box. Go to Wildgrain.com/MAJORITY to start your subscription. SUNSET LAKE: Use code FlowerPower to save 30% on all CBD smokables at SunsetLakeCBD.com  Follow the Majority Report crew on Twitter: @SamSeder @EmmaVigeland @MattLech On Instagram: @MrBryanVokey Check out Matt's show, Left Reckoning, on YouTube, and subscribe on Patreon! https://www.patreon.com/leftreckoning Check out Matt Binder's YouTube channel: https://www.youtube.com/mattbinder Subscribe to Brandon's show The Discourse on Patreon! https://www.patreon.com/ExpandTheDiscourse Check out Ava Raiza's music here! https://avaraiza.bandcamp.com

The Situation Report for February 5, 2026. The DOJ releases millions of new Epstein documents exposing elite connections, Iran escalates regional threats while massacring protesters at home, and investigators uncover a massive Medicare hospice fraud scheme ripping off seniors in Los Angeles. All this and much more in just ten minutes.   The Department of Justice releases another massive tranche of the Epstein Files   Iran Ramps up Regional Threats as Accounts of Regime Violence Emerge   Los Angeles hospice fraud reaches billions as Medicare providers scam the federal system with fake companies   Medical Experts Come Out Against Gender Transition Surgeries for Children   NASA moves Artemis II Mission to March 2026 After Test-Run Issue   Media Bias Alert: The mainstream coverage on Alex Pretti and ICE   The Clintons agree to appear before the House Oversight Committee   A new Fed chairman   Hey Billie Eilish, what were you saying about "stolen land?"   Read of the week: "Gold Standard" by Michael D. Bordo

One Boomer. One Gen Z. Who will prevail? In this battle of wits both generations hash out what Riz means, how to use a landline, and if crop tops were truly a move forward in fashion. It's going to get groovy - with a little turbulence! So hold on to your seats, sit back, put your oxygen mask on first, and enjoy the episode.  Key Takeaways:    [2:02] How did you find info without the internet?  [3:28] Slang: cap, riz, stand on business [6:32] Did you have to rewind a VHS or use a payphone?  [7:39] What's a Tamagotchi?   [8:04] How did you entertain yourself on a Saturday morning?  [9:50] Were you a latchkey kid?  [11:53] How much time do you spend socializing online vs in person socializing?  [15:01] Did you have to use a landline?  [15:52] How do you feel about being constantly connected with social media?  [22:10] What's the most memorable 80s/90s fashion trend you wore?  [24:05] What's a fashion trend that's been brought back in popularity?  [26:31] What is a walkman and did you have one?  [28:02] Who are the biggest influencers in your life?  [31:58] What was your first job and how did you apply for it?  [35:03] What's most important in your future career: money, purpose, or balance? [39:05] What is a Rolodex and what is it used for?  [40:21] How do you approach talking about mental health in the workplace?  [41:36] Generation Gap Trivia: name 3 members of the Spice Girls  [42:27] Can you identify a popular TikTok or 80s movie star?  [44:45] What was the most significant invention in your lifetime?  [46:24] How did you keep in touch with friends without a phone? [46:53] What was your favorite childhood movie, book, or show?  [49:33] What age did you think was old when you were a teenager?  [50:45] What is the most pointless app on your phone and why? [51:26] What is a fashion trend you think is ridiculous?  [53:32] If you had to live without a piece of technology for a week, what would it be? [54:11] What is the biggest misconception about your generation? [56:04] What do you think is uncool about your parents' generation? [58:33] What is the best piece of advice you've ever received? [59:28] If you could go back to any era, which one would it be? [1:02:39] What's a family tradition you hope to pass on?  [1:03:14] What's something we could teach each other? [1:05:08] What's a movie you wish you could watch for the first time again?  [1:06:57] What's a floppy disk? [1:07:15] What's a pager?  [1:07:45] What did one use 6*7 when making a phone call? [1:07:57] What's a BOPIT? AOL? WWW? [1:08:58] What's My Little Pony? American Girl Dolls? Easy Bake Oven? Napster? [1:10:36] Who are the characters of Friends? Gwen Stefani? Fanny packs? [1:11:42] What's an overhead projector? Mimeograph machine? [1:13:36] The biggest difference between our generations  [1:15:30] If you had to describe your generation, how would you? [1:20:47] What generational divide did we forget?  Connect with Barb:   Website   Facebook    Instagram   Be a guest on the podcast    YouTube   The Molly B Foundation  

Welcome to Steelers Morning Rush, our new daily short-form podcast with Alan Saunders, giving a longer perspective on a single news topic surrounding the Pittsburgh Steelers or the National Football League. Today, it's the coaching staff being assembled by new head coach Mike McCarthy. The coaching staff is almost exclusively coaches that have worked with McCarthy before, or have connections to Pittsburgh or the Steelers -- and in many cases both. But does that mean the staff is lacking, or has McCarthy been around long enough, and done a good enough job of developing coaches, to be able to build an all-star staff from his own Rolodex? Alan breaks it down. Learn more about your ad choices. Visit megaphone.fm/adchoices

Recalibration, Pricing, and Passion with Scott Kogos | UrbanDigs Today, Noah and John sit down with veteran broker Scott Kogos, a 30-year real estate pro over at Howard Hanna NYC with deep roots in Chelsea and a hyper-local perspective on the Manhattan and Brooklyn markets. Scott shares sharp insights on a "recalibrated" market, why under-$2M buyers are making moves again, and how rising rents are pushing renters into ownership. He emphasizes the power of pricing, the value of being prepared, and the importance of building trust through systems and authenticity. With his signature bowler hat, a deep Rolodex, and a gift for connection, Scott shows how relationships, community, and intentional service drive results in any market. Recommended! ==================================== ✅ Stay Connected With Us:

Amplio operates a two-sided marketplace that helps manufacturers monetize surplus inventory and decommissioned industrial equipment rather than writing off assets or paying for disposal. The company has won contracts with GM and SpaceX despite competing against liquidators with 30-year local relationships. In a recent episode of BUILDERS, we sat down with Trey Closson, Co-Founder and CEO of Amplio, to unpack how the company executed a complete business model pivot from supply chain risk software to marketplace, discovered that enterprise deals close faster than SMB despite conventional wisdom, and built repeatable GTM motions in a fragmented $100B+ market previously dominated by local operators. Topics Discussed: Executing Amplio's pivot from supply chain risk software to surplus inventory marketplace Moving four truckloads of inventory through a WeWork to prove the business model Closing GM and SpaceX inbound from Google Ads as the PMF validation signal Displacing 30-year incumbent relationships through corporate + local dual threading Why enterprise contracts closed faster than SMB deals in Amplio's specific context Scaling beyond founder-led sales to repeatable AE motions Operating a two-sided marketplace: supply acquisition strategy vs. demand conversion GTM Lessons For B2B Founders: Manual heroics prove economics before automation: When a customer offered Amplio $25 million in surplus inventory, Trey had no warehouse, no logistics infrastructure, and no playbook. What was supposed to be four pallets became four full truckloads delivered to their WeWork. Trey and one employee physically moved inventory boxes off pallets into their office space, then figured out how to sell it while the WeWork management threatened eviction. The core insight: "the first time solving a problem, it doesn't need to be an automated, efficient process, it just needs to be okay. A customer has a problem, we need to figure out a way to solve that problem." Only after proving they could profitably solve the problem multiple times did they invest in automation and efficiency. For founders, the implication is clear—delay infrastructure investment until you've manually proven unit economics and repeatability, even if execution requires unsustainable effort. True PMF signals come from zero-relationship wins: Trey leveraged 15 years of supply chain relationships to secure initial customers and build product infrastructure. But he identifies the precise PMF inflection point: "middle of last year, we had both GM and SpaceX respond to a Google Ad." These companies had zero connection to Trey or his co-founder, found Amplio through SEM, and chose them over traditional liquidators they'd worked with for years. This is the distinction between "my network will buy from me" and "the market will buy from us." Founders should use their Rolodex to achieve velocity and prove the concept, but recognize that true product-market fit only exists when customers with no founder relationship choose your solution over established alternatives. Enterprise velocity depends on payment direction and urgency profile: Amplio deliberately focused on enterprise after being told by multiple founders to avoid "hunting whales." They discovered enterprise closed faster than SMB for three structural reasons. First, SMBs had unrealistic recovery expectations—wanting $900K back on $1M inventory when market reality is cents on the dollar, creating unresolvable expectation gaps. Second, enterprises had the problem across 100+ facilities with no dedicated owner and urgent mandates from finance or supply chain leadership. Third, because Amplio pays customers rather than charging them, legal review velocity increased dramatically. As Trey explains: "the lawyers thankfully determine, because we're not getting paid by them, that there's low risk for them in terms of signing a contract with us." Founders should map their specific deal structure and customer urgency profile rather than defaulting to SMB-first based on generic advice. Displace entrenched relationships through dual-threading: The surplus liquidation market is hyper-fragmented with hundreds of thousands of local liquidators, many holding 30-year plant-level relationships. Amplio's breakthrough: "partnering together with that person at the corporate level we can indicate not only can we solve the problem locally, but we can also do it across the entire enterprise." They pair the local plant manager with corporate procurement or finance leadership, demonstrating local problem-solving plus enterprise-wide scalability that local liquidators cannot match. This dual-threading strategy neutralizes the incumbent's relationship advantage while showcasing the efficiency and consistency that corporate leadership values. For founders entering relationship-driven markets, identify the corporate stakeholder whose enterprise-wide objectives trump individual facility loyalty. Accelerate trust through predictable execution in low-NPS markets: Industrial liquidation is a "really low NPS industry—nobody loves working with their liquidator." In markets with poor customer satisfaction and commoditized offerings, trust accelerates when you focus on "say-do ratio"—if you commit to something, execute it. Amplio often solves adjacent problems outside their core offering and frequently removes inventory from warehouses faster than economically optimal to make customers "look like an absolute hero." This over-delivery in low-satisfaction markets creates disproportionate differentiation. The tactical implementation: understand what problems the organization is trying to solve beyond your core product, find ways to solve those problems even if not monetizable, and prioritize making your champion successful over optimizing every transaction. // Sponsors: Front Lines — We help B2B tech companies launch, manage, and grow podcasts that drive demand, awareness, and thought leadership. www.FrontLines.io The Global Talent Co. — We help tech startups find, vet, hire, pay, and retain amazing marketing talent that costs 50-70% less than the US & Europe. www.GlobalTalent.co // Don't Miss: New Podcast Series — How I Hire Senior GTM leaders share the tactical hiring frameworks they use to build winning revenue teams. Hosted by Andy Mowat, who scaled 4 unicorns from $10M to $100M+ ARR and launched Whispered to help executives find their next role. Subscribe here: https://open.spotify.com/show/53yCHlPfLSMFimtv0riPyM

“The Rolodex” ATO Family please welcome one of our blue family members that has traveled over 800 miles to take the stage for the listeners. Nearly a year ago the ATO received a heartfelt message of gratitude, and it formed a new friendship many states away. This rollercoaster of a story will touch on many topics and have many emotions but when we get to the “Never Give Up on You” exit music the listener will be reminded that Police work is the same everywhere, the trauma is the same everywhere and even trained first responders need help to survive. In July of 2022 an incident occurred that changed the direction of this officer's life but also reminded him of very old wounds that existed from the life of being in law enforcement for over two decades. The cumulative trauma officers endure daily can be as damaging as a rifle being leveled at you during a traffic stop and if, untreated, can weigh on you and become too much. The weight of the badge is heavy not only for the one that wears it but also the ones they go home to. We have seen the weight ruin relationships with family and friends and we have also seen that NO ONE is immune to the effects of this weight. The message today will be clear: YOU ARE NOT ALONE! Here to present this story today is Joe, Kent, and the Great Dallas SWAT Operator Steve Claggett. Todays guest is the husband to his beautiful wife Jen, father to Chloe and Hailee, and a true public servant to the state of Iowa. Special Shout Out to Cedar Rapids Blair Klostermann as she and Matt recently won their Department's Medal of Valor Award.  Matt Jenatscheck the ATO stage is yours to tell us about the “Rolodex”. Critical Incidents:  The brutal murder of Lynnsey Donald on April 21, 2015. The suspect attacked her, as her 7-year child watched, and stabbed her to death in a parking lot. The suspect received life in prison with no parole. Officer involved shooting in July 2022 in Cedar Rapids Iowa. Acronyms used: EMDR- Eye Movement Desensitization Reprocessing  

Subscribe to the podcastWe dump our thoughts on the US ousting of Maduro on Venezuela.Learn about Bitcoin at a trickleBitcoinTrickle.comSponsorLiberty MugsKeep in touch with us everywhere you areJoin our Telegram groupLike us on FacebookFollow us on Twitter: @libertymugs (Rollo), @Slappy_Jones_2Check us out on PatreonLearn everything you need to know about Bitcoin in just 10 hours10HoursofBitcoin.comPodcast version

The new wave of outrage from lawmakers over Jeffrey Epstein is less a moral awakening than a stage play. For years, these same politicians happily accepted his money, attended his events, and ignored survivors' pleas. Now, with the cameras rolling, they've reinvented themselves as crusaders for justice. Their speeches are choreographed performances — complete with dramatic pauses and crocodile tears — designed to look like courage but reeking of political survival. Survivors don't need applause lines or hashtags; they needed action years ago, when it might have made a difference.What we're really watching is hypocrisy in motion. The very people who enabled Epstein's influence machine now use outrage as a costume to launder their reputations. They hope the public will forget the donations, the fundraisers, and the Rolodex connections, but the record doesn't disappear just because they suddenly discovered empathy. This isn't justice, it's theater — and if they believe they can posture without being called out, they've underestimated how much the audience has been paying attention.to contact me:bobbycapucci@protonmail.comBecome a supporter of this podcast: https://www.spreaker.com/podcast/the-epstein-chronicles--5003294/support.

Jeffrey Epstein's so-called “black book” was less a contact list and more a grotesque monument to power shielding power. It wasn't filled with your everyday acquaintances; it was a who's who of billionaires, politicians, royalty, celebrities, and Wall Street heavyweights—names that had no business being in the same Rolodex as a convicted sex offender. The book exposed just how deep Epstein's tentacles reached, how many doors he could knock on, and how many influential people were willing to at least tolerate, if not outright embrace, his presence. Whether every name in there was complicit or simply embarrassed by association, the sheer scale of it laid bare how Epstein weaponized access to the elite as both shield and currency.The real stench of the black book wasn't just who was in it, but what it represented: a roadmap of complicity and cowardice. It proved that Epstein didn't thrive in isolation—he thrived because powerful people answered his calls, opened their homes, and boarded his planes. It's a reminder that the “Epstein problem” wasn't just Epstein; it was the system of enablers, gatekeepers, and opportunists who kept him socially viable long after his crimes were known. The black book is less a curiosity and more a ledger of shame, an artifact that shows how the elite protect each other, even when the cost is justice for survivors.to contact me:    bobbycapucci@protonmail.comSource:https://www.motherjones.com/politics/2020/10/i-called-everyone-in-jeffrey-epsteins-little-black-book/

Jeffrey Epstein's so-called “black book” was less a contact list and more a grotesque monument to power shielding power. It wasn't filled with your everyday acquaintances; it was a who's who of billionaires, politicians, royalty, celebrities, and Wall Street heavyweights—names that had no business being in the same Rolodex as a convicted sex offender. The book exposed just how deep Epstein's tentacles reached, how many doors he could knock on, and how many influential people were willing to at least tolerate, if not outright embrace, his presence. Whether every name in there was complicit or simply embarrassed by association, the sheer scale of it laid bare how Epstein weaponized access to the elite as both shield and currency.The real stench of the black book wasn't just who was in it, but what it represented: a roadmap of complicity and cowardice. It proved that Epstein didn't thrive in isolation—he thrived because powerful people answered his calls, opened their homes, and boarded his planes. It's a reminder that the “Epstein problem” wasn't just Epstein; it was the system of enablers, gatekeepers, and opportunists who kept him socially viable long after his crimes were known. The black book is less a curiosity and more a ledger of shame, an artifact that shows how the elite protect each other, even when the cost is justice for survivors.to contact me:    bobbycapucci@protonmail.comSource:https://www.motherjones.com/politics/2020/10/i-called-everyone-in-jeffrey-epsteins-little-black-book/Become a supporter of this podcast: https://www.spreaker.com/podcast/the-epstein-chronicles--5003294/support.

Here's a problem that'll make your head spin: What do you do when you can sell way more than your company can produce? That's the question posed by Dylan Noah from Toronto. Dylan sells craft cider to bars and restaurants across his territory. He's the only salesperson for a small producer, working with limited tools (no proper CRM), and here's the kicker: he could sell a million dollars' worth of product, but production isn't enough to meet that demand. If you're shaking your head thinking this is a champagne problem, you're half right. But for Dylan, trying to hit his income goals through commissions, it's a real constraint that's costing him money every single day. The CRM Obsession Is a Distraction Let's tackle the first issue head-on. Dylan is worried he doesn't have the right CRM tools to manage his accounts and hit his numbers. Here's the brutal truth: at one point in time, salespeople sold a lot of cider, beer, wine, liquor, and all kinds of other stuff without any CRM at all. They used index cards in a box. They had lists on paper. And they crushed it. You're a small business with one salesperson working with 3,000 to 7,000 potential accounts in your territory. The last thing you should worry about right now is a $40,000 CRM system. Could you use automation for email sequences and promotions? Absolutely. Should you eventually invest in something like HubSpot or Pipedrive? Yes. But right now, what you need is a simple system to identify your best accounts and focus your time there. You're not going to hit $1 million across 3,000 accounts. You're going to hit it across 500 accounts that are the biggest restaurants and bars, where they like you, their customers like cider, and where you can create events and experiences that spike sales. Use a spreadsheet. Use index cards. Use whatever basic tool you've got right now. Create a 30-60-90 day system where you know who you're calling on in the next 30 days, the next 60 days, and the next 90 days. Build a list of your top 250 accounts that buy the most from you. That's where you live. Stop obsessing over tools you don't have and start maximizing the opportunity in front of you. Scarcity Is Your Secret Weapon This brings us to the real issue: production capacity. Dylan can sell it, but his company can't make enough of it. The bourbon distillers in America are dealing with this exact problem right now. They ramped up production years ago based on projected demand, and now they're sitting on excess inventory that's aging out. It's a delicate balance, and if you make too much, it goes bad and you lose everything. Here's what most salespeople don't understand about scarcity: it's actually a competitive advantage if you manage it right. When you have limited product, you're always going to be in an ebb and flow situation. Sometimes you'll have an abundance of one product type. Sometimes you'll have high-demand products in short supply. The key is building a system that lets you move fast when opportunity strikes. This is where building buying profiles for every single customer becomes essential. You need to know which accounts buy which types of products, what their purchase patterns look like, and what their potential is (high, medium, or low). Think about it like your account coverage pyramid. When you have product available, you start at the top with your highest value accounts and work your way down. You're not treating all 150 accounts the same. You're prioritizing based on potential. When you have an abundance of one product type, you go directly to the customers who buy that product and say, "Hey, I've got product right now. Do you want to buy?" You can run specials. You can offer incentives (within legal limits). You move it fast. When your high-demand products come in, you call your best accounts first and say, "I've got ten cases of this. I'm calling you first. How many do you want?" Then you go down your list. Most of the time, you'll sell out before you even leave your office. But if you've got 150 accounts and you're treating them all the same, it gets overwhelming fast. Segment them. Prioritize them. Work them strategically. Making Your Number When You Can't Control Supply The income issue is where this gets really interesting. Dylan wants to double his sales and earn more commissions, but he can't because the company keeps running out of product. Here's my take: if you're supposed to sell $1.5 million but your company only produces $750,000 worth of product that you could sell, they should pay you for the $1.5 million. Production was the reason you couldn't make your number, not your sales ability. Now, I know there are people in operations reading this who are going to say I'm full of it. But from a sales standpoint, if you've sold out of everything available, you've done your job. The constraint isn't you, it's production capacity. That's a hard conversation to have with ownership, I get it. But here's how you make that case: sell out of the other stuff that people don't want as much. Figure out how to move all of it. Put yourself in a position where you own the moral high ground when it comes to sales performance. If you do that and they still can't or won't pay you for what you could have sold, then you've got a decision to make. But at least you'll have learned how to sell in a resource-constrained environment, how to build relationships, how to manage your territory, and how to work a manual system. Those are skills that transfer to any sales role, especially ones that give you all the bells and whistles and unlimited product to sell. The Power of Old School Discipline Let's go back to 1985 for a minute. In 1985, you would have had a Rolodex with tabs for H (high potential), M (medium potential), and L (low potential) accounts. When product came in, you'd open to H, pull out the cards, and start dialing. "I've got ten cases of your favorite cider. I'm calling you first. How many do you want?" If they don't want any, click. Next card. By the time you hit the tenth account, you're usually sold out. That's the power of segmentation combined with discipline. Systems beat moods. Sequence beats sporadic effort. Process creates momentum. You don't need fancy technology to do this. You need clear priorities, good segmentation, and the discipline to work your system consistently. The Bottom Line If you're in Dylan's situation with limited tools and limited product, here's your game plan: Stop worrying about what you don't have and focus on maximizing what you do have. Build a simple segmentation system using whatever tools are available. Create detailed buying profiles for all your accounts so you know exactly who to call when specific products become available. Work your account coverage pyramid from top to bottom, always prioritizing your highest value customers. Sell out of everything, even the less popular products, so you have leverage when talking to ownership about compensation. The reality is that most sales challenges aren't about having the perfect tools or unlimited resources. They're about having the discipline to work a proven system consistently, even when conditions aren't ideal. That's how you win in sales. That's how you hit your numbers. And that's how you build a foundation of skills that will serve you for your entire career, whether you stay in a resource-constrained environment or move to a role where the sky's the limit. Ready to master the fundamentals of prospecting and account management? Check out Jeb Blount's latest book with Brynne Tillman, The LinkedIn Edge, and learn how to build systematic, relationship-driven sales processes that work in any environment.

Here's a problem that'll make your head spin: What do you do when you can sell way more than your company can produce? That's the question posed by Dylan Noah from Toronto. Dylan sells craft cider to bars and restaurants across his territory. He's the only salesperson for a small producer, working with limited tools (no proper CRM), and here's the kicker: he could sell a million dollars' worth of product, but production isn't enough to meet that demand. If you're shaking your head thinking this is a champagne problem, you're half right. But for Dylan trying to hit his income goals through commissions, it's a real constraint that's costing him money every single day. The CRM Obsession Is a Distraction Let's tackle the first issue head on. Dylan is worried he doesn't have the right CRM tools to manage his accounts and hit his numbers. Here's the brutal truth: at one point in time, salespeople sold a lot of cider, beer, wine, liquor, and all kinds of other stuff without any CRM at all. They used index cards in a box. They had lists on paper. And they crushed it. You're a small business with one salesperson working with 3,000 to 7,000 potential accounts in your territory. The last thing you should worry about right now is a $40,000 CRM system. Could you use automation for email sequences and promotions? Absolutely. Should you eventually invest in something like HubSpot or Pipedrive? Yes. But right now, what you need is a simple system to identify your best accounts and focus your time there. You're not going to hit $1 million across 3,000 accounts. You're going to hit it across 500 accounts that are the biggest restaurants and bars, where they like you, their customers like cider, and where you can create events and experiences that spike sales. Use a spreadsheet. Use index cards. Use whatever basic tool you've got right now. Create a 30-60-90 day system where you know who you're calling on in the next 30 days, the next 60 days, and the next 90 days. Build a list of your top 250 accounts that buy the most from you. That's where you live. Stop obsessing over tools you don't have and start maximizing the opportunity in front of you. Scarcity Is Your Secret Weapon This brings us to the real issue: production capacity. Dylan can sell it, but his company can't make enough of it. The bourbon distillers in America are dealing with this exact problem right now. They ramped up production years ago based on projected demand, and now they're sitting on excess inventory that's aging out. It's a delicate balance, and if you make too much, it goes bad and you lose everything. Here's what most salespeople don't understand about scarcity: it's actually a competitive advantage if you manage it right. When you have limited product, you're always going to be in an ebb and flow situation. Sometimes you'll have an abundance of one product type. Sometimes you'll have high demand products in short supply. The key is building a system that lets you move fast when opportunity strikes. This is where building buying profiles for every single customer becomes essential. You need to know which accounts buy which types of products, what their purchase patterns look like, and what their potential is (high, medium, or low). Think about it like your account coverage pyramid. When you have product available, you start at the top with your highest value accounts and work your way down. You're not treating all 150 accounts the same. You're prioritizing based on potential. When you have an abundance of one product type, you go directly to the customers who buy that product and say, "Hey, I've got product right now. Do you want to buy?" You can run specials. You can offer incentives (within legal limits). You move it fast. When your high demand products come in, you call your best accounts first and say, "I've got ten cases of this. I'm calling you first. How many do you want?" Then you go down your list. Most of the time, you'll sell out before you even leave your office. But if you've got 150 accounts and you're treating them all the same, it gets overwhelming fast. Segment them. Prioritize them. Work them strategically. Making Your Number When You Can't Control Supply The income issue is where this gets really interesting. Dylan wants to double his sales and earn more commissions, but he can't because the company keeps running out of product. Here's my take: if you're supposed to sell $1.5 million but your company only produces $750,000 worth of product that you could sell, they should pay you for the $1.5 million. Production was the reason you couldn't make your number, not your sales ability. Now, I know there are people in operations reading this who are going to say I'm full of it. But from a sales standpoint, if you've sold out of everything available, you've done your job. The constraint isn't you, it's production capacity. That's a hard conversation to have with ownership, I get it. But here's how you make that case: sell out of the other stuff that people don't want as much. Figure out how to move all of it. Put yourself in a position where you own the moral high ground when it comes to sales performance. If you do that and they still can't or won't pay you for what you could have sold, then you've got a decision to make. But at least you'll have learned how to sell in a resource-constrained environment, how to build relationships, how to manage your territory, and how to work a manual system. Those are skills that transfer to any sales role, especially ones that give you all the bells and whistles and unlimited product to sell. The Power of Old School Discipline Let's go back to 1985 for a minute. In 1985, you would have had a Rolodex with tabs for H (high potential), M (medium potential), and L (low potential) accounts. When product came in, you'd open to H, pull out the cards, and start dialing. "I've got ten cases of your favorite cider. I'm calling you first. How many do you want?" If they don't want any, click. Next card. By the time you hit the tenth account, you're usually sold out. That's the power of segmentation combined with discipline. Systems beat moods. Sequence beats sporadic effort. Process creates momentum. You don't need fancy technology to do this. You need clear priorities, good segmentation, and the discipline to work your system consistently. The Bottom Line If you're in Dylan's situation with limited tools and limited product, here's your game plan: Stop worrying about what you don't have and focus on maximizing what you do have. Build a simple segmentation system using whatever tools are available. Create detailed buying profiles for all your accounts so you know exactly who to call when specific products become available. Work your account coverage pyramid from top to bottom, always prioritizing your highest value customers. Sell out of everything, even the less popular products, so you have leverage when talking to ownership about compensation. The reality is that most sales challenges aren't about having the perfect tools or unlimited resources. They're about having the discipline to work a proven system consistently, even when conditions aren't ideal. That's how you win in sales. That's how you hit your numbers. And that's how you build a foundation of skills that will serve you for your entire career, whether you stay in a resource constrained environment or move to a role where the sky's the limit. Ready to master the fundamentals of prospecting and account management? Check out Jeb Blount's latest book with Brynne Tillman, The LinkedIn Edge, and learn how to build systematic, relationship-driven sales processes that work in any environment.

Calvin Darden Jr. was a smooth-talking hustler with a gift for forging documents, name-dropping celebrities, and jumping from one shady scheme to the next before anyone knew what hit them. His rise reveals deeper issues inside early-2000s Wall Street, where firms – eager to cash in on Black celebrities, athletes and entertainers – were desperate for “insiders” who could open doors. So when Calvin showed up bragging about his star-studded Rolodex, no one bothered to check the facts. By the time they realized his entire pitch was built on lies…Calvin was already gone.Be the first to know about Wondery's newest podcasts, curated recommendations, and more! Sign up now at https://wondery.fm/wonderynewsletterListen to Scamfluencers on the Wondery App or wherever you get your podcasts. You can listen early and ad-free on Wondery+. Join Wondery+ in the Wondery App, Apple Podcasts or Spotify. Start your free trial by visiting wondery.com/links/scamfluencers/ now.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

When the axe swings in Hollywood today, there's no cushy deal, no soft landing, no assistant guarding your Rolodex anymore like in the old days. You're out — at least for the moment. But after the gate stops lifting for you, there is a way back in. And it's the same one it's always been: you keep moving. You take every meeting. You hustle. You become that person — popular, persistent, maybe pitching a terrible show — who stays alive in the business simply by refusing to vanish. Transcript here Learn more about your ad choices. Visit megaphone.fm/adchoices

What if the constant cycle of wanting—more success, more recognition, more happiness—is the very thing preventing you from experiencing true gratitude? In this Thanksgiving special episode, Dr. Alex Loyd reveals why even the most successful people wake up thinking "I want" instead of feeling grateful, and how this affects everything from your immune system to your relationships. What You'll Discover: ✓ Why "I shall not want" from Psalm 23 is the key to genuine thanksgiving ✓ The neuroscience behind why your prefrontal cortex lies to you about happiness ✓ How Jesus demonstrated the ultimate surrender in the Garden of Gethsemane ✓ Why unforgiveness is really just an "I want" that didn't work out ✓ The shocking hospital story: Cancer patients who forgave everyone lived ✓ Why Dr. Loyd addresses forgiveness before any other healing work ✓ How "I want" shuts down your immune system and creates the failure response Key Topics Covered: The relationship between gratitude and surrender—why they can't be separated Michael Jordan syndrome: Why achievement doesn't equal fulfillment Your experience simulator: How the prefrontal cortex deceives you 50% of the time The Garden of Gethsemane: Jesus sweating drops of blood and choosing "not my will, but yours" Multitasking myth: Why your brain can't hold gratitude and wanting simultaneously Love-based vs. selfishness-based living: The ultimate health determinant The temptation trap: When imagining details + feeling emotions = being hooked Jesus's instruction: Stop worshiping and make things right first Mike Broadwell's story: Hospital worker tells cancer patients to forgive their entire contact list Powerful Quotes from This Episode: "Thankfulness and gratitude is really the opposite of I want. You really can't be thankful and grateful if at the same time you're thinking, 'I want, I want, I want.'" — Dr. Alex Loyd "If you're not in a life-threatening situation, being focused on 'I want' is selfishness-based, not love-based. And if what you're doing is selfishness-based, you are hurting yourself and everyone else that you know because that's working against love." — Dr. Alex Loyd "Unforgiveness comes from having an 'I want' that didn't work out the way you wanted it to. Either you didn't get it or you did get it but it didn't do it for you." — Dr. Alex Loyd "I believe if you do those very few simple things, I promise you it will dramatically change your life in a way that the codes don't do, that trilogy doesn't, that pills don't do, exercise doesn't do." — Dr. Alex Loyd "She will tell them you need to get your Rolodex out, call every single person on it and forgive them. Only like two people have ever done that. And those two actually lived and survived the cancer." — Mike Broadwell Core Message: The practice of laying down "I want" and embracing gratitude for what you already have is the most powerful healing action you can take—more powerful than any supplement, exercise routine, or healing modality. Unforgiveness, which stems from unfulfilled wants, may be the single biggest obstacle to your health and happiness. This Thanksgiving, the challenge is simple: get out your contact list (including blocked contacts) and forgive everyone, ask for forgiveness where needed, and shift from "I want" to "not my will, but yours be done."

Jeffrey Epstein's connections to the world of science were not accidental — they were strategic. He courted some of the most brilliant minds at Harvard, MIT, and other elite institutions, presenting himself as a patron of innovation and philanthropy. Epstein used his fortune to endow programs, fund research, and host lavish dinners that mixed Nobel laureates with billionaires. Many of these “men with the pocket protectors” — physicists, geneticists, and computer scientists — were enticed by his charm and his promise of funding. They justified their proximity to him as a necessary evil for the sake of their research, conveniently ignoring the whispers about his criminal past. Even after his 2008 conviction, Epstein's Rolodex of scientists remained active, his money still circulating through institutions that should have known better.In truth, Epstein exploited the intellectual vanity of academia. He loved surrounding himself with geniuses because it elevated his own image — transforming a convicted sex offender into a “visionary benefactor.” Meanwhile, many of those scientists turned a blind eye, preferring the security of his checks to the discomfort of their conscience. Harvard, for instance, accepted millions from Epstein even after his conviction, and prominent figures like Martin Nowak and George Church maintained ties long past the point of plausible ignorance. The relationship was mutually parasitic: Epstein gained legitimacy and access to powerful networks, while the scientists gained funding and proximity to his wealth. It was the perfect marriage of intellect and moral cowardice, wrapped in the language of progress.to contact me:bobbycapucci@protonmail.com

Jeffrey Epstein's connections to the world of science were not accidental — they were strategic. He courted some of the most brilliant minds at Harvard, MIT, and other elite institutions, presenting himself as a patron of innovation and philanthropy. Epstein used his fortune to endow programs, fund research, and host lavish dinners that mixed Nobel laureates with billionaires. Many of these “men with the pocket protectors” — physicists, geneticists, and computer scientists — were enticed by his charm and his promise of funding. They justified their proximity to him as a necessary evil for the sake of their research, conveniently ignoring the whispers about his criminal past. Even after his 2008 conviction, Epstein's Rolodex of scientists remained active, his money still circulating through institutions that should have known better.In truth, Epstein exploited the intellectual vanity of academia. He loved surrounding himself with geniuses because it elevated his own image — transforming a convicted sex offender into a “visionary benefactor.” Meanwhile, many of those scientists turned a blind eye, preferring the security of his checks to the discomfort of their conscience. Harvard, for instance, accepted millions from Epstein even after his conviction, and prominent figures like Martin Nowak and George Church maintained ties long past the point of plausible ignorance. The relationship was mutually parasitic: Epstein gained legitimacy and access to powerful networks, while the scientists gained funding and proximity to his wealth. It was the perfect marriage of intellect and moral cowardice, wrapped in the language of progress.to contact me:bobbycapucci@protonmail.comBecome a supporter of this podcast: https://www.spreaker.com/podcast/the-epstein-chronicles--5003294/support.

How has technology made us less sure of ourselves? This week, Jess and Joey talk about technological change, Christmas cards, scraping, phone numbers, friendships, and FaceTime. They don't talk about beepers. references Ski-ba-bop-ba-dop-bop Rolodex propinquity Don't lose that number, Jenny Sternberg's Triangular Theory and The 8 Types of Love Mr. Postman Desiigner "LOD Freestyle" 

Katie Henry has seen some things. From nonprofit bootstraps to Big Pharma boardrooms, she's been inside the machine—and still believes we can fix it. We go deep on her winding road from folding sweaters at J.Crew to launching a vibrator-based advocacy campaign that accidentally changed the sexual health narrative in breast cancer.Katie doesn't pull punches. She's a born problem solver with zero tolerance for pink fluff and performative empathy. We talk survivor semantics, band camp trauma, nonprofit burnout, and why “Didi” is the grandparent alter ego you never saw coming.She's Murphy Brown with a marimba. Veronica Sawyer in pharma. Carla Tortelli with an oncology Rolodex. And she still calls herself a learner.This is one of the most honest, hilarious, and refreshingly real conversations I've had. Period.RELATED LINKS:Katie Henry on LinkedInKatie Henry on ResearchGateLiving Beyond Breast CancerNational Breast Cancer CoalitionFEEDBACK:Like this episode? Rate and review Out of Patients on your favorite podcast platform. For guest suggestions or sponsorship inquiries, email podcast@matthewzachary.com.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

In this episode, I break down how to manage your own rental properties remotely—step by step—using the exact processes my friend Dave uses to keep vacancies under two weeks in San Diego, CA and Jacksonville, NC. You'll learn: How to fill vacancies fast with smart, wide-net marketing (Zillow, Trulia, HotPads, Realtor, FB Marketplace, Craigslist, IG, word-of-mouth) and pro-level photos/video Why enforcing “application before walkthrough” saves time and filters for qualified tenants The pipeline: application → walkthrough (with a trusted local) → attorney-vetted lease → first month + deposit → move-in How to structure deposits and rent accounts (separate, interest-bearing) and avoid commingling What to include in a welcome letter, plus move-in/move-out forms that protect your deposit decisions How to build a maintenance Rolodex and a reliable on-the-ground helper for inspections and showings Timestamps (00:00) Intro (00:37) Managing rentals from anywhere (01:18) Dave's record of short vacancies (01:45) Marketing channels and pro photos (03:39) The rental pipeline explained (05:27) Payments and separate accounts (06:39) Move-in day essentials (07:13) Protecting deposits with forms (07:50) Rent collection methods (09:06) Building your maintenance team (10:21) The War Room Mastermind Resources & Links Free book: https://www.facebook.com/groups/militarymillionaire YouTube: https://www.youtube.com/@Frommilitarytomillionaire?sub_confirmation=1 Instagram: https://www.instagram.com/frommilitarytomillionaire/ LinkedIn: https://www.linkedin.com/in/david-pere/ X: https://x.com/militaryreji TikTok: https://www.tiktok.com/@militarymillionaire About the Show The Military Millionaire Podcast helps service members, veterans, and their families build wealth through personal finance, entrepreneurship, and real estate investing—no BS, just actionable steps you can use right away.

On this episode of Beyond Multifamily, Amanda Cruise and Ash Patel interview Ira Zlotowitz. Ira explains GPARENCY's fixed-fee “mortgage assurance” model—$4,500 to shop your deal, create real competition among lenders, and hand you the best term sheet without taking a closing commission. He contrasts this with traditional brokers (exclusives, success fees, misaligned incentives), and shows how owners can use lender data (via GPARENCY's G‑Placer) to find active banks for niche assets and markets. They dig into term‑sheet timing, bridge‑loan speed, how to approach lenders with a crisp “teaser,” and Ira's money‑back guarantee if a clearly better deal surfaces after his process. Ira Zlotowitz Current role: Founder & CEO, GPARENCY (Mortgage Assurance) and G‑Placer (lender data platform) Based in: Howell, New Jersey Say hi to them at: iraz@gparency.com | WhatsApp/Text: 917‑597‑2197 | LinkedIn Visit investwithsunrise.com to learn more about investment opportunities.  Get 50% Off Monarch Money, the all-in-one financial tool at www.monarchmoney.com with code BESTEVER Join the Best Ever Community  The Best Ever Community is live and growing - and we want serious commercial real estate investors like you inside. It's free to join, but you must apply and meet the criteria.  Connect with top operators, LPs, GPs, and more, get real insights, and be part of a curated network built to help you grow. Apply now at ⁠www.bestevercommunity.com⁠ Learn more about your ad choices. Visit megaphone.fm/adchoices