Podcasts about selling

Today, I am replaying my conversation with Nick Kokonas, one of my favorites from the show. Nick is the co-founder of 3 of the best restaurants and bars in America - Alinea, Next, and The Aviary as well as the co-founder and CEO of Tock, a comprehensive booking system for restaurants. He majored in philosophy before becoming a derivatives trader and is now one of the most well-known names in the hospitality industry. In this conversation, Nick shares his experience of bringing a business mindset to the restaurant industry. I'll remember it for why it's so important for a business to really know what it's selling and then actually sell it. Nick also pulls back the curtain on why restaurants and even book publishers can be great businesses if you do them the right way. I felt like this conversation could have gone on for hours and I hope you enjoy it. For the full show notes, transcript, and links to mentioned content, check out the episode page ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here. ----- This episode is brought to you by⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Ramp⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠. Ramp's mission is to help companies manage their spend in a way that reduces expenses and frees up time for teams to work on more valuable projects. Go to⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ramp.com/invest to sign up for free and get a $250 welcome bonus. ----- This episode is brought to you by⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Ridgeline⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠. Ridgeline has built a complete, real-time, modern operating system for investment managers. It handles trading, portfolio management, compliance, customer reporting, and much more through an all-in-one real-time cloud platform. Head to ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ridgelineapps.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ to learn more about the platform. ----- This episode is brought to you by ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠AlphaSense⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠. AlphaSense has completely transformed the research process with cutting-edge AI technology and a vast collection of top-tier, reliable business content. Invest Like the Best listeners can get a free trial now at⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Alpha-Sense.com/Invest⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ and experience firsthand how AlphaSense and Tegus help you make smarter decisions faster. ----- Editing and post-production work for this episode was provided by The Podcast Consultant (⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://thepodcastconsultant.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠). Timestamps: (00:00) Welcome to Invest Like The Best (03:58) Intro to Nick Kokonas (4:36) – Why it's so important to own something (6:09) – Make decisions that have outcomes (8:34) – His interest in the restaurant business (10:28) – Why restaurants are so tough (13:39) – How their business mindset changed their running of the restaurant (16:09) – Words they would avoid in the restaurant (17:53) – Asking the right questions in the restaurant business (22:14) – Importance in taking the right risks (23:36) – Coming up with innovative strategies for ticketing, selling meals ahead of time, and dynamic pricing (31:42) – Can dynamic pricing be extended to other businesses (32:54) – Origin of Tock (37:51) – Early days of Tock and identifying the right customers/challenges (43:07) – Importance of the first customer (45:56) – The typical restaurant business model (50:57) – Lessons from Tock and the importance of knowing what you're selling (55:21) – Lessons from publishing (57:18) – Other aspects of business that people know but do nothing about (1:01:53) – Their response to Covid and lessons learned (1:09:17) – The real impact to the food delivery companies (1:10:58) – How businesses communicate their end processes to their customers (1:15:41) – The Kindest Thing

This week, Kaleb and I sat down and recapped the highlights and lowlights of 2025—from the terrifying lows (law school denial and NICU stay

Thanks to our Partners, NAPA Auto Care and NAPA TRACS Watch Full Video Episode Becca Zanders, Certified Exit Planning Advisor, explains why most auto repair shop owners are unprepared for an exit—and how to change that. Only 20–30% of businesses that go to market actually sell, and nearly half of those sales are forced by the “Five Ds”: Death, Divorce, Disability, Disagreement, or Distress. Becca introduces the Value Acceleration Methodology, which reframes exit planning into three stages: Discover the business's true value and the owner's readiness, Prepare the leader, finances, and organization to accelerate value, and Decide whether to grow or sell. A key distinction is the difference between a profitable lifestyle business and a business built for value. The conversation stresses the importance of closing the “wealth gap,” as most owners underestimate retirement needs and have the majority of their net worth trapped in their business. Personal readiness is equally critical, with many sellers regretting the sale because they failed to define their purpose beyond ownership. Advice to shop owners: build the right advisory team and start advancing your business today, long before a sale is forced. Becca Zanders, https://www.d6elements.com/ Thanks to our Partners, NAPA Auto Care and NAPA TRACS Learn more about NAPA Auto Care and the benefits of being part of the NAPA family by visiting https://www.napaonline.com/en/auto-care NAPA TRACS will move your shop into the SMS fast lane with onsite training and six days a week of support and local representation. Find NAPA TRACS on the Web at http://napatracs.com/ Connect with the Podcast: - Follow on Facebook: https://www.facebook.com/RemarkableResultsRadioPodcast/ - Join Our Virtual Toastmasters Club: https://remarkableresults.biz/toastmasters - Join Our Private Facebook Community: https://www.facebook.com/groups/1734687266778976 - Subscribe on YouTube: https://www.youtube.com/carmcapriotto - Follow on LinkedIn: https://www.linkedin.com/in/carmcapriotto/ - Follow on Instagram: https://www.instagram.com/remarkableresultsradiopodcast/ - Follow on Twitter: https://twitter.com/RResultsBiz - Visit the Website: https://remarkableresults.biz/ - Join our Insider List:

  FREE 5 DAY SERIES: How To Hit $250k, $500k, $1M In 2026  In this episode of 'For the 23%', host Dielle Charon discusses the importance of scaling sales for women of color entrepreneurs. She introduces the Everything Scaling Mastermind, a 12-month program designed to help participants achieve significant income growth. Dielle outlines key strategies for overcoming sales barriers, improving messaging, generating leads, and enhancing sales call conversions. She emphasizes the need for effective webinars, prelaunch strategies, and the importance of having a flexible business model. Additionally, she encourages listeners to embody their role as their ideal client's dream coach and to focus on selling a movement rather than just a product. 00:00 Introduction to the Podcast and Mastermind 02:41 The Everything Scaling Mastermind Overview 04:01 Identifying Sales Barriers 18:08 Lead Generation Strategies 20:24 Improving Sales Call Conversions 24:08 Webinar Effectiveness 28:02 Prelaunch Strategies 32:08 Business Model Flexibility 33:58 Dream Coach Identity 36:39 Selling a Movement For the 23% is the women of color business and entrepreneurship podcast hosted by multi-million-dollar entrepreneur Dielle Charon. Each week you'll learn how to grow your sales, money, and freedom so we can increase the 23% of business owners who are women of color. Website: forthe23percent.com Instagram: @forthe23percent Membership: forthe23percent.com/membership

Have you been building your brand based solely on your sun sign or what you think looks good, without considering how the visual experience of your brand either attracts or repels your exact people? In this second episode of the three-part series, I'm breaking down how to use astrology to create brand aesthetics that reflect the wholeness of who you are. I share why my Scorpio rising means dark tones and moody imagery over Boss Babe pink, how my Virgo midheaven demands precision and white space with zero excess, why my Taurus seventh house means my people need to feel grounded and steady (not overwhelmed with 47 tips), and how to blend your rising, midheaven, and partnership houses to create a visual experience that's magnetically aligned.BY THE TIME YOU FINISH LISTENING TO THIS EPISODE, YOU'LL DISCOVER:Why your rising sign is the most consistent foundation for brand identity (it's always in the first house, unlike your sun which could be hidden in the 12th or dimmed in fall), whether that's Scorpio's mysterious depth with darker tones and moody imagery, Leo's bold creative leadership with bright sunny energy, Virgo's precision and clean girl aesthetic with lots of white space, or Libra's trendsetting editorial chicness like Vogue or Chanel, and why building a brand counter to this creates friction no matter how good your strategy is.How to layer your midheaven (9th, 10th, or 11th house showing your career and how you're known) with your rising sign to create the full picture, like Kathryn's Scorpio rising with Virgo midheaven creating depth and mystery combined with precision and less-is-more (cutting the fat, quality over quantity), versus someone with Libra rising and Leo midheaven blending chic editorial softness with bold creative leadership energy, and why looking at the ruler of each sign and where it lives in your chart adds crucial nuance to the aesthetic.The seventh house revelation that most branding approaches completely ignore, your partnerships and relationships house that shows exactly who you're designed to attract and what they need to feel in your brand experience, like Kathryn's Taurus seventh house meaning her people need grounded, steady, earthy energy (not overwhelming them with endless tips and strategies that trigger their exhaustion and distraction), and why your brand must reflect both who you are AND the energetic frequency of your ideal people or you'll keep attracting misaligned clients who don't value what you actually offer.Why this isn't about following rigid formulas from ChatGPT or having someone tell you "your colors are pink and you need flowers" but about playing with the energy of your rising sign, midheaven ruler, seventh house, and even your Human Design culture sphere (Gate 40's exhaustion and distraction for Kathryn) to feel your way into the aesthetic that makes you go "yes, THAT'S me" rather than building someone else's vision of what your chart should look like on paper.And while you're here, follow us on Instagram @creativelyowned for more daily inspiration on effortlessly attracting the most aligned clients without spending hours marketing your business or chasing clients. Also, make sure to tag me in your stories @creativelyowned.To get Wispr Flow the crazy handy voice-to-text AI that turns speech into clear, polished writing in every app. click here.Selling the Invisible: Exactly how to articulate the value of your cosmic genius even if your message transcends the typical “10k months” & “Make 6-figures” types of promises. Free on-demand training >>> https://www.creativelyowned.co/watchnow To find out

Patriot Radio News Hour with your hosts Joe Jaquint and Jason Walker, believe in educating everyone when it comes to protecting your wealth. If it’s through our radio show, our website, the podcast, we’re always providing news that “comforts the disturbed” and “disturbs the comfortable.” Tune in and gain valuable insight on current events and gold related topics. Patriot Trading Group Call us: 800-951-0592allamericangold.comBuying, Selling, or Trading Gold and SilverSee omnystudio.com/listener for privacy information.

Clients don't know what they need until you show them—and when you don't engage that conversation, you leave both value and profit behind. Designers often miss additional profit opportunities inside projects where they are already doing the work. From door hardware and window treatments to art and beyond, designers are already making the decisions, solving the problems, and guiding the outcome, yet stop short of selling those services.Additional profit centers aren't about trying to get more money out of a client. They are a natural extension of full-service design and a strategic way to stabilize revenue when the market shifts. These services create smoother projects, better collaboration with trades, and stronger outcomes for clients.Have a question--click here to ask us.RESOURCE LINKS:Damn Good Workshops - WebsiteIntroducing Damn Good Workshops - New 2026 schedule coming soon!These workshops are 2–3 hour deep dives (some more than one day) built for creative entrepreneurs who want to lead with confidence, price with authority, and grow with intention. We created this workshop series with tracks that cover the challenges we know designers face: pricing, sales, client relationships, project management, marketing, and leadership.Each workshop is designed to stand alone — so you can choose the topics that matter most right now — while still connecting to the bigger picture of building a profitable, sustainable design business.Damn Good Designer - Damn Good Designer - WebsiteThe best business coaching for Interior designers—seriously. This is not some wham-bam glamathon; It is the real deal you have been looking for and what is missing from the business coaching marketplace today.The Design Paradigm - The Interior Design Paradigm - WebsiteA 12 month comprehensive and powerful business coaching program for creative entrepreneurs who are serious about running a profitable business and being the expert in the room. It is the only coaching program to combine individual attention & accountability with live group workshops, honest video presentations and customized attention to your needs.Join our FREE Facebook GroupsSmall Business - Think Big - FacebookWhat They Didn't Teach You in Design School - Facebook GroupFor designers who need honest talk and a place to work on the business, marketing and promotion small business owners need.Subscribe to our Newsletter***Any use of this page and its content to develop or train artificial intelligence or to do computer analysis is prohibited.***

When Dan Henry was building his online business, he struggled with inconsistent sales and needed to quickly figure out how to turn prospects into paying clients. That challenge pushed him to study the psychology behind why people buy and develop sales frameworks that now generate millions in revenue and enable him to close $25K to $50K deals over text alone. In this episode, Dan breaks down his proven sales scripts, objection-handling techniques, and persuasion strategies for closing high-ticket deals and converting cold prospects into loyal buyers. In this episode, Hala and Dan will discuss: (00:00) Introduction (02:13) Building Rapport on Cold Sales Calls (07:41) Storytelling Frameworks That Boost Sales (12:15) Strategic Questioning to Uncover Buyer Intent (18:56) Objection Handling Strategies for Conversion (28:35) Identifying Buyer Motives on Sales Calls (33:29) Connecting With Audiences at Scale (37:54) Finding Fulfillment Beyond Business Success Dan Henry is an entrepreneur, bestselling author, and founder of GetClients.com. He has built multiple high-revenue online businesses by helping entrepreneurs craft compelling personal brands, structure high-converting presentations, and scale through proven sales strategies. As a business coach, Dan's frameworks have helped thousands of business owners generate millions. Sponsored By: Indeed - Get a $75 sponsored job credit to boost your job's visibility at Indeed.com/PROFITING  Shopify - Start your $1/month trial at Shopify.com/profiting.  Revolve - Head to REVOLVE.com/PROFITING and take 15% off your first order with code PROFITING  DeleteMe - Remove your personal data online. Get 20% off DeleteMe consumer plans at to joindeleteme.com/profiting  Spectrum Business - Visit Spectrum.com/FreeForLife to learn how you can get Business Internet Free Forever. Airbnb - Find yourself a cohost at airbnb.com/host  Northwest Registered Agent - Build your brand and get your complete business identity in just 10 clicks and 10 minutes at northwestregisteredagent.com/paidyap Framer - Publish beautiful and production-ready websites. Go to Framer.com/design and use code PROFITING Intuit QuickBooks - Bring your money and your books together in one platform at QuickBooks.com/money  Resources Mentioned: Dan's Website: getclients.com Dan's YouTube: youtube.com/danhenry  Dan's Instagram: instagram.com/danhenry Dan's Bali Personal Branding Talk: getclients.com/yap  Active Deals - youngandprofiting.com/deals  Key YAP Links Reviews - ratethispodcast.com/yap YouTube - youtube.com/c/YoungandProfiting Newsletter - youngandprofiting.co/newsletter  LinkedIn - linkedin.com/in/htaha/ Instagram - instagram.com/yapwithhala/ Social + Podcast Services: yapmedia.com Transcripts - youngandprofiting.com/episodes-new  Entrepreneurship, Entrepreneurship Podcast, Business, Business Podcast, Self Improvement, Self-Improvement, Personal Development, Starting a Business, Strategy, Investing, Sales, Selling, Psychology, Productivity, Entrepreneurs, AI, Artificial Intelligence, Technology, Marketing, Negotiation, Money, Finance, Side Hustle, Startup, Mental Health, Career, Leadership, Mindset, Health, Growth Mindset, Online Selling, Economics, E-commerce, Ecommerce, Prospecting, Inbound, Value Selling, Account Management, Scaling, Sales Podcast

Is your sales strategy built around how buyers should behave—or how they actually behave? Imagine walking into a store and seeing a shirt for $50. Fine. Unremarkable. You might buy it, you might not. Now imagine seeing that same shirt with a tag that reads: $100 NOW $50. Suddenly, you're interested. You found a deal. You beat the system. You're a hero. Same price. Same shirt. Completely different emotional response. That psychological gap between logic and emotion cost JCPenney roughly $1 billion and offers one of the most important lessons in sales psychology you'll ever learn: people don't buy with logic—they buy with emotion and justify with logic later. The Fair and Square Disaster In 2012, JCPenney hired Ron Johnson as CEO. Johnson was a retail rock star, the architect behind Apple Store's legendary success. He walked into JCPenney and saw chaos: endless coupons, manufactured "original prices," and constant sales cycles. His solution? Kill it all. Johnson launched "Fair and Square"—a radically transparent pricing model. No games. No coupons. No inflated prices marked down. Just one everyday low price on everything. That $100 shirt marked down to $50? Now it was simply $50. Honest. Logical. Clean. The market's response was brutal. Within one year, sales dropped 25%. The company lost nearly $1 billion. Stock price went into freefall. Johnson was fired. What Johnson Got Wrong About Sales Psychology Johnson made a catastrophic assumption: he believed customers were rational economic actors who would reward transparency and honesty. He was dead wrong. For decades, JCPenney's customers had been playing a game. They clipped coupons, timed sales, scrutinized flyers, and planned shopping trips around promotions. The weekly coupon wasn't just a discount—it was a ritual. Their insider advantage, their badge of savvy shopping honor. Johnson stripped away their emotional satisfaction and replaced it with sterile efficiency. Without the "$100 now $50" comparison, the flat $50 price lost all psychological weight. No thrill. No victory. No story to share. Same price. Different feeling. The Sales Psychology Principle You're Ignoring Loss aversion is twice as powerful as gain motivation. Your prospects don't just want to gain something—they want to feel like they won, like they're in control, like they made a smart decision that will impress their boss. When you strip away their buying process, when you force them into your "more efficient" workflow without their input, they don't see the gain. They experience loss. You've taken away their control, their ritual, their power, their role as the hero. In sales, that feeling is deadly. Your Customers Have Rituals Too Think about your best accounts. What do they actually value? It's probably not your features or your ROI calculator. It's the rep they've worked with for years. It's the quarterly business review they rely on. It's the reporting cadence that makes them look good internally. It's the buying process that lets them feel competent and in control. That's their ritual. When you try to "streamline" their process, when you push them toward a different point of contact, when you change the reporting structure they trust—you're doing exactly what Ron Johnson did. You're selling logic when they're buying a feeling. Stop Leading With Features and Benefits Most salespeople lose deals before they even start because they lead with logical arguments: "Our platform reduces processing time by 40%." "We integrate with 200+ systems." "Our customer support response time is under 2 hours." All logical. All true. All useless if your buyer doesn't feel something first. Your prospect doesn't wake up excited about efficiency gains. They wake up stressed about looking good in front of their VP, avoiding mistakes, and maintaining control of their budget. Research is clear: emotional decisions get made first, then logic comes in to justify them. Your job isn't to build a logical case. Your job is to help your buyer feel like a hero, then give them the logical ammunition to defend that emotional decision internally. How to Apply This Starting Today Identify Their Rituals Watch how your customers actually operate. Do they need three stakeholders in every meeting? Do they always loop in procurement at a specific stage? Do they have a preferred communication cadence? Don't fight it. Work with it. Their process is their psychological anchor for stability. Frame the Win They Can Own Frame your solution so the customer feels in control and gets the credit. Instead of: "Our platform will solve your problem." Try: “This approach could help you demonstrate a 30% cost reduction in Q2—giving your team clear wins to share with leadership.” Make them the hero of their own story. Highlight Emotional Outcomes, Not Just Logical Ones Don't just talk about what your product does. Talk about how it makes them feel. "You'll have complete visibility so you're never caught off guard in executive meetings." "Your team will finally have the data they need to look proactive instead of reactive." "You'll be the person who solved the problem everyone else said was impossible." Guide, Don't Force Lead your prospects toward better outcomes without stripping away their sense of control. Instead of forcing a complete switch to your system, collaborate on how your solution enhances their existing trusted process. Make them feel like a collaborator, not a passenger. The Takeaway Ron Johnson wasn't wrong that consumers should prefer transparent, honest pricing. He wasn't wrong that the coupon game was exhausting and complicated. He was wrong about what people actually buy. They buy feelings. Control. Victory. Status. The story they tell themselves about being smart. Your prospects are no different. They're not buying your SaaS platform, your consulting services, or your enterprise solution. They're buying the feeling of being competent, in control, and successful. The difference between average salespeople and top performers isn't product knowledge or work ethic. It's understanding the sales psychology behind how buyers actually make decisions. When you appeal to emotion first and back it up with logic second, you stop losing deals to “no decision” and start winning consistently. Because at the end of the day, sales isn't about having the best product. It's about making your customer feel like they made the best decision. Ready to master buyer psychology and close more deals? Download the ACED Buyer Style Playbook and discover how to match your sales approach to the four core buyer personalities. Stop selling logic. Start selling the way your customers actually buy.

Patriot Radio News Hour with your hosts Joe Jaquint and Jason Walker, believe in educating everyone when it comes to protecting your wealth. If it’s through our radio show, our website, the podcast, we’re always providing news that “comforts the disturbed” and “disturbs the comfortable.” Tune in and gain valuable insight on current events and gold related topics. Patriot Trading Group Call us: 800-951-0592allamericangold.comBuying, Selling, or Trading Gold and SilverSee omnystudio.com/listener for privacy information.

We don't close sales, we open relationships. Join Mark as he unpacks what it truly means to sell with integrity in a rapidly changing sales landscape. Discover why traditional approaches are falling short despite the rise of new technology and AI tools. Mark explores four core elements that redefine integrity for sales professionals and challenges you to take a closer look at your pipeline and relationships.  This episode will prompt you to rethink your strategies, build deeper trust with customers, and position yourself as a standout authority in an increasingly noisy marketplace. Look out for Mark's new book: Integrity First Selling, launching in 2026!  

In this episode of Mission Matters, ⁠Adam Torres⁠ interviews ⁠Ian Stevenson⁠, Director & Producer at Bondi Beach Productions, about how to navigate AFM with intention—prepping early, targeting the right buyers, and using networking to advance finished films and projects in development. This interview is part of our AFM 2025 Series. Big thank you to ⁠⁠⁠⁠⁠⁠⁠American Film Market⁠⁠⁠⁠⁠⁠⁠ ! About ⁠Ian Stevenson⁠ With a rugged beginning as an Australian ‘jackaroo' (cowboy), Ian has 20 years of award-winning international experience in scripted and non-scripted television and film, on productions with budgets ranging from $500k-$10M. He has filmed in 20 countries including the deserts of Cairo, the canals of Venice, on top of 18,000 feet Bolivian mountains and deep inside rebel occupied jungles of Belize.  Establishing his own production company, Ian's first program, “Purple Haze”, won awards and sold internationally. He then headed to Cannes to sell films. Since then, Ian has directed, produced and created several prime time, number-one rating TV shows.  His Director skills draw the performance from hosts, actors, reality talent and celebrities (RuPaul, Ashton Kutcher, Kevin Hart, Kristin Chenoweth, Tori Spelling, Tommy Lee, Ludacris, Linda Perry, Mel Gibson). Whether it's shooting a TV Show or Documentary or 35 mm Commercial, Ian, through his creativity, working in a collaborative style, along with his passion for the TV and Film business always delivers a high-quality result of stunning pictures and, engaging and entertaining stories. About ⁠Bondi Beach Productions⁠ Conceived on the shores of Sydney, Australia's historic Aboriginal-named Bondi Beach (“water tumbling over rocks”); Bondi Beach Productions is a multi-award-winning Film and TV production company with offices also in Los Angeles and New York. This interview is part of our AFM 2025 Series. Big thank you to ⁠⁠⁠⁠⁠⁠⁠American Film Market⁠⁠⁠⁠⁠⁠⁠ ! Follow Adam on Instagram at ⁠⁠⁠⁠⁠⁠⁠https://www.instagram.com/askadamtorres/⁠⁠⁠⁠⁠⁠⁠ for up to date information on book releases and tour schedule. Apply to be a guest on our podcast: ⁠⁠⁠⁠⁠⁠⁠https://missionmatters.lpages.co/podcastguest/⁠⁠⁠⁠⁠⁠⁠ Visit our website: ⁠⁠⁠⁠⁠⁠⁠https://missionmatters.com/⁠⁠⁠⁠⁠⁠⁠ More FREE content from Mission Matters here: ⁠⁠⁠⁠⁠⁠⁠https://linktr.ee/missionmattersmedia⁠ Learn more about your ad choices. Visit podcastchoices.com/adchoices

Recording live from Koenji, Japan, Dave sits down with Shawn — better known as Japan Book Hunter — for a deep dive into Japan's unique underground book culture, rare book collecting, and the obsession that drives collectors down endless rabbit holes. From underground bookstores to forgotten print runs, this conversation explores what makes Japanese books so special — and so hard to find.They discuss a shared love of AKIRA and Hayao Miyazaki, and the endless rabbit holes of collecting and the influence of Japanese visual culture on collectors worldwide. If you're interested in rare books, Japanese art, anime history, or the psychology of collecting, this episode is packed with stories and hard-earned wisdom.Check out JPH on Youtube and visit his website to snag something for yourself www.japanbookhunter.com

In this episode of the Unleash Your Ambition Podcast, Stacie Walker walks you through why even strong offers struggle to convert consistently and what's usually happening beneath the surface. RESOURCE MENTIONED: The ROI Method: Pricing Based on the Results You Deliver: Inside this free guide, you will learn how to set a price point that supports your money goals without overworking yourself, the exact questions to ask to uncover the true value of your transformation, and how to communicate your value so clearly that your best-fit clients or customers immediately see the return on investment. SHOW NOTES: https://www.unleashyourambition.com/blog/why-people-arent-consistently-buying-what-youre-selling We'd love to hear from you. Contact us here to ask a question, leave feedback about this episode, or request a topic for a future episode. CONNECT WITH STACIE WALKER: Visit Stacie's Website Connect with Stacie on Facebook Connect with Stacie on Instagram Connect with Stacie on YouTube MUSIC CREDIT: Chill Wave by Kevin MacLeod Funkorama by Kevin MacLeod Alone by Musikal License code: GWWGS39BBB2WTA6H French Morning / Music by: CreatorMix.com

What if winning clients had nothing to do with convincing, persuading, or pushing? In this episode, I sat down with Ari Galper, the world's number one authority on trust-based selling, to unpack a breakthrough idea that transforms the way builders and business owners sell: how to sell without selling. Ari reveals the moment that changed everything for him, a moment that exposed why traditional sales tactics fail and why trust has become the most valuable currency in business today. Watch the full episode: https://youtu.be/CUluutHtj14  Subscribe: https://www.youtube.com/@TheToolShedPodcast     Take the free 2-minute Builder Freedom Readiness Scorecard: https://buildersfreedomreadiness.scoreapp.com/ Stay tuned next week when we talk about it. So, don't forget to subscribe to the show to get that episode as soon it gets released. Until then, stay healthy.  

Thanks for listening!I appreciate you taking the time to listen and subscribe to The Daily Sales Message. ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠James⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠====Got a specific Selling issue?Check out my actionable, affordable ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Practical Sales Training™⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠  courses.Find it hard to communicate your offering?You might benefit from a ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Clear Sales Message™   ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

Jump in with Carlos Juico and Gavin Ruta on episode 267 of Jumpers Jump. This episode we discuss: Marty Supreme theories, Selling your soul, Ice Spice & Spongebob, Erica Kirk Nicki Minaj theory, Epstein island, Diddy, Separating the person from their art, Dave Chapelle, Money & Sacrifice, Winning the race of life, Communication & frequency, Pigs vs boars, Wild animals, How to find your true self, Karate Kid, Copycats, Epstein watch theory, Micheal Jackson fall guy theory, Dr. Sebi Nipsey Hussle theory, Code words, Media influence, Role models, Leveling up, Happy feet, Free will krill, Coming up lore, Flow state, Fake nuclear testing theory, The matrix, Spongebob Epstein theory and much more! Start 2026 off right! Sign up for your one-dollar-per-month trial and start selling today at https://Shopify.com/JUMPERS Make the most of every toast this holiday season. Just don't forget to bring Pre-Alcohol along for the ride. To learn more and get 15% off your first order when you use code JUMPERS at checkout, head to: https://zbiotics.com/JUMPERS To get simple, online access to personalized, affordable care for ED, Hair Loss, Weight Loss, and more, visit https://Hims.com/JUMPERS Follow the podcast: @JumpersPodcast Follow Carlos: @CarlosJuico Follow Gavin: @GavinRutaa Check out the podcast on YouTube: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://bit.ly/JumpersJumpYT Learn more about your ad choices. Visit podcastchoices.com/adchoices

Selling coaching feels hard for many coaches, and in this episode I explain the real reason why selling your coaching feels so uncomfortable or hard. This isn't just about strategy or scripts - it's about what's happening beneath the surface when it's time to talk about price, value, or receiving money for your work.If you find yourself hesitating to name your price, discounting your offers, or undercharging for your coaching, this episode will help you understand where that resistance comes from. I break down the beliefs about money, worth, and responsibility that quietly shape how you show up in sales conversations. We'll talk about how old conditioning, fear of judgment, and stories about money can interfere with even the best sales strategies, making it harder to follow through consistently.If you are a coach who wants to sell your coaching services with clarity, confidence, and integrity, this episode will help you loosen the grip of old money stories and move forward in a way that feels aligned and sustainable.In this episode, you'll learn:Why selling coaching feels hard even when you believe deeply in the work you doThe hidden money and worth beliefs that show up when it's time to talk about priceHow undercharging and discounting quietly lead to burnout and resentmentWhat actually needs to shift so selling feels more honest, grounded, and sustainableFree Resources for coaches:- Canva Workshop: https://coaching.debbieshadid.com/canva- Free Masterclass to Grow Your Coaching Business: https://coaching.debbieshadid.com/masterclassTools for coaches I reference in this video + Bonus:- Flodesk (email marketing): https://flodesk.com/c/DEBBIESHADID- Descript (video editor): https://get.descript.com/cj4n2vzke4vu- Squarespace (website builder): https://www.squarespace.com/ -  Canva (graphic + brand creation): https://www.canva.com/ - Calendly (calendar software for scheduling sessions): https://calendly.com/ Connect with Debbie:Website: https://www.debbieshadid.com Instagram: https://www.instagram.com/debbieshadid/

Why are so many estate agents wary of new homes? We chat with Jamie Lester of House Estate Agents in London about why the sector feels daunting but is full of opportunity. He reveals how smart lead handling, social media, and clear setup can transform results, including the campaign that helped sell a £35 million development. A must listen for agents exploring new builds.

In this episode of Money Matters, Scott and Pat tackle real-world financial planning questions that could save you thousands. They cover key tax-savvy income strategies, help a caller decide whether to cash out a $350K whole life insurance policy, and clarify the confusing tax rules on after-tax IRA contributions. You'll also hear how one investor turned a concentrated stock position into $90K in annual income—without selling a single share. This smart use of covered calls shows how modern income strategies are evolving beyond traditional methods. And yes, they weigh in on the latest hype around gold investing—and why it's often a distraction from sound long-term planning. If you're thinking about insurance, taxes, or smarter ways to turn assets into income, this episode is packed with insight. Join Money Matters:  Get your most pressing financial questions answered by Allworth's co-founders Scott Hanson and Pat McClain live on-air! Call 833-99-WORTH. Or ask a question by clicking here.  You can also be on the air by emailing Scott and Pat at questions@moneymatters.com. Download and rate our podcast here.

Joel Goldberg is a veteran TV broadcaster for the Kansas City Royals, serving as the in-game reporter and anchor for every pre-game and post-game show. With over 30 years in television, Joel has covered everything from Super Bowls to World Series, interviewing icons like Will Ferrell and Wayne Gretzky—while also reporting on quirky moments like tick racing on a pool table.He is the host of the podcast Rounding the Bases and the author of two books: Small Ball Big Results and Small Ball Big Dreams, where he shares stories of success through consistency, teamwork, and trust.Beyond the broadcast booth, Joel runs a thriving speaking business, helping organizations build cultures grounded in trust and connection. His practical, story-driven approach to leadership has helped companies improve morale, strengthen teamwork, and foster authentic engagement.A proud Emmy Award winner and storyteller at heart, Joel brings a unique blend of sports wisdom, business insight, and real-world perspective to every stage he steps on.SHOW SUMMARYIn this episode of Selling from the Heart Podcast. Larry Levine and Darrell Amy are joined by Joel Goldberg, a seasoned TV broadcaster and author, who shares his insights on storytelling and building trust in both sport and sales. Joel recounts captivating stories from his career, highlighting the power of small consistent actions to achieve big results. The episode emphasizes the importance of genuine and effective storytelling in sales, providing practical advice for sales professionals to connect better with their audience.KEY TAKEAWAYSAuthenticity and trust are the foundation of successful sales and relationships.Everyone is in the people business and, in some way, a storyteller.Consistency, small daily actions (“small ball”), and attention to detail lead to big results.Know your audience and listen before telling your story.Effective storytelling is about making your message relevant and emotionally resonant.Building trust with your team and clients enables you to achieve more together.QUOTES“We are all in the people business, and we are all storytellers.”“Authenticity sells.”“When people believe you have their best interests at heart before your own, it becomes a lot easier to sell.”“Small ball is the little things you do consistently that add up to big results.”“If you don't know what your audience wants, it becomes a lot harder to sell.”“You have to earn trust—once you have it, you can do anything.”Learn more about Joel Goldberg.LinkedIn: https://www.linkedin.com/in/joelgoldbergkc/Learn more about Darrell and Larry.Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/ADDITIONAL RESOURCESDiscover Heart-Centered Leadership:Explore the Culture from the Heart Podcast and uncover the secrets to thriving workplace cultures. Know a visionary CEO? Nominate them today at

Join this channel to get access to perks such as Weekly Zoom Calls & Private Discord!! https://www.youtube.com/channel/UC4BqTVQA1pCwe9QaEPwD3MQ/joinFree 30 Day Trial to Go2Lister https://www.go2lister.com/mike I help teach people how to make money selling books on Amazon, leveraging the platform's vast reach and the profitability of reselling used books. How to sell books on Amazon? Selling books on Amazon can be an excellent side hustle or a full-time endeavor, particularly if you enjoy thrifting through places like Goodwill for hidden treasures. How to start selling on Amazon is accessible, and with my guidance on how to sell books, DVDs, CDs, and other media, beginners can quickly learn the ropes. Utilizing Amazon FBA streamlines operations, allowing sellers to focus more on sourcing and less on logistics. As a reselling coach, I provide tutorials and guidance on navigating challenges like ungating and optimizing listings for maximum visibility and sales. Whether you're looking for a part-time side hustle or aiming to become a full-time reseller, I will teach you the ins and outs of thrifting books and selling books online and can pave the way to creating passive income streams and achieving business growth.

Set goals, set intentions, make plans, be open to all the unknown that is on its way, or go with the flow; however, you approach the start of a new year is welcome, simply do it your way. 2026 is the year of the fire horse, and in terms of numerology is a 1 year; the vibe is certainly momentum and new beginnings. My experience of improving my health has taught me that being very focused on exactly what you do want and sticking to a simple, actionable plan is very powerful. This is my 2026 vibe: to be very focused on what I do want and stick to the plan, with plenty of space for the yet unknown to appear. I have plans based on exactly what I know I do and don't want. But I also have questions about things I do not yet know the answers to, and probably for the first time in my life, I am at peace with not knowing all the answers. 2026 for me is all about simple repeatable actions to make the dream real. I'd love to be part of making your 2026 dream real. I know I can't do it alone; I will always have a coach or mentor by my side guiding me, or invest in the actions in my business, I know I need support with. I would love to support you -  The doors to my Your Purpose Mastermind are open. Early bird price ends 12th Jan, there are 2 places left, plus January 2026 will be the only time in 2026 you can join this programme. https://www.amyjonesmentor.com/your-purpose-mastermind  Work with me 1:1 - https://www.amyjonesmentor.com/work-with-me Other ways we can hang out FREE 7 Day bad content challenge (aka get growing on social media) - https://www.amyjonesmentor.com/bad-content-challenge Grab my FREE webinar "Energetics of Selling - https://www.amyjonesmentor.com/energetics-of-selling Sales on repeat, mini but mighty audio course for £27 - https://www.amyjonesmentor.com/offers/aQanTc2p/checkout Hear me weekly on Substack for only £4.40 a month, join here - https://energymindsetmoneyandmore.substack.com/ Business strategist and Mentor for soul-led entrepreneurs  https://www.amyjonesmentor.com/ Train with me, Yin Restorative, Pregnancy and Postnatal yoga  www.amy-yoga.com 

Now on Spotify Video! After decades leading AI research at NASA, Google, and Stanford, Peter Norvig has watched artificial intelligence advance at an incredible pace, often without enough consideration for the people it's meant to serve. While the systems grew better at optimizing algorithms, far less focus was placed on fairness, human agency, and real-world impact. That realization led Peter to champion a more human-centered approach to AI. In this final episode of the AI Vault series, Peter breaks down how to design and use AI in ways that elevate human abilities, support better decision-making, and promote fairness across business, education, and leadership. In this episode, Hala and Peter will discuss: (00:00) Introduction (02:28) His Transition From Academia to Corporate (06:05) The Evolution of Google Search Technology (12:59) How Artificial Intelligence Has Changed Over Time (17:53) Human Intelligence vs. AI Capabilities (23:38) What Is Human-Centered AI? (29:42) AI-Powered Learning and Workplace Training (35:47) AI for Entrepreneurs: The New Advantage (39:10) Artificial Intelligence and Income Inequality (41:19) The Risks and Rewards of Artificial Intelligence Peter Norvig is a computer scientist, AI pioneer, and former Director of Research at Google, where he led significant advancements in search and machine learning. He is the co-author of Artificial Intelligence, the leading AI textbook used in more than 1,500 universities worldwide. Today, as a Fellow at Stanford's Human-Centered AI Institute, Peter focuses on building AI systems that are fair, inclusive, and aligned with human values. Sponsored By: Indeed - Get a $75 sponsored job credit to boost your job's visibility at Indeed.com/PROFITING  Shopify - Start your $1/month trial at Shopify.com/profiting.  Revolve - Head to REVOLVE.com/PROFITING and take 15% off your first order with code PROFITING  DeleteMe - Remove your personal data online. Get 20% off DeleteMe consumer plans at to joindeleteme.com/profiting  Spectrum Business - Visit Spectrum.com/FreeForLife to learn how you can get Business Internet Free Forever. Airbnb - Find yourself a cohost at airbnb.com/host  Northwest Registered Agent - Build your brand and get your complete business identity in just 10 clicks and 10 minutes at northwestregisteredagent.com/paidyap Framer - Publish beautiful and production-ready websites. Go to Framer.com/design and use code PROFITING Intuit QuickBooks - Bring your money and your books together in one platform at QuickBooks.com/money  Resources Mentioned: Peter's Website: norvig.com  Peter's LinkedIn: linkedin.com/in/pnorvig  Peter's Book, Artificial Intelligence: bit.ly/ArtficialIntelligence  Active Deals - youngandprofiting.com/deals  Key YAP Links Reviews - ratethispodcast.com/yap YouTube - youtube.com/c/YoungandProfiting Newsletter - youngandprofiting.co/newsletter  LinkedIn - linkedin.com/in/htaha/ Instagram - instagram.com/yapwithhala/ Social + Podcast Services: yapmedia.com Transcripts - youngandprofiting.com/episodes-new  Entrepreneurship, Entrepreneurship Podcast, Business, Business Podcast, Self Improvement, Self-Improvement, Personal Development, Starting a Business, Strategy, Investing, Sales, Selling, Psychology, Productivity, Entrepreneurs, AI, Artificial Intelligence, Technology, Marketing, Negotiation, Money, Finance, Side Hustle, Startup, Mental Health, Career, Leadership, Mindset, Health, Growth Mindset, ChatGPT, AI Marketing, Prompt, AI in Action, AI in Business, Generative AI, Future of Work, AI Podcast

Most sales outreach blends into the noise not because sellers lack effort, but because they approach prospects the same way everyone else does. In this episode, Ashley Winston breaks down why traditional outreach tactics fall flat and how sales professionals can stand out by leading with relevance, clarity, and genuine curiosity. We explore how to create conversations that feel natural, human, and worth responding to.Why Prospects Ignore Most Sales Outreach (00:02:10 – 00:03:35)Ashley explains that buyers aren't ignoring messages because they're rude, they're overwhelmed.Generic outreach, vague value statements, and self-focused messaging give prospects no reason to engage.The real issue isn't volume, it's relevance.The Biggest Mistake Salespeople Make in Messaging (00:03:35 – 00:05:10)Most outreach talks about the seller instead of the buyer.Ashley shares why messaging that leads with credentials, features, or company history immediately creates disengagement.Prospects care less about who you are and more about whether you understand them.How to Personalize Without Overcomplicating It (00:05:10 – 00:06:55)Personalization doesn't mean writing long messages.Ashley explains how small signals like role relevance, timing, and context, dramatically increase response rates without extra effort.Relevance beats creativity every time.Using Curiosity Instead of Pressure (00:06:55 – 00:08:30)Rather than pushing meetings, Ashley encourages sellers to spark curiosity.Open-ended questions invite conversation and reduce resistance, making prospects feel in control instead of sold to.Pressure ends conversations. Curiosity starts them.How to Earn Replies Without Chasing Prospects (00:08:30 – 00:10:05)Ashley breaks down why follow-ups fail when there's no value added.Each touchpoint should introduce a new insight, observation, or reason to respond not just “checking in.”Silence is feedback. Adjust accordingly.What High-Performing Sellers Do Differently (00:10:05 – 00:12:10)Top performers focus on quality conversations, not activity metrics.Ashley explains how intentional outreach, patience, and consistency lead to better pipeline health and stronger relationships.Selling is about connection, not coercion.Key Lesson: Make It About Them, Not You (00:12:10 – 00:13:55)When outreach is centered on the buyer's world, challenges, and priorities, responses come naturally.Sales success comes from empathy, relevance, and respect, not persistence alone.“If your message doesn't immediately answer ‘Why should I care?', it won't get a reply.” – Ashley WinstonResourcesWant help applying these strategies directly to your pipeline and hitting your quota?Join The Sales Evangelist Mastermind, a 90-day program designed to help you close more deals and hit your number.Learn more at thesalesevangelist.com/mastermindSponsorship OffersThis episode is brought to you in part by HubSpot.With HubSpot Sales Hub, your data, tools, and teams come together on one platform to help you close deals faster. Try it at hubspot.com/sales.This episode is brought to you in part by LinkedIn.Tired of prospects not responding? Get a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.This episode is brought to you in part by the TSE Sales Foundation.Improve your LinkedIn outreach and land 3–5 appointments with our LinkedIn Prospecting Course.Visit

Welcome to show number 700! For Bill and me this is show #300. Every week for the past 5 years, 8 months and 24 days Bill and I have worked to deliver the latest sales advice, strategy and tactics so you can win at selling. Asking the right questions is a key capability of the sales professional. So let us answer your questions with our questions as Bill and I reveal the Ten Greatest Selling Questions and other incredible information on Episode 700 of the Winning at Selling Podcast. Handout:  https://mnsales.com/wp-content/uploads/2025/12/Ten-Greatest-Selling-Questions.pdf  Eric Harkins - https://ericharkins.com/ Book: Great Leaders Make Sure Monday Morning Doesn't Suck:  https://www.amazon.com/Great-Leaders-Monday-Morning-Doesnt/dp/B0B8F7W838/ref=sr_1_1 Keystone Club Class - https://mnsales.com/keystone/ Offerings Page - https://mnsales.com/offers Johnny Franchise - https://www.johnnyfranchise.com  Bill Hellkamp – See my LinkedIn profile and send me an invite Visit my website: http://www.reachdev.com/ Scott "Professor Plum" Plum – See my LinkedIn profile and send me an invite Visit my website: https://www.mnsales.com

As 2025 wraps up, I've been reflecting on the lessons learned—both the challenges and the wins. This year brought huge personal and professional shifts, from moving into what feels like our "forever home," navigating unexpected family bereavements, and making some big strategic choices in my business. After six incredible years, The C Suite ® will see its final cohort in 2026.  Why? Two big reasons: Capacity: Major new projects (like the Expert Services Directory and growing corporate consulting commitments) need the kind of focus and energy the C Suite once did. Copyright: After increasing issues with plagiarism and protecting intellectual property, it's time to wind down this program with intention and integrity. But don't worry! There will still be opportunities for in-person training (like Converting Corporates in March) and smaller, targeted courses. The Expert Services Directory is Thriving If you're aiming to sell to organisations in the UK next year, now's the time to get listed. The Directory is driving real, qualified inbound leads and partnerships—and will soon be subject to VAT (so grab your spot before the price goes up!). The Podcast Remains! Great news: the Selling to Corporate® podcast isn't going anywhere. Expect more tour episodes, actionable sales tips (think: choosing CRM systems, proposal templates, and more), and a brand-new sponsor you'll recognise. I also wanted to share a few key takeaways that might help you as you think about your own direction for the coming year: Embrace Change, Even When It's Hard: Whether it's personal upheaval or shifting business models, leaning into transitions can reveal what matters most—and push you to make braver decisions. Protect Your Genius: Intellectual property is hard-won and worth defending. This year, I chose to sunset the C Suite to focus on new projects and safeguard my work from plagiarism—a reminder for all creators to stand firm in honoring your expertise. Community & Consistent Action Matter: I'm grateful for the incredible support network—professionally and personally—that's made all the difference this year. Consistency in sales activity, not just marketing, drives results and opens doors for growth, even in tough times. Whatever 2026 holds for you, I hope you're able to recognise your own growth, set bold new priorities, and keep taking consistent action!  Wherever you are—may your festive season be filled with rest, reflection, and readiness for an amazing 2026. Thank you for being here and cheers to the next chapter!

In this episode of Disruption/Interruption, host KJ sits down with Jayesh Kumar, Co-Founder at Aonami. Discover how legacy systems are being disrupted, the challenges of digital transformation, and why true innovation means building solutions that give time back to people. Four Key Takeaways: The Problem with Legacy Systems [6:10]Banks and healthcare institutions are bogged down by dozens of outdated, patchwork systems, making innovation slow and compliance difficult. Meeting Clients Where They Are [14:54]True disruption comes from understanding a client’s current state and building solutions that fit their unique needs, rather than forcing a one-size-fits-all approach. The Human Side of B2B Sales [20:03]Selling transformative technology to large organizations is about building relationships and convincing multiple teams, not just one decision-maker. The Real Goal of Technology [28:47]The ultimate aim of innovation should be to give people time back, making work more productive, creative, and compassionate. Quote of the Show (34:23):"True disruption really happens not by doing a lot of work, but by doing less in a much smarter way. You should be building systems that start giving time back to people." – Jayesh Kumar Join our Anti-PR newsletter where we’re keeping a watchful and clever eye on PR trends, PR fails, and interesting news in tech so you don't have to. You're welcome. Want PR that actually matters? Get 30 minutes of expert advice in a fast-paced, zero-nonsense session from Karla Jo Helms, a veteran Crisis PR and Anti-PR Strategist who knows how to tell your story in the best possible light and get the exposure you need to disrupt your industry. Click here to book your call: https://info.jotopr.com/free-anti-pr-eval Ways to connect with Jayesh Kumar: LinkedIn: http://www.linkedin.com/in/jayeshrout Company Website: https://aonamitech.com How to get more Disruption/Interruption: Amazon Music - https://music.amazon.com/podcasts/eccda84d-4d5b-4c52-ba54-7fd8af3cbe87/disruption-interruption Apple Podcast - https://podcasts.apple.com/us/podcast/disruption-interruption/id1581985755 Spotify - https://open.spotify.com/show/6yGSwcSp8J354awJkCmJlDSee omnystudio.com/listener for privacy information.

On which date did the selling of Yosef happened. by Rabbi Benjamin Lavian

As 2025 comes to a close, many entrepreneurs are eager to "turn the page" and move on. But here's the truth: nothing actually changes unless you do. In today's episode of The Kelly Roach Show, Kelly introduces a powerful concept every leader needs to reflect on before stepping into 2026: your resilience resume. Kelly walks through how the biggest challenges she faced in 2025, including a massive business model reinvention, became the foundation for deeper authority, stronger IP, and greater impact. If you're wrapping up 2025 feeling stretched, tested, or exhausted, this episode will reframe everything you've walked through and help you step into 2026 with clarity, confidence, and conviction. In this episode, you'll learn: How your hardest seasons become your most valuable marketing and authority assets Why leaders must be willing to struggle publicly to create new solutions How to turn personal and business challenges into IP, positioning, and impact TIMESTAMPS: 01:11 – 02:30 — What is a "resilience resume" and why it matters 04:16 – 06:20 — How challenges increase authority and leadership capacity 06:21 – 08:45 — Kelly's biggest business reinvention and what it required 08:46 – 10:35 — Turning survival into solutions that serve thousands 10:36 – 12:30 — Why leaders must be willing to struggle publicly 12:31 – 14:00 — How your hardest season becomes your most powerful IP 14:01 – 15:40 — Building your resilience resume for 2026 RESOURCES: Join Kelly's weekly email newsletter for more strategies to turn 2026 into your best year in business: https://kellyroachinternational.kit.com/news Subscribe to Kelly's Substack, The Sacred Art of Selling: https://substack.com/@kellyroachofficial  Follow Kelly on Instagram: https://www.instagram.com/kellyroachofficial  Follow Kelly on Facebook: https://www.facebook.com/kelly.roach.520/  Connect on LinkedIn: https://www.linkedin.com/in/kellyroachint/ 

In this episode Bob and Randy ‘welcome Mike Kennedy, Founder and Chief Security Officer at Ostra Security, and Mel Kolinski, Sales and Channel Chief at Ostra. They dive into an open discussion about cybersecurity, highlighting the issues with transparency and honesty in the industry. Mike shares his experiences of starting Ostra and his motivations behind it, emphasizing the need for honest relationships and better security practices. The conversation also touches on the impact of AI on security, the problems of selling fear, uncertainty, and doubt (FUD), and the importance of a community-driven approach to improve cybersecurity standards. The episode wraps up with insights into the Truth in Cyber initiative, advocating for more ethical practices in cybersecurity.

Selling an investment property doesn't have to mean giving a large portion of your profits to the IRS. In this episode, Dave Dubeau sits down with 1031 exchange expert Jeffrey Peterson to explain how U.S. real estate investors can legally defer capital gains taxes. They break down what qualifies as like-kind real estate, the strict 45-day and 180-day deadlines, and the planning mistakes that can derail an exchange if you're not careful. Get Interviewed on the Show! - ================================== Are you a real estate investor with some 'tales from the trenches' you'd like to share with our audience? Want to get great exposure and be seen as a bonafide real estate pro by your friends? Would you like to inspire other people to take action with real estate investing? Then we'd love to interview you! Find out more and pick the date here: http://daveinterviewsyou.com/ #realestateinvesting #1031exchange #propertyprofits #realestateeducation #taxstrategy

What if your customers already trusted you before you knocked?In this episode of the Million Dollar Electrician Podcast, we break down the Back-End Selling Blueprint the exact system we use to pre-sell every job, boost conversions, and make technicians unforgettable before they arrive.Learn how to make homeowners trust you before the call, eliminate awkward cold door moments, and create an experience so personal and frictionless that selling becomes the obvious next step not a push.

#673: Welcome to Greatest Hits Week – five days, five episodes from our vault, spelling out F-I-I-R-E. Today's second letter I stands for Investing. This episode originally aired in April 2022, but the framework remains one of the most practical guides we've shared for building wealth at any age. Nick Maggiulli joins us to reveal why most young investors obsess over the wrong metrics — and shares his Save-Invest Continuum that shows exactly when your savings beat your investment returns, and when that changes.  _____ When Nick Maggiulli was in his twenties, he spent countless hours obsessing over his investment portfolio – tweaking his asset allocation, running net worth projections, and building complex spreadsheets.  Meanwhile, he was blowing $100 every weekend partying in San Francisco. It took him years to realize the absurdity. His annual investment returns on his tiny $1,000 portfolio might earn him $100 – the same amount he'd spend in a single night out. Maggiulli joins us to explain why young investors focus on the wrong things and shares his framework for knowing when to prioritize saving versus investing.  He introduces the Save-Invest Continuum, which compares your expected annual savings against your expected investment returns.  When you're starting out, your ability to save dwarfs any investment gains. A $6,000 annual savings capacity beats a $100 investment return every time. We discuss the math behind saving 50 percent of future raises, not for guilt or deprivation, but to maintain lifestyle balance while building wealth.  This rule applies only to real raises above inflation. If you get a 3 percent raise during 3 percent inflation, you haven't actually gotten ahead. The conversation turns to unconventional income-producing assets. Beyond stocks and bonds, Maggiulli explores farmland investing, which offers returns uncorrelated with traditional markets.  He shares the story of someone who bought the royalty rights to Jay-Z and Alicia Keys' "Empire State of Mind" for $190,000. The song earned $32,733 in royalties the previous year — an 11 percent return if that income stays constant. We examine why 85 to 90 percent of your portfolio should generate income through dividends, rent, interest, or business profits.  Maggiulli keeps his speculative investments — cryptocurrency, art, and individual stocks — under 10 percent of his net worth. He admits his two individual stock picks are down 60 to 70 percent, proving his own point about avoiding stock picking. The episode reveals that time remains your most important asset. Warren Buffett would likely trade his entire fortune — and go into debt — to be 35 again.  This perspective shapes every financial decision, from choosing income strategies to deciding between assets that merely appreciate versus those that pay you while you sleep. Timestamps: Note: Timestamps will vary on individual listening devices based on dynamic advertising run times. The provided timestamps are approximate and may be several minutes off due to changing ad lengths. (00:00) Nick's mistake of obsessing over investments while partying away returns (05:31) The Save-Invest Continuum explained (08:11) When savings matter more than investment returns (12:31) Focusing on both saving and investing in midlife (13:11) Crossover point: when investment returns exceed spending (14:11) The 2X Rule for guilt-free spending (15:31) Save 50 percent of future raises (20:41) Five ways to increase income (26:31) Selling time versus selling skills (28:11) Teaching and creating products for income (30:11) Climbing the corporate ladder (31:11) Converting human capital to financial capital (32:31) Income-producing versus speculative assets (36:11) Individual stocks and cryptocurrency allocation (43:51) Farmland investing basics (45:31) Royalty investing example (49:31) Art and non-income producing assets (51:11) Inflation and debt strategies Learn more about your ad choices. Visit podcastchoices.com/adchoices

Austin shares 7 things that college never taught you about your career!Time Stamped Show Notes:[0:30] - College doesn't teach you everything![1:33] - A degree is NOT a guarantee & it's all a numbers game[2:48] - Selling yourself & a resume is not enough[5:06] - Results are better than actions[6:36] - Most qualified applicant doesn't always win the job[8:03] - Don't wait to be 100% qualified before applyingWant To Level Up Your Job Search?Click here to learn more about 1:1 career coaching to help you land your dream job without applying online.Check out Austin's courses and, as a thank you for listening to the show, use the code PODCAST to get 5% off any digital course:The Interview Preparation System - Austin's proven, all-in-one process for turning your next job interview into a job offer.Value Validation Project Starter Kit - Everything you need to create a job-winning VVP that will blow hiring managers away and set you apart from the competition.No Experience, No Problem - Austin's proven framework for building the skills and experience you need to break into a new industry (even if you have *zero* experience right now).Try Austin's Job Search ToolsResyBuild.io - Build a beautiful, job-winning resume in minutes.ResyMatch.io - Score your resume vs. your target job description and get feedback.ResyBullet.io - Learn how to write attention grabbing resume bullets.Mailscoop.io - Find anyone's professional email in seconds.Connect with Austin for daily job search content:Cultivated CultureLinkedInTwitterThanks for listening!

Linktree: ⁠https://linktr.ee/Analytic⁠Join The Normandy For Additional Bonus Audio And Visual Content For All Things Nme+! Join Here: ⁠https://ow.ly/msoH50WCu0K⁠Join Analytic Dreamz on the Notorious Mass Effect podcast for an in-depth breakdown of 2025's top 10 best-selling video games, based on exclusive Circana data. Each segment dives into sales trends, game performance, and industry insights, offering listeners a detailed look at what's driving the gaming market. Analytic Dreamz delivers expert analysis, connecting the dots between data and gaming culture. Perfect for gamers, industry enthusiasts, and anyone curious about the biggest titles of the year. Tune in for a fresh perspective on the gaming landscape with Analytic Dreamz.Support this podcast at — https://redcircle.com/analytic-dreamz-notorious-mass-effect/donationsPrivacy & Opt-Out: https://redcircle.com/privacy

Stop guessing what your business is truly worth and learn the core differences between the lower and upper middle markets and what drives a higher business valuation. Discover why professional buyers focus less on revenue and more on durable cash flow and why professionalizing your operations is your ticket to a bigger exit. Start working on your exit plan now to demand a better multiple later. View the complete show notes for this episode. Want To Learn More? Business Valuation Basics: 9 Critical Concepts to Understand Should I Use SDE or EBITDA to Value My Business for Sale? Business Valuation Checklist: 3 Traps to Avoid Additional Resources: Selling your business? Schedule a free consultation today. Sign up for an Assessment and Valuation of Your Business. Courses: The Art & Science of Selling a Business Download The Art of The Exit: The Complete Guide to Selling Your Business Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.

Families are depending on you—and the only thing standing between them and financial disaster is your ability to help them make a decision. In this episode, Chris and Roger break down the 5 real reasons people don't buy (and why "I want to think about it" is usually a smokescreen). If you're hearing the same objections over and over, this framework will help you identify what's actually happening, remove the barrier, and confidently guide clients to protect the people they love. In this episode, you'll learn: The 5 barriers behind almost every objection: No Trust, No Need, No Want, No Urgency, No Money How to build trust fast using authority + empathy (especially in telesales) Why "need" can't be created—only discovered and uncovered The 4 stakes questions that move a client from "need" to "want" (and "want" to urgency) How to avoid killing the close by making the end confusing or transactional How to handle affordability with dignity and still get the application Quick CTAs ✅ Drop a comment: Which barrier do you see most often—trust, need, want, urgency, or money? ✅ Share this episode with an agent who keeps hearing "Let me think about it." ✅ Subscribe for more training that helps you sell with clarity and confidence. https://lifeinsuranceacademy.org/   

Pool Pros text questions hereIn this episode, Natalie Hood sits down with Ryan Walker to unpack how retail sales in the pool industry have evolved over the last two decades—and what dealers, builders, and retailers need to understand to stay competitive today.From the rise of online shopping and social media influence to changing homeowner expectations and shifting economic realities, this conversation challenges long-held myths about retail, sales strategy, and customer behavior. Ryan draws on 20 years of experience across lifeguarding, distribution, manufacturing representation, and national sales to explain why the future of pool retail isn't about fighting online competition—but learning how to work alongside it.What You'll Learn in This EpisodeRetail Isn't Dead—It's EvolvingRyan explains why online sales are no longer the enemy of brick-and-mortar stores and how retailers can use online visibility as a tool rather than a threat. Homeowners today expect convenience, information, and options—and stores that adapt win loyalty.Why Personal Service Still WinsDespite access to Amazon, TikTok, and Instagram, customers are still willing to pay more for expertise, education, and a trusted relationship. Retailers who focus on solving problems—not just selling products—stand out.The Power of Analytics, Algorithms, and Social MediaFrom phones “listening” to user behavior to influencers shaping purchasing decisions, Natalie and Ryan break down how digital marketing now drives customer expectations before they ever walk into a store.Selling the Solution, Not the ProductRyan emphasizes that customers don't need technical jargon—they need someone who understands their pain points. Whether it's water loss, recurring algae, or sanitizer confusion, great sales start with the right questions.Breaking the ‘We've Always Done It This Way' MindsetLong-standing habits can quietly cap growth. This episode explores how flexibility, testing new ideas, and being open to global trends can increase profitability without sacrificing integrity.Why Dealers Must Show What's PossibleJust like car dealerships show upgraded models, pool professionals should present options—even if the customer thinks they want the “basic” version. Many homeowners don't know what's available until someone shows them.Economic Reality Has ChangedFrom rising costs to dual-income households and post-COVID income shifts, the conversation highlights why price sensitivity isn't what it used to be—and why experience and value matter more than shaving a few dollars off the ticket.Key Takeaways• Online competition is unavoidable—but it can be leveraged • Education and trust justify premium pricing • Customers want guidance, not resistance • Social media shapes expectations before the sale • Retail success depends on adaptability and curiosity • Selling without passion turns stores into warehousesAbout the GuestRyan Walker brings more than 20 years of industry experience, starting as a lifeguard and facility manager before moving into distribution, manufacturing representation, and national sales. His career spans multiple climates, pool types, and retail models, giving him a wide-angle view of what works—and what doesn't—in today's poo Support the showThank you so much for listening! You can find us on social media: Facebook Instagram Tik Tok Email us: talkingpools@gmail.com

Pool Pros text questions hereIn this episode, Natalie Hood sits down with Ryan Walker to unpack how retail sales in the pool industry have evolved over the last two decades—and what dealers, builders, and retailers need to understand to stay competitive today.From the rise of online shopping and social media influence to changing homeowner expectations and shifting economic realities, this conversation challenges long-held myths about retail, sales strategy, and customer behavior. Ryan draws on 20 years of experience across lifeguarding, distribution, manufacturing representation, and national sales to explain why the future of pool retail isn't about fighting online competition—but learning how to work alongside it.What You'll Learn in This EpisodeRetail Isn't Dead—It's Evolving Ryan explains why online sales are no longer the enemy of brick-and-mortar stores and how retailers can use online visibility as a tool rather than a threat. Homeowners today expect convenience, information, and options—and stores that adapt win loyalty.Why Personal Service Still Wins Despite access to Amazon, TikTok, and Instagram, customers are still willing to pay more for expertise, education, and a trusted relationship. Retailers who focus on solving problems—not just selling products—stand out.The Power of Analytics, Algorithms, and Social Media From phones “listening” to user behavior to influencers shaping purchasing decisions, Natalie and Ryan break down how digital marketing now drives customer expectations before they ever walk into a store.Selling the Solution, Not the Product Ryan emphasizes that customers don't need technical jargon—they need someone who understands their pain points. Whether it's water loss, recurring algae, or sanitizer confusion, great sales start with the right questions.Breaking the ‘We've Always Done It This Way' Mindset Long-standing habits can quietly cap growth. This episode explores how flexibility, testing new ideas, and being open to global trends can increase profitability without sacrificing integrity.Why Dealers Must Show What's Possible Just like car dealerships show upgraded models, pool professionals should present options—even if the customer thinks they want the “basic” version. Many homeowners don't know what's available until someone shows them.Economic Reality Has Changed From rising costs to dual-income households and post-COVID income shifts, the conversation highlights why price sensitivity isn't what it used to be—and why experience and value matter more than shaving a few dollars off the ticket.Key Takeaways• Online competition is unavoidable—but it can be leveraged • Education and trust justify premium pricing • Customers want guidance, not resistance • Social media shapes expectations before the sale • Retail success depends on adaptability and curiosity • Selling without passion turns stores into warehousesAbout the GuestRyan Walker brings more than 20 years of industry experience, starting as a lifeguard and facility manager before moving into distribution, manufacturing representation, and national sales. His career spans multiple climates, pool types, and retail models, giving him a wide-angle view of what works—and what doesn't—in today's poo Support the showThank you so much for listening! You can find us on social media: Facebook Instagram Tik Tok Email us: talkingpools@gmail.com

Send us a textIn this episode, Kay Suthar sits down with Victor Vento, Chief Messenger of Ventobot, to break down what ads are really for and why the best-performing ads don't feel like selling at all. Victor shares how ads are designed to create connection and experience, not pressure. He walks through how he fills rooms with the right people, why some ads fail miserably, and the wild story behind increasing a sale by 3,221% from a single $4 ad. This conversation reframes ads as a scaling tool that amplifies what you already have  not a magic fix for broken messaging.What to expect in this episode:(00:00) – Ads aren't about selling, they're about connection (04:10) – Why brands are more than expertise and skills (07:30) – What ads actually do (and what they don't) (11:45) – Why most ads fail (15:20) – How marketing relates to parenting (18:40) – The “weird” secret sauce behind ads that convert (22:10) – Scaling what already works with paid adsAbout Victor VentoVictor Vento is a conversational marketing expert and the Chief Messenger of Ventobot. He helps coaches and consultants navigate those “I don't know if this is for me” moments in conversations  without convincing, pushing, or forcing decisions. His work focuses on intentional marketing that feels human, builds trust, and converts through clarity instead of pressure.Connect with Victor VentoWebsite: https://www.ventobot.comLinkedIn: https://www.linkedin.com/in/victor-vento-ba539130/Facebook: https://www.facebook.com/VRVJR/Email: victor@ventobot.comFREE Gift: How to Close 20% of All Event Attendees Into Paying Clients with One VIP Ticket Sales Video https://www.ventobot.com/15-VSLConnect with Kay SutharBusiness Website: https://makeyourmarkagency.com/Podcast Website: https://www.makeyourmarkpodcast.com/LinkedIn: https://www.linkedin.com/in/kay-suthar-make-your-mark/Facebook Group: https://www.facebook.com/groups/482037820744114Email: kay@makeyourmarkagency.comFREE Gifts from Kay Suthar:3 Ultimate Secrets to Getting Booked on Podcasts: https://getbookedonpodcast.com5 Simple Steps to Launch Your Podcast in 14 Days: https://14daystolaunch.com

From zero product to $433K in sales. This episode breaks down what real e-commerce growth actually looks like.In this episode of High Voltage Business Builders, Neil sits down with David, a Voltage client who started with no product, no brand, and no prior e-commerce experience. After nearly two years of research, delays, and hard lessons, David launched a premium Egyptian cotton bedding brand on Amazon FBA and crossed $433,000 in gross sales within his first 12 months live, despite being out of stock for nearly five months.If you're interested in building an asset, not chasing overnight wins, this episode will give you a clear picture of what the process really involves.In This Episode, We Cover:✅ What it's like to start an e-commerce business with no product or prior experience✅ Why patience and long-term commitment matter more than quick results✅ How inventory mistakes and stockouts impact growth✅ The mindset shifts required to push through doubt and overwhelm✅ Why building a brand is different than just selling products

Send us a textOn this "take two" episode (after a technical mishap lost the first recording), Scott and Mike welcome back Jeff Cutter, founder of WIITT Selling (What Is Important To Them). Jeff breaks down the fundamental flaw in most sales processes: the obsession with our decks, our products, and our preparation, while completely ignoring the customer's narrative.Jeff shares how this mindset shift started early—selling his neighbors not on a mowed lawn, but on the freedom to ride their bikes on the weekend. The trio discusses why sales reps often get stuck at the "context level" (activities, features, specs) and fail to reach the "emotional level" where decisions are actually made.Key Takeaways:Define WIITT: It stands for What Is Important To Them. If you don't know the specific problem and the emotion attached to it, you are just guessing.The "Context" Trap: Most CRMs are filled with "activities" (sent email, had meeting), but lack intelligence on the actual problem. You need to move from "What are you doing?" to "How does this problem make you feel?"Co-Author the Story: Don't hijack the conversation with your own pitch. Use mirroring and emotional labeling to stay in the customer's story until you uncover the root cause.The Jeep Theory: Citing Clotaire Rapaille, Jeff explains that customers often lie (unintentionally) about what they want (e.g., safety), when they truly buy based on a deeper emotional code (e.g., freedom/open road).Guest Resources: Check out Jeff's free guide, "Stop Guessing, Take Control of Your CRM Intelligence" at wiittselling.com.Support the showScott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Braga, King, and Ski talk:  :15: Selling copper wires for H Vacs, Jake Paul's loose jaw, what happens when betas box.  13:53: Oregon's easy win over JMU, sub division teams not deserving playoff spots, excuses for Lanning to be mad after a playoff win. 37:00: Philip Rivers' amazing comeback, Texas Tech trivia. 1:03:00: B1G lines. 1:14:20: Top 3 Christmas things.

Most people are settled by 40. Carrie Gross was just getting started. With four kids at home and a solid career, her decision to start a new business seemed like a risky choice. But her vision was stronger than the fear. In this replay episode of SUPERWOMEN, Carrie Gross, Co-Founder and Chief Creative Officer of Dr. Dennis Gross Skincare, discusses her pivot from fashion to beauty. She shares how she and her dermatologist husband launched the brand with one product—their now-iconic peel pads. We talk about what it's like to pursue your passion later in life, how to stay married while running a business together, and what it means to grow without burning out. Carrie opens up about early failures, trusting her gut, and staying focused on what really matters. Episode Guide: (00:00) Meet Carrie Gross, Co-Founder and Chief Creative Officer of Dr. Dennis Gross Skincare (03:01) The elevator encounter that changed her life (06:23) How Dr. Dennis Gross' Peel Pads took off (11:48) Building a marriage and a business that lasts (16:14) The Sex and the City controversy (17:48) The 2008 crash that led to a brand rebirth (19:03) Selling the company and learning to let go (24:24) Innovating without chasing trends (26:24) Lessons from failure and being too early (27:59) Balancing ambition, motherhood, and slowing down Learn more about your ad choices. Visit megaphone.fm/adchoices

Jayson Edwards is the founder of J-Dawgs, one of Utah's most iconic food brands. He started it as a BYU student with $600 from pawning his guitar to his dad, running a tiny shack near campus that somehow turned hot dogs into a full-blown movement. In this conversation, Jayson breaks down what actually made J-Dawgs explode early, the painful lessons that come with scaling a food business, and why focus, quality, and community matter more than hype. In this episode, we talk about:Starting J-Dawgs with $600 and no clue what he was doingHow the “shack” created crazy demand before social mediaWhy he stayed narrow instead of expanding into everythingSupply chain chaos, owning the IP, and protecting qualityWhat COVID was really like as a food business ownerHiring, culture, and the weight of 300+ employeesTemptation to sell, and how to make decisions without emotionContentment, family, and not chasing “happier than happy”Follow Jayson / J-Dawgs:Instagram: @jdawgs

Tiff and Trish discuss the need-to-know info for the buyer of a practice, including team member transparency, new patient inflow, software use, and more. Episode resources: Subscribe to The Dental A-Team podcast Schedule a Practice Assessment Leave us a review Transcript: The Dental A Team (00:01) Hello Dental A Team listeners. We are back again I have Trish with me because I freaking adore her and I the we just recorded a podcast We record a few at a time. You guys know that I batch them It's called efficiency and that will be on my tombstone per Kiera. She tells me that every day It will it will if it's any vision. I'm like, oh my gosh, this is like grating cheese by hand like come on anyways   We are here today and we just recorded a podcast. So these are kind of serendipitous that they're back to back and it ended up this way in a weird way. So I don't have to go down that rabbit hole, but we just recorded a podcast on this seller's perspective of how to ensure that you're always ready and prepped to sell no matter where you're at in your journey, making sure that 10, 20, 30, five, two years down the road, you can sell your practice and that it's not as...   as stressful an event as it would be if you were unprepared. So I can't say we can remove all the stress. I can say that we can remove some stress that is just unnecessary. So today, now, I really wanted to look at the buyer's perspective. And we kind of hit on both a little bit on the last one, but this one's gonna be a little bit different. So make sure that you listen to both. Doesn't matter which order, I don't think. We'll find out by the end and I'll tell you if you should have listened to the other one first.   I know, I know, inefficient, but it's okay. So Trish and I are here today. You guys know I adore Trish. If you just listened to the Sellers one, which you should, ⁓ you heard me just rave about Trish. And Trish, love, I realized when I was recording with Monica a couple of weeks ago, which those were fantastic, you guys, if you need information and ⁓ ideas on training your team and operations manual, et cetera, all those pieces, Monica has some stellar ideas over there. But I realized Trish, while I was   Recording with Monica, I love podcasting. I love this aspect. I'm just a weirdo like that. But I love podcasting with you guys. And I realized in the beginning ⁓ with Monica, it was our first time podcasting together. And it was the first time that I got to rave about Monica and just really say all of the things that I love about her and I think is just so incredible about her with her consulting and just who she is as a human.   And I get to do that with you guys here in this platform. And Trish, you're one of my favorite people to rave about. love all of our consultants. You guys hear me rave about them, but Trish is such an incredible human being. It is impossible to describe you. You're just multifaceted. And I realized this is my brag session time. And I'm like this, I love it. It makes me so happy inside.   DAT Trish Ackerman (02:37) Thank   I that.   The Dental A Team (02:49) to just watch you guys thrive and to get to just tell the dental community how amazing you guys are and how special it is for them to get to hear from you and to get you guys in person with them and working with their teams and the leadership that changes the profitability that I've seen come out of everyone's work is so cool. And I realized with Monica, I'm like,   this is why I love podcasting with them because I love getting to love on you guys. It's just so cool. So thank you for, I hope so. Dana's over there. just always like ask her about workout stuff, you know, and I'm like, she's, I love on her too, but I'm always like, what's your hair product? What's your, what's your workout? It's fine. It's fine. ⁓ so thank you for letting me have this space Trish and for, ⁓ always being open to all of the things that I need. ⁓ your,   DAT Trish Ackerman (03:19) We'll take it.   Thank   The Dental A Team (03:43) one of those people that I know I can trust to just be myself. So thank you for that. Thank you for being here today. Of course, of course. I love my job. So with that said, number one piece of suggestion that I have before we get into this buyer side, Kiera and I, have been at this for a little while with the Dental A Team and   DAT Trish Ackerman (03:46) You're welcome to attend, thank you.   The Dental A Team (04:06) Carers Dental Consulting and Dental Masters and whatever name we decide it's been the Dental A Team for a long time and it's going to stick the Dental A Team, it's not changing. But we have had a couple of renditions and one piece that I know we have gotten really, really good at, but that we've really had to work hard at. And from a buyer's perspective, a seller's perspective, I think this is insanely relative, the people. We have worked really, really hard at the people aspect and   pouring ourselves into the people and figuring out that that's actually what we love to do. We love to consult. We love to be with the teams and the doctors and we love to see all of those pieces. I love being on stage. I do. But pouring into our team and creating a business that's not solely dependent on Kiera and I and a company that could thrive if we're on the road, if we're on vacation, that has been a massive transition in our company.   And once we realized that and we got really good at it, we started attracting some really, really cool people. And Trish, you're one of those people and you do not shy away from letting us know that it's working ⁓ or letting me know when I'm not on my best A game of that. And I love that about you. And I love that about our team. think I can count on any one of you ladies to be that person for me. thank you.   And doctors and business owners out there, think this is a huge piece of selling or buying a practice. And Trish, you mentioned that towards the end of our sellers one is the team and really making sure that the team is there for the longterm, but they're really supportive. know if, you know, we built this company to be a sellable company. That's a known fact. It would be wild for us not to do that. It does not mean that Kiera is selling the company tomorrow, but she could.   if she needed or wanted to. And Trish, from a team perspective, just real quick to hit on that, as a team perspective, how does that make you feel ⁓ for the doctors and practice owners out there to kind of hear?   DAT Trish Ackerman (06:13) You know, this is a hot topic. I won't go down bunny holes, but I have seen many, I've been with a lot of doctors that have purchased a practice and they have acquired that team. And I've seen the bright side of it and I've seen the dark side. The bright side is what I'd like to share today because we'll put the light on that. And I also do want to, I want to add something to what you just said, Tiff, about how you and Kira are also feeling like   The Dental A Team (06:26) Yeah.   DAT Trish Ackerman (06:42) you're in a different space now in the company because of the people. But I also want to remind you that that is something that you and Kira, you built that. You built, it didn't just happen. You guys built that. you do have to, like for Kira, there is a level of trust that has to take place. And I'm sure it's really difficult. I mean, this is a livelihood. And this is the same for these dental practices. So when a buyer is coming in,   Typically they do acquire a team and it is the responsibility of the selling doctor to be very transparent. We can't leave team members out when they get shocked and just told I sold and there's a buyer coming in there. could we I've seen I've seen entire teams walk out like, okay, we're out. We're not we're not dealing with it. But when there is a lot of transparency introduction to the incoming potential buyer, sometimes they haven't even bought yet.   The Dental A Team (07:30) Yeah, thumbs up.   Yeah.   Yeah.   DAT Trish Ackerman (07:41) ⁓   and just letting the team, ensuring that the team knows that they're going to be safe. They're to be safe. There's change coming, but they are going to be okay. And if they value and adore their doctor, which many of these team members do obviously, and if they've been there for a long time, then they also want to be part of that support. So being a part of this whole process is, I always say number one, like start there.   The Dental A Team (08:07) Yeah, I totally agree. I love that. So taking that to the next layer, right, as a buyer, I think that would be a a great inquiry when looking at practices, right of what is the team's knowledge on this situation? Do they know that you're selling? How far into those conversations argue how prepared is the team? And really like, what am I walking into? I think is massive. think if you were dating,   and you are on whatever dating platform, because that's where you're finding people these days, right? And it's like, yeah, I have three kids. It's like, cool, what am I walking into? You would not just walk blindly into a family and expect everything to be just fine. It would be, you know, there's a, yeah, yeah. Like there's a courting period for both, for the parents, right? For the...   DAT Trish Ackerman (08:53) no family.   The Dental A Team (09:03) boyfriend, girlfriend, whatever it is, right? And the kids, there's a courting period for all of it. And they think that we devalue that in the buying and selling situation. I think, that was great perspective. If I'm a buyer, that's definitely a great question and inquiry to ask. And I think when you're adding additional practices, we have a lot of dentists, a lot of doctors who want to, they have their flagship and they want to expand and they want to reach more communities. And so they're adding,   another family and now we're the Brady Bunch and we're meshing these two families together, but not having that knowledge of who am I meshing into the family I already have. There hasn't been a courting period. Could be really, really dangerous.   DAT Trish Ackerman (09:44) Yeah, I can. And like, where is this new practice going to be? Like, there's so many things to look at here, but we can cover that today. And I'm so happy that we started with the team piece though, because I just want to have that all over. If you're wanting to buy a practice, where's the team, team, team? Who are you adopting?   The Dental A Team (09:45) Yeah.   Yeah,   yeah, yeah, who are you adopting? love that. And who are you expecting your current team to befriend? They've got to, you know, even if your practices are, they're never, they're never going to quote unquote work together. Not how, if you've got multiple practices that don't communicate, that don't have anything to do with each other, that's a lot of, in my opinion, that's a lot of stress. I think that's like, if we're gonna continue the dating theory, right? That's like having your family.   And then you start a second family. And you have a wife, kids, a dog, and you have a wife, kids, and a dog, and you're trying to keep these two lives separate from knowing each other. That's a lot of stress. That's a lot of work, and it's just completely unnecessary. You can adopt this practice as team and welcome them into the family that you have, as long as you already have worked on that culture. And I think if you're expanding...   Practices you're buying additional practices that culture piece has to be intact your systems have to be intact So I think buying additional practices is a fantastic idea if that's your journey That's the the road the path that you want to take and you've been called for it do it But look at those pieces so from we talked the seller's perspective earlier And I think sellers and buyers perspective is super similar just like we we had said it's like buying a house so if you're buying a house or you're selling a house you're kind of   Selling a house, you're thinking what's the buyer looking at? And as the buyer, you're looking at these pieces and how is it valuable to you? And Trish, some things that you had mentioned before was the patient base, making sure it's a healthy patient base. I think from a buyer's perspective, it's active patient base, but also then new patients coming in. Are they still getting new patients? Because that's where a lot of your diagnosis is going to come from. And then healthy profit and collections.   are huge. We've already talked about the courting of the team. What does the team know? How are they going to support the cell? I think is a great question. How is your team prepared to support the cell and making sure they're on board? But Trish, when it comes to the, I think the profit in the AR is probably for most buyers, a massive question mark. And when it comes to that as a   a doctor coming in, even if they're going to partner maybe, but buying that additional practice to come on board with yours, what are some pieces that you really look for within the profit or the collections and maybe even down to like software if you're adding an additional practice, what are some pieces you would advise your teams and your doctors to look up?   DAT Trish Ackerman (12:36) Before I even would go there, would first need to know what, like, what is the philosophy of this dentist? What kind of dentistry is he wanting to do? And there's, you know, we could, anybody can find a profitable practice somewhere close to them even. But if you're a, if you're a doctor that like wants to do heavy surgeries and you're all on fours and the big time stuff, but you find a practice that has a great patient base, good profit and all that stuff by a college.   then that might not be the right demographics for you. So like that is something that you even have to look at first. What type of patient base are you trying to attract? And what type of patient base, if you find the one that is Purcell, okay, good profit, team's healthy, accounts receivable is on point, but it's a patient base that is not going to be super open to your philosophy of dentistry, then that could be painful.   So that is also something, it might be a great deal, but that we'd be very careful about what's actually inside that patient base and if it's gonna align with the type of dentistry that we're looking to do.   The Dental A Team (13:36) Agreed.   Yeah.   I think that's like buying, you've found your perfect house. You're like, my gosh, this is the elevation that I want. It is white with black trim. It's got an acre of land, which is impossible to find and all the upgrades inside, right? This literally happened yesterday. I'm like, this is the house, but exactly, right? Like it's like backing a busy street and it's.   DAT Trish Ackerman (14:06) They a train track above it.   The Dental A Team (14:13) almost 20 minutes away from where we need to be. Right. So it's like, it's like finding your perfect home and you're like, this is the one, but it's completely outside of our school district or our, know, it's adding 20 minutes of Camille. I've done that. I have literally done that. And you guys, it was hard and it was unnecessary stress because there are more out there. So I love that you mentioned that because it's shiny objects syndrome, right?   Like that shiny object comes and it looks perfect. It's packaged beautifully, but underneath that shiny exterior is hiding something underneath that is gonna cause a lot of pain in the end. And I think that is the perfect statement there. Like watch for what it is that you want to do. Know what your philosophy is. What is it that you want to do with your dentistry?   DAT Trish Ackerman (15:08) Yep. And you can get there. It's not that they can't, but in order to get there, it's going to take some remolding of yourself temporarily. again, I'm going to use the high surgical doctor that wants to do lots of surgeries, lots of implants, but these patients have only seen one tooth dentistry and they've been patients for 20 years. We can introduce that after a couple of re-care cycles.   We need to kind of mesh with the selling doctor and the dentistry that he did and build the relationship first. So as long as the buyer can be patient, can accept that, then it can work. It can work. And it's not that difficult to do. I do think that that's when we come in very handy because that requires a lot of coaching. That does require accountability on their philosophy, behavior change.   And that's again, I mean, I don't want to totally toot our horn, but I will when it comes to that piece, because I think we do an excellent job coaching the doctors through situations like that.   The Dental A Team (16:14) Yeah, I totally agree. I've worked with a practice similar to this that came on board after purchasing the practice and ⁓ high aspirations and wants so much CE and wants to do all of these things within his dental philosophy that I am totally on board with. Although the purchase of the practice was a practice that just isn't, it wasn't ready yet. And there were a massive amount of patients, honestly, thriving.   on patient base 3000 patients within their database and very healthy active patient base. So the reactivation, the re care, like it was, it was easy to get that thing turning, but it took two to three re care cycles before he gets really start diagnosing the things that he wanted to diagnose. And just purchasing, this was a brand new practice first, you know, first time he's owned a practice. And I was like, you, you want to go in.   and you want to ramp up marketing and you want to replace the patients with the patients that you want. I hear you. I hear you. But financially and profit wise, that's not the way. And that's where, like you said, Trish, the coaching really came in handy because it was an easy space to gently add in the things that.   that he wanted and that he needed with the patient base, weeding out the patients that weren't gonna be okay with it, keeping the patients that were and now being ready to implement some marketing in a few months. know, it's still about a year and a half out from original ownership of this practice. Now we're ready to start marketing, but we had to get there because the finances had to make sense. And so I love that you say that, because I think a lot of people think it's totally fine. Like I can fix him.   Yeah, those things bother me, but we'll train it out of them. it's not really the patient base that I want, but I can replace it with new ones. Can you? Because if you're next to a college, like Trish said, you might not be able to do it as quickly as you need to. And honestly and truly, you may not be able to do it. So I love that analogy.   When it comes to profit in the AR, I think that's an easy space for doctors to look at that they kind of freak out about. But again, Trish, like you said, when you've got somebody behind you, you've got a coach. I know we've helped a lot of practices purchase their, not helped them purchase their practice, but really helped look at the pieces of it. It is an easy space for us to see healthy, not healthy when it comes to finances.   pulling the reports and kind of like going in and getting all the pieces, not our jam. That's not the type of consultants that we are, but we are the type of consultants that will walk you through step by step on what to look for. We will help look at P &Ls. We will help look at the overhead costs and the ⁓ health of the AR and credits like Trish mentioned, and really help to advise and give opinions. ⁓ But outside of that, for a buyer who's adding that practice,   I think you nailed it saying, what's your philosophy? Cause we're adding this practice. this going to be, is your philosophy that you want one of them to be GP and like bread and butter and you want the next one to be, you know, cosmetics. And is that the philosophy that we're going for? Like, what is that going to look like as a buyer? You've got to make that decision first, not while you're looking at practices. I think that would be really dangerous to not really know what you want and then go into it be like, well, this could be.   Well, is that what you want? So I love that. Something I think Trish that's kind of like simple that is often missed is software. What software are they using? Is this a software we know? Is it, is it one we're using? Is it one that we want to use? You know, Eagle soft compared to Dendrix or open dental compared to curve, like very, very different systems. Um, and this is wild. It's 2025, but there are still   Practices out there. I love them dearly. I love you guys. I love you so much all of you that are using paper They're not chartless and in this day and age the practices the doctors who own practices that are growing They're purchasing additional practices. You guys are like you're with it. The technology is there you've got CBT CT scans. You've got scanners. You've got Mobile everything you you're pulling up x-rays on your phone from your dental software and these   practices that you're purchasing, these practices that are out there are typically not gonna be super in alignment with that. So what is that reinvestment going to look like? And again, I think, Trish, back to the team aspect, can the team support it? Are they going to support it? Are they prepared to support it? ⁓ What do you think, Trish? What's your opinion on that?   DAT Trish Ackerman (21:07) Well,   I'm actually going through something similar right now. And here is my coaching around that. they're not paper, they're not paper, but they are dentrics and they have been dentrics for forever. I mean, honestly, think one of the team members has been there 20 years and this is all she knows. And that's okay. Okay, dentures is great. However, the new doctor who's been there 60 days   The Dental A Team (21:28) That's what you think. Yeah.   DAT Trish Ackerman (21:37) is ready to transition to either fuse or curve, one of the two. And we had a long discussion about this yesterday and I begged him, please pump the brakes on that. Because if you're buying a practice and you're acquiring the team and they're going through so much change as it is, and if you throw too much onto them and we go through a massive software shift like that, that could actually drive team members   to leave. I mean, I could. That's a huge shift or just a huge change. It's difficult. It doesn't mean that they don't get through it, but that's just another, that's just something else to really look at. Now, if it's paper, I kind of, would almost, I mean, that's a toughie, but I would almost say hold off for at least 90 days. Like just get in there, build the relationship with the team. I know that the Biden doctor would be chomping at the bit. We've got to some.   The Dental A Team (22:08) Absolutely.   DAT Trish Ackerman (22:36) some new technology in there when it comes to software. But when we're buying, those are still things that we do. Either we need to be super slow with and or have such a bond with the team and spoil them right out of the gate that they become our partners quickly. And that is also possible. It truly is possible. But again, building the relationship with the team. If you're going to throw a software change in there like that, then we need to be strategic on how and when.   The Dental A Team (22:39) Yeah.   Yeah. And I think that I agree and what is massive. agree. And going from Dentrix, you guys, like people who use Dentrix, I'm a Dentrix girl. ⁓ I used Dentrix for almost 20 years in practice and it is, yeah, Dentrix is like iPhones. I, in my opinion, Dentrix is like Apple. Once you're in it, you're just, you're sold. You're like, Dentrix is life. Apple is life. Right? Like I know my phone, the capabilities of my phone is so much more than what I have.   DAT Trish Ackerman (23:07) and what.   Good stuff.   The Dental A Team (23:35) but I am so infused and integrated into the Apple web. I can't imagine being out of it and not having an iPhone. Dentrix is very similar. So if you can relate, relate. ⁓ But I think Tresh what you mentioned that I agree. I totally agree. Waiting timeline, you guys. And we're really good at timelines. We are really great.   at taking all of the ideas that you want and being like, fantastic, let's build you a timeline. Let's get this charted for you. And then you know the path that you're going down. So reach out to us. Hello@TheDentalATeam.com. If you are a client, like talk to your consultant, that's what we are really, really good at that. But what you made me think of again is that courting process. Because if you're courting the team and the selling doctor and you're building a relationship with the selling doctor and the team ahead of the purchase,   you're already ahead of the game when it comes to that because they are ready to welcome you and support you. And if you've done it right, right, like I know that my boyfriend's kids will know that a dish goes in the dishwasher, right? It drives them nuts. A dish goes in the dishwasher, right? But that's already gonna be a known fact because there's a courting process, right? So what are the quirks? What are the things that   A team really needs to get to know about you. So it's not a complete shock when you come in. So anyways, I loved this. I, I loved the seller's perspective, but I love the buyer's perspective too. And really being able to see that. Yeah. Thank you Trish for all of that. If you were to pick say three action items for ⁓ someone who's thinking about adding a practice or buying a practice, what would the top three action items be for them?   DAT Trish Ackerman (25:04) I did so.   Really know your demographics. How far away is it from your other practice? If you're adding an additional practice, how far away is it? And what is the team going to do when you come in? How can you establish that team prior? And how can you get the trust and the buy-in from that team first? Because what you don't want is to buy a practice and then the team leave.   The Dental A Team (25:40) Yeah, yep, I love that. Demographics, location, team. Those are fantastic places. Yeah.   DAT Trish Ackerman (25:45) And then we look at everything else. But those   are the time I would start there and make sure that the demographics are good, the team is good, and then everything else we can work out and coach through.   The Dental A Team (25:49) Yeah.   okay.   Yeah, I totally agree with you. It makes me think of, of interviewing. always say, get the demographics out of the way first, because if your practice is too far for someone to drive, they're not willing to drive there. All of those other questions that you asked before you got there are null and void. They mean nothing. So save yourself some time, check the demographics, the locations you want patient base demographics, location base, and then you want team. So I love that. Thanks Trish.   DAT Trish Ackerman (26:23) Yep.   The Dental A Team (26:24) Okay, that's a wrap   guys. I hope you enjoyed this. You do not need to necessarily listen to the sellers first. So you're welcome. We wait until the end. I told you I would tell you. You can listen to them in whatever order you want to. But listen to them both. So that was your buyer's perspective. Trish, I love ⁓ bantering with you. Thank you so much for your perspectives and your wit. you guys, drop us five star review. Let us know what you loved. Let us know any other ideas you have or if you have purchase practice.   practices put them in the notes you guys because people again they really do read those if you have tips and tricks we want to hear them too we Learn these things from you guys as well. It's not just knowledge. We were born with this is from experience So go do the things Hello@TheDentalATeam.com You can head over to our website TheDentalATeam.com and you can actually schedule a free consultation with our team and we will be happy to help you in whatever ways we can and As Trish loves to say go be amazing   DAT Trish Ackerman (27:21) Thanks, Tiff.

Dan Henry's journey into marketing began in extreme financial hardship, surviving on $500-a-week pizza delivery shifts. A brutal winter night with no heat became the turning point that forced him to reinvent his life. Determined to change his future, he became ruthless about acquiring high-leverage marketing skills that eventually helped him generate over $10 million in sales. In this episode, Dan reveals the online marketing secrets that turned him into a multi-million-dollar entrepreneur and breaks down how to build a powerful personal brand, attract attention, and convert audiences. In this episode, Hala and Dan will discuss: (00:00) Introduction (02:14) His Early Hustles and Marketing Origins (06:35) Building ‘Velocity Vehicles' for Business Growth (12:37) The Strategy Behind Powerful Personal Brands (24:49) Creating High-Converting Marketing Funnels (30:47) Optimizing Webinars for Massive Sales (35:50) Converting Cold Prospects Into Loyal Customers (40:47) Using Books as Brand-Building Marketing Tools (44:52) Creating Demand With Smart Offers Dan Henry is a digital marketing entrepreneur, founder of GetClients.com, and Wall Street Journal bestselling author of Digital Millionaire Secrets. He has built several high-revenue online businesses by teaching entrepreneurs how to craft compelling personal brands, structure high-converting presentations, and scale through automated marketing. Dan's content, storytelling, and sales frameworks have helped thousands of business owners generate millions. Sponsored By: Indeed - Get a $75 sponsored job credit to boost your job's visibility at Indeed.com/PROFITING  Shopify - Start your $1/month trial at Shopify.com/profiting.  Revolve - Head to REVOLVE.com/PROFITING and take 15% off your first order with code PROFITING  DeleteMe - Remove your personal data online. Get 20% off DeleteMe consumer plans at to joindeleteme.com/profiting  Spectrum Business - Visit Spectrum.com/FreeForLife to learn how you can get Business Internet Free Forever. Airbnb - Find yourself a cohost at airbnb.com/host  Northwest Registered Agent - Build your brand and get your complete business identity in just 10 clicks and 10 minutes at northwestregisteredagent.com/paidyap Framer - Publish beautiful and production-ready websites. Go to Framer.com/design and use code PROFITING Intuit QuickBooks - Bring your money and your books together in one platform at QuickBooks.com/money  Resources Mentioned: Dan's Book, Digital Millionaire Secrets: bit.ly/DigitalMilli  Extreme Ownership by Jocko Willink: /bit.ly/EOwnership  The One Thing by Gary Keller: bit.ly/The-ONEThing  The Subtle Art of Not Giving a F*ck by Mark Manson: bit.ly/-TSAONGAF  Active Deals - youngandprofiting.com/deals  Key YAP Links Reviews - ratethispodcast.com/yap YouTube - youtube.com/c/YoungandProfiting Newsletter - youngandprofiting.co/newsletter  LinkedIn - linkedin.com/in/htaha/ Instagram - instagram.com/yapwithhala/ Social + Podcast Services: yapmedia.com Transcripts - youngandprofiting.com/episodes-new  Entrepreneurship, Entrepreneurship Podcast, Business, Business Podcast, Self Improvement, Self-Improvement, Personal Development, Starting a Business, Strategy, Investing, Sales, Selling, Psychology, Productivity, Entrepreneurs, AI, Artificial Intelligence, Technology, Marketing, Negotiation, Money, Finance, Side Hustle, Startup, Mental Health, Career, Leadership, Mindset, Health, Growth Mindset, SEO, E-commerce, LinkedIn, Instagram, Social Media, Content Creator, Advertising, Social Media Marketing, Communication, Video Marketing, Social Proof, Marketing Trends, Influencers, Influencer Marketing, Marketing Tips, Digital Trends, Content Marketing, Marketing Podcast 

In this episode, Matt shares his journey from a struggling first-time entrepreneur to selling his company, Up Launch, for over $14 million. He discusses the psychological barriers to raising prices, the importance of simplifying business processes, and the vital lessons he learned about market testing and valuation during the acquisition process. Matt also reflects on how his experience as a firefighter helped him make critical decisions quickly in business. As he embarks on his second venture, he emphasizes the importance of having the right backers and staying focused on core business competencies. Tune in to learn how Matt navigated the complexities of scaling a business, negotiated a successful exit, and his strategies for future ventures. 00:00 Overcoming Pricing Fears as a First-Time Founder 00:58 The Journey to an Eight-Figure Exit 01:10 Navigating the Acquisition Process 02:09 The Reality of Earnouts and Valuation 05:58 Lessons Learned from Selling a Business 07:56 The Importance of Accurate Financials 10:47 From Fireman to Entrepreneur 13:20 The Correlation Between Pricing and Self-Worth 16:28 Investing in Business Coaching 23:01 Building a Sellable Business 28:29 The $2 Million Facebook Ad Story 29:37 Execution is Key to Success 31:23 Optimizing Business Processes 34:19 The Importance of Focus and Specialization 43:40 Lessons from a Second Venture 46:58 The Value of Strategic Partnerships 52:34 Advice for Stuck Entrepreneurs 54:26 Preparing for an Exit