Seva shares his 20-year journey from founding a marketing agency in Russia to scaling a tech company in the U.S., and how the chaos of managing large teams led him to create a unified AI-powered “company brain.”

But what sets this conversation apart is the focus on HR, team dynamics, and operations — not just tech. Seva breaks down how automation and intelligent agents have drastically reduced meeting bloat, onboarding time, and internal interruptions — while still empowering human teams.

Jamie and Seva dive into how AI is changing the people side of business, and how any founder (technical or not) can begin building a smarter, more autonomous company.

📌 KEY TAKEAWAYS

1. “Professional services is a constant rollercoaster.” Seva scaled a 100+ person agency, then started over in tech, learning each level of leadership and operations by doing.
2. Internal AI Operating System: Elly uses AI agents and shared company memory to automate everything from onboarding to sales support and product feedback loops.
3. Hiring Tip: One of Seva’s first hires was a head of operations (aka “Chief of Everything Else”), relieving him from all the stress-inducing "other" problems most founders try to juggle.
4. AI-Driven HR: Elly’s system reduces Slack clutter and meeting overload by giving team members AI access to every piece of company knowledge — from past emails to product roadmaps.
5. True Automation Wins: A non-technical team member used their internal AI tool to build a complete customer sentiment dashboard in 6 hours — something that previously required entire teams.

💬 MEMORABLE QUOTES

"Everything else is always your personal problem — unless you hire someone to own it."

– On the role of a head of operations

"Your past experience often doesn’t help with the next level. You have to unlearn and rebuild."

– On leveling up as a founder

"Our company brain is always learning. It sits in on every meeting, remembers everything, and makes everyone smarter."

– On the power of an internal AI system

"It took me 5 minutes to generate a custom sales email from transcripts, competitor data, and context — something that would take a team hours before."

– On real-world automation with AI

"You can delegate tasks, but you can’t delegate responsibility."

– When asked what it really takes to be a business owner

🎯 WHO THIS EPISODE IS FOR

1. Founders struggling with team scale, info overload, and inefficient workflows
2. Operations leaders interested in AI tools beyond dashboards
3. HR teams exploring how AI can support onboarding, knowledge sharing, and internal communication
4. Anyone curious about turning AI from hype into a real operating advantage

🔗 WHERE TO FIND SEVA

1. Website: ellyanalytics.com
2. LinkedIn: linkedin.com/in/sevaustinov
3. AI Agent Setup Template (mentioned in episode): Available on his LinkedIn posts
4. Twitter/X: @sevaustinov (less active currently)

Set in the context of HR and people strategy, the episode dives deep into how business owners transition from doing everything themselves to leading others effectively, and how culture, clarity, mindset, and courage are critical ingredients to scaling with purpose.

Their Kansas City-based mastermind is more than a business growth engine — it’s a movement built around helping entrepreneurs and their families win in all areas of life.

🔑 Key Themes & Insights

1. Early HR Struggles

1. Jake: Nothing replaces real-world experience. Books and podcasts help, but learning to manage people starts with hard conversations.
2. Key advice: Be curious. Ask your team what they really want from their job — not everyone’s motivated by the same thing.

2. From Generalists to Specialists

1. Chaz: Early hires were trusted generalists. As the business matured, they had to hire specialists with clear KPIs.
2. “When expectations and results didn’t match, we realized it wasn’t the people — it was lack of clarity.”

3. Operational Clarity

1. Jake: “People don’t show up trying to suck at their job.” Poor performance often stems from unclear expectations or lack of direction.

4. Empathy vs. Accountability

1. Chaz: “Empathy is honesty.” Being real and clear is the kindest thing you can do.
2. Jake: Tie accountability to what motivates each person. Understand their why, then use that to drive expectations.

5. Culture Across Teams

1. Culture isn’t one-size-fits-all — it’s an extension of the leader.
2. Be authentic in hiring and onboarding so the people you bring in actually align with the real culture.

6. Mindset Matters

1. Chaz: “Your people will never rise above the leader.” The founder’s growth ceiling is the company’s ceiling.
2. Invest in yourself first — books, events, mentors — to lead others effectively.

7. Hiring A-Players

1. Don’t settle for C-players due to budget constraints.
2. Jake: “A-players pay for themselves — if you get out of their way.”
3. The biggest problem? Founders not willing to let go.

💬 Memorable Quotes

"Clarity is kind." – Jake Isaacs

(Said multiple times — this is a core philosophy.)

"Your team will never rise above you." – Chaz Wolfe

(On leadership, mindset, and personal development.)

"The kindest thing I can do is be honest with you." – Jamie Seeker

(Reflecting on how real feedback is part of empathy.)

"Empathy isn’t softness — it’s understanding." – Jake Isaacs

(Reframing how leaders can hold people accountable with care.)

"Don’t hire C-players because you can’t afford A-players. A-players 15x a C-player if you let them perform." – Jake Isaacs

"I’ll bet on me every time — because I’ll get it done." – Chaz Wolfe

(On what it takes to start a business.)

🧾 Notes for Future Reference

1. Jake's HR advice: Train managers to ask better questions and understand motivation — not just performance.
2. Chaz’s HR tip: Hire intentionally. Know when to shift from hustle roles to performance roles with real metrics.
3. Culture Tip: Don’t fake the vibe. Make the job descriptions and onboarding match the actual workplace.
4. Growth Advice: The biggest bottleneck in any business is often the owner’s mindset.

🎤 Final Question Recap

What does it take to be a business owner?

1. Chaz Wolfe: Cojones. Courage to bet on yourself, even if you fail — and the willingness to go again.
2. Jake Isaacs: Faith. Belief in your system, in the people you hire, and in the process — without fear of letting go.

📝 Show Notes

Topics Covered:

1. Why most founders underestimate LinkedIn’s power for hiring
2. First impressions on LinkedIn — and why profile optimization matters as much as a website
3. The psychology of scroll-stopping content and how emotional framing attracts talent
4. Employer branding through employee advocacy on LinkedIn
5. The ROL (Return on LinkedIn) framework and how it reduces hiring costs
6. How LinkedIn helps founders scale trust before the first conversation
7. Eli’s insights from MAIA’s client work — including one case where two employees brought in 600+ CVs

Tactical Takeaways:

✅ Optimize your LinkedIn headline — lead with value, not your job title

✅ Get buy-in from leadership — culture starts at the top

✅ Activate your employees as brand ambassadors

✅ Use your personal profile to show the human side of your company

✅ Commenting daily builds visibility and familiarity, even before posting content

✅ Commit to 90 days of consistent engagement: add, comment, and post

🔖 Memorable Quotes

"Your LinkedIn profile is your new landing page."

— Eli Igra Serfaty

"Most founders sleep on their employees. That’s their biggest missed opportunity on LinkedIn."

— Eli Igra Serfaty

"It’s not about fluff, it’s about framing."

— Jamie Seeker, echoing Eli’s philosophy

"Hiring is hard enough as it is — but the right positioning builds trust before the interview even starts."

— Jamie Seeker

"We had two employees generate over 600 CVs in a year — just by being active on LinkedIn."

— Eli Igra Serfaty

"You can join the conversation before leading it. Comments warm up your profile fast."

— Eli Igra Serfaty

"If you love who you work with and who you work for, it shows in everything you do."

— Eli Igra Serfaty (in response to “What does it take to be a business owner?”)

Final Segment – What It Takes

Jamie’s Signature Question:

"What does it take to be a business owner?"

Eli’s Answer:

“Belief in yourself — and passion for what you do. There will be challenges, but if you love who you work with and who you work for, it becomes a sustainable, fulfilling ride.”

The conversation focuses heavily on hiring in a highly competitive industry, why culture fit beats technical skill, and NetGain’s emphasis on developing people from within. Hank explains that nearly everyone at NetGain is client-facing, which means they must hire engineers who not only know technology but can “talk like humans to humans.”

Hank discusses their improved onboarding process, his personal 60‑day check-ins with new employees, and how EOS (Entrepreneurial Operating System) helps keep six offices across five states aligned. He shares how creative HR initiatives — like themed scavenger hunts and employee appreciation events — build unity between “the nerds” (engineers) and “the jocks” (sales).

The episode closes with Hank’s perspective on modern leadership: stay humble, surround yourself with the right team, build systems, and ask “dumb questions” to get to better answers faster.

📝 KEY SHOW NOTES (Producer-Style)

1. Hank’s Background & Journey

1. Started career in politics and renewable energy.
2. Joined the Army; transitioned to oil & gas afterward.
3. Moved into private equity via a search fund (buy → grow → sell).
4. Relocated to Kentucky for family.
5. Found the NetGain CEO role on LinkedIn, which becomes a running joke throughout the episode.

2. HR & Hiring in Tech

1. Hiring in cybersecurity is very difficult and highly competitive.
2. Strategy:
3. Grow from within whenever possible.
4. Prioritize culture fit over skills (“You can learn any skill”).
5. Hire people who can “talk like humans” since everyone is client-facing.
6. Avoid rushing to fill seats — get “the right people in the right seat.”

3. Culture & Retention

1. NetGain maps traits of their top 5 employees to guide hiring.
2. Strong mentoring mentality at all levels.
3. Exit interviews help refine their retention strategy.
4. Leadership’s philosophy: treat people like family, build trust, coach them.

4. Onboarding & Employee Development

1. Developed a structured onboarding journey with HR and managers.
2. After 60 days, Hank personally meets with every new hire to get feedback.
3. Uses fresh eyes to identify broken or outdated processes.
4. Employees appreciate clarity, KPIs, and knowing what their day looks like.
5. EOS provides organizational structure across multiple regions.

5. Culture Building Across 6 Cities

1. Host appreciation events, team building activities, and themed experiences.
2. HR runs creative morale initiatives (e.g., Harry Potter scavenger hunts with butterbeer, casino days).
3. Hank travels frequently to maintain culture and visibility.

6. Leadership Philosophy

1. Adapt leadership style to individual personalities and motivations.
2. Lessons from the military: different people require different forms of instruction and motivation.
3. Humility is foundational: “You don’t have all the answers.”
4. Ask questions — even dumb ones — to get clarity faster.

7. What It Takes to Be a Business Owner

1. Be humble.
2. Build systems and processes.
3. Surround yourself with people smarter than you.
4. Ask a lot of questions — especially the obvious ones.
5. Create an organization where constant improvement is normal.

💬 MEMORABLE QUOTES

Pull-ready for social media, promos, or newsletter highlights:

On Hiring & Culture

1. “You can learn any skill, but hiring for the culture of the company is way more important.”
2. “Everyone in the company is client-facing, so we need engineers who can talk like humans to humans.”
3. “We modeled our 5 best employees and asked, ‘How do we find this in our applicants?’”

On Onboarding & Feedback

1. “You have fresh eyes — tell me if something’s dumb. When you’ve been here 3 or 15 years, you forget what dumb looks like.”
2. “There’s nothing worse than showing up day one not knowing where the bathroom is or not having a computer.”

On Leadership

1. “My job is to make the nerds and the jocks work together.”
2. “Everyone’s motivated differently — you have to adapt your leadership style.”
3. “Treat people like they’re part of the family.”

On Culture & Team Unity

1. “The common ground is the most important thing — getting people together who impact each other’s work.”
2. “We spend more money than we’d like getting everyone in the same place, but it’s worth it.”

On What It Takes to Be a Business Owner

1. “Be humble — you don’t have all the right answers and no one should expect you to.”
2. “Surround yourself with the right team — with people who do have the answers.”
3. “Ask a bunch of really dumb questions. They get you to yes or no a lot faster.”

But the heart of the conversation is about HR — how she hires, trains, supports, and builds a remote culture with intention. From her background in tech and corporate life to her deeply empathetic leadership style, Laura offers a transparent and practical look at how to lead with purpose in a service-based business.

🔑 Key Themes & Takeaways

🧠 Empathy in Action

1. Laura’s why is deeply rooted in personal experience, which shapes how she hires and leads her team.
2. Empathy isn’t just a buzzword — it’s in her hiring decisions, onboarding process, and daily leadership style.

“I really lead with the fact that I've been through trying desperately to find great doctors to help my mother and my aunt.”

👥 HR Practices That Set You Apart

1. Laura uses a situational interview style, asking “Tell me about a time when…” to assess thought process and alignment.
2. Onboarding includes clear expectations, written roles, PTO policies, and 30/60/90-day plans.
3. She runs a small but mighty team of 5, emphasizing quality culture over flashy perks.

"Most small businesses sort of wing it when they hire… I have everything written down, so there's no questions."

🔒 HR in Healthcare = Compliance First

1. Marketing for doctors isn’t just creative — it involves serious HIPAA compliance most people overlook.
2. Her team undergoes HIPAA training, and she educates clients about what's legally safe in advertising.

"You can’t even put tracking info on a doctor’s website... a lot of people aren’t aware of the HIPAA regulations in regards to marketing."

🧰 Tools & Systems

1. Laura constantly evaluates tools to support her team — emphasizing that the right tools change over time.
2. Her approach to tech: “Try, test, and adapt.”

"Technology’s not my easy fix, but I keep trying. That’s what it takes — being a lifelong learner."

🤝 Building Culture Remotely

1. Even though the team is mostly remote, they stay connected through frequent Zooms, in-person lunches, and intentional check-ins.
2. They’ve committed to flying a remote team member back regularly to maintain culture.

“You learn something about each person every time we have a lunch.”

💬 Memorable Quotes

🗣️ "Marketing is not the top of [doctors'] list, but it needs to be — because in order for the right patient to find the right doctor, they have to be seen online."

🗣️ "Hiring isn’t just about a resume. It’s about how someone thinks, solves problems, and aligns with your values."

🗣️ "Lifelong learning — that’s what it really takes to be a business owner."

🗣️ "It’s not about perks. It’s about shared values, clear expectations, and caring about your people."

🎤 What It Really Takes to Be a Business Owner (Signature Question)

Laura's answer to the show’s signature closing question:

"What it really takes is to keep trying new things, stay flexible with technology, and be a lifelong learner. Even when tools don’t work out, it’s about staying curious and adapting to what fits your team best."

📌 Producer Notes / Promo Highlights

Suggested Clip Highlights:

1. [00:01:00] – Laura’s first hire and using Seth Godin’s philosophy
2. [00:04:50] – HIPAA + HR compliance in marketing
3. [00:07:00] – How her family’s medical journey sparked the business
4. [00:12:00] – Clear onboarding + culture-building in a remote team
5. [00:16:30] – Her HR process + 30/60/90 day plan
6. [00:18:00] – Final reflections on lifelong learning + leadership

Best Quote for Audiogram:

"Building a team isn’t about checking boxes — it’s about creating a space where people are aligned, valued, and supported." – Jamie

Kasandra shares how most organizational issues stem from broken processes—not broken people—and explains why focusing on documentation, hands‑on training, and open dialogue creates healthier, more resilient teams. Drawing from her experience in the manufacturing industry, she reveals how shifting to process‑first systems increased employee retention from the industry norm of six months to three to five years.

Throughout the conversation, Kasandra breaks down her “Operations Improvement Funnel,” the pitfalls of poor onboarding, and how to develop high‑performing trainers who elevate entire teams. She also discusses the importance of being open‑minded as a leader, remaining flexible, and truly listening to employees at all levels.

This episode is a must‑listen for business owners who want to grow without burning out their teams — and who believe that the best systems are the ones built for humans.

🗒️ KEY EPISODE NOTES

1. People-First Operations

1. Kasandra emphasizes that 95% of problems come from broken processes, not people.
2. Companies often mistakenly blame individuals first instead of examining the systems they were placed into.
3. Cultural shift comes from asking: “What does the process look like?” instead of “Who did this?”

2. Documentation as a Lifeline

1. Growing companies often skip documenting how work is done — leading to frustration, inefficiency, and burnout.
2. Even imperfect documentation saves time and reduces mental load.
3. Employees experience better quality of life when they aren't left guessing about expectations.

3. Burnout, Turnover & Onboarding

1. Poor or nonexistent onboarding is a major source of burnout and low morale.
2. People want to succeed — they just need proper training and clarity.
3. At Kasandra’s previous manufacturing company:
4. Industry turnover norm: 6 months
5. Their team’s turnover: 3–5 years, even for entry‑level roles.

4. Effective Training Strategies

1. Kasandra created a Training for Trainers program to elevate high performers into leadership through teaching.
2. People don’t learn in one mode — the best learning combines:
3. Visual
4. Auditory
5. Hands-on (tactile)
6. Webinar‑only training is ineffective; hands‑on “drive the bus” learning produces long‑term retention.

5. HR Metrics & Conversations

1. Turnover rate is the biggest HR red flag.
2. Other insights:
3. Track execution and performance more than rigid metrics.
4. Keep all metrics flexible — business needs change constantly.
5. In manufacturing, they tracked time to complete tasks, but always as an open conversation, not a punitive measure.
6. Employees often become “the experts,” so leadership must listen.

6. Leadership Lessons

1. High-performing individual contributors can still harm team cohesion.
2. Hiring should assess how candidates work in a team, not just skill.
3. A transparent, process-first culture exposes actual performance issues sooner.
4. Being open-minded as a leader can “rewire” your approach — insights come from unexpected places.

7. The Origin of Unlucky Umbrella

1. The name came from Kasandra’s college years during a season of unexpected challenges.
2. The umbrella symbolizes preparedness and embracing the unexpected.
3. The studio’s philosophy: strategy, not luck, in both marketing and operations.

8. What It Takes to Be a Business Owner

Kasandra believes it takes:

1. Being open-minded
2. Being flexible
3. Listening to all perspectives
4. Staying adaptive as a leader

💬 MEMORABLE QUOTES (Pull-Ready for Social Media & Show Notes)

Kasandra Murray

1. “We have problem problems, we don’t have people problems.”
2. “About 95% of problems can be resolved when you focus on the process first instead of the individual.”
3. “People want to be good at what they do — they just need the training and support to get there.”
4. “The best training is a demonstration with your trainee driving the bus.”
5. “Even entry-level employees become experts in their jobs — leaders need to listen to them.”
6. “Being open-minded has rewired my brain as a leader.”
7. “Strategy, not luck — that’s how businesses really grow.”

Jamie Seeker

1. “If something goes wrong and your first question is ‘Who did this?’ you may need to reevaluate your perspective.”
2. “Systems don’t just serve customers — they serve people.”
3. “Framework matters, but so does flexibility.”

The episode centers around a key question: How do you run a people-first business in a high-stress industry—and keep your team engaged, aligned, and supported?

Laura shares her real-world HR challenges, the importance of strong company culture, and how her personal values show up in her leadership and hiring strategies. With just five employees and a nationwide reach, Laura proves that small teams can still make a massive impact—if you build them right.

💬 Memorable Quotes

“Money shouldn’t be a barrier to your healing.” – Laura Moore

“Hiring isn’t just about filling a seat. It’s about protecting the mission.” – Laura Moore

“One miscommunication can drop morale across the whole company. So I had to learn how to lead through clarity.” – Laura Moore

“If you don’t have the tools internally—get help. There’s no shame in that.” – Jamie Seeker

“You’ve got to ask yourself: Do I want to do this every single day? Is this my life’s purpose? If the answer’s yes, then you’re on the right path.” – Laura Moore

🧠 Topics Covered

• The personal accident that inspired Laura’s business
• What it’s like building a small but mighty team
• HR lessons learned the hard way—and what Laura changed
• Why internal communication systems are everything
• Creating training programs from scratch (and when to get outside help)
• Balancing boutique service with scalable structure
• How she uses her "Moore in Twos" core values to drive culture
• Why burnout prevention starts with how you hire and lead
• Trust over micromanagement in remote work
• The biggest HR challenge small businesses face that no one talks about
• Laura’s final advice: what it really takes to be a business owner

🧾 Laura’s Core Values – “Moore in Twos”

1. Integrity & Leadership
2. Transparency & Accountability
3. Passion & Innovation
4. Quality & Improvement
5. Diversity & Inclusion
6. Humility & Simplicity
7. Teamwork & Fun

"Yes, it’s 14 values... but they all matter. And we actually live them."

📌 Key Takeaways

• Personal Experience = Business Purpose: Laura created a solution she once needed herself.
• Clarity Is Key: Miscommunication caused a culture dip—but led to better systems.
• Small Teams Need Structure: Even with 5 employees, Laura created values, trainings, and conflict resolution tools.
• Ask for Help: When your internal capacity hits a limit, bring in outside specialists.
• Culture Must Be Lived, Not Just Printed: Laura and her team actively reflect their core values day to day.

🎤 Signature Question

Q: What does it really take to be a business owner?

A:

“It takes vision, leadership, strategy, customer focus, continuous learning, and above all, knowing this is your life’s purpose—because it’s not easy. But if it’s your purpose, it’s worth it.” – Laura Moore

But this isn’t a tech-heavy episode — it’s all about what really makes businesses grow sustainably: process, people, and leadership.

Greg opens up about the hard lessons he’s learned from micromanaging, hiring too fast, and what it took to build a values-driven team that could scale smartly. From moving from all-1099 contractors to a W-2 team, to implementing EOS and culture-based hiring practices, he shares a masterclass in business growth through intentional people strategy.

📌 Key Takeaways:

• AI success starts with process — not just tools. You need systems in place before layering in automation.
• Micromanaging is a trap for founders. Greg shares how "Delegate & Elevate" helped him shift his leadership style.
• Hiring for values > hiring for skills. Skills can be taught, but shared values and cultural fit are foundational.
• Invest in employee growth. Greg shares how their internal training paths are built to elevate team members from day one.
• Rapid hiring = real risks. Scaling without systems can cost more in the long run — both financially and culturally.

💬 Memorable Quotes:

🗣️ “I didn’t know how to build a team at first. I did everything myself. I was a micromanager because I felt like I had to be.” – Greg Gillespie

🗣️ “We started with all contractors. It sounded great in theory — but when no one’s bought into the culture, things start slipping.” – Greg Gillespie

🗣️ “If these core values don’t mean something to me, how can I expect anyone else in the company to live them out?” – Greg Gillespie

🗣️ “You don’t realize how much it costs to hire the wrong person — until you do it a few times.” – Greg Gillespie

🗣️ “If you’re gonna do this — build a business — you do it all the way or don’t do it at all. You’ve gotta commit.” – Greg Gillespie

🗣️ “Eventually you plow through that wall and go, ‘Why was that so hard?’ But you only get there if you’re committed.” – Greg Gillespie

🧠 Topics Covered:

• Greg’s entrepreneurial origin story — from layoff to leadership
• Building a business around Microsoft’s Power BI & Fabric
• How EOS and “Delegate & Elevate” transformed his leadership
• Culture-first hiring: mistakes, pivots, and the impact
• HR strategy for scaling smart (especially with AI adoption)
• How to build an AI-literate, change-ready team
• The importance of clarity around values in building a sustainable company

👥 Team Size:

~30 employees + offshore team in South Africa

🛠️ Tools & Frameworks Mentioned:

• EOS (Entrepreneurial Operating System)
• Delegate & Elevate
• Core Values Alignment
• Culture Index
• Microsoft Power BI, Microsoft Fabric, Azure
• Predictive Index

🧭 Where to Find Greg & Collectiv:

🌐 Website: https://gocollectiv.com

🔗 LinkedIn (Greg): linkedin.com/in/greg-gillespie-9ba76973

📺 YouTube: @gocollectiv

🎤 Signature Question – What It Takes:

Jamie: “In your own words — what does it take to be a successful business owner?”

Greg:

“Grit is the obvious answer. But more than that — it’s commitment. If you’re going to do this, you go all in. Half-assing it isn’t going to cut it. There’s always going to be someone out there who’s committing more than you are. That commitment is what gets you through the hard parts.”

From battlefield lessons in leadership to business systems and employee development, Derek walks us through the gritty and transformative path of entrepreneurship. He opens up about the emotional weight of being a business owner, how he stepped out of the “it only works if I’m in it” mindset, and the three pillars that helped him grow: trust, training, and hiring.

📝 Show Notes

• Early Roots: Derek talks about how his entrepreneurial drive started with a desire for a new bike and turned into a lawn-mowing business — with help and encouragement from his parents.
• Military Mindset: His service as a U.S. Army combat medic shaped not just his discipline, but his deep understanding of team dynamics and leadership — including what not to do.
• Business Evolution: Derek describes how he scaled from a solo operator to leading multiple teams by responding to demand and building a culture that values excellence.
• Stepping Out (Sort of): He shares the moment he thought he was out of the business — only to realize he was just in a different role. A local executive development course became a turning point.
• Building Systems: Derek emphasizes solving problems permanently through systems, handbooks, and clear expectations so the business doesn’t rely solely on him.
• Project Flow: We get a peek into the logistics of running a landscape design-build company, and how Derek’s team manages the entire process using specific software and defined job roles.
• Key Growth Lessons: The move from “everyone does everything” to hiring for specific skill sets was critical to sustainable growth.
• Leadership Philosophy: Derek breaks down his core principles: hire the right person, train them well, and build trust by giving them ownership — even when mistakes happen.
• Real Talk: Derek gets honest about burnout, doubt, and the emotional toll of business ownership — and why grit kept him going when things got tough.

💬 Memorable Quotes

“If you want nice things, you gotta work hard to go get them.” — Derek Taussig

“I thought I was working on my business… but really, I just had a low-paying job for the hours I worked.” — Derek Taussig

“If you have a problem, figure out how to make sure you never have that problem again. That’s how you scale.” — Derek Taussig

“Some days, you’ll want to quit. You’ll want to sell. But grit will carry you through.” — Derek Taussig

“We’re not doing brain surgery here — it’s landscaping. If it’s not perfect, we go back and fix it.” — Derek Taussig

“It’s not about growing a business. It’s about growing people.” — Jamie Seeker

What started as Óscar’s personal struggle to find housing in the UK evolved into a global digital ecosystem that now manages over 90,000 rental units worldwide — connecting universities, companies, and property owners with tenants seeking mid-term housing across continents.

Óscar shares how early mistakes and manual work paved the way for Lodgerin’s smart automation and process excellence. From digitalizing relocation management to centralizing complex systems across multiple countries, he reveals how building strong processes — and a caring culture — became the backbone of his company’s success.

This conversation dives into the process behind the growth, the balance between tech and human touch, and what it really takes to be an all-in founder in a global business.

🧭 Key Takeaways

• 💡 Start with the problem you’ve lived: Óscar’s journey began from personal frustration — he experienced the housing challenge first-hand, which gave him deep empathy for his customers.
• ⚙️ Process is power: Lodgerin’s success came from systemizing every manual process — from PDF proposals to a fully digital, automated ecosystem.
• 🧠 Automation + Empathy: True innovation lies in combining digital tools with proactive human support.
• 🌍 Global doesn’t mean generic: Despite operating across Spain, Dubai, and the U.S., Óscar says relocation needs are universal — the key challenge is building the right supply and partnerships.
• ❤️ “We Do Care” as a business model: Caring isn’t just for customers — it’s how Lodgerin treats its employees, partners, and shareholders too.
• 🚀 Trust and delegation: Scaling requires building a team you trust — people who combine skill with commitment to the vision.
• 🕰️ All-in commitment: Entrepreneurship demands complete alignment between your business, family, and life — or it simply doesn’t work.

🗣️ Memorable Quotes

“If a company for a small amount of money could help with relocation, I would totally hire them. That was the idea that started everything.” — Óscar Rubio

“We’re not building space rockets — we’re solving a problem people are willing to pay for.” — Óscar Rubio

“We do care isn’t just about the customer — it’s how we execute everything in the company.” — Óscar Rubio

“You can have thousands of tools online, but if you don’t have clear operational processes, you’ll fail anyway.” — Óscar Rubio

“Caring and process don’t have to be opposites. You can scale globally and still keep the human touch.” — Jamie Seeker

“You have to put everything of yourself into the project — your time, your family, your energy. It all has to move in the same direction.” — Óscar Rubio

🌐 Connect with Lodgerin

• Website: www.lodgerin.com
• LinkedIn: Óscar Rubio
• Locations: Madrid, Spain 🇪🇸 | Miami, USA 🇺🇸 | Dubai, UAE 🇦🇪

💬 Jamie’s Closing Thought

“Óscar’s story is proof that solid processes are what make innovation sustainable — when systems are built with empathy, scaling becomes a natural outcome.”

In this episode of Business Owners Tell All: What It Takes, host Jamie Seeker sits down with Dina Shanowitz, mother of five and founder/CEO of Zomee, a maternity and baby care brand based in Florida.

Dina shares how her difficult first breastfeeding journey — exclusively pumping for a NICU baby with an outdated, inconvenient pump — inspired her to design a better solution. Zomee was born from that mission to create customizable, hospital-grade pumps and products that put moms’ needs first.

She walks us through the courage it took to order her first shipment of pumps right after giving birth to her second child, the sleepless nights and fears she faced, and the determination to push forward when failure wasn’t an option.

The conversation dives deep into process management and strategy, highlighting the systems Dina built to scale from a one-woman show to a global brand, while keeping empathy and innovation at the heart of Zomee’s operations.

📝 Key Themes & Takeaways

• From Pain to Purpose: Dina’s own challenges with breastfeeding turned into a business idea.
• Innovation with Empathy: Pumps designed with customizable features (alternate mode technology, nipple correction, customizable suction patterns, perfect fit sizing).
• Process Management:
• Learning to delegate and trust a team.
• Building specialized teams (customer service staffed by moms for moms).
• Scaling through systems so she could focus on innovation.
• Strategy in Growth:
• Leveraging personal insights + lactation consultant feedback.
• Insurance coverage for pumps — a huge strategic win.
• Ongoing product improvement: e.g., first cooling + warming lactation massager.
• Entrepreneurial Mindset: Dina stresses courage, persistence, and determination as the foundation of success.
• Mission Beyond Products: Zomee supports moms emotionally as well as practically, through their community and services.

💡 Memorable Quotes (pull for promos/socials)

• “Success doesn’t come from comfort — it comes from courage.”
• “Moms’ bodies are not the same. Pant sizes are not the same. The same comes with a pump.”
• “More milk, less time — that was always the goal.”
• “I looked at my husband when that first container arrived and thought, what did I just do? But I knew I couldn’t fail.”
• “Breasts are not twins; they’re more like sisters.”
• “As an entrepreneur, you have to take that jump. Sometimes things don’t make sense, but you have to believe and move forward.”
• “Building a business is not glamorous — it takes persistence through all the hiccups.”

🔖 Notes for Promotion & Show Flow

• Emphasize process + courage as the core episode takeaway.
• Highlight Dina’s mom-to-founder transformation — relatable for listeners who start with personal pain points.
• Use her bold quotes (“Success doesn’t come from comfort, it comes from courage”) for episode graphics, audiograms, or pull quotes.
• Mention Florida roots + global reach of Zomee for personal + professional credibility.
• This episode is strong for female founder inspiration, strategy-focused entrepreneurs, and health/wellness product builders.

📌 Key Notes & Takeaways:

🧠 Background & Business Journey:

• Tom’s roots are in philosophy, which shaped his curiosity and systems thinking.
• Founded Checkmate.Digital, a design agency, with no formal training — his first gig was a $500 website.
• Sold the agency in 2019 and launched XRay.Tech in 2021, after realizing how underutilized most software tools were.
• XRay.Tech’s mission: Free humans from repetitive work so they can focus on creative, meaningful contributions.

🔄 Process Management & Strategy Insights:

1. Start with the End in Mind

“We always start outcome first… What’s the output we want to replicate? Then we question every input that leads to it.”

• Define what a “good result” looks like before building or automating a process.
• Don't try to automate processes that haven’t been done well manually yet.

2. Avoid Automating Chaos

“Way too many people try to automate a process that they’ve never performed correctly yet.”

• Automation should serve clarity, not complexity.
• Before introducing AI or workflows, ensure the process is consistent and measurable.

3. Design the Happy Path — but Plan for Exceptions

“The right automation is a Slack message that says: ‘Hey, this needs a human to look at it.’ That’s a good system.”

• Build workflows for the ideal scenario, but design clear fallback actions when things deviate.
• Empower humans to step in where nuance is needed.

4. Empower People, Don’t Replace Them

“We’re much more focused on organizations that are amplifying people… not just cutting headcount.”

• Automation isn’t about removing humans — it’s about enhancing their capacity and giving them more fulfilling work.

5. Flexibility vs. Structure

• Structure provides repeatability; flexibility comes from how you handle non-standard situations.
• Build systems that adapt, not ones that try to control every possible edge case.

🧪 Real-World Example – COVID Impact Story:

• XRay.Tech helped a medical manufacturing company streamline a massive inventory and pricing spreadsheet.
• Built a workflow with Airtable + automation tools to help them serve global labs during COVID.

“They were able to source the labs who actually came up with several of these COVID vaccines... and their business tripled.”

🔁 Signature Question – What Does It Take to Be a Business Owner?

“You’re only going to get halfway there… again and again. But it’s still worth doing.”

• Tom emphasized humility, resilience, and a willingness to iterate as crucial traits.
• Recognize that perfection is a moving target — progress and persistence matter more.

🧡 Memorable Quotes:

“Robots do the routine, humans do the remarkable.”

“Automation without a defined outcome is just noise.”

“Start small. Don’t try to automate the world. Just start with what’s working.”

“The system should serve the person — not the other way around.”

“Every business owner needs to admit what could be better… and be willing to try, even if it’s only halfway.”

With Phantom Neuro’s recent $19 million Series A raise, Connor opens up about the strategies, pivots, and process decisions behind building a company at the cutting edge of science. From learning to “translate science into business” to choosing the right partners and investors, Connor tells all about what it really takes to survive and thrive in deep tech entrepreneurship.

📌 Show Notes

Topics We Covered:

• The Origin Story: From ROTC to Johns Hopkins research to founding Phantom Neuro.
• From Lab to Market: The difference between academic “proof of concept” and a real business model.
• Process vs. Passion: How Connor balances chaotic startup life with regulatory demands.
• Building the Right Circle: The role of family, friends, and strategic advisors in shaping his path.
• Fundraising & Strategy: Lessons from raising nearly $30M in venture capital.
• Partnerships & Credibility: Why aligning with organizations like Ottobock and Johns Hopkins was crucial.
• Process Management: How Phantom Neuro thrives in the chaos by prioritizing people and adaptability.
• The Founder Mindset: Why survival and relentless belief are the essence of entrepreneurship.

💡 Memorable Quotes

• “What we were really seeing in those flashy YouTube videos was proof of concept, not commercial reality. Creating a product takes an entirely different mindset.”
• “So much amazing innovation just sits on the shelf in academia because nobody takes the risk to commercialize it.”
• “At the end of the day, it’s just sheer grit, trial and error, and waiting for something good to happen—getting a whole lot of no’s before you get a single yes.”
• “Neurotech is hard to explain—you can’t just give someone a slice of bread like my brother did with his startup.”
• “You are who you surround yourself with. I’ve abided by that fully in building this company.”
• “Wherever there’s red tape and process, I try to optimize it to keep the company alive while still pushing forward.”
• “What it takes is a relentless belief in what you’re doing—a desire to rather die than not succeed.”
• “There’s no playbook. It’s about staying alive long enough for something good to happen.”
• “In order to survive, you have to sprint faster toward death.” (quote from his rocket-founder friend that Connor lives by)

✨ Key Takeaways for Listeners

• Transitioning from research to entrepreneurship requires shifting mindset from academic validation to scalable business.
• Early processes should focus less on rigid operations and more on surrounding yourself with aligned people.
• In highly regulated industries, strategy means navigating process without being crushed by it—relationships matter as much as rules.
• Success in startups often comes down to grit, resilience, and embracing chaos rather than perfect plans.
• Investors and partners buy into the vision and founder as much as the product.

Dr. Sahu shares his journey — from growing up in a small town in Odisha, India, to leading digital transformation at Wipro, to co-founding a company built on responsible and ethical AI. He explains why privacy is the first line of defense, how process management fuels rapid innovation, and why partnerships are key to long-term growth.

The conversation covers the staggering global cost of cybercrime, the danger of synthetic fraud, and the mindset it takes to run a business that’s driven by both mission and impact. Along the way, Dr. Sahu drops wisdom on aligning your “why” before your “what,” treating every stakeholder as a partner, and leading with purpose.

📝 Show Notes

Key Topics Discussed:

• Purpose to Privacy: Dr. Sahu’s personal and professional journey into AI-driven data protection.
• The founding of Data Safeguard and the vision for AI with a conscience.
• Why privacy matters more than ever in preventing fraud and protecting identities.
• The role of process management and strategy in scaling innovation in a fast-moving tech space.
• How privacy can shift from a “checkbox” to a business enabler that builds trust.
• The importance of aligning diverse teams and partners around a mission.
• The partner ecosystem approach — why building with intent matters more than selling quickly.
• The staggering financial cost of cybercrime and the silent threat of synthetic fraud.
• Future goals: scaling to a $1B valuation, advancing fraud prevention tools, and establishing a global center for ethical AI.
• Signature Question: What it really takes to be a business owner.

Resources & Links:

• Website: www.datasafeguard.ai
• LinkedIn: Dr. Damodar Sahu
• Instagram: @dr.damodarsahu (dance videos included!)

💬 Memorable Quotes from Dr. Sahu

"Privacy is the first line of defense. Security comes later."

"From purpose to privacy — that’s my journey. And I want privacy to be a global mission, not just a product feature."

"The moment you look at everyone — investors, customers, colleagues — as a partner, the game changes."

"We want enterprises to see privacy not as a cost, but as an enabler for growth."

"Why before what — that’s how you align people to a mission that matters."

"Even if a breach happens, our goal is to make that data useless to the fraudster."

"Building with intent is more important than chasing ambition."

Seth’s career path wasn’t straightforward—after stints in Washington, D.C., recovering from a serious illness, and working at powerhouse firms like Morgan Stanley, Merrill Lynch, Deloitte, and Cohn, he realized he hated working for others in environments that didn’t value people. In 2012, he launched Kamens & Associates with just six clients, a partner, and a small office. Today, the firm serves clients worldwide, from billionaires to solopreneurs.

In this candid conversation, Seth shares why CPAs should be more than tax preparers—they should be proactive strategic partners. He unpacks why regular check-ins, process simplification, and realistic growth planning are essential for entrepreneurs who want to avoid costly mistakes and scale successfully. He also highlights the emotional and professional support business owners need to thrive.

📌 Key Takeaways

• Proactive > Reactive – Meeting with your CPA twice a year can save you from costly missteps in taxes, entity structure, and cash flow.
• Relationships Over Transactions – People remember responsiveness and respect, not page 120 of a tax return.
• Process Simplification Matters – Basic systems (QuickBooks, separate accounts, monthly check-ins) prevent financial chaos.
• Growth Requires Strategy – The bigger the goal, the more you need back-office and advisory support.
• Emotional Support is Critical – Confidence from partners, family, and peers can carry you through the hardest early years.

💬 Memorable Quotes

1. "No one’s going to know what’s on page 120 of a tax return. They’re going to know if you call them back."
2. "I’m not going to bill you for a 5-minute phone call—it just creates a negative connotation."
3. "If you want to go from $100K to $500K in three years, you’re going to need help."
4. "The idea is not to be perfect—it’s to get you in the ballpark."
5. "I see myself as an entrepreneur who happens to be a CPA."
6. "You need three or four people you intuitively trust, who will tell you no."
7. "You need guts, emotional support, and a basic business background to succeed."

🗒 Notable Moments to Highlight

• Seth’s unconventional path into accounting, including his illness and early challenges.
• The Facebook and LinkedIn outreach campaign that landed his first six clients.
• Why he targets underserved solopreneurs and startups.
• The cautionary tale of a client who jumped from $125K to $400K without proper tax planning—and ended up $60K in the hole.
• The importance of having trusted advisors outside your industry who can push back.
• Why incremental growth and controlled expansion have been keys to his firm’s success.

Drawing from his early days inside the insurance industry, Jim now uses that knowledge to fight for accident victims in car and commercial trucking crashes. But what really sets him apart is his commitment to process, strategy, and community—from internal AI-powered systems to giving away bikes and coats through his community programs.

He talks about hiring ahead of the curve, managing high-stakes deadlines, and staying true to the mission—even when no one’s watching. This episode is packed with takeaways for entrepreneurs navigating risk, growth, and purpose.

🧠 Key Takeaways & Notes

🎯 Business Strategy

• Jim started his firm just two weeks before the birth of his first child—leaning on faith, grit, and strategy to make it work.
• His contingency-fee model means his firm doesn’t get paid unless the client wins—so case selection, risk management, and internal process are critical.
• Selective intake is a must in Virginia due to the harsh “contributory negligence” law, which bars recovery even if the victim is just 1% at fault.

⚙️ Process Management & Growth

• The firm has developed a detailed procedural manual and leverages AI and KPIs to monitor internal performance.
• Jim meets regularly with case managers to proactively stay ahead of deadlines—citing “be early” as a business and life principle.
• Delegation and trust are essential for scale—especially in high-risk businesses where mistakes are costly.

💡 Team Building

• Jim hires and trains based on shared values first, skills second.
• He leads internal scenario-based training sessions to prepare staff for insurance company tactics.

💛 Community Impact

• Community service began with time (volunteering and coaching) and evolved into financial giving as the firm grew.
• Signature initiatives:
• Wild Summer: Kids at Play – Gifting bikes and outdoor gear
• 500 Coat Drive – Providing warm clothing for local families
• Scholarships – Funding students entering college

💼 Leadership & What It Takes

• Hard work is non-negotiable.
• Delegation, trust, and building a values-aligned team are keys to sustainable leadership.
• Giving back isn’t a phase—it’s a mindset from day one.

💬 Memorable Quotes

"I'm not a gambler in my personal life, but in business, I knew I could bet on myself."

— Jim Parrish

"You don’t get to hire after you need someone—you have to hire before."

— Jim Parrish

"We’re not trying to take all the chips off the table—we’re leaving some behind for those who need it more."

— Jim Parrish

"Hard work is required—unless you scratch off a lucky ticket, that’s the only way."

— Jim Parrish

"If you miss a deadline, you could commit malpractice. That’s why we’re always ahead of the curve."

— Jim Parrish

“If you're faithful with a little, you're faithful with a lot.”

— Jamie Seeker

Tammy’s story is a reminder that innovation doesn't only happen in big cities or corporate labs — and it’s proof that your background doesn’t box you in; it equips you to lead.

📝 Episode Notes

🔬 From Molecules to Machines

• Tammy started her career in veterinary chemistry and moved into neurophysiology research at the University of Iowa, where she worked for over a decade and published peer-reviewed articles.
• After leaving academia, she renovated a horse property, reassessed her path, and eventually launched a consulting lab, Unicorn Chemist.

🤝 The Power of Partnership

• Co-founded Formulate and later Formulate Robotics with Osmaan Shah, combining her science background with his expertise in robotics and coding.
• The company developed an automated manufacturing platform to solve pain points for brands in personal care and pharma.

💼 Business & Financial Lessons

• Tammy shares a candid story about hiring too early and hiring the wrong fit — a quality chemist rather than a creative R&D thinker — which hurt the business for years.
• Eventually pivoted to working with experienced freelance chemists instead of a traditional in-house team.

👩‍🔬 Women in STEM

• Often the only woman in a room full of men — even early in her career on a 14-person science team.
• Faced moments of exclusion and being underestimated, like being told to “call the real chemist.”
• Tammy emphasizes that becoming the recognized expert in your space shifts the power dynamic.

🧠 Inner Doubt and Resilience

• Admits to still second-guessing herself, even decades into her career.
• Encourages young women to work hard, stay humble, and trust their ability to grow into confidence.

📍Rural Innovation

• Operates her robotics lab from rural Iowa, proving that cutting-edge science and scalable solutions can be built anywhere.

💬 Memorable Quotes

“I got my internship at Mallinckrodt by helping someone. That’s been my philosophy: help other people, and eventually it comes back around.”

“I was the only female on a group of 14 men. You kind of become the little sister. And you learn to push through.”

“An engineer once told me, ‘Why don’t you call the real chemist?’ And I said, ‘When you can find someone who’s done what I’ve done, they can be the expert — but today, I am.’”

“Hiring too early — before I was ready financially, and before I found the right fit — cost me years.”

“Your background doesn’t have to box you in. It can be your biggest asset.”

“Every day, work with purpose, confidence, and positivity — and the less overwhelmed you’ll be.”

🔚 Final Takeaway

Tammy’s journey proves that scientific innovation, financial wisdom, and inner strength can all live in the same entrepreneur. Her ability to bridge chemistry with tech, theory with application, and quiet perseverance with leadership shows us what it really takes to build something extraordinary.

From financial planning in billion-dollar product teams to bootstrapping startups, Pete offers a transparent, practical look at decision-making across business models. And at the heart of it all? A commitment to empowering people—with knowledge, with access, and with the courage to lead.

🧠 Show Notes / Talking Points

🔹 The Journey

• Started building software in high school in New Jersey
• Moved from Boston to Silicon Valley for early tech roles and startups
• Joined Microsoft, where he spent nearly 20 years building products like Zune, Windows Phone, and Azure IoT
• Now leads the EDGE AI Foundation, formerly tinyML, based in Seattle, WA

🔹 Innovation & Product Building

• Great products aren’t just cool—they solve real, specific problems for real people.
• Timing in the market is often more critical than the tech itself.
• Microsoft taught him to think at scale: “If it’s not a billion-dollar business, it’s not worth doing here.”

🔹 Leadership & Conviction

• Conviction in the vision is essential: “That conviction permeates the whole organization.”
• Leadership means making the hard financial and strategic decisions early—and not waiting for someone else to do it.

🔹 Education & Access in AI

• Pete’s vision for the EDGE AI Foundation: “Not just about accelerating business, but empowering people through knowledge.”
• The Foundation supports scholarships, education programs, and global tech community-building.

🔹 Financial Planning Lessons

• Startup mode: Focused on smart capital allocation, high growth expectations.
• Corporate innovation: Every project had to justify billion-dollar ROI and high margins.
• Nonprofit mode: Still solving problems and creating value, just for a different kind of “customer.”

💬 Memorable Quotes

“You kind of know where things are heading—you just don’t know when. That’s the hardest part.”

“Don’t fall in love with your product. Fall in love with the problem you’re solving.”

“The timing is now. There’s never been a better time to come up with a great idea.”

“If you’re not getting started now, you’re going to have to replan in 6 months anyway.”

“You’ve got to make the hard decisions early. Better you make them than your boss.”

“Even in a nonprofit, we think about value propositions. Are we exceeding what our community needs?”

“Conviction in your vision—that’s what it takes to sit in the decision-maker’s seat.”

The episode explores faith-based entrepreneurship, redefining ROI as Return on Time and Return on Impact, and creating a business that enables life on your terms.

📝 Key Themes & Notes:

🌪️ Origin Story: Crash, Clarity & Cheesecake Factory

• 2008 crash wiped out momentum early in his career.
• Took side jobs to survive, including Cheesecake Factory and AAU basketball gigs.
• Moved in with family; borrowed $5,000 to stay afloat.
• This experience grounded his long-term mission to build something lasting.

“We were flat on our back financially… but that season gave us clarity and grit that shaped everything.”

🔁 Transformational Case: "Steve"

• Client Steve lost $50M, his marriage, and time with his kids.
• Inspired Brett to find a better exit strategy for families to preserve wealth and unity.
• Sparked the mission to serve “the Steves of the world.”

“I want to dedicate the rest of my working career to helping those kinds of families.”

💰 The Deferred Sales Trust (DST)

• A legal installment sale using a trust to defer capital gains taxes.
• Works for real estate, business sales, Bitcoin, and more.
• Creates flexible, passive income streams without 1031 constraints.

“It’s about freedom — liquidity, diversification, and peace of mind.”

🧠 Key Concept: ROT = Return on Time

• Helped client trade the “3 T’s — toilets, trash, termites” for time with his twin daughters.
• Reframed value beyond just ROI — it’s about lifestyle alignment and values.

“He realized he was trading time with his daughters for trash and termites.”

“Our job is to help people unlock time and freedom, not just wealth.”

🧭 Family-First Planning & Legacy

• Brett and his wife created a goal: 1,000 extraordinary days in 100 unique places before their kids turn 18.
• Built a business around flexibility and purpose.
• Encourages families to define mission, vision, and values just like they do in business.

“We have it for our companies—why don’t we have it for our families?”

📈 “Return on Impact” (New ROI)

• Once passive income is achieved, the focus shifts to contribution and legacy.
• Helps clients reinvest into what matters most — family, causes, community.

“Return on Impact is where true fulfillment lives.”

🙏 Signature Answer: What It Takes

• A blend of faith, clarity, identity, and urgency.
• Anchors in the idea that God has pre-designed a good work for each of us.
• Encourages entrepreneurs to get clear on their gifts and walk faithfully toward their calling.

“With just a mustard seed of faith, you can move mountains.”

“We’ve all been given a certain gift. It’s not ours—it’s meant to bless others.”

📌 Memorable Quotes:

• “It takes a little bit of faith and a lot of grit.”
• “You don’t need to trade 15 problems for 30. You need a new plan.”
• “Truly passive income is to your freedom what compounding interest is to your money.”
• “Don’t be a fish who made millions in real estate and suddenly try to climb a tree in the stock market.”
• “Diluted focus gets diluted results.”

Now with Alta Fresh Foods, Greg has taken those hard-earned lessons and created a profitable, purpose-driven business that prioritizes transparency, efficiency, and solving real problems in food manufacturing. He’s also paying it forward through HomeGrown Brands, helping other founders build smarter.

💡 Key Takeaways & Themes:

🔸 Financial Growth & Missteps:

• Fundraising felt like validation early on—but came with major consequences.
• “Move fast and break things” doesn’t work when you’re shoveling up oil with kitty litter.
• The emotional desire to be seen and validated by investors led to avoidable decisions.
• The Money Quests in his book represent different stages of growth, failure, and learning—essential financial storytelling for entrepreneurs.

🔸 Alta Fresh Foods:

• Designed to reduce food waste and labor inefficiencies in retail food assembly.
• Won Sam’s Club Supplier of the Year through radical transparency and over-communication.
• Differentiated by eliminating co-packers and controlling the process in-house.
• No outside investors—complete ownership and freedom in decision-making.

🔸 The Board Takeover & Chapter 11:

• Despite having the evidence, the board’s control and court battles forced Greg into bankruptcy.
• He describes it as his “freedom moment,” where every fear was exposed, and faith was found.
• The hardest moments led him to his personal transformation—and a deeper connection to God, family, and purpose.

📌 Memorable Quotes:

“If you don’t laugh, you’re gonna cry.”

“You cannot half-ass any part of growth.”

“I thought that if I won Entrepreneur of the Year, that was gonna mean something big. And it didn’t.”

“Hype is ego.”

“What are you pretending to not know about the situation?” (credit to Dr. Jonathan Fader)

“Every fear that I’ve ever had—all was exposed in the journey.”

“The cave you fear to enter holds the treasure you seek.” (Joseph Campbell)

“There are four things money can’t buy: your health, your soul, your time, and your children’s love. If you keep those four things in check, you can stay in the storm forever.”

📣 Marketing Notes:

Great Promotional Hooks:

• “What the Inc. Magazine cover didn’t do for us…”
• “The buyer revolving door is real—and it can break your business.”
• “Why I built Alta Fresh without a single investor.”
• “From Chapter 11 to Sam’s Club Supplier of the Year.”

Clip-Worthy Moments:

• Storage unit oil spill scene (funny + visual)
• Emotional take on investor love and validation
• Signature question and four things money can’t buy
• The board coup + faith transformation moment

A heavy metal guitarist and author of The Art of Preventing Stupid, Matt opens up about how he's helping entrepreneurs think ahead, avoid legal pitfalls, and scale with confidence. From emotional client stories to candid advice on financial planning, this episode is packed with insights for business owners who want to protect what they're building.

📌 Key Takeaways & Notes

🏢 Scaling a Law Firm

• Expansion started with opening an office in Oklahoma City and continued organically to 9 offices including Denver.
• Growth was often opportunistic—“We were just too dumb to know we couldn’t do it.”

🛡️ The Strong Protected Business System

• Developed in response to seeing clients make preventable mistakes.
• Encourages businesses to identify vulnerabilities before they become liabilities.
• Focuses on three key areas:

1. Catastrophes
2. Ignorance (what you don’t know)
3. Ineptitude (what you know but don’t do)

💥 Memorable Story: Insurance Saved the Business

• Client with a major oil field company upgraded insurance after Matthew intervened.
• A tragic accident involving one of their trucks could have bankrupted the company—but didn’t, because of that decision.

“He asked, ‘What about the company?’ and I said, ‘We’re fine—because we had that conversation.’”

💰 Financial Blind Spots

• Many businesses lack adequate insurance coverage.
• Legal risk often underestimated, especially in high-liability sectors like trucking or healthcare.

“Your capabilities are your lid. If you're not constantly improving, you're holding your company back.”

📈 Growth & Profit Margins

• Middle stages of business (e.g., $5M in revenue) are the toughest: you need leadership infrastructure but haven’t hit high-revenue efficiency.
• Growing too fast without planning can squeeze margins and overwhelm systems.

📊 When to Plan

• Legal and financial planning should scale with the business’s growth stage.
• Davis Business Law offers a free resource outlining legal best practices by revenue/employee count on their website.

👥 Leadership & Culture

• Leading a professional services firm is like running a wolf pack—you must be involved and set the tone.

“If you’re going to abdicate your leadership role, your firm will fall apart.”

💬 Memorable Quotes

• “We're just too dumb to know we can’t do it.” — on fearless scaling
• “It’s heartbreaking to see dreams smashed by preventable mistakes.”
• “Your leadership is your lid. Your firm won’t grow beyond you.”
• “What about the company? — We’re fine, because we had that conversation.”
• “Revenue does not equal profit. The middle stages of growth are the hardest.”

Ajay discusses the ethics of AI, financial planning with machine learning, and how to make AI not just a tool—but a co-founder. This episode is a masterclass in what it takes to lead with vision and values in an increasingly AI-driven world.

🗒️ Episode Notes / Key Takeaways:

• Ajay’s Origin Story: Left cushy tech jobs for 120-hour weeks—by choice. “I have to have that freedom to build and create.”
• Patents as Motivation: He calls the recognition of unique innovation “addictive.”
• Why StudioX Exists: To give businesses AI tools once only available at places like Google.
• On AI & Ethics: Warns of “intellectual property pollution” in large language models—like using stolen code unknowingly.
• Financial Planning with AI: “Skill is no longer a differentiator. Everyone has an employee now—it's called AI.”
• Business Advice: Make AI usage mandatory in your company. “Every founder should be prompting together with their team.”

💬 Memorable Quotes:

“I don’t have a lot of skills—but my AI assistant does. That’s all I need.”

“Stop treating AI as an assistant. Use it as your co-founder.”

“AI is like a buffet—it’s easy to grab everything, but one day, you’ll pay the price if you’re not careful.”

“The next big feature isn’t on your phone. It’s you—how you interface with AI.”

“Make AI mandatory. Before someone asks a question, I say: show me the prompt you tried first.”

📝 Key Interview Notes

🔥 Startup Story

• Arielle didn’t start with Marketing 411—she had several businesses that didn’t make it.
• The breakthrough came from a chance meeting with her future business partner in the roofing space.
• They combined forces to meet a pressing market demand for marketing services in contracting.

💡 “Oh Crap” & “Aha” Moments

• Realized no business—even those making hundreds of millions—has it all figured out.
• Shifted from feeling “I must be doing it wrong” to “everyone’s figuring it out.”

💸 Financial Planning & Strategy

• Initially didn’t understand financial metrics beyond basic awareness.
• Introduced weekly financial reviews (instead of monthly) using Stoplight Reports.

“Most companies look at their financials 12 times a year. We look 52 times.”

• Key advice: “There’s no financial problem in your business that more sales can’t fix.”

📊 Tactical Takeaways

• Know your numbers: P&L ≠ bank balance.
• Start with financial awareness, then make strategic changes.
• Reverse engineer growth: start with the vision, then identify the systems, tools, and people needed.

👩‍💼 Women in Leadership

• Being female in a male-dominated space is an advantage, not a limitation.

“I get to use this to my advantage and make it a reason to excel forward, not be behind.”

🌎 Leadership Lessons

• Biggest hurdle: herself.
• Used techniques like the “Bring a Solution, Not Just a Problem” model and the 10/80/10 rule.

“I was my biggest hurdle. I had to break old habits to become a better leader.”

💬 Signature Question – What It Takes?

“I have ‘whatever it takes’ tattooed on me. This is a you-versus-you game. You’re in a lifelong game of Monopoly. And you gotta be ready to do whatever it takes.”

💬 Memorable Quotes

• “If you’ve never hit multi-7 figures, you won’t know how to act like one. You learn as you go.”
• “Marketing systems should not just bring in leads—they should bring in the right ones.”
• “Being a business owner means you never arrive. You’re always on the move.”
• “You are in a lifelong video game. It's you versus you.”
• “Don’t cage your people—let them fly. That’s when the magic happens.”

🔑 Key Notes & Topics

🎯 Founding Story

1. Survivor of a serious injury at age 3 (German shepherd attack).
2. Channeled that trauma into a passion for justice and advocacy.
3. Initially practiced defense law, then transitioned to plaintiff representation after discovering her true alignment.

📍 Austin as Her Base

1. Fell in love with Austin during law school internships.
2. Returned to build her practice after starting her career in South Texas.

💼 Scaling to 8-Figures

1. Started her firm solo, working from her living room.
2. Grew intentionally by hiring based on mission-alignment, not just skill.
3. First hire: a college student she trained personally.
4. Growth was strategic, beginning with part-time help and building toward a full legal team.

💰 Financial Planning

1. Knew personal injury inside out from her work in other firms.
2. Understood case value, staffing needs, and time to resolution.
3. Recognized her financial knowledge limits—brought in experts, including her husband and bookkeeping help early on.
4. Emphasized not abdicating financial oversight, even when delegating.

💡 Mindset & Strategy

1. Advocates for mission-driven leadership.
2. Prioritized collaboration and culture fit over quick hiring.
3. Sees guilt and imperfection as part of balancing business, motherhood, and life.

🔄 Empathy in Business

1. Built referral networks to help people she couldn’t take on as clients.
2. Values transparency and support in client and team relationships.

💬 Memorable Quotes

“You can have it all—you just have to know there’s going to be guilt.”

Laura challenges the myth that success and family must be mutually exclusive.

“I always wanted to help people who were wronged and trying to find justice.”

Her core motivation, shaped from childhood trauma.

“There’s not enough of me. The need is out there. I couldn’t do it alone.”

On deciding to build a team to amplify her impact.

“I knew what I didn’t know—and I had no ego about it.”

On recognizing her own limits in financial management and bringing in support.

“Passion and perseverance—those are the two things you absolutely need.”

Laura’s response to the signature question on what it takes to be a business owner.

This episode is a must-listen for entrepreneurs looking to gain control of their finances, scale smart, and adopt an abundance mindset.

📝 EPISODE NOTES & HIGHLIGHTS

🔧 Business Journey:

1. Originally moved to Texas during the dotcom boom and played poker professionally for 8 years.
2. Got into the cabinet business with no prior experience—learned everything from scratch.
3. Started Premium Cabinets with the idea to build and sell it quickly, but ended up falling in love with the business.
4. Gained traction by creating systems, training materials, and a proprietary CRM platform that supports dealers nationwide.
5. Grew the company through word of mouth—now operates in 35+ markets.

💰 Financial Mindset:

1. Advocates strongly for financial literacy and believes it's a foundational pillar of personal freedom.
2. His upcoming book Demystifying Money uses fiction storytelling to make complex financial concepts approachable and engaging.
3. Believes that most people underestimate the role money plays in shaping life decisions, yet don’t understand how money really works.

💡 Practical Business Tips:

1. Hire a bookkeeper: Most entrepreneurs aren’t built to manage finances—and that’s okay.
2. Never stop marketing: “Advertising should be the last thing you cut.”
3. Know your numbers: Cash flow and tax planning are essential to business survival.
4. Invest in yourself: Randy regularly took sales courses, analyzed his own pitch recordings, and refined his skills to grow.

💬 MEMORABLE QUOTES

🗣️ “Sometimes being early is worse than being late.”

— On lessons learned from joining markets too soon, including energy efficiency and tech

🗣️ “Money has a really, really big impact on people’s lives—and yet, nobody knows anything about it.”

— On why he wrote Demystifying Money

🗣️ “If you’re going to cut marketing, you better replace it with something. Otherwise, you’re just going quiet.”

— On one of the most common business mistakes

🗣️ “You should only be an entrepreneur if you have to.”

— On the reality of entrepreneurship and the mindset it requires

🗣️ “If you don’t pay your taxes, the people who make the laws, have the guns, and control the cages—will use them.”

— A candid and memorable way to underscore the importance of financial compliance

🔗 LINKS TO FEATURE

1. Premium Cabinets: premiumcabinets.com
2. Tales of Abundance Podcast: talesofabundance.com
3. LinkedIn: linkedin.com/in/randy-lorensen-8269902a
4. Instagram: instagram.com/randylorensen

We dig into:

1. Why leaders struggle with hard feedback
2. How personal development collides with business results
3. The myth of “soft skills” in the workplace
4. Why culture is the biggest driver of financial outcomes
5. Common financial missteps leaders make while scaling

Plus, Jonathan delivers a powerful answer to our signature question—what it really takes to be a business owner in today’s world.

🧠 Key Themes & Takeaways

🧭 Origin Story

1. Jonathan realized in his first CEO role that driving results wasn’t enough—he lacked the ability to develop people.
2. Despite personal training in therapy and mindfulness, he couldn’t translate those skills into the workplace. That gap sparked the creation of Good Authority and eventually Ren AI.

"I suck at this… and I think I'm a pretty well-intentioned person. Maybe this is a bigger problem than I think."

🧠 Emotional Intelligence is a Business Strategy

1. Leaders often confuse vulnerability with weakness. In fact, acknowledging fear or anxiety fosters trust and deepens engagement.
2. Authenticity is not a luxury—it’s a productivity tool.

“We grow our businesses at the pace we grow our willingness to tell the truth.”

💸 Financial Planning & Leadership Behavior

1. The disconnect between culture and financial outcomes is a major issue in growth-stage businesses.
2. Jonathan breaks it down: poor metrics aren’t a product problem—they’re a people and behavior problem.

“The answer is always behavioral.”

1. Leaders often spend most of their time on the bottom 20% of performers, neglecting the team’s top talent.

“You're spending so much time not having those conversations—with all your workarounds and BS performance plans.”

🏗 Strategic Leadership Advice

1. Get your team in person. Even just to connect, no agenda. Building context and relationship improves team alignment and reduces friction.
2. Ask deeper questions: “Who was your first boss?” “What did authority look like growing up?”

“In the absence of personal glue, small problems become massive.”

🔥 Memorable Quotes

“Leadership isn't about being liked or being right. It’s about being real—especially when it’s hard.”

—Jonathan Raymond

“Blind faith and taking out the trash. That’s what it takes.”

—Jonathan Raymond on what it takes to be a business owner

“It’s not that you don’t have time to have the conversation—you’re already spending more time not having it.”

—Jonathan Raymond

“Your mother doesn’t work here. You're not special. You're not better than anyone. Do what it takes.”

—Jonathan Raymond

📍 Guest Info

Jonathan Raymond

Founder & CEO, Ren AI

Author of Good Authority

Personal site: jonathanraymond.com

Location: San Diego, CA

Social: LinkedIn

She dives into how thoughtful business planning, strong partnerships, and a culture of shared accountability powered their growth — and how managing both a family and a startup required perspective, planning, and humor. Julie also opens up about the role of privilege in entrepreneurship and why it’s important to name it.

📝 Key Notes & Discussion Highlights

👩‍⚖️ From Law to Labels

1. Julie is a “recovered lawyer” who left her legal career when her eldest child was diagnosed with autism.
2. She co-founded Mabel’s Labels with her sister and two friends to fill a market gap for durable name labels.

🏗️ Building While Parenting

1. Launched the business while raising six kids — a chaotic, scrappy, and exhausting time.
2. Emphasizes that entrepreneurship isn’t glamorous; it's long hours, risk, and sacrifice.

📈 Business Planning Insights

1. Despite starting with modest expectations, they treated the business seriously from day one.
2. Had structured business planning, took meeting minutes, and developed a long-term growth mindset.
3. “It’s a living document” — business plans were revisited regularly as the company scaled.

💡 Bootstrapping & Partnerships

1. Mabel’s Labels was bootstrapped — no outside funding.
2. Sharing financial and mental load among co-founders was a key to early survival.
3. Strong communication, clear expectations, and a shareholder agreement were crucial.

📊 Strategic Growth & Leadership

1. Julie stresses the need to eventually step back and let managers lead.
2. Founders must stop “working in the business” to “work on the business.”

💥 Crisis Pivoting (COVID-19)

1. During the pandemic, their pre-existing remote culture helped them adapt fast.
2. Team created new product lines (e.g. distancing decals) without founders initiating — thanks to a culture of empowerment.

💬 Mental Health & Support

1. Entrepreneurship is mentally taxing; Julie advocates for mentorship, therapy, and self-awareness.
2. Co-founders acted as each other's support system and accountability partners.

💬 Memorable Quotes

“People tend to romanticize entrepreneurship... but it looks a lot like going to your sister’s basement and making labels ‘til 2 a.m. and getting up at 6 with the kids.”

“If you’re not working on the business because you’re too busy working in the business — then nobody is.”

“Only founders feel the founder stress. That overwhelming sense of responsibility… it doesn’t get passed down, even to your best manager.”

“We never made a label for fun. From the start, we were building something real — not a hobby.”

“In moments of crisis or adversity, turn to each other, not on each other — that applies at home and at work.”

“I make labels — I’m not saving lives. Let’s keep it all in perspective.”

“People say I was brave, but I had a partner in a big firm, 3 degrees, and family support. That’s not the same risk as a single mom hustling two jobs and a side business. That’s brave.”

Yousef opens up about how success came not just through hustle, but from rock bottom moments, personal loss, and radical discipline. From taking stimulants to stay awake through 16-hour workdays to losing it all after reaching a false peak, he shares the real story behind what it takes—not just to build a business, but to rebuild a man.

🔑 KEY THEMES & TAKEAWAYS

1. Your First Win Might Not Be the Big One: Yousef thought he "made it" when he hit early revenue milestones, only to later realize his vision had been too small. True business ownership came with hard-earned wisdom.
2. Pain as a Catalyst: From heartbreak and burnout to financial collapse, Yousef believes his greatest breakthroughs came through personal pain. He sees setbacks as vital inflection points.
3. Discipline > Motivation: For Yousef, the turning point was shifting from chasing success to building consistency. He cut out distractions, toxic habits, and false validation to gain long-term focus.
4. Business Planning Without Formal Tools: With no roadmap or degree, Yousef learned by doing. Trial, error, and iteration replaced traditional strategy.
5. What It Really Takes: It’s not about flashy goals like a Ferrari or a million dollars—it’s about whether you can survive the storm and stay in the game when everything goes sideways.

📌 MEMORABLE QUOTES

“Champions do whatever it takes. Literally.”

“I got it all — the money, the girl, the car — and then I lost it all. And the question became: was it even worth chasing?”

“Most people don’t get stuck because they don’t know what to do. They get stuck because of the things they refuse to stop doing.”

“I learned that the pain is what pushes you forward. It’s not the plan. It’s not the wins. It’s the pain.”

“You want to know what it takes to be a business owner? A big stomach. You have to stomach the swings — emotionally, financially, and mentally.”

“At some point, you stop being controlled by money. You stop being afraid of the numbers. You realize… it’s just a number on a screen.”

🎯 WHO THIS EPISODE IS FOR

1. Entrepreneurs building from scratch
2. Business owners hitting burnout or plateaus
3. Men navigating emotional growth and masculine leadership
4. Listeners looking for a brutally honest take on success and failure
5. Anyone feeling stuck, lost, or distracted — needing that wake-up call

🔗 RESOURCES & LINKS

1. 🧪 Humboldts Secret Supplies – Yousef’s company
2. 📖 One Million Dollars, Hot Girls, and a Ferrari – Yousef’s book & blog
3. 📱 Follow Yousef on Instagram
4. 👤 Connect on LinkedIn

But this episode goes far beyond business. When Kyle’s own mother was tragically killed in a crosswalk accident, the work he had done for decades suddenly became deeply personal. That loss redefined how he practiced law, inspired his bestselling book Unthinkable, and drove him to create a victim-centered approach that supports families through grief — legally, emotionally, and practically.

Through humor, humility, and incredible insight, Kyle opens up about taking risks, betting on himself, and building a team culture grounded in empathy and excellence.

📝 Show Notes & Themes

Guest: Kyle Bachus

Organization: Bachus & Schanker, LLC

Location: Denver, Colorado

Website: kylebachus.com

🔑 Topics Discussed:

1. The moment a teenage Kyle realized law was his calling
2. Launching a law firm with $13,800 and a handshake at a Denver bar
3. Early business planning decisions (and the creative hustle behind them)
4. Betting on yourself: entrepreneurship without a safety net
5. Staying grounded in your “why” through rapid firm growth
6. Experiencing personal tragedy and the impact it had on his practice
7. Writing Unthinkable and redefining client advocacy in wrongful death cases
8. The power of empathy in law and leadership
9. Kyle’s perspective on legacy, service, and what it truly takes to be a business owner

💬 Memorable Quotes

“I had $13,800 from a home equity loan. We wrote the deal on a napkin at a bar and I got paid $500 a month for the first six months. That’s how we started.”

– Kyle Bachus

“Would you want to hire you? Honestly. If everything was on the line, would you hire yourself? If not, you’ve got work to do.”

– Kyle Bachus

“I was always a fixer. But some problems can’t be fixed — they can only be felt, shared, and supported.”

– Kyle Bachus, on losing his mother

“What was I going to regret more? Doing this or not doing this?”

– Kyle Bachus, on starting his firm

“You have to be willing to lose to win. You’ll never be successful if you think every day will go your way.”

– Kyle Bachus

🎁 Key Takeaways

1. Business is personal. The best leaders bring their whole selves to their work, even in grief.
2. Start scrappy, stay smart. Launching a business doesn’t require perfection — it requires passion, resourcefulness, and grit.
3. Build with empathy. Growth doesn’t mean losing your values — it’s a chance to embed them deeper into your culture and client experience.
4. Legacy isn’t what you leave behind — it’s what you build while you’re here.

Juan opens up about:

1. Walking away from big law to follow his own vision
2. Building a niche firm in education law
3. Balancing courtroom advocacy with smart business planning
4. Expanding across Texas without taking on debt
5. The power of kindness and trust in leadership
6. Why it’s vital to know your lane — and stay in it

Whether you're a legal professional, business owner, or aspiring entrepreneur, Juan’s journey is packed with real talk, hard-won lessons, and pragmatic wisdom for anyone navigating leadership under pressure.

🎧 Intro (Polished Version for Read-Aloud or Episode Description)

Welcome back to What It Takes, the podcast where we dig into the real stories behind successful businesses — and the bold people who built them.

Today, we head into the high-stakes world of education law with someone who’s been in the legal trenches for nearly 30 years: Juan Cruz, founder of JCA Law, PLLC. From winning before the Texas Supreme Court to advising school districts across the state, Juan’s journey is one of courage, clarity, and calculated risk.

With offices across Laredo, San Antonio, and Corpus Christi, Juan shares how he built a thriving firm without debt, how he earns trust in a politically charged landscape, and why true leadership shows up in the storm — not just the sunshine.

🎤 Outro (Spoken-Style Version)

Juan, thank you for sharing so much with us — not just the wins, but the values that guide how you lead. Your story is a reminder that what it takes to run a business isn’t just strategy or ambition — it’s trust, clarity, and yes, a whole lot of hard work.

To learn more about Juan and his firm, visit jca-law.com and follow @jcalaw on Instagram and Facebook — we’ll link everything in the show notes.

And hey, if today’s episode got you thinking differently about leadership, business planning, or staying true to your values — send it to a friend. Share it with someone who needs to hear it.

Thanks for listening — and we’ll catch you next time on What It Takes.

From securing a $5.4 million state grant to pioneering smart outlet charging that cuts costs and maintenance, Joseph walks us through what it takes to build a scalable and meaningful solution in an emerging industry—while also opening up about leadership, hiring, and the importance of persistence.

📝 EPISODE NOTES

🚀 Startup Journey & Industry Insights

1. Pando Electric’s innovation: A smart outlet solution for EV charging in multifamily buildings—cheaper, easier to install, and far less prone to vandalism than traditional chargers.
2. Why outlets over chargers? “It’s a more simplistic product. People already know how to use an outlet.”
3. Impact of the California Energy Commission Grant: $5.4M to install 1,600+ outlets across California, primarily in disadvantaged and underserved communities.

💼 Human Resources & Culture

1. Hiring Philosophy: Look for people who are hungry, creative problem-solvers, not just technically proficient.
2. Interview Tactics: Open-ended questions and unexpected prompts to assess thinking, creativity, and how candidates handle uncertainty.
3. Onboarding Strategy: New hires start with hands-on learning and eventually take on a “capstone project” to identify and address a real gap in the business.
4. Retention Approach: Equity-based incentives and alignment with the company mission over prestige or big-name offers.

🧠 Leadership & Personal Lessons

1. Joseph’s biggest takeaway from years in EV startups?
2. “Patience and persistence. Every project will have something go absolutely horribly wrong.”
3. He stresses the importance of seeking help and building community around your venture:
4. “Even if you’re the smartest person on the planet, you can’t do it all by yourself.”

💬 MEMORABLE QUOTES

"We're not just talking a good game—we're deploying over 1,600 charging outlets where people live."

— On Pando Electric’s mission to bring EV charging to multifamily communities.

"We didn’t make the product more complex—we made it radically simpler. And that’s what unlocked the market."

— On choosing outlets over traditional chargers.

"You don’t want to just hire someone for the job—they need to be the right fit for the company."

— On culture-based hiring in early-stage startups.

"We ask them to find a hole and fill it. That’s how we learn where they shine."

— On the unique “capstone project” approach to onboarding.

"Every single project I’ve ever worked on—something goes absolutely horribly wrong. Expect it."

— On the reality of entrepreneurship and the power of persistence.

"Find people who are willing to help you... for nothing. And then pay it forward."

— On building a support system and mentoring others.

He shares how persistence, creativity, and valuing his own work were key to launching and sustaining his company — all while building a team, learning on the fly, and reinventing his pricing model in an ultra-competitive, bureaucratic environment.

Whether you’re in real estate or just trying to figure out how to charge what you’re worth, Jake’s story is packed with insight and hard-won wisdom.

📌 Key Takeaways & Notes

🎯 Getting Started with Nothing

1. Jake moved to LA without a job and followed a trail of seven connections to land his first role in the preconstruction space.
2. He literally said, “I’ll dig a ditch, just get me into this industry,” to show how badly he wanted the opportunity.

💡 Finding a Niche

1. He entered an obscure, specialized field (land use consulting) most people haven’t heard of unless they’re already deep in development.
2. Recognized a gap and built Whitestone to serve clients big firms passed over.

💸 Undervaluing Himself at First

1. Initially nervous to send even a $500 invoice.
2. Over time, he realized:

“If it takes me an hour to do something, it's because it took me years to get to being able to do it in an hour.”

🛠️ Building a Business from the Ground Up

1. Used creative compensation strategies (like profit-sharing with consultants) because he couldn’t afford to pay salaries.
2. Created a pricing model around “blocks of work” instead of traditional hourly rates to improve clarity and client buy-in.

👥 Team Building & Culture

1. Focuses on hiring people with emotional intelligence and curiosity — not just technical skill.
2. Built a culture that reflects his creative, liberal arts background, with a workspace that feels inspiring and community-driven.
3. “You never have to be selling what you do. Just be passionate and build communities.”

🔁 Reinvention & Learning

1. Shared how he's constantly evolving processes, services, and pricing based on customer feedback and internal capabilities.
2. Learned the hard way that “There’s no rulebook — you get to decide how your business runs.”

💬 Signature Question — What it takes to be a business owner:

“You give up your 9 to 5 to work 24/7. It takes believing that you can grow something, and just starting—even before you’re ready.”

“Done is better than perfect. Just take a step. Then take the next one.”

💬 Memorable Quotes

1. “You jump off a cliff and sew your parachute while you’re falling.”
2. “No one should ever second guess whether they’re going to get paid on time.”
3. “People mirror the value you place on yourself — so price accordingly.”
4. “There’s no handbook — you can make up the rules of your business as you go.”
5. “Leadership isn’t about being someone else. It’s about owning who you are and building around that.”
6. “Find your people. They’re a reflection of you — and you of them.”

📌 Key Notes & Takeaways:

🐾 Her Origin Story & Pivot to Ownership

1. Knew she wanted to be a veterinarian since age 6.
2. Bought her first practice five years out of school and a second shortly after.
3. Life shifted during COVID when her family relocated from Philadelphia to Phoenix, prompting her to sell one hospital and lead her practice remotely.

🔥 Burnout & Mental Health

1. Experienced intense burnout working 80-hour weeks while raising young kids.
2. Describes the emotional rollercoaster of vet med (from puppy visits to euthanasia in minutes).
3. Calls attention to staggering mental health stats in the industry — up to 3x the national average for suicide and depression.

🌟 “Reclaiming Joy” as a Mission

1. Stepped into a thought leadership role at Shepherd Veterinary Software to promote joy and sustainability in the profession.
2. Uses her platform to speak out on destigmatizing burnout and creating meaningful support systems.

👥 HR Philosophy & Leadership Lessons

1. Early mistake: trying to separate team from business decisions — now deeply values team buy-in.
2. HR game-changer: explaining the “why” behind every change, from software rollouts to operations.
3. Learned the hard way that even small changes (like phone systems) can disrupt workflow and morale without proper onboarding or communication.

💡 Tech as a Catalyst for Culture Change

1. Emphasizes the right tools (like Shepherd) can reduce late nights, free up time, and help staff feel more present in life.
2. Her motto: “Let’s get in, get out, and get home.”
3. High-quality medicine and a quality life should coexist.

🧠 What It Takes to Be a Business Owner

1. Grit, determination, and especially the ability to pivot.
2. Strong emphasis on humility — being able to say, “This didn’t work. Let’s try again.”
3. Belief that joy isn’t optional in business — it’s a responsibility.

💬 Memorable Quotes:

“Burnout doesn’t mean you’re broken — it means the system is.”

“It’s okay to feel overwhelmed. It doesn’t make you a bad vet, or a bad person.”

“You can be a great doctor and still make it home for dinner.”

“When you get your team’s buy-in, that’s when the culture really starts to change.”

“The tech shouldn’t slow us down — it should give us our lives back.”

“What it takes is grit, the ability to pivot, and the belief that we all deserve joy — and we should fight for it.”

Whether you're leading a team, managing creatives, or just trying to build something meaningful, this episode is full of grounded insights and wisdom for business owners in any industry.

📋 Show Notes:

Guest: Justin Tollefson, Principal at Pearson Design Group

Location: Bozeman, Montana

Instagram: @pearsondesigngroup

Website: pearsondesigngroup.com

Topics Covered:

1. Justin’s evolution from young designer to firm principal
2. Hiring for character and training for skill
3. Balancing creativity with accountability in a team environment
4. Why patience is critical in the architecture world
5. Developing people when you were never formally trained to do so
6. The leadership shift from “me” to “we”
7. The dream of pushing sustainable architecture further
8. What it truly takes to run a business with creative integrity

💬 Memorable Quotes:

“The older I get, the more I realize leadership isn’t about proving yourself—it’s about listening, synthesizing, and supporting others.” — Justin Tollefson

“You can want to design a cool building, but if you lose sight that it’s for real people, you’ve missed the point.” — Justin Tollefson

“You don’t really know if someone’s a fit until they’re in it—but if they have character and honesty, you can train for everything else.” — Justin Tollefson

“If people are patient, they tend to find more meaning in the work. That’s where the real growth happens.” — Justin Tollefson

“Design is hard to master, but it’s not the hardest part. Managing people, expectations, and the business—that’s where leadership really shows up.” — Justin Tollefson

Producer Notes

Themes:

1. The transformational power of music in childhood
2. Nonprofit innovation and leadership in arts education
3. Building programs with real, measurable community impact
4. Challenges of staffing, HR, and sustainability in high-cost urban areas
5. Rebranding and restructuring to create lasting organizational clarity

Flow & Structure:

1. Michael’s artistic roots and personal journey into music
2. Transition from composer to nonprofit leader (AFA in Houston)
3. Founding and scaling cradle-to-college programming at KeyNote
4. Detailed overview of early childhood programs (Chimes, Music Discovery)
5. HR philosophy and challenges (hiring for heart and skill)
6. Vision for community outreach and equity in arts access
7. Leadership insights, rebranding to unify mission and identity
8. Final reflections on what it takes to succeed in business and nonprofit leadership

💬 Memorable Quotes

"I’ve seen okay musicians who are amazing teachers—and great musicians who aren’t. Teaching is its own calling." – Michael Remson

"If we’re just sitting in Balboa Park waiting for people to come to us, we’re not doing our job as a modern arts organization."

"It's always about the kids. The day I forget that is the day I need to get out of this work."

"Passion and business sometimes run into each other—and managing that tension is one of the biggest challenges in nonprofit leadership."

"We needed a central rallying cry. That’s why we became KeyNote—because the mission had to be clear to families and the community."

"You can't ask someone to go somewhere you’ve never been. That’s why my team knows I’ve been in their shoes."

We dive into how events became her ultimate business-building tool, how she pivoted to virtual when the world shut down, and what it really means to lead a business with grace and ease. Shay opens up about the backstage chaos that taught her the importance of building a team, as well as the strategies behind events that truly convert — not just inspire.

If you’ve ever wondered how to scale your impact through live or virtual experiences, this episode is a goldmine.

📝 Show Notes / Topics Covered:

1. How Shay stumbled into event production — and landed her first gig through a chance conversation
2. Working on Dr. Oz’s nonprofit event and Maria Shriver’s Women’s Conference
3. Why the most successful events are reverse-engineered from the end goal
4. The pivotal moment she transitioned from “planner” to Certified Event Producer and strategist
5. The “authority illusion” — and how expertise alone isn’t enough to convert
6. Pivoting to virtual during COVID (including nearly 600 attendees cancelled days before)
7. How to recreate emotional, sensory, and communal experiences virtually
8. Importance of intention for both host and attendees
9. The role of energetics, healing, and intuition in Shay’s business
10. Her breaking point — crawling on the floor in heels during a virtual event mishap — and the wake-up call to scale smarter
11. Why entrepreneurs shouldn’t white-knuckle their businesses

💬 Memorable Quotes from Shay:

“We’re not meant to do life alone, and we’re not meant to do business alone.”

“Events are a bridge. They're the fastest way I know to build trust, connection, and transformation — if you do them with intention.”

“I wasn’t going to keep building a business that required me to sacrifice my well-being to serve someone else’s mission.”

“The audience had no clue, but I was literally crawling on the floor in a dress, unplugging tech at my client’s feet. That was my wake-up call.”

“Being an expert isn’t enough. If you don’t have strategy, team, and conversion systems, your business can bleed out — even if you're the most respected voice in the room.”

“Virtual events are like movies. They need a story, an experience, and a journey that keeps people coming back for more.”

🎯 Shay’s Answer to the Signature Question:

What does it take to be a business owner?

“You can be the most respected voice in the room and still watch your business bleed out. It takes strategy, support, and community. We’re not meant to do this alone — and we shouldn’t have to.”

Now based in Sunnyvale, California, Miguel leads Voler Systems with a unique mix of engineering expertise, marketing savvy, and global perspective. He dives into the lessons he’s learned working with teams across the world, how to build trust across time zones, and the human side of scaling a tech company.

Whether you’re growing a startup or managing a team that spans continents, this conversation is full of takeaways on connection, adaptability, and leadership without borders.

🧠 Key Takeaways:

1. Cultural adaptability is a leadership superpower. Living and working in diverse environments taught Miguel to listen first, communicate clearly, and lead with empathy.
2. Leadership doesn’t look the same everywhere. Miguel explains how expectations vary — and why self-awareness and flexibility are crucial.
3. Language matters — but so does intent. Speaking five languages has helped Miguel connect, but he says tone and body language often speak louder than words.
4. Trust is built differently across cultures. From hierarchical to collaborative dynamics, Miguel shares how to tune in and meet teams where they are.
5. Leading a tech company today requires a mix of global awareness, humility, and curiosity.

💬 Memorable Quotes:

“You don’t lead the same way in Tokyo as you do in Toronto — and that’s not a challenge, that’s the gift of global leadership.”

“Language gets you in the door. But listening gets you the trust.”

“Every country I’ve lived in has taught me something about patience, people, and the pace of business.”

“Leadership without borders is about being comfortable with what you don’t know — and hungry to learn it.”

“What does it take to be a business owner? Resilience, curiosity, and the ability to take the hit and keep going. Every. Single. Day.”

🔖 Suggested Tags / Topics:

1. Global leadership
2. Cross-cultural business
3. Tech leadership
4. CEO interviews
5. Startup growth
6. International business
7. Business communication
8. Voler Systems
9. Silicon Valley CEOs
10. Engineering innovation

The episode dives into the tactical side of visibility — how to create media-worthy stories, build credibility from scratch, and stand out in a noisy startup world. Bryce unpacks how a sharp brand voice, smart PR moves, and relentless storytelling helped him build a movement, not just a company.

Whether you're an early-stage founder or scaling your business, this episode offers actionable insights on how to grab attention and keep it.

🔑 Key Takeaways & Notes:

1. Storytelling is the strategy
2. Bryce emphasizes that PR isn’t luck — it’s layered storytelling. Every pitch, every interview, and every campaign should reinforce your core message.
3. Brand boldness builds trust
4. The unapologetic name Don’t Be A Little Pitch isn’t just about being edgy — it’s about cutting through noise and showing people you mean business.
5. Media success starts with clarity
6. “If you can’t explain what you do in a tweet, you’re not ready to pitch it to the press,” Bryce shares.
7. DIY PR still works — if done right
8. Founders don’t need a giant budget to get featured. Bryce explains how personalized outreach, timing, and relevance can land press — even for early-stage companies.
9. Dragons’ Den was a launchpad, not the end goal
10. The offers were great, but Bryce shares that the real win came from the exposure — and how he leveraged it to build long-term brand equity.

💬 Memorable Quotes:

“If you’re not telling your story, someone else is — and they probably won’t get it right.” – Bryce North

“The media doesn’t care about your product — they care about your why.”

“Your brand should feel like a gut punch — that’s how you know it’s working.”

“You don’t need a PR agency — you need a plan and a pulse on what’s newsworthy.”

“To be a business owner, you’ve gotta be obsessed with the problem, not just the solution.” (from the signature question)

Daniel shares his journey from growing up in England to launching a globally respected firm that transforms overlooked and often toxic urban sites into vibrant, biodiverse public spaces. He opens up about the challenges of leading a creative business, the battles fought to get meaningful projects like Springdale Green off the ground, and why landscape is never just the leftover space between buildings.

This is a conversation for anyone who’s ever tried to do work that matters, especially when it means pushing back against the status quo.

📝 EPISODE NOTES & TAKEAWAYS

🌿 On the vision behind dwg.:

“I didn’t just want to make beautiful spaces. I wanted to make spaces that give back—spaces that heal.”

• Daniel launched dwg. with the goal of creating landscapes that are functional, resilient, and inspiring—not just decorative.
• His firm specializes in “performative landscapes”—spaces that actively restore ecosystems and foster human connection.

🛠️ On building bold projects like Springdale Green:

“We took a brownfield that no one wanted and turned it into a living, breathing campus full of life and diversity.”

• The transformation of Springdale Green is a powerful case study in how design can address environmental damage and bring communities together.
• Daniel explains how ecological restoration, art, and infrastructure must work in harmony to achieve meaningful change.

🧠 On creativity + business:

“Running a design firm means holding the vision and the budget at the same time—and not letting either drop.”

• He talks about the balancing act of being both an artist and a business owner, especially in a field that’s often undervalued.
• Hiring, mentorship, and firm culture are just as important to the work as the drawings and designs.

🌍 On global perspective:

“Working in London and Austin has shown me that cities may look different, but people want the same thing: places that feel alive.”

• His international experience gives him a unique lens on urban placemaking and what it takes to get bold ideas approved and built across different systems.

💬 Signature Question – What It Takes to Be a Business Owner:

“No one tells you how personal it gets. You’re not just building a business—you’re building a belief system, a culture, a place people trust.”

• Daniel closes with heartfelt insight into the emotional and mental resilience required to run a values-driven company.
• He emphasizes consistency, courage, and staying deeply connected to your why—especially when the stakes are high.

📌 Memorable Quotes

• “Landscape is not an afterthought—it’s the first line of impact, the first opportunity for change.”
• “If you want to create something beautiful, expect resistance. Beauty—real, meaningful beauty—takes work.”
• “The city is our canvas, but nature is our collaborator.”
• “There’s a grit behind every green space. It’s invisible to most people—but it’s everything.”

Listeners will gain insight into how workplace culture can be built bite by bite, why thoughtful service wins, and what it truly takes to build a business with heart, resilience, and strategy.

📝 Producer's Notes:

Themes:

• Military-to-entrepreneur transition
• Mission-driven leadership
• Workplace culture & employee experience
• Growth through customer-centric service
• Startup pivots during pandemic recovery

Key Milestones Covered:

• Service in the Navy and role at SEAL training center
• Founding of Noble Brewer and Ale Tales
• Launch and evolution of Office Libations
• COVID-era adaptations and remote work challenges
• National expansion to Austin and Denver
• Claude’s involvement with veteran entrepreneurs via Bunker Labs

Insights & Lessons:

• Leadership is about discipline, empathy, and clarity — learned first in the military
• Culture doesn’t just happen; it’s designed
• Growth requires relentless focus on both the people you serve and the people you work with
• Transitioning between sectors is tough but rewarding — especially with a service mindset
• Building a strong team culture internally reflects in customer experience externally

💬 Memorable Quotes:

“I went from briefing admirals on military operations to figuring out how many LaCroix cases an office needed. Leadership doesn’t change — just the setting does.”

“Culture is in the small things — the coffee that’s waiting, the snack that feels personal. That’s what makes people feel cared for.”

“The military taught me that mission comes first — but taking care of your people makes the mission possible.”

“When COVID hit, it was like someone pulled the plug on our industry. But we didn’t fold — we adapted. That’s what entrepreneurship is.”

“You don’t grow just by selling more — you grow by serving better.”

“Being a business owner is like being on a ship in rough seas. You don’t control the storm, but you do control how your crew moves through it.”

From sweeping floors on job sites in his teens to leading infrastructure projects for global brands, Ryan’s story is one of grounded leadership and thoughtful evolution. He discusses the challenges of integrating sustainability in a traditionally structured industry, why safety and efficiency are at the core of his leadership, and how listening first has been his most valuable strategy for growth.

This is a conversation full of wisdom for anyone leading a legacy brand—or anyone stepping into business ownership with big vision and respect for where things began.

🔑 Key Themes & Takeaways

• Leadership in Transition: Ryan opens up about stepping into REDCOM with a legacy already in place and how he approached it with deep respect, choosing to listen first before initiating change.
• Sustainability & Safety: He talks about the economic challenges of sustainable building and how safety became a top priority—a legacy he hopes to leave at REDCOM.
• Corporate vs. Family Business: Ryan reflects on the lessons learned in both environments, blending corporate structure with small business agility.
• Client Empathy Through Experience: With a background as a builder, project manager, and owner’s rep, Ryan brings a 360-degree understanding of client needs.
• Humility as Strength: The episode closes with a powerful reminder that humility, paired with respect and authority, is not weakness—it’s a leader’s greatest asset.

💬 Memorable Quotes

“My first job was assistant to the laborer. I wasn’t even allowed to carry tools—just a broom.”

— Ryan Teicher

“I saw REDCOM as a place to combine the best of both worlds—family business values with corporate structure, without the bureaucracy.”

— Ryan Teicher

“You’re never done learning.”

— Ryan Teicher (on what it takes to be a business owner)

“Legacy isn’t something to protect—it’s something to grow.”

— Jamie Seeker (Host)

“A fresh set of eyes helps. It’s not about eliminating people—it’s about putting them in the right seats.”

— Ryan Teicher

“Humility is often seen as a weakness, but when combined with respect and authority, it becomes a strength.”

— Ryan Teicher

📍 Connect with Ryan & REDCOM

• 🌐 Website: redcomllc.com
• 📸 Instagram: @redcomllc
• 💼 LinkedIn: REDCOM Design & Construction
• 📍 Location: Westfield, New Jersey

Evan shares the unlikely blend of theater and accounting that led to his success, how he kept his team intact during the pandemic by pivoting to virtual production, and why empowering people is the secret to creating extraordinary events—and lasting culture. He also talks about co-founding the Rhythm Academy of San Jose, mentoring the next generation of industry talent, and what he’s learned across four decades in business.

This one’s packed with heart, hustle, and hard-won wisdom.

🔑 Topics Covered:

• Adapting to change in the live event industry
• The power of culture in business longevity
• The transition from analog to digital production
• Leading through crisis with empathy and creativity
• Mentorship, education, and community impact
• Entrepreneurship across industries

💬 Memorable Quotes from Evan Williams:

1. “There was never an idea in 1987 that we’d become a $20 million company. We just wanted to provide a service nobody else was offering.”
2. “Patience is one of the most important things. Being willing to listen, and not being stuck on your own ideas—that’s how you grow.”
3. “Our best work is done under NDA.” 😄 (A lighthearted but telling nod to high-stakes production work)
4. “The team chose to take a cut in salary rather than see any coworkers laid off. That speaks to the culture here.”
5. “I’ve always tried to empower people to do what they’re passionate about. That’s how careers grow—and how teams stick together.”
6. “We didn’t have a plan during the pandemic, but we had the right mindset: be flexible, pivot fast, and do the next right thing.”
7. “If you want to be successful as a business owner, you're in it 24/7. It's a commitment, not a shortcut.”
8. “There’s such a joy in watching someone you’ve mentored succeed—even if they don’t work for you anymore. That’s impact.”

🔗 Guest Links:

🌐 Website: www.riverview.com

📘 Facebook: facebook.com/RiverviewSystemsGroup

📺 YouTube: @riverviewsystemsgroupinc4339

He opens up about:

• The early days of hustling for projects
• How he built two thriving businesses in tandem
• The philosophy behind taking full responsibility for the client experience
• Lessons from surviving economic downturns
• Why teaching, service, and advocacy are part of his business DNA

Scott’s insights are a blueprint for what it means to build with both purpose and precision.

🧱 Key Themes & Takeaways

🔨 Starting from Scratch

Scott left a job without a plan but found his first client through a neighbor — and his next through a friend in the community. These early, small projects became award-winning and launched his firm.

“I didn’t have a plan. It was totally spontaneous and accidental… but I had a community, and that’s what saved me.”

🧰 Design-Build Philosophy

Scott explains why his firm embraces the architect-led design/build model — to ensure quality, reduce risk, and give clients a single point of responsibility.

“We take full responsibility for everything. Our clients love the idea of single-point responsibility — and in our industry, that’s unusual.”

“In 25 years of doing business, we’ve never been sued. That’s practically unheard of in this industry.”

🌱 Green Building from the Ground Up

Scott has been a sustainability advocate since before “green building” was a common term. His first project used straw bale construction and earned national awards.

“We didn’t call it green building then. We just did it because it felt right.”

🤝 The Power of Team & Partnership

From hiring a seasoned construction expert to partnering with a younger team member with drive, Scott shares how complementary skills build strong businesses.

“The most important thing when looking for a partner is not finding someone like you. It’s finding someone who complements your weak areas — and who you trust.”

“We call it peanut butter and jelly. Very different, but it works.”

🧭 Community & Industry Leadership

Scott’s service as AIA Colorado President and as a teacher and speaker stems from his belief in lifting others up.

“We all do better when we share knowledge. Scarcity and fear have no place in our industry.”

“One of our competitors said, ‘We’ve learned so much from you over the years. I’m just giving back.’”

💼 Resilience Through Recession

Scott reveals how his firm survived the 2008 crash by cutting hours, not people — and why collective sacrifice built long-term loyalty.

“We rise together, we sink together. No one got laid off. Everyone took a hit — together.”

🔑 What It Takes to Be a Business Owner

Scott’s signature advice is practical, generous, and powerful:

“Find your passion. Build your community. And create true partnerships inside your business.”

“Our culture is one for all, all for one — and we haven’t had a single internal political issue in over 20 years.”

📌 Memorable Quotes

• “Your first jobs come from your social network — not your website.”
• “If we’re going to be sued for it anyway, we might as well be in control of it.”
• “Clients are our dance partners — it’s about flow and communication.”
• “Builders make more money than architects for the same project. So we became both.”
• “During the pandemic and fires, we worked 45-50 hours/week — together. No one burned out alone.”

🔗 Learn More About Scott

📍 Website: rodwinarch.com

📸 Instagram: @rodwinarch

📍 Based in Boulder, CO

Listeners will hear firsthand about Derek’s transformation, how Better U was born, and why he's committed to disrupting the current mental health care model. The conversation offers hope, insight, and a candid look at what it really takes to create something that matters.

📝 Show Notes / Key Moments & Takeaways

🧠 Derek’s Mental Health Crisis

• At the height of career success in cannabis and wellness industries, Derek faced a personal collapse: career severance, heartbreak, and deep depression.
• Despite financial security, he felt empty and experienced suicidal ideation.
• Traditional therapies (psychiatric meds, talk therapy, even seeing a shaman) weren’t helping.

💊 Ketamine Therapy as a Turning Point

• A friend intervened during Derek’s lowest point and introduced him to ketamine therapy.
• After one session, he experienced a profound mental “reset.”
• He describes the experience as the first time in months he could breathe and feel connected again.

💡 The Birth of Better U

• Inspired by his transformation and time spent with psychedelic researchers at Stanford, Derek felt a responsibility to help others.
• Noted barriers to ketamine therapy: stigma, cost ($1,500/session), and lack of aftercare.
• Launched Better U in 2021 with Dr. Sam Zand to offer more affordable, supported, at-home treatments.

🏗️ Building a Scalable Mental Health Platform

• Better U has now delivered 200,000+ sessions across 35 states.
• Leveraged telehealth innovations post-pandemic to offer oral ketamine therapy safely at home.
• Reduced cost to ~$100 per session—making it 10x more accessible.

🧘‍♂️ A Holistic Approach to Healing

• Better U now offers a broader platform including:
• Ketamine-assisted therapy
• Functional medicine
• Weight loss programs
• Sexual health
• Holistic psychiatry & soon, talk therapy
• Focused on helping patients find multiple tools for healing—not just a single pill.

💬 Derek’s “What It Takes” Insight

“Relentless commitment to the mission… and to your own self-love and mental health. You need to be able to live with yourself through the highs and the lows.”

📌 Great Quotes for Promotion or Show Notes

“Nobody takes their own life because they’re thinking clearly. It goes against everything in our nature—we’re wired to survive.”

“Ketamine therapy created space between me and my thoughts. It quieted that inner critic.”

“We started Better U to help prevent suicide. Now, we’re building a platform for full-spectrum mental wellness.”

“If it’s not your why, you’re not going to survive the lows that come with building something that matters.”

Jill shares her remarkable 40+ year journey, beginning in the early days of tech publishing, where she started her career at Byte Magazine in the 1970s. With a deep background in publishing, project management, and advertising, Jill took the leap into entrepreneurship in 1986, co-founding San Francisco Reservations with her husband, Eric. Over the decades, they evolved their business into Topaz Services, embracing new technology while staying true to their people-first philosophy.

Jill opens up about what it was like to be a woman in leadership during a time when few others were in the room, how culture and mindset played a key role in her business’s longevity, and why staying anchored to your mission and core values is what it truly takes to succeed — and stay in business for four decades.

📝 Key Episode Notes & Takeaways

Jill’s Background & Start:

• Fell into publishing serendipitously — hired at Byte Magazine because she “walked with purpose.”
• Worked across multiple departments, eventually managing special projects and launching a new tech magazine.
• Moved to San Francisco for a sales role, met her husband/business partner, and launched their company together.

The Launch of San Francisco Reservations (1986):

• Identified a gap: no central source for hotel referrals when properties were sold out.
• Launched a single 800-number hotel reservation service — quickly gained traction.
• Coined their business values early on: “fast, effective, and efficient”.

Growth into Topaz Services:

• From whiteboards and faxes to AI, omnichannel contact systems, and proprietary booking software.
• Today, Topaz integrates with major PMS and CRS platforms (like Mews and StayNTouch).
• Maintains a hybrid team model, with remote staff long before the pandemic normalized it.

Leadership Philosophy & Company Culture:

• People-first mindset: hired for personality and communication skills, not just experience.
• Prioritized strong internal culture: friendly, courteous, and connected.
• Balanced innovation with intentional, human-driven service.

Challenges Faced:

• Major shifts in technology required constant reinvention.
• Economic downturns and global events (Gulf War, 9/11, COVID) deeply impacted the travel industry.
• Learned to scale back, adapt, and stay connected with staff during hard times.

On Being a Woman in Leadership:

• Often the only woman (and youngest) in the room early in her career — but never saw it as a limitation.
• Focused on being results-driven, project-oriented, and purpose-focused.

What It Takes – Jill’s Final Wisdom:

• Keep your core mission and values front and center.
• Use technology as a tool, not a crutch.
• Stay grounded in your purpose and adapt with the times.
• Support both your team and your clients — and serve them equally well.

He shares how the athlete’s mindset of grit, discipline, and team dynamics has shaped every move he’s made as an entrepreneur. We get into the intentional branding behind Allegiate, the mindset challenges of scaling, and what it really takes to lead a high-performance team — not just in the gym, but in business.

Whether you're an athlete, a business builder, or just someone chasing growth, this episode brings 🔥 insight on turning intensity into impact.

🧠 Key Themes & Takeaways:

• From USC to CEO: How college athletics instilled the mindset Cody still uses to lead his business.
• Branding With Intention: Why the name “Allegiate” was designed to stand alongside legacy fitness brands — and what it really means.
• Startup Lessons from Music & Tech: What Cody learned from working in the music biz and at Patreon that helped shape Allegiate’s growth.
• Culture Starts with Performance: Why Cody focuses less on “company culture” and more on getting the right people in the right roles.
• Scaling Isn’t Sexy: Cody opens up about the messy middle of growth — including rebuilding teams, systems, and his own mindset.
• Mindset is Everything: The power of reframing failure, staying in the game, and letting the business build you as much as you build it.

🗣️ Quotable Moments:

“Nobody’s coming to save you. You’ve got to make it happen — but you also need the right team doing their job.”

“We’re not just building a gym. We’re building a standard for how performance should feel.”

“Going from a wantrepreneur to an entrepreneur is a mindset shift — and once you’re in it, it changes everything.”

❓ Jamie’s Signature Question:

What does it take to be a business owner?

Cody’s answer: It takes the guts to get in the game, a relentless appetite to learn, and the humility to let challenges shape you. The business builds you, just as much as you build the business.

🌐 Links & Resources:

• Allegiate Gym: allegiategym.com
• Follow Allegiate on Instagram: @allegiategym
• Connect with Cody: codyromness.com | @codyromness on Twitter | LinkedIn

Ari shares how his path into psychology began unexpectedly, sparked by a powerful moment of connection with a client during his early fieldwork. Over the past two decades, he's developed a fully integrated, life-based approach to healing that blends personal presence, innovation, and flexibility.

Together, Jamie and Ari unpack what it means to truly serve misunderstood individuals through tailored, in-home, and deeply relational care. Ari opens up about the clinical and business challenges of building an unconventional model, how he integrates personal life into professional purpose, and what it takes to nurture a connected, healthy team.

The episode closes with Ari’s beautifully honest take on what it really takes to be a business owner in a mission-driven space.

🧠 Key Discussion Highlights:

🔹 Ari’s Unconventional Entry Into Psychology:

• Initially studied English and Philosophy.
• Was encouraged by mentors to consider therapy.
• A transformative moment with a client showed him the power of presence in healing.

🔹 What It Means to Serve the “Outliers”:

• Clients with unique, layered challenges that don’t fit into traditional care models.
• Includes neurodivergent individuals, high-performing professionals with hidden struggles, and families as the "symptom bearers."

🔹 The Resurface Group Model:

• Offers life-based treatment: care is delivered in the home, workplace, or natural environment.
• Entirely individualized; no group therapy or standard one-size-fits-all programming.
• Prioritizes deep integration into the client's real life, including experiential sessions (e.g. surfing, shared meals, etc.).

🔹 Challenges of Innovating in Mental Health:

• Pushback and misunderstanding from traditional clinicians.
• Navigating limitations of insurance reimbursement.
• Educating and onboarding clinicians into a new model of care.

🔹 Personal Balance & Leadership:

• Ari candidly shares that balance is a work in progress.
• His wife is a core collaborator in the Resurface journey.
• He practices presence over time, focusing on depth rather than quantity.
• Ari builds a relationship-centered team culture rooted in mutual support, flexibility, and well-being.

🔹 Culture at Resurface Group:

• 30-hour full-time workweek for clinicians.
• Team members create their own schedules.
• Emphasis on being a healthy person first, so they can effectively help others heal.

💬 Powerful Quotes:

“The ability to be present with someone’s healing is the most sacred and honorable space for me to be in.”

“An outlier is just someone who doesn’t fit—and we built Resurface to treat them like the Goonies we are.”

“If I’m not healthy, how can I heal?”

“Not having a boss means everybody is my boss.”

“I want people to make really wonderful mistakes because they’re trying too hard, not because they’re not trying at all.”

🔚 Signature Question – What Does It Take to Be a Business Owner?

Ari’s answer:

• Grit, moral clarity, and an unwavering sense of right and wrong.
• Commitment to growth and accountability.
• A love of learning through mistakes and humility in leadership.
• Knowing that the responsibility of ownership means everyone is your boss.

🔗 Connect with Ari Drosman & Resurface Group:

• 🌐 Website: resurfacegroup.com
• 📧 Email: ari@resurfacegroup.com
• 💼 LinkedIn: Ari Drosman
• 📘 Facebook: Resurface Group

🔹 Key Themes & Takeaways:

1️⃣ The Mindset of an Entrepreneur

• Grew up in rural Idaho in a strict, traditional environment that discouraged thinking outside the box.
• Realized early on that he didn’t trust others with his future and needed to forge his own path.
• Started his first business—an electric sign company—by cold-calling potential customers despite being an introvert.
• Motivated by fear of poverty early on but later realized that true fulfillment came from impact, not just money.

2️⃣ Overcoming Challenges & Personal Sacrifices

• Biggest personal sacrifice? His mental health—spent years prioritizing work over himself.
• Early in his career, he thrived under stress and thought he was invincible.
• In his 40s, he started experiencing panic attacks after raising $100M from Goldman Sachs.
• Lesson learned: You can’t give everything to business, family, and others without taking care of yourself.

3️⃣ Evolving Definition of Success

• Initially, success = financial stability & escaping poverty.
• Later, success became about legacy, impact, and helping others succeed.
• Nav now serves over 1 million small businesses in the U.S. by helping them navigate financial health and credit.

4️⃣ The Pressure of Fundraising & Managing Growth

• Raised $200M in venture capital, but the pressure didn’t decrease—it got worse.
• Thought the most stressful time would be in the early startup phase, but stress actually increased as the stakes got higher.
• Biggest challenge: Balancing investor expectations, company vision, and personal well-being.

5️⃣ What It Really Takes to Succeed

• "Entrepreneurship means going through hell and back—over and over again."
• The only guarantee? There will always be challenges—the key is how you respond to them.
• Grit & resilience are more important than intelligence, money, or connections.
• Find your deeper "why"—money alone won’t push you through the hardest moments.

🔥 Memorable Quotes from Levi King:

💬 “I didn’t trust adults with my future. I didn’t believe what they believed about me.”

💬 “I thought once I raised $100M, the stress would go away. It got worse.”

💬 "You won’t invent a new version of hell—every entrepreneur goes through the same struggles."

💬 "If you don’t know what you're willing to go through hell for, you won’t make it."

💬 "The only guarantee in building a billion-dollar company is that you'll go to hell and back a hundred times. You don’t know when or how, but it’s coming."

💬 "I had to stop giving everything to my company, my family, my marriage, my friends—I had to start giving to myself."

💬 "I realized I'm not willing to do just anything for money. I have to be passionate about what I build."

💬 "Grit and resilience will make up for a lack of smarts, lack of connections, and lack of money."

💬 "At some point, you have to ask yourself: Am I just working to prove people wrong, or am I building something meaningful?"

💬 "I used to think success meant never being poor. Now, I know success is about making an impact."

💬 "If you're an entrepreneur, you will find out exactly who you are when things go wrong. And they will go wrong."

🔍 Actionable Lessons for Entrepreneurs:

✅ Know your deeper motivation—success needs to be about more than just money.

✅ Take care of your mental health early—burnout is real, and recovery is harder than prevention.

✅ Expect challenges at every stage—growth doesn’t remove stress; it just changes it.

✅ Never stop learning—Levi credits his success to reading and constantly improving himself.

✅ Stay connected to customers—impact happens through direct relationships, not just financial success.

🎤 Closing Notes & Where to Find Levi:

Levi King’s story is a powerful example of what it truly takes to succeed in business. His journey from cold-calling in a tiny apartment to leading a major fintech company is a testament to resilience, self-improvement, and a willingness to push through adversity.

👥 Where to Connect with Levi:

🔹 Website: Nav.com

🔹 LinkedIn: Levi King

🔹 Articles: Featured in Inc., Entrepreneur, Forbes

💡 Final Thought:

"Success isn’t about avoiding hardship—it’s about embracing it and pushing through."

Jeff’s path to law enforcement was unexpected—after a negative encounter with police as a college student, he shifted his focus to criminal justice, aiming to create change from within. Over the years, he worked in elite LAPD units, including Metropolitan Division, where he handled dignitary protection for U.S. presidents and celebrities. Later, as a gang enforcement leader, he transformed the way officers were selected and measured, prioritizing integrity, accountability, and real impact over just making arrests.

Now, as the Founder & CEO of Law Enforcement Consultants, Jeff helps police departments nationwide improve training, reduce liability, and rebuild public trust. His forthcoming book, On Thin Ice, presents actionable solutions for reimagining policing in the 21st century.

Key Takeaways:

• "It was an obstacle, but not a barrier." – Jeff on overcoming dyslexia and his speech impediment.
• "I never intended on doing 33 years in law enforcement. I was going to do five years, get my PhD, and be a professor of criminal justice." – Jeff on his unexpected career path.
• "Would you want a surgeon who just barely passed? Then why would you want a police officer with the same mindset?" – Jeff on why excellence matters in law enforcement training.
• "36% of officer-involved shootings involve individuals suffering from a mental health crisis. Yet, only 15-18% of departments provide training for it." – Jeff on the need for better police training.
• "More officers die by suicide every year than are killed in the line of duty. We need to take better care of them." – Jeff on officer well-being.
• "Reform implies something is broken. I don’t like that word. It’s about reimagining policing—how can we do it better?" – Jeff on shifting the conversation around law enforcement changes.
• "80% of people will never have a personal interaction with law enforcement. They form their opinions based on what they see in the news. Police need to control that narrative." – Jeff on the importance of public perception.
• "You have to have the courage to be passionate and strive to achieve. Life is bigger than just you." – Jeff’s answer to What It Takes' signature question on success.

Episode Notes:

📖 Jeff’s Book: On Thin Ice – Pre-order at jeffwenninger.com

🔗 Law Enforcement Consultants: lawenforcementconsultants.com

🔗 Jeff’s LinkedIn: linkedin.com/in/jeff-wenninger-4247a854