We discuss:

• How nonprofits can leverage business strategies without losing their mission focus
• The importance of clear vision and mission statements for branding and marketing
• Storytelling techniques that position the customer as the hero of your narrative
• Differences in leadership, marketing, and finance between nonprofits and small businesses
• Practical advice on using AI for content creation and organization visibility
• Key insights on managing cash flow with systems like Profit First, and alternatives
• How to build trust with AI by optimizing website content and reviews

In this episode, Jeremy Rivera sits down with Mark Gilliland, founder of Kyoto Botanicals, a THC-free hemp CBD and functional mushroom wellness brand he's been building for six years. Mark shares the science behind broad-spectrum hemp extraction and his brand-new functional mushroom blend, the regulatory patchwork small wellness brands navigate every day, and what it's actually like to go from zero SEO knowledge to a six-month, 10-hours-a-day obsession with organic search. The conversation closes with a powerful hot take on momentum — and why stacking small habits can transform both your health and your business. Read the full episode recap

What We Cover

• The science of hemp extraction — decarboxylization, CO2 pressure, and how Kyoto achieves 0.0% THC
• Functional mushrooms 101: lion's mane, reishi, chaga & cordyceps — and why dual extraction matters
• How the 2018 Farm Bill accidentally created the Delta-8 problem and why THC-free positioning is a regulatory superpower
• Why Mark spent 10 hours a day, 7 days a week teaching himself SEO in a restricted ad category
• The plumber parable: $5 for hitting the pipe, $95 for knowing which pipe to hit
• Slow, methodical product expansion vs. corporate SKU proliferation
• Mark's hot take on momentum — and how habit stacking quietly changed his entire life

Episode Highlights

“Since the FDA isn't regulating it as a dietary supplement, it's really important that individual consumers do the research on the product and the brand they're buying.” — Mark Gilliland

“I've spent the last six months, at least 10 hours a day, seven days a week, teaching myself SEO and just breaking things fast on my site and fixing them.” — Mark Gilliland

“It’s $5 for hitting the pipe, but $95 for knowing which pipe to hit, where and when and how hard.” — Jeremy Rivera

Topics Covered

• David's unusual path from private equity to Google Ads automation
• What makes Groas the first truly autonomous end-to-end campaign management system
• How hundreds of AI agents process hundreds of thousands of data points per hour
• Dynamic landing pages — one per ad variant, deployed automatically
• How Groas handles Google's budget overspend problem
• The hallucination problem in AI — and how custom-trained models and context solve it
• Why 90–95% of inherited agency accounts are misconfigured
• David's hot take: the traditional agency model has an expiry date
• How Groas grew to $35M/month in managed spend with zero marketing spend
• What's next: PMAX support, model improvement, and potentially new ad platforms

Quotable Moments

"We are now essentially replacing entire Google Ads teams. It runs itself 24-7 — measurably better than what a human can do."  — David Pourquery

"90, 95% of the accounts we take over — what we see is really tough. Businesses losing money with absolutely no idea why."  — David Pourquery

"I haven't spent a dime on marketing. 80% of our customers come from LLMs recommending Groas."  — David Pourquery

Discover the truth about aging (spoiler: 90% is in your control!), learn why consistency beats quick fixes every time, and get insider advice on building systems that create unforgettable customer experiences. Whether you're in the beauty industry or running any service-based business, Denise's wisdom on turning customer complaints into growth opportunities will change how you think about feedback.

What You'll Learn

• The 90/10 Rule of Aging: Why lifestyle choices matter more than genetics
• From Rolodex to App: How to evolve your business through technological changes
• The Membership Model: Building recurring revenue while promoting wellness
• Systems for Consistency: Creating repeatable excellence in customer experience
• Clean Beauty Movement: Understanding what goes on your body matters as much as what goes in it
• Marketing in a Crowded Space: Standing out in beauty and wellness
• Constructive Feedback: Turning complaints into competitive advantages

Key Timestamps

[00:18] - Denise's 38-year journey in the spa industry and founding of DuBois Beauty
[01:27] - What the "spa lifestyle" really means
[03:57] - The science of aging: 10% genetics, 90% lifestyle
[05:30] - The hidden dangers in personal care products
[07:29] - Evolving from paper books to e-commerce
[10:24] - The importance of the human face in marketing
[12:09] - Why video testimonials are the #1 lead generator
[15:16] - 2026 plans: Focusing on membership and longevity
[17:44] - Operating in Albany and Saratoga Springs, NY
[20:23] - Essential advice for aspiring spa entrepreneurs

Featured Quotes

"The American Academy of Dermatology suggests that really about 10% is genetics and about 90% is influenced by our everyday lifestyle choices. So we truly do have control more than we think over how we do age."

"We do need to be mindful of not only what we put into our body, but what we put onto our body."

"Word of mouth remains the number one lead generator."

"Consistency is key. There's no such thing as a one and done treatment to achieve a person's beauty and wellness goals."

"Constructive feedback can be what makes the difference between you growing and being the best you can be or choosing to just make excuses about why something happened."

About Denise Dubois

Denise Dubois is the visionary Founder of DuBois Beauty, an acclaimed Clinical Esthetician and wellness expert with over three decades dedicated to skin health. Her unique perspective comes from running a successful clinical practice (Complexions Spa) and developing a retail brand built on the philosophy that clean, simple, and nature-based ingredients deliver superior, professional results at home.

As author of Living Beautifully, Denise bridges the gap between internal health, lifestyle, and external skin appearance, empowering people with actionable, expert-backed advice that demystifies skincare and inspires a balanced approach to beauty and self-care.

Guest Links

DuBois Beauty (Clean Beauty Brand)
https://duboisbeauty.com/

Complexions Spa Locations:

• Albany, New York - Wolf Road
• Saratoga Springs, New York

Josie shares her unique perspective on what makes home renovations special: "You're taking something that's already there and already has flavor. It already has its own embodiment, and you are tweaking it, aesthetically smoothing it out, maybe changing some of the rhythms there in the space, but you're ultimately still keeping the foundation and the bones the same."

Discover why she believes the most beautiful spaces happen when you marry older charm with newer aesthetics.

Small Jobs Lead to Big Trust

"To me and Alec, there's no small job. Every job has an impact to the customer and to the family that's living in the home."

Learn how H&H Construction builds long-term client relationships by starting with small repairs—drywall holes, baseboard fixes—and growing trust over time into major kitchen remodels, bathroom transformations, and home additions.

Design Based on Feel, Not Just Function

"How you're wanting a space to feel should often dictate how you develop this space."

Josie reveals her signature question for every client: "What do you want it to feel like when you walk in?" This approach moves beyond standard kitchen triangles and bathroom layouts to create truly personalized spaces.

Forever Home vs. Resale Value

The Davis team offers honest consultation about when to invest in customization versus following market standards. "If you're planning to be there forever, then we really want to customize it to what you're wanting to feel."

Favorite Projects: Wet Rooms & Historic Homes

Josie describes her love for wet rooms—bathrooms where the entire space becomes the shower with seamless tile work that's "almost like artwork." She also shares stories of renovating homes from the 1930s and 40s, preserving original hardwood floors and historic fireplaces while upgrading everything else.

When NOT to Build an Addition

Josie offers refreshingly honest advice: "Some houses, the way that they're structured, they're just perfect the way they are. Sometimes it's meant to be that way. And so adding onto that changes the feel of that home. I would say, 'Nah, friend, just go ahead and find a new place that you can grow into.'"

But when an addition IS right? "You get the right contractor and the right budget, and you can do just about anything."

Sunrooms: Being Outside Without Being Outside

"A sunroom is being outside and enjoying outside without being outside."

Alec and Josie explain the difference between sunrooms and covered patios, climate-controlled versus non-conditioned spaces, and how they've transformed decks, porches, and even sheds into beautiful year-round living areas.

Decks Built for Tennessee's Terrain

"We're in Cookeville, Tennessee. There's a lot of mountain ranges. You can't have a patio without flat land."

Alec shares his passion for custom deck designs: "I love anything that's out of the norm, anything that's different." From multi-level decks to grand staircases, fire pits to octagonal designs, discover why decks are the perfect solution for Middle Tennessee's challenging terrain.

Construction as a Marriage

"Construction is a marriage of a certain form. You're gonna be spending a lot of time with those people."

Josie offers candid advice about choosing a contractor: "If you meet us and you don't want to go get coffee with us, then find a contractor that you really enjoy speaking with." Learn why relationship matters so much in construction projects that can take months.

The Midsize Advantage

Unlike large corporations with streamlined processes, H&H Construction dedicates time to getting to know each client personally. "We have more time, and we carve out more time to be very specific with the customer themselves."

Josie reveals she'll spend hours researching specific kitchen formats or design styles just for one client's unique vision.

Faith, Family & Business Values

"Alec and I want to talk. We want to pray over your family. We want to meet your children if you're willing. We want to encourage you in steps of life."

Discover how the Davis family integrates their faith and values into their business, teaching their children about craftsmanship while treating every client like family.

Key Topics Covered

• Renovation Philosophy - Preserving character while modernizing function
• Kitchen & Bathroom Remodels - Creating vision for homeowners who struggle to see possibilities
• Wet Rooms - Seamless, modern bathroom design
• Home Additions - When to build, when to walk away, and roofline considerations
• Sunroom Construction - Climate-controlled vs. non-conditioned spaces
• Custom Deck Building - Multi-level designs, pergolas, and Tennessee terrain solutions
• Client Relationships - Why "construction is a marriage"
• Forever Home vs. Resale - Tailoring approach to client goals
• Historic Home Restoration - Marrying 1930s-40s charm with modern aesthetics
• Business Values - Faith, family, and honest consultation
• The Midsize Contractor Advantage - Personalization over cookie-cutter solutions

Guest Bios

Alec Davis

Alec Davis is a licensed Tennessee General Contractor (BC-A/r) and certified HVAC technician with over a decade of hands-on experience in residential construction. He founded H&H Construction in 2014, initially focusing on mobile home remodeling before transitioning to full-time residential renovations in 2020.

Alec specializes in transforming old structures into restored beauty, with expertise spanning framing, trim-out, custom deck construction, and complete home systems. He holds an Associate's degree in Business and is a graduate of the Nashville State Workforce and Community Development Program.

Construction runs in Alec's blood—passed down through generations—and today, he continues that legacy by teaching his two young children the value of hard work, integrity, and craftsmanship.

Josie Davis

Josie brings the creative vision and design expertise to H&H Construction, spending hours researching specific formats and styles for each client's unique needs. Her design philosophy centers on how spaces feel rather than just function, asking every client: "What do you want it to feel like when you walk in?"

She handles client relations with a relationship-first approach, dedicating time to truly understand each family's goals, priorities, and vision for their home. Her commitment to personalization sets H&H apart from large corporations with standardized processes.

Memorable Quotes

On Renovation:

"Renovations are really special because you're taking something that's already there and already has flavor. It already has its own embodiment, and you are tweaking it, aesthetically smoothing it out." — Josie Davis

On Every Job Mattering:

"To me and Alec, there's no small job. Every job has an impact to the customer and to the family that's living in the home." — Josie Davis

On Design Philosophy:

"How you're wanting a space to feel should often dictate how you develop this space." — Josie Davis

On Honest Consultation:

"Some houses, the way that they're structured, they're just perfect the way they are. Sometimes it's meant to be that way." — Josie Davis

On What's Possible:

"You get the right contractor and the right budget, and you can do just about anything." — Josie Davis

On Seamless Additions:

"In my opinion, a good addition never feels like an addition. It feels like you've successfully continued to walk through the house from start to finish." — Josie Davis

On Choosing a Contractor:

"Construction is a marriage of a certain form. You're gonna be spending a lot of time with those people." — Josie Davis

On Finding the Right Fit:

"If you meet us and you don't want to go get coffee with us, then find a contractor that you really enjoy speaking with." — Josie Davis

On Creating Vision:

"A lot of people don't have vision for space. We help create that vision for people who struggle with seeing their space and what it could be." — Alec Davis

On Custom Decks:

"I love anything that's out of the norm, anything that's different. We've done multi-level decks, decks with grand staircases, decks with fire pits within them, octagonal decks." — Alec Davis

On Core Values:

"At the core of our work is a simple principle: build well, work honestly, and treat every project as if it were our own home." — Alec Davis

On Client Relationships:

"Alec and I want to talk. We want to pray over your family. We want to meet your children if you're willing. We want to encourage you in steps of life." — Josie Davis

Resources & Links

H&H Construction

Website: handhcookevilleremodel.com

Phone: (931) 329-5754

Email: davishandh@gmail.com

Address: 541 S Willow Ave Suite 101#528, Cookeville, TN 38506

Portfolio: View Their Work

Facebook: H&H Remodels

Service Area: Cookeville, Sparta, Smithville, McMinnville, and all of Middle Tennessee

Services Offered

• Home Renovations & Remodels
• Kitchen Remodeling
• Bathroom Remodeling (including Wet Rooms)
• Home Additions
• Sunroom Construction
• Custom Deck Building
• Electrical Work
• Plumbing
• HVAC Installation & Service
• Drywall & Painting
• Flooring Installation
• Tile Work
• Trim & Finish Carpentry

Episode Summary

Chad T. Jenkins grew up on a small farm in South Carolina, started his first real estate deal at age 11, and spent 25 years building over 50 businesses across wireless phones, data centers, construction, HVAC, GPS leasing, and more. Then he stopped. Not because he failed — but because he found something better: engineered collaboration.

In this episode, Chad breaks down the framework he calls the VCR Formula (Vision + Capability × Reach = Success), explains why most entrepreneurs suffer from a WHO deficiency, and shares how his CoLAB community grew to 700+ collaborations in just 18 months — outpacing his entire 25-year history of starting companies.

Jeremy and Chad also dig into the real role of AI in entrepreneurship, how to structure collaboration outcome splits, and why "showing up at the receiving dock" is the ultimate growth strategy.

What You'll Learn In This Episode

• Why an 8-year-old riding horses at auction is the perfect metaphor for understanding leverage
• The John Baptiste Say definition of an entrepreneur — and how it reframes everything
• The WHO deficiency: what's really blocking growth for most entrepreneurs and business owners
• The VCR Formula (Vision + Capability × Reach = Success) — and how to map your P&L to it
• The four types of Capability: ownership, ability, capacity, and cash
• The four types of Reach: eyeballs, minds, hearts, and DNA-level
• Why "Future Backward" planning beats "Current Forward" every time
• How to structure a collaboration outcome split (the 10-20 / 60-80 / 10-20 rule)
• What Chad calls the "Idea Economy" — and why the task economy is over
• How to use AI as a PhD-level assistant without losing your human competitive edge
• The "Name the Baby" tool for creating intellectual property from collaborations

Key Quotes

"A true entrepreneur is someone who relentlessly seeks leverage." — Chad T. Jenkins

"Stop trying to grow through effort. Start focusing on what you have, combining it with what others have, and ask one question: How do you want to split the outcome?" — Chad T. Jenkins

"The only thing cash does is pay for somebody's vision or buy somebody else's capability." — Chad T. Jenkins

"Always show up at the receiving dock, not the procurement office. Future money is always up for grabs." — Dean Jackson (via Chad T. Jenkins)

Resources Mentioned

Chad T. Jenkins / SeedSpark

• Website: seedspark.com
• LinkedIn: linkedin.com/in/chadtjenkins
• CoLAB Programs: seedspark.com/programs
• CoLAB Partner™: seedspark.com/colab-partner
• Kickstarter Events (twice monthly): seedspark.com/colab-kickstarter
• CoLABcon (October, Charlotte NC): seedspark.com/events
• Tools (Name the Baby, Future Backward): seedspark.com/tools
• Books (Friction Fuel, Just Add a Zero): seedspark.com/resources/books
• Blog: seedspark.com/resources/blog
• Real Collaborations: seedspark.com/collaborations
• New Book Preorder — The Code to Collaboration: seedspark.com

Strategic Coach / Dan Sullivan

• Program mentioned: Strategic Coach FreeZone

Mentioned Companies / People

• Matt Brochup / SEO-Teric
• Zach Kadish / Conductor
• Dean Jackson (coined "receiving dock" principle)

Host Jeremy Rivera

• Unscripted Small Business Podcast
• Jeremy Rivera SEO
• SEO Arcade — Podcast-Based Content & Link Building
• White Label Podcast Service
• Repurpose Video Content for SEO
• The Future of SEO & AI Writing Tools

About the Guest

Chad T. Jenkins is the founder of SeedSpark, a Charlotte, NC-based organization known as a leverage partner for entrepreneurs worldwide. Over 25 years he started more than 50 businesses across industries ranging from wireless phones and GPS leasing to construction and real estate investment. In the past 18 months, he's pivoted entirely to building collaborations through his CoLAB community — which now represents 700+ businesses ranging from $2M to $35B in annual revenue.

He is the author of Friction Fuel and Just Add a Zero, and his new book The Code to Collaboration is available for preorder now on Amazon. He speaks globally at entrepreneur conferences and hosts twice-monthly CoLAB Kickstarter events.

About the Host

Jeremy Rivera is an SEO consultant and entrepreneur with 19+ years of experience. He is the founder of SEO Arcade, a unique podcast-based content and link building service, and hosts the Unscripted Small Business Podcast — a series dedicated to authentic conversations with entrepreneurs, SEO professionals, and small business owners. Jeremy specializes in converting podcast interviews into comprehensive SEO content marketing strategies.

Subscribe to the Unscripted Small Business Podcast wherever you listen to podcasts. Feedback? Connect with Jeremy at jeremyriveraseo.com

This conversation covers the evolution of SEO in the age of AI, why customer interviews are non-negotiable, how to structure content for both humans and LLMs, and why quarterly planning beats annual marketing plans in today's rapidly shifting landscape.

Guest Bio

Sara Nay is the CEO of Duct Tape Marketing, where she has spent 15 years helping small businesses build effective marketing strategies. She recently authored Unchained: Breaking Free from Broken Marketing Models, offering a fresh perspective on escaping outdated marketing approaches that no longer serve today's businesses.

Connect with Sara Nay

• Website: ducttapemarketing.com
• LinkedIn: linkedin.com/in/saranay
• Book - Unchained: unchainedmodel.com

Key Topics Covered

• [00:00] Introduction and Sara's journey from intern to CEO
• [01:20] The reporting problem: cutting through vanity metrics
• [04:14] Why beautiful websites fail without customer journey mapping
• [06:07] SEO evolution: from keywords to questions in the AI era
• [08:50] Showing up in AI search results and LLM citations
• [11:57] Local SEO strategy for service businesses
• [13:26] The strategy-first process: interviews and customer journey mapping
• [15:12] The power of leadership and customer interviews
• [19:15] E-commerce vs. service business strategy differences
• [21:16] Year one to year two: evolving campaigns with quarterly sprints
• [24:38] Content strategy for AI visibility
• [26:50] The future of authority and backlinks
• [27:30] Co-marketing as a multiplier for small businesses

Best Quotes from This Episode

"A website should help people get to know, like, trust, and even be able to try your services and buy your services. Yes, it should look nice—that is important. But the content and the journey that you're guiding people on is what I would argue is the most important piece of the puzzle."

"Don't discount all the ways TN businesses can save costs on energy"

"We're not just creating marketing strategy for people anymore. We're creating marketing strategy for people AND AI."

"When people skip over leadership interviews and ideal client interviews, that's where they waste time, energy, and money on marketing in the long run."

"Gone are the days where you can just publish content and hope it shows up. You have to be very focused on what you're putting in the content, but also how you're structuring it."

"I believe you can't really plan for marketing further than three months at this time because it's changing, shifting, and evolving so much."

Resources & Links Mentioned

Duct Tape Marketing Resources

• Duct Tape Marketing Homepage
• Fractional CMO Services
• The Marketing Hourglass / Customer Journey
• Marketing Hourglass System
• Ideal Customer Development
• Google Business Profile Optimization

Sara's Book

• Unchained: Breaking Free from Broken Marketing Models

Tools Mentioned

• Answer the Public - Question-based keyword research tool
• SEMrush - SEO and keyword research platform
• Ahrefs - SEO toolset and backlink analysis

SEO Arcade Resources

• SEO Forecasting 101: Methods, Metrics, Tools, and Challenges
• SEO and Brand Building

Industry Expert Articles

• Local SEO: The Definitive Guide - Backlinko
• Customer Journey Funnel Guide - Usermaven
• If You Aren't Showing Up in AI Search by 2026, You Literally Won't Exist - Michael McDougald, Right Thing SEO

Related Unscripted SEO Podcast Episodes

• The People First Framework with Keith Breseé
• More episodes at UnscriptedSEO.com

Businesses Mentioned in the Episode

• SEOteric - Mark Williams-Cook's agency
• Permacast Walls - Precast concrete wall company (case study)
• Atlanta Legal Care - Regional law office example
• Stair Handrail - E-commerce example
• Doxa Custom Homes - Custom home builder example

Key Takeaways

1. Strategy must come first. Before diving into tactics, businesses need to understand who they're targeting and with what message. Skipping foundational work leads to wasted resources.
2. The customer journey drives everything. Map to stages of know, like, trust, try, buy, repeat, and refer. Each stage needs specific metrics beyond vanity numbers.
3. Content must be structured for humans AND AI. With LLMs influencing search visibility, format content with FAQs, clear headings, and direct answers to questions.
4. Local businesses need hyper-specific strategies. Google Business Profile optimization, reviews, and local keywords matter far more than national branding tactics.
5. Plan in three-month sprints. The marketing landscape evolves too quickly for annual plans. Quarterly deep dives allow adaptation while maintaining strategic focus.
6. Co-marketing multiplies reach without multiplying costs. Email swaps, cross-promotion, and partnerships expand your budget through relationships.
7. Authentic expertise beats generic AI content. Real interviews and genuine subject matter expertise create content that stands out from AI-generated sameness.

About the Host

Jeremy Rivera is the founder of SEO Arcade and host of the Unscripted SEO Podcast, with 19 years of experience in SEO and digital marketing. He specializes in converting podcasts into comprehensive SEO content marketing strategies.

• Website: seoarcade.com
• Podcast: unscriptedseo.com

Rachel brings a unique perspective as a third-generation entrepreneur who cut her teeth managing 400 to 1,200 estimates daily at her parents' printing company before moving into corporate marketing roles at Verizon Wireless and Ticketmaster. When the pandemic hit and she was furloughed, she went full-time on her consulting business and never looked back.

In this conversation, Rachel shares how her Profit Multiplier program helps consultants find at least $100,000 in hidden profit—with one client already seeing a 52% year-over-year sales increase and another at 42% growth, all without adding staff. She also gets refreshingly honest about the moment every entrepreneur faces when they think "maybe it would be easier to just get a job" and how to push through it.

The most tactical segment comes when Rachel describes losing her project manager of three years and her husband's challenge: what if you automated 80% of the role? Three weeks of intensive work later—mapping processes, rewriting SOPs, and building automations—she went from working 3 a.m. to 7 p.m. to finishing by 5:30 for dinner. Her example of turning meeting note-takers into automated task creation systems is something any consultant can implement immediately.

Rachel also challenges the common advice to just "talk about yourself more" when marketing your consulting business. Her reframe: make the client the hero of every success story. When you showcase their transformation and challenges, prospective clients see themselves achieving the same results.

The conversation touches on why systems beat hustle every time, the importance of interconnected tools rather than disconnected apps, and Rachel's ambitious goal to help 100 small businesses double by 2029. She argues that when small businesses grow, the ripple effects extend far beyond revenue—to their families, communities, local little leagues, and neighboring businesses in ways that large corporations simply don't replicate.

For consultants struggling with inconsistent lead flow, Rachel's core message is clear: you're not lacking talent, you're lacking structure. And more hustle won't fix a business that isn't built on a proven growth system.

Connect with Rachel directly at rachelminion.com or explore her consulting frameworks at rockstarrandmoon.com—that's Rockstarr with two R's at the end.

Rachel's current reading stack includes Alex Hormozi's $100M Offers and $100 Million Leads, which she returns to regularly for fresh ideas on testing and experimentation.

About the Host

Zaneta Chuniq Inpower is a marketing professional and entrepreneur based in Atlanta with experience across multiple industries including resume writing and personal branding.

About the Guest

Rachel Minion is the founder and Head Rock Star at Rockstarr & Moon, a RevOps organization helping B2B consultants escape the grind cycle and build predictable, scalable profit. A third-generation entrepreneur, Rachel previously contributed to the Verizon Wireless website rebuild and led marketing at Ticketmaster before going full-time on her consulting practice during the pandemic. She's based in Northeast Florida.

Episode produced by Unscripted Small Business

Interview edited and formatted by Jeremy Rivera

Host: Jeremy Rivera — SEO Arcade Founder & Freelance SEO Consultant

Guest: Dave Gulas — President & Co-Founder of EZDC 3PL

Sponsored by: Cookeville Sunroom Company

About the Guest

Dave Gulas is the president and co-founder of EZDC 3PL, providing warehousing, fulfillment, and transportation services for manufacturers and e-commerce brands. With 20 years in medical/pharmaceutical sales and over three years in logistics, Dave brings a customer-first approach to the 3PL industry.

Dave also hosts the Beyond Fulfillment Podcast, featuring real stories from entrepreneurs — available on the EZDC Blog and all major podcast platforms.

Episode Summary

In this conversation, Dave shares how he and his partner identified a gap in the 3PL market — legacy providers weren't delivering the customer service that growing e-commerce brands needed. Three years later, EZDC has built a reputation for responsiveness and genuine care.

Key Topics Covered:

• Why e-commerce brands reach a "graduation point" where outsourcing fulfillment makes sense
• The importance of warehouse management systems (WMS) and automated integrations
• How behind the meter energy for AI data centers is the type of industry changing changes we can expect 
• Common mistakes when scaling a business — saying yes to the wrong customers
• Bootstrap vs. funded startups: which succeed more often?
• The unglamorous reality of entrepreneurship
• Why personal branding matters more than ever in 2026

Resources & Links Mentioned

About EZDC 3PL

• EZDC 3PL Homepage
• About EZDC
• Packaging and Kitting Services
• Retail Logistics and Warehousing Services
• The Kentucky Advantage: Why a Central Hub is Key for Nationwide 3PL
• EZDC Blog & Beyond Fulfillment Podcast

Connect with Dave Gulas

• Dave Gulas on LinkedIn

SEO & Marketing Resources

From SEO Arcade:

• SEO Forecasting 101: Methods, Metrics, Tools, and Challenges
• The Revenue-First SEO Strategy That's Actually Working
• Opportunity Sizing in SEO
• How a Podcast Generates Links, Content, Audience, Citations & Authority
• White Label Podcast Service

From Jeremy Rivera SEO:

• SEO Basics for Small Business
• Simple, Effective Link Building
• SEO ROI
• Developing a Style Guide for Your Personal Brand
• Jeremy Rivera's SEO Resume & Experience
• Hire Jeremy Rivera
• SEO Services & Pricing
• Cookeville SEO Services

Also Mentioned

• Michael McDougall — Right Thing Agency: What to Do When SEO Rankings Drop After a Site Launch

Key Quotes from This Episode

"We saw a vast amount of complacency within the market to where legacy big box 3PLs were just not providing the proper service to e-commerce brands." — Dave Gulas

"Our guiding principle is we want to treat our customers as if it's our business in terms of we're gonna operate with urgency." — Dave Gulas

"Entrepreneurship has been glamorized so much in recent years... But let's be real about what it's really like to be an entrepreneur." — Dave Gulas

"Having a personal brand is more important than ever. People do business with people and faceless nameless brands are really losing ground." — Dave Gulas

"Struggle creates strength... It's really nature's way of making you stronger. Certainly entrepreneurs can relate to that." — Dave Gulas

Key Takeaways

1. Customer service is a competitive advantage — In industries plagued by complacency, responsiveness and genuine care can differentiate your business from legacy competitors.
2. Know when to say no — Chasing every deal and trying to be everything to everybody can hurt your business. Niching down and being selective about clients leads to better outcomes.
3. Content marketing creates inbound leads — Podcasting, blogging, LinkedIn posting, and appearing on other shows creates a flywheel effect that brings customers to you when they're ready.
4. Bootstrap companies often outperform funded ones — Patience and consistent daily actions beat rushing to scale before you're ready.
5. Personal branding matters more than ever — In an age of AI-generated content, people crave authentic human connection. Founder-led companies with visible leaders are winning.
6. Struggle creates strength — Like the fable of the premature butterfly, entrepreneurs need to go through challenges to develop the resilience required for success.

Subscribe & Follow

• Podcast: Unscripted Small Business Podcast
• Host: Jeremy Rivera on LinkedIn | SEO Arcade | JeremyRiveraSEO.com
• Guest: Dave Gulas on LinkedIn | EZDC 3PL

Have questions about e-commerce fulfillment? Reach out to EZDC 3PL for a quote.

Need help with SEO strategy for your business? Contact Jeremy Rivera for consulting

The Costanza Theory: How Doing the Opposite Built a 21-Year Business Empire

Guest: Bill Kasko, Founder & CEO of Frontline Source Group
Host: Jeremy Rivera
Podcast: Unscripted Small Business by Be Sharp Digital Marketing

Episode Summary

In this episode, Bill Kasko shares how he built a successful recruiting and staffing agency by doing the exact opposite of industry standards. From inverting the traditional sales model to being the first company to publish pricing online, Bill's "Costanza Theory" has disrupted an entire industry for over two decades.

We dive deep into the evolution of customer service technology, the fragmentation of the search landscape, and how AI is creating both opportunities and challenges for businesses. Bill also shares his insights on the current job market and why honest communication wins more business than overselling.

Key Topics Discussed

The Costanza Theory in Action

• How inverting the traditional sales-to-recruiter ratio created competitive advantage
• Why being the only company with a pricing page became their #1 traffic driver
• The importance of customer convenience over business convenience

Technology Evolution & Customer Service

• Early adoption of online chat 21 years ago
• The rise and fall of chatbot effectiveness
• 24/7 scheduling and weekend service calls
• Why AI agents still aren't quite ready

The Changing Search Landscape

• Why presence across multiple platforms is now essential
• How TikTok became the #2 search engine for young users
• The challenge of getting indexed across different search engines
• Reddit dominating 60% of search queries

AI's Impact on Business

• The rise of fake candidates using AI tools
• How HR departments are adopting AI faster than job requirements
• The cognitive decline concerns with AI dependency
• Why verification processes had to evolve

Honest Marketing Philosophy

• Why transparency builds more trust than overselling
• The importance of setting realistic expectations
• How detailed information (like gravel driveway delivery specifics) improves customer experience

Guest Information

Bill Kasko is the Founder and CEO of Frontline Source Group, a staffing agency and executive search firm with over 21 years of experience. Known for their industry-disrupting five-year placement warranty and contrarian business approach.

Connect with Frontline Source Group:

• Website: frontlinesourcegroup.com
• LinkedIn: Follow their company page for white papers and industry insights
• Specialties: Executive Search, IT Staffing, Accounting, Legal, Administrative

Host Information

Jeremy Rivera is an SEO expert and digital marketing strategist who hosts the Unscripted Small Business podcast, featuring conversations with entrepreneurs and business leaders about real-world challenges and innovative solutions.

Referenced People & Companies

• Michael McDougall - Rightthing Agency
• Matt Brooks - SEOteric (discussed LLM hallucinations)
• Mike Buckby - Knowatoa (quoted on ChatGPT as customer support)
• Cookeville Sunroom Company - Used as an example of a local service, small business providing sunroom additions in Cookeville

Key Quotes

"I'm not that smart of a guy, Jeremy. I'm just not. These are just stupid things that I have stumbled on over 21 years and realized that business people sometimes are stupid." - Bill Kasko

"We don't like to fail. It's so simple. Like, have an honest conversation with someone, especially a service business, if it's something that you know is going to be a struggle." - Bill Kasko

"When you start doing the opposite of everybody else, it will work. Now I tell people when they call and give me a hard time about it. No, it doesn't work. You're right. Don't do it. Stay away from it. It's horrible." - Bill Kasko

Main Takeaways

1. The Costanza Principle Works: Doing the opposite of industry standards can create breakthrough competitive advantages
2. Customer Convenience Trumps Business Convenience: 24/7 availability and immediate response times differentiate you from competitors
3. Transparency Builds Trust: Being honest about challenges and timelines converts better than overselling
4. Multi-Platform Presence is Essential: Success requires being found across Google, Bing, TikTok, Reddit, and emerging AI platforms
5. Technology Adoption Requires Patience: Don't jump on trends before the technology actually works reliably

Industry Insights Table

Innovation Area Traditional Approach Frontline's Approach Result Sales Model 20 salespeople, 10 recruiters 1 salesperson, 20 recruiters Better candidate quality wins business Pricing Transparency No pricing pages in industry First to publish pricing online #1 traffic driver to website Customer Service Hours Monday-Friday, 8-5 only 24/7 scheduling, weekend calls Competitive differentiation Placement Guarantees 90-day standard 5-year warranty Industry disruption, client confidence

Resources Mentioned

• Search Platforms: Google, Bing, TikTok, Reddit, YouTube, Perplexity
• AI Tools: ChatGPT, Claude, Copilot
• Business Tools: Online chat systems, scheduling platforms, IP tracking for verification
• Industry Associations: American Staffing Association

Related Services & Industries Discussed

• Legal staffing and lawyer recruitment
• Commercial real estate hiring challenges
• Technology sector impacts
• Healthcare and pharmaceutical staffing
• Administrative and executive assistant placement

Listen & Subscribe

 Listen to this episode: Unscripted Small Business Podcast

 Subscribe on your favorite platform:

• Apple Podcasts
• Spotify
• Google Podcasts
• Stitcher

Contact Information

Questions or feedback? Reach out to Jeremy Rivera or connect with our guests directly through the links above.

Want to be a guest? Email the show through our Unscripted Small Business website.

Episode Overview

Tianna Mamalick brings 12 years of SEO expertise focused exclusively on small businesses. In this conversation, she reveals why working with SMBs is more rewarding than enterprise clients, how to honestly manage expectations while delivering real results, and why she went back to human-written content after testing AI extensively. If you're a small business owner wondering what actually works in SEO right now, this episode cuts through the hype with practical, proven strategies.

Why This Episode Matters for Small Business Owners

Running a small business means every marketing dollar counts. Tianna specializes in helping businesses with limited budgets compete effectively by focusing on what drives actual revenue—not just traffic or rankings. She shares her formula for pairing SEO and paid ads that works specifically for service-based businesses, and explains why your service pages matter more than blog posts right now.

Key Discussion Points

The Small Business Advantage Unlike enterprise clients where a 20% conversion increase gets a polite "that's nice," small business owners email about life-changing results: hiring their first employee, taking their first vacation, or investing in business growth. For Tianna, this feedback makes the work meaningful.

Honest Expectations Setting

• Three-month minimum commitment required
• Clients must have budget they can afford to lose completely
• Not every market works the same (example: Pilates in Las Vegas vs. other cities)
• Regular check-ins at three months to evaluate if the strategy is working

The SEO + Ads Formula While ads don't directly boost SEO, they strategically help prime new pages through engagement. When expanding to multiple locations, running targeted ads on new service pages helps get Google Business Profiles moving faster and improves location-specific performance.

What's Actually Working in Content

• Service pages are the priority: Every service needs its own detailed page
• Blog posts are secondary: Focus on key blog content, not volume
• Collaboration posts: Feature complementary businesses (example: makeup company writing about top lotions that pair well with their products)
• Opinion-based content: Take hard stands on your values and approach

The AI Content Experiment Tianna's agency tested AI-generated content extensively—and none of those articles ranked well. They've gone 100% back to human-written content, using AI only for creating outlines based on top-ranking competitors. The reality: people want authentic mistakes and real human voice.

AI Search Reality Check Less than 10% of traffic comes from ChatGPT for most small businesses. While you should prepare by enriching About pages with certifications and expertise, this isn't the urgent crisis some marketers claim. Most people aren't using ChatGPT for business searches yet—we're still in early adoption.

Mining Your Best Content Stop using SEMrush as your starting point. Instead:

• Record sales calls and note what converts prospects
• Review customer support emails for common questions
• Ask front-line staff to keep notebooks of daily questions
• Use this real language in your content—it converts better than corporate marketing speak

Platform-Agnostic SEO SEO principles work across all platforms, not just Google. Younger generations search directly on Instagram. Make sure you're consistently talking about your actual services across social media, not just listing a keyword in your bio while posting unrelated content.

Resources Mentioned

• Andy Crestodina & Content Chemistry - Collaboration post strategy
• SEOteric - Matt Brooks on content distribution
• Get Me Links - Alejandro Marinas
• Gus Pelogia interview - SEO as a universal superpower
• Michael McDougald, Right Thing Agency - Managing client expectations
• Precast Walls - Multi-location service business example

Best Quotes

"When I increase revenue by 10K a month for a small business, I get emails like, 'I just hired my next person. I was able to take my first vacation.' It's not just a nice investment—it's a business changing investment."

"People want to work with people they like, know and trust. It's not just about the backlink. We're really looking at conversions—how can we get SEO to convert for you?"

"We can't give them cookie cutter content anymore. People want to see mistakes. They want to see people talking. They want to be connecting even in this content."

Connect with Tianna

• Website: smbmarketingschool.com
• Instagram: @smbmarketingschool
• Funnel Summit - January 28th with 8 speakers covering the modern marketing funnel

Action Steps for Small Business Owners

1. Audit your service pages: Does each service have its own detailed page explaining benefits for different customer types?
2. Start recording conversations: Note what questions you answer on every sales call—that's your best content
3. Review your social media: Are you actually mentioning your services, or just posting generic content?
4. Create collaboration opportunities: Identify complementary businesses in your nexus of care and create content featuring them
5. Set realistic budgets: Only invest what you can afford to lose over three months while testing what works
6. Focus on conversions over rankings: Track which pages actually bring in customers, not just which keywords rank

Why Small Businesses Should Care About This Now

The SEO landscape is shifting from keyword-focused blog content to comprehensive service pages that answer real questions. Small businesses with limited budgets can't afford to waste money on tactics that don't convert. Tianna's approach focuses on the fundamentals that drive actual business growth: clear service descriptions, strategic local targeting, and content based on real customer conversations—not AI-generated fluff.

In This Episode, You'll Learn:

• How Scott pivoted from motivational speaking to YouTube success during COVID by teaching investment strategies
• The reality of working 3-4 hours of sleep per night for three months to launch a successful side hustle
• Why YouTube monetization is just the beginning—Scott made $5,000 in month two with only $500 from ad revenue
• The strategic shift from one-time affiliate income to monthly memberships that scaled to $25,000/month
• How to survive YouTube's brutal first 10 videos when the algorithm ignores you completely
• Why providing value to many people beats charging premium prices to a few
• The heartbreaking family story that transformed Scott's business mission forever
• Scott's framework for "failing small" and getting through 100 failures faster to reach success

Key Timestamps:

• [00:01] Introduction and Scott's current success after 15 years of failures
• [02:00] The COVID pivot from motivational speaking to online education
• [04:51] Turning $1,000 into $32,000 in one month—proof of actual results
• [08:13] The truth about YouTube monetization and multiple income streams
• [12:23] Why YouTube is harder than other platforms (and why that's good)
• [15:26] The Faith Roar mission: inspired by a mother's one regret
• [22:20] "You're paid based on the value you provide" finally makes sense
• [25:03] The two books that shaped Scott's journey

Notable Quotes:

"I didn't give up. I had a failure, overcame it, failure, overcame it, and just kept on going."

"It is exceptionally rare to find somebody who can and teaches—and when you find people like that, go subscribe to every single social media platform they're on."

"I've met a lot of people on their deathbeds. I've never met anybody who said they regretted not working more. I've met a lot of people who regretted not spending more time with their family."

"The people that go into business to help others are the ones that are the most successful. Your why for starting a business has to be to help people. It cannot be to make money."

"The only thing that is stopping you from achieving the life you've always wanted is action. So just get started."

Resources Mentioned:

• Faith Roar - Scott's new company dedicated to helping people achieve financial freedom: faithroar.com
• We Profit Day and Night Trading Success Journal - Scott's 230-page journal with only 30 pages of information and 200 pages of action steps
• The Bible - Particularly Psalms, Proverbs, and the Gospels for strength and perseverance

Connect with Scott Curry:

• Website: faithroar.com
• Learn about investment education and trading strategies
• Discover how to start a YouTube channel and online business
• Access resources for achieving financial freedom

About the Unscripted Small Business Podcast:

Hosted by Zanetta Chunique Empower, Unscripted Small Business brings you authentic conversations with entrepreneurs who share the real stories behind their success—including the failures, pivots, and breakthroughs that shaped their journeys.

Episode Highlights:

• The power of movement and understanding hand biomechanics
• Why we all have overly strong flexors (and what to do about it)
• How MetaFlex® gloves work differently from traditional bracing
• Unexpected applications: Ehlers-Danlos Syndrome, stroke recovery, and more
• The sleep-mental health-pain connection you're probably overlooking
• A remarkable Vanderbilt limb salvage case study
• Upcoming research presentations at ACRM and beyond

About Justin Stehr

Justin Stehr, OT, CHT is a Certified Hand Therapist at Vanderbilt Health in Nashville, Tennessee, where he was recently named 2024 Acute Occupational Therapist of the Year. He holds a master's degree in occupational therapy with specialized focus on upper extremity rehabilitation, stroke recovery, and hand therapy.

Justin also holds certifications in:

• Wound care
• Ergonomics
• Hand therapy (CHT)

He currently serves as Clinical Consultant for MetaFlex®, where he educates healthcare professionals on innovative approaches to hand rehabilitation. Justin has presented research at national conferences including the American Congress of Rehabilitative Medicine (ACRM) and has upcoming presentations with the Canadian Percussion Network on the biomechanics of drumming.

Personal Background: Justin's path to hand therapy includes a unique personal connection—15 years ago, he experienced a severe hand injury requiring reconstruction of tendons, nerves, and arteries, giving him firsthand understanding of the rehabilitation journey.

Key Takeaways

1. The Flexor-Extensor Imbalance

Quote: "We spend all day long, we grip everything. So we're constantly grabbing and pinching and then when we're ready to let go of that item or task, we just let go, we relax. We never forcefully open."

This creates an imbalance where our flexor muscles become overly strong while extensors remain weak and stretched out—contributing to conditions like carpal tunnel syndrome.

Action Item: Take frequent breaks to stretch what's tight and strengthen what's weak.

2. Motion is Lotion

Quote: "The power of movement and the same motion is lotion, right? We need to be able to take those frequent breaks."

Regular movement and position changes are essential for joint and soft tissue health.

3. Nothing Replaces Natural Functional Motion

Quote: "In terms of devices, there's a lot out there. People can get sucked into the next best, greatest thing... They're all very supplemental but nothing really is a substitute for natural functional motion and stretching."

While devices and tools have their place, natural movement patterns and functional activities remain the gold standard.

4. Mental Health is Inseparable from Physical Health

Quote: "Mental health is at the forefront of everything we do in OT. Humans and living organisms, we can't be in a constant state of pain or stress."

There's a bidirectional relationship between chronic pain and depression—addressing one helps address the other.

5. Sleep Disruption Compounds Everything

Poor sleep due to hand pain creates a vicious cycle affecting healing, mental health, and overall function.

MetaFlex® Gloves Discussion

What Makes MetaFlex® Different

Quote: "It doesn't really just hold your hand in one position like maybe braces of the past or splints do, but it allows you to maintain this constant motion while you have it on. So it's really kind of a departure from those traditional hand therapy modalities and really a focus on that natural motion."

Learn more about the science behind this approach at Why MetaFlex® Works.

How It Works

The MetaFlex® glove is a fingerless compression glove with adjustable elastic bands running along the back of each finger. When you close your hand, the bands stretch; when you relax, they gently pull your fingers back into extension—maintaining motion rather than immobilizing.

For detailed information on getting the right fit, see the Fit & Sizing Guide.

Unexpected Clinical Applications

Ehlers-Danlos Syndrome: Quote: "Patients with Ehlers-Danlos, with that condition, you've got hypermobility... while stretching is contraindicated for that diagnosis, that proprioceptive input that those bands give to the joints by pulling back, they've found helpful and comforting."

Stroke & TBI Recovery: Quote: "For those that have low tone, or they're easily able to be passively ranged, those bands have been actually helpful in keeping those fingers open."

Active Assist Training: Quote: "They had a patient that was able to grip, squeeze something, but they lacked the ability to really fully open their hand... the bands actually pulled their hand fingers back when they relaxed and activated the extensors part of it. That was an adaptive tool, but also a training tool."

Read more clinical insights and research at the MetaFlex® Health Blog.

Vanderbilt Case Study

Justin is presenting a poster at the American Congress of Rehabilitative Medicine (ACRM) featuring a remarkable limb salvage case where MetaFlex® gloves were used as an alternative to traditional custom orthotics.

Quote: "She was able to actively open her hand because she didn't have the ability to open her fingers. She had flexors, but just couldn't open."

For more about MetaFlex®'s innovative approach and founder's story, visit the About MetaFlex® page or watch videos and read customer reviews on the Learn More page.

Clinical Conditions Discussed

1. Carpal Tunnel Syndrome - Nighttime symptom management, ergonomic factors. Read more: Managing Carpal Tunnel Syndrome
2. Arthritis - Pain relief, functional maintenance
3. Ehlers-Danlos Syndrome - Proprioceptive input, joint stabilization
4. Stroke (CVA) - Upper extremity recovery, low tone management
5. Traumatic Brain Injury (TBI) - Finger extension assistance
6. Post-Surgical Hand Injuries - Maintaining motion during healing
7. Limb Salvage/Trauma - Alternative to rigid bracing
8. Chronic Pain with Mental Health Component - Sleep disruption, depression cycle. Read more: Stay Active in Cold Weather

For comprehensive information about MetaFlex®, see 10 Things You Should Know About the MetaFlex® Glove.

Therapeutic Philosophy

Core Principles

Quote: "Really going back to those principles of stretch, strengthen, really education. That's one of my focuses with Metaflex is trying to provide just general knowledge and exposure to simple ideas that can have a big impact."

Function Over Exercise

Quote: "If someone has a hand injury and let's say they're really into quilting or doing puzzles, we could do those things either using adaptive equipment or compensatory strategies, or just doing those tasks with varying levels of difficulty to increase endurance or to increase fine motor dexterity."

Holistic Care

Quote: "How do we best set that patient up or the individual up to have the highest likelihood of success is by meeting them holistically, meaning looking at all aspects of their care."

Upcoming Presentations & Research

American Congress of Rehabilitative Medicine (ACRM) - Chicago

Topic: Limb salvage case study featuring multidisciplinary team approach and innovative use of MetaFlex® gloves

Canadian Percussion Network - Canada (2025)

Topic: Biomechanics of drumming Exploring repetitive motion and hand health in musicians

Connect with Justin Stehr

Professional Affiliations:

• Vanderbilt Health - Occupational Therapy Department
• MetaFlex® - Clinical Consultant
• Certified Hand Therapist (CHT)

To Find a Certified Hand Therapist: Visit HTCC.org to locate qualified hand therapy professionals in your area.

Professional Organizations:

• American Society of Hand Therapy (ASHT)
• American Occupational Therapy Association (AOTA)

Connect with Unscripted SEO Podcast

Host: Jeremy Rivera Company: SEO Arcade

• Website: [SEO Arcade Website]
• Podcast: Unscripted SEO Podcast
• LinkedIn: [Jeremy Rivera LinkedIn]
• Email: [Contact Email]

Episode Transcript

[Full interview transcript available - see cleaned interview artifact]

Related Episodes

[Links to related episodes about healthcare innovation, occupational therapy, or medical devices]

Disclaimer

This podcast is for informational and educational purposes only. It is not intended to be a substitute for professional medical advice, diagnosis, or treatment. Always seek the advice of your physician or other qualified health provider with any questions you may have regarding a medical condition.

Credits

Produced by: SEO Arcade Host: Jeremy Rivera Guest: Justin Stehr, OT, CHT Episode Length: [Duration] Release Date: [Date]

Tags

#HandTherapy #OccupationalTherapy #MetaFlexGloves #CarpalTunnel #StrokeRecovery #EhlersDanlosSyndrome #ChronicPain #MentalHealth #Rehabilitation #VanderbiltHealth #HandHealth #CompressionGloves #MedicalDevices #PhysicalTherapy #PainManagement #SleepHealth #HealthcareInnovation

Call to Action

Interested in learning more about hand health and innovative therapy solutions?

1. Visit MetaFlex.com to learn about compression gloves with grip-strengthening technology
2. Check out the MetaFlex® Press Features to see award-winning coverage
3. Find a Certified Hand Therapist in your area at HTCC.org
4. Read more hand health articles at the MetaFlex® Health Blog
5. See what others are saying on the Learn More page with videos and customer reviews
6. Subscribe to the Unscripted SEO Podcast for more healthcare innovation stories
7. Share this episode with anyone dealing with hand pain or chronic conditions

Have questions about hand therapy or MetaFlex® gloves?

• Visit the MetaFlex® FAQ page for common questions
• Use the Store Locator to find MetaFlex® near you
• Contact a qualified healthcare professional to discuss whether these solutions are right for you

Want to stay updated on MetaFlex® news and innovations? Follow the MetaFlex® News blog for the latest updates.

Special thanks to Justin Stehr for sharing his expertise and clinical insights on this episode.

Host: Jeremy Rivera, Unscripted Small Business
Guest: Conrad Coe, Operations Manager at Exotic Vehicle Wraps

Episode Overview

In this episode, Conrad Coe shares his unconventional journey from music education to becoming operations manager at one of the nation's top automotive wrapping shops. We explore how AI tools are transforming small business operations, the value of hands-on experience over formal education, and why showing the heart of your business matters more than polished marketing in today's digital landscape.

Top Quotes

On Experience vs. Education:

"I would rather have four years of hands-on practical experience at the thing you're trying to do than a degree saying I'm good at it."

On AI in Small Business:

"We wrap cars with vinyl. That's sticky. So what we've been using AI for has been mostly beneficial for us."

On Marketing Differentiation:

"No one uses dashes. Nobody does except for GPT and AI models... In that way, we are using AI to help us differentiate ourselves from AI."

On Customer Service:

"We're not vinyl installers. This isn't a vinyl wrap shop. This is a client experience shop."

On Problems as Opportunities:

"Problems are bugs and not a feature. Like, you're going to have problems. That problem then therefore becomes a feature if you know you're going to have these problems."

About Conrad Coe

Conrad Coe is the operations manager at Exotic Vehicle Wraps, a premier automotive aesthetic restyling shop in Loudoun County, Virginia. With 20 years of experience in the industry, Conrad's path started in retail management, moved through music education at Berkeley Boston, and evolved through design, print, and installation before landing in shop management. His hands-on approach and mentorship style have helped shape one of the longest-running and most respected shops in the automotive wrapping industry.

Key Discussion Points

The Non-Traditional Path to Success

Conrad discusses his journey from aspiring music teacher to operations manager, emphasizing how mentorship and practical experience often outweigh formal education in trades and hands-on businesses. The automotive wrapping industry relies heavily on learning through doing, with most resources available online rather than through vocational schools.

AI's Impact on Small Business Operations

The Pros:

• Using tools like Claude and Lovable to build custom apps for consultation processes and workflow management
• Validating pricing models to ensure labor percentages, material costs, and profit margins are competitive
• Analyzing competitor pricing across different markets to escape the "bubble" of local pricing
• Checking business decisions against broader industry standards

The Cons:

• AI-generated marketing creates uniformity across the industry, making differentiation harder
• New shops with three months of experience can appear identical to established 16-year veterans
• The challenge of protecting original copy and maintaining brand voice in an AI-saturated market
• However, this uniformity creates opportunities for meritocracy—authentic content stands out more than ever

The Marketing Evolution: From Glamour to Authenticity

Conrad explains how Exotic Vehicle Wraps' Instagram transformed over the past year. They shifted from high-glamour portfolio shots to showing the hands that do the work. This change included:

• Cataloging the entire installation process from beginning to end
• Highlighting the team and building morale through social recognition
• Advertising the consequences of not having services like paint protection film
• Using authenticity to differentiate in an AI-dominated marketing landscape

As Matt Brooks of SEOteric has noted, showing the heart of your business—like pool installation companies documenting the installation process rather than just finished pools—creates more value and trust with potential clients.

Information Gain and Moving Industries Forward

Drawing on conversations with Michael McDougall of Right Thing Agency and others, we discussed how AI can only rise to the level of its training data. Small businesses that add fresh, experience-based insights to the marketplace create "information gain" that helps them stand out. Real conversations between practitioners synthesize new data points that don't exist in AI training databases yet.

Problems as Features, Not Bugs

Conrad shares a powerful reframing: every customer question is a gap in your marketing. When clients call asking how things work, they're identifying opportunities to improve your website and reduce future support time. He emphasizes:

• Viewing client complaints as collaboration and free beta testing
• How one client "sold himself everything" by asking about additional services, increasing average ticket costs
• The importance of inviting collaboration from employees, clients, and unexpected sources
• Empowering team members to own processes, which boosts morale and productivity

Conrad's philosophy echoes across industries—whether it's precast walls or automotive services, the focus should be on client experience first. When that becomes your North Star, all other business decisions gain clarity.

Cross-Channel Marketing Reality for Small Business

Unlike larger operations, Exotic Vehicle Wraps operates with 100% digital, grassroots marketing:

• No radio, TV, or traditional media spend
• Strong domain authority built over 15 years creates consistent organic traffic
• Instagram, Facebook, TikTok, and YouTube with authentic, unpolished content
• Every completed vehicle serves as a billboard—quality work markets itself

The partnership advantage: Rather than expensive ad buys, Conrad focuses on building relationships with Tesla Club owners, Porsche Club owners, BMW enthusiasts, and local luxury dealerships. Person-to-person outreach and community engagement deliver better ROI than broad-spectrum advertising.

Conrad notes: "I'm not dropping $10K to make six" on radio ads that attract the wrong clientele. Instead, strategic partnerships with high-end car communities and dealerships bring in clients who value quality and are willing to invest in premium services like ceramic coating and window tinting.

Key Takeaways for Small Business Owners

1. Experience Trumps Credentials - In trades and hands-on businesses, practical experience often provides more value than formal degrees
2. AI as a Strategic Tool - Use AI to validate pricing, analyze competitors, and check business decisions—but keep the human touch in customer-facing content
3. Authenticity Beats Perfection - Raw, authentic content showing real people and processes creates differentiation in an AI-saturated market
4. Customer Complaints = Feature Requests - Every friction point is an opportunity to improve client experience and reduce support time
5. Focus on Client Experience - You're selling an experience, not just a product. Make this your primary decision-making filter
6. Grassroots Marketing Works - Personal relationships and community partnerships often outperform expensive traditional advertising
7. Show the Process - Document the journey from start to finish to build trust and educate your market

What's Next for Exotic Vehicle Wraps

Conrad and the team are preparing for SEMA (the major automotive industry convention in Las Vegas) and wrapping up Q4 with a focus on executing their annual goals. They're also hosting industry training programs to help lower barriers to entry in the vinyl wrap industry.

As winter approaches and "Hot Girl Summer" ends, they're taking on unique projects—boats, jet skis, and motorcycles—offering opportunities for creative work during the slower season.

Connect

Exotic Vehicle Wraps

• Website: ExoticVehicleWraps.com
• Instagram: @ExoticVehicleWraps
• Services: Vinyl Wraps, PPF, Ceramic Coating, Window Tinting
• Educational Resources: FAQ & Blog

Host: Jeremy Rivera

• Unscripted Small Business
• SEO Arcade

Mentioned in This Episode:

• Matt Brooks - SEOteric
• Michael McDougald - Right Thing Agency
• Riverstone Pools
• Permacast Walls

Episode Overview

In this episode, Lynn Colepaugh from Cyber PR Army joins us to discuss the evolving landscape of digital marketing for small businesses and creators. We dive into the challenges of treating creative work as a legitimate business, the impact of AI on content authenticity, and the fundamental marketing mistakes that are costing businesses customers every day.

Lynn shares practical, actionable advice on everything from fixing basic website issues to building local trust, and why simply responding to inquiries can be your biggest competitive advantage.

Top Quotes from Lynn Colepaugh

On Treating Creative Work as Business:

"It is convincing creators that they are a small business. And it's a really big hurdle because they are creators at heart—whether they are dancers, whether they're making instruments, whether they are writing music."

On AI vs. Authenticity:

"I'm seeing the pendulum swing away from as much AI generated stuff back to people questioning, 'Is this real, a real image or is this something that was generated separately?' And those that are authentically creating are now standing out even more in a really beautiful way."

On Basic Marketing Fundamentals:

"If some industries are just so kind of barren with communications that all you have to do is reply and be thoughtful and communicate, then holy mack, there are companies missing out completely on getting new customers and nurturing customers and keeping their customers long term."

On Local Trust Building:

"I tell people, if you have roots, show your roots, because that's how people know if something goes wrong, they're going to be able to find you."

On Low-Hanging Fruit:

"So many things are on the very granola first level fixable level that people have issues that are just 100% addressable."

On Timeless Marketing Strategy:

"If you're getting your message out correctly, then you will adapt as tools come and go. To me, it is staying face forward there, making sure you're storytelling and talking about the things that are important."

Key Takeaways

• Creators Must Embrace Business Fundamentals - The biggest challenge for artists and creators is convincing them they're running a small business. They need to understand budgets, contracts, legal documentation, and how to pay their team. With modern AI tools and digital systems, small businesses can now have a "mini support team" to handle low-level tasks they once struggled with alone.
• Authenticity Stands Out in the AI Content Flood - While AI has made content creation accessible to everyone, it's resulted in a flood of similar, generic content. The pendulum is swinging back toward authentic, raw, human-created content that tells real stories. A simple, unpolished video of genuine human connection can outperform highly-produced AI content because people are now questioning what's real.
• Stop Selling to Yourself - Know Your Actual Customer - Small business owners often make the mistake of trying to sell to themselves rather than understanding their actual customer's motivations. You need to identify who's really buying from you and why, then tailor your message accordingly. Just like you'd speak differently to kindergartners versus PhDs, you need to adapt your content to match your audience's specific needs and pain points.
• Fix the Basics Before Advanced Tactics - Many businesses have easily fixable issues holding them back: demo content still live on websites, slow loading times, duplicate websites, or text buried in graphics that search engines can't read. Before worrying about advanced marketing strategies, clean up your website, claim all your digital properties (Google Business, social media), and ensure your contact forms actually work and get responses.
• Response Time Is Your Competitive Advantage - In many industries, simply replying to inquiries quickly and thoughtfully gives you a massive edge. The conversation hasn't even started if you don't respond, and every second of delay is an opportunity for prospects to find someone else. Modern AI tools can help by instantly replying to leads, qualifying them, and notifying you when action is needed—you don't have to live on your phone to provide fast responses.
• Show Your Roots to Build Trust - Local businesses should prominently display their community connections, reviews, sponsorships, and team members. People want to know you're findable and accountable if something goes wrong. Simple trust signals like a well-maintained website, clear contact information, active social media responses, and community involvement can be the difference between being chosen or ignored. Local businesses can strengthen trust by highlighting their community presence—something brands like Noe’s Jewelry do effectively through clear contact information and visible local roots.
• Start Small and Consistent, Then Scale - Don't try to do everything at once—you didn't get into business to be a full-time marketer. Pick one manageable content channel (like one social media post every Tuesday) and be consistent with it. Once your website is fixed, your digital properties are claimed, and you have a rhythm, then add more tools like blogs, podcasts, or videos while tracking meaningful metrics to make better decisions.

Topics Covered

• The artist-as-business mindset shift
• Digital PR evolution in the AI era
• The Beatles and the human chemistry factor in creativity
• Understanding your customer persona vs. selling to yourself
• B2B purchasing timelines and content strategy
• SEO fundamentals for small businesses
• Local SEO and building community trust
• Static websites and SEO optimization
• AI vs. human content creation
• The importance of fast response times
• Conference preparation and lead conversion

Resources & Links Mentioned

Guest & Host:

• Lynn Colepaugh on LinkedIn
• Cyber PR Army
• Free Resources from Cyber PR Army
• Jeremy Rivera - SEO Founder
• Jeremy Rivera SEO

Tools & Services Mentioned:

• Lead Truffle - AI-powered lead response automation
• Right Thing Agency - Michael McDougall's agency
• Telepathic - Killian Dunne

Example Businesses Referenced:

• Permacast Walls - Custom concrete contractors
• Riverstone Pools - Pool installation

Cyber PR Army Resources:

• Ultimate Guide to Local SEO
• SEO for Static Websites
• AI or Human Blog Writing Guide

Connect with Lynn Colepaugh

Website: cyberprarmy.com
Free Resources: cyberprarmy.com/thecastle
LinkedIn: Lynn Colepaugh
Email: lynn@cyberprarmy.com
WhatsApp: +1.506.381.3820

Book a free coffee chat with Lynn to brainstorm digital marketing strategies for your business!

About Unscripted Small Business

Unscripted Small Business brings you authentic conversations with entrepreneurs, marketers, and business owners about the real challenges of growing a small business in the digital age. Host Jeremy Rivera explores practical strategies that actually work for businesses without massive marketing budgets.

Motivational Quotes From Our Conversation:

"You have to know better to do better."

"I want to keep it as simple as possible."

"Even when it's slow, just keep one foot in front of the other, and it always picks up."

"Find a niche item, something unique. That's the key."

Purchase from Foxmoor Studio an incredible Cookeville woodwork shop or from Mountain Top Candle Shop here! 

Exerpts: 

Abbey Crane What other things have led to more growth for you? We were recently talking with Kelvin Dorsey who's got an unconventional newsletter, which made me think about non-traditional marketing efforts...Are there any other things that your shop has kind of led to that you've been really excited about?

Jon Stager You know, since moving here, I have mostly focused on online sales. And Etsy's been great to expand my horizons because it's such a wide marketplace, literally worldwide. Although I focus mostly on North America. I've had some sales in Australia and England. But yeah, so it's really expanded my horizons. I almost haven't needed to sell locally as much. I guess when I moved here, I had my client base already, because I had started in Pennsylvania.

So now I'm trying to kind of tap into the local market more, like forcing myself to just not be content with online sales, but really. Yeah, I'm excited to start going to local markets and selling in person. The local art scene in Cookville is really awesome. And I feel like just a matter of focusing and building up an inventory, that's the hardest part. I get busy with these online sales and whatnot. It takes up a lot of your time and then just a matter of setting aside time to make these items to have in stock to bring to shows. That's something I look forward to exploring.

Abbey Crane: You've maintained a simple business model as a sole proprietorship. Tell us about that decision.

Jon Stager: I'm sort of a minimalist within reason! I I prefer the warm comfort of cabins over luxury cabo experiences. There's something authentic about living simply, surrounded by natural materials. My shop is about 30 feet from my cabin, so my home and work life are very entwined. I chose to remain a sole proprietorship because I want to keep things as simple as possible.

I'm not trying to become a big corporation with people working under me and building things that just have my name on them. I respect the craft too much for that. I'm sort of a minimalist within reason, though my shop can be a little cluttered! My shop is about 30 feet from my cabin, so my home and work life are very entwined.

I chose to remain a sole proprietorship because I want to keep things as simple as possible. I'm not trying to become a big corporation with people working under me and building things that just have my name on them. I respect the craft too much for that.

Referenced Resources:

• His Etsy
• Kelvin Dorsey's Newsletter
• West Maids - House Cleaning Services in Calgary, AB
• Superior Gutter and Roofing in Nampa, Idaho
• Pool installation in Nashville 

Episode: Writing the Right Book for Your Business with Ali Machate
Host: Daniel Hill
Guest: Ali Machate, CEO and Founder of The Writers Ally

About the Guest

Ali Machate is the CEO and founder of The Writers Ally, an author services company that helps serious authors write, publish, and sell high-quality books. With a background at Simon & Schuster (one of the Big Five publishers), Ali brings traditional publishing expertise to independent authors and business owners looking to leverage books for business growth.

Key Topics Discussed

The Evolution of Publishing

• How digital technology has made reading more accessible through eBooks and audiobooks
• The shift from traditional gatekeepers (Oprah, NY Times bestseller list) to platforms like BookTok
• The democratization of publishing and audience building

Should Every Business Owner Write a Book?

• The short answer: No. Not everyone should write a book
• Common scenarios where book writing isn't the right choice:
  • Too early in business (lack of case studies and client stories)
  • Wrong timing or insufficient platform
  • When other content formats might be more effective

Writing the Right Book vs. The Wrong Book

• The memoir trap: Many coaches want to write memoirs when they should write prescriptive business books
• The importance of understanding your target market (memoir readers vs. business book readers)
• Strategic thinking: What do you want the book to accomplish for your business?

Key Questions to Ask Before Writing

• Who are you trying to reach?
• What do you want readers to do after reading your book?
• What transformation do you want to create for your readers?
• How does this book fit into your broader business strategy?

The Authority Effect

• The connection between "author" and "authority"
• How books can open doors to speaking engagements, podcasts, and media opportunities
• Books as tools for attracting new clients and boosting visibility

Pricing Strategies

• Book pricing windows:
  • Paperback: $14-18
  • Hardcover: $22-30
  • eBooks: Free-$0.99 (indie) or $8.99-10.99 (traditional publishers)
• Strategic giving: Using free book distribution to build momentum and reach target audiences
• Independent authors can be more flexible with pricing than traditional publishers

Professional Quality Matters

• The importance of professional editing and design
• Reader expectations and assumptions about indie vs. traditionally published books
• Investment in quality pays off in credibility and results

Actionable Takeaways

1. Timing is crucial - Wait until you have enough experience, case studies, and client stories to fill a compelling book
2. Think strategically - Design your book to lead readers toward your desired business outcomes
3. Know your market - Write for your target business audience, not memoir readers
4. Consider alternatives - Sometimes an online course or other content format might be more effective than a book
5. Plan the transformation - Structure your book as a journey that transforms your reader's thinking or situation

Guest Resources

• Website: thewritersallied.com
• LinkedIn: Connect with Ali Machate
• Free Resources: Blog and resources available via mailing list signup
• Free Book Strategy Call: Available through contact form on website
• Special Gift for Listeners: offers.thewritersallied.com/unscripted
  • Pre-recorded webinar: "Don't Write the Wrong Book"
  • Less than 30 minutes
  • Covers key concepts from this episode

Services Offered by The Writers Ally

• Developmental editing (most popular service)
• Complete author services for writing, publishing, and selling books
• Book strategy consulting
• Professional publishing support for serious authors

Host: Jeremy Rivera
Guest: Kinsey Morgan, LPC-MHSP, Owner of Arise Counseling Services
Episode Focus: Therapy approaches, EMDR, workplace trauma, and breaking mental health stigma

Episode Summary

Join host Jeremy Rivera as he sits down with licensed therapist Kinsey Morgan to explore the world of mental health therapy. Kinsey shares her personal journey into psychology, explains innovative trauma treatment approaches like EMDR, and discusses the rising trend of workplace trauma in post-COVID America. This candid conversation breaks down therapy myths while providing practical insights for anyone considering mental health support.

Key Topics Discussed

Kinsey's Background & Journey (00:24 - 02:04)

• How high school counseling for bullying and family issues sparked her interest in psychology
• The transformative impact of working with a skilled teen therapist
• College experience with professors who maintained private practices
• The unique nature of psychology: "We are all part of psychology, walking around in bodies every day"

Arise Counseling Services Overview (02:20 - 03:01)

• Founded 8-9 years ago in Brentwood, Tennessee
• Specializes in trauma therapy, mood disorders, grief and loss
• Focus on EMDR (Eye Movement Desensitization and Reprocessing)

Deep Dive: EMDR Explained (03:23 - 05:25)

• What EMDR stands for: Eye Movement Desensitization Reprocessing
• How traumatic memories get "stuck" in fight-or-flight brain regions
• The movie poster analogy: dimming the brightness of painful memories
• Recreating REM sleep's bilateral stimulation while awake

Therapeutic Approaches & Methods (09:56 - 11:23)

• Cognitive Behavioral Therapy (CBT)
• Inner child work and somatic therapy
• Emotionally Focused Therapy (EFT)
• The difference between intellectualizing vs. feeling through emotions
• Reparenting work for adults

Generational Trauma & Cultural Shifts (12:21 - 15:30)

• How Baby Boomer parents' stoic upbringing affects Gen X/Millennial therapy needs
• Cultural generational trauma and its impact on emotional expression
• Why parents "couldn't teach what they didn't know"
• The "both and" approach to understanding family dynamics

Modern Trends in Mental Health (16:06 - 18:27)

• The rise of somatic experience understanding
• Connection between unexpressed emotions and autoimmune diseases
• "The body keeps the score" mentality
• How emotions manifest as physical ailments when not processed

Cultural Acceptance of Therapy (18:27 - 20:02)

• Shifting attitudes toward mental health care
• Younger generations treating therapy like physical health maintenance
• Persistent stigma and fear factors
• Why it wasn't safe to discuss mental health historically

Accessibility & Insurance Challenges (21:16 - 23:49)

• Why many private practice therapists don't accept insurance
• The diagnostic requirement for insurance billing
• Ethical considerations in labeling and insurance history
• Importance of sliding scale and agency options
• Advocacy for connecting clients with affordable resources

Primary Client Challenges (24:11 - 26:49)

• Functioning impairment as the main driver for seeking therapy
• Massive rise in workplace trauma post-COVID
• Work-life balance struggles
• Boundary issues in professional settings
• Job satisfaction and life satisfaction connections

Workplace Trauma Deep Dive (26:49 - 29:02)

• Why workplace environment impacts are often overlooked
• Power dynamics in work settings vs. family dynamics
• COVID's elimination of traditional coping strategies
• Challenges of returning to office environments
• Stress accumulation and its impacts

HR vs. Therapy: A Critical Distinction (29:21 - 30:57)

• Why HR protects the company, not the employee
• Processing workplace issues safely in therapy
• Learning regulation and effective communication skills
• Preparing for difficult workplace conversations

Individual Therapy's Systemic Impact (33:25 - 34:28)

• How changing one person shifts entire relationship systems
• Working on personal regulation to improve interactions
• Boundary work across personal and professional relationships

Key Quotes from the Episode

"Most people who get into this field have a reason for it... The therapist I worked with was phenomenal and really worked with teens extremely well."

"We are all part of psychology, walking around in bodies every day. And we are the subject matter. So we get to kind of study ourselves and other people at the same time."

"Think of EMDR as sort of your button or your dimmer switch to dim down the brightness of that memory so that we can look at it, examine it, walk ourself through it emotionally and not have to live in it every day."

"In our culture, especially in the US, we really love to intellectualize our way around things instead of feeling our way through something."

"They couldn't teach what they didn't know."

"Our body is extremely smart in that way and it takes that and it goes, okay, well, if you're not going to process this and get it out, then I am going to harbor it."

"Most of my clients, it's functioning. Because they put off usually going to therapy until their functioning is inhibited."

"That phone call is the hardest phone call that most people have to make. But on the other end of it is usually a therapist that is really ready and willing to work with somebody."

Guest Information

Kinsey Morgan, LPC-MHSP
Licensed Professional Counselor Mental Health Services Provider
Owner, Arise Counseling Services

Location: Brentwood, Tennessee

Specializations:

• Trauma therapy and EMDR
• Workplace trauma
• Mood disorders
• Grief and loss
• Anxiety and life transitions

Training & Certifications:

• EMDR (Levels 1 & 2)
• TBRI (Trust-Based Relational Intervention)
• Cognitive Behavioral Therapy
• Bachelor's in Psychology - Harding University
• Master's in Clinical Mental Health Counseling - Lipscomb University

Useful Links & Resources

Kinsey Morgan & Arise Counseling Services

• Website: www.arisecounselingservices.net
• Therapy Blog: www.arisecounselingservices.net/therapy-blog

Mental Health Resources & Information

• EMDR International Association: www.emdria.org
• National Alliance on Mental Illness (NAMI): www.nami.org
• Psychology Today Therapist Directory: www.psychologytoday.com
• Mental Health America: www.mhanational.org

Books Referenced

• "The Body Keeps the Score" by Bessel van der Kolk

Crisis Resources

• National Suicide Prevention Lifeline: 988
• Crisis Text Line: Text HOME to 741741
• SAMHSA National Helpline: 1-800-662-4357

Key Takeaways for Listeners

1. Therapy is Preventative Care: Just like going to the gym or doctor for physical health, therapy can be maintenance for mental health
2. EMDR is Highly Effective: This trauma therapy approach works like a "laser" compared to traditional talk therapy's "corkscrew" pattern
3. Workplace Trauma is Real: Post-COVID workplace stress is a legitimate reason to seek therapy
4. Individual Change Creates System Change: Working on yourself can positively impact all your relationships
5. The First Call is the Hardest: But there's a passionate, ready therapist on the other end
6. Generational Patterns Can Be Broken: Understanding family emotional patterns helps create healthier responses
7. Your Body Keeps Score: Unexpressed emotions can manifest as physical health issues

Action Steps for Listeners

✅ Reflect: Identify one area of life you'd like to see shift or change
✅ Research: Look into therapists in your area who specialize in your specific needs
✅ Budget: Explore insurance coverage, sliding scale options, or budget for self-pay
✅ Reach Out: Make that first phone call - it's often the hardest but most important step
✅ Normalize: Start conversations about mental health in your circles to reduce stigma

Guest: Andrew Poles - Executive Coach & Ultra Marathon Mountain Biker
Host: Daniel Hill - Unscripted Small Business Podcast

Episode Highlights

The Founder Growth Flywheel
Andrew explains why founders and entrepreneurs who stop growing personally inevitably see their businesses stagnate shortly after.

️ The "Seemingly Impossible" Challenge
How a Netflix documentary and his wife's belief led to Andrew's incredible 100-mile mountain biking journey at 10,000+ feet elevation.

Coaching vs. Therapy: The Key Difference
Forward-focused coaching engagements bridge the gap between where you are and where you want to be, rather than exploring how you got here.

When NOT to Scale Up
Why "bigger isn't better" and the crucial question every entrepreneur must answer before pursuing business goals.

Key Business Insights Discussed

• Economic uncertainty strategies for commercial real estate and geographic businesses
• Market-specific analysis - why interest rates affect different sectors uniquely
• Efficiency before expansion - sometimes profitability matters more than growth
• The ultimate end game - defining your exit strategy before making scaling decisions

Related Conversations Worth Exploring

️ More Entrepreneurial Journeys:

• Grant Simmons' journey from corporate to freelance SEO success - Similar career transformation story
• James Dooley's scaling strategies for building a 9-figure business empire
• Simon Schnieders scaling his SEO agency - Agency growth insights

Practical Business Resources:

• Local keyword research strategies for geographic businesses
• SEO-aware business framework for new ventures

Connect with Andrew Poles

Website: andrewpoles.com
LinkedIn: linkedin.com/in/andrew-poles

Coming Soon:

• Book: "Over the Gate" (2025) - His ultra marathon mountain biking transformation story
• Online learning hub with self-paced entrepreneurial development courses

Key Quotes from This Episode

"I have found that founder growth and company growth are a flywheel effect. When one stalls, the other follows."

"Bigger is not better intrinsically. If what you really love is the freedom your business gives you and you scale up, you may find it costs you that freedom."

"You always have to start with the ultimate end in mind. What is the outcome you're shooting for?"

Lorraine Ball is the host of More Than a Few Words, a marketing podcast celebrating 15 years on the air. She's a former marketing agency owner who sold her business after 19 years and now focuses on consulting, teaching, and podcasting.

Episode Highlights

From Traditional to Digital Marketing Evolution

• Started her marketing company in 2002, pre-social media era
• Specialized in home services: HVAC, roofing, plumbing contractors
• Witnessed the evolution from direct mail (1,000-3,000 postcards) to email marketing to social media
• Transformed from traditional marketing to digital agency over 19 years

Strategic Business Growth Decisions

• The 10-Person Cap: Made a conscious decision to limit team size to 10 people
• Capacity Management: Raised prices instead of expanding capacity when demand increased
• 30% Rule: No single client could represent more than 30% of business revenue
• Location Lock-in: Chose to renovate existing building rather than expand to larger facility

Customer Service Excellence

• One-Ring Policy: Every phone call answered on the first ring
• Personal Touch: Any team member could handle client issues, not just account managers
• Friday Availability: Only agency answering phones on Friday afternoons for media deadlines
• Long-term Relationships: Clients staying 10+ years (flooring company: 11 years, Randall Beans: 10 years)

Key Business Philosophy

• Hire for Attitude, Train for Skill: Southwest Airlines model approach
• Lead web designer had never built a website when hired, stayed 7 years
• Focus on personal connections over systems and processes
• Employee retention: Multiple 7+ year team members

Current Consulting Approach

• Target Clients: Established businesses unhappy with current marketing results
• Service Model: Strategy and audits only, no execution
• Unbiased Perspective: No agenda since not selling specific services
• Teaching the Teachers: Works with other agencies to develop client strategies

AI Integration Strategy

• Uses AI for content repurposing (10-minute videos into 5 shorts)
• Transcript summarization while maintaining personal voice
• Content brainstorming and topic generation
• Reformatting and recombining original content, not creating from scratch

Golden Rule: Answer the Questions

Lorraine's most actionable advice centers on one core principle: Answer the questions your ideal clients are asking.

The Framework:

1. Define Your Ideal Client - Get specific, not just demographics
2. Identify Their Questions - What do they really want to know?
3. Create Answer-Focused Content - For SEO, social media, and sales
4. Remember: Traffic and leads don't matter if you can't answer the questions that close sales

Real Example:

Instead of optimizing for "long plus pigeon plus cage," answer "I got pigeons in my roof, how do I get rid of them?"

Key Takeaways for Small Business Owners

• Sustainable Growth: Consider lifestyle vs. scale when making growth decisions
• Client Concentration Risk: Limit any single client to prevent business vulnerability
• Personal Touch Matters: Small businesses can compete through superior customer service
• Employee Retention: Investing in people creates long-term competitive advantages
• Strategic Positioning: Sometimes raising prices is better than expanding capacity

Lessons from Corporate Acquisitions

Lorraine shared insights from both sides of acquisitions:

• Buyers often don't understand what makes the acquired company special
• Personal relationships and service models don't always translate in acquisitions
• Maintaining company culture is crucial for retaining clients post-sale

Connect with Lorraine Ball

• Podcast: More Than a Few Words - Available on all podcast platforms
• Website: morethanafewwords.com
• LinkedIn: Find Lorraine Ball on LinkedIn
• Resources: Hundreds of conversations, workbooks, white papers, and tools for small business owners

About Unscripted Small Business Podcast

Hosted by Jeremy Rivera, the Unscripted Small Business Podcast features real conversations with entrepreneurs, business owners, and industry experts sharing their unfiltered experiences and insights.

Listen and Subscribe: unscriptedsmallbusiness.com

This episode was particularly insightful for anyone considering agency growth, struggling with capacity management, or looking to build sustainable business relationships. Lorraine's 19-year journey offers valuable lessons in strategic decision-making and the power of putting relationships first in business.

In this episode of Unscripted Small Business, host Zaneta Chuniq Inpower interviews Karen Aucoin, owner of JoBelle and Studio 131. Karen shares her entrepreneurial journey, discussing the challenges and pivots she faced while growing her business. She emphasizes the importance of collaboration, networking, and organizational strategies in scaling a creative business. Karen also highlights the significance of empowering women in business and the future trends in the creative economy, encouraging listeners to pursue their passions fearlessly.

Takeaways

• Studio 131 began as a dance instruction space and evolved into a successful event venue.
• Entrepreneurship requires the ability to pivot and adapt to unexpected challenges.
• Collaboration with other businesses can lead to greater success and innovation.
• Delegation is crucial for growth, especially for women entrepreneurs.
• Using tools like Google Docs and CRMs can help maintain organization and efficiency.
• Creating packages that include multiple services can enhance client experience and profitability.
• Networking with competitors can foster collaboration rather than competition.
• Having a clear vision and planning ahead is essential for business success.
• Empowering women in business can lead to generational wealth and inspire future generations.
• The future of creative entrepreneurship lies in adaptability and embracing change.

In this Unscripted SEO conversation, Zaneta Chuniq Inpower interviews Lesle Lane, co-founder and lead photographer of Studio 13, about her journey in photography, the transition to B2B photography, and the impact of technology on the industry. Leslie shares insights on scaling her business, the importance of networking, and the role of mentorship in shaping the future of photography. The discussion also touches on the challenges and opportunities presented by AI and the significance of authenticity in visual representation.

Takeaways

• Lesle Lane is a third-generation photographer specializing in B2B photography.
• Transitioning from portrait photography to B2B requires a different business approach.
• Networking is crucial for photographers to build relationships and gain clients.
• Technology has significantly changed photography, enhancing efficiency and quality.
• AI is impacting photography, but authenticity remains essential for client trust.
• Lesle emphasizes the importance of mentorship for aspiring photographers.
• Building a business requires strategic focus and delegation of tasks.
• SOPs and automation can help streamline business operations.
• Lesle's goal is to cultivate a successor for her business.
• Helping others in the industry is a key value for Lesle. 

Takeaways:

• A dream doesn't turn into a goal without a plan.
• Understanding your natural strengths is crucial for success.
• Generalists can provide the connective tissue for small businesses.
• Founders often feel lonely and need support.
• Tribal knowledge can hinder business scalability.
• Succession planning is essential for baby boomer business owners.
• Emotional ties to businesses complicate succession.
• Successors need to be forged over time, not just found.
• Mentorship is key in transitioning business knowledge.
• Creating structure protects legacy and freedom.
• Succession planning is crucial for business continuity.
• Mentorship plays a vital role in successful transitions.
• Documentation is essential for delegating responsibilities.
• Identifying single points of failure helps in succession planning.
• Hiring for character and connection is more important than credentials.
• Emotional intelligence is key in business handoffs.
• Delegation allows founders to step back and take breaks.
• The right successor can enhance team dynamics.
• Legacy planning should be a continuous process.
• Surrendering to purpose can lead to unexpected opportunities.

Impactful Quotes:

"Tribal knowledge is the enemy of succession. If it's in your head, that's not delegation. We can't delegate that, right? That doesn't exist."

In this episode of the Unscripted Small Business Podcast, host Daniel Hill speaks with Drew Carmichael, a 19-year-old entrepreneur who runs a marketing agency called The Cultivator. Drew shares his journey from starting small businesses in school to establishing a successful marketing agency that focuses on helping e-commerce and service-based businesses scale.

He discusses the importance of being open to opportunities, the decision to forgo university in favor of entrepreneurship, and the significance of SEO and data-driven marketing strategies for small businesses to drive increases in leads & revenue. Drew emphasizes the need for genuine relationships with clients and offers insights into effective marketing practices.

Show Notes:

In this episode of Unscripted SEO, host Zaneta Chuniq Inpower sits down with Tatiana Zagorovski (also known as "Miss Z") of Trio Realty Partners to discuss her fascinating journey from a 23-year career in software development to becoming a successful real estate investor in St. Louis, Missouri.

What You'll Learn:

• How Tatiana discovered her passion for real estate through a simple $27 online training course
• The challenges of transitioning careers and the importance of finding the right mentorship
• Tatiana's focus on three key real estate strategies: buying houses, fix and flips, and seller financing
• Common misconceptions about cash home buying and how honest investors operate
• Why proper analysis and understanding construction are crucial skills in real estate
• The people-centered nature of real estate and the importance of building a strong team
• How Trio Realty Partners goes above and beyond to help clients in difficult situations
• Tatiana's vision for building a legacy and helping others become homeowners
• Something as simple as a new application of professional paint can improve home value,
• making sure your AC is tuned up BEFORE it is inspected also can alleviate maintenance concerns
• What makes St. Louis an ideal market for real estate investment and family living

Featured Guest:

Tatiana Zagorovski is the founder of Trio Realty Partners in St. Louis, MO. After 23 years in software development, she made a career change to pursue her passion for real estate. Her company focuses on buying houses for cash, fix and flips, and seller financing to help people who might not qualify for traditional mortgages become homeowners.

Connect with Tatiana:

• Phone: (314) 804-0777
• Website: Trio Realty Partners, helping people buy homes in St. Louis

Key Quotes:

• "Real estate has so many strategies and possibilities that anyone can find something in real estate."
• "We end up with trying to do everything and doing nothing."
• "There is no one solution to fit it all."
• "Real estate, it's a people business, its relationship, its connections, and it's relying on others on your team."
• "Don't be afraid, just learn and take action and everything is possible."

Episode Timestamps:

• 00:00 - Introduction
• 01:12 - Tatiana's journey into real estate
• 03:04 - Challenges in the new industry
• 06:12 - Trio Realty Partners' approach to buying houses
• 07:22 - A day in the life of a real estate investor
• 09:39 - The cash sale process and misconceptions
• 10:43 - Finding properties: process vs. gift
• 12:24 - Building a team and relationships
• 14:55 - Going above and beyond for clients
• 21:37 - Future goals and legacy building
• 23:42 - The St. Louis real estate market
• 25:33 - Advice for aspiring investors
• 26:30 - Conclusion

Resources Mentioned:

• Local real estate networking events in St. Louis
• St. Louis Chess Club

Takeaways

• The idea for Majestic Photo Booth originated from a musician's need to fund his tours.
• The company started with vintage film photo booths before transitioning to digital.
• They tapped into the market through word of mouth and early SEO efforts.
• Majestic Photo Booth differentiates itself by maintaining a classic style while innovating.
• They offer a unique venue placement model that provides photo booths at no cost to venues.
• Brand activations are a key part of their business, allowing for customization and engagement.
• The photo booth experience is designed to create memorable moments for guests.
• They focus on providing high-quality outputs that guests can take home.
• Even if you're in a "boring" industry like commercial kitchen appliances, you can still build a memorable brand
• The company aims to expand into museums and sports arenas for greater reach.
• Continuous improvement is a core value, driving their mission to innovate in the photo booth industry.

Is your organization struggling with the revolving door of talent? In today's competitive market, retaining top performers requires more than competitive salaries—it demands a workplace where people feel valued, connected, and inspired to grow.

Join Abbey Crane for an illuminating conversation with Francie Jain, founder of Terawatt, who reveals how her innovative approach to group coaching is revolutionizing how companies invest in their most valuable asset: their people.

Francie shares why her marketplace model is making professional development accessible beyond the C-suite: "We really push group coaching because it's much more affordable. If you're a CEO or CFO, you may get one-on-one coaching as part of your benefits package. Whereas if you're a practicing contributor, you're definitely not getting one-on-one coaching."

What You'll Discover:

• The Real Cost of Burnout: Learn why employee disengagement isn't an individual failing but a symptom of system-wide dysfunction

• Success Story: How a group of doctors transformed their workplace dynamics through targeted communication coaching

• The "17 Touches" Principle: Why meaningful employee recognition might require more consistent effort than you think

• Generational Insights: Discover why accommodating Gen Z's workplace expectations creates a better environment for everyone

"If you feel like you could just be as miserable, $10,000 more a year is a worthwhile reason to leave," explains Jain. "But if you felt like this was the most perfect job you've ever had, you wouldn't feel like an extra $10,000 would be worth it."

Ready to transform your organization's approach to professional development and dramatically improve retention? This episode provides actionable insights every leader needs to hear.

Visit terawatt.co to learn more about bringing affordable group coaching to your organization.

Other resources mentioned: 

• Lisa Gibson- Shine the Spotlight on you 
• Arianna Huffington- The Sleep Revolution

Takeaways:

• Brandon Barnum's journey from $20K to $200K in income.
• The significance of referrals in B2B sales.
• Building reciprocal referral partnerships is crucial.
• Networking events should be approached strategically.
• Understanding personalities can enhance networking effectiveness.
• Community engagement is vital in a digital landscape.
• Follow-up is key to maintaining relationships.
• Automation should complement personal outreach.
• AI is transforming relationship building in business.
• Asking for referrals is essential for growth.

Resources Mentioned: 

Buy Brandon's book, Raving Referrals here! 

Why They Buy 

The One Minute Millionaire

The Gap and the Gain

ravingreferrals.com

hoa.com

In this engaging conversation, Jeremy Rivera and Melinda Martin explore the multifaceted world of publishing, discussing the importance of trust, the role of personal stories and tragedies in storytelling, and the differences between self-publishing and traditional publishing.

Melinda shares her insights on the investment required for quality publishing, the impact of AI on the industry, and the evolving landscape of book marketing in a digital age. The discussion emphasizes the balance between technology and authenticity, highlighting the human experience in the creative process.

Key Takeaways

• The publishing industry spans from simple self-publishing to establishing professional publishing businesses, with varying levels of investment and quality

• Professional printing offers substantial advantages over print-on-demand, including specialized features (spot UV, debossing, linen covers, foil elements) that aren't available through platforms like Amazon

• Authors can create multiple revenue streams beyond traditional bookstore sales, including school visits, direct sales, and digital products

• Self-publishing has evolved to rival traditional publishing quality as authors gain access to professional printers and industry knowledge

• Traditional publishing requires finding an agent who then pitches to publishing houses, often resulting in a two-year (or longer) process with no guarantee of publication

• There's growing tension between AI-generated content and human creativity, with many creatives opposing AI use in book creation

Killer Quotes

"So many people in the publishing business, the publishing industry, they started a publishing business because they see it as a cash cow. They play on people's emotions and it is such a predatory industry. And I did not start this business. I really didn't even set out to start a business. The business just kind of found me." — Melinda Martin

"I am a good fit for someone, then we work hard at being a great team and publishing a quality book for their audience." — Melinda Martin

"Self-publishing has evolved so that it can now rival what you see in the traditional publishing realm. And that's because we now have access to these printers. We now have the internet where we can tap into the knowledge base of how traditional publishing works. And we can replicate that in our own business." — Melinda Martin

"Publishing for profit is a long game if you're doing the professional printing way of doing things." — Melinda Martin

"We need more than just the creative speaking out against the use of AI because the authors and the publishers are the ones that are making these long-term decisions to embrace AI or to embrace humanity." — Melinda Martin

"Picture books were a world for me to dive into... The majority of the authors I'm working with now, they are just wanting to make that same impact that picture books had on them." — Melinda Martin

Relevant Resources Discussed & Mentioned:

• Melinda Martin on Instagram
• https://www.nashvilletnlaw.com/the-last-electric-chair-execution/
• The Odd Dog
• Jeremy Rivera's self published SEO book
  • Jeremy's Asphalt contractor client, and Save Fry Oil project
•  Unscripted SEO Podcast, Non-Profit/Green Podcast, Women Who Work From Home

Inspiring Quotes From the Conversation:

"Podcasting is the creator, producer, and complete control of your content and destiny. There's no more DIY than podcasting."

"The ability to feel safe and to laugh is what really sparks creativity. If you're tense, you'll hold back."

"This theater is becoming the pivot point, the Lynch pin that's building this community of live podcasting."

"As a fan, you get to see the podcast up on stage, meet the host, shake their hands and say thank you. That's an experience you don't get just by clicking subscribe."

"You have to be excellent to each other. If you live your life serving others, being excellent, being a great host, and providing what people need, imagine what the world could be."

Key Takeaways:

Podcasting has evolved dramatically since its early days in 2006-2007.

Five generations are simultaneously experiencing digital transformation.

Live podcasting creates deeper connections between creators and audiences.

The "infinite seat theater" concept removes capacity limitations.

Removing financial risk for creators encourages experimentation.

Community-building through meetups accelerates business growth.

Revenue-sharing models align venue and creator interests.

Creating safe spaces fosters creativity and innovation.

Digital marketing skills are transferable across industries.

Authenticity and playfulness strengthen audience relationships.

Listen to Jeff's podcast here! 

For booking information on Poduty Live, click here! 

Other showcase mentioned: Rise and Outshine 

Key Takeaways:

AI adoption is happening whether businesses are aware or not, requiring trusted internet service providers

Automation can free entrepreneurs to focus on growth.

Five generations are simultaneously experiencing AI transformation.

Authenticity matters more as technology advances.

Balance is crucial between AI efficiency and human connection.

Critical thinking prevents over-reliance on AI.

Small businesses should start automation with 10+ customers.

Systematizing operations enables business scaling.

Creative outlets help maintain mental health amid technology.

Transparency builds stronger customer relationships.

Interested in how PropTalkie could help your business? Click here to learn more! 

Other project mentioned: Unleash your creativity with online art classes at curiousmondo.com

Chapters

00:00 Introduction to Anna Rósa Parker
03:57 From Theater to Coaching: A Journey of Self-Discovery
07:08 The Art of Storytelling in Coaching
10:00 Intuition and Creativity: Tapping into Inner Wisdom
12:48 Creating Your Own Life: Understanding Worthiness
16:06 Navigating Stuckness: Simplifying Life and Work
19:02 The Role of the Body in Authentic Living
21:45 Curiosity as a Driving Force
24:36 Reinventing Routines for Entrepreneurs
29:44 Building Confidence and Authenticity in Branding
31:10 The Role of Storytelling in Brand Development
33:11 Leading with Heart: Authenticity in Teams
34:39 Values and Integrity in Business
36:34 The Impact of Technology on Branding and Storytelling
40:55 Creating an App: Merging Ideas and Technology
43:15 Empathy and Community Engagement in Entrepreneurship
46:22 Understanding Roots: Compassion and Empathy
49:04 Curiosity and Creativity in Daily Life
50:58 Knowing Your Story to Shape Your Future 

Interested in learning more about the E.V.O.K.E Method or working with Anna? Click here! 

She also highlights her community engagement through the Rockstar Rewards Program and the significance of local connections. The conversation touches on the balance between technology and personal interaction in real estate, as well as the insights gained from nonverbal communication during client interactions. In this conversation, Cari McGee and Jeremy Rivera explore the intricate dynamics of real estate transactions, emphasizing the importance of understanding human cues and personality types.

They discuss how these elements influence communication and marketing strategies, particularly in the context of digital marketing. The conversation also delves into the differences between residential and commercial real estate, the impact of seasonality on sales, and the significance of maintaining a proactive mindset in the industry. Ultimately, the discussion highlights the need for realtors to adapt their approaches based on client personalities and market conditions.

• Cari has been a real estate agent since 2004.
• Having a personal website gave Carrie an early advantage.
• Facebook became Carrie's primary social media platform.
• Storytelling is crucial in connecting with clients.
• The Rockstar Rewards Program fosters community engagement.
• Building local connections enhances business success.
• Technology cannot replace the human touch in real estate.
• Nonverbal communication is key in understanding clients.
• Maintaining relationships with clients is essential for long-term success.
• The cost of acquiring new clients is higher than retaining existing ones. Understanding human cues is crucial in real estate transactions.
• Client interviews can provide valuable insights for marketing strategies.
• Different personality types require tailored communication approaches.
• Digital marketing should consider personality types for effective content.
• Residential and commercial real estate attract different personality types.
• Seasonality affects real estate sales; awareness is key.
• Proactive mindset is essential for realtors during slow seasons.
• Realtors must adapt their strategies based on client needs.
• The human aspect of real estate cannot be overlooked.
• Cari McGee emphasizes the importance of her website for connections.

 Epic Quotes From the Episode: 

• "Once you find your it, there's no turning back."
• "Show them better, and they will do better."
• "We do not see how things are. We see them how we are. When we mindfully and intentionally share our imperfections and flaws, that actually brings us together and creates a more cohesive work environment."
• "You have to be mindful of the "have-to's" you use on yourself to grow and explore your unlimited potentials."

Three Fundamental Types of Communication:

There are three fundamental types of communication that everything else falls under. First is interpersonal communication – one-on-one interaction. Second is group communication, which involves three or more people and can include organizational communication, hierarchy communication, and strategic communication. The third represents more than 50% of Mario's research, intrapersonal communication – how we converse with ourselves. This is the bedrock of all other communication types. If we want to create meaningful connections with others, it starts with having a happy, relaxed, and fun connection with ourselves.

Curious about your communication style type? Take the quiz here! 

Other Resources Mentioned: 

Brené Brown- The Power of Vulnerability

The Power of Your Subconscious Mind

Mario's book:  Empowering Communication Unleashed

Key Takeaways:

• Nicky's journey from Iran highlights the value of freedom.
• Entrepreneurs must champion freedom to thrive.
• Sales should be reframed as service to help others.
• Human connection is vital in business, especially post-COVID.
• Digital marketing is noisy; authentic connections matter more.
• Successful business owners must be decisive and committed.
• Investing in personal development is crucial for success.
• Thought leaders are known for their unique insights and contributions.
• Building relationships creates opportunities for business growth.
• Loving the process is essential to achieving desired results.

 Interested in working with Nicky? Click here! 

Want to read even more thought-provoking material? Purchase one of his books here! 

• Rachel Smalling has multiple small businesses in Cookeville, TN.
• The Lakeside Inn was purchased during the COVID pandemic.
• Running a motel involves constant availability and mental challenges.
• Building a reliable team is crucial for small business success.
• The Sportsman's Lodge was a partnership with her partner's parents.
• Digital marketing is essential but can be overwhelming for small businesses.
• The 1854 Cocktail Bar was inspired by a trip to New York.
• Quality ingredients are prioritized in the cocktail offerings.
• There's companies like  Save Fry Oil that can help save costs in commercial kitchens.
• Networking and community support are vital for entrepreneurs.
• Aspiring business owners should focus on authenticity and market needs.

Key Takeaways:

• Trademarking is essential for brand recognition and protection.
• An LLC does not provide ownership of a brand name.
• The first to file a trademark has the strongest rights.
• AI-generated content may not be legally owned by the user.
• Contracts should address all potential scenarios to avoid disputes.
• Trademark registration can take over a year to complete.
• Legal advice is crucial for effective contract drafting.
• Budgeting for legal needs is important for business planning.
• Rebranding due to trademark issues can be costly.
• Understanding the difference between trademarks and copyrights is vital for business owners.

Interested in working with Kelli or want access to her templates? Click here! 

Notable Quotes From the Conversation:

"Remote work has changed the landscape. Now businesses aren't limited by geography - they can access world-class financial expertise from anywhere."

"The most exciting part is seeing clients go through that 'aha moment.' When data validates their business instincts, it completely transforms how they make decisions."

"Building trust with clients isn't just about numbers - it's about delivering insights that change their perspective and elevate their business."

"In emerging businesses, we have the opportunity to shape the entire financial story. We can help founders turn their vision into measurable success."

"AI and machine learning aren't just tools - they're giving smaller businesses access to the same sophisticated financial analysis that was once only available to large corporations."

Learn More From Sal:

Find him on LinkedIn under Sal Tirabassi, visit his website at CFO Pro Analytics.com, or read his technical articles on Substack at salvatoretirabassi.substack.com

 Top Quotes from the Episode:

Stephanie shares her journey into entrepreneurship, her insights on acquisition entrepreneurship, and the differences between consulting for large corporations versus small businesses. The conversation highlights the need for entrepreneurs to think about their long-term goals and the creative options available for exiting their businesses.

 Killer Quotes

"You're a unique individual with unique experiences and unique needs and wants. You've got to build your business around that."

"Don't hesitate to get started now. Even from the very, very beginning, there are things that you can do to keep defining and working towards what your longer term strategy is."

"Oftentimes, entrepreneurs think they have a marketing problem, but really, what they've got is an alignment problem. And they’ve got to go back to the very beginning to make sure that the business they're running is actually aligned with who they are, what they want, and what they need from their business."

"You get to choose your exit, and you get to define what that looks like for you."

"You have to be willing to change your beliefs in order to grow."

Key Takeaways:

• Exit strategies are incredibly important elements of the business model to consider.
• Acquisition entrepreneurship allows for growth without starting from scratch.
• Aligning business models with personal values is crucial for success.
• The Growth and Profit Business Model Framework helps in building valuable assets.
• Small business consulting is more emotionally driven than corporate consulting.
• It's never too early to start thinking about exit strategies.
• Identifying business assets can significantly increase a business's value.
• Selling parts of a business is a viable strategy for entrepreneurs.
• Avoid rigid structures when planning your exit strategy.
• You can define your own exit strategy based on personal goals